Москва, Хорошевское шоссе 32а

Cases

Negotiating a discount for the tenant

PROBLEM:

The Garmin* store reported a 15% decline in the traffic. With these figures, the tenant approached the shopping mall to ask for a 35% discount.

SOLUTION:

The tenant analysis in the Focus system showed that its footfall decreased, but even so the average check increased and the conversion grew a little. Negotiations revealed that the store had raised prices in order to maintain margin. As a result, visits became more targeted; only brand loyal customers remained.

RESULT:

The shopping center suggested that the store should be transformed into a pickup point for online orders to increase traffic and impulse buying. After the recommendation, the sales turnover increased 7%. The discount issue was closed.

*not tenants’ real names

 

 

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