Negotiating a discount for the tenant
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.
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.
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