Retail Performance Pulse: When Winter Hit Hard, Stores Hit Back with Conversion, ATV and Shopper Yield Gains

Ray Hartjen
Ray Hartjen
Director, Marketing

The newest Retail Performance Pulse is now available for download, delivering a detailed analysis of brick-and-mortar store performance for the retail month of January 2019.

The current RetailNext Retail Performance Pulse has been published and is available for download, providing an overview of brick-and-mortar store performance for the retail month of January 2019 (January 6 through February 2 on the industry’s 4-5-4 calendar).

Download the Retail Performance Pulse for January 2019 store results.

Not surprisingly, retail stores suffered a bit of a hangover while cleaning up after the previous months’ Holiday season celebrations, posting a 7.4 percent decrease in total sales, as measured year-over-year (YoY), on a decline of 10.7 percent in shopper traffic. The impact on sales form the heavy traffic losses were mitigated largely by increases in conversion (+0.4 points), average transaction value (+5.5 percent) and shopper yield (+7.5%).

The drop in shopper traffic experienced in January was the largest decline since February 2017. However, the uptick in conversion reversed December’s results, and represented the 20th positive month of the past 25, dating back to January 2017.

The best days of the month of January occurred at the end of the month, lending promise for a reversal of fortunes in February and March. The last day of the retailing month, Saturday, February 2, delivered the month’s highest metrics for sales, traffic and transactions. High points for conversion and shopper yield occurred one day prior, Friday, February 1.

Regionally, the Midwest region posted the worst numbers, undoubtedly impacted by the frigid temperatures experienced during the polar vortex weather event. However, conversion, ATV and shopper yield metrics across most every region further demonstrates that when the weather cooperates and the shopping motivations are compelling enough to leave home, shoppers do arrive at stores with a strong intent to purchase.  

For a full reporting of physical store performance for the month of January 2019, please download your copy of the Retail Performance Pulse today.

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