Raise Your UPT With Suggestive Selling | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

Do you know what your UPT is? Yeah, that's your units per transaction. It's the one thing that your employees have the most control over. Now, one thing we don't want to see is a units per transaction of one or 1.1, that essentially means people walk into your store, they ask for a product, your employee gets it off the shelf or off the hanger and hands it to them and they pay for it. That's really a waste. You're pretty much just a warehouse.

What you want to see and what the goal should be is at least two items go out your front door at a time, because once I say yes to one product, it's easier for the shopper to say yes to another. 

So suggest selling what will go well with the first product they bought, being able to suggest a gift too, particularly when we come into holiday times, but the more units out the door help margins, even if they've bought discounted or clearance items. So that's your tip today is to make sure that your employees know how to suggestively sell more than one item and to get your UPT to as close to two as you can get it.

If you love what you heard on Retail Today, connect with Bob by visiting retaildoc.com or send a message to bob@retaildoc.com. Thanks for listening!

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