How to Increase the Average Basket Size in Store

To increase your average basket size, your store must be visually appealing, captivating, and offer an engaging display to pique consumer interest. While your store may stand out, what about your product range? Beyond showcasing your products, ease of access for both customers and sales teams, loyalty programs, in-store activities, and promotional operations are powerful tools to enhance the average basket size.

Consider Theatricalization

To inspire customers to explore your products, keep it creative and straightforward! Transform your display window with dynamic elements or mannequins ready for the slopes to captivate both kids and adults.
Bringing your products to life helps customers envision their use, making their visit more purposeful and ultimately leading to compelling purchases.

Seasonal displays are another great way to feature your products. They showcase related items in a contextual setting, creating a sense of novelty and driving store traffic. This setup triggers impulse buys and boosts the average basket size.

Run Promotional Events

Your store should not only grab attention but also entice consumers with its environment. We recommend organizing promotional events during peak periods. In-store workshops can attract and retain new customers. Consider teaching kids to ski with an indoor mini ice rink, hosting a bike race outside your shop, or awarding a grand prize for a marathon winner. There are countless ways to engage your customers.

These events will draw traffic to your store, making it the perfect time to showcase high-margin products or achieve specific goals (highlighting exclusives, introducing new items, clearing stock, etc.). Highlighting non-discounted items through effective displays can significantly increase the average basket size.

Rely on a Good Loyalty Program

Customers with loyalty cards spend more than new customers, and bringing them back is less costly than acquiring new ones.

Captivating your customers and increasing their average basket size requires a well-thought-out strategy. A robust loyalty program attracts regular visits and encourages the purchase of targeted products (like clearance items).

Consistent staging across your network’s stores builds a unique brand identity. Regardless of how many stores you have nationwide, your customers should always recognize you.

A good loyalty program is fair, acknowledges the customer, and supports store revenue. Personalized loyalty programs offer VIP deals, attractive discounts, and tailored newsletters. For loyal customers, increasing the average basket size can be achieved by offering points for past purchases, encouraging them to opt for higher-priced items.

Discover also: Customer data: Why you absolutely need to leverage it ?

Optimize Your Merchandising

Have you considered merchandising to increase your customers’ average basket size? This marketing technique focuses on product presentation in-store. While maintaining a certain shelf organization is essential, you can still encourage purchases through strategic product placement and associated sales. For example, placing bike helmets near sports sunglasses or sports shoes next to apparel. The aim is to create natural product associations in your customers’ minds.

To keep loyal customers engaged, don’t hesitate to rearrange products, offer bundle deals, or display them differently. The goal is to provide a fresh perspective so customers always find new interest in your products.

Collaborate with Brands

To enhance visibility, boost brand recognition, and increase the average basket size, consider collaborating with brands, athletes, or other stores. This can lead to the launch of innovative products combining your expertise, whether for long-term sales or seasonal events (like back-to-school or Easter).

During promotional events, inviting a local or high-level athlete relevant to your sector is a proven and effective way to increase in-store basket size.

Facilitate Access to Your Offer through Digitalization

Our final tip for increasing the average basket size in-store is to digitalize your sales process and product offerings. With a shared catalog accessible on a tablet, your salesperson transforms into a knowledgeable brand advisor. They can take the time to answer customer questions and, if needed, consult the comprehensive catalog of your network’s offerings directly on their device.

Your salesperson knows the availability of products in-store, in the warehouse, or across the network. They always have a solution to meet customer needs (click & collect, store to web, etc.).

Increasing your average basket size is no longer a mystery. By building a strong brand image, you stay competitive. With innovative commercial operations (theatrical displays, strategic merchandising, brand collaborations) and a well-crafted customer loyalty strategy (both in-store and online), you can consistently boost the attractiveness of your network.