The first part is the provision of three Converting browsers into buyers templates to track the rate of conversion of shop browsers into customers. This part is free, but it requires bookseller’s commitment to implement and maintain a data collection process over a period of time.
The MS Excel templates with built-in formulae can be downloaded for hardcopy or electronic use from this website. The data is collected from your business for your own analysis and use - you do not need to reveal it to anyone.
This data may help you track various activities eg. do you have an increase in browsers entering the store after your newsletter is distributed? Does the increase occur within 2 or 5 days or the following weekend? By what rate do your browsers increase in the lead up to Mothers Day? Would this be a good opportunity to do a co- promotion? Do you always seem to be selling coffee table books as gifts? Perhaps you should allocate more shelf space to this category.
The Converting browsers into buyers templates are:
Weekly benchmarking template - this spreadsheet uses data from the door counter* and point-of-sale report to calculate the conversion rate of browsers into customers. That is, how many of the browsers entering the store, actually make a purchase; the number of items sold per customer and the average spend. This report will indicate if there is a sales trend throughout a given week. *Note: affordable door counters under $200 can be purchased from most electronic suppliers such as Jaycar or Dick Smith and easily installed.
Monthly benchmarking template - this spreadsheet is a summary of the weekly data on a monthly basis. This report will indicate if there is a sales trend in particular months or over a period eg. Christmas.
Space management template - this spreadsheet uses data from the point-of-sale reports and the number of linear meters of shelf space. This report will indicate the contribution each book category eg. fiction, children’s, business etc., makes to the business, and can identify the high and low performers relative to shelf space. This information will enable booksellers to identify their profitable stock and allocate more shelf space to maximise their profits.
