The Challenge
In large-format furniture stores, sales depend on moments: an advisor nearby when a customer lingers at a product, a cart at hand when someone decides to buy big. A multinational furniture retailer wanted to quantify both.
The Solution
Working with Ariadne since 2021 across stores in Europe and North America, the retailer measures department-level visits and dwell times and ties them to its own sales data. Two studies stand out: one correlating employee presence with closed sales in a single department, and one tracking shopping-cart availability as its own measurable object.
The Impact
In the rug department, a sale followed 88% of the time when employees were highly present, against 13% when they were absent, and 87% of lost sales coincided with low staff presence. The cart study found purchases could rise by up to 46% when carts were reliably available, with cart shoppers spending around 30 euros more per visit than basket shoppers. Both studies are published as whitepapers.
