Tailor your merchandise to what your customers want to buy

While in high school before we were able to drive, a group of us would walk to a nearby 7/11 for lunch most days.

It was three blocks away so it didn't take long but was far enough away from school to feel like an escape.

We'd get a variety of things. There was the usual chips and junk food but this 7/11 also had nachos, hot dogs, corn dogs, and other quick foods. (Not healthy food but we were teenagers).

We ate there easily 3-4 times per week.

Due to the proximity to the school, the store had a bunch of bundles. Nachos and a drink. Two hot dogs and a slushy. Lunch special.

The operator of the store really understood their market and sold things that their audience wanted to buy.

When merchandising you want to focus on the products that would do well for your audience. That 7/11 didn't promote whole pizzas or frozen food to us high-schoolers. It promoted single-serving products that can be eaten without a table or utensils.

The right products will reinforce repeat buying behavior and get customers to come back. In Repeat Customer Insights you'd want to look at the Repeat Purchase Rate for each product. The higher the more likely they'll come back.

Happy 7/11 day.

Eric Davis

Analyze your customer's behaviors before they defect

Your customers aren't yours forever. Some might have defected today, never to be seen again.
You need to analyze your customer behavior so you can reach them before they defect.

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Topics: Product analysis Repeat customers Customer behavior

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