About
Online retailers react to shopping cart abandonment to grow revenue. Brick and mortar retailers cannot react to shopping cart abandonment, because it is not measured. We measure in-store shopping cart abandonment of apparel. Our predictive analytics grow revenue by identifying 1) hidden gems that are rarely considered, but convert to a sale when they are found and 2) bad fits that are frequently considered, but rarely convert to a sale. Given enough time, sales associates and point of sale analytics discover the hidden gems and the bad fits. The challenge to associates is the overwhelming number of styles (1k for mid-market retailers, 10k for big box retailers). The challenges to point of sale analytics are the invisibility of merchandise conversion and the time lags (i.e., a 30 day return policy). We provide insight on merchandise conversion, the leading indicator of sales, and empower retailers to respond to customer preference at the beginning of the season instead of the end.