Case Study: a leading American footwear retail chain boosts average order size with Agilence

Increasing Sales By Measuring Upsell And Cross-sell Effectiveness

Agilence helped a leading American footwear retail chain improve the way it measured upsell and cross-sell performance across its more than 1,000 North American locations. The retailer had promoted add-on items like socks at checkout, but without strong reporting it could not tell which items were working best, how they affected sales and margins, or where associate training gaps might be holding back results.

Using Agilence’s data analytics platform and granular reporting, the company was able to track upsell and cross-sell impact by region, store, and associate, and quickly see changes in average order size and margin. Agilence reporting showed a 42% increase in average order size for transactions with upsell items, while 18.3% of transactions included at least one add-on item; improving that rate to 20% could drive nearly $850,000 in revenue in 30 days, or more than $10 million annually.