“Here’s another good way to judge a store: by its inception rate, meaning the percentage of customers who have some contact with an employee. This is especially true today, when many businesses are cutting overhead by using fewer workers, fewer full-timers and more minimum-wagers.
All our research shows this direct relationship: The more shopper-employee contacts that take place, the greater the average sale.
Talking with an employee has a way of drawing a customer in closer.”
