Teppei Syokudo - Improving Store Performance: ESK Findings
Hypothesis 1
Hypothesis 1: We can increase store productivity by hiring good cashiers who can upsell (increase sales dollar per customer) and serve customers faster (increase customer number).
From the sales process, we know that the cashiers are the most customer facing staff. They are also the most likely to influence customers’ purchase decisions, based on their ability to upsell and cross-sell. This hypothesis looks at identifying good cashiers who are able to consistently increase sales dollars per customer through upselling and/or cross-selling. It also looks at the speed at which the cashier serves the customers, as more customers served within an hour means higher sales, which directly relates to higher store productivity.
For this analysis, we use simple linear regression and apply it to each cashier to see if a particular cashier is able to affect the number of customers, and sales dollar per customer. At the same time, we account for the time of day and day of week effects.
