min(s) to read
November 20, 2022

Reduced Retail Labor Cost by Nearly 14% Annually and Achieved 2.5% YOY Same-Store Sales Growth Through Traffic and Staffing Model Analyses

Sector: Luxury Retail

Revenue: $500M

Size: 200-Person Sales Organization

Scope: Global


  • Reduced labor costs by nearly 14% annually representing $2M
  • Increased engagement and performance by remaining sales associates
  • Pilot stores had increased sales growth compared to LY and peer-stores during 3-month pilot period

Business Issue:

  • Luxury retailer was re-examining their retail footprint as they encountered changes in store traffic, growth of online sales, etc.
  • Need to drive increased store traffic through clienteling activities by sales associates and more effectively acquiring new clients in retail channels
  • Stores were not as profitable as the business would like and cost of labor was too high vs. other luxury retailers
  • New associates struggled to build a book of business while Assistant Store Managers were not contributing enough to drive sales
  • Need to develop the optimal staffing/resourcing, time study of activities/duties, deployment model for different stores, and plan for large scale change


  • Store role design
  • Analysis of customer traffic, appointments, conversion rates, and other metrics across all stores 
  • Store segmentation
  • Staffing model