Case Study: Driving Sales Over Peak at John Lewis

We're all traders…this is really helpful to get people focused on selling…it doesn't add work, it prioritises people's focus. Tony, Department Head, London

The client

John Lewis operates 50 large department stores across the UK, earning £4 billion in revenue each year. It is the largest employee-owned organisation in Britain.

The challenge

John Lewis wanted to drive sales in high-priority categories through the pre-Christmas Peak trading period. The company had, therefore, launched an initiative, 'The Power of One', which aimed to add one extra item to every customer's shopping basket. John Lewis' Shop Trade team approached Quorso to help support this initiative.

The solution

In five weeks, Quorso's Data Team built an automated pipeline to ingest weekly sales data for 50,000 product lines at each John Lewis store. Quorso's intelligent analytics layer then benchmarked sales of each product line (e.g., Men's T-Shirts) against a control group of similar stores, after normalising footfall. Essentially, Quorso was surfacing where, given the number of customers shopping in that area of the store, sales were lower than expected.

Department Heads and Store GMs can now quickly see which promotions and layout changes are working, using the Quorso app on their phones. They record their actions while on the go, and can easily share successes with colleagues nationwide. Meanwhile, Central Teams now have full visibility of how revenue is being driven and a frictionless way to interact with GMs.

The impact

Within the first six weeks, each participating John Lewis store was taking 6-7 significant actions to improve every week in Quorso. These ranged from creating a pop-up to sell Christmas trees in the mall outside (sales +60%) to placing a stationery table in the gift department (+£500 a week). Each week, each participating store added £13,000 of extra revenue from these changes – equating to nearly £700,000 a year per store.


If you want to learn more about how Quorso could drive innovation at every level of your business, get in touch to book a demo today.

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