When sales hide operational problems
A commercially important outlet store. Sales are declining despite stable traffic. Diagnose the real problem, evidence gaps and recovery plan.
Illustrative Training Data
| Metric | Current | Last year | Δ |
|---|---|---|---|
| Traffic | 42.500 | 41.800 | +1.7% |
| Conversion Rate | 5.1% | 6.4% | -20.3% |
| Transactions | 2.168 | 2.675 | -19.0% |
| UPT | 1.72 | 1.94 | -11.3% |
| ASP | Rp 720.000 | Rp 690.000 | +4.3% |
| Net sales (calc.) | Rp 2.684.851.200 | Rp 3.580.755.000 | -25.0% |
You are the Retail Operations Manager. Choose one and complete the written response below.
Auto-indicative only. Facilitator provides final scoring.
• Sales decline is an output, not a root cause.
• Stable traffic + lower transactions points to CR.
• Broken sizes contribute, but do not explain every gap.
• Lighting, zoning and entrance coverage are execution-discipline signals.
• General briefings without owners, targets and evidence are insufficient.
• Merchandising ownership (allocation, aging) must also be tested.
• A formal performance process may be considered if recovery does not occur.