The opportunity
was in the dry aisles.

Sales were down.
Where was the opportunity?

The brief was to improve sales. That did not automatically mean changing every part of the store. Salvia first looked at where the customer experience and product offer were falling short.

The review pointed toward the dry aisles. Salvia identified a larger opportunity there than in the fresh-food and concession areas, and concentrated the work accordingly.

Start with the offer
customers were encountering.

The response focused on the product lineup and how customers experienced it in the store. The work was deliberately concentrated on the area Salvia had identified, rather than spread evenly across the business.

Coffee, beverages and novelty items became part of the assortment reset. Layout changes supported the revised offer.

An assortment reset.
A revised store layout.

Salvia revamped the product lineup, introduced better coffee and beverages, added novelty items, and revised parts of the store layout.

The commercial decision and the physical execution were connected: what the store offered and how customers encountered that offer were addressed together.

• Review of the customer experience and sales opportunity
• Product-lineup changes in the dry aisles
• Coffee, beverage and novelty-product additions
• Targeted store-layout changes

Sales increased
during the engagement.

The owner reported a 40% increase in sales in under three months during the engagement.

The engagement concentrated the work on the dry aisles: a revised product lineup, better coffee and beverages, novelty items, and targeted layout changes.