Just how much of an impact can brand training and helpful expertise really make on your bottom line? Until now, no one really knew. Turns out, it’s a lot – up to 69% more in sales. That’s just one of many discoveries we made during our third-party academic study of the retail industry conducted by the academic research group at the University of Pennsylvania Wharton School.

1. VALUE OF HELPFUL EXPERTISE IN RETAIL
Just how much of an impact can brand training and
helpful expertise really make on your bottom line?
Turns out, it's a lot – up to 69% more in sales.

2. Big Data
2
• Commissioned study led by Marshall Fisher, PhD, Wharton
• Analyzed data from three retail partners
• Compared point-of-sale data to sales associates’ engagement with
the Experticity interactive training platform on the categories and
brands they sell
• July 2011 to June 2013
• 63,500 employees
• 330 stores

3. Data Validation
3
• Analysis is controlled for variables including:
LogSales = β0 + β1 * InStock(%) + β2 * HsWorked + β3 * HsBlock(%) + β4 *
OtherSalesEmployee + β5 * EmployeeTenure + β6 * Leaving + βn *
Additional Controls + ε
• In-stock percentage
• Number of hours worked
• Quality of hours worked
• Competition within the
store
• Employee tenure
• Employee turnover
• Seasonality

4. 4
Sales associates who engage with product education
sell more. A lot more.
 Associates who took at
least one module sold
69% more, on
average, than those
associates that took no
modules
 Associates that took
6 or more modules sold
123% more than those
associates that took no
modules

5. 5
Engaged sales associates not only sell more overall
but they sell more of your brand.
For sales associates that
engaged with one module
for that brand, brand sales
were 87% higher
compared to those that
didn’t engage at all.

6. 6
The more sales associates engaged with
Experticity, the better their performance on the sales
floor.
 Training does impact performance
 For each additional module an
associate takes, their sales increase by
1.6% after taking the module
 And increased performance means
they are building better brand
advocates on your behalf
Associates that passed at least a typical
brand course of three modules sold
more AFTER completing the
modules than before
9.5%

7. 7
Getting associates to engage with your brand is one of
the most effective tools for increasing sell-through.
 For each brand module an
associate completed, sales of that
brand increase by 2-4% afterward
 The more they know about your
brand, the more helpful expertise
they can share with customers
 Helps you know where to allocate
budget

8. How can you use this data to improve your business?
8
 How do I know which associates are most engaged throughout my retail
distribution network?
 What engagement information should I be reviewing on a regular basis?
 Who is highly engaged in my category but not with my brand?
 Which retailers are most engaged with my brand’s education efforts?

9. Let’s put the power of
helpful expertise to work
for your brand.
www.experticity.com

10. Bio: Marshall Fisher
10
 UPS Professor of Operations and Information
Management
 Wharton School of the University of
Pennsylvania
 Co-director of the Fishman-Davidson Center
for Service and Operations Management
 Published multiple times on inventory and
supply chain management including his book
“The New Science of Retailing”
 Earned several awards for his distinguished
service in operations and management
sciences