Why Sales Data in Category Management Does Not Explain What Happens at the Shelf

Valentin Grabner 5. June 2026 No Comments

Sales and sell-out data are the core control metrics in category management. They show how well products, shelves and assortments are performing. What they do not show is how these…

The Missing Customer Feedback Loop in In-Store Marketing

Valentin Grabner 3. June 2026 No Comments

In physical retail, the success of marketing measures is typically measured by sales. How many customers actually noticed a campaign, how many were driven to the promoted category, and how…

The Missing Foundation in Space Management: Making Layout Decisions Without Customer Behaviour Data

Valentin Grabner 28. May 2026 No Comments

The sales floor is the most expensive asset in physical retail. Yet decisions about store layout, customer flow and space allocation are typically based on sales data, market research and…

Why Sales Data Alone Is Not Enough to Understand Customer Behaviour in Physical Retail

Valentin Grabner 12. May 2026 No Comments

Every store has sales and transaction data. It shows which products were sold, when they were sold and at what price. For many retail chains, these figures form the primary…

Retail Space Optimisation: 5 Levers That Drive Revenue

Valentin Grabner 5. May 2026 No Comments

The sales floor is one of the most expensive resources in physical retail. Rent, staff, fixtures and inventory costs remain fixed regardless of whether a shelf area performs well or…

GDPR-Compliant Tracking Technologies in Physical Retail: What Is Possible Today?

Valentin Grabner 28. April 2026 No Comments

Customer movement across the shop floor can now be measured anonymously, with centimetre-level accuracy and without requiring customers to carry any device. However, what is technically possible and what is…

Author: Valentin Grabner