ABSTRACT
This chapter focuses on the sales from the perspective of the establishment and discusses the model-based approach of the retail formula: the retail monitor formula. It also discusses the use of the model at a global level, the use of the model for internal strengths and weaknesses analysis, the use of the model in the context of lost sales and the so-called retail waterfall. Department stores are companies which, by offering a multitude of sub product ranges, try to provide customers with a complete proposition in the market. The model can also be further operationalised. In the retail sector, much attention is paid to attraction and transaction. Much money is spent to attract as many possible consumers to the relevant store, in other words a lot of promotion is done to increase the visitors index. Influencing the visitors index requires research into the possibility of further market penetration.
