Exchanges that sell: how to boost turnover after Christmas

The post-Christmas period is a sales opportunity, not just a time for returns. Customers are already in the shop, have already bought and are willing to exchange; all that is missing is to encourage a new purchase decision.

1. Turn the exchange into a new shopping experience

Instead of treating the exchange as a problem:
A well-handled exchange leads to new sales.

• offer personalised service;
• suggest better or complementary alternatives;
• show new arrivals and launches.

2. Offer short-term incentives

Create urgency and motivation:
Incentives work best when they have a short deadline.

• an extra discount valid only at the time of the exchange;
• a special offer when exchanging for a different product;
• an exclusive “post-Christmas” benefit.

3. Add value to the voucher or credit

If the exchange becomes credit:

• offer extra value if it is used on the spot,
• create benefits for immediate use,
• avoid letting the customer leave without buying.

4. Prepare your team for this period

Your team makes all the difference:

• practise suggestion techniques;
• prepare quick answers;
• set clear goals for exchanges.

The right service increases conversion without pressure.

A key tip after this period is to analyse the most exchanged products, the average exchange values and the conversion rate into new sales. These indicators let you draw relevant conclusions and make better-informed decisions for the years ahead.