Most retailers are adept at persuading shoppers to buy a particular item. Increasing the lifetime value of customers by turning those one-off item purchases into long-term incremental behavior is a different challenge.
Retailers who analyze transaction behavior can identify their most profitable shoppers, learn what motivates them and get them to buy products they had not even considered. The key is to complement knowledge of what is most important to shoppers with relevant marketing and merchandising tactics that resonate and....