How can I tell if a bookstore’s staff recommendations drive its sales?

Start with the data. If the system tracks sales by title, pick a handful of staff favourites and see how they sold compared with books of similar type that had no recommendation. Look at what happened before and after a title was featured. If the owner cannot show this, ask for a few months of sales by category and note any pattern.

Then watch the shop. Spend a few hours on the floor and listen. Do customers ask for advice? Do staff steer them, and do they leave with those books? Notice which staff members are asked for by name, and whether regulars wait for a particular person.

Next, consider dependence. If one or two employees account for most of the recommendations, ask how long they have worked there and whether they might leave after a sale. Think about whether the knowledge could be passed on through shelf notes, newsletters or a reading list. Finally, compare with the wider retail picture. A publicly available retail sales series can show whether the shop’s trend is unusual for its category. Also ask the owner how new staff are chosen and trained to recommend. A shop that builds the habit into its culture is less exposed than one that depends on a single gifted reader. Keep your own notes on what you saw during your visit.

Key takeaways

• Compare sales of staff picks with similar unrecommended titles.
• Spend time on the shop floor and note which staff customers ask for.
• Find out how dependent the shop is on one or two readers, and whether their knowledge can be shared.