How can I tell whether a bakery’s display case drives impulse sales?
Watch the line and the till. If customers come in for bread and leave with a pastry because of what they saw, the case is doing its job. Ask for sales broken down by item, then compare what sells from the case with what people order ahead or pick up from the shelf.
Spend time in the shop at different hours and simply watch. Do people stop at the glass, point, and add something to a planned purchase, perhaps a treat for the car ride? Or do they walk straight to the bread and pay? Notice how the case is arranged, what sits at eye level, how fresh it looks late in the day, and whether staff offer a suggestion.
Then check the numbers behind what you saw. Ask for item-level sales, the sales system’s reports, and the pattern of leftovers at closing. A case that sells out by midday suggests demand or under-stocking, while a full case at closing may mean over-production. Compare the same day across several weeks so one busy event does not mislead you, and ask what the weather or a local event did.
Keep in mind that a case can look busy and still earn little if the items carry small margins or end up discarded. Ask the seller which items they would add or drop, what has been tried and failed, and who decides what goes in the case each morning. Your accountant can help you read the margins.
Key takeaways
- Observe at different hours and count how many buyers add an item after looking.
- Request item-level sales and compare them with closing leftovers.
- Ask which displays were tried and dropped, and why.
Related reading
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Sources
This answer is checked against primary sources. Links were last confirmed on the dates shown.
- 01Business Development Bank of CanadaGovernmentWhat are the steps to buying a business?
- 02Business Development Bank of CanadaGovernmentHow to conduct due diligence when buying a business
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