IMBOX Retail Optimization

IMBOX provides automated shoe protection machines in retail stores worldwide. The business model relies on a simple upsell: when customers are asked, around 80% say yes. However, real-world data showed large variations in performance: some stores achieved high conversion rates, while others remained very low. The core problem was not the product — but behavior. Store staff often didn’t consistently ask customers, despite the clear value: - additional revenue for the store - better outcomes for the customer The challenge was to understand: why proven opportunities were not acted upon — and how data could drive better behavior.

I explored how IMBOX’s data (“spray data”) could be turned into actionable insights that influence in-store behavior. The focus shifted from reporting → to motivation and nudging. Key ideas included: - making missed revenue visible to store staff - translating data into simple, actionable signals - creating awareness of performance gaps between stores - using nudges to encourage consistent upsell behavior Instead of dashboards for management, the concept focused on: - real-time or daily feedback loops - clear indicators of opportunity (“customers not asked”) - simple motivation mechanisms tied to performance The goal was to bridge the gap between insight and action — directly at the point where behavior happens.

The concept demonstrates how small behavioral changes can unlock significant revenue. It shows: - how data can be used to influence frontline behavior, not just reporting - how visibility and nudging can improve consistency in simple actions - how aligning incentives benefits both business and customer outcomes By increasing the number of customers asked, stores can: - generate more revenue with no additional cost - deliver more value to customers through better product care - create longer-term engagement through repeat protection services The case highlights the power of turning insight into action.