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Lauder assisted-sell counters increasing unit sales and items per transaction.

This article was originally published in The Rose Sheet

Executive Summary

ESTEE LAUDER UNIT SALES GROWING AT ASSISTED-SELL COUNTERS at a rate higher than that reported at the prestige cosmetics firm's conventional beauty counters, Estee Lauder said. The number of items purchased per transaction has also increased in the new format, reflecting the popularity of the firm's "retailing innovation," the company said. The assisted-sell format integrates an open merchandise display with hands-on beauty consultants. Explaining the success of the assisted-sell environment, Lauder said displayed inventory has generated new sales by increasing impulse buys and by offering long-time customers the opportunity to see products they may not have known are marketed by Estee Lauder.
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