#058: Make Every Customer Count | State of Retail: December 2025

About this episode

December is here and if you want next December to look totally different with more cash flow, less chaos, and a smoother-running store, now is the moment to act. Cathy breaks down the current retail climate, what’s shifting in consumer behavior, and the strategies retailers must use to create momentum and finish the year strong.

From understanding your “thumb” customers, to increasing items per sale, to using AI tools to make smarter decisions, this episode is full of clear, actionable retail insights that help you elevate the customer experience, boost holiday shopping performance, and drive business growth.

What You’ll Learn in This Episode

• Why “thumb customers” matter and why they still generate 80% of your revenue
• How consumer behavior is shifting (inflation fatigue, smaller baskets, higher average item prices)
• Practical sales strategies your team can use today to increase items per sale without being pushy
• How to use AI in retail (like ChatGPT) to analyze sales data, plan bundles, and understand customer reviews
• Why experiences are outperforming “stuff” and how to turn your products into experiences

Key Takeaways:

• [04:34] Trends in Consumer Behavior
• [09:12] Strategies for Increasing Sales
• [12:23] Leveraging AI and Community Engagement

Your Millie Moment: Simple, High-Impact Actions You Can Take This Week

1. Try the “Who else can I help you cross off your list?” script to increase items per sale
2. Use staff picks and impulse tables to influence buying behavior
3. Add a Christmas countdown sign to boost urgency
4. Offer ready-to-go bundles, pre-wrapped gifts, and grab-and-go tables
5. Promote your gift concierge service
6. Host a customer appreciation day or partner with nearby stores for a community event
7. Drop your top 50 sellers into an AI tool to spot trends and themes instantly

Resources & Links

This episode is your reminder that TODAY is the last day to grab your ticket to the Planning Palooza, a powerful, hands-on planning event that sets up your entire year for success.

• Gold VIP Pass: For those ready to plan a successful 2026 with clear guidance. Includes access to both days + replays. Get your Gold Pass here!
• Platinum VIP Pass: Our most popular! Everything in VIP, plus Clearance Sales Secrets and Inventory Guide to end 2025 strong. Get your Platinum Pass here!
• Ready to make every customer count? Apply for your free Gameplan Call, where we’ll identify your growth opportunities and map out the most profitable next steps to elevate your visibility, attract the right customers, and scale with confidence.

• Want a behind-the-scenes look at how our top clients grow profit without burning out? Our free training, Beyond Busy: 3 Shifts to Reclaim Your Time and Boost Store Income, walks you through the exact Profit Roadmap we use in our Profit Club, focusing on your role as CEO, CIO, and CFO to grow a business that’s both profitable and sustainable.
• Click here to sign up for VIP emails and get even more exclusive insights and tips to help your store grow.
• Follow us on social media for more updates! Tiktok / Facebook / Instagram

💚 Remember:  No matter how the year has gone, you are more than enough, a brilliant, courageous soul pouring your heart into your business every single day. Your kindness, your vision, and your dedication matter deeply to your customers and your community.

Take a deep breath. You are not alone. You have the strength to finish this year with grace and step into 2026 with renewed hope and unstoppable confidence. Remember: every small effort, every genuine connection, and every thoughtful moment adds up to something beautiful. Keep shining your light. Your best season is yet to come.