Grocery stores played a starring role in the pandemic, meeting shoppers’ needs for essentials while supporting new hobbies and habits. But even as sales surged, profits didn’t always follow suit.

With an end to the pandemic in sight, intrepid grocers are eager to entice shoppers back to the physical store for additional opportunities to “upsell” customers and foster enduring relationships that will lead to long-term success. But what does a successful strategy for securing more margin look like? In this playbook, you’ll learn the three things industry leaders say you should be doing to capture a larger share of customers’ wallets and reach new customers:

• Focus on profit, not revenue
• Proactively influence customer behavior
• Leverage data tools that streamline day-to-day tasks

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