“Retailers need to limit or manage these long tail products effectively, so they do not confuse or overwhelm the shopper.” — Herb Sorensen Copy Share Image
“What have you learned about shopping momentum? Fader: The idea here is that as more purchases are made, everything in the store… — Herb Sorensen Copy Share Image
“(A basket analysis identifies those items that are most often in the basket when a given item is purchased.) This analysis will… — Herb Sorensen Copy Share Image
“in defense of segmentation schemes producing larger numbers of groups, these may be effective outside the store, where various advertising media may… — Herb Sorensen Copy Share Image
“The Holy Grail of Retailing,” as follows: • To know exactly what each shopper wants, or may buy, as they come through… — Herb Sorensen Copy Share Image
“A strategy for where and when and how to interact with shoppers becomes crucial. And a solid strategy rests on solid theory… — Herb Sorensen Copy Share Image
“Good retailers are obsessed about what they (and their suppliers) want to sell to shoppers. Great retailers are obsessed about what shoppers… — Herb Sorensen Copy Share Image
“Although individual characteristics and attitude criteria are of great value in planning outside-the-store communication strategies (advertising), they are more difficult for store… — Herb Sorensen Copy Share Image
“10. Stores have massively excessive verbal communication. Products and packaging are a significant part of the clutter. Using iconic images, colors, shapes,… — Herb Sorensen Copy Share Image
“Identifying leader category “affinities”: Affinity means that when one product is purchased, then another is often purchased as well. This analysis helps… — Herb Sorensen Copy Share Image
“End-aisle-displays, other free-standing product displays, and the in-store flyers (weekly circulars) receive the most exposure in the store. It is not surprising… — Herb Sorensen Copy Share Image
“A striking feature of good retailing has been almost a single-minded focus on matching the right selection of merchandise to the customer… — Herb Sorensen Copy Share Image
“As aisles become more crowded (higher aisleness), the time it takes for shoppers to spend a dollar increases. As we have noted,… — Herb Sorensen Copy Share Image
“3. Display the “vital few” (or the “big head”) along the dominant path your shoppers take, rather than expecting them to find… — Herb Sorensen Copy Share Image
“Fader: As we’ve discussed, there are sometimes countervailing forces in shopping. Crowds attract shoppers but might make them less likely to actually… — Herb Sorensen Copy Share Image
“5. Open space attracts! Shoppers compete with products for space in the store. Good retailers might be oblivious to this competition, and… — Herb Sorensen Copy Share Image
“Retailers are driving sales to new heights by moderating choice angst, offering a more limited selection of items. But there is a… — Herb Sorensen Copy Share Image
“The most important promotion is place, not price. In a typical store, probably 2 percent of the total items in the store… — Herb Sorensen Copy Share Image
“9. Reach you can buy, but stopping power and closing power are inherent to the product, primarily through the package. Both stopping… — Herb Sorensen Copy Share Image
“The passive retailer views reach as visiting: It’s the shopper’s responsibility to visit a product if they want it. Passive retailers also… — Herb Sorensen Copy Share Image
“Exhaustive analysis of the findings indicated principles to improve in-store visibility. Based on these, Guinness created a prototype fixture and installed it… — Herb Sorensen Copy Share Image
“Open Space Attracts: The Call of the Open Aisle This is one of the most powerful motivators to shoppers—open space attracts. This… — Herb Sorensen Copy Share Image
“Behavior is the critical in-store factor. It is widely recognized that it is more reliable to observe what people do than to ask them… — Herb Sorensen Copy Share
“We also suggest that the strategy of putting promotional pricing on the items on the end caps is seriously misguided.” — Herb Sorensen Copy Share
“This book is the distillation of nearly forty years of a scientist spending time in stores studying shoppers, with the last decade increasingly spent… — Herb Sorensen Copy Share
“End-aisle-displays, other free-standing product displays, and the in-store flyers (weekly circulars) receive the most exposure in the store. It is not surprising that 30… — Herb Sorensen Copy Share
“encourages higher levels of conversion by offering a more emotional experience.” — Herb Sorensen Copy Share
“Fader: As we’ve discussed, there are sometimes countervailing forces in shopping. Crowds attract shoppers but might make them less likely to actually shop. (This… — Herb Sorensen Copy Share
“This manifesto is a distillation of critical action points that will lead to double-digit sales and profit increases, and which have actually led some… — Herb Sorensen Copy Share
“How do online retailers use these insights about shopper visits? Moe: The next stage of research looks at differentiating between online shoppers not just… — Herb Sorensen Copy Share
“We need a proper statistical model that lets each person have his own momentum effect and each person have his own checkout attraction and… — Herb Sorensen Copy Share
“(buying “vice” products such as chocolate after “virtue products” such as vegetables,” — Herb Sorensen Copy Share
“great retailers and brand owners continue to experiment. They test to find out what works, and what doesn’t, so they can continue to improve… — Herb Sorensen Copy Share
“The most important promotion is place, not price. In a typical store, probably 2 percent of the total items in the store at any… — Herb Sorensen Copy Share
“The passive retailer views reach as visiting: It’s the shopper’s responsibility to visit a product if they want it. Passive retailers also want to… — Herb Sorensen Copy Share
“there are typically a small group of categories that do move traffic, the leaders—the rest are just along for the ride.” — Herb Sorensen Copy Share
“There is a lot of research that shows reviews have a significant impact on sales. If you have more positive reviews, or even just… — Herb Sorensen Copy Share
