“Money, time, and angst are the inputs that shoppers invest in shopping.” — Herb Sorensen Money Copy Share Image
“Shelf edge is the most powerful location for communication.” — Herb Sorensen Communication Copy Share Image
“encourages higher levels of conversion by offering a more emotional experience.” — Herb Sorensen Communication Copy Share Image
“Products Hardly Ever Dictate Shopper Traffic—Open Space Does” — Herb Sorensen Customer Copy Share Image
“fine work by other pioneers, such as Paco Underhill and Siemon Scammel-Katz.” — Herb Sorensen Pioneers Copy Share Image
“there are typically a small group of categories that do move traffic, the leaders—the rest are just along for the ride.” — Herb Sorensen Along for the ride Copy Share Image
“When household money supplies contract or are in short supply, the value of one-stop shopping increases.” — Herb Sorensen Family Copy Share Image
“Retailers need to limit or manage these long tail products effectively, so they do not confuse or overwhelm the shopper.” — Herb Sorensen Customer Copy Share Image
“Across many studies, I have found a basic principle: The faster you close sales—the less time wasted for the shopper—the more sales… — Herb Sorensen Time wasted Copy Share Image
“Most supermarkets are designed for shoppers who are stocking up their pantries, but most shoppers walk out of the store with only… — Herb Sorensen Copy Share Image
“angst can come from navigation (making products hard to find in the store) and from choice (overwhelming shoppers with too many choices).” — Herb Sorensen Angst Copy Share Image
“To the extent that retailers can achieve this goal, they will be rewarded in higher sales and profits.” — Herb Sorensen Goals Copy Share Image
“(buying “vice” products such as chocolate after “virtue products” such as vegetables,” — Herb Sorensen Vice Copy Share Image
“immigrants from developing countries are used to small stores with traditional active retailing, so retailers need to address both the ethnic culture… — Herb Sorensen Developing countries Copy Share Image
“This book is the distillation of nearly forty years of a scientist spending time in stores studying shoppers, with the last decade… — Herb Sorensen Books 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 Customer 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 Analysis Copy Share Image
“great retailers and brand owners continue to experiment. They test to find out what works, and what doesn’t, so they can continue… — Herb Sorensen Marketing 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 Customer Copy Share Image
“although quick trips account for about two-thirds of shopping trips, shoppers buy many different types of products on these trips. This is… — Herb Sorensen Copy Share Image
“There is a lot of research that shows reviews have a significant impact on sales. If you have more positive reviews, or… — Herb Sorensen Copy Share Image
“you can more easily turn your top few sellers into super performers than bring up the laggards. Again, long tail principles apply—the… — 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 Affinity 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 Customer 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 Customer Copy Share Image
“Using category reinvention, you can upgrade the emotional feel of an entire aisle or department. The coffee aisle, for example, can be… — Herb Sorensen Digital media 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 Customer Copy Share Image
“This manifesto is a distillation of critical action points that will lead to double-digit sales and profit increases, and which have actually… — Herb Sorensen Driving force Copy Share Image
“Efficiency is another area of balance. On the one hand, you want the trip to be as efficient as possible, so the… — Herb Sorensen Efficiency Copy Share Image
“1. Focus on the short trip. For supermarkets around the world (the same principle applies to all classes of trade), half of… — Herb Sorensen Around the world Copy Share Image
“In observing the behavior of thousands of shoppers, letting shoppers group themselves according to behavior, we have identified three primary types of… — Herb Sorensen Habits Copy Share Image
“The pattern of movement in the supermarket is counterclockwise in the United States, but PathTracker® studies in the UK, Australia, and Japan… — Herb Sorensen Copy Share Image
“Frozen food exerts a strong force on the order of the trip. That is, no matter where the retailer locates frozen food,… — Herb Sorensen Fresh Produce 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 Customer Copy Share Image
“how is it that almost all research is conducted in the test environment? It would seem to me that we would have… — Herb Sorensen Success or failure Copy Share Image
“How do online retailers use these insights about shopper visits? Moe: The next stage of research looks at differentiating between online shoppers… — Herb Sorensen Wisdom 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
“We also suggest that the strategy of putting promotional pricing on the items on the end caps is seriously misguided.” — Herb Sorensen Copy Share Image
“Figure 3.3 Sloping shelves create a sense of greater openness without expanding the aisle width at floor level.” — Herb Sorensen Copy Share Image
