“5. Open space attracts! Shoppers compete with products for space in the store. Good retailers might be oblivious to this competition, and freely tip the balance in favor of the products over the shoppers. Jamming the store with products leads… — 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 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
“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 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 that 30… — Herb Sorensen Copy Share Image
“encourages higher levels of conversion by offering a more emotional experience.” — 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 shop. (This… — Herb Sorensen 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 led some retailers to achieve as much as five times more sales over the past many years. The adage, “The good is the enemy of the great,” is possibly nowhere more applicable than in retailing. With a global… — 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 Image
“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 Image
“(buying “vice” products such as chocolate after “virtue products” such as vegetables,” — Herb Sorensen 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 to improve… — 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 at any one time are being promoted on end-of-aisle displays or other secondary promotional displays. This 2 percent of items may constitute a full 30 percent of all the sales in the store. However, half the shoppers purchasing… — Herb Sorensen Copy Share
