“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
“Most supermarkets are designed for shoppers who are stocking up their pantries, but most shoppers walk out of the store with only… — Herb Sorensen Supermarkets 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 Copy Share Image
“(buying “vice” products such as chocolate after “virtue products” such as vegetables,” — Herb Sorensen Vice Copy Share Image
“encourages higher levels of conversion by offering a more emotional experience.” — Herb Sorensen Communication Copy Share Image
“Shoppers are spending more than money in the store. They are also spending their time and racking up angst. These are the… — Herb Sorensen Money 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 Misguided 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
“(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
“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 Different types 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 Research Shows Copy Share Image
“In Unilever’s original research published in 2004, “Trip Management: The Next Big Thing,” 62 percent of all trips were classified by shoppers… — Herb Sorensen Management 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 Customer 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… — Herb Sorensen Behavior 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
“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
“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
“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 Lost time 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 Customer Copy Share Image
“Shoppers are attracted to the store by the long tail, but when they get there, they buy the big head (the vital… — Herb Sorensen Big head 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 Customer 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 Big head 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 Shoppers Clockwise 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
“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
“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
“Consumers look for geographically convenient rooftops. In urban areas, there typically are three or four supermarkets for every three or four square… — Herb Sorensen Fair share Copy Share Image
“2. Identifying “leader” categories—high performers for stopping and buying power: These” — Herb Sorensen Buying power Copy Share Image
“Are you just passing through or are you really shopping there? And if you’re shopping there, what things, if any, are you… — Herb Sorensen Shopping 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
“fine work by other pioneers, such as Paco Underhill and Siemon Scammel-Katz.” — Herb Sorensen Pioneers Copy Share Image
“But any alternate display, even on an aisle not frequently visited, has more potential to increase incremental sales than another, expanded main… — Herb Sorensen Aisle Gondola Copy Share Image
“Research has found that when you ask a person to test something for you, they place it under the microscope. They see… — Herb Sorensen Microscope 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 Customer 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 Customer 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… — Herb Sorensen Statistical Copy Share Image
“Such items range from soft drinks for immediate consumption all the way to items that are usually stocked-up on, such as light… — Herb Sorensen Immediate Consumption Copy Share Image
