“A strategy for where and when and how to interact with shoppers becomes crucial. And a solid strategy rests on solid theory… — 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
“A meat department, for example, might be creatively reinvented to look like a butcher shop. The coffee aisle might be redesigned to… — Herb Sorensen Copy Share Image
“We see that not only do the shoppers enter at the right of the store, but that the dominant traffic is around… — Herb Sorensen Shoppers Movement 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
“fresh produce sets the tone for the store’s image, not only from the stand-point of being visually attractive, but also by conveying… — Herb Sorensen Fresh Copy Share Image
“wonder how many really good ideas are killed in the testing phase because they are being scrutinized so closely, whereas, if the… — Herb Sorensen Good ideas 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
“convenience means a lot of different things. It can mean that I’m driving by you and it’s only a mile from my… — Herb Sorensen Convenience 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
“The paradox is that although most shopping trips are Quick Trips, these shoppers are not coming to the store for the same… — Herb Sorensen Time 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
“While the main store is located in the center aisles (with the exception of produce, dairy, and meats), the promotional store is… — Herb Sorensen Aisles 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
“If you’re not getting your fair share of that business, you’re probably going to have a problem with that store because that… — Herb Sorensen Business 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 Better way Copy Share Image
“a right-handed person, pushing a shopping cart, is going to tend to push with their right hand, giving the cart a natural… — Herb Sorensen Right hand 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 Big head 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
“To the extent that retailers can achieve this goal, they will be rewarded in higher sales and profits.” — Herb Sorensen Goals Copy Share Image
“Figure 3.3 Sloping shelves create a sense of greater openness without expanding the aisle width at floor level.” — Herb Sorensen Sloping Shelves Copy Share Image
“Attitude at retail is a factor given too little consideration, when a large share of achievement is attitude.” — Herb Sorensen Attitude Copy Share Image
“Products Hardly Ever Dictate Shopper Traffic—Open Space Does” — Herb Sorensen Customer 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
“Shoppers are used to coming in through a right entrance and making a counterclockwise sweep through the store—and they are somewhat resistant… — Herb Sorensen Shoppers 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 Customer Copy Share Image
“Instead of frustrating shoppers by trying to “build basket size” by holding them in the store longer and hoping they will buy… — Herb Sorensen Long run Copy Share Image
“Fader: There is a sequence in how people buy things. One important driver of this sequencing may be “licensing” behavior. If shoppers… — Herb Sorensen Chocolate cake Copy Share Image
“One measure we are using is how many seconds it takes for each store to generate a dollar of sales. They run… — Herb Sorensen 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
“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
“9. Reach you can buy, but stopping power and closing power are inherent to the product, primarily through the package. Both stopping… — Herb Sorensen Customer 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 Better job Copy Share Image
