“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
“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
“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 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
“Shelf edge is the most powerful location for communication.” — Herb Sorensen Communication 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 Produce 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
“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
“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
“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
“Money, time, and angst are the inputs that shoppers invest in shopping.” — Herb Sorensen Money 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
“5. Open space attracts! Shoppers compete with products for space in the store. Good retailers might be oblivious to this competition, and… — Herb Sorensen Open space 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 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
“Figure 3.3 Sloping shelves create a sense of greater openness without expanding the aisle width at floor level.” — 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 Open space 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
“Attitude at retail is a factor given too little consideration, when a large share of achievement is attitude.” — Herb Sorensen Success 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
“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
“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
“Products Hardly Ever Dictate Shopper Traffic—Open Space Does” — Herb Sorensen Open space 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 Copy Share Image
