Money Quote by Herb Sorensen

““As aisles become more crowded (higher aisleness), the time it takes for shoppers to spend a dollar increases. As we have noted, the faster customers spend money, the higher the overall store sales. Aisleness is a significant factor to consider in thinking about store navigation.””

Herb Sorensen

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More by Herb Sorensen

“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

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“We also suggest that the strategy of putting promotional pricing on the items on the end caps is seriously misguided.”

Herb Sorensen

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“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

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“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

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“encourages higher levels of conversion by offering a more emotional experience.”

Herb Sorensen

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“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

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“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…

Herb Sorensen

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“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

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“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

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“(buying “vice” products such as chocolate after “virtue products” such as vegetables,”

Herb Sorensen

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“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

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“The most important promotion is place, not price. In a typical store, probably 2 percent of the total items in the store at any…

Herb Sorensen

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Explore all 78 Herb Sorensen quotes

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