Efficiency and convenience are the flip sides of the same coin that birthed retail at the dawn of history, with vast increases over the past 100 years. There is good reason to believe we are on the verge of a five-fold acceleration of efficiency, convenience and retailing. Do you see a “third wave of retailing” coming based on the new consumer connectivity/empowerment?
Among the teachings of Joe Girard, identified by The Guinness Book of World Records as “The World’s Greatest Salesman,” are focusing on the customers’ time and their choices — both of which are regularly ignored by today’s retail staffs. How can largely self-service retailers incorporate some ‘active selling’ techniques into their selling environments?
In what BrainTrust Panelist Herb Sorensen refers to as his purchase states hypothesis, the trillions of unique events in an in-store shopping experience, for practical purposes, can be boiled down to three simple buckets. What do you think of the author’s purchase states hypothesis?
The “typical” shopper comes through the door looking to buy a few items and faces the problem of 30,000+ items scattered across a large sales floor. Are single-path store configurations the optimal selling model across retail channels?
Every salesman wearing out shoe leather calling on prospects/customers knows the rule, “close early and close often.” What do you think of in-store digital media’s potential as a way to “close a sale” or drive the final shopping decision? How receptive will shoppers be to seeing in-store digital media used this way?
Supermarkets typically have 30,000 to 40,000 distinct items on their shelves, of which less than five percent contribute more than half the store’s sales. These frequently purchased items constitute the “big head” of products in the store. The other 95 percent constitute the “long tail,” that sells very little on a per item basis, but taken all together, provides substantial sales. How would you suggest retailers apply TNS’ long tail theory of supermarket in-store media?
Findings reported by Sorenson Associates show that consumers do not shop every aisle, they speed up decision-making as the shopping tip progresses, and that placement is usually more important than product. How well do supermarkets align planogram and display practices with shopping patterns and consumer purchasing behavior?
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