Layered Retail Merchandizing: Strategies to Capture All Customer Behaviors

Front Cover
FT Press, Jun 30, 2010 - 9 pages

This is the eBook version of the printed book.

This Element is an excerpt from Inside the Mind of the Shopper: The Science of Retailing (9780137126859) by Herb Sorensen, Ph.D. Available in print and digital formats.

Rethinking the way you merchandise, to give all three customer segments a shopping experience that will maximize your sales and profits.

Half of all supermarket shopping trips result in the purchase of five or fewer items. 1,000 items contribute half the dollar sales. And three basic segments of customers–“Quick,” “Fill-In,” and “Stock-Up”–exhibit distinctive shopping behaviors. Given these multi-perspective features of retailing, retailers should rethink how they merchandize and rethink the idea of the store as a community warehouse.


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About the author (2010)

Herb Sorensen, Ph.D. is CEO and President of TNS Sorensen, the leader in helping manufacturers and retailers assess product and package performance, the purchase decision process, category management, promotional impact, and shopper behavior. Sorensen presides over the development of new services and research methods, including PathTracker®, the revolutionary electronic shopper tracking and learning system. A biochemist whose training and study has ranged from theology to quantum mechanics, Sorensen brings a broad perspective that provides the basis for his company's uniquely creative, robust, and scientific approach to consumer research.

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