Know Your Shoppers (Collection)

Herb Sorensen, Richard Hammond (Autoren)

Media-Kombination

2013
Addison Wesley
978-0-13-374108-7 (ISBN)

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In Inside the Mind of the Shopper, world-renowned retail consultant Dr. Herb Sorensen, Ph.D. uncovers the truth about the retail shopper and rips away the myths and mistakes that lead retailers to miss their greatest opportunities. Every year, says Sorensen, shoppers will spend a quadrillion seconds in supermarkets and they'll waste 80% of that time. Drawing on Sorensen's breakthrough second-by-second analysis of millions of shopping trips, this book reveals how consumers actually behave, move, and make buying decisions as they move through supermarkets and other retail stores. Sorensen presents powerful, tested strategies for designing more effective stores, improving merchandising, and driving double-digit sales increases. He identifies simple interventions that can have dramatic sales effects, and shows why many common strategies simply don't work. You'll learn how to appeal to the "quick trip" shopper, make the most of all three "moments of truth," understand consumers' powerful in-store migration patterns, improve collaboration between manufacturers and retailers, learn the lessons of Stew Leonard's and other innovators, and much more. Then, in Part II, Sorensen presents revealing interviews with several leading in-store retail experts, including crucial insights on using technology and retailing to multicultural communities.

The world's #1 guide to retail success, complete with crucial, up-to-date insights--including new case studies, ideas, strategies, and tactics from today's best retailers, like TopShop, IKEA, and Best Buy. Smart Retail incorporates several valuable chapters, including:

Opportunities to learn from past retail pioneers: simple yet effective strategies your competitors have forgotten.
How to use data to drive profit and growth.
How to do more with less, and maximize the value each team member brings to the table.
How to use new technology to develop highly productive, innovative "Remote Teams."

Covering everything from creating the ultimate retail experience to understanding the customer and the importance of motivated workers, this is the book that will equip managers, teamworkers, retail entrepreneurs and indeed anybody who sells direct to customers, with practical winning ideas and strategies.

Herb Sorensenis a preeminent authority on observing and measuring shopping behavior and attitudes within the four walls of the store. He has worked with Fortune 100 retailers and consumer packaged-goods manufacturers for more than 35 years, studying shopper behavior, motivations, and perceptions at the point of purchase. Sorensen’s patented shopper-tracking technology PathTracker® is helping to revolutionize retail marketing strategies from a traditional “product-centric” perspective to a new “shopper-centric” focus. As Baseline magazine commented, “Herb Sorensen and Paco Underhill are the yin and yang of observational research.” Herb has conducted studies in North America, Europe, Asia, Australia, and South America. His research has been published in AMA’s Marketing Research, The Journal of Advertising Research, FMI Advantage Magazine, Progressive Grocer, and Chain Drug Review, and he has been utilized as an expert source for The Wall Street Journal, Supermarket News, and BusinessWeek. Additionally, he is currently a panelist of Retail Wire’s “Brain Trust.” Herb was named one of the top 50 innovators of 2004 by Fast Company Magazine, and shared the American Marketing Association’s 2007 EXPLOR Award for technological applications that advance research, with Peter Fader and his group at the Wharton School of Business of the University of Pennsylvania. Herb has a Ph.D. in Biochemistry. Richard Hammond is proud to call himself a retailer: He has more than 25 years of experience and still gets a buzz from it every day. He has developed a practical problem-solving approach to creating great retail experiences. His consultancy business put this into practice for clients ranging from convenience stores in Kazakhstan and fashion brands in Sweden to big stores and brands in the UK.

Inside the Mind of the Shopper: The Science of Retailing, 1/e

Part I: Active Retailing     23

Part II: Going Deeper into the Shopper's Mind     131

Part III: Conclusions     189

Part IV: Appendix     205

Smart Retail: Practical Winning Ideas and Strategies from the Most Successful Retailers in the World, 1/e

Part one: You
Starting at the beginning.
Part two: Team
Make us happy and we will make you money.
Part three: Customer
Make me happy and I will give you my money.
Part four: Store
Make it brilliant and they will spend.

Erscheint lt. Verlag	15.8.2013
Verlagsort	Boston
Sprache	englisch
Gewicht	1 g
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
ISBN-10	0-13-374108-7 / 0133741087
ISBN-13	978-0-13-374108-7 / 9780133741087
Zustand	Neuware