|Title:||Adjunct Senior Research Fellow, Ehrenberg-Bass Institute, University of South Australia
Scientific Advisor, TNS Global Retail & Shopper Practice
|Available for:||Speaking Engagements and Workshops|
|Travels from:||Portland, Oregon, USA|
- Retail executives
- Brand product suppliers
- Architects, designers, merchandisers
- Trend watchers interested in emerging paradigms
Recovery of Personal Selling in Self Service World
Bricks and mortar retailers are looking for answers on how to compete in today's fractured and highly competitive market. The answers are both in the humble beginnings of retail and the latest online selling strategies used by digital pioneers, Amazon. Active retailers, like the original shopkeepers, know what sells in their stores, where it's located and how to make shoppers happy with the experience. Amazon is hugely successful because they're doing exactly the same thing. Herb Sorensen, Ph.D., shopper insights expert reveals how bricks and mortar retailers can apply self-service selling strategies used by Amazon within the four walls of their store. You'll learn how Coke and others are using "low-tech" strategies that have given traditional retailers over 100% sales lift.
Game Changing Retail:
Beyond Category Management
Retailers are losing millions of dollars every day because they don't understand shopper behavior. This game-changing presentation provides new insights into how to design stores and manage and merchandise inventory for dramatic sales increases. Learn what three "votes" shoppers make on every trip that determine what they'll buy and how to leverage secondary placement strategies without actual secondary placements.
The Vision Thing:
Shopping Through Customers' Eyes
Ninety percent of all the sensory information arriving in the brain comes from the eyes. What the shopper sees and what they react to isn't random and haphazard. Shoppers look down, not up. They look more to their left than to their right. This presentation visually deconstructs, second-by-second, the purchase process, including interaction with the products, POS promotions, signage, staff and other shoppers to provide an eye-opening insight into how to sell more effectively.