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Paco’s Tips: Know Your Customers’ Orbit

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Knowing which way your customers move around your store allow you to accurately determine how to arrange your layout for maximum impact on your bottom line.

Once inside a store, shoppers have a tendency to drift to the right — as much as 80 percent of the time, according to studies by Paco Underhill’s company, Envirosell. And they will generally continue to move through the store counterclockwise.

Knowing this allows you to analyze your customers and determine how to arrange your layout. If most of your customers are women, don’t put men’s accessories to the right of your door, says Underhill. If you have lots of repeat customers, put your newest merchandise to their right. That will capture their attention and slow down their circuit.

Get more actionable advice from the world’s leading retail environment expert at The SMART Show. Paco Underhill’s must-see keynote session takes place on Saturday, April 18, at 8:30 a.m., and is sponsored by Synchrony Financial.

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