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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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Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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Paco’s Tips: Know Your Customers’ Orbit

mm

Published

on

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.

Advertisement

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

Promoted Headlines

Most Popular