The document provides observations and recommendations for improving the customer experience at various retail stores. It notes that greeters play an important role in converting browsers to shoppers. Specific stores could benefit from improvements like making the layout and staff more engaging, balancing the environment to attract different clienteles, and hiring staff that can engage various types of customers. The overall message is that stores should observe each other to learn ways to attract different groups of potential customers.
Is there a method to our madness when it comes to shopping? Hailed by the "San Francisco Chronicle" as "a Sherlock Holmes for retailers," author and research company CEO Paco Underhill answers with a definitive "yes" in this witty, eye-opening report on our ever-evolving consumer culture. "Why We Buy" is based on hard data gleaned from thousands of hours of field research -- in shopping malls, department stores, and supermarkets across America. With his team of sleuths tracking our every move, from sweater displays at the mall to the beverage cooler at the drugstore, Paco Underhill lays bare the struggle among merchants, marketers, and increasingly knowledgeable consumers for control.
In his quest to discover what makes the contemporary consumer tick, Underhill explains the shopping phenomena that often go unnoticed by retailers and shoppers alike
Is there a method to our madness when it comes to shopping? Hailed by the "San Francisco Chronicle" as "a Sherlock Holmes for retailers," author and research company CEO Paco Underhill answers with a definitive "yes" in this witty, eye-opening report on our ever-evolving consumer culture. "Why We Buy" is based on hard data gleaned from thousands of hours of field research -- in shopping malls, department stores, and supermarkets across America. With his team of sleuths tracking our every move, from sweater displays at the mall to the beverage cooler at the drugstore, Paco Underhill lays bare the struggle among merchants, marketers, and increasingly knowledgeable consumers for control.
In his quest to discover what makes the contemporary consumer tick, Underhill explains the shopping phenomena that often go unnoticed by retailers and shoppers alike
2. Critical
Observations
General Observations
•Stores should observe each other
( They could learn a lot!)
3. Critical
Observations
General Observations
•Stores should look at all who
enter.
(They should look at ways of getting different
clientele to shop there.)
4. Critical
Observations
General Observations
•Do Not Underestimate the Role of
the Greeter
(They may convert a looker to a shopper)