Customer shopping behaviours

Musings from Dennis #7: Customers are creatures of habit especially when they shop. They will browse through a section of merchandise in a specific way all the time (you did not know that did you?). This was something I learnt years ago when our Disney licensee was able to report good sell-through from his allocated gondola fixture at a pop-up shop despite the mall being located where only office workers (the same ones everyday) would frequent and only during lunch time. He revealed that he keeps switching the same merchandise from front to back, left to right, low to high and back – every couple of days. This way when the same customer comes to view the display, she (mostly young moms) feels that she is seeing a new item on sale – but truthfully it’s just the same goods. It takes time and trouble to get this done but hey the results are there! Something to share for those of us in physical retail. I believe the same could be done in e-commerce too.