Current retail thinking is that impulse shopping and brand promiscuity is rising and more buying decisions are being made at the point of purchase. Given these trends it is no longer feasible to rely on sales data that only reveals the take-up of product; brand manufacturers are naturally focusing research at the point of purchase rather than at the cash till.

Lee Tirrell consultants measure physical sales-effectiveness of in-store merchandise displays and identify shoppers’ behavioural patterns at the point of purchase.

This level of evaluation is critical to every brand and each display project. Our research provides a tangible measurement of sales versus opportunities achieved by any merchandise display in any retail environment. This information is fundamental to any sales and marketing professional when new initiatives are at the planning stage.

Lee Tirrell identifies each different type of shopper interaction with the manufacturer’s point of purchase display and the merchandise. These interactions are analysed to understand the purchase decision process and all the influencing factors such as location, availability, information provision and ergonomics. By understanding this behaviour, the presentation of the display can be adapted and sales will inevitably increase.

Such incontrovertible evidence can then be used to create deliverable solutions that will have achievable benefits for the brand manufacturer, retailer and shopper.

To find out how you can benefit from understanding buying behaviour at the point of purchase, simply click to contact us to arrange an exploratory discussion.