Point of Sale

The POS (Point of Sale) is of immense importance.

Around 70% of all purchase decisions for food and groceries are made at the point of sale.  

If a low-priced and mid-priced product are placed next to each other on the shelf, the less expensive product is the one more likely to be purchased. However, if a high-priced product is placed alongside, sales of the mid-priced product rise.

The size of shopping trolley influences the number of products bought on impulse. The bigger the trolley, the more the customer purchases on average.

The flow path and product arrangement also influence the number of products purchased. In countries where traffic drives on the right side of the road, customers purchase more on average if the entrance door is on the right and the flow direction anti-clockwise.

 

It is not just a question of how, but also of why - to determine how a supermarket, a specialist store or even an online shop can be designed optimally.

 

Our investigations in this field employ customised research approaches that can include shop-alongs as well as shopper path analyses or eye-tracking.  

Observation studies are combined with other research and analysis methods to help us understand what we see.