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Herb Sorensen

Herb Sorensen, Ph.D. is a pre-eminent authority on observing and measuring shopping behavior and attitudes. He is the Global Scientific Director, TNS Shopper Insights, serving Fortune 100 retailers and consumer packaged goods manufacturers in North America, Europe, Asia, Australia and South America for over 35 years.

Dr. Sorensen, Ph.D. biochemist, looks at consumer behavior from a scientific viewpoint but clearly explains the impact for the bottom line of merchants. Dr. Sorensen and Paco Underhill have been called the “Yin and Yang” of observational research. Dr. Sorensen‘s unique perspective, based on tracking millions of shopping trips throughout the world is the subject of Inside The Mind of the Shopper published by Wharton School Publishing, and released May 2009.

Fast Company Magazine named Herb Sorensen one of its top 50 Innovators. He has been quoted in The Wall St. Journal, Forbes, MSNBC, Supermarket News, and Progressive Grocer. Dr. Sorensen is a member of Retail Wire’s Brain Trust and has received numerous awards for his ground-breaking work in re-thinking how retailers and manufacturers can tap into the power of the mind of the shopper.

Dr. Sorensen‘s insights are game-changing, moving beyond marketing or simple ethnography. His speaking style is a refreshing combination of down-to-earth, erudite, frank and colorful. His unique presentations on shopping will challenge and entertain practitioners and the deeply curious alike.

Categories: Futurists and Future Trends, Marketing, Retail

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Topics

100+ Years of Retailing: The Return of Personal Selling

Walk into a store 100 years ago and you actually received personal attention from a sales person. Today, with mass media and mass production, retailers have forgotten how to sell. This thought-provoking presentation looks at the social evolution of retailing, how it has reflected societal changes and ways in which cutting edge retailers are accelerating sales and profits with a return to "personal selling."

Game Changing Retail: Beyond Category Management

Retailers are losing millions of dollars every day because they don't understand shopper behavior. This game-changing presentation provides new insights into how to design stores and manage and merchandise inventory for dramatic sales increase. Learn what three "votes" shoppers make on every trip that determine what they'll buy and how to leverage secondary placement strategies without actual secondary placements.

The Vision Thing: Shopping Through the Customers' Eyes

Ninety percent of all the sensory information arriving in the brain comes from the eyes. What the shopper sees and what they react to isn't random and haphazard. Shoppers look down, not up. They look more to their left than their right. This presentation visually deconstructs, second-by-second, the purchase process, including interaction with the products, POS promotions, signage, staff and other shoppers to provide an eye-opening insight into how to sell more effectively.

Amazonification of Walmart

Bricks and mortar retailers have been running scared from online retailers for a long time. But now they are slowly realizing that they don't need to compete directly online with Amazon to sell like them. This presentation breaks down the successful selling formula of online leaders, like Amazon, and applies it to the bricks and mortar world. You'll learn how Coke and others are using "low-tech" strategies that have giving traditional retailers over 100% sales lift. We'll trace the lost art of selling and how Amazon is leading the way for every retailer to reclaim it in a self-service world.

Books

Inside the Mind of the Shopper: The Science of Retailing

Inside the Mind of the Shopper: The Science of Retailing

How Today's Shoppers Really Think, Behave, and Buy: Breakthrough Insights for Creating High-Profit Retail Experiences! "Inside the Mind of the Shopper is the preeminent handbook for any marketer or retailer seeking to understand why people do what they do when they shop. Armed with the knowledge in this book, marketers and retailers can work together to predict how shoppers will respond (or not!) to package and label design, selling messages, shelf plans, and the entire retail space." --Matt Ohligschlager, Senior Manager, Consumer and Market Knowledge, Procter & Gamble "From his 40 years of observing shoppers, Herb Sorensen has given us the gift of understanding shoppers. Now, we clearly see that the store layouts merchants want are not what shoppers want. On the ground, managers THINK they know their shoppers, but anyone who follows Herb's handbook on shopper insights will know them a lot better." --Joel Rubinson, Chief Research Officer, The Advertising Research Foundation Today, improving the effectiveness of the retail experience is no longer an option: It's a matter of survival--and nobody knows more about doing that than Herb Sorensen. That's because Sorensen understands your customer's in-store behavior better than anyone else on earth. Now, drawing on microscopic analysis of millions of shopping trips, Sorensen reveals exactly what your customers are thinking, why they behave as they do, and how to reshape stores to deliver truly remarkable results. You'll discover how to drive more profit from the "quick trip"...the three "moments of truth" in every shopping event...customer "migration patterns" within the store...and how to use "active retailing" to place products precisely where they'll do best.

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