sales funnel instore observations · seattle flagship shop-along observations apparel sample size:...
TRANSCRIPT
10 feet
3 feet
1 foot pt 1
1 foot pt 2
Observed Sales FunnelSteps Strategy
Buy!
01WHEREITEM TYPEATTRACTIVE STYLE
02WHat/whybest use/activityenvironment/climate
03WHOsize/fitprice
04WHichpros/consfor comparison
attractive colorsno unpacking/set up
clear, conciserecognizable key wordsscannable
in stock/sample availablegood value
uniquefeatures + benefits
*
*
* for items that are emphasize fit, 2 & 3 are flipped around.
Seattle Flagship Shop-Along Observations
Apparel Sample size: 34
Camp (pack, tent) Sample size: 85Camp (Furniture) Sample size: 44
Touched Product
ReadHangtags/packaging
Readsignage
61%
Talked to GV
Searched on phone
Tried on Product
21% 0%
0%16% 11%
Touched Product
ReadHangtags/packaging
Readsignage
Talked to GV
Searched on phone
Tried on Product
40%
9%Not
collectedNot
collected
Not collected
Not collected
Travel Sample size: 29
Touched Product
ReadHangtags/packaging
Readsignage
Talked to GV
Searched on phone
Tried on Product
59% 35% 0%
10% 3% 7%
Touched Product
ReadHangtags/packaging
Tried on Product
Talked to GV
Searched on phone
Took photos
47% 0%24%
18% 3% 32%
Cycle Apparel Sample size: 24
Touched Product
ReadHangtags/packaging
Tried on Product
Talked to GV
Searched on phone
Took photos
13% 13%
14%7% 7%
0%
Cycle Sample size: 24
Touched Product
ReadHangtags/packaging
Tried on Product
Talked to GV
Searched on phone
Took photos
50% 17%
17%13% 0%
7%