Are you making shoppers feel good about what they are buying? Over the last 2 weeks we’ve talked about promotions.  How you can use the right incentives to influence the right shopper behaviour.  These incentives are usually based around a specific  tangible benefit to the shopper.  Something that they get, or might get, in return […]

Are you incentivising the right shopper behaviour? A lot of human behaviour is driven by incentives. Whether they are financial – not many of us work for free. Whether it is the prospect of a benefit in the longer term – studying for exams or going to the gym. Or whether it is to achieve […]

Which promotional ‘rules’ can you break? Last week we talked about the powerful role that constraints can play.  Placing restrictions on what you do can lead to different ways of thinking.  The right constraints can unlock creativity.  However, the wrong constraints can close off options. The wrong constraints are often a result of history.  We […]

Do you have the right constraints in place? Those of you who read our blog regularly will have heard us talk about focussing on getting the important stuff right. Doing the right things in the right way, consistently. When we say it like that, though, it can sound a bit boring.  It sounds like it […]

What can we learn from Aldi’s success? Earlier this week Aldi announced their full year results for the UK & Ireland. Sales were up 31% to £6.9bn.  The additional sales last year were equivalent to their total sales in 2005.  They now have 5.6% of the UK grocery market. They continue to expand, planning to […]

Are your activities as relevant as they could be? Most of you will have seen the basketball video.  You know, the one where you are asked to count how many times the white team passes the ball.  Then halfway through someone in a gorilla costume walks across the screen, turns to the camera and beats […]

Are you sequencing your activities? Think about the last time you went to a restaurant.  Did the waiter come over, welcome you and say ‘can I suggest you start with a brandy?’  Or, after taking the starters away, offer you a coffee? Unlikely. When eating at a restaurant there is a natural order of activities […]

Are you clear about what you will and will not do? Any behaviour change expert will tell you that if you want to increase your chances of doing something, set a clear goal and then, crucially, write it down. Evidence of the effect of this came in a study amongst Harvard MBA students.  The students […]

Are you putting first things first? Think about the times you have had to learn something new.  For instance, how to drive a car or learn a new language.  How were you taught? Most likely you were given some very simple foundations on which to build.  Whether that was mirror : signal : manoeuvre when […]

Are you selling products or solutions? How many of you buy lottery tickets?  Probably, quite a few of you.  Why?  It can’t be the chances of winning.  Because we can say, with near absolute certainty, that nobody reading this blog is ever going to win the lottery.  By the way, that is more about the […]