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One man’s meat is another man’s poison…or to be more accurate, “a customers delight is the buyer’s devil”<\/strong><\/p>\n\n\n\n Complex is not a large enough adjective to describe the process of planning, designing and buying an assortment. We no longer live in a world of “selling average products to average customers” but in a competitive market place with a discerning customer who explores the value of every purchase.<\/p>\n\n\n\n Identifying firstly, and then delivering, the added-value for a customer is the Midas touch which ultimately creates assortment which sells or products which stagnate.<\/p>\n\n\n\n Whilst there are always emotional intangibles which may ultimately dictate whether individual products remain good sellers or transcend into best sellers, there is more than a passing logic in the definition and designing of product attributes that give every buyer the opportunity to create a commercial assortment.<\/p>\n\n\n\n For example, no amount of exquisite detail on a dress will win over a customer if the overall shape is unflattering, the colour objectionable and the sleeve length indeterminable. <\/p>\n\n\n\n The key to commercial assortment, and pricing for profit, is identifying and prioritising “added-value drivers” and then adding the seasonal, emotional intangibles to create the irresistible product, with value for both retailer and customer.<\/p>\n\n\n\n Easier said than done, but at least addressing product issues in the correct order, with a pragmatic viewpoint based on historical sales experience is not a bad starting point.<\/strong><\/p>\n\n\n\n <\/p>\n\n\n\n <\/p>\n\n\n\n <\/p>\n\n\n\n <\/p>\n","protected":false},"excerpt":{"rendered":" One man’s meat is another man’s poison…or to be more accurate, “a customers delight is the buyer’s devil” Complex is not a large enough adjective to describe the process of planning, designing and buying an assortment. We no longer live in a world of “selling average products to average customers” but in a competitive market […]<\/p>\n","protected":false},"author":1,"featured_media":24540,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[13,4],"tags":[],"class_list":["post-796","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-assortment-structure-planning","category-brave-words"],"jetpack_sharing_enabled":true,"jetpack_featured_media_url":"https:\/\/vmunleashed.com\/wp-content\/uploads\/2014\/04\/delight-in-the-detail.png","_links":{"self":[{"href":"https:\/\/vmunleashed.com\/retailmeaning\/wp-json\/wp\/v2\/posts\/796","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/vmunleashed.com\/retailmeaning\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/vmunleashed.com\/retailmeaning\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/vmunleashed.com\/retailmeaning\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/vmunleashed.com\/retailmeaning\/wp-json\/wp\/v2\/comments?post=796"}],"version-history":[{"count":4,"href":"https:\/\/vmunleashed.com\/retailmeaning\/wp-json\/wp\/v2\/posts\/796\/revisions"}],"predecessor-version":[{"id":24541,"href":"https:\/\/vmunleashed.com\/retailmeaning\/wp-json\/wp\/v2\/posts\/796\/revisions\/24541"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/vmunleashed.com\/retailmeaning\/wp-json\/wp\/v2\/media\/24540"}],"wp:attachment":[{"href":"https:\/\/vmunleashed.com\/retailmeaning\/wp-json\/wp\/v2\/media?parent=796"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/vmunleashed.com\/retailmeaning\/wp-json\/wp\/v2\/categories?post=796"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/vmunleashed.com\/retailmeaning\/wp-json\/wp\/v2\/tags?post=796"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
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“Added-Value Drivers” differ by product department and category and individual range, but rarely change for that range unless a new technology or functionality appears in the market. The more valuable commodity is the “added-value hierarchy” which not only specifies those individual product attributes that mean so much to a customer but also prioritizes their worth, and their role in “reeling” in the customer to love and purchase products.<\/p>\n\n\n\n
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Similarly a storage box in wonderful ratten, or practical plastic will not stimulate a purchase if the size is useless – the dimensions of half a book dictating a perpetual and annoying waste of space.<\/p>\n\n\n\n
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