Services
Your key to sales success.
The business that best understands the shopper and his decision and buying behavior will be able to ideally cater to him and will be a step ahead of the competition in the sales race. Shopper research is therefore one of the main keys to sales success.
Bormann & Gordon has been conducting shopper research projects since the 1990s and supports companies in the resulting optimisations at the point of sale. Through our connection with the essentiq group we have significantly broadened our range of methods, including conjoint analysis and implicit measurement.
In continually developing our "Shopper Research Toolbox" we provide you with state-of-the-art tools, ensuring that the latest developments in research are reflected and incorporated.
By utilizing our own field organization and maintaining very good relationships to retailers we are able to organize and conduct research projects independently which saves time and resources.
Our many years of expertise in various areas (numerous sectors and channels) enables us to interpret your results in context and to derive clear recommendations.
Our comprehensive and proprietary B&G benchmarking database helps us to put the results into a realistic perspective.
Professional category management requires comprehensive shopper insights. Bormann & Gordon develops and implements customized shopper studies for category management and supplies valid insights for optimal department design and category placement.
Targeted before/after interviews and analysis of the collated data allow us to specifically determine the impact of individual activities and the required changes per department and category.
Methods
Alongside direct questioning, we measure purchase decision criteria implicitly via reaction time. This reveals the subconscious weight of a criterion that cannot be captured explicitly, in practice above all the role of the brand.
Combining both methods provides a robust basis for the consumer decision tree.
How do shoppers decide at the shelf when faced with different brands, designs and prices?
Instead of asking consumers about theoretical wishes, our choice-based conjoint analysis (CBC) reproduces real purchase decisions digitally. Participants choose their favourite from changing product sets, just as in a real shopping situation.
From our research
In a recent conjoint study within our multi-client study “B&G Shopper Monitor Petrol Stations 2026” on snack deals at petrol stations, we decoded the exact pricing logic: while a high discount raises the purchase probability of the top deals, the simulation shows saturation for certain combinations already at a lower discount.
Your benefit: this precise analysis lets you protect your margin without giving up control over discounts.
Key question: what impact do promotions at the POS have on shoppers?
The targeted interviewing of customers in outlets where a brand promotion is implemented provides information on:
Key question: what can induce a shopper who is willing to switch brands to buy our brand?
Our analysis on shopper potential which examines the behavior of loyal shoppers and brand hoppers helps us to determine what makes a shopper choose one brand over the other(s). This allows us to identify key stimuli which could motivate brand hoppers to switch brand.
Key question: how much are your customers willing to pay?
Demand driven pricing is the basis for increasing revenue. Based on shopper surveys we can determine the upper and lower price limit(s) of a particular brand and the optimal price positioning compared to competitors.
Category management implementation
From field experiment to basis for decision-making
Analysis of current situation and opportunities for optimization
Recipes for success in pharmacy sales
What decides OTC sales behind the counter
Shopper Monitor for gas stations & other special services
A continuous picture of the POS from scattered data
Footfall, dwell time, sales and image recognition
We tailor projects to your question. Talk to us.
Start a project
From Category Management Consulting to Sales Intelligence and Promotion Efficiency. Talk to us for professional advice.
Start a projectSearch
Searches pages, services and the news section.
One moment …
