Hoyt Publishing Co.
www.instoremarketer.org
VOL. 2, NO. 3
August 2004 Contents
Director's Note: A Picture's Worth

As of yesterday morning, the Institute's
Image Vault contained 10,371 images
of P-O-P displays and signs.

The total certainly has increased since then, because building up the image archives has become a priority for the Institute and, therefore, a daily requirement for its staff.

Based on activity at instoremarketer.org, visiting the Image Vault has become a regular activity for many of our members -- if not as a daily ritual, then at least whenever the next proposal is due or brainstorming session is scheduled.

Since launching the site in May 2003, we've uploaded more than 3,500 new photos of displays, signs and retail environments to the Image Vault. We began with a pictorial history of the best programs the industry has produced, as covered in the pages of P-O-P Times since its 1988 launch. We now also have a comprehensive overview of what's been happening at retail in the past 14 months.

We've created more than 100 one-click galleries encompassing display types, product categories, retailers, awards programs and others to make searching the archives easier. We'll soon be updating the site's search capabilities to make it even easier to find exactly what you need.

We haven't limited ourselves to displays, either. We've also amassed a database of more than 1,500 promotional images -- store circulars, free-standing inserts, direct-mail pieces and print ads -- that illustrate the rest of the marketing picture. We have nearly 1,000 charts and tables from the hundreds of research studies and articles we've compiled, and we've just surpassed the 1,400 image mark for display patent designs.

In most of the aforementioned areas, we believe we've compiled the most extensive gallery available to the in-store marketing industry at large. Our goal is to make the same boast for all of them -- and any more areas our members identify as necessary to make their profession easier.

We should reach that goal relatively soon, especially if we continue to benefit from the assistance of retailers, brand marketers, advertising and promotion agencies, and P-O-P manufacturers in developing these archives.

As we've stated from the Institute's launch, our primary goal is to establish a community of professionals dedicated to improving the practice of in-store marketing. As the pre-eminent library for that community, we're more than happy to accept contributions from our patrons.

Peter Breen
Managing Director, Content


Desktop Marketing Conference: "Shopper Insights" by Jon Kramer of J. Brown Agency

"Consumers" don't buy products. "Shoppers" do. If you don't understand the not-so-subtle difference between those terms, then you're missing a marketing imperative, says Jon Kramer, chief executive officer of the J. Brown Agency. In a presentation made at the In-Store Marketing Summit in June, Kramer argues that consumer marketing is dangerously incomplete if it doesn't culminate in the "end game" of the store.


Academic Research: "Where the Rubber Meets the Road: A Model of In-Store Consumer Decision-Making" by Inman, Ferraro and Winer

Shoppers should be exposed "to as many product categories and in-store displays as possible," conclude the authors of "Where the Rubber Meets the Road: A Model of In-Store Consumer Decision Making," a study that investigates potential demographic and situational factors motivating impulse purchases. (The Institute would like to thank Jeffrey Inman, Professor of Marketing at the University of Pittsburgh's Katz Graduate School of Management, for permission to post the study.)


Desktop Marketing Conference: "What Retailers Need from You" by Dave Ratner of Dave's Soda & Pet City

Marketers know all too well that merchandising agreements made at the corporate level don't always find their way onto the sales floor. As owner of Dave's Soda and Pet City, a four-store chain in Massachusetts, Dave Ratner is still in the aisles often enough to tell you why that happens. He's also independent enough to "name names" as he praises and pans the types of vendor displays he's encountered in 28 years as a retailer.


Image Gallery: Design of the Times Preview

The best examples of P-O-P marketing from the past year are now on display in the Design of the Times 2004 Gallery, a new archive containing more than 300 images representing the best entries from P-O-P Times' awards program. (Note: Producer information is being withheld until final judging for this year's program takes place.) You can also view a gallery from the 2003 program and a list of winners from prior years.


NEW in the Library...

Retail Handbook
If you think major CPG brands no longer devote much attention to regional chains, then you've never seen a ShopRite circular. Read a new profile of New Jersey's largest supermarket chain.

Plus, updates of A&P, Ahold USA and Rite Aid, and tips on executing successful in-store events.

Research Library
Read overviews of several academic studies offering insight into such topics as the sales impact of multiple displays, high-impulse product categories ideal for endcap placement, and the effect of price signs on in-store purchase decisions.

Case Studies
Who needs TV Guide when you've got shelf talkers? The WB gets primetime coverage throughout Kmart stores, while ABC works into greeting card planograms with American Greetings.

Plus, recent campaigns from Paper Mate, TaylorMade and Remy Amerique, and a category report on non-alcoholic beverages from P-O-P Times.

Image Vault
Get a look at Office Depot's new store prototype, CVS' merchandising test for Boots cosmetics, and the display strategy at Gerbes, one of Kroger's smaller chains.

Plus, more than 150 new images of displays and signs.

Lecture Hall
Summer repeats have never been more informative: Hundreds of members have already listened to Randy Curtis' advice on handling "Their Box, Your Brand" and Kevin Kelley's thoughts on "The Psychology of Place." It's time you found out why.

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