WANTED Better Display - Offender #7 "Butt Brush Factor"

Offender #7 - "Butt Brush Factor" is real and very well documented phenomena first observed by the famous shopping guru Paco Underhill, author of the book  Why We Buy: The Science of Shopping. 

It occurs when a merchandise display is placed right up to the boundary of an aisle.  Some may think that such a position would help force passing shoppers to look at the work.  BUT the opposite occurs.  It is far more likely to be pushing your customers away from your booth. Yep, your customers are leaving because they can't put up with the "Butt Brush Factor" when they are shopping.

Apparently, too many people have never heard of the "Butt Brush Factor" because I saw several display cases pushed to the very front edge of the booth.  

Here is a quote from Why We Buy: The Science of Shopping : 
"As part of an early study for Bloomingdale’s in New York City, we trained a camera on one of the main ground-floor entrances, and the lens just happened to also take in a rack of neckties positioned near the entrance, on the main aisle. While reviewing the tape to study how shoppers negotiated the doorway during busy times, we began to notice something weird about the tie rack. Shoppers would approach it, stop and shop until they were bumped once or twice by people heading into or out of the store. After a few such jostles, most of the shoppers would move out of the way, abandoning their search for neck wear. We watched this over and over until it seemed clear that shoppers — women especially, though it was also true of men to a lesser extent — don’t like being brushed or touched from behind. They’ll even move away from merchandise they’re interested in to avoid it." - Paco Underhill, Why We Buy: The Science of Shopping

I witnessed the impact of  "Butt Brush Factor" while roaming around ACC San Francisco 2015. For example, a very forlorn looking booth with dark black drapes had cases pushed to the very front edge of the aisle.  (Actually, if you look at the photo closely it seems they pushed the jewelry cases a half inch into the aisle.) This had the appearance of shoving the jewelry cases into the customer. The customer will have to stand in the aisle blocking traffic flow.

In addition, shoppers likely concerned about over commitment took a wider berth or stopped briefly and then walked away.  Why? At least one reason was Butt Brush Factor. 

As previously mentioned, women, in particular, are most vulnerable to the impact of Butt Brush Factor. They will not stop and shop if they run the risk of people pumping into their behinds. When the jewelry cases are pushed to the edge of the booth, there is no place to stand except in aisle with people closely passing by. When a customer is forced to stand in the high traffic zone, they will choose instead to just keep on moving. 

To eliminate Offender #7 - Butt Brush Factor, the remedy is simple.  Leave at least 12"-18" for the customer to tuck themselves into your booth and out of the aisle.   They can then inspect your work without the unconscious concern of being bumped. 

Butt Brush Factor can also be a display offender involved in the internal booth layout - the narrow alley trapping the would-be customer in a gauntlet of scary over-commitment.  Once one shopper is shopping in this narrow aisle there is no room for a second customer to navigate around.  Butt Brush Factor is another reason why this booth layout is less than ideal. Consider a different booth layout, larger booth, corner booth, or sharing a booth to create a larger common shopping space.

 Harriete

Other great books about modern marketing include:

I have read all these books along with Why We Buy: The Science of Shopping, and think they are both entertaining and informative. I'd consider them required reading if you want to sell your art or craft effectively.

These books are affiliate links provided for your convenience. Clicking on these links could provide this blog with a few cents. Other options for finding these books are your local library.

Online book review from The New York Times about Why We Buy offers insight into the content covered in the book.

This post was updated on December 10th, 2021.

 

PREVIOUS POSTS IN THIS SERIES:
Your Display is An Invitation To Walk Into Your Booth or Walk Right By BYE

WANTED Better Displays - Display Offender #1 Black Drape Booths

WANTED Better Display - Display Offender #2: Not Enough Lights

WANTED Better Display - Offender #3 TOO MUCH STUFF On Display

WANTED Better Display - Offender #4 Purchased Racks & Props

WANTED Better Display - Offender # 5 Inconsistent Display Materials

WANTED Better Display - Offender # 6 Pathetic Aesthetic

Personal Appearance and the Pathetic Aesthetic - Where's Tim Gunn When You Need Him?

Pathetic Aesthetic with Poor Signage - How Would I Know Your Name?