Kids Buy More Salad If You Put It Under Their Noses. This Is News?


Really Bad Photoshop by Fast Company

Anybody who ever read Paco Underhill's Why We Buy would not be surprised by this at all, but evidently if you want to get kids to eat more salad, you put it up front and in their face.

Kliff Kuang at Fast Company reports that a study at Cornell shows that if you move the salad bar to a more prominent place, it can increase salad sales by up to 300%.

cornell food lab logo

Laura Smith, a researcher at the Cornell Food and Brand Lab, explains in Physorg:

"It wasn't a big move," Smith explained. "From its original location against a wall, we moved the salad bar out about four feet, in front of the cash registers."

"By the end of the year, this even led to 6% more kids eating school lunches," Smith said. "It's basic behavioural economics - we made it easier for them to make the right choice."

I cannot find my copy of Underhill, but in Boxes and Arrows, Jeff Lash writes about his main lesson, back in 1992:

Understand your customer and make things easy for them. Don't make them feel uncomfortable, don't confuse them, don't make them do more work than they should. Structure things so that they make sense to your customer, for their actions will determine whether or not what you have done is successful.

Sounds familiar. It is no different if it is food or lingerie; put it up front on the right and it will sell faster.