More Is Less: Designing Your Catalog
Variety is the spice of life. More is merrier. Two heads are better than one.
We heard all of these themes before. In fact, we even believe in them. We, as consumers, are made to believe that greater variety equals more sales. And the more choices there are in the market, the more a business would likely to succeed.
However, studies show that the opposite is true. Offering more options to consumers is more likely to create fewer sales, hence less profit. For example, 200 varieties of jeans would give us a much bigger chance of finding what we want and feeling satisfied after, right? On the contrary, researchers have discovered that the principle of the diminishing return affects buying trends. They have a tendency to make consumers more dissatisfied with their purchase because they tend to expect more from the products, thus making them more likely to be disappointed. As a result, consumers buy less of the product in the future.
It was a surprise really for the advocates of this research that during experiments, catalog sales and profit went up for the companies that reduced their variety of products and focused more on selected items. When they increased the choices, the results showed a decline.
For this reason, it is advisable then for business owners to consider offering fewer choices to their target audience, especially in designing their catalog printing projects. Remember, less is more.