Do not let novelty crowd out must-haves
Use Kano categories to evaluate whether an assortment change protects basics, improves performance, or creates delight.
The reframe: exciting products are not automatically the best assortment move. Kano helps a toy-store manager ask what kind of customer need a product serves. Basics are expected. If the store has them, customers barely notice. If the store lacks them, trust drops. Performance needs are comparative: more choices by age, clearer value, better demo quality, easier bundles. Delight needs are unexpected and memorable. Basic needs These are the trip-saving items: batteries near electronic toys, gift bags, age-appropriate staples, safe toddler options, and the promised advertised item. Missing basics creates frustration out of proportion to their shelf glamour. Performance needs…
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