Palmer Retail Solutions Blog

5 Effective Merchandising Tricks to Use in Your Store

Posted by Kathy Heil on May 3, 2016 4:25:26 PM

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Studies show shoppers are waiting until they arrive in your store to make buying decisions. And the percentage of their purchases made on impulse is growing, too. That means retailers have greater opportunity than ever before to influence customers, but are you positioned to make the most of their interest? All you need is a few well-executed, effective merchandising tricks.

What gets people to buy?

1. Making them comfortable so they want to linger and browse.

A visual atmosphere that invites and welcomes shoppers is essential. Your fixtures, layout, and choices of materials and colors all contribute to an engaging atmosphere. The overall result should reflect your type of merchandise, clientele, and brand. Think about how you might appeal to your customer’s other senses, with subtle use of aromas or music.

Remember that signage and lighting are major contributors to your store’s ambiance. It’s not comfortable if people cannot easily locate what they’re looking for. Well-place signs and lighting both provide direction. Signs with displays help educate customers. Specialty lighting spotlights certain displays or adds irresistible sparkle.

2. Interesting displays that draw the eye. And the hand.

Experts recommend changing your displays at least every other month, if not more often. In between times, move a few items around to keep things fresh, and make sure your newest and hottest items are front and center.

Use seasonal or other themes throughout your store, with individual displays as variations on the theme. As you build displays, use a variety of shapes and heights. That both draws attention and encourages shoppers to look in other directions, as well. Keep merchandise within easy reach, so shoppers feel free to handle items. Once they touch something, they’re more likely to buy it.

Props and unusual fixtures add visual interest, but don’t let them overshadow your merchandise.

3. Complementary groupings.

Cross-selling encourages customers to buy the whole “kit” or outfit rather than a single item. You can also use complementary groupings to upsell, by offering higher-priced versions of a particular item. That way, your customer can pick what they really want, not just what they need. Group items that naturally go together – dinnerware and table linens. Or group by color (but don’t go monochromatic because it doesn’t hold the eye).

4. End caps.

End caps serve two purposes:

  • Making maximum use of floor space
  • Drawing customers around the corner from one aisle or display to the next, past new browsing opportunities 

Considered prime territory in grocery and big box stores and smaller operations with straight aisles, the end cap concept is adaptable to other layouts as well. For instance, a round display in an informal floor plan accomplishes the same goals.

5. Point of sale goodies.

Who hasn’t approached the cash register only to spy some item and say to themselves, oops, I almost forgot that. Or hey, that’s cool. In a flash, you’ve added the item to your selections. POS offers lucrative opportunities to boost your average sale.

These 5 merchandising tricks are proven winners. Put them to work in your store, and you’ll not only influence customer buying decisions, you’ll influence then to buy more.

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