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The Retail Doctor's Blog


Attract, Close & Delight Your Customers

Visual Merchandising: 10 Insights How To Merchandise Your Store

Bob Phibbs

Looking to learn how to create merchandising displays that draw your shopper's interest and sell more merchanise? Read on...

1. Change your displays monthly . Holidays and seasons only last so long, and promotional goods have a short shelf life. Feature new arrivals first.

If you ordered merchandise meant to go together, keep it together. You don’t want its first appearance to be diluted. Later, the few items that may be left can be grouped with new arrivals to give them a new look.

If you ordered red Valentine candles from one vendor, mugs from another, and teas form another, wait for them all to arrive. Don’t put the candles out first as a sole item and lose the potential add-on-sale.

Discover how to craft a retail merchandising plan with this comprehensive primer

2. Show off the wants. Don’t choose to highlight products the customer already needs ; those are what they are coming in for. A customer responds to things they want.

For example, don’t display the cheap hand mixer when the fancy KitchenAid is what every Emeril wannabe desires. Just because they need a mixer, doesn’t mean they won’t treat themselves to the expensive model if it is displayed well.

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Topics: Retail Sales, visual merchandising, displays

Visual Merchandising: How To Create Retail Counter Displays That Work

Bob Phibbs

I was at a candy store at Chicago’s O’Hare Airport  last year that had as many products on the counter around the register as on the shelves.

I was at the counter in an independent hardware store last month, and right in front of me was a power tool on sale for just under $50…

I was at a wine shop last week, and they had three different Syrahs at $30+ a pop on the counter with a sign that read Try something new...

Geez, I thought, how many retailers just don’t understand the dynamics of a customer standing at their retail counter?

Let me explain...

Once a customer has ticked off the end of their shopping list or the poorly trained employee has said, “Anything else?” the customer is outta there.

A customer at the register is not there to browse, not there to have to make a choice, and not there to do anything other than pay for their merchandise and get on with their lives.

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Topics: visual merchandising, displays

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