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Best Practices
• What is merchandising?
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What Is Merchandising?

The most successful retail stores in any market are those that go above and beyond simply offering a wide range of products. Those that take the next steps and ensure that they are priced competitively, offer superior customer service, and properly merchandise their stores are the ones with greater success. Unfortunately many people don’t understand what merchandising is, much less how to do it.

Merchandising is the management of inventory to ensure the most advantageous display of fast and slow moving items, and to maximize sales per retail square foot. Merchandising may be as simple or complex as you choose to make it. Some of the most basic things such as cleanliness, and fully-stocked shelves with items being faced to the front of the shelf will make a significant difference to your customers.

Where would you prefer to shop?

Images to compare a messy and disorganized display to a stocked and organized one

The next step to take in merchandising is to re-evaluate the layout of your store. Do you have all of your paper products grouped together or do customers have to find steno pads and legal pads in two different aisles? Do you cross merchandize items such as binders and index tabs? When you make it easier for your customers to find the items they are looking for, it increases the size of the sale, and helps you retain customers which results in

  • Increased Sales
  • Better Margins
  • Most importantly, increased Blind work hours

 

Types of Merchandising Displays

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Skilcraft display image

SKILCRAFT Displays

The most important items to promote throughout the BSCs are the SKILCRAFT® Brand & JWOD items. When you create displays in your stores feature SKILCRAFT® across the top shelves and commercial items beneath. Customers are more likely to grab an item at eye level rather than bending down. Keep this as a rule of thumb when displaying product categories that include both SKILCRAFT and Commercial items such as Post-It Notes and writing instruments.

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Disposable bin image

Disposable Dump Bin Displays

Known to increase sales up to 427%

Characteristics

  • Easy to move around the store
  • Easy to assemble and dismantle
  • Space saver and not labor intensive

Why they work?

  • Create sense of urgency
  • Can focus on current seasonal needs
  • Project image of short-term special price

What to display?

  • Low ticket, small items
  • Seasonal items
  • New items

How to use them?

  • Keep them neat and full
  • Use signs to suggest special sale
  • Change product frequently
  • Remove from floor when they begin to show any wear & tear

 

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Rolling rack image

Rolling Racks

Known to increase sales up to 134%

Characteristics

  • For small, tightly merchandised stores
  • Very portable and 3D
  • Durable and space saving

Why they work?

  • Highlights related products
  • Placed in high-visibility areas

What to display?

  • Related products
  • Combine impulse items with needed items
  • Easy to pick up products
  • Relatively low priced goods

How to use them?

  • Keep racks in high-visibility, high-traffic areas
  • Use signs to increase sense of urgency
  • Keep them neat and full

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Power Aisle Stack Displays

Known to increase sales up to 98%

Characteristics

  • Large items stacked in power aisles
  • Takes advantage of the mass display merchandising concept

Why they work?

  • Brings excitement & urgency to large items & big ticket items
  • Lots of product in small space
  • Creates an image of value & power buying
  • Focuses customer on the product
  • Customer feels they are saving time & money

What to display?

  • Bagged, boxed items or cased paper
  • Inexpensive bulky items (i.e. trash cans)

How to use them?

  • Choose unpackaged items that stack well
  • Mass color to attract attention
  • Tie in with advertised specials
  • Choose visible, promotable items to enhance price image
Power Aisle stack display image

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Counter Displays

Known to increase sales up to 39%

Characteristics

  • Turns small amount of empty counter space into productive sales space
  • Can sit at register, service counter, or on a gondola shelf

Why they work?

  • Suggests an additional purchase
  • Reminds customers of forgotten items
  • Occupies their attention while waiting at counter
  • Puts products within easy reach
  • Creates a sense of urgency
  • Adds interest to shopping

What to display?

  • Small, interesting items – great for new items!
  • Impulse items
  • Items that might not show well on a gondola shelf unless they stand inside a display
  • Items that need signage for explanation
  • Items that can be handled without damage

How to use them?

  • Position them where they can be seen but are not in the way
Counter display image

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Feature End-cap Displays

Known to increase sales up to 25%

Characteristics

  • Catches attention of perimeter shoppers
  • Very helpful for new and/or closeout inventory

Why they work?

  • Consumers expect products to be priced well
  • Draws customers off the power aisle into other aisles
  • Appeals to customer’s desire to save time & money

What to display?

  • Choose low priced items
  • Promote sales and special buys
  • New items & Seasonal items
  • Display related items

How to use them?

  • Mass display to clear out overstocked items
  • Design signage to inform and grab attention

 

Feature end cap image

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