How can you increase impulse purchases with merchandising?

1 Place impulse items near the checkout

One of the most common places to find impulse items is near the checkout area, where customers are waiting in line or preparing to pay. This is where you can showcase small, low-cost, and high-margin products that are easy to grab and add to the basket. Think of items that are relevant to your store's theme, such as accessories, snacks, magazines, or gift cards. You can also use signs, baskets, or racks to highlight special offers, discounts, or limited editions.

2 Use cross-merchandising and upselling techniques

Another way to increase impulse purchases is to use cross-merchandising and upselling techniques, which involve displaying complementary or higher-value products together. For example, if you sell clothing, you can cross-merchandise accessories, shoes, or jewelry that match the outfits. If you sell electronics, you can upsell warranties, cases, or chargers that enhance the functionality or protection of the devices. The idea is to show your customers how they can complete or upgrade their purchase with additional items that add value or convenience.

3 Create focal points and themes

To attract your customers' attention and interest, you need to create focal points and themes that stand out from the rest of the store. A focal point is a display that showcases a specific product, category, or promotion in a prominent location, such as the entrance, the end of an aisle, or a corner. A theme is a display that connects different products with a common idea, such as a season, a holiday, a trend, or a lifestyle. You can use colors, lighting, props, or signage to create contrast and harmony and to communicate the benefits or features of the products.

4 Rotate and refresh your displays

One of the keys to successful merchandising is to rotate and refresh your displays regularly, so that your customers always see something new and exciting. This will help you avoid boredom, clutter, or staleness, and will also give you the opportunity to test different products, layouts, or messages. You can use data, feedback, or observation to measure the performance of your displays and to optimize them accordingly. You can also align your displays with seasonal changes, customer preferences, or market trends.

5 Train and motivate your staff

Finally, you need to train and motivate your staff to support your merchandising efforts and to increase impulse purchases. Your staff should be familiar with the products, the displays, and the promotions that you offer, and be able to explain their features, benefits, or value to the customers. They should also be proactive, friendly, and helpful, and be able to suggest relevant or complementary items that might interest the customers. You can also incentivize your staff with rewards, recognition, or feedback for achieving sales goals or generating impulse purchases.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?