How can you increase impulse purchases with merchandising?

1 Display impulse items near checkout

One of the most effective ways to increase impulse purchases is to display them near the checkout area, where customers are waiting in line or paying for their items. These items should be low-cost, high-margin, and easy to grab and go. Think of candy, gum, magazines, accessories, or gift cards. You can also use signage, baskets, bins, or shelves to create a sense of urgency and scarcity, and to highlight the benefits or discounts of these items.

2 Use cross-merchandising and upselling

Another way to increase impulse purchases is to use cross-merchandising and upselling techniques. Cross-merchandising is when you display complementary or related items together, such as chips and dip, or shampoo and conditioner. Upselling is when you offer a higher-priced or upgraded version of the item that the customer is buying, such as a larger size, a premium brand, or a bundle deal. You can use cross-merchandising and upselling to show customers how they can enhance their purchase, solve a problem, or save money.

3 Create impulse zones and hot spots

You can also create impulse zones and hot spots throughout your store to catch customers' attention and entice them to buy more. Impulse zones are areas where you display impulse items that match the theme, season, or occasion of your main products, such as Halloween candy near costumes, or sunglasses near swimwear. Hot spots are areas where you display impulse items that are new, popular, or exclusive, such as bestsellers, limited editions, or trending products. You can use eye-catching colors, lighting, signage, or displays to make these zones and spots stand out.

4 Know your customers and their behavior

Finally, you can increase impulse purchases by knowing your customers and their behavior. You need to understand who your target customers are, what their needs and wants are, what motivates them to buy, and how they shop in your store. You can use data, feedback, surveys, or observation to gather this information. You can then use it to tailor your merchandising strategy to appeal to your customers' emotions, preferences, and triggers. You can also use it to optimize your store layout, product placement, and pricing to influence their buying decisions.

5 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?