need to display all of them. In fact,
3–4 on a shelf sell better than 10.
Why? Because customers perceive
an item with abundant quantity to
8. Put Testers Out. Allowing clients to see, smell
and touch the products they are
interested in can help influence
their decision to buy. Mark the
testers clearly and make sure to
keep them clean.
9. Use Table Talkers. Many product lines offer table
talkers or signage that helps tell
customers the story of the product,
which ultimately helps sell retail.
Ask your product rep if they have
them, or make some professional-looking ones yourself.
10. Eliminate the Guessing Game.
Be sure to either individually label
products or have shelf pricing for the
group. Customers are more inclined
to spend money if they know what
they are committing to purchase.
11. No More Product Jenga! Have enough space so
products are not crammed into
shelves. If products can be picked
up and put back without the whole
display falling over, they pass the test.
12. Let There Be Light. If there is not ample
lighting in your retail space, make
some. Ideally, overhead lighting
is preferred, but you can make do
with adding a lamp or sconce if
necessary. Make customers feel like
the retail area of the store is not an
afterthought, but an essential stop
whenever they are in the area.
13. Follow the Elements of Design.
With the principles of interior
design in mind, create variation
of height, texture, color and
emphasis. Items like baskets,
crates, apothecary jars, serving
trays, stands and other display
items are great for adding variety
and repetition, while showcasing
your products in a way that sells.
Just be sure not to put products
in containers on shelves where
customers cannot see inside.
14. Bring in Mother Nature. Faux greenery can instantly
give life to a display. Alternatively,
wood can also bring a balance and
looks great paired with greenery.
15. Do Not be Afraid of Heights!
Move the buyer’s eye upward and
take advantage of vertical space by
stacking and using props. If your
ceiling permits, consider hanging
accessories from it. An upside-down
umbrella for spring, “floating”
die-cut hearts during Valentine’s
Day, even long garlands of faux floral
can create a beautiful space. If the
ceiling is not an option, a tall vase
in the center of a table with twigs or
floral can also be your friend. Use
the whole visual space.
16. Out With the Old. If products in your
markdown bin are still there at the
end of the quarter, it is time to cut
your losses and move it off the floor.
Consider donating items that do not
sell well or giving them away as gifts
17. Make It POP! Point of Purchase (POP)
displays are products placed
where the customer pays for
Mark the testers clearly and make sure to keep them clean.