How to Increase Sales: The "Scientific" Presentation of Products

How products are arranged on display directly impacts sales volume. Based on research results and tests, experts (marketers, merchandisers) offer several "scientific" recommendations for effective product placement. Implementing even some of these tips will immediately show a positive impact on your sales.

How to Properly Arrange Products on Shelves Vertically?

When starting the display, it's essential to understand certain height specifics related to shelves. There are 5 vertical levels to consider:

• Ankle level (height - up to 1.5 feet from the floor);
• Wrist level (height from the floor 1.6-2.6 feet);
• Elbow level (height from the floor 2.6-3.9 feet);
• Eye level (height from the floor 3.9-5.7 feet);
• Head level (headwear) - above 5.7 feet.
.

The eye level is the most attractive (convenient) for customers and effective for sales. Hence, prioritize placing selling products at this height.

To interest customers in products displayed at head level, place large, easily visible items there. For products displayed at elbow level, lay out popular, well-known, and well-advertised items. Wrist level products require customers to lean in to see, making them suitable for daily consumption goods.

Bright, large items will catch the attention of customers at ankle level (similar to headwear level).

Criteria for Sorting Products.

To find the most suitable spot for each product, consider each item's shelf life and popularity (market share).

• Perishable products should be prominently placed in the prime zone of the retail space.
• For popular items, use their popularity to boost the sales of lesser-known brands. Highlight the established brands and place quality items from lesser-known brands nearby.

Products with impulse demand deserve special attention - items that are often bought impulsively, on a whim. Depending on the product type, different display methods can be used. However, there are common rules to follow:

• Ensure visibility;
• Accessibility (easy reach for all consumers);
• Double up displays, place items in two locations (e.g., on shelves and at the cash register area).

Small "Tricks."

To increase store turnover, consider the following nuances:

• Most consumers move counterclockwise in a store, helping identify high-traffic areas where priority items and promotions should be placed;
• Consumers are likely to buy additional items near what they originally came for - combine products from different categories on shelves using various combinations (e.g., products from one manufacturer or items with a related purpose);
• Customers respond well to periodic changes in the layout of different product groups;
• Consumers are more inclined to purchase products featured in short-term promotions (ensure the promotion duration is visible on price tags).

Do not hesitate to experiment and improve your store.