In any grocery store or supermarket, the way shelves are organized can be the difference between a product selling quickly and one that remains unsold for a long time. The science of product arrangement in stores is known as Merchandising, which encompasses a set of techniques aimed at displaying products in a way that encourages customers to buy and increases sales.
Studies in retail show that the placement of a product on the shelf and its presentation can significantly alter purchasing behavior. Let’s look at 5 simple steps you can implement immediately in your store.
1. Keep best-selling products at eye level
In the retail world, there is a term called the Golden Zone, which refers to the area that is approximately at the customer’s eye level. Products placed in this area tend to achieve the highest sales rates.
Eye level = the highest visibility for the product
Lower shelves = heavy or less in-demand products
Upper shelves = backup or slower-selling products
Research indicates that products at eye level achieve a higher purchase rate compared to others.
Tip: Place the most profitable or in-demand products at eye level.
2.Organize products by category
One of the key rules of shelf arrangement is to group similar products together.
Example:
Pasta with sauce
Chips with snacks
Shampoo with personal care products
This makes it easier for the customer to find the product quickly and encourages them to buy additional products.
Tip: The easier it is to find the product, the higher the likelihood of purchase.
3.Use the Facing technique (product facing forward)
The Facing technique means that the product is:
Pushed forward
The logo is clearly visible
The rows are organized
This method makes the shelf look full and organized, which increases customer trust in the store.
Tip: The more products displayed for the same item on the shelf, the greater the chances of selling.
4.Create Hot Zones inside the store
In large stores, there are areas called Hot Zones, which are places that almost all customers pass by, such as:
Store entrance
End of aisles
Near the cashier
Products placed here often sell more because they are in the most attention-grabbing locations.
Tip: Place in these areas:
Promotions
New products
Seasonal products
4.Keep the shelf always clean and clear
A messy shelf can cause the customer to overlook a product even if they need it.
The ideal shelf must be:
Organized
Clear
Not cluttered
Organized shelves make shopping easier and enhance the purchasing experience.
Tip: Leave a little space between products to keep them visible.
A well-organized shelf does not just sell a product… it creates a shopping experience that encourages the customer to return.
Summary of the article
Shelf arrangement is not just an aesthetic choice, but a powerful marketing strategy. If you implement these steps:
Placing important products at eye level
Organizing products by category
Using the Facing technique
Utilizing Hot Zones in the store
Maintaining clean and organized shelves
You can significantly increase your store’s sales, potentially reaching 20% or more.
