Now Is The Time To Rethink Retail Merchandising

Retail merchandising is an essential tool for positive shopper experiences. Effective merchandising ensures products, pricing, promotions and messages are displayed to the shopper as intended by the brand — hopefully engaging them enough to make a purchase. From product placement on shelves or shopper messaging communicated through marketing materials or special offers, how brands and retailers merchandise their products can vary greatly.

Proper merchandising strategies should not be pushed to the backburner, especially now. To regain loyalty that may have eroded due to the Pandemic, brands must ensure shoppers can easily find the products they are looking for and feel incentivized to purchase.

A rapid increase in online shopping highlights the urgent need for more effective merchandising, as consumers need powerful incentives to return to brick-and-mortar stores. While many brands and retailers appropriately shifted their focus to e-commerce throughout the past year, it is essential they now reprioritize the store. Retailers must create the experience consumers are craving. Without proper merchandising, brands and retailers neglect the in-store experience, which inadvertently neglects the consumer.

Unfortunately, many brands do not have the same budget they had before the Pandemic, making it difficult to afford traditional merchandising methods. Brands have historically struggled to understand and justify their spend on traditional merchandising and retail coverage because of the lack of granular, store-specific data. This makes the impact these programs provide difficult to quantify. As shopping patterns continue to evolve, it has become even more important to adopt scalable, outcome-driven merchandising solutions that lead to clear and quantifiable results. 

What Brands Must Consider When Rethinking Merchandising Strategies

As discussed, traditional retail merchandising solutions tend to be costly and can be difficult to justify. Modern, data-driven solutions that utilize marketplace-style, experienced workforces are becoming available to brands today. Brands should turn to these non-traditional strategies and refer to performance-based metrics, such as an increase in on-shelf availability (OSA), improved compliance and uplift in sales to identify the effectiveness of the merchandising strategy. In the future, we will see more performance-driven solutions emerge that provide the necessary proof of performance.

Brands can also take a page from e-commerce to improve their retail merchandising strategies. Online sellers have become experts at testing multiple kinds of messaging and ultimately landing on the approach that yields the best results. This same model, while more challenging, can also be applied to physical retail. Imagine a scenario where a brand is launching a new product — they could quickly activate in a set of stores with flexible or configurable displays and marketing materials. After closely watching sales at those outlets, they could activate merchandising teams to “switch” the lower performing execution with the better performing execution, especially during month-long promotions, to help boost sales.

When determining retail merchandising strategy, brands should consider the best way to right size their investment in physical retail, especially because of the drastic shift to e-commerce. Additionally, instead of costly traditional merchandising strategies, brands must consider innovative solutions that allow them to do the right work, at the right store, at the right time, in a more sustainable and scalable manner. Merchandising strategies must always be performance-driven for brands to feel confident in their investment decisions.

To measure performance, key metric information is required. The accuracy of this information is vital in making the right assessment. TEMPOs vision-based inventory management system not only automates OSA data, but also offers accurate data that can be analysed, measured and stacked against benchmarked metrics to provide a clear picture of performance. Get in touch with us today to find out how you can use the power of data and advanced technology to get ahead of the competition at a fraction of the cost.

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Matt Parks

About the Author: President & CEO, Matt has over 20 years building and leading high functioning teams
delivering exceptional results