To sell your products, it is important to use seduction techniques that will attract the most customers. These techniques generally aim to draw in customers and present the products to them in order to close the sale. Among these techniques, we have merchandising, which aims to encourage a consumer to buy the product simply by displaying it properly. In fact, there are three different types that we will explain in this article.
Organizational Merchandising
Organizational merchandising is a sales technique that takes into account the external environment for product presentation. It refers to a type of marketing strategy that encompasses all the choices of arrangement and implementation that consider the logistical and organizational constraints specific to the retail environment.
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The goal here is to organize your sales space, optimizing it to create an appealing sales area. This allows you to choose a location that will boost your sales. The point of sale is selected to attract a large number of customers.
Management Merchandising
This type of merchandising takes into account certain market aspects to estimate the revenue of the activity or the margin. Indeed, for management merchandising, it is important to calculate linear allocations by considering certain brand indices. Among these indices, we have:
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- Sales recorded at the point of sale,
- Sales based on panel data;
- Preferred margins;
- Etc.
It should be noted that this type of merchandising aims for a more quantitative approach based on the brand’s impact at the point of sale. It also takes into account the negotiation power and promotional actions established by the supplier to optimize sales. With this technique, it is possible to analyze sales progress and improve the sales process if necessary.
Attractive Merchandising
Note that this type of merchandising is sometimes used in conjunction with organizational merchandising. It indeed aims to attract a customer’s attention through the presentation of a product in a rather appealing setting. It takes into account decoration, lighting, furniture, and sound ambiance to stimulate the desire to purchase among potential customers.
This is a sales technique commonly found in clothing retail outlets. What to remember about this type of merchandising is that it aims to provoke the impulse to buy among customers.
What is the benefit of merchandising?
It is important to know that merchandising is one of the best methods for effectively selling products, even those that seem commonplace. It allows for a certain level of advertising without much effort while generating interest in the products among buyers. Thanks to this type of marketing, product rotations are accelerated, which helps to avoid stockouts. You have the option to choose one from the different types of merchandising explained.
Moreover, it provides customers with sufficient information in choosing their products. However, to be effective, it must adhere to the 5B rule: the Right product, the Right place, the Right quality, the Right time, the Right information.