Frequently Asked Questions

What is a planogram, and how should it be followed?

A planogram is a diagram that shows how to arrange products in a store. It’s a key tool for merchandising that helps maintain and improve display standards, increase sales and customer satisfaction.

How often should shelves and displays be replenished?

Ideally, shelves and displays should be replenished at a minimum frequency that avoids the potential for lost sales through out of stocks. This can be achieved through the use of historical sales data to establish the frequency of replenishment required, or by completing checks at periodic intervals that can be further refined over time. Fully stocked, clean and tidy fixtures should always be the objective.

What are the best practices for product placement?

Effective product placement boosts sales and enhances the shopping experience. Positioning high-demand and impulse items at eye level increases visibility, while placing new or premium products in high-traffic areas like entrances or aisle ends generates interest.

Grouping related products together, such as sauces with pasta, encourages additional purchases. Maintaining organised, well-stocked shelves with clear pricing ensures a smooth shopping experience. Using customer insights and sales data to refine placement strategies can further improve store performance and engagement.

Maintaining a clean, organised, and well-stocked display is also crucial. Regular merchandising audits help ensure that shelves remain tidy, products are front-faced, and pricing is clear and accurate. Finally, considering customer behaviour and using data-driven insights to refine product placement strategies can further enhance sales performance and shopping satisfaction.

How do I ensure compliance with brand merchandising guidelines?

Training, audits, and technology. Contracts and planograms define display requirements, while store staff receive training to maintain brand consistency. Regular audits, mystery shoppers, and brand representatives help monitor adherence, ensuring stores follow agreed-upon layouts and promotions. Many retailers use retail execution software, allowing real-time tracking, photo uploads, and instant feedback for compliance checks.

Technology-driven planogram compliance, brand partnerships, and legal enforcement further reinforce adherence to merchandising standards. Some brands send representatives to oversee displays, while retailers use sales data to adjust layouts. Non-compliance may lead to financial penalties or contract revisions, making strict enforcement essential. Close collaboration between retailers and brands ensures consistency across locations while adapting to market trends and seasonal promotions.

How can I improve visual merchandising in my store?

Retailers can improve visual merchandising by enhancing store layouts, optimising lighting, and using strategic product placement to guide customer flow. Eye-catching window displays, well-organised shelving, and clear signage help attract shoppers and improve navigation. Creating themed or seasonal displays and incorporating interactive elements, such as digital screens or sample stations, can boost engagement. Ensuring cleanliness and regularly updating displays based on trends or sales data also keeps the shopping experience fresh and appealing.

Leveraging technology, such as planogram software and data analytics, allows retailers to refine merchandising strategies based on customer behaviour. Cross-merchandising complementary products, using focal points to highlight key items, and maintaining consistency with brand identity help maximise sales. Staff training in visual merchandising techniques ensures in-store execution aligns with branding and customer expectations. By continuously testing and optimising layouts, retailers can enhance customer experience and drive higher conversions.

What is cross-merchandising, and how does it work?

Cross-merchandising is a retail strategy where complementary products from different categories are displayed together to encourage additional purchases. It enhances customer convenience and increases basket size by suggesting relevant pairings, such as placing wine next to cheese or phone accessories near mobile devices. This approach taps into impulse buying and improves the shopping experience by making logical product connections.

Retailers implement cross-merchandising through strategic in-store placements, endcap displays, and promotional bundles. Data analytics help identify frequently bought-together items, ensuring effective pairings. Seasonal themes, lifestyle-based groupings, and signage further guide customers toward complementary products. When executed well, cross-merchandising boosts sales, enhances customer satisfaction, and maximises retail space efficiency.

How do I set up and maintain endcap displays?

UK retailers set up and maintain endcap displays by strategically placing high-margin, seasonal, or promotional products at the end of aisles to attract customer attention and drive impulse purchases. They design these displays using eye-catching signage, proper lighting, and clear product groupings to enhance visibility and accessibility. Regular maintenance involves restocking items, keeping the display tidy, and updating it based on sales performance or changing promotions. Retailers also use sales data and customer insights to optimise endcap effectiveness, ensuring displays remain engaging and aligned with current shopping trends.

How can I enhance customer engagement through merchandising?

Enhancing customer engagement through merchandising involves creating visually appealing displays, strategic product placement, and interactive experiences. Eye-catching store layouts, well-positioned high-demand items, and digital elements like touchscreens or QR codes can capture customer interest and encourage purchases. Personalisation is also key—leveraging customer data for tailored recommendations and maintaining a seamless omnichannel experience helps to build lasting connections.

Additionally, fostering customer loyalty through rewards programs, in-store events, and community-driven initiatives can enhance engagement. Sustainability is also a growing priority, with eco-friendly displays, recyclable packaging, and transparent sourcing appealing to ethically conscious shoppers. By combining these strategies, retailers can create a dynamic shopping experience that boosts customer satisfaction and drives sales.

What are common retail KPIs, and how do they impact operations?

Common retail KPIs include availability, sales per square foot, conversion rate, average transaction value (ATV), footfall, and stock turnover. Availability by ensuring products are in stock when customers need them is the most critical, as poor availability leads to lost sales and customer dissatisfaction. High availability requires effective inventory management, demand forecasting, and supply chain coordination. Other KPIs impact operations by guiding staffing levels, merchandising strategies, and pricing decisions. Monitoring these metrics helps retailers optimise store layouts, improve customer experience, and drive profitability while ensuring shelves are well-stocked and responsive to demand.

What are the best practices for managing high-traffic areas in the store?

High-traffic areas in retail stores are driven by product demand and strategic store layout. Staple items naturally attract more footfall, while intentional design guides customer flow. For example, placing the bakery near the entrance uses the scent of fresh bread to trigger cravings, encouraging impulse buys. Positioning snacks just beyond the bakery further boosts sales.

Given the high interaction in these areas, it’s essential to regularly check stock levels, maintain displays, and ensure cleanliness as a well-managed shopping environment enhances customer experience and maximises sales.