Merchandising : Definition, Strategies and Examples in 2025
In an environment where consumers' attention is constantly in demand, merchandising is emerging as an essential strategic weapon for brands.
It's not just about placing products on a shelf, but to create an experience that captures attention, stimulates impulse buying, and builds customer loyalty.
A good merchandising strategy is based on a good understanding of buying behaviors. It also requires careful visual presentation and effective management of product information.
The importance of PIM software like Solidpepper
This is where a Product Information Management (PIM) software Like that of Solidpepper come into play.
By centralizing and structuring all your product information (from descriptions to visuals to technical specifications), Solidpepper allows you to deploy compelling and consistent merchandising strategies across all your sales channels.
No more mistakes or outdated information : your products are always presented in an attractive and up-to-date way, whether online or in store.
What you will discover in this guide
This comprehensive guide explores:
- The basics of merchandising
- Its importance in product marketing
- Concrete examples for a successful implementation.
Find out how Solidpepper can become your ally to transform your merchandising into a real driver of performance and customer engagement.
What is Merchandising?
Definition
The merchandising includes techniques and strategies. They serve to improve the product presentation. This applies in stores or on online sites.
This includeslayout of spaces And theorganization of departments. It is also about choice of colors And lightings. La Signage and the use ofdigital tools are also important for attracting customer attention.
The main objective of merchandising is toattract consumers, of facilitate their buying journey And ofEncourage buying, while strengthening The image of the brand Or of The sign.
Merchandising Objectives
- Maximize the attractiveness of products : Careful presentation catches the eye and encourages customers to explore the offer. This involves harmonious visual presentations, attractive colors and staging that highlights flagship products.
- Encourage immediate purchase : Encourage impulse purchases through strategic product promotion. This includes using visible promotions, high-traffic areas like checkouts, and presentations that create a sense of urgency or scarcity.
- Facilitate the understanding of the offer : Making the shopping experience clear and intuitive for consumers. This means organizing products logically, using understandable signage, and providing all the information needed to make the purchase decision easier.
Merchandising Types
- Visual :
- Includes the organization of the retail space, with well-arranged departments and smooth traffic for customers.
- Les attractive showcases play a key role in capturing attention at first sight.
- La POS (advertising at the point of sale), such as displays, banners, or displays, helps guide consumer choices.
- Organizational :
- Includes strategic product placement, such as gondola heads, ideal for promotions, or hot areas, where traffic is high.
- The products are placed at strategic heights (at eye level for example) to maximize their visibility.
- Digital :
- Focuses on optimizing product sheets with clear descriptions, high-quality images, and customer reviews.
- The visuals on e-commerce sites must be attractive and adapted to all formats to improve the user experience and promote conversions.
Why is Merchandising Crucial in Product Marketing?
Direct Influence on Sales
Good merchandising can increase sales by up to 20%, which makes it an essential lever for commercial success.
Studies show that the Color psychology and a thoughtful layout effectively attract the attention of consumers, encouraging impulse buying.
For example, placing complementary products side by side or using warm shades during the holiday season can significantly boost sales.
Impact on Customer Experience
An intuitive organization greatly simplifies the customer journey, making their experience more fluid and enjoyable.
For example, a clear and well-thought-out arrangement of the rays improves their perception of the quality And of professionalism of the brand.
It can also strengthen their loyalty: a customer who easily finds what they are looking for and enjoys their experience will come back more willingly.
Differentiation in the face of competition
In a saturated market, a original merchandising can make a brand unforgettable. For example, Ikea stands out for its immersive customer journey, which guides visitors through inspiring and functional spaces.
For its part, Apple is famous for its minimalist and refined spaces, which highlight technology and innovation. These strategies create a strong and memorable visual identity, helping brands stand out from competitors.
The Basic Principles of a Successful Merchandising Strategy
Knowledge of the Target Customer
- Identify buying preferences and behaviors of the consumer.
- Adapting the ambiance and layout to the specific needs of the target audience (e.g. BtoB or BtoC).
Logical and Attractive Organization
- Create hot zones for flagship products.
- Promote products at the top of the box.
- Use the cross-merchandising to combine complementary products and increase sales (e.g. Place sauces near pasta).
Visuals and Atmosphere
Visual elements such as colours, thelighting And clear signage guide customers effectively. In addition, the attractive presentations (packaging, POS) amplify the visual impact.
Measurement and Optimization
- Monitor effectiveness strategies put in place thanks to KPIs (sales of highlighted products, conversion rates, etc.).
- Test different approaches, like theA/B testing in digital merchandising, is essential to adjust and improve continuously.
Digital Merchandising: An Essential Extension
Characteristics of Online Merchandising
- Product Organization : Structure the products well on the pages to facilitate navigation.
- Optimization of Product Sheets : Use high quality images, of detailed descriptions and highlight customer reviews.
Leveraging Data to Personalize
- Platforms like Amazon use personalized recommendations based on customer purchase history.
- An optimized search engine accelerates access to the products you are looking for.
Creating a Consistent Experience
It is crucial toharmonize visual identity and customer experience between physical stores and online platforms. Zara, for example, combines an intuitive web interface with its elegant windows to reinforce a strong identity.
Key Steps for a Winning Merchandising Strategy
Analysis of the Space or the Site
- Map strategic areas (sites or physical areas) : Identify key locations where products can get the most attention, such as high-traffic areas or gondola heads.
- Identify weaknesses and opportunities in promoting products : Analyze underused or poorly arranged spaces and identify the elements that need to be optimized to maximize product visibility.
Planning and Presentation
- Designing seamless buying journeys : Create a logical and intuitive itinerary for in-store customers, while highlighting flagship products (new releases, best sellers) to encourage purchase.
- Highlight the most important products : Prioritize the items that generate the most engagement or sales to maximize their impact on the buying journey.
Execution and Implementation
- Prepare and install attractive visual supports : Create high-impact POS (point of sale advertising), promotional stands, banners, or posters that draw attention and reinforce brand image.
- Plan regular rotations : Regularly change the materials or products put forward to maintain interest and stimulate customer curiosity.
Monitoring and Analysis
- Analyze the results obtained after implementation : Study the performance of the products promoted (sales, customer feedback) to identify what works.
- Adjust your strategies as needed : Refine your actions based on the data collected to maximize flagship product sales and customer satisfaction.
Case Studies: When Merchandising Becomes a Success
- Physical Retail : Sephora is improving impulse buying thanks to its testers and products that are accessible at the head of the box.
- E-commerce : Amazon's smart recommendations (similar or complementary products) increase conversions.
- Cross-channel : Nike combines its in-store experience with intuitive and personalized online options.
The Future of Merchandising: Trends to Watch
Augmented Merchandising
The integration of Augmented reality Is revolutionizing the in-store experience by allowing customers to virtually test products before buying them.
Whether it's trying on furniture in your home using your smartphone or visualizing makeup directly on your face, this immersive technology improves decision-making and reinforces customer engagement.
Automation and AI
Les artificial intelligence (AI) tools Play a key role in modern commerce.
They analyze the Behavioral data customers, allowing retailers to personalize the customer experience in real time: product recommendations, targeted offers or even dynamic store layouts.
This not only optimizes customer satisfaction, but also business performance.
Sustainability
One Growing Commitment to Eco-Responsibility is transforming industry practices. Brands Are Adopting Sustainable Materials, reduce unnecessary packaging and reorganize their supply chains to limit their environmental impact.
Consumers are increasingly sensitive to these initiatives, making sustainability essential to retain and attract customers who care about the environment.
Raise Your Opportunities Through Merchandising
The merchandising, whether Physics gold digital, becomes even more powerful with the Solidpepper PIM.
Centralize your product data, Automate Your Updates And Create an optimal customer experience.
Do not wait any longer! Boost your merchandising strategy With our solution and contact our experts for a Tailor-made support.
