Merchandising and Visual Display
Merchandising and Visual Display tests how product range, shelf placement, signage, and display design influence sales. Expect questions on planograms, display principles, seasonal changeovers, and cross-merchandising.
Rules and concepts
- Merchandising is choosing the right product, quantity, place, time, and price; visual display is how the product is presented.
- A planogram is a diagram showing facings, shelf position, and product sequence.
- Put high-margin or impulse items in hot zones, but keep essentials easy to find.
- Use focal points, sightlines, colour blocking, and clean signage; price tickets must match the product and shelf edge.
- Cross-merchandise related items, such as batteries beside toys, without blocking access.
Worked example
A stationery aisle has 4 shelves and 24 facings. The best-selling notebook brand should receive the largest share of facings, not automatically the top shelf. If it accounts for 40% of notebook sales, give it about 10 of 24 facings (0.40 × 24 = 9.6, rounded to 10). Place it at eye level within the notebook section, keep slower colours lower, and add a shelf-edge sign showing the price and offer. The reasoning is to match space to demand and make the best seller easy to find.
Marks traps
Do not treat a display as successful just because it looks attractive; it must be shoppable, priced, and stocked. Do not put every promoted item at the entrance if customers cannot reach them. Do not use signage that contradicts the price ticket or hides the product.