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10 Ways to Lift Front-End Sales

  • Entrances should be enticing and accessible, minimizing the physical barriers between the customer and the store as much as possible. Optimally, the doorway should be located on the right-hand side of the store to facilitate customers' natural tendency to shop in a counterclockwise direction.
  • Entrances should be enticing and accessible, minimizing the physical barriers between the customer and the store as much as possible. Optimally, the doorway should be located on the right-hand side of the store to facilitate customers' natural tendency to shop in a counterclockwise direction.
  • Every store has a 'landing zone,' a small space just inside the front entrance where customers experience a moment of disorientation as they adjust to the store environment. To minimize this effect, retailers should make sure fixtures and other display units are low and non-obstructive.
  • Since merchandise in the 'landing zone' often goes overlooked, retailers who want to break all the rules and attempt to sell in this space must be very creative. Power displays are one successful option, with items meant to inspire later purchases rather than impulse buys.
  • The 'quick-trip shopper' accounts for two-thirds of all shopping trips. To maximize sales, retailers should accommodate their quick-trip shoppers in the front end by stocking the most frequently purchased product categories on visible and easily accessible displays.
  • Fixtures in the front end need to be low and unobtrusive, with plenty of space in between each installation. Mobility is essential for saving both time and money, so flexible units (such as those on castors) are highly recommended.
  • Lighting not only influences the mood and behavior of shoppers, but it can also give important cues. A brighter lighting system in the front end will encourage impulse buys, and individually illuminated displays will attract customers.
  • Retailers need to be careful about providing too much information in their signage and graphics. A good, clear image can convey a succinct and impactful message. Customers tend not to read while shopping, so written copy should be kept to a minimum.
  • Research suggests that product quantity and organization can impact sales. Display appearance should be maintained regularly, and all shelves should be appropriately stocked. Too many product options, however, can create a muddle effect, so retailers should cull displays to feature only the most dynamic merchandise.
  • A single line feeding to multiple registers has proven to be the most efficient queuing method for checkout. Not only is the one-line system faster, but it also creates a more synchronized platform for merchandising impulse items.
  • Merchandise 'power categories' at the checkout contribute nearly eighty percent of front-end sales and profits. Power items should be featured at eye-level (4-5 ft.) and touch level (3-4 ft.) for maximum effect.

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    Traditionally, the function of the front end of a store has revolved around impulse items and upsell potential. But in today's shaky economy, definitions have changed. While consumers are still spending money, they now do so with more prudence, and they've developed a knack for stretching a dollar as far as possible. To stay ahead of the game, retailers have to be bold and innovative, creating a more holistic shopping experience in the front end.

    Don't Miss Out! Read ways to add style, create openness, add flexibility, improve product visibility, improve sales.
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Madix Solutions

For Improving the Front End

Revitalize the Front End with Solution 8

  • Since the front end is the first and last place a customer visits, it should be equipped to both initiate and finalize the sales process.

    Madix is committed to delivering concepts to help retailers get the most out of their stores. Let our team help create the perfect center store solution. Get Started Today»

  • Feature Aisle Display

    Freestanding Modern Fixture Madix Feature Aisle Display

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  • Queuing Fixture

    Lift Sales Queuing Fixture

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  • VESTA®

    Illuminated Display Solution Vesta Aisle and Wall Fixture draws attention to merchandise with its custom appearance and sleek design.

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