Retail Mythbusters: Breaking Down Merchandising Myths
Every industry has its “rules of thumb”, and retail is no different. But not all of these so-called truths hold up on the shop floor. At VSS, our team spends every day in stores across New Zealand, and we see first-hand what actually drives sales and what is more myth than fact.
Let’s bust a few of the big ones.
Myth 1: Eye level is always best
Busted. While eye level shelves are prime real estate, shoppers do not just scan one band of the bay and walk away. Parents often shop from the lower shelves for kids’ products, while premium goods can sell strongly from higher placements if they are supported with signage or lifestyle imagery. The real key is matching shelf position to the shopper’s mission, not just assuming one height works for all.
Myth 2: More facings mean more sales
Not always. Doubling facings without demand can just eat up valuable shelf space. What works better is smart allocation: ensuring best sellers are well stocked, new launches are visible, and slower movers are not hogging space they do not need. In fact, over-facing can sometimes reduce overall category sales by crowding out variety.
Myth 3: Point of sale does the selling for you
Only if it is done right. Shoppers are bombarded with signage, wobblers, and shelf talkers. A cluttered bay just becomes noise. The point of sale that works best is simple, consistent, and aligned with the overall brand message. Our merchandisers know when to keep it sharp and when to strip it back.
Myth 4: Out of stock means the warehouse has none
Often false. Research shows that up to a quarter of “out of stock” items are actually sitting in the back room. The gap is not supply, it is execution. That is why in-store checks and communication with staff are crucial. The right product might be metres away, just not on the shelf where it counts.
Myth 5: Shoppers do not notice small changes
They do. From a tidied tester stand to a refreshed shelf strip, the smallest adjustments can shift how shoppers perceive a brand. These subtle cues build trust and create the impression of freshness and care. Neglecting them can send the opposite signal.
The Takeaway
Retail is not about following myths, it is about understanding shoppers, the store environment, and the nuances of each brand. At VSS, we do not just fill shelves, we bring strategy and precision to every store visit, ensuring myths do not dictate the outcome. Results do.
