How In-Store Teams Influence Sales — Why Merchandisers Should Be Part of the Conversation
In the world of retail, great merchandising goes beyond perfectly aligned shelves and eye-catching displays. It’s about influence - and often, the most influential people in the customer journey are the in-store sales teams. These are the individuals on the floor, fielding product questions and making recommendations that directly impact sales.
At VSS, we’ve learnt that one of the most overlooked advantages of our store visits is the opportunity to support and uplift retail staff. Our merchandisers don’t just fix out-of-stocks or install promotional displays - they become quiet brand advocates, delivering valuable product knowledge and insights to store staff in real time.
Retail Staff: The Unsung Heroes of Brand Sales
If you’ve ever stood in a pharmacy, beauty department, hardware store or homeware aisle, you’ll know just how often a customer turns to a staff member and asks, “What would you recommend?” That single question can determine whether your product ends up in a basket - or not.
A confident sales assistant who knows your brand and believes in it can make all the difference. But in the fast-paced retail environment, formal product training doesn’t always happen. That’s where we come in.
Off-the-Cuff Coaching That Works
Our team members are in-store daily; setting up displays, checking planograms, replenishing testers, and ensuring promotions are ready to go. But often, their most impactful moments come through casual conversations with sales staff.
It might be a quick mention of why a product is trending, a personal testimonial (“this one’s amazing if you’ve got sensitive skin”), or tips on which new release has had the strongest sales. These short, informal exchanges leave an impression - and arm sales teams with the confidence to talk about your brand.
Turning Store Staff Into Brand Advocates
The more a store team understands your products, the more likely they are to recommend them. And it’s not about memorising brochures — it’s about enthusiasm, knowledge, and trust.
Our merchandisers become an extension of your brand, sharing their passion and product insights in a way that resonates at store level. It’s subtle, but powerful — and it’s one of the reasons we believe in hiring people who truly understand retail.
This Is the VSS Difference
We don’t take a “drop and run” approach. Every visit is a chance to improve not just the appearance of your product, but how it’s perceived and sold. We work hard to build relationships in-store, because we know how much those connections matter.
When your products are supported by well-informed, confident staff — sales follow. Our team helps make that happen.
Maximise Every Touchpoint
If you’re investing in merchandising, make sure you’re getting more than just shelf maintenance. With VSS, every visit is an opportunity to strengthen your brand’s presence, educate your retail partners, and drive better sales — one conversation at a time.
