In retail, what you can’t see hurts you. Missed facings, poor shelf compliance, incorrect pricing, or stock sitting in the backroom instead of on the shelf all reduce brand visibility. Brands often ask: are frequent visits worth the cost? Research says yes, and our experience at VSS proves it too.
What the Data Shows
- Inventory audits lift sales: A recent grocery retail study found that regular audits delivered an 11% uplift in sales across the store by correcting stock discrepancies. That’s the same kind of issue our merchandising team catches daily, the system says a product is in stock, but shelves tell another story.
- Stock-outs mean lost revenue: Losses from shelf stock-outs are estimated at around 3.7% in Europe and 3.8% in the US. Every empty facing is a lost sale, and often a lost customer.
- Shelf layout drives buying decisions: Research confirms that where a product is placed and how it’s presented influences shopper behaviour. Displays, end-caps, and signage all make a measurable difference.
What We See Every Day at VSS
- Our merchandising team are in stores every day across New Zealand, making sure shelves are full, planograms are in place, signage is correct, and displays are maintained. Their regular calls keep products shoppable and compliant, so nothing stands in the way of a purchase.
- Our sales team build and maintain strong relationships with store managers and buyers. These visits secure better visibility for brands, support staff training, and ensure promotions are understood and executed properly. Their role is about influence and advocacy, complementing the merchandising team’s execution.
Together, both teams work to ensure brands not only look right but also perform well on the shop floor.
Why Frequency Matters
It’s not unusual for brands that reduce their visit frequency to see standards slip quickly. Displays drift, shelves empty out, and pricing errors linger. Regular calls from both sales and merchandising teams mean:
- Consistent product availability (no lost sales through empty shelves)
- Stronger compliance (the brand looks the way it should)
- Faster fixes (issues resolved within days, not weeks)
- Better sell-through on promotions and launches
- Closer store relationships (which unlock secondary space and stronger advocacy)
Conclusion
Research proves it. Our sales and merchandising teams prove it every day in store. Regular calls are not a cost centre - they are a sales driver. By keeping products visible, priced correctly, and well-presented, and by nurturing store relationships, we protect and grow brand sales.
If your brand is only visiting stores occasionally, chances are you’re leaving revenue behind on the shelf.
