Valley Store Equipment's Blog

Question:

I have a brand new product to promote to a “big box” store to sell and I need a display on which to place my product. I’m going to ask the company representative what type of display he would recommend for retail locations. What questions should I ask him so I come off as a professional and not a first-time retailer?
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Congratulations on aiming high, a possible move that will land your sales in the stratosphere! In addition, you’re thinking of the needs of your client which already shows you’re a professional.

When approaching a “big box” store, keep in mind their space is at a premium, filling every corner, every shelf in order to optimize sales. When discussing your display, have the following information/ questions available:

What size is your packaged product?
Be very specific as to how much space each item will need including height, width and depth. The size is a main factor in determining where in the store your product is displayed.

What is the weight of your product?
Your product may be small as a candy bar, but if it weighs 10 pounds, the weight may eliminate certain display areas.

How is your product packaged?
Is the item in a box, wrapped in plastic, no wrap at all? The packaging may eliminate display areas as well. A box shows well on a shelf, but won’t hang on a peg. Plastic wrapped items may hang on a peg, but are in a clutter on a shelf. Non-wrapped items may display well in a dump bin as opposed to hanging on a wall.

Can items nest together for easy display?
Bowls and plates are excellent examples of items that nest, or fit well together in order to not waste space. Retailers love these items as they can place a lot of product onto a small space. This in turn allows space for another item to be displayed. Have 3-4 different ideas as to how product is to be displayed. Many options of display are very attractive to retailers because they know if the product must be moved around within the store, it can be done with assurance that the item can adapt easily to most display areas. Present pictures of your product displayed in various ways, on a shelf, hanging on a peg, clamped to a retail strip, on a hanger, etc. This will also convey to the retailer you are aware their space is valuable.

In what area will item be sold?
For example, cosmetics, automotive, clothing, food, POP (point of purchase products are displayed at cash registers. These are items shoppers typically forget or realize they need at the last minute.)

Does item need to be refrigerated or frozen?
Needless to say, refrigerated space is limited. All of the aforementioned parameters are doubly important.

Does item need care?
Plants are a specific example of care specific items. Others are frozen goods, items that must be at room temperature, items to be assembled. Discuss specifics with retailer.

These questions should open a good dialogue with your retailer of choice as to how you can best work together. Be prepared to send an email prior to your meeting to the company representative with general information of your product and how it is displayed on the retail floor. Best of luck!