This article is reprinted from KA Internal Reference Most stores want to establish a low-price image to attract customers, but how can they build a low-price image that brings in crowds without meaning overall low prices? Our goal is to strengthen the price image while ensuring a higher average transaction value and profit margin, so that customers unknowingly increase their shopping basket size. Key Points Group Purchase Items (1) Purpose: Increase group purchases and raise the average transaction value. (2) Method: Add more large-pack group purchase items and set up a dedicated display area. Bulk Discounts (1) Purpose: Increase sales of bulk-packaged goods and raise the average transaction value. (2) Method: Increase displays of bulk-packaged goods, set up bulk sales SKUs, and make buying by the case cheaper. Volume Displays (1) Purpose: Attract customers, give the impression of a mountain of goods, and increase sales opportunities. (2) Method: Use floor stacks and end caps for abundant, exaggerated displays of single items; fake islands can be used. Impulse Displays (1) Purpose: Place everyday items within easy reach to increase sales opportunities and raise the average transaction value. (2) Method: Place items on both sides of escalators and in front of checkout counters to boost sales and increase non-operating income. Themed Displays (1) Purpose: Combine products based on season, holidays, or product attributes to increase sales of different product categories. (2) Method: Create a sales theme, combine related products for a focused display, and coordinate with in-store promotions (ISP) to create a themed sales atmosphere (very important). Formats include vendor weeks, special sales events, etc. Decorative Displays (1) Purpose: Highlight products, let the products speak for themselves, attract customers, and beautify the store. (2) Method: Based on product characteristics, use products or props to create various lifelike and diverse shapes. (3) Direction: Leverage the creativity of all store employees, brainstorm to create product displays, have 1-2 highlights per promotion period, and regularly hold store competitions to learn from each other. Cross-Merchandising (1) Purpose: Display related products together to make shopping convenient and increase the average transaction value. (2) Method: Place products that are high-selling, seasonal, and related on both sides of end caps, around floor displays, and on shelves within the display.

  • Cross-merchandise bread with jam in the dry goods section.
  • Cross-merchandise bread with milk and ham in the same category.
  • Place soy sauce, vinegar, etc. above the dumpling freezer for cross-merchandising.
  • Place hot pot seasonings above the lamb slices freezer for cross-merchandising. Holiday Displays (1) Purpose: Make shopping convenient and quick for customers, and increase the average transaction value. (2) Method: Move large-pack items to the main display area, while small-pack, low-unit-price, and high-shrinkage items are moved out. The main display area should feature large-size, large-pack products.
  • Combo packs: Select holiday product combinations, such as chips with melon seeds, so customers pick up one pack but buy two items. The combo price should not be a simple sum of the original prices but should reflect a combination advantage, making consumers feel they are getting a good deal and unknowingly increasing the average transaction value.
  • Gift box combos: In the gift box display area, recommend 200 yuan, 500 yuan, and 1000 yuan (1+1) or (1+2) combo sales.
  • Offset displays: Expand the display of hot-selling items outward, using end caps and floor positions in the general merchandise area to display high-unit-price, high-margin items like chocolate, candy, and puffed snacks. These items have strong impulse purchase appeal, so they should be visible and within reach everywhere.
  • Premium products: Prominently feature high-end, high-priced items on the "T-stage"—the main aisle or the best shelf positions. -END- China's best learning platform for FMCG distributors Dedicated to providing professional, practical, and actionable tutorials for companies and distributors Committed to helping Chinese FMCG distributors grow rapidly The most professional and practical knowledge base in the FMCG industry Reply with the red number below to get the corresponding content Reply with number 1 to view the complete knowledge base | 001 Excellent article selection | 002 Distributor market operations | 003 Terminal visit management | 004 Sales supervisor skills | 005 Sales improvement techniques | 006 Channel expansion | 007 Managing distributors | 008 Distributor development | 009 Distributor internal operations management | 010 Team management | 011 Efficient distribution techniques | 012 Sales manager's eighteen skills | 013 KA operation methods and strategies | 014 First lesson for new salespeople | 015 Internet, brands | [Long press QR code to follow] To join QQ/WeChat groups, please click: Read original text