What is Merchandising in Business?

By Sunnie Souza4 min read · Posted Apr 16, 2025

13
Views

product merchandising Ron Lach, 2021, via Pexels

Merchandising refers to the mechanisms a business uses to advertise and sell their products to customers. According to the Mirriam Webster definition of Merchandising, this includes “(...) market research, development of new products, coordination of manufacture and marketing, and effective advertising and selling.” The goal of merchandising is, of course, to generate sales and revenue for the company based on the provision of physical goods and, more recently, digital products as well. This article covers both.

How does Merchandising work?

Once a new product is produced, it must be priced, released, and advertised to customers. Merchandising strategies slightly differ between brick and mortar locations and online storefronts, but the core attributes are the same: product development, research, manufacturing, pricing, marketing and advertising.<sup>1 </sup>First, we will use the example of an in-person retail location. Merchandise is received from the manufacturer, tagged, and priced (if needed) so that it is ready to be displayed on the sales floor. Organizing new products in accordance with other store displays and ensuring their visibility to customers is paramount. According to Oracle, a store’s maintenance and layout are key aspects of merchandising that improve a customer’s shopping experience. Similarly, this maintenance and layout is key in online stores and services, which we will address shortly.

First, picture yourself entering a store that is cluttered, and has narrow and confusing aisles. To top it off, it is difficult to view clothing items because they are tightly packed on the display racks. On the contrary, imagine entering a well-organized store that is easy to navigate and has aesthetically pleasing displays of merchandise; the items also have great visibility and are easy to access. Based on experience alone, a shopper would generally gravitate toward the better organized store. In turn, this results in an increase of customer satisfaction, potentially spurring a higher number of sales.

In addition to store layout and organization, coordinating product selection and displays with the seasons and time of year is also significant. For instance, if a store’s products are predominantly winter gear and the season is shifting into spring, there will be a disconnect between what the customer is looking to purchase and what is being offered leading to a decline in interest and sales. Retailers rotate merchandise and generate seasonal sales to ease transitions. When conducting a sale, a retailer frequently places banners, signs, and displays throughout the store. Promotions are another merchandising strategy where retailers create deals on certain products, offer bundlers, or free gifts. These techniques spur customer purchases and satisfaction while increasing revenue.

Merchandising in the Digital World

Digital merchandising alters strategies in-person businesses use to fit an online platform. In online retailers for example, the website design, organization, and layout are essential. Visiting a site that is fast, operates smoothly, and easy to navigate is going to generate a more positive experience than one that crashes, is confusing for customers, or disorganized. Product websites of larger corporations display the entirety of a store’s inventory, rather than being limited to smaller, curated selections in-store. The goal is for a customer to find products they are interested in as quickly and easily as possible. Many companies will create a clickable graphic banner or headline for sales and new arrivals that bring the customer directly to the products.

Merchandising

The implementation of new strategies such as customer review sections offer an advantage over in-store retailers where users can see how a product fits, overall quality, and if other customers would recommend the product. Beyond company websites, independent and incentivized reviews involving product demos on social media platforms further promote products to consumers. Merchandising tactics which further entice potential customers to purchase items include free samples, and free shipping after spending a certain dollar amount.

To increase website traffic, clicks, and purchases, businesses also utilize targeted ads. In essence, a user’s metadata is obtained and analyzed, indicating what types of products a customer views or purchases and displaying similar products or companies that may interest them. These clickable ads are strategically placed in social media newsfeed on major platforms. Although websites mobilize digital merchandising, the core concepts and strategies are extremely similar. As consumers pivot toward online shopping and have access to retailers through their smartphones, merchandising has never been easier from a company standpoint to reach the maximum number of potential customers. It should be noted that in addition to physical products, similar merchandising techniques also apply to digital products including, but not limited to: online music and video streaming services, e-books, and digital products such as templates, graphics, and even virtual goods in video games. Merchandising allows customers to locate and connect with products, both physical and digital, that best suit their interests and needs.

Key Takeaways

  • Merchandising involves the advertisement and sale of products to a consumer.
  • The goal of merchandising is to generate sales of company products and goods.
  • Merchandising strategies slightly differ in-person and on digital platforms.
  • Digital merchandising has utilized targeted advertisements through the collection of user metadata
  • Online stores have allowed companies to display all of their inventory rather than being limited to a smaller, in-person selection.
  • Social media platforms have made merchandising easier and more accessible to a wide array of users

About The Author

Sunnie Souza

4
Articles
79
Total Views
0
Total Likes
0
Total Shares

See more posts by Sunnie Souza

Comments

Your generosity fuels innovation and drives success!

Our resources are assembled by a team of entrepreneurs who donate their time and energy to Pitch Labs to ensure that entrepreneurial resources are available to everyone. Unfortunately, we can't avoid major expenses such as website hosting fees. To ensure our resources remain free to access and use, we rely on donors who are able and willing to give back. Consider donating to be a part of the Pitch Labs mission today!

More in Operations


Operations » Product & Service Management

What are revenue streams?

by Sunnie Souza ·Apr 30, 2025

7
Views

Revenue Streams are the various sources of operational, and non-operational revenue for a company. Read more

Operations » Product & Service Management

How to Manage Customer Relationships

by Deborah Taiwo ·Apr 25, 2025

19
Views

This article explores how businesses can foster genuine connections with their customers to build trust, drive loyalty, and ensure long-term success. It provides actionable steps for understanding and delighting customers. Read more

Operations » Management

Mastering Data-Driven Decision-Making for Your Business

by Christina Molitor ·Apr 23, 2025

16
Views

Data-driven decision-making relies on inputs such as customer preferences, edge analytics, and AI, prioritizing evidence over intuition and helping automate the decision making process. Read more

Operations » Product & Service Management

Product Roadmaps: A Reference Guide

by Aashna. Haryani ·Apr 14, 2025

25
Views

This article talks about the product roadmap, its importance, and who owns it. It also talks about the different types of roadmaps and what drives them. Read more

Recent articles


Financial » Accounting

What Is The GAAP?

by Callie Leff ·Apr 28, 2025

7
Views

GAAP is a set of accounting principles for public businesses, non profits, and government agencies to ensure transparency and accuracy. Read more

Basics » Business Plans

How to describe your product or service in your business plan

by Warren Patterson ·Apr 21, 2025

23
Views

A good product or service description is important in business as it helps drive traffic, generate leads, and build sales. This article looks at what’s included in a product or service description. Read to learn more. Read more

Technology » Applications

AI and the Future of Work: Will AI replace jobs in the future?

by Tonya Parker ·Apr 18, 2025

142
Views

AI’s impact in the workplace goes beyond taking jobs. Here’s what the experts say about how future generations will coexist with AI at work. Read more

Basics » Business Plans

What is an executive summary and why is it important?

by Callie Leff ·Apr 11, 2025

68
Views

An executive summary is a brief summary of the important points in your business plan. Learn how to write one here. Read more

Join Our Community


Looking for something else? Get your questions answered in our free online learning community!

Entrepreneurial Resources


Jumpstart your next business with our free resource library.

Disclaimer


Our organization cannot give out official legal/fiscal guidance. All articles are written by volunteers and it may be beneficial to contact professionals to assist your understanding of the information and to guide your action. Pitch Labs bears no responsibility for the results of actions taken based off of article content or any other form of assistance given.