How can I increase average order value (AOV) with in-store merchandising?

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Accepted Answer

Increasing AOV with merchandising focuses on presenting higher-value, complementary, and impulse items in context so customers add more to their baskets. Key tactics:

1. Strategic adjacency — place complementary items together (e.g., chargers near electronics) so shoppers see natural add-ons.
2. Tiered placement — display premium, mid, and entry-level options together; highlight the premium option with signage and a small demo.
3. Cross-sell displays — create ‘complete the look’ or ‘outfit’ displays that bundle 2–4 items and show the combined value.
4. Upsell focal points — endcaps, checkout, and near fitting rooms are high-conversion real estate for add-ons.
5. Price anchoring — present an expensive ‘recommended’ product next to a mid-priced option to shift perceived value.
6. Limited-time bundles — promote small discounts for pre-bundled items to encourage buying more.

Measurement: track AOV by store and by display test, measure attach-rate for add-on SKUs, and run short A/B tests (2–4 weeks) to validate impact.

Quick start: pick 3 high-margin add-on SKUs, create one endcap and a checkout display for 4 weeks, and compare AOV and attach rates to a control store.

How can I increase average order value (AOV) with in-store merchandising?

How can I increase average order value (AOV) with in-store merchandising?

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