Ideas For Merchandising Your Sales Floor

Merchandising a sales floor can be a big challenge for some people and a very simple task for others. Actually, there are some general "display rules" that can help you to develop a basic sales floor look and you can make adjustments from that point to further refine it. A number of sample "rules" are listed below for your use and we ask that you send us your comments as you think of new and even more refined ideas to help others.


  • utilize walls as well as floor fixtures

  • wall fixtures are useful for highlighting merchandise

  • merchandise wall fixtures small to large, left to right, top to bottom

  • keep fixtures straight and parallel to any area borders (like carpet border)

  • insure that floor fixtures have attractive, easily understood, attractive signage

  • insure fixture signage faces traffic pattern

  • insure fixture arm heights are consistent and symmetric

  • use a fixture with the proper holding capacity (density) for your store (low, medium, or high)

  • do not let goods on a fixture touch or drag on the floor

  • insure your store merchandising will permit an un-obstructed view of the sales floor for customer service help and security

  • insure at least 36 inches between all floor fixtures on all sides

  • rounders are often the best fixtures for clearance merchandise

  • utilize fixtures that are a consistent type and height to insure the sales floor is consistent

  • do not use rolling hanging racks on the sales floor

  • beware using vendor-supplied fixtures as they may disrupt the consistent look of your sales floor

  • dump bins for select small merchandise, used sparingly, can be a useful tool

  • "colorize" merchandise by varying colors from light to dark and sizes from small to large within each color

  • "colorize" rounders counter-clockwise

  • "colorize" a wall grid across from left to right, then diagonally down and then left and right again

  • "colorize" rounders first then assort each color by size

  • never put more than two colors on an arm

  • insure color scheme of store is in balance

  • never mix stripes and paisley patterns

  • show individual items and complete outfits

  • hang pants at mid length

  • create merchandise grouping based upon the type of goods being sold

  • avoid mixing different items on an arm

  • keep different categories of merchandise on different rounders

  • shoes display pairs are best displayed close to eye level

  • display key margin items and featured items as close to eye-level as possible

  • insure all merchandise displayed is neat, steamed, folded, zipped, buttoned

  • face hangars the same way and separate (space them out) by 1 inch

  • do not mix hangar types

  • keep chrome fixture clean by dusting and wipe off finger prints carefully (try wax paper)

  • size collars are helpful if merchandise sizes are difficult to see on vendor tags

  • insure your price signage is accurate

  • take pictures of your well-merchandised sales floor to help associates understand the look you want to maintain

  • keep your sales floor full and your stock-rooms empty

  • develop a sales floor plan - see example - before placing merchandise




  • "recover" your sales floor at least once per day to neaten up merchandise handled by customers

  • dust and vacuum daily, clean linoleum and wood floors 2x per week, clean restrooms 3x per day


For more information on this topic contact Pat Fitzpatrick at Atlanta Retail Consulting Inc