Impulse buys are items that shoppers purchase that they had not planned on buying beforehand. Items near registers are not put there on accident. They are strategically placed to capitalize on impulse items. Usually these items are smaller, easily identifiable, and priced lower than other items in your store. Although the register check out area is a key place for merchandise, you can utilize other areas by creating special displays in high traffic locations or next to related merchandise. For increasing impulse buys, here are a few tips that we recommend trying.
Change out merchandise frequently. It is especially important for special displays designed for impulse buying to be changed out regularly. Customers look for updated merchandise, new products, and featured sales. Try to keep track of what you have displayed, where you set up the display, and the success rate. This will help you know what works and what does not.
Highlight return policies near impulse purchase displays. Customers will be more likely to purchase higher priced merchandise on the spot when they are assured that it will be easy for them to return or exchange if they regret the decision later. Also, make sure that you clearly communicate if sales are final either with signs at the register or adding the policy to the customer's receipt.
Put accessories next to related items. Accessories are great impulse merchandise sales. For example, when someone is looking for a great coat and find scarves, gloves, and hats to match, it will be too good to pass up. This technique also works with items that have accessories that are sold separately such as games, toys, and tools.