DisplayMax Named Merchandising Company of the Year by PetSmart

We received a great honor from PetSmart and have been named their Merchandising Vendor of the Year for 2013! This award is for highest levels of in-store execution on feedback from store and project management who ranked all vendors base on performance.

“DisplayMax achieved the highest scorecard ratings by our stores in 2013,” says PetSmart’s Vice-President of Remodels, Resets, and Fixtures.  “They have been and continue to be an excellent partner.  DisplayMax truly understands our culture, which is borne out by the consistently great comments about DisplayMax Team Leads that we hear from our field management.”

It is a special honor to receive this prestigious award because it is based on the results and feedback from the managers in the stores. It is a tribute to the hard work and dedication of our merchandising and installation teams in the field. They understand how important executing to the highest standards in the industry is to a leading retailer like PetSmart.

For the past six years, the DisplayMax team has been providing in-store services to PetSmart including product resets, store remodels, new store setup, fixture installation, nationwide rollouts and other special projects.

retail-merchandising-services-3Our goal for every project they entrust to us is 100% compliance. They count on our teams to help them create an exceptional store environment and shopping experience for their customers and pet parents. It is a role we take very seriously and enjoy our partnerships with them.

Because of the hard work and dedication of our entire team, DisplayMax has established itself as a leader in retail merchandising services by focusing on a strategic approach to executing programs for retailers and packaged goods manufacturers!

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Acheiving 100% In-Store Compliance with Your Merchandising

Achieving outstanding success in retail merchandising can be very difficult. Even the most brilliantly conceived message with powerful point of sales materials can fall flat for a variety of unforeseen reasons.

Any shopper marketing executive will tell you that they expect a 90% to 100% compliance rate. However, industry studies reveal that less than 50% of in-store merchandising programs are compliant to established directives. Such a failure rate is similar to a virus that eats away at your projected initiative results. It attacks the one place that hurts most – your bottom line sales.

merchandising_company_of_year_2This is problematic: if you are launching a new endcap display in a 1,200 stores chain and the display wasn’t properly installed in 600 of those stores you are missing huge sales opportunities. It is next to impossible to get accurate data to analyze program performance and you end up submitting an educated guess to your superiors.

Reaching 100% compliance can be accomplished if you approach it methodically. DisplayMax takes a proven strategic approach by utilizing a thorough 6-Step Merchandising Process to your merchandising program.

This process considers all the important factors and variables of your program and examines each one to reduce the number of issues and problems during in-store execution.

The six steps in the DisplayMax Merchandising Process are:

  1. Develop Goals & Your Execution Plan
  2. Identify Potential Choke Points
  3. Match Rep Skill to Project Scope
  4. Engage Store Management
  5. Execute, Execute, Execute!!!
  6. Provide Customized Reporting

Click on the link below to discover the first critical step in the merchandising planning process. The success of your merchandising program depends on it!

Go To: Step 1 – Develop Program Goals and Execution Plan

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What Does In-Store Merchandising Compliance Mean To Your Business?

In-store merchandising compliance affects virtually every aspect of a retail organization. When you think about it, the success or failure of your merchandising execution influences everything from marketing budgets, advertising planning, supply chain scheduling, sales results, and even customer experience. What does achieving in-store merchandising compliance mean to your brand?

100% In-store merchandising complianceYour rate of successful in-store execution in all your stores is a critical factor that determines the effectiveness of your initiative and attaining that coveted sales lift. In this post we’ll explore three questions you must consider to achieve 100% merchandising compliance with your in-store merchandising execution.

Three Questions to Ask Before Launching Your Next Merchandising Initiative

As a retailer or CPG manufacturer, the accurate execution of your merchandising components is crucial. Here are three issues to consider, brainstorm and discuss with your merchandising team before launching your next program:

1. What Is My Acceptable In-Store Compliance Failure Rate?

Whether you are responsible for the merchandising of fifty or 5,000 locations, when a store is not properly merchandised according to program directives, the results can be very disappointing. The percentage of your stores failing to meet compliance can make or break your program. A recent study by RIS News showed that 44.4% of retailers say that half or less of their stores achieve compliance when merchandising results were measured. Some other studies put the figure at 70%.

At the very least, a low compliance rate erodes in-store sales opportunities. Poor merchandising execution creates a situation where customers will not be engaged and won’t be as motivated to buy. In locations where merchandising materials are never placed or installed you have a 0% chance of lifting sales and your efforts are wasted.

What amount of failure do you tolerate when executing in-store merchandising? 10% – 24% – 60%?  At DisplayMax our acceptable compliance failure rate is zero!

2. How Much Will My Execution Failure Rate Cost In Projected Sales?

The lost opportunity costs of this problem can be staggering when you crunch the numbers. If you were anticipating a 5% sales lift from a program and half of your 800 stores were poorly executed, or never even merchandised, you likely fell short of your goals. If the sales lift was expected to average $10,000 per store, that translates into $4 million of sales opportunity put at risk because of poor or no execution.

Another hidden cost factor that comes into play is that it is next to impossible to acquire accurate data to analyze program performance. It’s never comfortable submitting an educated guess to your superiors. How do you know if the merchandising program worked without the ability to measure program performance if half of your stores fail to meet compliance at the shelf?

Without attaining for 100% in-store compliance your merchandising development becomes a shot in the dark.

3. What is the Most Critical Factor Causing My Execution Failure Rate?

Sometimes it is easy to identify the causes of where your program failed. A few examples are delays in material delivery, improper installation, wrong placement, missing signage or components, or the third party rep never shows to perform the work. In other instances the problems are not so clear; store management pushback, program design issues, construction delays, and even confusing installation instructions.

We call these factors “Merchandising Choke Points” and they can quickly increase your failure rate and destroy your program ROI. It is imperative that you thoroughly analyze your program before launch to uncover potential choke points. This one step can dramatically improve your in-store compliance rate and help achieve your program sales goals.

The DisplayMax Difference

merchandising inventory maintenanceAt Displaymax, we strive to attain 100% compliance in every project you entrust to us. We fully understand the importance of performing the proper installation and merchandising of your products at all of your locations.

We also are aware how challenging it can be to achieve 100% compliance. Our commitment to our clients is to relentlessly execute until the project is completed as designed and fix problems that occur rather than ignoring them. It really bothers us when things go wrong, so we work hard to make sure that it doesn’t happen.

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Retail Merchandising Choke Point #4: An Incomplete or Poor Site Survey

The source of most merchandising choke points originates in the early phases of initiative development – the store site survey. It’s unusual that two retail store locations will have exactly the same physical design or floor layout. Even large, nationwide retailers with thousands of locations have a wide range of floor plans to consider during the design phase.

This array of layouts can cause significant challenges when developing an in-store merchandising program. What works perfectly in one store setting is impractical in another store across town. Having a one-size-fits-all merchandising for all store environments doesn’t work. Merchandising consistency is often compromised and negatively influences compliance results. The only solution is to perform an accurate store survey of each individual location and focus on the exact information needed to create the merchandising. However, many surveys fall short of their intended goals because they are not designed to gather the right information. This causes a choke point during in-store execution that could have been avoided.

To read more about Store Site Survey issues, download your free copy of the Merchandising Choke Points Report


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In-Store Merchandising Choke Point #3: Uncooperative Store Managers

uncooperative-managerA store manager has a great deal of influence over the success of a merchandising project. They are typically the point where the buck stops for all your in-store merchandising assets. Indeed, they have the power to make or break the initiative.

Whether this power is part of their job description rarely matters. A retail store is like a small kingdom where the manger exercises their role of ultimate ruler of the store.

When a new merchandising program or store remodel invades their domain, they can choose to be a positive force or a negative impediment on the final outcome. The decision to let the installation or product set proceed comes down to them.

To be fair, a large majority of managers are very flexible, enthusiastic and cooperative. But others have a hidden agenda or ax to grind that hinders or halts proper execution. It is imperative you prepare for all types of store management push-back and never assume that every manager will happily accept the changes you are sending their way.

Your goal should be to make them a champion of your merchandising program and not a potential choke point. Here are common issues with store management that are the source of annoying choke points:

  • Unaware of scheduled merchandising program
  • Manager has not “bought into” the program
  • They don’t understand the full scope of work
  • Lack of teamwork within the store culture
  • Lack of communication with store employees
  • Refusal to sign project completion documents

Each of these must be addressed prior to launching to avoid problems with store management that affect merchandising compliance success.

Continue here for more info on Uncooperative Store Managers


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