3 Easy Merchandising Tips to Drive Retail Sales

1. Make It Visually Appealing and Organized

If your retail display feels cluttered, most customers will glance and move on. A clean, intentional layout puts shoppers at ease and encourages them to interact with products.

Here’s how to keep things simple, polished, and interesting:

Use spacing as a design tool. Give each product room to breathe. A little negative space signals a modern, confident aesthetic, which helps the shopper focus on the item instead of the clutter around it.

Refresh your sightlines. Stand at your entry. What’s the first thing your eyes jump to naturally? Keep the back wall tidy and eye level so it draws people in. Remove anything that blocks the view or creates a visual “dead end.”

Check the small details customers notice immediately. Make sure pumps face the same way, testers sit upfront, and collections stay grouped so customers instantly understand what goes together. A neat shelf communicates value without you saying a word.

Light with intention. Lighting often gets overlooked, but it changes the way people feel in the space. Soft, warm lighting over your top sellers or seasonal displays makes the area look cared for and encourages browsing.

Test the flow. Walk the path your customers take. Can you navigate easily without bumping into anything? If not, adjust spacing between fixtures to keep the energy moving.

2. Keep It Accessible With Effective Communication

Customers buy more readily when products feel approachable and the information is easy to find.

Make your testers feel irresistible. Place testers front and center so they’re comfortable to pick up. Encourage clients to smell, feel, or try textures. This small tactile moment often nudges a shopper into a purchase.

Label without clutter. Price everything to avoid the moment when a shopper wonders if they should ask or walk away. Put price labels on the bottom or back so the display stays visually clean.

Think ergonomics. The average female height is around 5'5". Don’t place everyday grab-and-go items above that reach. Your customers shouldn’t have to stretch, bend, or ask for help to pick up a cleanser.

Support low-vision shoppers. Instead of relying solely on tiny print on bottles, attach a pair of stylish reading glasses to your display. It’s a small, thoughtful touch that instantly raises comfort.

Train your team. Even the prettiest retail display won’t outperform a friendly, knowledgeable staff member. Give your front desk or estheticians a few easy talking points so they feel confident helping guests decide.

3. Create Stories and Vignettes

When retail feels like a collection of ideas instead of a collection of bottles, customers engage more. A simple story or theme helps them picture how they’ll use the items at home, which encourages multi-item purchases without feeling salesy.

Before we move into the broader tips, here’s one clear example you can recreate right away.

Example Vignette: “Spa Night at Home”

This is a small, easy setup that instantly communicates comfort and self care.

Theme: Spa Night at Home
Goal: Inspire shoppers to build a little evening routine for themselves.

Products to Include:

• Gentle cleanser or micellar water
• Hydrating or calming mask
• Plush headband
• Facial mist
• Small candle or aromatherapy roller
• Optional add-ons: herbal tea packets or a satin scrunchie

Props:

• Wooden tray, wooden riser, or slate board
• Folded neutral towel
• A small glass with floating citrus slices
• One stem flower or eucalyptus sprig for a fresh touch

Signage:
Keep the message short.
“Spa Night at Home: Pair any two items and receive a complimentary sample.”
or
“Everything you need for a relaxing night in.”

Placement Tip:
Set it on a waist-height table where shoppers naturally pause. Add testers for at least one item to encourage interaction.

Once you have one vignette in place, expand the idea with simple themed moments through your space.

Create micro-collections. Instead of grouping products strictly by brand, try themes like “Weekend Reset,” “Glow in 10,” or “Sensitive Skin Essentials.” These small stories show clients how products fit together in real life.

Use social proof. If something was featured in a magazine or highlighted by a local influencer, add a small card and place the product directly in front of it. Customers appreciate the quick clarity.

Rotate your spotlight area. Choose one small table near your entrance as the “What’s New” zone. Switch it every few weeks. Regular visitors will always find something interesting, and new clients immediately sense a boutique that’s cared for.

Create a quiet value section. Move seasonal items or discontinued products to a dedicated lower shelf so your main displays stay fresh, simple, and focused

A Few Final Thoughts

Merchandising doesn’t require a giant remodel or fancy fixtures. What helps most is paying attention to how people naturally move through your space and creating small, thoughtful touches that make browsing feel enjoyable. When your retail area communicates clarity, ease, and inspiration, customers spend more time exploring and feel confident buying.

Universal Companies is proud to have a team of experienced spa advisors on staff and welcomes you to consult with our professionals about spa products and supplies, including ingredients, equipment, and retail. Dedicated to the success of spa professionals everywhere, we're grateful to be recognized with multiple industry awards (thank you!) and proud to support the spa industry through mentorship and sponsorship.