10 Interesting Facts About Retail Merchandising: What the Data Actually Says About Food & Drink Displays

Merchandising advice is often opinion dressed up as fact. Here are ten points that are actually backed by research or documented industry data, all directly relevant to food and beverage displays.

1. A display fixture can lift sales by up to 478%

Research into dedicated point-of-purchase displays recorded sales increases ranging from 80% to 478% for products placed in a proper display fixture compared with standard shelving, with one study recording an average uplift of roughly €217 per week once a unit was introduced. This is the single strongest argument for investing in a proper stand over a bare shelf edge.

2. Roughly 1 in 6 in-store brand purchases happen because of a display

Point-of-Purchase Advertising International (POPAI) research found more than 1 in 6 in-store brand purchases occur specifically because that brand was on display — not simply because it was in stock somewhere in the shop.

3. The eye-level scanning zone is roughly 140–165cm

Most adult shoppers' natural eye-level scanning band sits between 140 and 165cm from the floor. Products placed outside that band, above or below, get measurably less visual attention regardless of how good the product is.

4. Shelf placement alone can swing sales by 23%

Retail placement studies have recorded sales variance of up to 23% between products on shelves within the same eye-level band, purely based on left-to-right positioning — a reminder that "eye level" is only the first variable, not the only one.

5. Around two-thirds of purchases are unplanned

Industry research consistently finds that roughly two-thirds of in-store purchases are made on impulse rather than planned in advance — which is precisely what a well-placed rotating stand or feature display is designed to capture.

6. Shoppers make shelf decisions in about 8 seconds

The average time a shopper spends scanning a shelf before deciding what to pick up is around 8 seconds. A display has to communicate what it is and why it's worth a look inside that window.

7. The retail display market is worth $16.5 billion and growing

The US retail displays market was valued at $16.5 billion in 2023, with projected growth of around 6% annually through 2032 — a sign of how much retailers are investing in fixture-driven merchandising rather than plain shelving.

8. Dark and light finishes send different signals

In beverage and wine merchandising specifically, dark wood and dark-finish fixtures communicate luxury and sophistication, while lighter tones read as accessible and everyday. The same product can feel premium or ordinary purely based on the fixture colour around it.

9. Wooden crates were a functional shipping container before they were a display prop

The wooden crate used across food and beverage displays today was, for most of the early 20th century, a purely functional shipping container for produce — standardised by the USDA as early as 1930 — before cardboard replaced it for practical reasons. Its use in retail today is a deliberate aesthetic choice, not a leftover habit. See our full history.

10. The "decompression zone" means the first few metres of a shop rarely convert

Retail design research, often referred to as the Gruen Transfer or decompression zone effect, shows that shoppers need a short distance after entering a shop before they start actively noticing displays and making purchase decisions. A feature display placed immediately inside the door typically underperforms the same display a little further in.

Frequently asked questions

What's the single most impactful merchandising change a small shop can make?

Moving best-margin or feature products into the natural eye-level band (roughly 140-165cm) and onto a dedicated display fixture rather than a bare shelf typically delivers the biggest measurable change for the smallest cost.

Do these statistics apply to small independent shops, or only large chains?

The underlying shopper behaviour — scanning time, eye-level attention, impulse purchasing — applies regardless of shop size. Independent shops often see a bigger relative impact because a single well-placed display represents a larger share of total floor space.

Where should a feature display go relative to the entrance?

Not immediately at the door. The "decompression zone" effect means shoppers need a short distance to adjust before they start actively noticing and engaging with displays.

Browse the range: Food & Beverage Displays. Want a layout that puts this into practice? Get in touch.