The Make-or-Break Factor: Why In-Store Merchandising Matters

For brands entering grocery retail, in-store merchandising isn’t just important—it’s a survival strategy. Over 80% of purchase decisions are made in-store (Shop! Association), meaning if your product isn’t strategically placed, it might as well not exist. It’s known that the first 90 days at a new retailer are critical, and failure to execute merchandising properly can lead to being pulled from shelves before customers even discover your brand.

Consider the cautionary tale of Juicero, the $400 juicer startup that raised $120M but failed spectacularly. Despite the hype, Juicero struggled to gain traction in both DTC and retail, and its in-store trial at 11 Whole Foods locations in Southern California failed to resonate with shoppers. While product-market fit was the root issue, lack of strong merchandising and in-store marketing only accelerated its downfall. Contrast that with Poppi, which was acquired by PepsiCo for a reported $1.95 billion. Poppi has mastered in-store merchandising, consistently securing high-traffic end-cap placements in the “better-for-you” section—reinforcing its brand identity and driving strong sales.

Failing to invest in merchandising leads to poor visibility, misplaced products, and lost sales. When your products aren’t displayed together, it confuses customers and weakens your brand presence. Worse, competitors can encroach on valuable shelf space, making it harder for you to stand out. A strong merchandising strategy ensures that your product is positioned correctly, promotions are executed properly, and pricing remains accurate—preventing costly mistakes.

Just like in real estate, location is everything in grocery merchandising. Placement at eye level (the “buy zone”) can increase sales by up to 80% (POPAI). Products placed alongside complementary items—like a plant-based protein shake next to dairy-free yogurt—reinforce buying decisions and boost sales.

3 Key Factors That Influence Merchandising Success

1. Packaging: First impressions matter. Your design should be eye-catching, informative, and aligned with your brand identity to drive conversions.
2. Shelf Positioning: Ensuring placement in high-traffic areas and at the right height boosts visibility and increases sales.
3. Retailer Relationships: Maintaining strong relationships with store managers ensures promotions are executed correctly and your brand stays top of mind.

Why a Merchandising Team is Worth the Investment

Maintaining shelf space is an ongoing battle. Contracting a dedicated merchandising team ensures that your products remain well-positioned, properly stocked, and prominently displayed. The right team doesn’t just keep your product on shelves—they drive sales and protect your investment in retail expansion.

If you’re looking to optimize your in-store presence, consider these merchandising solutions:

• RDSolutions: A platform with 2,000+ retail professionals handling product launches, inventory management, and display builds.
• Relentless (part of LA Libations): An in-store brand builder that has worked with major brands like Wandering Bear Coffee, Siete, and Waterloo Seltzer.
• Skyu: A platform connecting retail brands with vetted, on-demand merchandising and auditing professionals.

For food and beverage brands, merchandising isn’t optional—it’s essential. Whether you build an internal team or work with a professional service, executing the right strategy can determine whether your brand thrives or disappears from shelves.