Merchandising Best Practice

Turn your trade counter into a sales machine: learn how great merchandising can boost sales with this new one-day course

Retailers have used tried and tested merchandising techniques to boost sales for decades. Now you can learn from their hard won experience and apply the art and science of great merchandising to turn your sales to the max.

‘Merchandising Best Practice’ is a new one-day course created specifically for EDA businesses from the experts at Point of Purchase Advertising International (POPAI).

Our purchasing decisions are not as rational as we might think. It is often a subconscious process, developed through learned behaviour over time.

Effective merchandising can significantly improve sales and margin in your business

As humans we are inefficient at processing visual information and a wholesaler branch is one of the most visually complex environments. There may not be much space for your customers to wander around at leisure, but there are plenty of improvements you can make to generate extra sales.

Merchandising makes it easier for your customers to find and select the products they are looking for, and then pay and leave effortlessly. It is not as simple as filling your counter with displays but as businesses we can all make small improvements to the noticeability of displays and communications.

Through this new course ‘Merchandising Best Practice’ our expert tutors will show you how customers make choices, their thought processes and emotions behind decisions.

You will learn how to apply the fundamental principles of efficient and effective range assortment and merchandising, together with excellent instore messaging and communication to help your business maximise sales.

Next Trade Counter Merchandising Best Practice training course booking now
10am - 5pm, Thursday 17 October 2024, London
Use the form further down this page to book your place

Delegate Feedback “The Trade Counter Merchandising training provided by Nick & Tracy was very informative, thought provoking and was delivered in an enjoyable format by incorporating group activities & quizzes. Overall it was a well worthwhile investment as we will be implementing a number of changes to our merchandising based on what we’ve learned.”

What delegates say about Merchandising Best Practice

“Definitely worth attending, good ideas on product placement on the trade counter to maximise sales and increase engagement with your customers.”

“People shop in different ways and the way you set out your shop and shelves impact on how they do this.”

“Before the course, my knowledge was limited when it came to stores and how positioning items can have a greater impact on sales. Overall, everything within the course was useful to takeaway.”

“I have never really thought about certain topics that were discussed and it helps with how we design packaging and where to place certain products in branch. From my point of view, it was trying to identify where we could encourage our customers to best place some of our products to maximise sales. I also thought this went hand in hand with the EDA Customer Services Module.”

Introducing your expert tutors on 'Merchandising Best Practice'
Nick Widdowson, Lead Tutor
Nick Widdowson, expert tutor on 'Merchandising Best Practice'
Phil Day, MD at POPAI UK & Ireland
Phil Day, MD at POPAI and tutor on the Merchandising Best Practice training course

Read about Nick Widdowson's merchandising expertise

About Nick: An expert in shopper insight, Nick has worked in big-brand retail since 1986. He has held senior roles at Superdrug and Unilever and is a board member of POPAI UK & Ireland. Nick is co-author of this new EDA course, applying his extensive retail experience which includes macro and micro space planning, packaging design, shopper research and insights, eye tracking and biometric research tools.

Nick also led the Unilever UK Customer Insight & Innovation Centre

Phil Day talks about designing the course for EDA businesses

About Phil: During his 15+ years at POPAI (Point of Purchase Advertising International), Phil Day has created and managed numerous insight projects into shopper behaviour and the retail space, as well as delivering training programmes for business professionals. “For this EDA training, we have applied the best practice learnings from sectors to explore the key aspects of shopper behaviour that define how customers engage at the point of purchase and provide an essential guide to the (often subconscious) triggers and motivations behind purchase decisions,” explained Phil.

Trade Counter Merchandising Best Practice covers:
  • Customer behaviour and purchasing decisions;
  • Understanding what your customers want;
  • The shopper journey and sales opportunities
  • Identifying the ‘Hot Spots’ within your branch;
  • Generating impact from your displays;
  • Maximising the return on your valuable display space;
  • Ensuring special displays drive purchase.
Learning Format

This is a 6 hour face-to-face course.  A pre-course exercise will be sent out before the start of each course for use during the training.

Claim your CPD Certificate for every EDA Module you pass
Training session timings

10am – 5pm


Designed for decision makers who can drive change through their business

Cost of training

£300 +VAT  per person for the 1 day, in person course.

Book now for Trade Counter Merchandising Best Practice Training Course
10am - 5pm, Thursday 17 October 2024, London