What a merchandiser checks

Each visit works through the same checks, and each ends in an action: fix it, order it or report it.

  • Availability: is every listed line on the shelf, or out of stock?
  • Placement: is the product where the planogram says, at the agreed height and width?
  • Pricing: is the shelf price right, and is the promotion running?
  • Display: is the point-of-sale material up, and are the fridges and stands in order?
  • Rotation: is older stock at the front, and is anything near its date?

Merchandising and selling

In some businesses the rep both sells and merchandises. In others a separate merchandising team follows the rep. Either way, merchandising protects what was sold: a product that is listed but not on the shelf cannot sell through.