Strong merchandising is one of the most powerful tools retailers have to turn browsers into buyers. But in today’s market—where customers crave both convenience and connection—merchandising needs to go beyond looking good. It should spark engagement, tell a story, and create an experience that resonates long after the sale.
Whether your store focuses on intimacy products, wellness essentials, adult novelty products or lifestyle goods, your displays can do far more than showcase merchandise—they can influence mood, movement, and motivation to buy. Keeping this in mind, here are five trusted strategies to help you turn your store displays into sales-driving, customer-engaging moments.
1. Tell a Story, Don’t Just Stack Shelves
Customers connect emotionally before they buy logically. Use your displays to tell a story that draws shoppers in—one that aligns with your brand values, seasonal themes, or customer aspirations.
Instead of grouping items solely by category, create small storytelling zones that inspire discovery. For example, a display labeled “Confidence Starts Here” could feature items that help customers feel empowered, from lubricants to lingerie to educational books. Or “Couples Corner” might blend pleasure products, games, and candles to create an approachable, romantic vibe.
The key is to move beyond product presentation into emotional connection. Ask yourself: what experience or feeling do I want to create for my customer?
2. Use Height, Light, and Texture to Guide the Eye
Visual engagement starts with variety. Flat, uniform displays can feel uninspired—even if the products themselves are excellent. Instead, play with height and layering to create rhythm and flow.
Use risers, shelves, and mannequins to build dimension and help the eye travel naturally from one product to another. Lighting can elevate this even further—spotlights or soft directional lighting not only highlight products but also make them feel more premium.
Texture adds depth too. Mix materials—wood, acrylic, metal, or fabric—to subtly communicate your store’s personality. Whether your aesthetic is sleek and modern or earthy and inclusive, thoughtful sensory details invite customers to explore more closely.
3. Rotate and Refresh Often
Even the best displays lose impact if they stay the same too long. Frequent refreshes keep customers curious and give repeat visitors a reason to return.
Set a rotation schedule—bi-monthly is ideal, with monthly still a favorable timeframe—and use each change to introduce something new such as a featured brand, staff favorite, or themed experience (holidays, seasonal, purpose focused, etc.). These updates don’t have to be elaborate; even small adjustments can spark attention.
Bonus tip: involve your team in the process. Let them each “own” a display once per quarter. You’ll gain fresh creative energy and help employees feel invested in sales outcomes.
4. Create Interaction and Education Points
Today’s customers value experience as much as product. Integrate interactive or educational elements into your displays to engage their curiosity.
Consider adding QR codes that link to quick product tutorials, video demos, or brand stories. If your store layout allows, designate a “touch and learn” table where shoppers can handle products safely and confidently. Educational signage—like “What’s the Difference Between Water- and Silicone-Based Lubricants?”—can also turn questions into purchase opportunities.
The more comfortable and informed a customer feels, the more likely they are to buy. Interactive displays create that bridge between awareness and action.
5. Showcase Value, Not Just Price
Merchandising isn’t just about what customers see—it’s about what they perceive. Use displays to reinforce product value by positioning items within a larger benefit narrative.
For example, instead of promoting a vibrator as “20% off,” highlight its wellness benefits: “Enhance intimacy and boost confidence with our most-loved self-care tool.”
Show the value before the discount, and customers are more likely to connect emotionally before calculating price.
You can also use bundling or cross-merchandising to elevate perceived value. Pair complementary products—like massage oils and body wands—and frame them as solutions rather than single items.
Final Thoughts: Display for Discovery
The most successful merchandising strategies don’t rely on gimmicks—they’re grounded in thoughtful storytelling, sensory engagement, and consistent refreshes that keep the experience alive.
When done well, store displays do more than move products; they build brand loyalty, create conversations, and turn shopping into something memorable.
So, as you plan your next round of merchandising, challenge yourself to look at your displays through your customer’s eyes. Then ask yourself… “Does this make them stop, smile, or start a conversation?”
If the answer is yes, you’ve done more than design a display—you’ve created an experience that sells.
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Written by Nicole Leinbach Hoffman, Founder of STIMULATE. Hoffman is a frequent guest and contributor to various media outlets that have included The Today Show, Forbes, Entreprenuer.com and countless B2B publications – including having a regular column with Smart Retailer Magazine. Additionally, Hoffman has supported American Express’s Small Business Saturday as a Spokesperson and is the Author of the book “Retail 101: The Guide to Managing and Marketing Your Retail Business” from McGraw-Hill. In 2022, Hoffman was recognized as one of Women Wear Daily’s “25 Most Inspiring Women in Retail” and has been on the list of the world’s most influential retail leaders from Rethink Retail since 2015. In 2023, Hoffman was recognized by fashion retail leader American Eagle on a billboard in Times Square as a Global Change Maker with her work in retail, specifically highlighting her support of making sexual health products more accessible in retail destinations. Additionally, Hoffman has been an Adjunct Professor since 2005 at Columbia College where she teaches retail marketing. Connect with Hoffman at nicole@retailminded.com.
