Definition Of Point Of Sale Marketing

Private-label suppliers have imitated the color codes used to identify various sizes of disposable diapers made by the brand name manufacturers. Similarly, packaging communicates product benefits and identifies target groups. Contrast the packaging of Marlboro cigarettes, aimed at men, Virginia Slims, targeted at women, and Benson & Hedges Deluxe Ultra Lights, with a silver package designed to appeal to elitists among both men and women. Alternative POP programs can be inexpensively presented in split samples of stores. Stores equipped with check-out scanner systems can quickly provide the sales data needed to evaluate the impact of POP programs for the benefit of both manufacturer and retailer. POP programs focus on the consumer but also provide a service to the trade.

For example, if you sell a high-end product that is marketed as something exclusive and luxurious, a POS marketing campaign may not fit with the brand. However, you can include things other than your product in the point of sale display.

The designated staff can actively promote products and guide consumers through purchase decisions rather than simply processing transactions. Similarly, the format of a POS can affect profit or buying behavior, as this gives consumers flexible options for making a purchase. Regardless of what your goals are for POS marketing, it is important to ensure that they align with the goals of your overall marketing strategy and product vision.

By adding facings apart from the traditional aisle shelf, shoppers are much more likely to choose your product over a competitor’s. Modern POS systems are commonly programmable or allow enhancement with third-party software programs. For example, many retailers use POS systems to manage membership programs that award points to frequent buyers and issue discounts on future purchases. First, customers waiting for the cash registers to open up can browse through hundreds of small but functional items—like the scrub brushes, dish towels, and other kitchen appliances seen in this photo. Then, once they do make it to the POS, customers have a second and last option to grab from a smaller selection of products—in this case, gift cards and snacks such as candy. Practicality is another crucial factor when it comes to the success of your POS marketing efforts.

We believe that the expenditures of consumer goods manufacturers on POP communications will increase and that marketers who can manage events at the point of purchase well can gain competitive advantage. For example, if you sell peanut butter, it would suit you to display your brand near jelly or bread. First, it can act as a “reminder” for someone buying one of the complements. Second, the convenience of having your product directly near other relevant products incentivizes buyers to just grab it there, without having to go somewhere else in the store. The only thing that could be improved about this point of purchase is the location. An ad for multivitamins should ideally be located in that aisle, not around peanuts and snacks.

The Most Effective Types Of Pos Displays

Using physical displays with smaller, relevant items, they create a path for customers to wind down on their way to the register. Two common ways breweries use cardboard cutouts in their POS marketing is with face in hole stands and cutouts. They encourage interaction and fun with the brand and improve brand recognition. POS marketing is a sales promotion on, near, or next to the checkout area.

What is above the line media?

Above the line (ATL)

ATL uses mass media to appeal to a large number of audiences, these include media channels such as TV, magazines, newspaper and radio advertising. This kind of marketing is untargeted towards the individual and is good for creating brand awareness and goodwill.

The package, for example, cannot be designed independently of the display. All POP vehicles should communicate consistent and mutually reinforcing messages to both the trade and the consumer. Smaller items can be placed in the register line, where customers will be more enticed to buy something while they wait. This shelf talker uses bright colors and pictures to pop out from the shelf. It shows many different flavor options of the product, and uses fun words and images to draw customers in. Large numbers of purchases are often unplanned, especially in the food and beverage industry, meaning that effective point of purchase marketing can have a profound effect on your sales. Products it may be commonly used with, even if traditional shelf space isn’t available there.

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Or, a boutique might display scarves and hats near its POS so customers can grab all their cold-weather essentials in one place. Placing items that are commonly sold together near your POS is a great strategy for upselling. In a marketing program, you’ll not only develop your speaking and presentation skills, but also your ability to communicate through non-verbal means, including graphics and product displays. You’ll also learn how to tailor your communication to your audience, whether it’s the end consumer or another business retailing your company’s product.

  • Turn what could be considered a shopping nuisance into an extension of the shopping experience.
  • To start, it’s an in-your-face depiction of Jameson’s iconic bottle, again making it easily recognizable.
  • Cloud-basedPOS systems are increasingly in use, particularly for large online merchants, to track and process numerous purchases.
  • This is limited by how well your retailer understands your brand, and by how much time and space they can devote to each of the many brands they need to promote.

Has your IT team considered building your retail execution or field team management platform rather than buying one from a software vendor? 81% of brands are frustrated with their ability to drive execution in the store. In this guide we show you how to find the execution opportunities that move the needle on sales. It is worth noting that POS can also refer to a POS system, which is the technology and software a retailer uses to process sales.

Documents For Your Business

To reduce labor costs and remain price competitive, retailers such as Sears have cut the number of clerks covering the floor in favor of centralized checkouts. Consumers have developed the impression that salespeople are less attentive and knowledgeable when, in fact, they have to cover more shoppers and product lines than before.

point of sale marketing

For this reason and because of union restrictions on part-time personnel, Bell Phone Centers, for example, offer consumers many POP aids, including demonstration units. Floor graphics are another unique way to draw shoppers’ attention to your product as they go down the aisle.

Traditionally, businesses set up POSs near store exits to increase the rate of impulse purchases as customers leave. However, varying POS locations can give retailers more opportunities to micro-market specific product categories and influence consumers at earlier points in the sales funnel. By using either cardboard cutouts or specially designed displays from the manufacturer, grocery stores highlight new products being released from different food brands nearby their original products. Endcaps and display stands can be great for encouraging customers to buy complementary items based on a common theme, as in this grocery store that grouped all of its Non-GMO products together.

For example, you could include an attachment or accessory for the main product instead of the high price-point product itself. However, The Body Shop goes one step further in its POS marketing efforts to utilize the wall behind the checkout counter and reinforce brand identity in shoppers’ eyes by promoting its eco-conscious efforts. Brigitte is a retail specialist and staff writer with brick and mortar management experience.

Advertise Your Loyalty Program

According to a 2021 State of Retail Survey by, 47% of responding consumers said they would be less likely to make impulse purchases than the previous year. Before joining FSB, she managed a storefront for several years, working in everything from merchandising, to buying, to sales analysis. Brigitte also has a background in writing, research, and publishing with an undergraduate degree in writing. When customers are checking out, they have already connected with your brand and are ripe for becoming a loyal customer. This makes it the perfect time to let them know about your rewards, VIP, or loyalty programs. Advertise your loyalty program in your POS area to get customers when they are most engaged with your brand and help turn them into loyal shoppers. Community partnerships not only define your brand in the eyes of your shoppers, but also help to drive sales and attract new customers.

point of sale marketing

They reduce store labor costs by facilitating shelf stocking and inventory control, minimizing out-of-stock items, and lowering the required level of backroom inventory. For example, automatic feed displays such as 7-Up’s single-can dispensers eliminate the need for store clerks to realign shelf stock. That bright blue color is impossible to miss, as is the giant slogan on the bottom. Pay attention to the side panels of this cardboard display; they provide some important information about the unique value of the product. Last, the enormous pictures and logo at the top are important for branding, and displaying the many different types of Quest bars. In particular, notice how KitKat’s recent slogan “Have a break, have a KitKat” is front and center. It’s helpful if your in-store displays keep consistent with other marketing campaigns you may be running, so as to continually build your brand’s image.

Understanding The Goals Of Pos Marketing

The traditional hardware store and the self-service mass merchandiser, for example, differ both in store environment and in type of customer; the ideal POP program for each will not be the same. Offer the trade a coordinated POP program for an entire product line rather than a collection of POP materials for particular items.

Electronic POS software systems streamline retail operations by automating the transaction process and tracking important sales data. Basic systems include an electronic cash register and software to coordinate data collected from daily purchases. Retailers can increase functionality by installing a network of data-capture devices, including card readers and barcode scanners. POS marketing is not just for brick-and-mortar stores; it is also an important part of creating an effective online presence. When it comes to ecommerce sites, POS marketing refers to all the design and marketing efforts that take place around the shopping cart and checkout pages.

point of sale marketing

Also, notice how there are promotions and coupons included in the ad, which is another way to attract buyers. A point-of-sale terminal is a hardware system for processing card payments at retail locations. Adam Hayes is a financial writer with 15+ years Wall Street experience as a derivatives trader.

“Now Verified Non-GMO and Gluten Free” is important news, so having that on a display as opposed to just the packaging is a good strategy. Both POP and POS displays function to draw attention to your product and to any promotions or sales that you are running. Because of the location of POS displays, there are a few variations with when and why a brand might utilize them. POS displays sometimes may be a product’s only facings in a store, whereas POP displays are almost always secondary to a product’s primary placement. Not only are the bundles attractive to consumers as a “grab-and-go” option, but they’re also more accessible for store employees to restock as compared to individual items that take up the same amount of space.

What Is Pos Marketing?

Most of the time, suppliers don’t mind sending them out for free, and they will often include a temporary sampling station for you to use. You’re waiting in line at the supermarket—and, as you’re not particularly interested in staring at the back of the customer in front of you, you glance around the line.

To further impress the trade, make sure that the POP program is easy to understand and financially realistic. Of costume jewelry purchases.7 Effective POP programs not only present useful information efficiently; they can also make shopping entertaining and remove some of its frustration. Pantyhose and vitamins, which because they include multiple items in each brand line must be presented especially clearly to the consumer and efficiently stocked. Candy, gum, and magazines, which depend on impulse purchases for a large percentage of their sales. Shelf talkers, also known as “hang-tags,” are a cheap and easy way to guide customers to your product in the aisle. A common misconception is that point of purchase refers only to the space within the store where the transfer of money for the goods occurs, such as the register. Point of purchase can be broader than this, and actually accounts for the entire store.

Finally, nobody really likes waiting in line, so why not make it pleasant? Turn what could be considered a shopping nuisance into an extension of the shopping experience. Instead of being bored in line, create a POS display that helps reinforce their decision to buy a product by keeping them engaged and interested while they wait. First of all, you already have a rapt audience that has made the decision to buy something, which makes it more likely that they’ll be open to buying an additional item — as long as it’s relatively inexpensive. As you can see, there are many different options when it comes to POS marketing and displays. Depending on what kind of business you operate you may find that certain strategies work better than others. Assume that various POP programs will be necessary for distribution channels.

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