As a business, you want your products visible to potential customers in stores. Selling display models can be an excellent way to showcase your store fixtures. But how do you get a store to sell display models? In this article, we will discuss the steps and strategies to make display models appealing to retail stores. We will learn effective strategies for retail stores to sell display models. Discover best practices, tips, and why display models boost sales.
Understanding Display Models and Their Role in Retail
When you walk into a retail store, your eyes are drawn to the products that are visually appealing and well-organized. Among these products, display models often stand out. These are the items strategically placed to show customers how a product works or how it fits into a store setting. Display models play a crucial role in creating a compelling shopping environment, engaging customers, and driving sales. In this section, we’ll explore what display models are, why they’re important, and how they benefit retailers.
What Are Display Models?
Display models are products set up in retail spaces to showcase how a particular fixture or product will look or function in a store. For example, glass showcases and slatwall merchandisers are often used as display models. They not only serve to demonstrate the product’s design and utility but also help potential buyers visualize how the products can be used in their stores.
These models are typically set up in key areas of the store where they can easily capture attention. For instance, a glass showcase can be placed at the center of a store to attract customers and allow them to see its functionality up close. By showcasing the products in their intended environment, display models allow customers to engage directly with the items, giving them a better understanding of their value.
The Purpose of Display Models in Retail
Retailers use display models for a variety of reasons. One of the primary reasons is to create an inviting atmosphere for customers. When you see a well-designed display model, it draws you in. It allows you to interact with the product and see how it works in a real-life setting. In a sense, display models act as silent salespeople, conveying a message about the product’s quality and functionality.
Display models also help improve product visibility. In a crowded retail environment, it’s easy for products to get lost on the shelves. Display models ensure that key items stand out and attract attention. They allow retailers to showcase their most popular products or new arrivals in a way that highlights their best features. This increased visibility can drive more foot traffic and, ultimately, more sales.
Why Display Models Are Important for Retailers
Retailers rely on display models to make their stores more engaging and interactive. The importance of display models lies not only in their ability to catch the eye of potential customers but also in their role in helping customers make purchase decisions. Without display models, it can be difficult for customers to fully understand how a product works or why it’s worth purchasing.
For example, imagine a store selling glass showcases. If the product is simply stacked on a shelf with no clear indication of how it could be used in a retail setting, customers might overlook its potential. A display model, on the other hand, shows how the glass showcase can be placed in a store to highlight products effectively. This visual representation helps customers make informed decisions about whether the product fits their needs.
Moreover, display models create a sense of trust. When customers can see a product in action, they are more likely to feel confident in its quality. This trust leads to higher conversion rates and a stronger likelihood of repeat business. Display models act as a form of social proof, showing that other customers have interacted with the product and found it useful.
How Display Models Drive Sales
The relationship between display models and increased sales is undeniable. When products are effectively displayed, they are more likely to be noticed and purchased. For retailers, display models are an investment in driving higher sales and improving the overall shopping experience.
One of the key ways display models contribute to sales is by allowing customers to see the full potential of a product. For instance, a slatwall merchandiser might be used to display various items, showing how it can organize products effectively and make the store look more polished. This demonstration helps customers envision how the product could improve their own retail space. When customers can easily see the value a product provides, they are more inclined to purchase it.
In addition, display models allow customers to interact with the product in a way that static items on a shelf cannot. This interaction increases the likelihood of a sale. Retailers can further enhance this experience by creating hands-on displays where customers can touch, feel, and try out the product. The more engaged customers are with a product, the more likely they are to make a purchase.
The Role of Display Models in Store Design
Display models are not just about showcasing individual products—they also play a critical role in store design. A well-designed display model can complement the overall layout of a store, guiding customers’ attention to specific areas and creating a cohesive shopping experience. For example, a well-placed glass showcase can serve as both a functional and decorative element in a store’s design, seamlessly blending form and function.
By strategically placing display models throughout the store, retailers can create a flow that leads customers from one section to another. Display models help organize the space, making it easier for customers to navigate the store and find what they’re looking for. For instance, a series of slatwall merchandisers can be arranged in an orderly fashion to create an attractive product display that encourages customers to explore more of the store.
Furthermore, display models can be used to highlight key products or promotions. If a store has a new product launch or seasonal sale, display models can help draw attention to these items and make them more prominent. This targeted use of display models helps retailers maximize their store space and increase sales.
Types of Display Models for Different Retail Environments
Not all display models are created equal. The type of display model a retailer uses will depend on the products being sold, the store’s layout, and the overall branding. For example, a high-end boutique store may use glass showcases to display luxury items, while a convenience store may rely more on simple, functional displays to showcase everyday products.
There are several types of display models that retailers commonly use. Glass showcases are a popular choice for displaying small, valuable items such as jewelry, electronics, or collectible items. These showcases not only protect the products but also provide an elegant way to display them in a retail environment. Slatwall merchandisers, on the other hand, are versatile and can be used to display a wide range of products, from clothing to accessories. They allow for easy customization, enabling retailers to create the perfect display for their specific needs.
Another common type of display model is the endcap display. This type of display is typically placed at the end of an aisle and is designed to attract attention and encourage impulse buys. Endcap displays are particularly effective in grocery stores and big-box retailers, where customers are likely to make quick, unplanned purchases.
How to Choose the Right Display Models for Your Store
Choosing the right display models for your store is essential to creating an effective retail space. When selecting display models, there are several factors to consider. First, think about the products you want to display. Display models should complement the products in your store, helping to highlight their best features and appeal to your target customers.
Next, consider the size and layout of your store. Some display models, such as slatwall merchandisers, can be customized to fit different spaces, making them ideal for stores with limited room. Others, such as glass showcases, may require more space but offer a more high-end, polished look.
Finally, think about the budget. Display models are an investment, and it’s important to choose products that offer both quality and value. At Fairwill Display, we offer a range of affordable display models made from high-quality materials such as E1 grade boards and tempered glass. These options provide retailers with durable and attractive solutions without breaking the bank.
The Importance of Display Model Maintenance
Display models require regular maintenance to ensure they remain functional and visually appealing. Over time, dust, fingerprints, and wear and tear can take a toll on the appearance of display models. Keeping them clean and well-maintained is crucial for maintaining their effectiveness in the retail environment.
Retailers should establish a regular cleaning schedule for their display models. For example, glass showcases should be wiped down daily to remove fingerprints and dust, ensuring the products inside are visible. Slatwall merchandisers should also be cleaned regularly to prevent product buildup and keep the display organized. In addition to cleaning, it’s important to check for any damage to the display models and repair them as needed.
How Display Models Help Retailers Increase Sales
Capturing Attention: Why Display Models Draw Customers In
Display models serve as a powerful visual tool that immediately grabs the attention of customers. In a retail environment, where customers are often bombarded with a variety of choices, standing out becomes crucial. Display models, especially glass showcases and slatwall merchandisers, are designed to attract and hold attention.
Customers are naturally drawn to beautifully designed, well-organized displays. The visual appeal of a glass showcase or a sleek slatwall display creates an inviting atmosphere. When products are displayed effectively, they look more professional, polished, and desirable. This initial attraction is often the first step in converting a casual shopper into a buyer.
Moreover, stores can position display models in high-traffic areas. This increases the chances of potential customers noticing them as they walk through the store. The location of the display models within the store is critical to ensuring maximum visibility. High-traffic zones are prime spots for capturing the attention of passersby, sparking their curiosity and encouraging them to take a closer look.
Highlighting Product Features: How Display Models Showcase Functionality
One of the most significant benefits of display models is their ability to highlight a product’s features in real-world settings. Retailers often struggle to communicate how a product works without a physical representation. Display models bridge this gap by tangibly demonstrating the product’s functionality.
Take glass showcases, for example. Customers can see how well these displays showcase products. They can open the glass doors to examine the quality, design, and usability of the fixtures. Display models allow customers to interact with the product, feel its quality, and assess its practicality in a way that a simple catalog image or description cannot convey.
When customers can touch, open, and interact with a display model, they gain a deeper understanding of the product’s value. This leads to higher confidence in their purchasing decisions. Additionally, well-displayed models can demonstrate how the product can be used in different settings, providing context that encourages customers to envision the product in their store or home.
Increasing Conversion Rates: Turning Interest into Sales
Simply attracting attention is not enough to secure a sale. Retailers must ensure that once a customer is interested, they can convert that interest into a purchase. Display models play a vital role in this process. By providing a physical, tangible product for customers to engage with, retailers can significantly boost conversion rates.
Display models allow customers to see exactly what they are purchasing. This reduces uncertainty and builds trust. When customers can touch and examine a product, they are more likely to feel confident in their choice. In turn, this confidence leads to faster purchasing decisions, which ultimately increases sales.
Furthermore, display models can help customers visualize how they would use the product in their own store. For example, a well-placed slatwall merchandiser in a retail space can show how various products can be arranged and displayed. This helps customers envision the potential of the product in their own setting, making them more likely to buy it.
Enhancing Customer Experience: Creating a Memorable Shopping Journey
A positive shopping experience is essential to building customer loyalty. Display models contribute significantly to the customer experience by creating an engaging, interactive environment. When customers can see how products work and interact with them directly, they are more likely to have a memorable experience.
Store fixtures like glass showcases and slatwall merchandisers can enhance the overall atmosphere of the store. A well-organized, thoughtfully designed display creates a pleasant and visually appealing environment. This positive atmosphere makes customers feel more comfortable and encourages them to spend more time in the store, increasing the chances of a purchase.
Moreover, display models can help retailers create a cohesive store layout. By organizing products into attractive displays, retailers can guide customers through the store, ensuring they see the full range of offerings. This curated experience encourages shoppers to explore more products, increasing the likelihood that they will make a purchase.
Providing Value for Money: Display Models as Investment Tools
Retailers are often focused on maximizing their return on investment (ROI). Display models, though they require an initial investment, provide long-term value by driving sales and improving the shopping experience. For wholesalers and store fixture suppliers, it’s essential to demonstrate the ROI of display models.
When retailers invest in high-quality display models like glass showcases or slatwall merchandisers, they are making smart financial decisions. These fixtures not only help showcase products effectively, but they also act as sales tools that encourage customers to make purchases. By improving product visibility and creating an attractive store layout, display models can directly contribute to higher sales.
Additionally, the durability of display models ensures that the investment pays off over time. High-quality display models that use materials like tempered glass and E1-grade boards are built to last. This durability reduces the need for frequent replacements, offering long-term savings for retailers.
Encouraging Repeat Business: Building Trust and Loyalty
One of the most valuable aspects of display models is their ability to build trust with customers. When customers see that a store is invested in displaying high-quality products, they are more likely to return for future purchases. Trust is a crucial factor in customer loyalty, and display models help establish that trust.
By offering display models that are durable, functional, and aesthetically pleasing, retailers show their commitment to quality. Customers are more likely to return to stores where they feel confident in the products being sold. Moreover, a positive experience with display models can lead to word-of-mouth recommendations, further boosting customer loyalty.
In addition, display models provide an opportunity for retailers to engage with customers and offer personalized recommendations. When customers see how products work in real-world settings, they may ask questions or seek advice from store employees. This interaction fosters a sense of trust and connection, which can encourage repeat business.
Differentiating from Competitors: Standing Out in a Crowded Market
In today’s competitive retail landscape, businesses must differentiate themselves from the competition. Display models help retailers stand out by offering something that their competitors may not. A well-designed display model creates a unique shopping experience that competitors may struggle to replicate.
Retailers who invest in display models are signaling to customers that they care about the quality and presentation of their products. This commitment to showcasing products in the best light possible sets them apart from other stores that may not put the same emphasis on display. When customers see a store with well-organized, visually appealing displays, they are more likely to view it as a premium shopping destination.
Furthermore, display models allow retailers to highlight their best products most engagingly. By creating a focal point for the store, display models can draw attention to high-margin or flagship products, helping them to stand out in a crowded market.
Expanding Product Visibility: Reaching a Wider Audience
Display models don’t just help sell the products they showcase; they also expand the visibility of a retailer’s entire product range. By strategically placing display models throughout the store, retailers can ensure that a wider range of products is seen by customers. This increases the likelihood of customers purchasing multiple items.
For example, a store that uses slatwall merchandisers to display various products can help customers discover items they may not have originally considered. When products are displayed effectively, customers are more likely to explore the entire range, increasing the chances of purchasing additional items. This expands the retailer’s revenue potential.
Display models also serve as an advertising tool. When used effectively, they can communicate the key selling points of a product, prompting customers to inquire about other items in the store. This can lead to higher sales volume as customers explore different options.
Strengthening Brand Identity: How Display Models Reflect Store Values
Every store has its own unique brand identity, and display models play a crucial role in reinforcing that identity. Whether it’s a sleek, modern glass showcase or a rustic wooden slatwall, the choice of display model can reflect the store’s values and aesthetic. This helps create a consistent brand image that resonates with customers.
For retailers, investing in high-quality display models helps convey professionalism and attention to detail. Display models that are designed to match the store’s branding create a cohesive shopping experience. Customers are more likely to trust and identify with stores that present themselves in a polished, professional way.
Selecting the Right Display Models for Retail Stores
Selecting the right display models for retail stores is crucial for both showcasing products and driving sales. The right display models can create an inviting shopping environment, improve product visibility, and help increase conversions. Choosing display models requires a deep understanding of the target market, store layout, and customer needs. In this section, we’ll dive into the key factors that help retailers select the best display models.
Understanding Your Store’s Needs
Before making a decision, it’s important to understand the specific needs of the retail store. Different stores have different priorities. Some focus on high-end luxury products, while others prioritize affordability. Some stores need to maximize space, while others can afford to display larger models.
When selecting a display model, it’s crucial to first identify the store’s priorities. For example, if the store has limited space, it might be better to opt for compact display units, such as glass showcases or wall-mounted fixtures. For larger stores, floor-standing display models may work better.
Understanding the store’s specific needs helps to ensure that the display model you choose will be practical and effective. Think about the types of products the store sells and the display’s role in enhancing the shopping experience. If the store sells delicate products, such as jewelry or electronics, a glass showcase might be the best choice. These fixtures are not only visually appealing but also protect high-value items.
Considering Store Layout and Design
The layout of a store plays a significant role in the display model selection process. Retail stores come in many shapes and sizes, and the chosen display model must fit within the store’s unique design. The right display model can seamlessly integrate with the store’s interior, contributing to an organized and aesthetically pleasing environment.
For stores with tight aisles or limited floor space, consider compact, vertical display models like slatwall merchandisers or glass shelves. These fixtures save space while still offering ample product visibility. In contrast, stores with large spaces and wide aisles might benefit from floor-standing display models, which allow for a larger number of products to be showcased.
The material of the display model also affects how it fits into the store’s design. For instance, a modern store with a minimalist aesthetic might prefer sleek, glass display cases that offer a clean, sophisticated look. On the other hand, stores with a more rustic or industrial design may opt for wooden or metal display units to match their decor.
Focus on Product Visibility and Accessibility
Product visibility is key when selecting the right display models. The primary purpose of display models is to highlight products in a way that catches customers’ attention. An effective display should make it easy for customers to see and interact with the products on display.
When choosing a display model, consider how the product will be presented. Glass showcases are ideal for displaying high-value items because they provide excellent visibility while protecting the products. These models allow customers to view products from all angles, and they can be locked for security. On the other hand, open shelving or slatwall display units may be better suited for products that don’t require as much protection but still need to be visible and easily accessible.
Display models should also be designed with accessibility in mind. Customers should be able to easily interact with the products. For example, adjustable shelving units give customers the flexibility to choose the height and placement of items. This enhances the shopping experience by allowing products to be arranged in a way that encourages browsing.
Durability and Quality
Durability is a key factor when selecting a display model for retail stores. A display model needs to withstand daily wear and tear, especially in busy environments. This is particularly important for stores that expect high foot traffic or frequent handling of products. You don’t want a display model that will break down or get damaged after a few months of use.
When considering the durability of display models, look at the materials used. For instance, glass showcases made from tempered glass are ideal because they are both durable and visually appealing. Tempered glass is stronger than regular glass, which means it can withstand impact without shattering. Similarly, slatwall displays made from an E1 grade board offer a balance of durability and cost-effectiveness.
Choosing quality materials is essential because customers will expect the products to be well-presented and protected. Retailers who invest in high-quality display models are likely to see better returns in the long run. It’s also important to think about the display model’s maintenance. Some models may require frequent cleaning or repairs, while others are virtually maintenance-free. Always choose display models that require minimal upkeep to save time and resources.
Balancing Price and Quality
While quality is essential, price is also a major consideration when selecting display models. Retailers are often on tight budgets, especially small businesses or startups. This means they may have to balance the need for high-quality display models with the need to keep costs low.
For businesses like Fairwill Display, offering cost-effective yet high-quality store fixtures is a major selling point. Retailers want to get the best value for their money, so it’s crucial to highlight how your display models offer both affordability and durability. For example, slatwall merchandisers made from E1 grade boards provide strength and resilience without the high cost of more expensive materials. Similarly, tempered glass showcases offer a sleek, professional appearance at a reasonable price.
It’s also important to think about the long-term value of the display models. A cheaper option may save money upfront, but it could require more frequent replacements or repairs. Higher-quality display models may have a higher initial cost, but they may last longer and require less maintenance, saving money in the long run.
Customization and Flexibility
Customization is another important consideration when selecting display models. Every retail store is different, and what works for one store may not work for another. Offering customizable display models allows retailers to tailor their fixtures to fit their specific needs.
For example, Fairwill Display’s slatwall systems offer flexibility in terms of size, design, and functionality. Retailers can choose the number of shelves, hooks, and accessories they need, creating a display that suits their store’s layout and product assortment. Similarly, glass showcases can be customized to feature different shelving configurations or integrated lighting for enhanced product visibility.
Customizable display models not only meet the specific needs of retailers, but they also allow stores to create a unique shopping experience for their customers. Offering flexibility in design can help you stand out in a competitive market and attract more customers.
Trends and Innovation in Display Models
Retail trends are constantly evolving, and display models must adapt to these changes. New materials, designs, and technologies can enhance the functionality of display models and improve the customer experience. For instance, interactive digital displays are becoming more common in retail stores. These displays can show customers product information, promotions, or even virtual try-ons, adding an innovative touch to the traditional display model.
Retailers who want to stay competitive need to keep an eye on the latest trends in display design. This might mean integrating technology into your display models, offering eco-friendly materials, or choosing designs that align with the store’s brand identity. Retailers who invest in innovative display models may see increased customer engagement and higher sales.
For example, LED lighting integrated into glass showcases or slatwall merchandisers can create a more visually striking display that draws attention to the products. These lighting solutions are not only energy-efficient but also add a modern touch to the store’s atmosphere.
Choosing the Right Display Model for Different Product Types
Different types of products require different display models. For example, high-end jewelry requires a secure and elegant display case, while clothing stores may benefit from clothing racks or mannequin displays. Understanding the type of product being displayed is crucial for selecting the most appropriate display model.
For small items like jewelry or electronics, a glass showcase is ideal because it offers visibility and protection. On the other hand, larger items like clothing or home goods may require slatwall merchandisers or freestanding display racks. These models offer more space and flexibility, allowing customers to interact with the products easily.
When selecting display models for specific product types, think about the product’s size, fragility, and value. High-value items need secure and well-lit displays, while lower-cost items can be displayed in more open formats. The key is to match the display model to the product’s needs.
Testing and Feedback
Once you’ve chosen the right display model, it’s important to test it in the retail environment. Installing the display models and observing how they perform in real-world conditions can give you valuable insights. Retailers should pay attention to factors like customer interaction, product visibility, and sales performance.
Getting feedback from customers and store employees is also important. Are customers attracted to the display model? Do they find the products easy to access and view? Retailers should be open to making adjustments based on this feedback. Testing different display models can help identify which ones work best for the store and its customers.
Conclusion
Selecting the right display models for retail stores requires a balance of factors, including store layout, product type, durability, and cost. By carefully considering these elements, retailers can choose display models that not only showcase their products effectively but also improve the customer experience and drive sales.
By offering high-quality, customizable, and innovative display models, Fairwill Display can help retailers succeed. Whether it’s glass showcases, slatwall merchandisers, or other store fixtures, the right display model can make all the difference in creating an engaging and profitable retail environment.
How to Approach Retailers About Selling Display Models
Approaching retailers to sell display models is a crucial part of your sales strategy. It requires more than just offering products at a competitive price. Retailers are looking for solutions to improve their store layout, enhance customer experience, and ultimately increase sales. To successfully approach retailers, it’s essential to understand their needs, develop a personalized pitch, and establish a long-term relationship. Below, we will break down the process into manageable steps, ensuring that you have a clear path to approach and engage retailers.
Identify Your Target Retailers
Before you can successfully pitch display models to retailers, you must first identify who your target retailers are. This involves understanding the type of stores that would benefit most from your products.
Wholesalers
Wholesalers, especially those focused on home goods or consumer products, often need display models to showcase their products. These retailers typically work with several stores and are looking for cost-effective solutions that offer flexibility and durability. For example, retailers selling consumer electronics, furniture, or even small home appliances are likely to benefit from display models. You should tailor your pitch to address their specific needs for product visibility and customer engagement.
Boutique Stores
Boutique stores, particularly in the fashion or luxury product sector, are often looking for visually appealing display solutions. These stores typically focus on aesthetics and customer experience. Boutique owners want display models that align with their brand identity, whether that’s minimalist, high-end, or vibrant and energetic. Display models like glass showcases or slatwall merchandisers are great fits because they allow products to be presented in an elegant way, which enhances the store’s overall vibe.
Store Fixture Suppliers
Another important target group is store fixture suppliers. These retailers already specialize in selling fixtures to other businesses, meaning they understand the value of a well-designed display model. However, they may still require high-quality, cost-effective models that they can recommend to their clients. For store fixture suppliers, it’s important to emphasize the durability, quality, and design of your products, as well as the ability to meet bulk order requirements.
Understand Their Pain Points
Retailers face many challenges when choosing new products to display in their stores. Understanding these pain points will allow you to tailor your pitch and offer solutions that directly address their concerns. One of the key pain points retailers often face is space limitations. Retailers are always trying to maximize their store’s use of space. Display models must be compact, yet functional, to fit seamlessly into their store layout. Therefore, when pitching your display models, emphasize their compactness and how they help save space while maximizing product visibility.
Another challenge is budget constraints. Many retailers, particularly boutique owners or small shops, operate with tight budgets. They need display models that not only look good but are also cost-effective. When approaching these retailers, make sure to showcase how your products offer value for money. For instance, highlight the long-lasting nature of your tempered glass showcases or the durability of your slatwall merchandisers. Offering products that are high-quality yet affordable can be a game-changer.
Lastly, retailers often struggle with finding solutions that align with their brand. If a retailer is selling high-end jewelry or luxury goods, they will need display models that reflect the premium nature of their products. Boutique stores, for example, may not want to use the same type of display for inexpensive products as they would for luxury goods. To address this, focus on the customizability of your products. Show retailers how they can personalize the display models to fit their unique store ambiance and product offerings.
Craft a Persuasive Pitch
Once you’ve identified your target retailers and understood their pain points, the next step is crafting a persuasive pitch. A successful pitch should address the retailer’s needs and present a clear solution. The key is to make the retailer feel like your display models are the perfect fit for their store.
Start with Value Proposition
Your pitch should begin with a strong value proposition. This is the core reason why a retailer should choose your display models over others. Focus on the unique selling points of your product, such as affordability, durability, and aesthetic appeal. Make it clear that your display models are not only functional but can enhance the customer experience and drive more sales. Retailers will be looking for products that have a clear ROI (Return on Investment), so emphasize how your display models can increase customer engagement and ultimately lead to higher sales.
Personalize the Pitch
A one-size-fits-all approach does not work well when pitching display models to retailers. Personalize your pitch based on the retailer’s specific needs. For instance, if you are pitching to a boutique store selling luxury items, emphasize the elegance and premium quality of your glass showcases. If you are pitching to a wholesaler, highlight the functionality and flexibility of your slatwall merchandisers and how they can display a wide variety of products.
Address Budget Concerns
Retailers will likely be concerned with the cost of new display models, so it’s important to acknowledge budget constraints early on. Provide clear pricing details, highlighting any cost savings over time due to the durability and long lifespan of your products. If possible, offer discounts or incentives for bulk purchases to make the deal more attractive. Additionally, explain how your products are more cost-effective compared to others on the market without compromising quality.
Provide Comprehensive Product Information
Retailers are often reluctant to invest in new products without having all the necessary information. Therefore, providing comprehensive product details is crucial to building trust. Your product presentation should be clear, detailed, and professional.
Product Specifications
Provide retailers with specific information about the materials used in your display models. For example, if your glass showcases are made with tempered glass, explain the benefits of using this material over regular glass. Detail the dimensions, weight capacity, and any other technical specifications that show your product’s strength and durability. When retailers see the value in these specifications, they’ll be more confident in their decision to buy.
Customization Options
Offer retailers the option to customize the display models. Some stores may need display models that fit specific size requirements, while others may want particular colors or finishes to match their store’s decor. Offering customization can set your product apart from competitors. It also shows that you are willing to work with the retailer to meet their specific needs. Make sure to outline the different customization options available and highlight any flexibility in the design of the display models.
Visuals and Demonstrations
Retailers want to see how your products will look in their stores. Provide high-quality images of your display models in different settings, preferably in retail environments similar to their own. Include photos that show the versatility and functionality of the display models. If possible, offer video demonstrations that show how the products can be set up and used. This can be especially helpful for complex display models like slatwall merchandisers, which may require more explanation.
Build Trust Through Ongoing Support
Selling display models is not just about closing the sale—it’s about building a long-term relationship with retailers. To achieve this, you need to offer exceptional customer support that goes beyond the initial transaction.
Offer After-Sales Support
Retailers want to know that they can rely on you after the sale is made. Offer after-sales support to help them set up the display models or troubleshoot any issues. This support can be in the form of installation guides, maintenance instructions, or a dedicated customer service team that they can contact when needed. Providing excellent after-sales service can help build trust and increase the likelihood of repeat business.
Provide Ongoing Communication
Keep in touch with your retailers even after the sale. Send follow-up emails to check in and ensure they are satisfied with the product. Offer new products, promotions, or tips on how to maximize the use of the display models in their store. Ongoing communication is essential for maintaining a strong, long-term relationship with retailers.
Address Challenges and Objections
Even with the best pitch, some retailers may still have objections or concerns about purchasing display models. Addressing these objections proactively can help move the sale forward.
Handling Price Concerns
Price is often a major concern for retailers. If a retailer is hesitant due to cost, remind them of the long-term value that your display models offer. Explain that your products are not only competitively priced but also durable and cost-effective over time. Highlight the potential return on investment by showcasing how display models can lead to increased customer engagement and sales.
Dealing with Space Limitations
Space is a common issue for many retailers. If a store is concerned about the size of the display models, emphasize the compact nature of your products. Offer smaller models or modular designs that can be customized to fit different store layouts. If necessary, provide floor plans or layout suggestions to show how the display models can be integrated into their store without overcrowding the space.
Final Thoughts on Approaching Retailers
Successfully approaching retailers about selling display models requires a thoughtful, strategic approach. By identifying the right target market, understanding their pain points, crafting a personalized pitch, and offering ongoing support, you can establish a strong business relationship. Remember, retailers are looking for solutions that help them increase sales, improve customer engagement, and meet their unique needs. By demonstrating how your display models meet these criteria, you can set your brand apart and create a lasting partnership with retailers.
The Sales Process: Converting Interest into Action
Converting interest into action is a critical step in the sales process. It’s one thing to catch the attention of potential buyers, but turning that attention into a sale requires a strategic approach. For businesses selling display models, such as glass showcases and slatwall merchandisers, the sales process must be methodical and intentional. It requires clear communication, relationship-building, and offering value that resonates with the retailer’s needs. In this section, we’ll break down each part of the sales process and explore how you can effectively convert interest into actual sales.
Qualifying the Lead
The first step in converting interest into action is qualifying the lead. Not all interested parties will be ready or able to purchase your display models. So, the goal is to identify which prospects are most likely to make a purchase. You want to focus on those who align with your target audience, such as wholesalers, boutique stores, and other retailers who can benefit from your store fixtures.
To qualify a lead, start by asking key questions. Is the retailer looking for display models? Do they have a current need for store fixtures? Are they likely to purchase shortly? By gathering this information early on, you can assess whether a prospect is a viable lead or not.
Once you’ve identified a qualified lead, you can start crafting your approach. The goal is to tailor your sales pitch to address their specific needs. For example, if you’re speaking to a boutique store owner, you might highlight how your glass showcases will enhance their product visibility and attract customers. For wholesalers, emphasize how your cost-effective solutions can help them increase margins while providing quality products to their customers.
Building Rapport with the Retailer
Once you’ve identified a qualified lead, the next step is building rapport. Sales are not made in a single conversation. They are built over time through trust and mutual respect. You need to establish a relationship with the retailer. The more you understand their business, the better you can meet their needs.
Start by showing genuine interest in the retailer’s goals. Ask questions about their store’s design, the type of products they sell, and the challenges they face in displaying those products. Listen actively and make note of their specific requirements. This will not only help you understand their needs better but will also show that you care about their success.
During this stage, be patient and avoid being overly pushy. Let the retailer speak, and use their feedback to position your display models as the solution they need. Building rapport is not about making a hard sell—it’s about creating a relationship where the retailer feels comfortable and valued.
Presenting the Value Proposition
After establishing rapport, it’s time to present your value proposition. Your value proposition is the unique benefit that your display models provide to the retailer. It’s the reason why they should choose your product over others in the market. In this section, your goal is to show the retailer how your products can solve their problems and help them achieve their goals.
When presenting your value proposition, it’s important to emphasize what sets your display models apart from others. For example, if your products are made with E1 grade boards and tempered glass, highlight these features as key selling points. Retailers want to know that they are getting the best value for their money. By focusing on quality and cost-effectiveness, you demonstrate that your products are worth the investment.
At this stage, it’s also helpful to present examples or case studies of other retailers who have successfully used your display models. Showing how your products have led to increased sales, better customer engagement, or improved store aesthetics will help the retailer visualize the potential benefits. These success stories help build credibility and give concrete evidence that your display models work.
Overcoming Objections
During the sales process, you will inevitably encounter objections. Retailers may have concerns about pricing, the functionality of their display models, or the time and effort required for installation. It’s crucial to handle these objections professionally and with confidence.
The key to overcoming objections is to listen carefully. Don’t interrupt the retailer when they express concerns. Instead, listen attentively and acknowledge their point of view. This shows that you respect their opinion and are open to discussing potential solutions. Once they’ve voiced their concerns, address them with clear, factual information.
For instance, if a retailer expresses concern about the price, emphasize the long-term value of your display models. Explain how the durability of your products will save them money on replacements or repairs in the future. If installation time is a concern, reassure them that your team will assist with setup or provide detailed instructions to make the process as easy as possible.
Creating a Sense of Urgency
One of the most effective ways to convert interest into action is by creating a sense of urgency. Retailers are often juggling multiple priorities, and it’s easy for them to put off making a decision. To encourage them to act, you need to make them feel like they are missing out if they don’t act soon.
Creating urgency can be done in several ways. For example, you can offer a limited-time discount or promotion. You might also highlight the fact that your display models are in high demand, and if they don’t act quickly, they might miss out on stock. However, be careful not to come across as too aggressive. The idea is to make the offer compelling without applying too much pressure.
Another way to create urgency is by emphasizing the benefits of getting the display models into their store as soon as possible. If they install your glass showcases or slatwall merchandisers before the busy shopping season, they could see a significant increase in foot traffic and sales. Highlighting these potential gains will encourage retailers to move forward with their purchases.
Closing the Sale
Once you’ve built rapport, presented your value proposition, handled objections, and created a sense of urgency, it’s time to close the sale. The closing process is the culmination of everything you’ve done so far. It’s the moment when the retailer commits to purchasing your display models.
There are several ways to close the sale, but it’s important to do so in a way that feels natural and not forced. One of the simplest methods is the “assumptive close,” where you act as if the decision to purchase has already been made. For example, you might say, “I’ll go ahead and prepare the invoice for your order.” This approach assumes that the retailer is ready to proceed, and it often encourages them to do so.
Alternatively, you can use the “alternative close,” which gives the retailer two options: “Would you prefer to pay by credit card or bank transfer?” This tactic makes the decision-making process easier by presenting a simple choice and eliminates the need for the retailer to make a larger, more overwhelming decision.
If the retailer hesitates, give them some time to think, but keep the conversation focused on the value of the display models. Reaffirm the benefits and remind them of any time-sensitive offers or promotions.
Following Up After the Sale
The sales process doesn’t end when the retailer agrees to purchase. Following up after the sale is just as important as the initial conversation. After the sale is closed, you should maintain regular contact with the retailer to ensure they are satisfied with the product and the service they received.
Sending a thank-you email or making a follow-up call can go a long way in building a long-term relationship. During the follow-up, ask if the retailer has any questions or needs assistance with the installation of the display models. Offering post-purchase support shows that you are committed to their success, and it increases the likelihood of repeat business.
Additionally, use this opportunity to gather feedback. Ask the retailer about their experience with your products and how the display models are working for them. This feedback will not only help you improve your offerings but will also show the retailer that you value their input and are committed to making any necessary improvements.
Nurturing Long-Term Relationships
The final step in the sales process is nurturing long-term relationships with your retailers. A successful sale is just the beginning of what should be an ongoing partnership. Your goal is to continue supporting your retailer and help them succeed in their business.
Offer ongoing value to your customers through regular updates on new products, industry trends, and any special promotions you may have. By staying in touch, you ensure that you remain top-of-mind when the retailer needs new display models or other store fixtures.
One of the best ways to nurture long-term relationships is by offering loyalty incentives or discounts for repeat business. These incentives not only encourage retailers to return to you for future purchases but also show them that you appreciate their continued business.
Overcoming Common Challenges When Selling Display Models
Selling display models is not always straightforward. There are common challenges that many retailers and suppliers face when it comes to selling these products. These challenges include price sensitivity, space limitations, customer preferences, and the perceived value of display models. In this section, we will explore these challenges and offer practical solutions for overcoming them.
Price Sensitivity: Balancing Cost and Quality
Price sensitivity is one of the biggest challenges in selling display models. Retailers, especially those in competitive markets, are constantly looking for ways to keep costs down. This is particularly true for small businesses and wholesalers who have tight budgets. So, how do you convince a retailer to invest in display models without compromising on cost?
Understanding the Price Sensitivity of Your Audience
First, it’s essential to understand your target audience’s price sensitivity. Retailers like Ariel, our typical customer persona, may be very conscious of their budget. However, they also understand the importance of product quality. They do not want to spend money on products that will not help their store stand out. Therefore, the key to overcoming price sensitivity is to offer value. You must clearly demonstrate that your display models will pay off in the long run.
Offer Competitive Pricing Without Compromising Quality
Your display models should offer a good balance between price and quality. For example, Fairwill Display uses E1 grade boards and tempered glass. These materials are affordable yet durable and high-quality. By emphasizing the long-term value of these materials, you can help retailers see that the upfront cost is a wise investment. Be sure to communicate how durable the materials are, reducing the likelihood of additional costs in repairs or replacements.
Show the ROI
Another way to tackle price sensitivity is by showing the return on investment (ROI) of display models. Explain how well-designed display models increase product visibility, which leads to more sales. Retailers will be more likely to invest if they see that the display models will not only attract customers but will help boost their overall revenue.
Space Limitations: Fitting Display Models in Smaller Stores
Another common challenge that retailers face is limited space. Not all stores have the luxury of spacious floor plans where they can showcase large display models. Space is precious, especially in smaller stores or boutique environments. So, how do you overcome this challenge?
Offer Compact, Space-Efficient Display Models
The solution lies in offering compact display models that don’t take up too much space but still showcase the product effectively. Slatwall merchandisers, for instance, are an excellent option for smaller spaces. These models allow retailers to display multiple items in an organized manner without cluttering the store. When you present your products, always emphasize how your models can maximize space while enhancing the store’s aesthetic.
Modular Designs for Flexibility
They are also a great option for stores with limited space. Modular units allow retailers to customize their display setups. Retailers can adjust the size and arrangement of the models based on their store layout. This flexibility makes it easier for retailers to find a solution that fits their space. Offering modular options can help make your products more appealing to stores with varying floor plans.
Vertical Display Models
Another solution for space limitations is vertical display models. These models take advantage of the store’s height rather than its floor space. By suggesting vertical displays, you help retailers make the most of their available space. Glass showcases and other vertical units are excellent for showcasing items without overwhelming the store’s layout.
Customer Preferences: Understanding What Retailers Need
Every retailer has different preferences. What works for one store may not work for another. This makes it crucial for suppliers to understand the specific needs of their customers. Understanding customer preferences is key to overcoming this challenge.
Customization: Meeting the Needs of the Retailer
Customization is one way to meet customer preferences. Retailers may need display models that fit their specific product types or store layouts. By offering customizable options, you allow them to tailor the display models to their needs. Whether it’s adjusting the color, size, or style, providing flexibility in design can make your products more attractive to potential buyers.
Understand Their Product Range
It’s also important to understand what types of products retailers sell. For example, a store that specializes in small accessories may require different display models than one that sells larger items. By understanding their product range, you can recommend the right display models for their store. This helps retailers feel confident in their choice of display models, knowing that they will effectively showcase their products.
Market Research: Know What’s Trending
Keeping up with industry trends is essential when selling display models. Different types of stores may have varying preferences based on current market trends. For example, some stores may prefer minimalist, modern designs, while others may want something more rustic or vintage. Researching these trends and adjusting your offerings accordingly can help you stay relevant and meet the evolving needs of your retail customers.
Perceived Value: Demonstrating the Benefits of Display Models
One of the more abstract challenges in selling display models is overcoming the perception that display units are unnecessary or unimportant. Some retailers may view display models as optional, especially if they don’t understand their full potential. To address this, it’s crucial to demonstrate the tangible benefits of using display models.
Highlighting the Functional Benefits
Display models aren’t just decorative; they serve a functional purpose. They organize products, make it easier for customers to browse, and increase visibility. When talking to retailers, focus on these practical benefits. Show them how to display models will help their store run more efficiently and create a better shopping experience for their customers.
Making the Aesthetic Argument
Display models also enhance the store’s aesthetic appeal. A well-designed display model adds to the overall atmosphere of the store. Retailers will be more likely to invest if they see that display models can elevate their store’s visual appeal, making it more inviting to customers. You can highlight the aesthetic value by providing images of stores that have successfully implemented your display models.
Showcase Success Stories
Sharing case studies or testimonials from other retailers who have benefited from display models can help convince hesitant buyers. When retailers see how other businesses have successfully used display models to increase sales and improve customer engagement, they will be more likely to invest in them. Offering real-life examples makes the benefits more tangible and relatable.
Overcoming Objections: Turning Hesitation into Action
Even after addressing common challenges, some retailers may still hesitate to purchase display models. Overcoming objections is a vital skill for any salesperson. The key to success is to be prepared and confident when addressing concerns.
Anticipate Common Objections
One common objection that retailers may raise is the initial investment cost. To address this, emphasize the long-term benefits and ROI. Another objection might be the concern about space, especially if the store is small. In this case, reassure them that there are compact and modular options available. By anticipating objections and preparing solutions ahead of time, you can smoothly move the conversation toward a positive outcome.
Building Trust
Trust is essential in overcoming objections. Retailers need to feel confident that you are offering a product that will benefit them in the long run. To build trust, be transparent about the features and benefits of your display models. Offer clear pricing, guarantees, and after-sales support. The more information you provide, the more comfortable the retailer will feel with their purchase decision.
Provide Incentives
Sometimes, offering incentives such as discounts, promotional deals, or free shipping can help close a sale. Retailers, especially those who are hesitant about making a purchase, will appreciate added value. These incentives can tip the scale in your favor, making them more likely to take the plunge and invest in display models.
Conclusion: How Do You Get a Store to Sell Display Models?
Getting a store to sell display models is all about understanding their needs and offering them products that help boost their sales. By showcasing the functionality and quality of your products and providing ongoing support, you can establish strong relationships with retailers. At Fairwill Display, we pride ourselves on offering cost-effective, high-quality store fixtures that help our customers succeed.
Why Fairwill Display?
As a business, you are always looking for ways to stand out, improve customer engagement, and maximize sales. This is where the importance of having the right store fixtures comes in. Whether you’re selling in a high-end boutique, a large retail outlet, or a niche store, the fixtures you use play a significant role in the customer experience. That’s why choosing the right supplier for your store fixtures is crucial. So, why should you partner with Fairwill Display? Let’s dive into the numerous benefits that come with working with us and why we are the right choice for your business.
High-Quality Products at Competitive Prices
One of the biggest concerns for any retailer is managing costs without sacrificing quality. At Fairwill Display, we understand that balance. Our products, including glass showcases, slatwall merchandisers, and various other store fixtures, are made from premium materials. We use E1 grade boards and tempered glass, ensuring that your displays are durable, safe, and look sleek.
But we also know that price matters. Our goal is to offer cost-effective solutions without compromising on quality. We operate directly from our factory in China, which allows us to keep our prices competitive while maintaining a high standard of craftsmanship. By working with us, you don’t have to choose between quality and cost—you get both.
Personalized Customer Service
At Fairwill Display, we treat every client as a partner. We don’t just want to sell you fixtures; we want to be a part of your success story. From the moment you reach out to us, you’ll be greeted by a dedicated team that listens to your needs and understands your business. Our customer service isn’t just about taking orders; it’s about providing you with a personalized experience that aligns with your goals.
We take the time to understand the unique requirements of your store. Whether you’re looking for a specific display style, need advice on fixture placement, or have questions about customization, we’re here to help. We offer professional advice and work closely with you to find the best solutions for your store.
Expertise in Retail Displays
With years of experience in the industry, Fairwill Display is more than just a supplier—we are experts in retail displays. Our team is knowledgeable about the latest trends in store fixtures, display layouts, and merchandising strategies. We know how important it is to create displays that not only look great but also serve a functional purpose.
We’re happy to share our expertise with you. Whether it’s optimizing space in a small boutique or designing an eye-catching display for a larger store, we have the know-how to help you succeed. When you choose us as your partner, you’ll gain access to valuable insights and strategies that can take your retail space to the next level.
Customization Options for Unique Store Needs
Every store is different. Whether it’s the size of the space, the type of products you sell, or the style you want to achieve, we understand that one size does not fit all. That’s why we offer a variety of customization options. From the design of the display models to the materials used, we work with you to create fixtures that are tailored to your needs.
Do you need a particular color, size, or finish? We can make it happen. Want to integrate a unique feature into your display? Let us know, and we’ll collaborate to bring your vision to life. We believe that customized solutions lead to better results, and we are committed to providing you with exactly what you need to make your store stand out.
Timely Delivery and Reliable Service
In retail, timing is everything. We understand that delays can affect your business, which is why we prioritize on-time delivery. Once you place your order, our team works diligently to ensure your fixtures arrive when you need them. We’re committed to providing a smooth, hassle-free experience from start to finish.
Our factory’s streamlined processes, coupled with efficient shipping and handling, allow us to meet your deadlines without sacrificing quality. We also provide tracking information, so you’ll always know where your order is. When you partner with us, you can trust that your display models will be delivered on time and ready to go.
Easy Communication and Transparency
We believe in clear and open communication. From the moment you inquire about our products to the moment your order is complete, we keep you informed every step of the way. Our team is always available to answer questions, provide updates, and address any concerns you may have.
We also believe in transparency when it comes to pricing. There are no hidden fees or unexpected costs. The price you see is the price you pay. We want our relationship with you to be built on trust, and transparency is key to achieving that.
Sustainability Commitment
Sustainability is a growing concern for many retailers and their customers. At Fairwill Display, we take our environmental responsibilities seriously. We use eco-friendly materials, and our manufacturing processes are designed to minimize waste and energy consumption. By working with us, you’re not just investing in high-quality store fixtures—you’re also supporting sustainable practices.
Global Reach with Local Touch
While we are based in China, Fairwill Display has a global reach. Our products are shipped to various countries, including the USA, Sweden, Australia, and beyond. We understand the nuances of different markets and work hard to ensure that our store fixtures meet the needs of retailers worldwide. Whether you are in a major city or a more remote location, we can serve your needs efficiently.
Despite our global operations, we maintain a local touch. We understand the specific requirements of your market, and we’re always available to provide support, no matter where you are. This combination of global reach and personalized service ensures that you get the best of both worlds.
Value Beyond Products: Ongoing Support
The relationship doesn’t end once you receive your display models. At Fairwill Display, we offer ongoing support to ensure that your fixtures continue to serve your needs. Whether you need advice on display setup, want to make changes to an existing display, or need help with maintenance, we are always here to assist.
We also offer updates on new products and trends in the store fixture industry. As your business evolves, we’re here to help you adapt by providing solutions that grow with you.
Reach Out Today
If you’re looking for high-quality, affordable, and customizable store fixtures, Fairwill Display is the right partner for you. With our expertise, dedication to customer service, and commitment to quality, we’re confident that we can meet your store’s needs and help you achieve your goals.
Don’t wait—contact us today to discuss your project, request a quote, or ask any questions you may have. We look forward to working with you and helping you create the perfect display solutions for your store.
