January 2024 - 38

MERCHANDISING
REVAMP YOUR RETAIL SERIES:
The first in a five-part series, this article shares findings from research studies
that can help garden retailers revitalize and refresh their retail environment.
By Bridget K. Behe, Ph.D.
W
hat goes unseen goes unsold;
if customers never see the
product, they can't buy it.
This makes merchandising a keystone of
retail sales.
In mainstream marketing,
merchandising research is often
conducted with identical packages
of boxes or bottles. Merchandising
" minimally packaged " goods that are
often unique (like plants
or fashion) can present
a different challenge for
retailers.
What the Customer
Sees (and Doesn't See)
For nearly 20 years,
A study participant wearing Tobii eyetracking
glasses. Photo by Lynne Sage.
38 | LAWN & GARDEN RETAILER | JANUARY 2024
researchers at Michigan
State University, along
with colleagues at other
universities, have studied
multiple aspects of plant
merchandising using hightech
eye-tracking glasses. The glasses
enable researchers to measure the
factors that consumers visually see
(or ignore) that go into (or aren't
considered) in the purchase decision.
These studies were generously funded
by the USDA Federal-State Marketing
Improvement Grant program, the
Horticultural Research Institute, and
industry and university grants.
Eye movement is the fastest
movement the human body can
make. Most of the information our
brains process enters through our
eyes. With roots in the medical
field, eye-tracking glasses enable
researchers to better understand
the purchase process and the
information consumers look at to
make their purchase decisions. You

January 2024

Table of Contents for the Digital Edition of January 2024

Editor's Letter
Table of Contents
AmericanHort
Headlines
Calendar
Innovative Ideas: Creating a Team culture
Green Goods: New Varieties for 2024
Showcase: Miniature and Indoor Gardening
Garden Gifts: Prepare Now for Market
Garden Gifts: Gift Market Lookbook
Management: Cultivating Innovation in the Garden Center
Showcase: Garden Accents & Décor
Merchandising: Revamp Your Retail Series Merchandising
Merchandising: Give Your Tool Display a Tune-Up
Consumer Trends: 2024 Gardening Outlook Infographic
Showcase: Apparel & Accessories
Marketplace
Ad Index
5 Minutes With ...: Michael Fiore
January 2024 - 1
January 2024 - 2
January 2024 - 3
January 2024 - Editor's Letter
January 2024 - 5
January 2024 - Table of Contents
January 2024 - 7
January 2024 - AmericanHort
January 2024 - 9
January 2024 - Headlines
January 2024 - Calendar
January 2024 - Innovative Ideas: Creating a Team culture
January 2024 - 13
January 2024 - Green Goods: New Varieties for 2024
January 2024 - 15
January 2024 - 16
January 2024 - 17
January 2024 - 18
January 2024 - 19
January 2024 - 20
January 2024 - 21
January 2024 - 22
January 2024 - 23
January 2024 - Showcase: Miniature and Indoor Gardening
January 2024 - 25
January 2024 - Garden Gifts: Prepare Now for Market
January 2024 - Garden Gifts: Gift Market Lookbook
January 2024 - 28
January 2024 - 29
January 2024 - Management: Cultivating Innovation in the Garden Center
January 2024 - 31
January 2024 - 32
January 2024 - 33
January 2024 - 34
January 2024 - 35
January 2024 - Showcase: Garden Accents & Décor
January 2024 - 37
January 2024 - Merchandising: Revamp Your Retail Series Merchandising
January 2024 - 39
January 2024 - 40
January 2024 - 41
January 2024 - Merchandising: Give Your Tool Display a Tune-Up
January 2024 - 43
January 2024 - 44
January 2024 - 45
January 2024 - 46
January 2024 - 47
January 2024 - Consumer Trends: 2024 Gardening Outlook Infographic
January 2024 - 49
January 2024 - Showcase: Apparel & Accessories
January 2024 - 51
January 2024 - Marketplace
January 2024 - 53
January 2024 - 54
January 2024 - 55
January 2024 - 56
January 2024 - 57
January 2024 - 58
January 2024 - 59
January 2024 - 60
January 2024 - 61
January 2024 - 62
January 2024 - 63
January 2024 - Ad Index
January 2024 - 65
January 2024 - 5 Minutes With ...: Michael Fiore
January 2024 - 67
January 2024 - 68
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