How to Increase Sales for Less Popular Products

Every store has them—those products that seem to linger on the shelves, overlooked by even your most loyal customers. Maybe they’re niche items, seasonal goods, or just not as flashy as your top sellers. But with the right merchandising strategies, you can breathe new life into these slow movers and unlock meaningful sales growth.

Here’s how to make them stand out.

Prioritize High-Traffic Placement

Product visibility drives conversions. Moving low-interest items closer to checkouts or high-footfall areas—like entryways or impulse zones—can make a major impact. For example, placing a compact wooden wine display near the register transforms unused space into a profit-generating opportunity. Look for slim fixtures that blend function with visual appeal to make the most of tight spots.

Pair Strategically With Bestsellers

Bundling is a powerful tool. When a slower-selling item is merchandised alongside something popular, customers are more likely to grab both. Think gourmet crackers placed near a well-known wine brand, or cocktail syrups displayed next to premium spirits. Don’t forget to support these pairings with simple, well-placed signage that spells out the value.

Use Signage to Educate and Engage

Customers can’t buy what they don’t understand. A sign explaining how a product is used—or what it pairs with—can make all the difference. Chalkboard headers, tabletop sign holders, and printed graphics offer flexible, low-cost ways to highlight features and encourage impulse decisions. A quick message like “Perfect with grilled meats” can sell a sauce far more effectively than just the label.

Rotate Displays to Keep Things Fresh

Create a mini spotlight zone that rotates weekly or seasonally. Whether it’s an endcap display, mobile bakery rack, or countertop fixture, keep it fresh and focused. Highlight one or two less popular products, merchandised with complementary items or tied to a theme (“Backyard BBQ” or “Wine Night Essentials”). Even a simple shift in surroundings can spark new interest.

Upgrade Fixtures for Better Storytelling

Sometimes it’s not the product—it’s the context. A premium item displayed on a dated rack sends the wrong message. Upgrade to natural wood finishes or well-designed gondola shelving to enhance perceived value. Even your checkout counter can become a silent salesperson when outfitted with sturdy shelves or neatly organized signage that showcases add-ons.

Make Space Work Harder

Your square footage is valuable. Every shelf, sign, and checkout counter should work in service of the sale. With thoughtful placement, upgraded fixtures, and smart messaging, those underperforming products can become reliable contributors to your bottom line.

Give them the visibility and support they need—and let them surprise you.

Ready to Rethink Your Store Layout?

Sometimes the key to boosting sales isn't about new products—it's about smarter design. Our free store design service can help you reimagine your floor plan, improve traffic flow, and make every product—from your bestsellers to your hidden gems—work harder for your business.