5 July 2025, 02:39 AM
A few months ago, I was approached by a skincare brand that had recently launched its new exfoliating cleanser into regional retail stores. Their online sales were promising, but the retail side told a different story shelves were full, and sales were stagnant. Naturally, the team assumed the price or product positioning was off.
Instead of immediately pivoting the product or running discounts, I recommended something counterintuitive: don’t change the product change how it’s seen.
During a site visit, I noticed the product sitting low on standard shelves, poorly lit, and boxed in with other similar items. The product’s minimalistic design, which looked great in branding decks, was getting lost in real-world clutter.
To test a new direction, we implemented custom cardboard display boxes. The goal wasn’t to “shout louder,” but to create structured visual space that made the product feel more intentional and elevated. The new display framed the product like a spotlight on stage simple, but hard to miss.
Within the first month, pickup rates increased by 36%, with stores reporting that customers were “noticing the product for the first time.” No discounts. No major rebranding. Just strategic presentation.
What this case reinforced for me was simple: attention comes before conversion. In crowded retail environments, a well-designed display isn’t an add-on it’s a gateway. Visibility is no longer optional; it’s a sales channel of its own.
Instead of immediately pivoting the product or running discounts, I recommended something counterintuitive: don’t change the product change how it’s seen.
During a site visit, I noticed the product sitting low on standard shelves, poorly lit, and boxed in with other similar items. The product’s minimalistic design, which looked great in branding decks, was getting lost in real-world clutter.
To test a new direction, we implemented custom cardboard display boxes. The goal wasn’t to “shout louder,” but to create structured visual space that made the product feel more intentional and elevated. The new display framed the product like a spotlight on stage simple, but hard to miss.
Within the first month, pickup rates increased by 36%, with stores reporting that customers were “noticing the product for the first time.” No discounts. No major rebranding. Just strategic presentation.
What this case reinforced for me was simple: attention comes before conversion. In crowded retail environments, a well-designed display isn’t an add-on it’s a gateway. Visibility is no longer optional; it’s a sales channel of its own.