Role of Visual Merchandising in CPG eCommerce


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Highlighting the significance of visual merchandising in driving sales for consumer goods eCommerce.


In the digital age, where consumers increasingly turn to online channels for their shopping needs, the significance of visual merchandising in driving sales for consumer goods eCommerce cannot be overstated. Visual merchandising, encompassing the strategic presentation of products and brand imagery, plays a pivotal role in capturing consumer attention, conveying brand identity, and ultimately influencing purchasing decisions. In this comprehensive article, we delve into the importance of visual merchandising in online stores for consumer goods, exploring its impact on sales performance and the role of digital shelf analytics tools such as Edge By Ascential or Nielsen Profitero in optimizing visual merchandising strategies.

Understanding the Importance of Visual Merchandising in eCommerce

1. Capturing Consumer Attention

In the crowded digital marketplace, where consumers are bombarded with countless options, effective visual merchandising serves as a powerful tool for capturing attention and engagingpotential buyers. According to Adobe, 38% of people will stop engaging with a website if the content or layout is unattractive, underscoring the importance of visually appealing product displays in retaining customer interest.

2. Conveying Brand Identity

Visual merchandising plays a crucial role in conveying brand identity and values to consumers. By carefully curating product images, graphics, and brand messaging, eCommerce retailers can establish a distinct brand identity that resonates with their target audience. Research by Lucidpress indicates that consistent brand presentation across all platforms can increase revenue by up to 23%.

3. Driving Sales and Conversions

Effective visual merchandising has a direct impact on sales and conversions in consumer goods eCommerce. Well-designed product displays, compelling imagery, and strategic placement of promotional offers can significantly influence purchasing decisions and drive impulse buys. According to Invesp, 38% of online shoppers will abandon a website if they find the layout unattractive, highlighting the correlation between visual appeal and sales performance.

Leveraging Digital Shelf Analytics for Visual Merchandising Optimization

1. Edge By Ascential

Edge By Ascential is a leading provider of digital shelf analytics solutions that help consumer goods brands and retailers optimize their online presence. By leveraging real-time data and insights, Edge By Ascential enables businesses to monitor product performance, track competitor activity, and identify opportunities for optimization. The platform provides actionable recommendations for improving product listings, enhancing visual content, and maximizing search visibility, thereby driving sales and revenue growth.

2. Nielsen Profitero

Nielsen Profitero offers comprehensive eCommerce analytics solutions designed to help consumer goods brands optimize their online retail strategies. By leveraging advanced analytics and machine learning algorithms, Nielsen Profitero provides actionable insights into product performance, pricing dynamics, and competitor activity. Brands can utilize the platform to monitor key metrics such as product availability, search rank, and customer reviews, enabling them to fine-tune their visual merchandising strategies and drive sales performance.

Case Studies: Brands Benefitting from Visual Merchandising Optimization

1. Glossier

Glossier, a beauty brand known for its minimalist aesthetic and cult-favorite products, has mastered the art of visual merchandising in online stores. By creating visually stunning product displays, incorporating user-generated content, and leveraging social media platforms, Glossier has cultivated a loyal following of beauty enthusiasts. The brand’s emphasis on clean, cohesive visuals and authentic storytelling has resonated well with its target audience, driving strong sales and brand loyalty. According to Glossier’s CEO, Emily Weiss, the brand’s online sales grew by 100% year-over-year in 2020, highlighting the effectiveness of its visual merchandising strategies.

2. Warby Parker

Warby Parker, a disruptive eyewear brand, has redefined the online shopping experience through innovative visual merchandising techniques. By offering virtual try-on tools, interactive product displays, and personalized recommendations, Warby Parker has transformed the way consumers shop for eyewear online. The brand’s focus on blending functionality with aesthetics, coupled with its commitment to social responsibility, has garnered widespread acclaim and customer loyalty. Warby Parker’s eCommerce sales reached $393.7 million in 2020, representing a 63% increase year-over-year, underscoring the impact of its visual merchandising efforts on driving sales growth.


In the competitive landscape of consumer goods eCommerce, visual merchandising emerges as a critical driver of sales performance and brand success. By captivating consumer attention, conveying brand identity, and driving conversions, effective visual merchandising strategies can elevate online stores from mere transactional platforms to immersive shopping experiences. Furthermore, by leveraging digital shelf analytics solutions such as Edge By Ascential or Nielsen Profitero, consumer goods brands can optimize their visual merchandising efforts, gain actionable insights, and stay ahead of the competition. As eCommerce continues to evolve, the importance of visual merchandising in driving sales and fostering customer engagement will remain paramount, underscoring its indispensable role in the digital retail landscape.

author avatar
Alan Yong CEO / Founder
Alan Yong is a distinguished eCommerce expert with an impressive career spanning over 30 years, primarily focusing on the consumer goods sector across multiple global markets, including the two largest consumer markets, China and the United States. With a deep expertise in multi-channel eCommerce, big data & analytics, performance marketing, and consumer-based supply chain and logistics, Alan has held pivotal roles as CEO and Global General Manager for multinational consumer packaged goods companies, driving significant digital transformations and eCommerce success.