Ecommerce Merchandising Strategy: Best Practices

6 Min April 20, 2023

So, you want to boost your sales in e-commerce? Well, let me tell you, it’s not just about throwing up some product listings and calling it a day. That’s where e-commerce merchandising comes in – the art of displaying and presenting your products in the most appealing way possible to attract and convert customers.

should I stay or should I go memes

We’ll be covering everything from nitty-gritty details like product descriptions and images, to bigger-picture ideas like cross-selling and personalizing the shopping experience. And who knows, maybe you’ll learn something new that’ll make your online store the talk of the town. So, sit tight, grab a cup of coffee, and let’s dive into the wonderful world of e-commerce merchandising!

Best Practices for Ecommerce Merchandising

Crafting effective product descriptions

Your product descriptions can make or break a sale. To craft effective product descriptions, start by thinking about your target customers and what they’re looking for. What problems does your product solve, and how can you communicate those solutions in a way that resonates with your customers?

Buyers persona memes

Use descriptive language and highlight the unique features and benefits of your product. Avoid using overly technical jargon or vague language, and instead, focus on how your product can improve the lives of your customers. And don’t forget to proofread and edit your descriptions for clarity and accuracy!

Using high-quality product images

Visuals are a crucial part of ecommerce merchandising. High-quality product images can help customers get a better sense of what they’re buying and make them feel more confident in their purchase. Invest in professional product photography or use a high-quality camera and lighting to take your photos.

Make sure your images are clear and showcase your product from multiple angles. If your product has unique or intricate details, consider adding close-up shots to highlight them. And don’t forget to optimize your images for the web by compressing their file size without compromising quality. Use SVG files.

Highlighting product features and benefits

When it comes to ecommerce merchandising, highlighting your product’s features and benefits is key. Customers want to know exactly what they’re getting and how it can benefit them. Use bullet points or short paragraphs to call out the most important features and benefits of your product.

well describe your products in ecommerce

For example, if you’re selling a blender, highlight its powerful motor, multiple speed settings, and ability to blend tough ingredients like ice and frozen fruit. And make sure to communicate how those features translate to benefits for your customers, such as making healthy smoothies quickly and easily.

Incorporating customer reviews and ratings

Customer reviews and ratings can be a powerful e-commerce merchandising tool. They provide social proof that your product is high quality and can help alleviate any concerns potential customers may have. Incorporate customer reviews and ratings throughout your site, including on product pages and in search results.

Customer reviews are important in eCommerce marketing

Make it easy for customers to leave reviews by sending post-purchase follow-up emails or offering incentives for leaving a review. And don’t be afraid to respond to negative reviews – doing so shows that you care about your customers and are committed to improving their experience.

Enhancing the Shopping Experience

Simplifying navigation and search functionality

One of the keys to e-commerce merchandising success is making it easy for customers to find what they’re looking for. Simplifying navigation and search functionality can help ensure a smooth and frustration-free shopping experience.

Make sure your navigation is intuitive and easy to use, with clear labels and a logical hierarchy. Implement search functionality that allows customers to find products based on keywords or phrases, and consider adding autocomplete suggestions to speed up the search process. And don’t forget to optimize for mobile – mobile users are more likely to use search functionality than desktop users.

Creating intuitive and visually appealing category pages

Category pages are often the first place customers go to find products on an e-commerce site. Creating intuitive and visually appealing category pages can help customers find what they’re looking for and make a good first impression.

Start by organizing your products into logical categories and subcategories, and make sure the names and descriptions of those categories are clear and descriptive. And consider adding category-specific filtering options to help customers narrow down their search.

Personalizing the shopping experience with targeted recommendations

Sales could be boosted and customer experience improved by using targeted recommendations. To make product recommendations that are probably going to appeal, utilize customer information like purchase history and browsing patterns.

Consider using a mix of different recommendation types, such as “Customers who bought this also bought” and “Recommended for you.” And don’t forget to test and optimize your recommendations to ensure they’re as effective as possible.

Cross-Selling and Upselling Techniques for eCommerce Merchandising

Using product bundles to offer value and convenience

Product bundles can be a great way to offer customers value and convenience while increasing average order value. By bundling related products together, you can offer a discount compared to purchasing the products individually.

Make sure the products you bundle together are complementary and meet a specific need or interest. Highlight the value and convenience of purchasing the bundle, and consider offering different bundle options at different price points to appeal to a range of customers.

Encouraging customers to upgrade to premium or higher-priced items

Another way to increase average order value is to encourage customers to upgrade to premium or higher-priced items. This can be done by highlighting the benefits compared to the standard or lower-priced item.

Make sure the benefits you highlight are clear and compelling, and consider offering limited-time discounts or special offers to incentivize the upgrade. Also, make sure the upgrade is easy to select and purchase within the product page or checkout process.

Utilizing abandoned cart emails to recover lost sales

Abandoned cart emails can be a powerful tool for recovering lost sales and increasing average order value. When a customer abandons their cart, send them a personalized email reminding them of the items in their cart and encouraging them to complete their purchase.

Abandoned email marketing technique

Image courtesy of: Really Good Emails

Consider including a special offer or incentive to encourage the customer to complete their purchase, such as a discount or free shipping. Also, make sure the email is visually appealing and easy to read, with clear calls to action that direct the customer back to their cart to complete the purchase.


In conclusion, effective e-commerce merchandising strategies is critical to the success of any online business. By implementing the right strategies, you can boost sales, improve customer experience, and stand out in a crowded market.

Some key strategies to consider include crafting effective product descriptions, using high-quality product images, highlighting product features and benefits, simplifying navigation and search functionality, creating visually appealing category pages, using product filters to streamline the search process, personalizing the shopping experience with targeted recommendations, suggesting related products to increase average order value, using product bundles to offer value and convenience, encouraging customers to upgrade to premium or higher-priced items, and utilizing abandoned cart emails to recover lost sales.

To truly make an impact, it’s important to implement a combination of these strategies and continually test and optimize your approach. By doing so, you’ll be able to create a seamless and engaging shopping experience for your customers and drive more sales for your business.

So what are you waiting for? Take action now and start implementing these e-commerce merchandising strategies to see the results for yourself!


What is e-commerce merchandising?

The process of showcasing and promoting goods on a website to persuade visitors to make a purchase is known as ecommerce merchandising. Boosting sales and revenue entails developing an effective product display, utilizing targeted promotions, and improving the user experience.

What are the four types of eCommerce Merchandising?

The four types of merchandising are product, visual, promotional, and retail merchandising.

What are the four elements of visual merchandising?

The four elements of visual merchandising are color, space, texture, and light.

What is the best Ecommerce Merchandising tool?

The best merchandising tool depends on the specific needs and goals of the business, as there are many different tools available for optimizing e-commerce merchandising. Some popular options include product recommendation engines, AI-powered personalization tools, and visual merchandising platforms.

Chirag Bhavsar Founder & CEO, Coduzion

Chirag Bhavsar is Founder and CEO at Coduzion. Gusty, Passionate, and a Sports freak. Loves to spend time reading financial books and playing outdoor games as soon as He is away from his desk. He always loves to take on new challenges and get good at them.


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