Product display is a process that requires arrangers to thoroughly understand consumer psychology and shopping behavior in order to create stronger attraction at the shelf. In this article, Bonbon Shop reveals to Trade Marketers the standard AVA display formula that helps maximize sales opportunities at the point of purchase.
Why is product display so important for businesses?
In any shopping environment, shelves and display racks usually take up the most space, and they are also the first areas consumers notice upon entering a store. Therefore, arranging and decorating displays is a strategic move that helps businesses optimize display space while stimulating customer purchase behavior.
If shelves are not organized according to a scientific standard, it may negatively impact the shopping experience. For example, consumers may avoid areas where unrelated items such as clothing and cookware are placed on the same shelf, or electronics are displayed together with fruits.
The way shelves are arranged and zones are allocated is part of a Trade Marketer’s strategy to ensure customers enjoy a smooth and convenient shopping journey.
What is the AVA Principle?
The AVA Principle (Availability – Visibility – Affordability) is a proven retail strategy designed to ensure that in-store product displays generate maximum sales impact.
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Availability refers to ensuring products are consistently present on the shelves. For Trade Marketers, shelf presence is critical—if consumers cannot find the product, they will naturally turn to competitors.
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Visibility requires products to be displayed in a striking and organized manner. Typically, Trade Marketers arrange items in a clear direction to create visual appeal and prevent overlap with competitor products, ensuring logos, branding, and promotions are visible.
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Affordability refers to whether the listed price matches customer spending power. If the perceived cost outweighs the product’s value, most shoppers will choose not to purchase. To optimize this factor, businesses often run promotions to encourage buying decisions.
How to display products according to AVA standards
Applying the AVA principle encourages faster and higher-value purchase decisions. To achieve this, businesses should:
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For Availability: Ensure products are always on the shelf with proper labeling, barcodes, and full SKUs.
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For Visibility: Display items at eye level, add trial packs or mini-sized products, or position them at the beginning of shelves, since consumers often shop from left to right and tend to pick items with their right hand.
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For Affordability: Use POSM, standees, and promotional signage to attract attention and directly influence spending behavior.
Additionally, Trade Marketers need to negotiate with store owners to secure premium display locations such as shelf ends or checkout counters. To monitor and optimize execution, many retailers now adopt DMS solutions to manage and report in-store displays.
Bonbon Shop – The ultimate solution for display monitoring
Bonbon Shop provides advanced AI-powered tools that help retailers ensure their product displays follow AVA principles effectively.
With Bonbon Shop’s display monitoring features, businesses can:
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Count the number of products and calculate shelf share.
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Measure spacing between products.
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Identify and track competitor products.
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Detect POSM and posters at the point of sale.
👉 If your business is looking to build a display monitoring program or optimize distribution channels, REGISTER NOW to receive consultation or explore more features of Bonbon Shop.