Faire Market Manual 5: POS Stands (a hero product?!)
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We've hit week 5 of the Market Manual. If you missed the first 4 you can catch up right here.
This week we are talking about something that most brands massively underestimate: merchandising, point of sale and display stands.
We are going to be opinionated here. If you are not offering a POS stand or some form of display solution, you are leaving money on the table.
Some of the brands we work with… their best selling SKU is actually their POS stand.
On Bare Kind, our most searched SKU across our entire catalogue was our POS stand. Not our socks. The stand.
That means it was driving more traffic to our brand than the products themselves. It became the entry point.
And here’s the important part…
We don’t make profit on our stands.
We sell them at cost.
But we make significantly more profit on the increase in product sales that come as a result.
So how should you think about POS and merchandising for Faire?
- Sell the outcome, not just the product. Retailers are not just buying your product, they are buying how it will perform in-store. A strong stand shows them exactly how to display it and gives them confidence it will sell.
- Make it easy to say yes. If a retailer has to figure out how to merchandise your product themselves, you’ve created friction. A ready-made display removes that barrier instantly.
- Use stands to increase basket size. A stand naturally encourages a larger order because it requires more units to fill it. This is one of the simplest ways to increase AOV during market.
- Price stands strategically. We strongly recommend selling stands at cost or close to it. The goal is not to make margin on the stand, it’s to drive volume of your core product.
- Make your stand desirable. This is not an afterthought. Your stand should look good, feel branded and be something a retailer actually wants in their store.
- Highlight it everywhere. Your stand should not be hidden. Feature it in your product listings, collections, banners and messaging. Treat it like a hero SKU.
- Think about refill behaviour. A good stand doesn’t just drive the first order, it drives repeat orders. Retailers will come back to refill what sells through.
If you take one thing from this email, let it be this:
Your display is part of your product.
Action for this week: Decide what your POS / display strategy is. If you don’t have one, start simple. What is the easiest way you can help a retailer display your product in-store? You don't have to build an entire range from scratch right now, start with one and build from there.
"I don't have the design background to make POS stands"
Good thing we do! When you work with us, our team becomes yours - including a graphic designer! If you are serious about growing on Faire, get in touch and we can talk you through how we'd grow your account.