Walk into any store—be it a convenience shop, a pharmacy, or your favorite clothing boutique—and what’s one of the last things you see before you check out? A tidy little display packed with chewing gum, phone chargers, lip balm, or maybe even a tempting piece of chocolate you didn’t come in for. That, right there, is point of sale (POS) merchandising at work—and it's no accident.

Point of sale merchandising is one of the oldest tricks in the retail book. But calling it a "trick" might be selling it short. It's more like a carefully crafted science—one that blends marketing, psychology, and design to boost last-minute purchases and maximize revenue in a subtle but powerful way.

Let’s explore why POS merchandising is every retailer’s not-so-secret weapon—and how those small displays can have a big impact on your bottom line.

What Is Point Of Sale Merchandising?

Point of sale (POS) merchandising refers to the products and displays placed near the checkout area—either at the register or along the path to it. These items are usually small, affordable, and easy to grab on impulse. Think snacks, accessories, travel-sized items, or quick add-ons.

But it’s more than just throwing some stuff near the register. Great POS merchandising is about strategically choosing what goes there, how it’s presented, and when. It’s about understanding customer behavior in those final moments before they pay—and using that window to offer them something they just might say yes to.

Why POS Merchandising Works So Well

The beauty of POS merchandising lies in its simplicity. Customers are already in buying mode when they reach the checkout, and POS displays tap into a unique mix of psychology and timing.

1. It Triggers Impulse Buying

This is the big one. Studies show that up to 75% of impulse purchases happen in-store. Why? Because people see something they didn’t know they needed—or maybe just wanted—and they act on that little voice that says, “Why not?”

A well-placed POS display takes advantage of this moment by offering low-stakes, high-reward products. Things that don’t require much thought or commitment—like a protein bar, a pack of batteries, or a cute pair of socks. The key is making it easy to say yes.

2. It Increases Average Order Value (AOV)

Adding just one or two small items at checkout can meaningfully increase the total value of a sale. If your average customer spends $30, and a $4 add-on is picked up by 1 in 4 shoppers, that’s a significant revenue bump over time.

Retailers love POS displays because they deliver these incremental gains without requiring discounts or deep promotions. It’s added value without lowering margins.

3. It Introduces New Or Seasonal Products

Have a new product you want to test out? Or something seasonal that might not have a permanent home in your store layout? The checkout area is prime real estate for this kind of low-risk product exposure.

POS displays are a great way to get eyeballs on something new—especially if it’s a smaller, more experimental item. It gives customers a chance to discover new brands, try out travel-sized versions of popular products, or get in the spirit of the season (hello, Halloween candy).

4. It Helps Tell A Story

The best POS merchandising doesn’t just offer a random mix of stuff—it tells a story. For example, in a skincare store, the checkout might be stocked with sample-sized hand creams and face masks. In a pet store, you might find cute treat bags or doggie breath mints. These products complement the shopping experience and feel like natural extensions of what the customer came in for.

When done right, POS displays reinforce your brand, cater to your audience, and feel helpful—not pushy.

What Makes A Great POS Display?

Now that we know why POS merchandising works, let’s talk about what makes it effective.

1. Product Selection

Stick to items that are small, affordable, and easy to understand at a glance. The best POS products:

• Don’t require sizing or complex decisions

• Are typically priced under $10

• Solve a problem or offer a little indulgence (snacks, tech accessories, travel gear, beauty minis, etc.)

2. Visual Appeal

POS displays should be tidy, well-lit, and visually attractive. Think bold signage, clear pricing, and an uncluttered layout. If your display looks chaotic or hard to navigate, customers will skip right over it.

3. The Right Timing

Refresh your POS displays regularly—especially around holidays or promotional periods. A well-timed seasonal item (like sunscreen in summer or cozy socks in winter) feels relevant and timely.

4. Easy Access

If customers have to reach, bend, or ask for assistance to grab the item, you’ve already lost them. POS items should be within easy reach and require minimal effort to add to the basket.

Real-World Examples

Think about stores like Sephora, where the checkout line is literally a gauntlet of irresistible minis—travel-size mascaras, cult-favorite skincare, and bite-sized perfumes. You didn’t plan to grab a $12 dry shampoo, but hey, it’s right there, and your regular one just ran out.

Or consider grocery stores with magazines, gum, and lip balm lining the checkout belt. These are all items that are cheap, familiar, and easy to say yes to, especially when you’re already in the mood to buy.

The Point Of POS Merchandising

Point of sale merchandising might seem like a small part of a store’s layout, but it has a huge impact. When used well, it not only increases sales—it enhances the customer experience, boosts product discovery, and tells a cohesive story about your brand.

So, if you're a retailer looking to squeeze more value out of every transaction, don’t overlook that last touchpoint before the register. A thoughtfully designed POS display could be the secret weapon you didn’t know you needed.

Because sometimes, the most powerful sales happen in the last few feet of the journey.