{"id":43800,"date":"2023-10-11T10:58:42","date_gmt":"2023-10-11T14:58:42","guid":{"rendered":"https:\/\/www.sisinternational.com\/?page_id=43800"},"modified":"2026-05-05T16:44:09","modified_gmt":"2026-05-05T20:44:09","slug":"%d8%a3%d8%a8%d8%ad%d8%a7%d8%ab-%d8%a7%d9%84%d8%b3%d9%88%d9%82-%d8%a8%d9%84%d8%a7%d9%86%d9%88%d8%ac%d8%b1%d8%a7%d9%85","status":"publish","type":"page","link":"https:\/\/www.sisinternational.com\/ar\/%d8%ae%d8%a8%d8%b1%d8%a9\/%d8%a3%d8%a8%d8%ad%d8%a7%d8%ab-%d8%a7%d9%84%d8%b3%d9%88%d9%82-%d8%a8%d9%84%d8%a7%d9%86%d9%88%d8%ac%d8%b1%d8%a7%d9%85\/","title":{"rendered":"Planogram Market Research: Shelf Strategy That Wins"},"content":{"rendered":"
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\"SIS<\/figure>\n<\/p>\n

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\u0645\u0627 \u0647\u064a \u0623\u0628\u062d\u0627\u062b \u0627\u0644\u0633\u0648\u0642 Planogram\u061f<\/h2>\n

Planogram market research is a systematic process of analyzing the placement and arrangement of products within a retail space. It involves collecting and analyzing data<\/a> on consumer behavior, sales patterns, and market trends to create visually appealing and efficient store layouts.<\/p>\n<\/div>\n

Planogram Market Research: How Category Leaders Convert Shelf Data Into Margin<\/h1>\n

Planogram market research is moving from a merchandising chore to a profit lever. The shelf is the last mile of brand strategy, and the firms that read it accurately are pulling ahead on velocity, gross margin per linear foot, and trade spend efficiency.<\/p>\n

The discipline blends shopper observation, retailer data, and competitive shelf audits into a single view of how assortment, facings, and adjacencies drive sales. Done well, it answers the question every category captain faces: which SKU earns its space, and which one funds a competitor’s growth.<\/p>\n

What Planogram Market Research Actually Measures<\/h2>\n

A rigorous planogram study isolates four variables: facings count, shelf position, adjacency effect, and out-of-stock incidence. Each shifts unit velocity independently. Confusing them produces the most common error in category reviews, where a SKU is delisted for poor performance that was actually caused by eye-level displacement six months earlier.<\/p>\n

Strong programs combine RFID or computer-vision shelf audits with loyalty-card basket analysis and shopper intercepts. The audit captures compliance. The basket data captures cross-purchase. The intercept captures intent. Without all three, the recommendation is a guess dressed as analytics.<\/p>\n

SIS International Research has observed across category management engagements in North America, Western Europe, and the Gulf that planogram compliance variance between flagship and tertiary stores routinely exceeds twenty percentage points, and that this variance explains more sales gap than pricing or promotion in mature categories.<\/span><\/p>\n

Why the Shelf Is Becoming a Higher-Stakes Decision<\/h2>\n

Three forces are raising the value of planogram market research. Private label has moved from price play to premium positioning, which compresses branded shelf share. Retail media networks now monetize shelf-adjacent digital screens, which means physical adjacency decisions carry digital revenue consequences. And SKU rationalization programs at Walmart, Tesco, and Carrefour have tightened the bar for what stays on shelf.<\/p>\n

The result is that bill of materials optimization on the supply side is being matched by assortment rationalization on the demand side. Both reward suppliers who arrive at the line review with shopper evidence rather than category logic.<\/p>\n

The Methodologies That Separate Signal From Noise<\/h2>\n

Four methods produce defensible planogram intelligence. Each addresses a different question.<\/p>\n

In-store ethnographic research<\/strong> captures dwell time, reach patterns, and decision hesitation at the fixture. Video and eye-tracking reveal what shoppers consider, not just what they buy. This is where decoy SKUs and anchor pricing effects become visible.<\/p>\n

Virtual reality shelf testing<\/strong> allows controlled manipulation of facings, blocking, and adjacencies before a physical reset. The test environment removes confounds that field tests cannot control.<\/p>\n

B2B expert interviews<\/strong> with category managers, space planners, and field merchandisers surface the unwritten rules that govern reset decisions. Retailers rarely publish their planogram heuristics. Practitioners describe them when interviewed correctly.<\/p>\n

Competitive shelf audits<\/strong> across a stratified store sample quantify share of shelf, blocking quality, and out-of-stock patterns by trade channel. The output feeds directly into trade spend optimization and joint business planning.<\/p>\n

In structured expert interviews SIS conducted with senior category managers across grocery, drug, and mass channels, respondents consistently identified adjacency selection as the most undervalued variable in supplier presentations, ranking it above facings count and promotional depth.<\/span><\/p>\n

The SIS Shelf Value Framework<\/h2>\n

Most suppliers evaluate shelf performance on velocity alone. Velocity is necessary but insufficient. The SIS Shelf Value Framework scores each SKU on four dimensions used together.<\/p>\n

\n\n\n\n\n\n\n\n\n
Dimension<\/th>\nQuestion Answered<\/th>\nPrimary Data Source<\/th>\n<\/tr>\n<\/thead>\n
Velocity<\/td>\nUnits per facing per week<\/td>\nRetailer POS<\/td>\n<\/tr>\n
Margin Density<\/td>\nGross profit per linear foot<\/td>\nSupplier finance<\/td>\n<\/tr>\n
Basket Pull<\/td>\nIncremental trip value<\/td>\nLoyalty data<\/td>\n<\/tr>\n
Defensive Value<\/td>\nSwitching loss if delisted<\/td>\nShopper survey<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure>\n

Source: SIS International Research<\/em><\/p>\n

SKUs that score low on velocity but high on basket pull and defensive value are the ones quietly subsidizing the category. Cutting them looks rational on a velocity report and destroys margin in the next quarter.<\/p>\n

Where Category Leaders Are Pulling Ahead<\/h2>\n

The suppliers winning line reviews at Kroger, Lidl, and Loblaw share three habits. They bring shopper evidence, not internal opinion. They model the retailer’s category objective, not their own brand objective. And they propose planograms that grow the category, with their share gain as a consequence rather than the headline.<\/p>\n

This reframing is the difference between being treated as a vendor and being treated as a category captain. Captains see future planograms before competitors do. They influence adjacencies. They shape promotional calendars. The economic value of that position, measured across a three-year cycle, exceeds most pricing concessions retailers extract at the table.<\/p>\n

Across SIS International’s competitive intelligence engagements in consumer packaged goods, suppliers who arrived at line reviews with primary shopper research secured category captain status at roughly twice the rate of those relying on syndicated data alone.<\/span><\/p>\n

Emerging Markets Add a Different Calculus<\/h2>\n

Planogram research in Lagos, S\u00e3o Paulo, or Jakarta cannot be lifted from a Chicago playbook. Trade structure differs. Modern trade share is lower, traditional trade is fragmented, and shelf compliance auditing requires a field force, not a software platform. Pack-price architecture also changes, with sachet and single-serve formats dominating shelf logic.<\/p>\n

Suppliers entering these markets through joint ventures with local distributors gain shelf access but lose visibility into actual execution. Independent shelf audits restore that visibility and protect trade spend from leakage.<\/p>\n

The Decision Planogram Market Research Should Inform<\/h2>\n
\"SIS<\/figure>\n

The output of a serious planogram study is not a report. It is a defensible position at three specific moments: the annual line review, the quarterly reset, and the new product launch slot negotiation. If the research does not change the supplier’s posture in those three rooms, the study was scoped wrong.<\/p>\n

VP-level sponsors who treat planogram market research as a continuous intelligence program rather than a one-time project consistently outperform on installed base economics in mature categories. The shelf is not a static asset. It is a contested one, and the evidence advantage compounds.<\/p>\n

Key Questions<\/h2>\n
\"SIS<\/figure>\n

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Related SIS Resources<\/h3>\n