Counter Displays vs. Floor Displays: Which Boosts Impulse Purchases More?

 

Impulse purchases play a crucial role in retail sales strategies, with studies suggesting that up to 80% of purchases in certain retail categories are unplanned [source]. Whether it’s a last-minute grab at the checkout, or an eye-catching product in a high-traffic area, how and where products are displayed can make all the difference.

 

Two of the most effective promotional tools for driving impulse sales are counter displays and floor displays. But which one works best? The answer depends on your store layout, product types, and customer shopping behaviour.

 

In this article, we’ll explore the differences between counter displays and floor displays, their strengths and weaknesses, and how retailers in fashion, home decor, and accessories can use them effectively to increase last-minute sales.

 

Understanding Impulse Purchasing & Customer Behaviour

Impulse purchases are spur of the moment, unplanned buying decisions influenced by product placement, convenience, and perceived value. Studies show that the majority of impulse buys occur when customers are exposed to a product in a strategic location.

 

Key factors that encourage impulse purchases include:

• Visibility & Accessibility – Products that are easy to see and reach are more likely to be purchased.
• Emotional Appeal – Items that spark excitement, curiosity, or urgency (e.g., one-time offers).
• Price Point – Of course, lower-priced items (usually under $20) are more likely to be picked up impulsively.
• Convenience – Generally speaking, products near checkout areas are more likely to be added to a purchase.

 

Both counter displays and floor displays leverage these factors in different ways.

 

What Are Counter Displays?

Counter displays are small, high-visibility product displays positioned at the checkout area. They are designed to take advantage of the brief decision-making window when customers are waiting in line or finalising their purchases.

Types of Counter Displays

• Tiered display units – Great for small packaged goods like beauty products, phone accessories, or snacks.
• Baskets or bins – Ideal for bulk or clearance items.
• Acrylic display stands – Best for jewellery, watches, sunglasses, or compact tech accessories.

Pros of Counter Displays

• High visibility – Customers must pass through the checkout area, increasing exposure.
• Encourages last-minute add-ons – Small, low-cost items are easy to justify.
• Space-efficient – Perfect for stores with limited floor space.

Cons of Counter Displays

• Limited product size & variety – Only suitable for smaller, impulse-friendly products.
• Can lead to clutter – Too many items at the counter can overwhelm customers.

Best Uses for Counter Displays

• Fashion retail: Jewellery, socks, hair accessories.
• Homewares: Scented candles, small kitchen gadgets.
• Tech & accessories: Phone chargers, earphones, keychains.

 

What Are Floor Displays?

Floor displays are freestanding display units placed in high-traffic areas of a store. These are designed to attract customer attention before they reach the checkout, influencing their purchasing decisions earlier in the shopping journey.

Types of Floor Displays

• Freestanding gondolas – Best for showcasing new collections or seasonal products.
• Dump bins – Great for discounted or clearance items.
• Display stands – Used to feature specific brands or high-margin items.
• Tiered Display Pedestals – A versatile and space-efficient option for showcasing feature products. 

Pros of Floor Displays

• Higher product capacity – Can hold a wider variety of products.
• Creates a focal point – Helps draw attention to key products.
• Great for promotions – Works well for seasonal, high-margin, or new products.

Cons of Floor Displays

• Requires more space – Can take up valuable floor area.
• Less immediate visibility – Customers might walk past without engaging.

Best Uses for Floor Displays

• Fashion retail: Seasonal clothing collections, handbags, shoes.
• Homewares: Featured décor, kitchenware, bedding.
• Accessories: Gift sets, premium lifestyle items.

Placement, Height, and Accessibility: What Matters Most?

Regardless of display type, placement, height, and accessibility are crucial to driving impulse sales.

Strategic Placement

• Counter displays should be directly at the checkout or next to the register to capture last-minute decisions.
• Floor displays should be placed in high-traffic areas like entrances, aisle intersections, or near fitting rooms.

Height Considerations

• Counter displays should be at eye level for easy visibility.
• Floor displays should be waist-to-chest height so customers can engage with the product comfortably.

Accessibility & Engagement

• Keep displays uncluttered – Too many products can confuse or overwhelm customers.
• Encourage interaction – Customers should be able to touch and browse the products.

 

Best Practices for Fashion, Homewares, and Accessories Retailers

Fashion Retailers

• Counter Displays: Ideal for small accessories (socks, jewellery, sunglasses). 
• Floor Displays: Great for seasonal collections, mannequins, and curated outfit displays.

Homewares Retailers

• Counter Displays: Best for small décor items, scented candles, or impulse-priced kitchen gadgets.
• Floor Displays: Effective for seasonal home decor (e.g., holiday decorations, themed kitchenware).

Accessories & Lifestyle Retailers

• Counter Displays: Work well for keychains, phone chargers, beauty products.
• Floor Displays: Perfect for handbags, gift sets, or premium items.

 

Conclusion: Which Display Type is Better for Boosting Impulse Purchases?

Both counter displays and floor displays have unique strengths when it comes to driving impulse sales, however, it is more about creating an engaging space.

Final Takeaways

• Counter displays work best for small, high-margin, grab-and-go products and are ideal for encouraging quick last-minute add-ons.
• Floor displays are more effective for seasonal promotions, high-ticket items, and product storytelling, helping customers discover new products before they reach the checkout.
• The most successful retailers use a combination of both, strategically placing impulse items throughout the store to increase customer engagement and sales.

 

Want to maximise impulse sales in your store? Apex Display offers a range of shopfitting solutions designed to create high-impact counter and floor displays. Explore our retail display solutions today!