How do I check the shelf layout and category mix of a specialty grocer?

Start as a customer would. Enter, notice what draws the eye, and find three or four things you might buy. Is the path clear? Are the premium items at eye level? Do the shelves look full, tired or cluttered? A layout that makes sense to you in a few minutes usually does to shoppers too.

Next, ask for sales by category and compare them with the space each takes. A section that gets generous room but little of the sales is a candidate for change, while a small, fast-moving one may deserve more. Ask how new products are introduced, who chooses them and which suppliers push for shelf space.

Look at the equipment: shelving, coolers, freezers, baskets, signs and lighting. Note anything broken, worn or likely to be replaced soon. Ask what the owner would change with more room or money. Finally, picture your own plans. If you want to change the mix, ask whether the space and fixtures allow it, and how regular customers might react. Take photographs of each aisle with the seller’s permission, so you can study the layout again at home and compare it with the sales figures. Ask how often the owner resets the shelves, and who decides.

Key takeaways

• Walk the store as a shopper before you walk it as an owner.
• Compare the space each category takes with its sales.
• Note the condition of shelving, coolers and lighting.
• Think about how regulars would react to changes you plan.