Maximising Spend Per Visitor: Smart Merchandising Tactics That Work
In visitor attraction retail, the real goal isn’t just footfall; it’s meaningful spend per visitor. But with limited space and shifting consumer habits, how do you encourage higher-value purchases without overwhelming your shop or overstocking shelves?
At The Souvenir Collection, we work with leading attractions across the UK to create product strategies that drive revenue while enhancing the visitor experience. Here are some proven tactics that help increase basket size cleverly, not cluttered.
1. Build a Product Ladder
A strong retail range includes something for everyone but not everything for everyone. By building a well-balanced product ladder, you create multiple entry points for spending:
- Entry-level (under £5) – Think postcards, stickers, and keyrings perfect for casual browsers and families.
- Mid-range (£5–£20) – Tote bags, notebooks, mugs. These often make up the majority of sales volume.
- Premium (£20+)– Framed prints, exclusive collaborations, limited-edition pieces. Ideal for those seeking a keepsake or gift.
🛒 Tip: Use signage and display to subtly guide shoppers up the ladder. Bundle pricing (e.g., 3 for £10) also encourages multi-item purchasing without adding clutter.
2. Curate, Don’t Cram
Too much choice can cause decision fatigue. Research shows that when customers are overwhelmed, they’re less likely to buy at all. Instead of filling every available surface, focus on a tightly curated selection that tells a clear story.
- Rotate seasonal products regularly
- Spotlight best-sellers or staff picks
- Group items by theme or experience (e.g., “Nature Trail Essentials” or “Museum Highlights”)
🛍️ Tip: Space = value. Giving products room to breathe elevates their perceived worth and helps them stand out.
3. Create Add-On Opportunities at Key Points
Small, low-cost products placed near the till or exit areas are a classic and effective way to prompt last-minute purchases.
- Think enamel pins, chocolate bars, mini prints, or stationery
- Use small signage like “The perfect extra” or “Don’t forget this!”
📈 Insight: Cross-selling with signage (“Pair with our best-selling water bottle!”) can lift sales of both entry-level and higher-ticket items.
4. Use Design-Led Bundles
Bundling related products not only makes shopping easier, it increases the average order value while simplifying stock presentation.
Example bundles:
- Notebook + pencil + tote
- Mug + coaster set
- Kids’ activity pack with stickers and trail map
🎁 Tip: Branded gift boxes or eco-friendly wrap add perceived value without requiring major new product lines.
5. Promote Limited Editions and Seasonal Drops
Products tied to a moment, an exhibition, an anniversary, or a season naturally create urgency. Visitors know they can’t come back and pick it up later.
- Create time-limited ranges with print-on-demand (zero risk, zero stock holding)
- Use shelf signage or social media to reinforce scarcity (“Available until Easter weekend only”)
🗓️ Case in Point: Attractions using our sister company, Merchr to launch seasonal collections have seen strong uptake, especially when personalisation is included.
6. Educate Through Story
Products with a backstory often justify a higher price point and help visitors connect more deeply with the item.
- Include product tags with design inspiration or production info
- Highlight sustainable materials or artist collaborations
- Train staff to share quick talking points (“This print is based on the ceiling of our oldest gallery”)
🧠 Stat: Shoppers are 22x more likely to remember information when it’s shared as a story, not a spec.
7. Reduce Risk
Traditional retail models often rely on high minimum order quantities that tie up cash and limit product variety. At The Souvenir Collection, we do things differently. Our minimum order quantities start as low as 10 units per design, allowing you to test new products, rotate themes, and respond to trends without the burden of overstocking.
This means you can:
Try more variations without overcommitting
Introduce exclusive items for events or exhibitions
Keep your retail space dynamic and ever-evolving
Final Thought: Focus on Flow, Not Volume
Maximising spend per visitor isn’t about adding more products; it’s about refining the journey. A shop that’s carefully planned, emotionally engaging, and well-balanced in its price points will naturally encourage visitors to buy more and leave feeling good about it.
Need help shaping your retail range? Get in touch 👉 https://thesouvenircollection.com/contact/
