What to Look for in a Merchandising Partner

When it comes to driving revenue at the shelf, few decisions are as important as choosing the right merchandising partner. The best products and marketing plans can fall flat without flawless in-store execution. Whether you're a national retailer, CPG brand, wholesaler, or distributor, a dependable merchandising partner is your front line in delivering results where it matters most: inside the store.

So how do you separate the contenders from the pretenders? Here are the key traits and capabilities to look for:

1. Proven Execution Track Record

Look for a partner that can show—not just tell—you their success rate. Industry averages for execution hover around 85%, but the best-in-class partners hit above 99% job completion. Ask for data, recent performance metrics, and proof of execution from previous projects.

2. Real-Time Reporting and Transparency

If you can’t see what’s happening in the store, you can’t manage it. The right partner will offer technology that gives you real-time visibility—before-and-after photos, task verification, timestamps, and dashboards that track performance across every store and region. Look for proprietary platforms like our InStore Reporter, which delivers comprehensive execution data in real-time.

3. Billing Tied to Verified Work

Too many providers bill automatically, whether or not the job was completed properly. Choose a partner who won’t invoice you until every job is verified and approved. It’s one of the clearest signals that they stand behind their work.

4. Skilled, Reliable Labor

Execution requires more than just warm bodies. Your partner should assign skilled merchandisers matched to your specific project type, whether it’s a category reset, fixture install, or seasonal promotion. Avoid companies that rely on temporary staffing or third-party contractors with minimal training.

5. Quality Control You Can Trust

Ask about their quality assurance process. Do they use in-house auditors? Do they rely on the honor system? A true partner invests in accountability—auditing their own work before it ever reaches your inbox.

6. Scalability and National Reach

Whether you have 10 stores or 10,000, your partner should be able to scale with you. Look for national coverage, regional specialization, and the ability to ramp up quickly during high-demand periods like new product launches or seasonal resets.

7. Strong Communication and Customer Support

Responsiveness matters. The best merchandising firms provide direct access to account specialists, not a generic 800 number. You should feel like a partner, not a number in a queue.

8. Experience Across Verticals

Has the company worked with top retailers, CPG brands, or wholesalers? Can they handle complex execution environments, compliance requirements, and multiple store formats? Experience translates to smoother execution and fewer surprises.

9. Advanced Reporting Software

Does your merchandising partner provide custom software for execution tracking? Platforms like InStore Reporter deliver store-level visibility, real-time photo validation, and performance analytics that empower your team to make smarter decisions, faster.

Final Thoughts

Choosing a merchandising partner isn’t just a procurement decision—it’s a strategic investment in execution, visibility, and sales performance. Vet your options carefully, and prioritize partners who prove they can deliver, not just promise it.

Need help evaluating your current merchandising setup or exploring a better alternative?

The InStore Group is happy to provide a free execution audit and walk you through how our 99.7% verified execution rate is helping retailers and brands avoid costly mistakes.