Display case and merchandiser selection for grocery retail

How merchandising and store design teams choose between open-air, glass-door, and custom fixtures without guessing on energy cost.

The problem

Open-air merchandisers move more product but cost more to run. Glass-door cases save energy but slow down impulse purchases. Most stores pick whichever fixture the previous reset used, without re-testing that assumption against the category’s actual shopping behaviour.

When the category, brand presentation, or available space doesn’t fit a standard case format, a custom fixture becomes the right call, but only if that’s identified before the order, not after installation.

At a glance

Who owns this decision:
Merchandising and store design teams

Typical trigger:
A category reset, new store opening, or underperforming sell-through

What usually triggers this evaluation

This decision tends to surface in one of four ways.

A category reset is planned

The category is being re-merchandised and fixture choice is back on the table.

A new store is opening

Fixture plan is being built from scratch for the new format.

Sell-through is underperforming

The current fixture may not be matched to how the category actually shops.

A new supplier program launches

A vendor partnership calls for branded or custom presentation.

Who typically owns this decision

Merchandising or category management drives the decision based on shopping behaviour and sales targets. Store design weighs in on fixture footprint and how it fits the floor plan. Facilities confirms energy and refrigeration capacity can support the choice before it’s finalized.

Where this doesn’t apply

This guide is sized for full-format grocery and supermarket fixtures. It isn’t the right starting point if:

You’re working with a convenience-store footprint, see the dedicated c-store fixture guide instead, the sizing constraints are different
The decision is really about a walk-in door rather than a display fixture, see the walk-in door guide
The category doesn’t require refrigeration at all, this guide focuses on refrigerated and near-refrigerated merchandising

How success is measured

Merchandising teams typically track three things after a fixture change.

Sell-through change

Category sales before and after the fixture change

Energy cost shift

Refrigeration draw versus the previous fixture

Presentation consistency

Branding and signage hold up to category standards

How KCL solves this

KCL starts with the category’s shopping behaviour, not the catalog. PFI InStore builds custom fixtures to brand and space requirements when a standard case doesn’t fit the merchandising plan.

See PFI InStore fixtures