What is Merchandising Planning Process: Elements and Steps in 2025

Staying competitive in retail requires more than just stocking shelves. It calls for a well-structured and data-driven merchandise planning process that aligns customer demand with product availability.

What Is Merchandise Planning?

Merchandise planning is the strategic approach retailers use to plan, buy, and sell merchandise based on anticipated customer demand. The core objective is simple: ensure that the right products are available in the right quantities, at the right time, and in the right place.

Imagine a customer walks into your store looking for a red jacket in size medium. If your merchandise planning is done well, you’ll have that jacket available—no missed sales, no overstock.

The merchandise planning process blends historical data, trend analysis, and strategic foresight to reduce inventory costs, boost sales, and improve the overall customer experience.

Why Merchandise Planning Is Important in Retail

Effective retail merchandise planning helps retailers solve some of the most critical challenges in the industry:

1. Avoiding Inventory Imbalance

Without solid planning, businesses risk overstocking slow-moving items or understocking bestsellers. Overstock ties up capital and increases storage costs, while understock leads to lost sales and customer dissatisfaction.

2. Optimizing Cash Flow

An effective merchandising planning process ensures capital isn’t unnecessarily tied up in unsold inventory, improving liquidity and operational flexibility.

3. Increasing Profit Margins

Strategic buying based on demand forecasting helps minimize markdowns and reduce wastage, directly impacting the bottom line.

4. Enhancing Customer Satisfaction

By consistently meeting demand, you ensure shoppers leave happy, increasing brand loyalty and return visits.

5. Aligning Product Assortment With Market Needs

Merchandise planning ensures your offerings match market trends and customer preferences, keeping your assortment fresh, relevant, and competitive.

5 Key Components of the Merchandise Planning Process

Successful merchandise planning hinges on a framework of interconnected components. Here are the five essential pillars of any effective merchandising planning strategy:

1. Data Analysis

At the heart of retail merchandise planning is robust data analysis. This involves studying past sales, market trends, and customer behavior to forecast future demand accurately.

2. Objective Setting

Your merchandise plan needs clear, measurable goals to guide inventory decisions. These objectives might include:

• Revenue and profit targets
• Inventory turnover rates
• Gross margin goals
• Customer acquisition and retention KPIs

Setting quantifiable goals ensures every aspect of the merchandising plan aligns with broader business objectives.

3. Assortment Planning

Assortment planning means selecting the right combination of products, sizes, colors, and styles that match seasonal or regional demand. It’s about tailoring your inventory to meet specific customer expectations.

During the holiday season, for instance, gift-related merchandise should take center stage in your product lineup.

4. Space Planning

Whether in-store or online, space planning determines how merchandise is displayed to maximize visibility and encourage purchases. Key considerations include:

• Highlighting bestsellers
• Grouping related items
• Creating seasonal displays
• Optimizing layout for easy navigation

Space planning isn’t just about aesthetics; it boosts sales and improves inventory turnover.

5. Inventory Management

Maintaining accurate stock levels across all platforms—including stores, e-commerce, and marketplaces—is crucial.

How to Develop the Merchandise Planning Process Correctly

Creating an efficient merchandising plan involves three critical phases:

Step 1: Post-Season Analysis

This phase involves evaluating past performance to understand what worked and what didn’t. A thorough post-season analysis should cover:

• Sales by item, category, and store
• Inventory levels
• Planned vs. actual performance
• Internal and external factors impacting results

Understanding historical data with context enables smarter decision-making for upcoming seasons.

Step 2: Pre-Season Planning

Using insights from post-season analysis, you create a forward-looking merchandise plan that aligns with business goals. This includes:

• Forecasting demand for new products
• Collaborating with sales, marketing, and supply chain teams
• Planning for promotions and peak seasons
• Setting budgets and purchasing schedules

Also, consider the impact of new sales channels like social commerce or wholesale. Where historical data is lacking, use industry benchmarks and competitor analysis.

Don’t forget contingency plans: manage overstock with flash sales or secondary markets, and consider dropshipping when stock runs low.

Step 3: In-Season Management

In-season adjustments ensure your merchandise strategy stays aligned with real-time market conditions.

Advanced Strategies for Merchandise Financial Planning

Beyond core components, successful merchandise financial planning involves:

• Market Analysis: Stay ahead by analyzing competitor activity, consumer trends, and demographic shifts.
• Dynamic Pricing Strategies: Adjust prices in real-time based on inventory levels and market demand.
• Supply Chain Coordination: Integrate procurement, warehousing, and logistics for seamless stock flow.
• Omnichannel Integration: Ensure pricing and inventory are consistent across physical stores, websites, and marketplaces.

Optimize Your Merchandise Planning with PlanoHero

Efficient space and product placement can make or break your merchandising plan. That’s where PlanoHero comes in. This powerful service helps you streamline planogram creation, automate shelf space management, and visualize product layouts. With PlanoHero, your store displays will not only look professional but also perform at peak efficiency.

The merchandising planning process is no longer optional—it’s a necessity for any retailer aiming to thrive in a competitive marketplace. By mastering each phase of the merchandise planning process—from data analysis to in-season adjustment—you can ensure product availability, optimize cash flow, and maximize profitability.

Whether you're managing a boutique or a chain of stores, a well-executed merchandising plan will set the foundation for sustainable growth. Use the PlanoHero planning system to stay agile, responsive, and in tune with your customers.