Merchandising & Variety

The original HSTB retailer program described merchandising as techniques to improve gross profits and offer value to the consumer. It described variety as a key to sales and profits.

Give the customer reasons to buy

One customer may want a premium steak. Another wants a family-value package. Another needs a small roast. Another wants a whole primal for the freezer.

Variety does not mean clutter

A strong assortment should make the case easier to shop, not harder. Customers should be able to see meaningful differences in cut, size, price, package quantity and intended use.

Merchandise more than the famous cuts

The HSTB video archive includes retailer demonstrations on top round, sirloin tip knuckle, export rib, boneless chuck roll, shoulder clod and bottom round flat—evidence that the retailer side of the program focused on using larger cuts intelligently.

Help customers understand value

A lower-priced cut does not have to mean a lower-quality meal. Sometimes it simply requires a different cooking method. That is where merchandising and butcher knowledge work together.

Position matters

Where the product appears can matter almost as much as what the product is. The customer shops with their eyes first.