How POS Merchandising Can Increase Bar And Restaurant Sales

In the hospitality sector, every detail counts when it comes to increasing revenue. One often-overlooked area of opportunity is Point of Sale (POS) merchandising, a subtle but powerful strategy to drive impulse purchases and boost your bottom line.

What Is POS Merchandising?

POS merchandising involves placing products or promotions near the checkout or payment area—whether it's a till, bar counter, or digital ordering station. The idea is simple: catch your customer’s eye just as they’re about to pay, and nudge them into making one final purchase they hadn’t planned.

You’ll find POS merchandising everywhere in retail—think chocolate bars and chewing gum by the supermarket tills—but its application in bars and restaurants is just as valuable, if not more so.

Why Impulse Buying Matters

Impulse buying is a psychological phenomenon where customers make unplanned purchases based on emotion, convenience, or environmental cues. In a bar or restaurant setting, this can be incredibly effective. After a few drinks or during a relaxed meal, customers are often more receptive to suggestions and less price-sensitive.

Here’s why that matters for your business:

• Increased Average Spend: Each small additional item—like a dessert, branded shot glass, or promotional cocktail—adds up.

• Higher Margin Sales: POS items are often high-margin, meaning more profit per sale.

• Faster Stock Turnover: Highlighting seasonal or slower-moving products at the POS helps reduce waste and free up inventory.

Practical Examples For Bars And Restaurants

Let’s look at a few real-world examples of POS merchandising you can implement easily:

1. Showcase Limited-Time Offers

Displaying small signs or table tents near the till or bar advertising a “drink of the week” or a “2-for-1 shot offer” can tempt customers into adding something extra at the last moment.

2. Feature Grab-And-Go Items

Pre-packaged snacks, bottled cocktails, or takeaway desserts can be presented at the point of payment, appealing to customers on the go or those looking for a little extra treat to take home.

3. Branded Merchandise

Selling your bar’s branded merchandise—such as T-shirts, mugs, or hats—can not only drive sales but also enhance your brand visibility. Position them close to where customers settle their bill to encourage quick decisions.

4. Gift Cards And Loyalty Cards

These are perfect POS additions. Customers already enjoying your venue may be open to purchasing a gift card for a friend or signing up for a loyalty programme when prompted at checkout.

5. Suggestive Selling By Staff

Train your staff to make subtle suggestions at the point of payment. A simple “Would you like to take a dessert to go?” or “Fancy adding a shot of liqueur to your coffee?” can make a measurable difference.

The Psychology Behind POS Merchandising

To effectively influence impulse buying, it helps to understand the psychology behind it. The key factors that drive POS sales include:

• Convenience: If the product is right there and easy to add, people are more likely to buy it.

• Scarcity: Limited-time offers create a sense of urgency.

• Social Proof: If other customers are seen buying an item, others may follow suit.

• Reward And Indulgence: Especially in hospitality, people are already in a spending mindset and more open to indulgent purchases.

By aligning your POS displays with these triggers, you create a micro-environment where impulse buying becomes natural.

Digital POS And Merchandising

Modern digital POS systems offer even more opportunities. Integrated screens can display promotional images, videos, or upsell prompts. You can programme these systems to automatically suggest complementary items based on what the customer has already ordered. For example, if someone orders a gin and tonic, your POS can prompt staff to suggest a premium garnish upgrade or a second serving at a discounted rate.

Some systems also track customer behaviour and suggest personalised offers—turning your POS into both a marketing tool and a sales booster.

The Best Practices For POS Merchandising

To maximise the effectiveness of POS merchandising in your bar or restaurant, keep these best practices in mind:

• Keep It Clutter-Free: Too many items create confusion and overwhelm.

• Use Eye-Level Displays: People naturally look at items placed at or just below eye level.

• Rotate Regularly: Change your POS displays weekly or monthly to keep them fresh and engaging.

• Measure Results: Use sales data to see what’s working and adjust accordingly.

Mastering Point Of Sale Strategies

POS merchandising is a tried and tested technique that can significantly impact your bar or restaurant's revenue. With a bit of creativity and strategic placement, you can turn everyday customer interactions into profit-generating moments. Whether it’s a simple upsell, a last-minute dessert, or a piece of branded memorabilia, every impulse buy adds to your success.

In an industry where margins can be tight, why leave money on the table? Start optimising your point of sale today—and watch your sales rise, one impulse purchase at a time.