Downloadable ebook

2025 Profit-Driven Merchandising Handbook

Actionable ideas, strategies and tactics from industry leaders, tech brands and agencies on maximizing profitability and optimizing inventory.

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Who is in it

Ecommerce and merchandising leads at the brands below, and the people who see BFCM play out across hundreds of accounts at the platforms they run on.

Platforms

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Every section, in full. The download is the designed version with the charts and the annotated screenshots.

Loop Returns

Returns do not equal refunds

Returns get filed as a cost centre and left there. Loop's argument is that the filing is the mistake.

Returns do not equal refunds. I know it seems counterintuitive, but stick with me. Returns don't have to be a cost center. Brands can even retain revenue on over half of their returns.

Loop Returns

Robert Boomer, Partner Development Associate, Loop

Treat a return as a second chance at the sale rather than a refund request.
Measure revenue retained on returns, not just return rate.
Give the shopper an exchange path before you give them a refund path.

Sage

Demand forecasting is the merchandising lever nobody pulls

Stock levels and merchandising get run by different people on different calendars. Sage's point is that they are one decision.

When it comes to profit-driven merchandising, demand forecasting is a game-changer. By understanding customer demand patterns and aligning stock levels accordingly, retailers can avoid costly stockouts and excess inventory, boost sales, and keep cash flow in check.

Sage

Sara Sousa, Director of Product Marketing, Sage

Align stock levels to demand patterns before you align collections to stock.
Watch for the stockout that your best-selling sort is actively driving.
Keep cash flow in the merchandising conversation, not just the finance one.

Rise.ai

Peak season needs a defensive strategy

Most peak-season planning is offensive: more traffic, more offers. Rise.ai argues the defensive half is what decides the quarter.

During peak shopping seasons throughout the year, retailers face immense pressure to drive sales while ensuring customer satisfaction. Having a defensive strategy is key.

Rise.ai

Marina Gurevitch, Partnership Manager, Rise.ai

Decide in advance what you will not change once the sale is live.
Plan for the customer-satisfaction cost of a sales push, not just the revenue.
Have the fallback ready before you need it, not during.

Yotpo

Loyalty is a funnel, not a points balance

Yotpo sees brands moving loyalty out of the rewards tab and into the journey itself.

We're seeing more brands think about loyalty as a funnel, designed to guide customers through stages of engagement until they're fully immersed in the brand's universe.

Yotpo

Eli Weiss, VP of Retention Advocacy, Yotpo

Design loyalty as stages of engagement rather than a single enrolment moment.
Match the reward to where the customer actually is in that sequence.
Judge the programme on progression between stages, not on sign-ups.

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Inside True Classic's BFCM strategy

On October 8, 2026, True Classic, Shopify and Kimonix walked a small group of Shopify Plus brands through how True Classic runs BFCM, from discounts to product discovery. Request the free recording to watch the full session.

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