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Handbook 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
1Treat a return as a second chance at the sale rather than a refund request.
2Measure revenue retained on returns, not just return rate.
3Give 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
1Align stock levels to demand patterns before you align collections to stock.
2Watch for the stockout that your best-selling sort is actively driving.
3Keep 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.
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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
1Decide in advance what you will not change once the sale is live.
2Plan for the customer-satisfaction cost of a sales push, not just the revenue.
3Have 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
1Design loyalty as stages of engagement rather than a single enrolment moment.
2Match the reward to where the customer actually is in that sequence.
3Judge the programme on progression between stages, not on sign-ups.
While you wait
Some of these contributors are doing it live
Our BFCM workshop puts True Classic and Shopify in a room with a small group of Shopify Plus brands, with the floor open for your own catalog. Limited seats available.
