Despite millions of dollars spent on grocery store remodels each year, the expected sales boosts often fail to materialize. Why? The answer lies in the industry’s ongoing neglect of one of the most profitable areas of the store: the Center Store.
I want to challenge traditional remodeling priorities, explore why the center store remains overlooked, and highlight a powerful yet underutilized solution — retail shelf lighting — that can transform shopper experience and profitability.
Center Store Is the Backbone of a Grocery Store’s Profitability
Most people think of the perimeter as the most profitable, which is probably why the Center Store is often treated as an afterthought in grocery store remodels. But the data tells a different story. The top category for grocery sales is General Food, which is in the Center Store — not the perimeter.
While the fresh departments along the perimeter attract foot traffic, it’s the center aisles that generate the highest sales per minute shopped and drive the most revenue. Yet, retailers continue to prioritize aesthetic and operational upgrades over solutions that actually enhance the shopper experience in these critical aisles.
The numbers speak for themselves.
The Center Store Contributes More than Half of Total Sales
Despite shoppers spending only 36% of their time in the center store, the Center Store accounts for 52.8% of total sales — over half of a grocery store’s revenue.
Sales per Minute Shopped Are 35% Higher in the Center Store
Every minute a shopper spends in the center store generates significantly more sales than a minute spent in the perimeter. Yet, traditional remodels continue to invest heavily in perimeter departments while leaving the center store outdated and uninspiring.
Extending Trip Time by Just 3 Minutes Can Increase Sales by 10%
Encouraging shoppers to engage with center aisles for just three extra minutes leads to a 10% sales increase. This highlights the opportunity for retailers to rethink how they design and light these spaces to increase dwell time.
Boosting Sales per Trip by $11.28 with Small Changes
Strategic improvements, particularly in visibility and layout, can drive higher basket sizes and increase overall sales per visit by $11.28.
Misplaced Remodeling Priorities
These figures confirm what many retailers overlook: Remodeling strategies that neglect the Center Store fail to maximize profitability. When grocery stores plan remodels, the focus tends to fall on aesthetics — floors, shelving, and fixtures — or operational efficiencies like labor costs and supply chain improvements. While these upgrades may improve back-end performance or give the store a polished look, they rarely enhance the shopper experience where it matters most: center store, at the shelf.
Many stores invest in premium flooring or upgraded shelving without addressing how these changes impact product visibility or customer interaction. Meanwhile, the lighting — arguably the most cost-effective way to improve both experience and sales — is overlooked entirely.
Instead of focusing solely on flooring, shelving, and signage, grocers should prioritize upgrades that influence shopper behavior — starting with lighting. According to Mood Media’s 2019 Global Stats ebook, 90% of shoppers are more likely to select a store if the smell, music, and lighting create an enjoyable atmosphere. Most shoppers will also stay longer in a store if they enjoy its atmosphere and sensorial elements.
By enhancing product visibility and creating a more engaging experience, lighting can help retailers capture the full revenue potential of the Center Store. It’s a high-impact investment that delivers results at a fraction of the cost of other remodel expenditures.
We recently recognized some retailers doing amazing things with their center store lighting, including Big Y, Giant, and Tops, in our 2024 Retailer of the Year Awards. Lighting makes products across the entire store look more appealing, from organics to wine to health and beauty.
Their results make it clear: The center store is not just a necessity — it’s the engine of grocery profitability. The retailers who recognize and invest in it will be the ones who see long-term success.
The Last Few Inches Matter: The Case for Lighting
Here’s the reality: The last few inches of shelf space are where profit margins are made or lost. Lighting plays a critical role in transforming the shopper experience in these areas. Shelf-edge lighting not only makes products more visible but also creates an inviting atmosphere that increases dwell time and basket size. And if you can influence shoppers to buy one more item per trip, your Center Store sales would increase by 7%.
At a fraction of the cost of flooring or new fixtures, lighting upgrades have consistently delivered strong ROI. Retailers that prioritize shelf-edge lighting often see increases in sales and improved shopper satisfaction — without the need for massive capital investments.
Watch this video for more on why lighting is important for retail success.
Lighting also offers versatility. Solutions can be tailored to fit any shelving or display system, whether it’s wire racks, pegged shelves, or sheet metal. This means grocers don’t need to replace their entire infrastructure to see results.
And — most importantly — they don’t need to shut down the store to install the lighting, meaning they can continue to be open for business while upgrading their store’s experience.
Why Retailers Need to Rethink Remodels
The grocery industry’s tendency to prioritize expensive, surface-level upgrades while neglecting the shopper-facing details leaves millions of dollars on the table. To truly capitalize on a remodel’s potential, grocers should rethink their approach:
- Start with the Shopper Experience: Focus on how changes will directly impact customers, particularly in areas like the center store.
- Invest in Lighting: Make lighting a priority — it’s one of the most effective and affordable ways to enhance product visibility and drive sales.
- Avoid the Perimeter Trap: Balance the appeal of fresh departments with the functionality and profitability of center aisles.
Illuminate Your Profits
Grocery remodels don’t have to fail. By shifting the focus to high-impact, cost-effective solutions like shelf edge lighting, retailers can enhance shopper experience, boost center store profitability, and deliver the ROI they’ve been missing.
If you’re ready to unlock the hidden potential of your store, schedule a consultation with Lighting for Impact today. Let us show you how strategic lighting can transform your space — without breaking your budget.
Get our infographic on the Science Behind Center Store Sales, or contact us to get a custom lighting demo.
