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Walk into Game in Joburg’s Fourways Mall, and you’re immediately struck by the number of heaters and blankets packed in neat rows under a “how to beat winter blues” banner. It’s an impressive display — and carefully positioned to anticipate the direction shoppers will take through the store.

These promotional items on Game’s “racetrack” and “gondola ends” — the main thoroughfare of the store and shelf ends — account for 10% of sales, says group CEO Mitchell Slape, slipping into the lingo of US parent company Walmart. “The general rule in a Walmart store or Game store is that we sell 90% of our product off the side-counter.”..

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