Let’s talk stale product lines, trend-chasing, and why your top seller from 2017 might need to be gently escorted off the table

So sales are slowing. Your top product — the one that used to fly off the table — is suddenly collecting dust next to your QR code sign. Your gut reaction? Must be the economy.

Except… the booth next to you is selling out of earrings like it’s a Black Friday flash sale.

Here’s the truth: it’s probably not the economy.

It might be your product. Or more specifically — your product line hasn’t evolved with your customer.

And before you clutch your 2017 soap scent like a security blanket and whisper, “But it used to sell so well,” let’s break this down with love, strategy, and real-world fixes.

1. Your Bestsellers Might Be... Boring Now

Not to be harsh, but customer tastes change. Just like you don’t still wear chevron leggings and post filtered brunch pics with the Valencia filter, your buyers may have moved on.

What was exciting five years ago might be expected now. And in retail, “expected” = overlooked.

Check Yourself:

• Is this product still relevant?

• Is it aligned with current trends or customer values (natural, minimal, refillable, etc.)?

• Do you even get excited talking about it anymore?

If it feels more like checking a box than creating something you’re proud of, your customers can feel that energy too.

2. Trends Aren’t Everything (But They Matter a Little)

No, you don’t have to become a trend-chasing machine. But you do need to keep a pulse on what’s happening in your niche.

Customers are influenced by what they see on social, in stores, and online. If you’re still selling lavender-mint soap while everyone’s into mushroom packaging, ritual-based routines, or bright neon dopamine decor, you might be unintentionally blending into the background.

What to Try:

• Offer a limited-edition scent, colorway, or design based on seasonal trends

• Reimagine your bestseller — same formula, fresh packaging or name

• Ask your Instagram audience what they want more of

Example: A ceramic artist stopped selling mugs in earthy neutrals after a year of slow sales. She added a collection in muted pastels and hand-painted flowers and — boom — she sold out in one weekend. Same skill. Fresh vibe.

3. Your Display Is Working Against You

Sometimes it’s not the product, it’s the way you’re showing it.

That soap bar or necklace might still have magic, but if it’s sitting in the same basket with a faded chalkboard sign from 2021, your customer is skipping it. Why? It looks like old inventory. Even if it’s not.

Refresh Your Setup:

• Move your bestseller to the center or at eye level

• Create a sign: “Our All-Time Favorite” or “Over 5,000 Sold!”

• Pair it with something new to make it feel fresh again

Perception matters. Even great products need the occasional booth glow-up.

4. Your Repeat Customers Already Have It

Your bestseller may have done its job. It sold like crazy. You restocked it like a hero. But now — your repeat customers already own it.

Your move: Give them the next thing.

Action steps:

• Create a product that complements your bestseller (ex: pair your candle with a match striker or mini snuffer)

• Offer a bundle upgrade with a new scent, variant, or finish

• Retire the bestseller and bring it back as a “throwback” in 6 months for hype

This keeps your loyal customers engaged without relying on a product that’s lost its spark.

5. You’re Emotionally Attached, But Data Doesn’t Lie

We all have that one product that means something to us. The one we first sold, the one that “put us on the map,” the one we swear people used to love.

But if it’s been three markets and no one’s touched it... it’s time for a reality check.

Do this today:

• Look at your last 5 events

• Write down how many units of your bestseller sold

• Ask yourself: “If this was a new product, would I keep bringing it?”

If not, consider pulling it — even temporarily. You can love something and still let it go.

Final Thoughts: It’s Not You. It’s the Shelf Life.

Bestsellers aren’t forever. They’re meant to carry you through seasons, not define your entire brand forever and ever amen.

There’s no shame in retiring a past hit. It’s a sign that you’re growing, adapting, and staying present with your customers.

Don’t keep products around out of fear or nostalgia. Keep what works now — and be willing to test, tweak, and play again. That’s how you stay relevant and keep your booth feeling fresh.

Let go of what was hot in 2017. Your business deserves 2024 energy.

Need help updating your display or reworking your product mix? We’ve got merchandising guides and booth layouts that help your best stuff stand out (even if it’s new best stuff). Let's bring the energy back — one display refresh at a time.