Cross-Merchandising Tips For Retail Stores and Businesses

If you aren’t cross merchandising different products in your retail store, you’re missing out on one of the easiest ways to boost your sales/revenue. Cross merchandising refers to the practice of displaying two more groups or types of products together. Instead of displaying a single dress on a mannequin, for instance, an apparel store could display a dress, high-heeled shoes, jewelry, handbags, and other related accessories.

Cross merchandising products can be grouped based on a wide range of criteria. Some store owners group their products based on the demographic of the respective target audience, while others group their products based on interest. An example of grouping products together based on interest would be a retail store placing DVD movies and popcorn together. Since so many people enjoy popcorn while watching movies, this form of cross merchandising would prove highly effective at attracting sales.

There are a number of reasons why retail store owners should cross merchandise different products together, one of which is its ability to trigger impulse purchases. A shopper may visit the store with the intention of buying a single garment. Upon seeing other items grouped with it, however, he or she may choose to buy several products. So even if the shopper didn’t intend to purchase the second item, the cross-merchandising display may entice him or her to make the purchase.

Tips For Effective Cross Merchandising:

• Think about who’s going to buy the primary product and choose secondary products that appeal to this demographic.
• An effective cross-merchandising display should follow some level of cohesion (e.g. don’t display swimwear with outerwear).
• If a particular cross-merchandising display isn’t working, change some of its elements to see what works and what doesn’t.
• Invest in store fixtures to properly display your cross-merchandised products. The right fixtures can make a world of difference in your store’s displays, drawing greater attention from shoppers.
• Implement high-illumination lighting fixtures to draw more attention to your product displays. Track lighting, standing floor lamps, and overhead fixtures are just a few ideas to consider.
• If a product is drawing near its expiration date, try cross merchandising it with other products to move it faster.
• Use cross merchandising to promote a better shopping experience for your customers.

If you have any questions at all about cross merchandising, please give us a call at 800.241.6897 or email us at /contact-us/.