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What Is Cross Merchandising & Why It’s Important In Retail?

As a retailer, you always want to be looking for ways to increase sales and boost your bottom line. One strategy that can help you do this is cross-merchandising. But what is cross merchandising exactly? Learn more about cross-merchandising including how you can use the strategy to increase your sales.

What is Cross Merchandising?

What is cross merchandising? Cross merchandising is a technique used by retailers to encourage customers to purchase complementary items. For example, a grocery store might place a display of summer camping gear near the entrance, next to the picnic supplies. This encourages customers to buy items they may not have originally come into the store to purchase.

By cross selling, you can increase the average sale amount by suggesting or reminding customers of other products they may need.

Retailers need to have a good merchandising strategy that includes intentional product placement and well-designed product displays in order to be successful. This strategy can help boost sales, but it requires careful planning and experimenting.

Cross selling and upselling are one of the best ways for retailers to increase sales and customers’ contentment.

Importance of cross merchandising

Cross-merchandising is when you sell related products together. This can help increase customer’s loyalty to your brand, as well as increase product sales.

Cross merchandising is important because it allows retail businesses to make the most of their physical space. By using visual merchandising techniques, businesses can create an inviting and easy-to-navigate space that encourages customers to make purchases.

Cross-Merchandising – Advertise New Products

One way to increase customer awareness of new products is to cross-merchandise them in high-traffic areas of the store, next to complementary items. This will help grab shoppers’ attention and let them know about exciting new products that they may be interested in.

Core products are the items that a retailer sells consistently throughout the year. These items are usually the retailer’s bread-and-butter, or main products.

Placing new merchandise near your most popular products could help increase awareness of these products. This could potentially lead to an increase in product sales.

Cross Merchandising helps attract new customers

What if we could help you discover products that you never knew you needed? With our cross merchandising, we can do just that! By pleasantly surprising browsers, we can help make your shopping experience even better. So why not give it a try? You may be surprised at what you find!

Point out a need

If you’re buying any intimates from our boudoir, don’t forget your laundry detergent and laundry bags. These essentials will keep your new items in tip-top shape.

Help the customers save time

If you put all of the items a customer needs in one specific area, it can save them time walking around your store looking for those items.

One grocery store is making it easier for their customers to save time by displaying all the items needed to make guac in one place.

The addition of the bag of chips to the display further demonstrates the successful cross-merchandising strategy of the store.

Boost customer loyalty

When your customers can easily navigate your retail location and find what they’re looking for, they are more likely to be loyal to your brand. Happy customers are repeat customers, and loyal customers buy more.

Loyal customers can quickly turn into brand advocates and share news about the company with their network of friends and family.

Cross merchandising helps improve your marketing

Brand marketing and customer service are important aspects of running a successful business. These strategies aim to increase sales and satisfy customers.

By cross merchandising products, you can increase sales and reach your business goals with little investment. By understanding which products are commonly purchased together, you can place these items next to each other and encourage customers to buy more than one item. This technique is an effective way to boost sales and improve customer satisfaction.

Inspire ideas

Help your customers find inspiration for their next project by grouping your products by occasions or experiences.

A home good example would be a store that organizes its products by room, so customers can see themselves using the product in their own homes. Clothing stores, on the other hand, can display a completed look on a model, and next to it, all of the items used to create that look.

Cross merchandising tips and best practices

Cross marketing is a strategy that retailers use to increase sales by pairing items that complement each other together. Each store has its own strategy for this, but it requires research and clever thinking.

There are, however, some general rules you can follow as you develop your own cross-merchandising strategy.

Logical connection between products

When placing products side by side, make sure there is a clear correlation between the items. This will help shoppers understand the rationale behind the product placement and prevent them from becoming distracted or overwhelmed.

Instead of just having your products laid out in a boring, conventional manner, try cross-merchandising products that complement each other.

It’s important to take both customer behavior and the desired behavior into account to create a well-rounded strategy.

Cross Merchandising – Use Fixtures and Displays

Product placement is key to cross marketing. Arrange your product displays so customers can see which items go together.

To implement your cross-merchandising plan, you can display your products using a variety of tools like mannequins and table. By strategically placing these props, you can create a uniform appearance that will draw in customers and increase sales.

Cross Merchandising Strategies – Get Inspired by Other Stores

Research other stores’ cross merchandising strategies to get ideas for your own store. Try to visit a variety of different retail stores to get the most inspiration. Take note of what you like and don’t like about each example, and use that information to help create a unique presentation for your own store.

Promote underperforming products

If you have products that just aren’t flying off the shelves, consider rearranging them. This can help draw more attention to them and remind customers that they might be missing out on something.

If a grocery store wants to increase sales, they should place corn on the cob holders next to the corn. This will remind customers of a need for the product and help them realize its usefulness. If the holders are displayed across the store and out of sight, chances are they will not sell as well.

Sample and demonstrate products

Selling makeup, drinks, and food? Try allowing your customers to sample your products before they buy them.

Create a display that shows off all the products needed to re-create a look, and highlight any products that are complimentary.

You could, for example, have a makeup theme that focuses on achieving a summer simple style. This could include various products, such as a lipstick, a bronzer, and an eyebrow pencil.

Identify shopping patterns and understand your customers

Cross-selling is all about making sure your products work together. To do this, it’s crucial that you understand your customer’s needs. Only then can you put together a cross-selling strategy that really resonates with them.

Gather as much information about your customers as possible, including their buying habits, the quantities of the products they buy, and any notes that may be relevant.

Once you have determined what products your customers want, you can develop plans to help them visualize these products in their home. You can do this with pictures, videos, or actual product displays. This can help you decide which cross merchandising strategies are right for your store and reveal what customers need and want.

Do your research and stay on top of industry trends

To be successful in retail, it’s important to keep up with industry trends. This way, you can anticipate changes in consumer behavior and adapt your merchandising strategy accordingly.

Cross merchandising is a great way to increase sales and encourage customers to try new products. By staying on top of shopping trends, you can ensure that your store is always ahead of the curve.


So, what is cross merchandising?  Cross Merchandising is a retail strategy that involves placing complementary products together.  By displaying items from different product categories together, you can encourage customers to buy more than one item and create a sense of urgency that will keep them coming back for more.