Cross Merchandising

Cross Merchandising

Cross Merchandising Jonathan Poland

Cross merchandising is a retail strategy that involves placing related or complementary products in close proximity to each other in order to encourage customers to purchase multiple items. This can be done both in-store and online.

For example, a retailer might place a display of barbecue grills near the outdoor furniture section, or a display of swimsuits near the beach towels. The goal of cross merchandising is to present products in a way that makes them more appealing and encourages customers to add additional items to their purchase.

Cross merchandising can be effective in increasing sales and revenue for retailers. By placing related products together, retailers can create a cohesive shopping experience and make it easier for customers to find everything they need in one place. Cross merchandising can also help retailers to make use of underutilized space, such as corners or end caps, by creating a visually appealing display that draws customers in.

However, it is important for retailers to be mindful of the placement of items and ensure that the products being cross merchandised are relevant and complementary. Otherwise, the strategy may be ineffective or even confusing for customers.

In addition to in-store cross merchandising, retailers can also use cross merchandising techniques online, such as through product recommendations or upselling techniques. By presenting related or complementary products to customers during the online checkout process, retailers can encourage customers to add additional items to their purchase. Overall, cross merchandising can be a valuable strategy for retailers looking to increase sales and improve the shopping experience for their customers.

Here are some examples of cross merchandising:

  1. A grocery store placing bags of chips near the dips and spreads section.
  2. A clothing store placing a display of belts near the shoes section.
  3. A bookstore placing a display of travel guides near the luggage section.
  4. An electronics store placing a display of phone cases near the phone section.
  5. An online retailer recommending related or complementary products to customers during the checkout process, such as headphones to go with a new phone or a protective case for a new tablet.
  6. A home improvement store placing a display of gardening tools near the seeds and plants section.
  7. A toy store placing a display of board games near the puzzle section.
  8. A sporting goods store placing a display of water bottles near the fitness equipment section.
Learn More
Knowledge Value Jonathan Poland

Knowledge Value

Knowledge value is the value that is derived from knowledge, skills, and information. It can be a measure of the…

Compliance Risk Jonathan Poland

Compliance Risk

Compliance risk refers to the risk that an organization may face as a result of not complying with laws, regulations,…

Progress Trap Jonathan Poland

Progress Trap

A progress trap is a situation where a new technology, which has the potential to improve life, ends up causing harm due to a lack of risk management.

Attention Economics Jonathan Poland

Attention Economics

Attention economics is a field of study that focuses on the value of human attention as a limited and highly…

Sales Pipeline Jonathan Poland

Sales Pipeline

A sales pipeline is a visual representation of the sales process, from the initial contact with a potential customer to…

Business Capability Jonathan Poland

Business Capability

A business capability is a broad term that refers to the things that a business is able to do or…

Risk Impact Jonathan Poland

Risk Impact

Risk impact refers to the potential consequences or losses that an organization or individual may incur as a result of…

Opportunity Cost Jonathan Poland

Opportunity Cost

Opportunity cost is the value of the next best alternative that is given up as a result of making a…

Perceived Value Jonathan Poland

Perceived Value

Perceived value is the subjective worth that a customer assigns to a product or service based on their own personal…

Search →
content database

Search my thinking on business, finance,
and the capital markets or start below

Internet of Things Jonathan Poland

Internet of Things

The Internet of things describes physical objects with sensors, processing ability, software, and other technologies that connect and exchange data with other devices and systems over the Internet or communication networks.

Process Efficiency Jonathan Poland

Process Efficiency

Process efficiency refers to the effectiveness of a process in achieving its intended outcomes, while minimizing waste and inefficiency. A…

Change Management Metrics Jonathan Poland

Change Management Metrics

Change management metrics are quantitative measures used to evaluate the effectiveness of change management practices within an organization. These measures…

Procurement Jonathan Poland


Procurement is the process of acquiring goods or services from external vendors or suppliers. It is an essential part of…

Brand Switching Jonathan Poland

Brand Switching

Brand switching refers to the act of a customer switching from a brand that they were previously loyal to, to…

Tactical Planning Jonathan Poland

Tactical Planning

Tactical planning is the process of developing specific strategies and actions to achieve the objectives of an organization. It involves…

Decision Automation Jonathan Poland

Decision Automation

Decision automation refers to the use of technology to automate the process of making decisions. This can be done through…

Negotiation Tactics Jonathan Poland

Negotiation Tactics

Negotiation tactics are strategies and techniques used in the process of negotiation to help achieve an individual or group’s objectives.…

Prototyping Jonathan Poland


A prototype is a preliminary version of something that is used to test and refine an idea, design, process, technology,…