Mix It Up and Make It Easier for Customers to Buy More

Ideal for resellers with a broad yet related product range, cross-merchandising, or “solution selling,” can help customers realize the value in product relationships and compel them to purchase add-on items. Arrange primary-demand and complementary products together in order to offer customers a single source for purchase, installation and enjoyment. For example, a cross-merchandised “mobile computing” display might feature backpacks and briefcases, power adapters, lap desks, Web cameras and other peripherals with signage that expresses a portability theme. Other simple cross-merchandising techniques can be equally effective. Include mouse pads near mouse displays, set graphics tablets along with keyboards, and present assorted cables alongside USB peripherals. Once customers have decided to buy, cross-merchandising encourages and suggests incremental sales. Try it in several departments with different product lines and observe how customers and revenue respond to these subtle retail cues with little additional reseller effort and cost.

MANHATTAN Retail Tips:

• Keep cross-mixed displays in high-traffic areas and focused on specific scenarios using sufficient quantities of primary-demand and impulse items to make an impact

• Coordinated cross-merchandised interior and window displays increase visibility, attract customers and boost sales – try seasonal, holiday and other motifs and quickly replace when no longer relevant

• Use larger items within product lines as props for smaller items

• Cross-merchandised displays can be effective near store entrances, sales and service desks and waiting areas to satisfy immediate needs or support promotions

MANHATTAN is a leading global provider of single-source personal computing solutions protected with a lifetime warranty for work, home and mobile venues. For our full line of Components, Peripherals, Cables and Accessories, visit www.manhattan-products.com.