I see many stores lose sales because they place related items far apart, so shoppers miss an easy add-on. This post shows a simple fix I use every day.

Cross-merchandising mixes two or more related products in one display so shoppers link them in a second and buy both, which raises basket value fast.

When people understand the link between items they stay, explore, and buy more. Keep reading and I will share the steps I follow on my own factory floor.

What is cross merchandising in retail?

Some shoppers enter with one need in mind, yet they leave with more if I guide them. Cross merchandising is my way to guide them and it works in any aisle.

Cross merchandising means putting complementary products together so a single glance sparks a combined need and boosts sales without extra floor space.

How cross merchandising¹ creates instant value

I learned this while making cardboard stands for fishing gear. I placed lures next to portable coolers on one pop-up rack. Anglers saw the whole trip in that one sight line. The lift was 23 % in a week. Each display must show a mini-story: Need, Tool, Reward. Use strong color contrast so each item stands out yet still belongs. Add one clear headline at eye level. At my Popdisplay plant we print that headline first, then leave white space around it. White space stops visual noise³, so eyes focus. Cross merchandising is not a random pile; it is a planned scene that answers “What else do I need right now?” Put the answer right under the main item, never above. Shoppers read top down; let them confirm the primary item then find the add-on. Finally, test in small batches. I ship ten trial units before mass production. We track scan data, adjust shelf clips if reach is poor, then roll out 5 000 units only after proof.

How can cross merchandising be demonstrated most effectively?

I run three lines in Guangzhou. Every trial display must work in the first three seconds or I scrap it.

Best practice is a single-theme display at eye level, with one call-to-action and real-life props that show how the products fit together.

Building an effective demo step by step

1. One purpose per display

Pick a job, such as “quick breakfast⁴.” Show cereal, travel mug, and vitamin packs. No extra items.

2. Eye level wins

Adult eye level averages 140 cm. I design hook slots at that height. Kids’ categories drop to 100 cm.

3. Use motion or light

A slow LED pulse⁵ grabs eyes without blinding them. Framer Motion works online; a gentle blink works in real life.

I once created a hunting-gear tower for Barnett Outdoors. We glued a mini target board on the side so archers could knock it. The prop told the story better than words. Sales staff needed no script. The show did the talking. Always keep demos under two minutes⁶; any longer and shoppers move on. Track time by watching five strangers interact. Average their engagement, then cut anything that drags.

What is the process of merchandising in retail?

When a client places an order I follow a strict path: idea, sketch, prototype, test, roll out. Stores need the same.

Retail merchandising moves from market study, to planogram, to display build, to launch, with review loops at every stage.

My five-step flow

1. Research – Check sales data, talk to frontline staff, watch foot traffic video.
2. Design – Create planogram. Use simple boxes in PowerPoint first.
3. Prototype – Build one cardboard unit. Drop weights to test 20 kg stress.
4. Pilot – Place in one store for seven days. Log units sold per hour.
5. Roll-out – Scale to chain stores. Ship flat, assemble in under five minutes.

Each loop cuts risk. If colors fade under LED lights, we swap inks before run. If setup time exceeds three minutes, we pre-fold more joins. Small tweaks here save thousands later. Many retailers skip review and jump to roll-out. They pay twice when they recall poor units. Stick to the loop, and the final floor set almost never fails.

What display techniques are used in visual merchandising?

I grew up walking wet markets, where sellers shout and pile goods high. In modern stores I need a calmer voice but still strong visuals.

Key techniques include color blocking, vertical alignment, storytelling layers, seasonal themes, and sensory triggers like touch zones.

Top methods that work on cardboard displays

Color blocking⁸

Group by hue so the shopper’s brain sees order. We print solid background panels to aid this, not just the product boxes.

Vertical alignment⁹

Heavy items low, light items high. This is safer and keeps sight lines clean.

Storytelling layers¹⁰

Put hero product front, accessories behind. Depth makes the eye travel and counts as engagement.

We once added a rubber-coated grip sample to a crossbow stand. Hunters touched it and felt real weight. Conversion jumped. Touch turns browsers into buyers. Use clear “Feel here” text, no jargon.

How can stores communicate effectively with customers through merchandising and displays?

A display is silent until I give it a voice. Words, colors, and layout speak when staff cannot.

Clear benefits, simple icons, consistent colors, and honest props speak faster than staff and cut confusion at shelf.

Practical communication tips

Use benefit language¹¹

Say “Stays cold for 12 h,” not “High insulation factor.” Buyers want outcome, not spec.

Icons over text

Three small icons beat a long paragraph. I print a snowflake, a timer, and a cup to show cold retention.

Consistent brand cues

Barnett uses deep green and orange. I match those Pantones on every batch. Consistency builds recall.

Failure often comes from clutter. I once squeezed six messages on a single shelf talker. Shoppers looked away. We cut to one sentence and one icon, and engagement tripled. Less copy, more clarity. Also place QR codes low so phones scan at natural angle. Include a video with real staff, not actors. Authenticity matters.

Conclusion

Smart cross-merchandising turns one visit into many linked purchases when displays tell a clear, simple story that shoppers grasp in seconds.