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Unit 9: Merchandise Management

3. “Found-Space” Displays: This term refers to product presentations that utilize small but Notes
nonetheless usable areas of the store, such as the tops of product carousels or available
wall space.
 s of product carousels or available wall space.
Figure 9.1: Found Space Display: T-shirts displayed on the wall

Source: bigapplejazz.com
Figure 9.1: Found Space Display
Storefront window displays and “found space” displays are particularly popular tools for
publicizing and selling sale items.

9.4.1 Cross Merchandising

Cross merchandising is simply grouping related products together. There are a few methods
that can be used to accomplish this technique in an online setting. Let’s take a look at the
possibilities.
1. Create gift baskets or sets that include multiple related items, such as a skincare basket
with a moisturizer, cleanser, toner, and an eye cream. Maybe you sell books. You can
create a Reader’s Dream set that includes a few bestsellers, a bookmark, and any other
related items in your inventory selection. A Writer’s Dream set could include a hardbound
journal, notebooks for everyday use, stationery with matching envelopes, a selection of
note cards, and a nice pen. Whether you sell DVDs, game consoles, fragrances, lingerie, or
toys, you can build gift baskets or sets. Customers love sets like these for the holidays. It
saves them time and money, because they don’t have to shop around for ideas or each
piece to make a set. You did the work for them. Dress packages up nicely for the holidays
and watch them fly out the door!
2. Group similar items on the same web page. A customer who plans to purchase a game
console would be a prime candidate for buying games as well. This approach is similar to
the gift basket idea, yet products are sold individually. Present related products near each
other to suggestive sell additional merchandise. A build your own set or deal works
wonders to increase sales by discounting the sale for each additional item purchased in the
same transaction.
3. Another popular method used by many stores, such as Victoria Secret, offers a related
product once an item has been added to the customer’s cart. For example, when a customer
adds a pair of pajamas to their cart, an offer for matching slippers appears – either on the

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