Cross Selling 7#
In this model, services or products from a formerly excluded industry are added to the offerings, thus leveraging existing key skills and resources. In retail especially, companies can easily provide additional products and offerings that are not linked to the main industry on which they were previously focused. Thus, additional revenue can be generated with relatively few changes to the existing infrastructure and assets, since more potential customer needs are met.
Examples: Iconic Cases
How they do it: American Airlines core revenue comes from selling plane tickets but it uses cross-selling tactics to increase their revenue per seat. Examples for these are e.g. in-flight shopping, offer of ancilliary travel service such as rental cars or hotels.
Learn more about American Airlines →
How they do it: Although IKEA’s core offering is cheaply priced furniture its physical stores offer a lot of other products related to home and living. In addition, IKEA stores usually have both a restaurant as well as a supermarket with Northern European products.
Learn more about IKEA →
How they do it: Cewe offers all kinds of photo products. These range from photo books and calendars to gifts and phone cases.
Learn more about CEWE Color →
How they do it: Lufthansa offers its clients inflight shopping and a webshop to buy aviation related and non-related products during their time in the plane or from their home. This allows Lufthansa to increase the revenue from their customers with non-flight related products as they can target a customer group which typically has significant purchasing power.
Learn more about Lufthansa →
How they do it: In its stores, Tchibo offers customers not only coffee-related products, but other products and services, ranging from consumer goods to household appliances and travel insurance. Thereby, additional revenues are generated with few changes to the infrastructure.
Learn more about Tchibo →
Below, the top industries for the pattern "Cross Selling" are displayed, in order to get insights into how this pattern is applied across different industries. We've collected data from 5 firms using this pattern.
Top Industries
27% of firms using pattern
19% of firms using pattern
5% of firms using pattern
All Industries
Below, the pattern "Cross Selling" is analyzed based on co-occurrence, in order to get insights into how this business model pattern is applied in combination with other patterns within the firms we studied.
Top Co-Occurrences
5 pattern co-occurrences
5 pattern co-occurrences
3 pattern co-occurrences