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: 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 →
How they do it: Aldi combines the selling of groceries with weekly changing non-food offers. The attractive non-food offers attract a lot of customers to their store including those who might wouldn’t shop their otherwise.
Learn more about Aldi →
How they do it: In a Starbucks, customers may find a selection of conventional food and beverage options (e.g. coffee, pastries). Starbucks cross-sells a host of other products via its stores: For instance, coffee mugs or other merchandise.
Learn more about Starbucks →
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: After starting with razors and razorblades, Dollar Shave Club now offers all kinds of products from adjacent product categories such as grooming cosmetics.
Learn more about Dollar Shave Club →
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