What are some examples of successful cross-functional merchandising projects?

1 Product Launches

One of the most common types of cross-functional merchandising projects is a product launch, where a new or updated product is introduced to the market. A product launch requires coordination and input from various teams, such as product development, sourcing, pricing, packaging, distribution, promotion, and sales. A successful product launch should have a clear value proposition, a target audience, a competitive edge, and a compelling story. For example, a clothing retailer might launch a new line of sustainable and ethical fashion, and involve different teams to ensure the product quality, design, pricing, marketing, and placement are consistent and appealing to the customers.

2 Seasonal Campaigns

Another type of cross-functional merchandising project is a seasonal campaign, where a retailer creates a themed and timely merchandising strategy to attract and engage customers during a specific period or occasion, such as holidays, festivals, or seasons. A seasonal campaign requires collaboration and creativity from various teams, such as planning, visual merchandising, marketing, operations, and store staff. A successful seasonal campaign should have a clear theme, a relevant message, a unique style, and a memorable experience. For example, a home decor retailer might create a seasonal campaign for Halloween, and involve different teams to ensure the product assortment, display, promotion, and customer service are aligned and captivating to the customers.

4 Customer Loyalty Programs

A fourth type of cross-functional merchandising project is a customer loyalty program, where a retailer offers incentives and rewards to customers who make repeat purchases or engage with the brand. A customer loyalty program requires integration and communication from various teams, such as marketing, IT, analytics, operations, and store staff. A successful customer loyalty program should have a clear goal, a customer segment, a value proposition, and a measurement system. For example, a beauty retailer might launch a customer loyalty program that offers points, discounts, samples, and personalized recommendations to customers who sign up and shop online or in-store, and involve different teams to ensure the program is attractive, functional, and profitable.

5 Cross-Selling and Upselling

A fifth type of cross-functional merchandising project is cross-selling and upselling, where a retailer encourages customers to buy more or higher-value products or services that complement or enhance their original purchase. Cross-selling and upselling require collaboration and training from various teams, such as merchandising, marketing, operations, and store staff. A successful cross-selling and upselling strategy should have a clear rationale, a product mix, a pricing strategy, and a sales technique. For example, a furniture retailer might implement a cross-selling and upselling strategy that offers customers additional or upgraded items, such as pillows, lamps, or warranties, that match or improve their furniture purchase, and involve different teams to ensure the strategy is relevant, persuasive, and customer-friendly.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?