Cross-Category Purchase Improvement

The Challenge

A mass merchandiser was losing share to specialty stores in several high margin categories. They needed to define new layouts that would drive cross-category purchase in those categories.

The Method

In ShopperMX™, the client rearranged shelving and adjacencies to experiment with store flow, then integrated innovative merchandising to encourage purchase from secondary locations. They were then able to showcase concepts with virtual store walkthroughs to quickly gain buy-in from executives.

The Results

Cross-category purchases increased 2% in 12 weeks, and the concept moved to market quickly because innovation timelines and costs were dramatically reduced. Store disruption was also kept at a minimum.

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