How to Polish Your Online-upselling Program

- problem-solving merchandise such as home furnishings and home-improvement items; there’s great opportunity for Web retailers to recognize the affinities among problem-solving products, and to then upsell consumers;
- ensembles, outfits and kits, or anything that natively comes as an ensemble but isn’t necessarily navigable on your site as such (e.g., apparel, home furnishings, cookware, outdoor furniture); and
- core product plus accessory. “I can’t think of a more annoying user experience than putting the onus onto the shopper of locating an accessory,” says Schindler Carter. “Have you ever tried to find the printer cartridges that go with a new laser printer, or the garment bag that goes with your new carry-on luggage? These are no-brainer upsells that unfortunately, too many retailers still neglect.”