Did you know for huge companies like Amazon, cross-selling and product recommendation are said to contribute up to 35% of overall revenues (Source: Invespcro)? Moreover, according to research, when it comes to eCommerce, shoppers who clicked on product recommendations are 4.5 times likely to add that product to their carts. What do these data tell us?
Cross-Selling is very, very important to all business.
Before we delve deeper into today’s topic, let’s check out and understand what cross-selling is.
What is Cross-Selling？
Cross-selling consists of offering distinct complementary products to your clients. These are the products that optimize or improve the original product by adding new functionalities.
What is a complementary good?
The product that is consumed along with the main/original product.
When you wanna buy a new laptop, you will also need some software or accessories such as Office 365, a mouse, a keyboard etc. You need those complementary goods to get your job done.
The same goes when you wanna buy a new iPhone, You will probably need other goods or software offered by Apple. For example, you might wanna buy an Apple Watch to sync with your iPhone and track your health status with the Fitness + Software.
Without further ado, let’s check out some of the local businesses in Malaysia that have successfully implemented cross-selling.
Case Studies: 5 Great Examples of Cross-Selling Implemented in the Malaysia Market
Oxwhite : From Selling Clothes to Selling Detergent
If you are a formal wear lover, you certainly know the famous local brand – Oxwhite, which has grown rapidly in recent years. Oxwhite started by selling comfortable white formal collar shirts, but today, it is selling more than 14 products.
This Is A Story About Oxwhite:
The founder, Ck Chang was inspired when he went to Saville Row in the UK. He needed to tailor-make his shirt to a custom fitting so that it gave him confidence in himself. But it would cost around 200-300 pounds! Thus, Chang decided to bring that quality over to the Asian market, so we can all enjoy the same level of comfort and confidence at affordable prices.
(Source: In Real Life )
KeyPoints: How Oxwhite Implemented Cross-Selling
Today Oxwhite has a great cross-sell strategy for his business. Not only do they sell shirts and pants, they even sell detergent. The interrelated relationship between these products is amazing. Imagine you will need to wash your clothes after it gets dirty with the detergent. This is how two products do their best to satisfy a common customer need.
EasyParcel: From Offering Parcel Shipping Solutions to Selling Printers
I think most business owners especially those involved in eCommerce, know EasyParcel, a provider of parcel delivery service booking solution. Today, the company is also offering EasyParcel Printers as it understands how important a printer is for an eCommerce business.
Introduction of EasyParcel
The company was established in June 2014 to provide a simplified a parcel shipping platform where businesses could book any manner of consignment for delivery at prices they couldn’t achieve themselves, backed by the knowledge and expertise of an industry veteran (the Managing Director). Today, more than 50,000 people and businesses in Malaysia are using EasyParcel.
(Source: EasyParcel )
KeyPoints: How EasyParcel Implemented Cross-Selling
It should be noted that EasyParcel understands its market well and recognizes the interrelated relationship of their services with other goods. The key concept of cross-selling here focuses on the products along with the services offered.
Exabytes: From Offering Domains & Website Hosting to Offering Digital Marketing Solutions
Are you an Exabytes customer? Were you referred by your friends/family? Allow us to briefly tell the Exabytes story.
This Is A Story About Exabytes
Exabytes Founder, Chan Kee Siak started as a part-time hosting reseller named hostkaki.com when he was still a student in Tunku Abdul Rahman College. As he foresaw the great potential of internet business, at the age of 19, he decided to quit his studies and founded his own business – hostkaki.com and then 1 year later, Exabytes.
Started from a web-hosting provider/hosting seller, today, the company provides a range of comprehensive internet business services, namely the All-In-One E-Business Solutions, which include Domain, Web Hosting, VPS, Dedicated Server, Digital Marketing Solutions and more. Today, Exabytes serves over 140,000 customers (from individuals, students, small & medium-sized businesses, to government and public listed companies) in 121 countries, managing over 1000 servers with 100,000+ websites and 1,000,000+ email accounts.
(Source: From Zerobytes to Exabytes)
KeyPoints: How Exabytes Implemented Cross-Selling
Exabytes’ cross-selling strategy pushes the company to provide a wide range of supplementary services. For example, for businesses that need to build a business website, they will soon need other supplementary services such as SSL, Email Marketing, Paid Ads services and more. And Exabytes’ wide range of related services has covered all its customer needs to provide them with total peace of mind.
AirAsia: From an Airline to (also) a Hotel Chain
AirAsia is a name that needs no introduction in Malaysia. Started from a budget airline, the company is now under the Tune Group, which also owns the Tune Hotel chain business.
Introduction of AirAsia
AirAsia Berhad is a Malaysian low-cost airline headquartered near Kuala Lumpur, Malaysia. It is the largest airline in Malaysia by fleet size and destinations. AirAsia Group operates scheduled domestic and international flights to more than 165 destinations spanning 25 countries.
KeyPoints: How AirAsia Implemented Cross-Selling
The logic is obvious for AirAsia. When a person takes a flight, he would need food, water and eventually accommodation when he reaches his destination. However, as a budget airline, no food and drink will be served on flights. In this regard, AirAsia cross-sells by selling food and drinks on flights. And of course, the company also cross-sells by offering its passengers accommodation at Tune Hotels when they reach their destination.
Genting Group: From Casinos to Leisure and Hospitality
Everyone knows about the Genting Group in Malaysia. The company started as a casino business in 1965 and has over the years diversified to leisure and hospitality, plantation, properties and many more.
Introduction of the Genting Group
The idea of a hill resort came upon Genting founder, Tan Sri Lim Goh Tong in 1963 when he was in Cameron Highlands working on a hydro-electric power project and experiencing the crisp cool mountain air. He envisioned a prosperous Malaysia of the future, desiring a cool mountain holiday resort within the reach of all Malaysians.
KeyPoints: How Genting Implemented Cross-Selling
When visitors come to the Genting Highlands casino, they need accommodation and other forms of leisure. Over the years, the Genting Group has also built hotels, theme parks and more to offer accommodation and other leisure activities to casino goers.
Here is a question for you to ponder, especially if you are planning to expand your business or introduce a new product or service.
“Is your new offering interrelated to your core product?”
Think about it… We hope you enjoy reading this blog post. If you are thinking about building your website to kickstart your business, feel free to contact our friendly and professional specialists or visit our website (eCommerce Web Design / Instant Web Design).