1. Cross-Selling https://store.theartofservice.com/the-cross-selling-toolkit.html

2. Mergers and acquisitions - Improving financial performance 1 Cross-selling: For example, a bank buying a stock broker could then sell its banking products to the stock broker's customers, while the broker can sign up the bank's customers for brokerage accounts. Or, a manufacturer can acquire and sell complementary products. https://store.theartofservice.com/the-cross-selling-toolkit.html

3. Subscription business model - Effect on the vendor 1 Additional benefits include a higher average customer lifetime value (ACLV) than that of nonrecurring business models, greater customer inertia and a more committed customer base as it transitions from purchase to opt-out decisions, and more potential for upselling and cross- selling other products or services. https://store.theartofservice.com/the-cross-selling-toolkit.html

4. Affinity analysis 1 This information can then be used for purposes of cross-selling and up-selling, in addition to influencing sales promotions, loyalty programs, store design, and Discounts and allowances|discount plans. https://store.theartofservice.com/the-cross-selling-toolkit.html

5. Affinity analysis - Examples 1 This information will enable the retailer to understand the buyer's needs and rewrite the store's layout accordingly, develop cross-promotional programs, or even capture new buyers (much like the cross- selling concept) https://store.theartofservice.com/the-cross-selling-toolkit.html

6. Affinity analysis - Business use 1 Amazon.com|Amazon uses affinity analysis for cross-selling when it recommends products to people based on their purchase history and the purchase history of other people who bought the same item https://store.theartofservice.com/the-cross-selling-toolkit.html

7. Merger - Improving financial performance 1 *Cross-selling: For example, a bank buying a brokerage firm|stock broker could then sell its banking products to the stock broker's customers, while the broker can sign up the bank's customers for brokerage accounts. Or, a manufacturer can acquire and sell complementary products. https://store.theartofservice.com/the-cross-selling-toolkit.html

8. Triple play (telecommunications) - Deployments 1 Providers expect that an integrated solution will increase opportunity costs for customers who may want to choose between service providers, permit more cross-selling, and hold off the power companies deploying G.hn and IEEE P1901 technology with its radically superior service and deployment characteristics for at least another decade or so. https://store.theartofservice.com/the-cross-selling-toolkit.html

9. On-hold messaging - Custom-designed MOH 1 CDs (or other MOH formats, such as MP3 files) can be custom-created to suit the particular needs of a business. The announcements can be scripted to emphasize particular attributes of the business such as location, store hours, or special promotions or services. These are typically used for up-selling and cross-selling callers. Companies can either record the messages themselves, or hire a music on hold production company. https://store.theartofservice.com/the-cross-selling-toolkit.html

10. Sears Holdings Corporation - 2000s 1 Sears Holdings has begun cross-selling merchandise between its two brands. For example, Craftsman (tools)|Craftsman tools are now available in Kmart stores; they were previously exclusive to the Sears brand. However, Martha Stewart brand paint colors are now no longer available at Sears. https://store.theartofservice.com/the-cross-selling-toolkit.html

11. Same store sales 1 Growing same store sales can be explained by a number of reasons, including: marketshare gains in a retailer's trade areas; higher average purchases and/or more frequent customer visits; and successfully cross-selling into a broader product range or upselling to more expensive ones. https://store.theartofservice.com/the-cross-selling-toolkit.html

12. Norwest - 1990s 1 His focus was on smaller customers, checking account depositors and small businesses, and he aimed to build relationships with them that would lead to cross-selling of other financial services - an auto loan, a mortgage, insurance, a mutual fund, and so on https://store.theartofservice.com/the-cross-selling-toolkit.html

13. Norwest - 1990s 1 It was also in this cross-selling that the main units of Norwest - the retail bank, the finance company, and the mortgage company - fit and worked together https://store.theartofservice.com/the-cross-selling-toolkit.html

14. Predictive Analysis - Analytical customer relationship management (CRM) 1 Analytical Customer Relationship Management can be applied throughout the Customer lifecycle management|customers lifecycle (Customer acquisition management|acquisition, Cross- selling|relationship growth, Customer retention|retention, and win-back) https://store.theartofservice.com/the-cross-selling-toolkit.html

15. Predictive Analysis - Cross-sell 1 For an organization that offers multiple products, predictive analytics can help analyze customers' spending, usage and other behavior, leading to efficient cross- selling|cross sales, or selling additional products to current customers https://store.theartofservice.com/the-cross-selling-toolkit.html

16. HP Enterprise Business - Organizational structure 1 The three business segments-- ESSN, HP Enterprise Services and HP Software Division -- are structured beneath the broader Enterprise Business (EB) Group in order to capitalize on up-selling and cross-selling opportunities, and give a solution sale approach across the HP enterprise offerings. https://store.theartofservice.com/the-cross-selling-toolkit.html

17. Wells Fargo Bank - Cross-selling 1 Other banks have attempted to emulate Wells Fargo's cross-selling practices (described by The Wall Street Journal as a hard sell technique); Forbes magazine describes Wells-Fargo as better than anyone at the practice. https://store.theartofservice.com/the-cross-selling-toolkit.html

18. Bank - Business model 1 * First, this includes the Gramm-Leach- Bliley Act, which allows banks again to merge with investment and insurance houses. Merging banking, investment, and insurance functions allows traditional banks to respond to increasing consumer demands for one-stop shopping by enabling cross-selling of products (which, the banks hope, will also increase profitability). https://store.theartofservice.com/the-cross-selling-toolkit.html

19. Citigroup - Travelers Group 1 The new company took the Primerica name, and employed a cross-selling strategy such that each of the entities within the parent company aimed to sell each other's services https://store.theartofservice.com/the-cross-selling-toolkit.html

20. Cross-selling 1 In practice, businesses define cross-selling in many different ways https://store.theartofservice.com/the-cross-selling-toolkit.html

21. Cross-selling 1 Unlike the acquiring of new business, cross-selling involves an element of risk that existing relationships with the client could be disrupted. For that reason, it is important to ensure that the additional product or service being sold to the client or clients enhances the value the client or clients get from the organization. https://store.theartofservice.com/the-cross-selling-toolkit.html

22. Cross-selling 1 In practice, large businesses usually combine cross-selling and up-selling techniques to enhance the value that the client or clients gets from the organization (and vice versa). https://store.theartofservice.com/the-cross-selling-toolkit.html

23. Cross-selling - Cross-selling of professional services 1 Though there are some ethical issues with most cross-selling, in some cases they can be huge. Arthur Andersen's dealings with Enron provide a highly visible example. It is commonly felt that the firm's objectivity, being an auditor, was compromised by selling internal audit services and massive amounts of consulting work to the account. https://store.theartofservice.com/the-cross-selling-toolkit.html

24. Cross-selling - Cross-selling of professional services 1 Though most companies want more cross-selling, there can be substantial barriers: https://store.theartofservice.com/the-cross-selling-toolkit.html

25. Cross-selling - Cross-selling of professional services 1 This kind of cross-selling helped major accounting firms to expand their businesses considerably https://store.theartofservice.com/the-cross-selling-toolkit.html

26. Cross-selling - Cross-selling of professional services 1 Though common, that kind of cross-selling can leave a customer feeling poorly used https://store.theartofservice.com/the-cross-selling-toolkit.html

27. Cross-selling - Cross-selling of professional services 1 The third kind of cross-selling can be called selling a solution. In this case, the customer buying air conditioners is sold a package of both the air conditioners and installation services. The customer can be considered buying relief from the heat, unlike just air conditioners. https://store.theartofservice.com/the-cross-selling-toolkit.html

28. National Australia Bank - Customer Relationship Management changes 1 the system was reinvigorated in 2004/5 as part of the broader turnaround to support the new focus on cross-selling. https://store.theartofservice.com/the-cross-selling-toolkit.html

29. Mini tablets - Application market 1 Apple, Google, Amazon and Barnes Noble all adopted the strategy. The latter originally allowed arbitrary apps to be installed, but, in December 2011, excluded third parties. Apple and IBM have agreed to cooperate in cross-selling IBM-developed applications for iPads and iPhones in enterprise-level accounts.[http://recode.net/2014/07/15/apple- and-ibm-team-up-to-push-ios-in-the- enterprise/ Arik Hesseldahl (2015), Apple and IBM Team Up to Push iOS in the Enterprise] accessdate=2014-07-15 https://store.theartofservice.com/the-cross-selling-toolkit.html

30. Boutique 1 In late 1990s some European retail traders developed the idea of tailoring a shop towards a lifestyle theme, in the form of concept stores,http://www.earthtimes.org/articles/s how/borders-unveils-first-concept- store,279823.shtml which specialised in cross-selling without using separate departments https://store.theartofservice.com/the-cross-selling-toolkit.html

31. Loan origination - Agent Assisted (Branch-Based) Loan Application 1 From a bank's standpoint, cross-selling products to current customers offers an effective marketing opportunity, and agents in branches may be trained to handle the sale of many different types of financial products https://store.theartofservice.com/the-cross-selling-toolkit.html

32. Uplift modelling - Introduction 1 Uplift modelling uses a randomised control group|scientific control to not only measure the effectiveness of a marketing action but also to build a predictive model that predicts the incremental response to the marketing action. It is a data mining technique that has been applied predominantly in the financial services, telecommunications and retail direct marketing industries to up-selling|up-sell, cross-selling|cross-sell, churn and Customer retention|retention activities. https://store.theartofservice.com/the-cross-selling-toolkit.html

33. Up-selling 1 In practice, large businesses usually combine upselling and cross-selling techniques to maximizing the business's profit https://store.theartofservice.com/the-cross-selling-toolkit.html

34. Up-selling - Overlap with cross-selling 1 Upselling can be difficult to divorce from cross-selling when not entailing a more expensive substitute, it can instead simply refer to bolt-ons recommended by the manufacturer, trade federation, common practice, or regulators. A simple example is that of expensive leather shoes, where the seller may suggest to buy a waterproofing spray as well to make the shoes last. https://store.theartofservice.com/the-cross-selling-toolkit.html

35. Beach Party - Production notes 1 In one of the first instances of film cross- selling, AIP took advantage of the target demographic of this film to promote another in a different genre, when at the very end of the credits – after giving A Special thanks to Vincent Price for appearing as Big Daddy – the title reads Soon to be seen in The Haunted Palace, a AIP horror film that would be released on August 28, 1963 – just weeks after the release of Beach Party. https://store.theartofservice.com/the-cross-selling-toolkit.html

36. Ohio Lottery - Powerball 1 A ticket bought in Ohio for the June 2, 2010, Powerball drawing became its first potential Powerball jackpot winner; it is the first time a lottery selling 'either' Mega Millions or Powerball ('but not both') on January 31, 2010 sold a jackpot-winning ticket for its newer game after the cross- selling expansion date. The ticket is worth $261.6 million (annuity). https://store.theartofservice.com/the-cross-selling-toolkit.html

37. Texas Lottery - History 1 As part of the cross-selling arrangement between the operators of Mega Millions and Powerball, the Texas Lottery Commission agreed to begin selling Powerball tickets on January 31, 2010; the first drawing including Texas was three days later. https://store.theartofservice.com/the-cross-selling-toolkit.html

38. History of Wells Fargo - Later acquisitions 1 Its strategy echoed that of the old Norwest: making selective acquisitions and pursuing cross-selling of an ever- wider array of credit and investment products to its vast customer base https://store.theartofservice.com/the-cross-selling-toolkit.html

39. Lucky For Life 1 Lucky For Life is one of three lottery games available throughout New England. (The 2009 Mega Millions/Powerball cross- selling agreement allowed American lotteries, which could each offer 'either' national game before January 31, 2010, to add the other on that date. Five of the six lotteries immediately added the other game; Maine joined Mega Millions on May 9, 2010.) https://store.theartofservice.com/the-cross-selling-toolkit.html

40. Louisiana Lottery Corporation - Mega Millions (multi-lottery game) 1 Perhaps surprisingly, Louisiana did not participate in the cross-selling expansion of Mega Millions and Powerball on January 31, 2010. As of October 27, 2011, there are 46 US lotteries; 43 offer Mega Millions 'and' Powerball, while California Lottery|California offers only Mega Millions. https://store.theartofservice.com/the-cross-selling-toolkit.html

41. Powerball - The 2010 expansion of Mega Millions and Powerball 1 On March 1, Montana (by joining Mega Millions) was the first state to join the other game after the cross-selling expansion https://store.theartofservice.com/the-cross-selling-toolkit.html

42. Powerball - Cross-sell expansion of 2010 1 On March 13, 2010, New Jersey became the first previous Mega Millions-only member (just before the cross-selling expansion) to produce a jackpot-winning Powerball ticket. It was worth over $211 million annuity; it was sold in Morris Plains, New Jersey|Morris Plains. On May 28, 2010, North Carolina became the first previous Powerball-only member (just before the cross-selling expansion) to produce a jackpot-winning Mega Millions ticket; that jackpot was $12 million (annuity). https://store.theartofservice.com/the-cross-selling-toolkit.html

43. Powerball - Cross-sell expansion of 2010 1 Ohio's second Powerball jackpot-winning ticket, sold for the June 23, 2010 drawing, was part of another first; since Montana also provided a jackpot winner for that drawing, it was the first time two lotteries shared a jackpot where the two lotteries sold competing games before the cross- selling expansion, as Montana sold only Powerball before the expansion date. https://store.theartofservice.com/the-cross-selling-toolkit.html

44. Multi-State Lottery Association - Members 1 MUSL's membership consists of 33 Lotteries in the United States|lotteries, including those of the Washington, D.C.|District of Columbia, and the Virgin Islands,[http://www.musl.com/musl_memb ers.html MUSL - Members] which offered Powerball prior to the January 31, 2010 beginning of cross-selling with the 12 lotteries operating Mega Millions. https://store.theartofservice.com/the-cross-selling-toolkit.html

45. Delaware Lottery - Mega Millions 1 On October 13, 2009 the Mega Millions consortium and MUSL reached an agreement in principle to cross-sell Mega Millions and Powerball in US lottery jurisdictions. The Delaware Lottery added Mega Millions on the date of the cross- selling expansion, January 31, 2010. https://store.theartofservice.com/the-cross-selling-toolkit.html

46. D.C. Lottery - Mega Millions 1 On January 31, 2010, most U.S. lotteries with either Mega Millions or Powerball began offering both games. The D.C. Lottery added Mega Millions on the cross- selling expansion date. The largest Mega Millions jackpot was over $650,000,000. https://store.theartofservice.com/the-cross-selling-toolkit.html

47. Vermont Lottery - Mega Millions 1 In October 2009, the Mega Millions consortium and MUSL reached an agreement to cross-sell Mega Millions and Powerball in American lotteries wishing to offer both games. The Vermont Lottery added Mega Millions on January 31, 2010, the cross- selling expansion day. Mega Millions is drawn Tuesdays and Fridays; its jackpot starts at $12 million. Players choose 5 of 56 white ball numbers, and a gold-colored Mega Ball; the latter is numbered 1 through 46. https://store.theartofservice.com/the-cross-selling-toolkit.html

48. New Hampshire Lottery - Mega Millions 1 Mega Millions became available in New Hampshire on January 31, 2010, the cross-selling expansion date whereby Powerball was made available in Mega Millions-only jurisdictions, and vice versa. https://store.theartofservice.com/the-cross-selling-toolkit.html

49. Boutiques 1 In the late 1990s, some European retail traders developed the idea of tailoring a shop towards a lifestyle theme, in what they called concept stores,http://www.earthtimes.org/articles/s how/borders-unveils-first-concept- store,279823.shtml which specialized in cross-selling without using separate departments https://store.theartofservice.com/the-cross-selling-toolkit.html

50. The Big Game (Mega Millions) - The Big Game 1 The Georgia Lottery was a member of MUSL at the time and wanted to sell both games for the remainder of 1996; however, within a few days, Georgia was forcibly removed from MUSL, returning with the 2010 cross-selling expansion. https://store.theartofservice.com/the-cross-selling-toolkit.html

51. The Big Game (Mega Millions) - The Big Game Mega Millions 1 When Texas joined Mega Millions in 2003, it began offering an option, initially available only to Texas Lottery players, known as the Megaplier, which was similar to the then- current version of Powerball's Power Play. The 11 Mega Millions lotteries without Megaplier on the January 31, 2010 cross- selling date gradually added the multiplier option; by January 2011, all Mega Millions lotteries, except for California, offered the Megaplier. The Texas Lottery owns the trademark to Megaplier. https://store.theartofservice.com/the-cross-selling-toolkit.html

52. The Big Game (Mega Millions) - 2010 cross-sell expansion 1 On March 13, 2010, New Jersey became the first Mega Millions participant (just before the cross-sell expansion) to produce a jackpot- winning ticket for Powerball after joining that game. The ticket was worth over $211 million annuity (the cash option was chosen). On May 28, 2010, North Carolina became the first Powerball member (just before the cross- selling expansion) to produce a jackpot- winning Mega Millions ticket after joining Mega Millions, with an annuity jackpot of $12 million. https://store.theartofservice.com/the-cross-selling-toolkit.html

53. The Big Game (Mega Millions) - Miscellany 1 Except for the 2010 cross-selling expansion, this was the only time The Big Game, Mega Millions or Powerball simultaneously added more than one lottery. https://store.theartofservice.com/the-cross-selling-toolkit.html

54. HSBC Finance - United Kingdom 1 In the United Kingdom, HFC Bank is a sub-prime consumer lender. Its branch network originally consisted of around 125 Beneficial Finance branches. Since Household International's acquisition by HSBC, HFC Bank has worked increasingly closely with HSBC Bank (Europe)|HSBC Bank plc particularly for cross-selling purposes. https://store.theartofservice.com/the-cross-selling-toolkit.html

55. Tesco Bank 1 The bank offers a range of insurance, credit cards, loans, savings, mortgages and travel products, and launched a current account in June 2014. A unique selling point of Tesco's banking products is that the bank is able to leverage its large customer base to Cross-selling|cross-sell financial services products, as customers can accumulate Tesco Clubcard points when they purchase finance products. https://store.theartofservice.com/the-cross-selling-toolkit.html

56. Montana Lottery - Mega Millions 1 Most lotteries with either Mega Millions or Powerball prior to January 31, 2010 added the other game on that date. The Montana Lottery added Mega Millions on March 1, 2010, becoming the first lottery to add the other game after the official cross-selling expansion about a month prior. Unlike most of the 12 Mega Millions members that had the game before the cross-selling expansion, Montana offers Mega Millions' multiplier, called Megaplier, which is similar (but not identical) to PowerPlay. https://store.theartofservice.com/the-cross-selling-toolkit.html

57. Pennsylvania Lottery - Mega Millions 1 (Of the original 12 Mega Millions lotteries, only Texas Lottery|Texas offered Megaplier before, and on, the cross-selling expansion date.) Eventually, a second- prize Mega Millions ticket with Megaplier activated was guaranteed to win $1,000,000, regardless of the multiplier https://store.theartofservice.com/the-cross-selling-toolkit.html

58. New Era Tickets 1 New Era Tickets provides a ticketing platform with services that include internet ticket sales, order fulfillment, customer service, access control and print-at-home technology, up-selling and cross-selling, stored value technology, online ticket exchange, and ticket auctions. https://store.theartofservice.com/the-cross-selling-toolkit.html

59. 118 118 (UK) - Criticism 1 118 118 defended this cross-selling of services, suggesting it was partly because firms had not paid to be included on its database https://store.theartofservice.com/the-cross-selling-toolkit.html

60. For More Information, Visit: https://store.theartofservice.co m/the-cross-selling-toolkit.html https://store.theartofservice.co m/the-cross-selling-toolkit.html The Art of Service https://store.theartofservice.com