Smarter Checkout Solution Creates Cross-Sell, Upsell Opportunities At The Point-Of-Sale

Despite the growing popularity and acceptance of e-Commerce, social media, and mobile browsing and buying, the brick and mortar retail store remains the favored shopping channel for consumers. Many shoppers still treasure the in-store experience, interacting with sales associates and receiving an in-depth view of items before they move to checkout. Similarly, the in-store experience presents a prime opportunity for retailers to boost purchase rates by encouraging cross-sells and upsells. 

Cross-channel retailers strive to differentiate themselves with in-store technology that can integrate across all customer touch points to deliver end-to-end cross-channel offerings and a seamless shopping experience. This strategy allows busy shoppers to obtain access to information and a consistent view of their transactions, loyalty programs, discounts and purchase suggestions from all channels. With a consolidated view of customers, retailers can provide personalized offers and anticipate consumer needs to increase sales in store.

Team: IBM designs and delivers total store solutions that retailers can implement based on their own unique business challenges and operating environments. Reliable checkout solutions help increase revenue from fast transactions and improved employee productivity, while increasing opportunities for cross-sells and upsells. Furthermore, high-quality customer checkout services, implemented with efficient time-to-value, drive ROI quickly.


Market Relevance: Today’s consumers expect to shop whenever, wherever and however they wish, through multiple channels. The brands that satisfy and retain customers seamlessly integrate channels to make shopping more personalized and easier for the consumer.

Delivery: IBM’s Smarter Checkout solution is a multi-component stack of IBM’s top retail offerings. The platform creates a foundation for retailers to build a service oriented, profit-generating store and is designed to integrate multiple checkout capabilities at the store’s point of sale. As a result, based on purchase history, retailers can advertise and sell targeted services and products to shoppers at checkout. For example, one large retailer uses checkout terminals in its electronics department to sell event tickets based on a customer’s purchase behavior, such as offering tickets to a concert when the customer buys that artist’s CD. Retailers also can leverage the Smarter Checkout solution to sell gift cards and coupons for future purchases; this capability opens new upsell and cross-sell opportunities that can increase basket size and boost loyalty.

IBM Smarter Checkout includes POS hardware, the operating platform, applications and systems management tools. The services group within IBM Retail Store Solutions can support a retailer’s own IT staff or provide a broad range of expert guidance and services to help merchants meet their business goals with a low total cost of ownership and less risk.

Proof Points: The IBM Smarter Checkout solution was developed to deliver real business value, a memorable consumer experience and new revenue streams to retailers across sub-segments such as general merchandise, big box, specialty, grocery, and mass merchandising. Retailers can create an engaging and personalized checkout experience, and leverage new upsell and cross-sell opportunities, by recommending items based on consumers’ past purchases. Not only does this tactic increase purchase likelihood, it boosts customer satisfaction and loyalty ― and helps differentiate the retailer.

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