In a sector as competitive as CBD, it is essential to stand out in ways other than lowering prices. To maintain profitability, the ideal approach is to focus on a carefully crafted customer experience, intelligent layout optimisation, and marketing strategies that encourage an increase in average basket size.

Focus on Merchandising and Optimising Store Layout

Effective merchandising is not limited to attractive presentation: it aims to make each product visible and appealing from the very beginning of the customer journey. Highlighting new products, bestsellers, or high-margin items at eye level or near the entrance immediately attracts attention and arouses curiosity.

This helps enrich the customer experience and encourages customers to discover more products during their visit. Optimising store layout also encourages customers to explore new categories such as flowers, resins, pre-rolls, and vapes.

Key tactics:

  • Regularly rearrange spaces, install clear displays, and segment the product range by product family
  • Highlight promotions or package deals with eye-catching signage
  • Use targeted lighting to enhance product appeal
  • Organise the customer journey to pass through several strategic areas

Deploy Packaged Offers to Increase Perceived Value

Creating packaged deals is an excellent way to boost average basket size, especially in B2B. At Kilo-Gram, you can put together customised packs tailored to the needs of your business customers. A "starter kit" combining CBD flowers, a CBD oil, and an accessory is perceived as much better value than buying each item separately.

These offers also facilitate cross-selling: a customer who comes in for CBD resin might leave with a complementary product they hadn't originally planned to buy.

Examples of effective bundles:

  • Flower + Oil starter kit
  • Resin variety sampler (3 × 5g)
  • CBD wellness bundle (oil + capsules + infusion)

Activate Cross-Selling Through Staff Training

Your team is your most powerful sales tool. Training staff to naturally suggest complementary products during transactions significantly increases revenue per customer. A customer buying CBD flower can be guided towards a compatible oil or pre-roll papers.

The key is to make these suggestions feel natural and helpful rather than pushy. Staff should understand the products, their effects, and which combinations work best.

Leverage B2B Customer Relationships

For wholesale CBD buyers, loyalty programmes and volume-based incentives drive repeat purchases. Kilo-Gram's loyalty programme rewards professional customers with discounts and exclusive product access.

Building long-term relationships with your B2B clients through consistent quality and personalised service is far more valuable than competing on price alone.

Conclusion

By focusing on strategic merchandising, intelligent bundling, and team-driven cross-selling, CBD retailers can meaningfully increase revenue without the margin-eroding effects of constant discounting. The combination of attractive in-store presentation and smart offers creates a customer experience that keeps buyers returning.

Browse our wholesale CBD catalogue to find the products that will elevate your offering.