Hot Tub & Swim Spa Scene ACCESSORY SALES
Heat up your bottom line with accessory sales advises Karen Cotton…. ABOVE: Award-winning retailers such as Wensum Pool, maximise the potential of add-on sales with attractive showroom displays.
Summer Sizzle
Think about your last big investment, say, a new car. While you may not have been thinking about accessories such as floor mats or mud guards at the time of purchase, the mention of it during the process can trigger valuable add-on sales income. It’s very much the same in the hot tub industry, where, by offering anything related to spas, savvy dealerships can boost their revenue this season. That is, if you can offer the right mix of products. It’s a view echoed by Aqua Warehouse Group, one of the
industry’s leading distributors of associated hot tub accessories and add-ons.
“The add-on sales and after sales market in the hot tub industry is much bigger than a lot of retailers realise,” explains Managing Director Richard Hart.
BIGGER PICTURE
“So many concentrate on hot tubs sales only and ignore the bigger picture. We, at Aqua Warehouse Group, the home of Aqua Spa Supplies, refer to this market as the ‘fries’, because these days you wouldn’t want a burger without fries. McDonalds was a pioneer of upselling. You would just purchase a burger and they would add ‘Would you like fries with that?’” Rather than just selling a hot tub, the managing director feels companies should be offering customers a full sales process – including accessories.
Richard explains: “The sales process is the perfect opportunity to upsell a whole range of products to your customer. As we all know, most customers will require steps and a cover lifter, but don’t ignore the hand rail, spa table, wine cooler, spa furniture, even a Covana automated cover.”
Over the last two years, the company’s biggest growing product 18 Hot Tub & Swim Spa Scene ACCESSORY SALES
line has been its quality, Canadian-made Covana covers. Richard adds: “Covana is your hot tub cover, your gazebo, your privacy screen and your security, and all operated with the simple turn of a key.
“It’s simple to see why Covana has had a massive increase in
popularity. When it’s often situated around a dealer’s most popular hot tub, a customer is drawn to its style and all the benefits it offers.”
The practicality of Covana means customers have a lifetime
cover. Unlike a vinyl cover, it doesn’t need replacement every few years. In addition, it eliminates the need for customers to manually
ABOVE: Customers want to purchase what they see so, show them a fully dressed spa. Pic. Aqua Warehouse
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