PRODUCTS | Add-on sales for kitchens
s a kitchen retailer, you know your customer inside out and back to front. You fully understand the lifestyle you’re selling and this creates a great opportunity to increase the value of each order. The add-on products you offer are intrinsically linked to the lifestyle of your customer and, as such, can play into the customer’s emotive decision-making, offering a real boost to any deal on the table.
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your bottom line A
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We look at the variety of ‘add-on’ products that help kitchen retailers increase the value of each order and reveal how best to sell these products. Matt Baker reports...
Adding value to a kitchen is not
about selling additional products for the sake of it, as Stuart Dance, director and area manager for the North at InHouse Inspired Room Design explains: “It’s about understanding the customer, listening to their needs, and transforming their lives by designing kitchen spaces that are tailored to individual requirements.”
So, why offer these add-ons? It’s true that selling additional extras invariably only makes a small
difference, but there’s no question it’s worthwhile. It can set retailers apart from their rivals by offering products other businesses don’t. These items are also seen as ‘tradables’ that can help seal the deal when a customer needs further persuasion. And when you’re trying to sell a lifestyle, these add-ons are a great tool for helping the customer get a feel for the space you’re trying to create.
Andy Gilmore, showroom manager at Fineline Interiors in Warrington, elaborates: “It’s hugely important, but easy to underestimate the value of add-ons in
the design and in the
hearts and minds of the customer. These seemingly small details can sometimes be the thing they love the most, because it makes a real difference and is often something the customer has never considered until we suggest it.”
If selling add-on products and
additional extras are an important and welcome boost to your bottom line, let’s look at what is available to retailers and what is currently trending.
Home bars It’s safe
to say that the Covid-19
pandemic changed the way we live our lives. This change has never been more evident than the way we utilise our living spaces.
Helena Myers, director of the Myers
Touch in Winchester, highlights the trend for home bars: “Now families are spending more time than ever under the same roof, our homes are being pushed to the limits. It is a natural response and we have seen a shift in how we use our homes. “With Covid-19 restrictions limiting
our ability to socialise in pubs, bars and restaurants, many of our clients have looked to recreate this environ- ment in their own home,” Myers says.
· November 2021
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