PRODUCTS | Add-on sales for kitchens
This fully illuminated kitchen uses a range of Sensio Lighting products that can add value to any space
the plinths, under worktop edges, inside glass-fronted cabinets, above wall units, or in open-fronted recesses and shelving is what will take a beautiful £15,000 kitchen and make it look like a £25,000 kitchen.” Technology in general is sometimes not about the wow factor, but educating the customer instead, believes Stefan Bomok, co-founder of Oxfordshire-based Cu-Cucine. He says: “It’s about offering the customer the latest in technology, as they can be unaware of some of the products available on the market.” Bomok says that customers are currently also asking for additional plug sockets and hidden charging points – an excellent opportunity to up-sell and add value to any kitchen design.
Waste disposal and storage
Something that is used much more nowadays, but can still be classed as an add-on, is a waste disposal unit. Insinkerator is a brand that understands the impact an add-on product can have on the customer’s lifestyle, with its range of products that are, according to Insinkerator UK sales director, Kevin Carr, designed to “streamline the kitchen in style, while offering convenient, time-saving and sustainable benefits to the end user”. “Sustainability continues to be an important factor when consumers are considering what products to invest in for their homes,” he adds. “Environ- mental issues, such as food waste and single-use
plastic waste, are
increasingly featured in the media to encourage consumers to make positive lifestyle changes that benefit the world we live in.
60 “Food waste disposers from
Insinkerator allow food waste to be dealt with instantly, hygienically and in a sustainable manner, with the further benefits of saving space and improving cleanliness in the kitchen. Food waste is ground into minute particles, thanks to the innovative system of stainless- steel grinding rings. The food waste is then
simply rinsed away safely
down the drain, through the standard plumbing.” Omega’s retail sales director James Bishton echoes this ethos and believes in selling the virtues of the additional extras you’re offering your customer. “Promote add-on products that make customers’ lives easier, enhancing the practicality and use of the most important room in the home,” Bishton says.
“An easy way to increase order values is to advocate the benefits of purchasing pull-out recycling bin units, that are pre-fitted within kitchen base
Wolf Gourmet luxury countertop appliances and cookware
Smeg’s recently released Bean to Cup coffee machine is a premium add-on product
units. These bins are a practical and credible solution for customers waste requirements that retailers can provide to aid clients recycling. Pull-out bin base units supplied with a kitchen, saves losing this valuable add-on sale and the customer sourcing a freestanding bin elsewhere from the likes of Amazon or John Lewis.” Furthermore,
retailers could think
outside the box – or more appropriately, inside. Cutlery inserts and plate racks are relatively inexpensive items that, as Bishton says, enhance the practicality of the kitchen you’re trying to sell.
Selling add-ons
From your perspective as a retailer, how you sell additional products is just as important as the products them- selves. Managing director at Lima Kitchens in Milton Keynes, Elizabeth Pantling-Jones, has a three-stage approach to selling add-on products. “Our sales process is simple. We have
Current promotions support the trade-up and added value message, where selected Smeg built-in oven sales qualify for complimentary pizza stones and peel accessories, while purchases of steam products receive steam recipe cookbooks, too
John Davies, head of marketing, Smeg UK
a free, three-stage service. The first is a comprehensive consultation about the space, the household, their lifestyle and the impact it is likely to have on the rest of the home. Stage two is discussing
the design concept,
benefits and products. The third is our confirmation appointment where we can adjust these ‘add-on’ products and services in extra depth to be
· November 2021 „
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