PRODUCTS | Add-on sales for kitchens
Rotpunkt offers modular solutions
so retailers can find new opportunities to up-sell their customers
certain they are right for the clients’ needs and budgets.”
Making good use of what the manufacturers and suppliers offer in terms of service, promotions, or aftercare can create even more ways to add more to a sale.
Davies at Smeg UK explains how ‘trading up’ is the perfect example: “Trading up can mean switching from different
hob types through to
integrated extraction. Our current pro- motions also support this trade up and add value message, where selected Smeg built-in oven sales qualify
for compli-
mentary pizza stones and peel accessories, while
purchases of
steam products receive steam recipe cookbooks, too.” These options can be used as the proverbial carrot to secure the sale.
So, what other advice can the
experts offer retailers?
“Display as many items as possible, as customers love to recreate what they see in a beautiful, inspirational showroom,” says Ricky Davies, director at Sub-Zero and Wolf. “Know your product, so that you can talk knowledgeably about the SDAs you offer and their unique selling points.”
Niche products Bomok at Cu-Cucine agrees: “Try to get niche products
that are not
Display as many items as possible, as consumers love to recreate what they see in a beautiful, inspirational
showroom Ricky Davies, director, Sub-Zero and Wolf
available everywhere.” And Gilmore from Fineline Interiors adds: “A seemingly low-value addition can either give you bargaining power to close a deal or, over the course of 12 months, add up to a significant amount for your business.” To paraphrase Gilmore’s
point, it may well be an old adage, but it’s truer today than it’s ever been – look after the pennies and the pounds will look after themselves.
Displaying your add-on products
Stuart Dance, director and area manager for The North at InHouse Inspired Room Design, shares his advice on how add-on products can help you make the most of every opportunity
Can you supply items on display as add-ons? 62
Styling a showroom provides an opportunity to sell additional add-ons and extras. For example, if you have displayed beautiful copper pans, local artwork, or unusual leather lampshades, can you also supply them to your customers? Once you have created a vision, there is a high chance
your customer might just want to recreate it in its entirety. Try to make sure you have these items readily available, as they can increase the bottom line, and make life a lot easier for your customers who no longer have to visit multiple shops and websites to complete their kitchen.
· November 2021
The Insinkerator Evolution 250 food waste disposer offers convenience, time-saving and sustainable benefits to customers
These bespoke cutlery inserts are offered to customers by Sola Kitchens in Hampstead
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