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The Add On Sale

Techniques for achieving the add on sale

The repair that came into your shop may have actually been for a chain that continually jumps off the bar. If your mechanics, sales people and service ticket writers are trained accordingly, you will be able to generate an add on sale; just by paying close attention to the unit and providing that extended service which can distinguish you from your competition. As with most businesses, the add on sale can make the difference between profitable and unprofitable months. The power equipment business is one of those very unique businesses where you can have an add on sale with every person that comes into your store.

Let's look at the example of the chain saw. After having performed that extended service, take a look at the case that the customer uses to carry his saw. What do you see, other than the dirt and grease that always collect in the bottom of the case? Is there a lube gun with a spare tube of grease? How about some goggles that aren't scratched? An extra chain? A pair of gloves? A screwdriver and wrench to adjust the bar and chain? Extra quarts of mix oil and bar oil? Spare spark plug or air filter? The list of potentially necessary accessories could continue, and most definitely it will not all fit into the case. But most all dealers have experienced individuals that have driven to your store and made one small purchase so that they could complete a job. If this is a commercial customer, then he is losing money by being in your shop and not on the job site.

What if you were to take an extra large zip lock bag and package the necessary items, so that you would have the suggested add on sale ready to go for the customer? Place a printed description of all of the contents in the bag and you have just created your version of a "keep 'em working" add on sale. And, don't forget to include a baseball cap that has the name of your business and address on it. Of course, you would have to exchange the plug, filter, and chain if you choose not to make kits for every type of chain saw, but the idea of creating the package and having it displayed for customers to see is most important.

While we are working with this add on sale, why not step out to carry some of the items that you might not traditionally find in a power equipment shop; rakes, shovels, and other related garden tools? The most frequent answers given by dealers is that they can't buy these items for the prices that the discount chain store is selling them for. The easiest solution is to simply buy a couple of each of these at the chain store and then charge a dollar or two higher than what you paid for it. The important issue here is that we don't want the customer to go into the chain store that sells all of these goods, and then he finds a deal on a new chain saw. Granted, the majority of brands of saws that you stock may not be available in the chain stores, but then again, you may lose a customer.

And if the experiment succeeds and you find yourself making repeat visits to the chain store to restock your rakes and hand pruners, you will surely want to locate vendors to supply you with these items on a regular basis. Now you will have the opportunity to not only sell the inexpensive rakes that are found in the chain stores, but you can now stock a rake that is of the quality that a commercial customer, or a quality conscious customer would want to own.

And to think, this whole sale started with one problem on a chain saw. Take this idea, and your profits, to the bank.

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This article is copyrighted by Tom Shay and Profits Plus Solutions, who can be reached at: PO Box 128, Dardanelle, AR. 72834. Phone 727-823-7205. It may be printed for an individual to read, but not duplicated or distributed without expressed written consent of the copyright owner.
 

MARCH 2024
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Small Business

Conversations

We are taking a break with the Small Business Conversations programs. However, we have the many years of the program cataloged by date on the website.

Small Business

AdvisorieS

The March Small Business Advisory remembers a line from many a western movie; "They went that a-way" and expressions similar to that distract from a business giving great customer service.

Small Business

News

Top Story

The big news item on November 30, 2022 was the advent of ChatGPT; Artificial Intelligence applications which many believe are used exclusively by big businesses.

This does not have to be true as there are many applications we share that have usage in a small business.


Article of the Month

"No plan B"; the subtitle to Van Morrison's Born to Sing album. The idea of no plan B also applies to a small business when you think (or is it when you don't think) about when the time, or opportunity, comes that you can sell your business. Generally speaking, a small business owner gets less money when they decide to close their business.


Book of the Month

"Escape from Cubicle Nation" is the March book of the month. While directed towards those working a corporate job and wanting to become an entrepreneur, we remind readers about utilizing their gut feeling to make decisions in their business.

After all, you did use your gut feeling when you decided to open or purchase your business.

BOOK US

With over 25 years of frontline experience Tom Shay is America's leading Small Business Management Expert. He's a "Must Have" for your next event.

Small Business

Conversations

We are taking a break with the Small Business Conversations programs. However, we have the many years of the program cataloged by date on the website.

Small Business

Advisories

The March Small Business Advisory remembers a line from many a western movie; "They went that a-way" and expressions similar to that distract from a business giving great customer service.

Small Business

News

 

Top Story

The big news item on November 30, 2022 was the advent of ChatGPT; Artificial Intelligence applications which many believe are used exclusively by big businesses.

This does not have to be true as there are many applications we share that have usage in a small business.


Article of the Month

"No plan B"; the subtitle to Van Morrison's Born to Sing album. The idea of no plan B also applies to a small business when you think (or is it when you don't think) about when the time, or opportunity, comes that you can sell your business. Generally speaking, a small business owner gets less money when they decide to close their business.


Book of the Month

"Escape from Cubicle Nation" is the March book of the month. While directed towards those working a corporate job and wanting to become an entrepreneur, we remind readers about utilizing their gut feeling to make decisions in their business.

After all, you did use your gut feeling when you decided to open or purchase your business.