Every time you answer a lock-out call, you have a face-to-face opportunity with your customer to offer an add-on, impulse sale. You can calm a frantic mother at a roadside lockout: “Would you like a Collapse-A-Cone™ for your trunk in case you have another roadside emergency?”, “I have these new Remote Skins for that broken transponder of yours”, or simply provide an ounce of prevention with a Key Hider for a car. You will find real-life experiences that require a need for these products.
Additionally, consumers get the opportunity to benefit from your product knowledge and expertise and a chance to hold the product to alleviate their pre-purchase fears. When you let consumers “try before they buy,” they are more likely to purchase an unplanned item.
While packaging and merchandising may be less important in a van, it is still significant that your customer have a pleasant experience in order to consider an add-on purchase.
A Welcoming Retail Environment
In order to benefit from the value the impulse items can provide your business, a few key steps must be taken to create a welcoming retail environment for your customers:
Have the product within reach. This point is critically important.
Have a broad selection of product for your customers. A locksmith once told me that no matter what he thought would sell, his customers wanted something else. He started with a small retail display one year and the next year he asked for the largest retail display we had. His sales and profits have increased accordingly.
A well-constructed display made with an attention to detail will enhance the product offering and suggest to the customer that the product on the display is top quality.
Recognize that placement and merchandising drive impulse sales. Bright colors and eye-catching displays are imperative. Having the product within reach is critically important.
Remote Skins™, Sprinkler Key Hiders™, Key Tags, Key Identifiers and Split Ring Displays boost sales at checkout.