By Moe Lastfogel
Director of Sales and Marketing for The Retail Observer
As we move further into 2021, I have been reflecting on some of my past thoughts regarding product sales. Even with the Covid onset in 2020, many of you had some of your best sales numbers in years — based on supply, of course. What products could you have added or can still add to help your bottom line and grow your profit dollars? Here are some of my thoughts:
To the appliance dealers with vignettes in place that show plumbing and lighting products: many of you have changed from a basic lineup store and have added beautiful lifestyle kitchen displays to your showrooms. Manufacturers have designed these new display kitchens to show how the product would look in a true kitchen setting. They have sinks, lighting, hardware and various props to give a true home feel. Why not partner with a bath distributing company and/or lighting distributor to sell these add-on products? Many of them are very willing to set up your kitchens with these additional products for you to sell.
Cabinetry hardware is also a great source of extra income. Hardware displays take up little room and are highly profitable. Place the display by your refrigerator section to give your clients a good visual offering based on the handles they need. Lighting is another easy sell, as it can be placed anywhere in the showroom. If you have 5,000 sq.ft. of floor space you probably have 5,000 sq.ft. of ceiling space and plenty of wall space, too.
Sinks and faucets are a definite must sell. Do not sell what the big box stores have. Upgrade your client to the high-end products that the big box stores do not carry. Let’s face it, if you can sell a $12,000 range you can sell a $1,500 sink. Let’s not forget water products. Filters, instant-hots/colds, disposers and air switches all make great add-ons to your bottom line.
There are many other opportunities out there in multiple categories that can add to your bottom line. As the year goes on, we will be bringing you information on products and partners to help you add new products and new categories to your showrooms.
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