What is an accompanying product and what is the benefit from it for small and large business owners? The actual things that the buyer will use along with the main, larger purchase are related products. This can be consumables, care products, replacement parts. They help the buyer to care for the purchase, extend the pleasure of its use or smooth out the shortcomings. They help the seller increase profits by 5-15% without spending additional funds on advertising.
What can be related products? Suppose you are the owner of a household appliance store, you have a washing machine, a vacuum cleaner and an LCD TV on the counter. What related products can I offer for each item? To the washing machine - powder, a bag for washing delicate items, a descaler, air conditioning, a bag for washing shoes, an express cleaner, long hoses (not everyone is satisfied with the standard 1.5 meter ones), stain remover. As you can see, the list is not so small. It is important here not only to put additional goods on the counter, but also to offer them, if possible, to describe the benefits of an immediate purchase, for example: “With this tool your machine will last longer”, “This bag for washing will save things from puffs”.
To the vacuum cleaner you can offer replaceable bags, a brush for collecting animal hair, replaceable filters. To LCD TV: DVD player, bracket, surface cleaner, extension cord, headphones, so you can watch TV when everyone is sleeping. You can offer a universal product in addition to any equipment: flash drives, DVD-ROM discs with films, napkins for the care of office equipment. Even the most ordinary plastic bags can bring a good income: 3 rubles of net profit from each package with 1000 customers will bring 3000 income.
Of course, not everyone agrees to purchase an unscheduled bracket or descaler, but even if 1-2 people do it, the profit will increase, especially since such a small thing can be set up at a large margin.
At first glance, consumables can only complement industrial products or household appliances. However, this is not the case. In the flower business, a client who has bought a bouquet for his wife’s birthday can be offered beautiful packaging for flowers, cards, cute souvenirs such as teddy bears, key chains and candles in the shape of hearts. He can also be offered to buy a package of rose petals to create a romantic atmosphere at home.
In the dentist’s office, you can install a rack with mouthwashes, toothpastes, flosses, with electric and ordinary toothbrushes (adults and children). If the doctor after the treatment advises the patient to use a specific paste or oral agent, the patient will probably heed the advice of a specialist and buy a couple of packages.
What other related products might be? It can be food. For example, in a coffee shop you can serve a cup of coffee with a cheesecake, cake, chocolate, a fresh bun, and chewing gum. Of course, some customers will refuse such an addition, but another part will agree with pleasure.
In a jewelry store, related products may include cleaning wipes, gift boxes, multi-section caskets and cabinets for storing rings, chains and earrings.
People who came to the store for a purchase are determined to spend money. Professional sales consultants and managers claim that a person who comes for a particular product can be “untwisted” for related products and services for an amount equal to 10% of the purchase price. The main thing is not to forget to offer these goods and services , because sometimes the buyer himself does not realize how much he needs this or that thing.