Guest Opinion: Add-on sales are key to profitability

By Stephen Frothingham

By Gregg Frederick

Editor’s note: Gregg Frederick, CSE, MBA, is the principal of G3 Development Group, Inc., a consulting service that focuses on engagement through business development, retail development and human capital development. Follow Gregg on Twitter @g3leadership and on Linkedin

A key to growing your profitability is to perfect the art of the add-on sale. Whether in wholesale or retail sales, the most successful salespeople are those who add value to the customer experience by providing the customer with the product they need to enjoy the ride from day one.

As a retailer, providing a superior customer experience (CX) allows you to meet the expectations of today and tomorrow’s consumer. The Retail Remodel projects that we’ve done with Bicycle Retailer, 3 Dots Design and Merchandising Werx have allowed us to create a visual environment that is conducive to creating a superior CX, but at G3 Development Group, we work with the retailer to maximize the CX by training the retailer on ways to engage them in-store and online.

To start on your CX journey, you must define the emotional outcome you want your customer to have when they leave your store. Everything you do and every product you have should …read more

Via:: Bicycle Retailer and Industry News