Posted by: Diane Capuano

The power of the add-on! It’s conventional wisdom that retailers need to promote add-on sales in order to be successful. That’s why fast-food restaurants also ask customers if they “want fries with that” or if they can super-size their combo.

In the case of paint and decorating stores, add-ons can consist of a myriad of products. If a customer buys paint, the sales staff can suggest brushes, rollers, painting trays, painter’s tape and a myriad of other products. But several retailers are getting creative with their add-on sales suggestions that extend beyond what you might ordinarily find in a paint and decorating store.

A few examples of less-than-ordinary add-on ideas:

Soybean Candles

James Wolcott, Sioux City Paint & Decorating, Sioux City, Iowa, has done really well with soybean wax candles. Customers are especially receptive to (more…)

Posted: Diane Capuano, PDR magazine executive editor

In today’s economic climate, every customer who enters your store is a precious resource. Your success depends upon how well you serve them and how well you market and merchandise your products to take optimum advantage of their presence in your store. Here are five tips that are geared toward maximizing your results in that endeavor:

1. Emphasize quality Display your premium products prominently. When arranging good-better-best assortments, make sure the best-quality products are at eye level so that customers see these first and can easily reach for them. Make sure your salespeople start a sales transaction by talking about your highest-quality products. Remember: It’s always possible to move (more…)