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Page 84 FEBRUARY 2018 | RETAILERS FORUM MAGAZINE

forumworkshop

FORUM WORKSHOP

continued...

VALUE-ADDED SELLING

Providing something

extra is the

simplest definition

of Value-Added

Selling. This extra

takes many shapes

and forms such as extended warranties, extra

features or amenities, an additional product, accessories,

etc. These must be included at the

same price in the order to keep the connotation.

A good value-added item should have a close

relationship with the base product or service.

The extra must be of a quality similar to your

product or service, even if it is an inexpensive

item. For example, Career Cathys and Junior Johns generally like to learn about the valueadded items,

but not at the expense of their request

for product detail information. They

appreciate the extra when the emphasis is associated

with their recognition as a new consumer.

Loud Larries love value-added offers

which provide another opportunity for them to

demonstrate the "deal" they negotiated.

Value-added offers which involve

warranty extensions, upgraded items,

or additional features work well when the

market is in a medium to trade-up mode and

with higher pricing strategies (positioning

numbers 1, 2 and 4 on the grid).

COSTUMES ARE YEAR 'ROUND MONEY MAKERS!

www.usacostumers.com

WHOLESALE

Costume Club

100'S IN STOCK

All Occassions

Fast Same Day Shipping

Flat Rate Delivery

Every Day's A Treat!

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