Hot Holiday Accessories, Cool Sales Techniques
Simon Sedek, Buyer, Electronic Express, Nashville, Tenn.: We expect to surpass what we did for the last holiday season. I'd say that Internet radio and, again, iPod accessories will be really hot.
Dealerscope: Fill us in on some of your sales techniques for accessories.
Sedek: We encourage the staff to make at least three attachment sales to a main product. We sell Monster products and they encourage selling attachments that protect, clean and connect. For example, with computers, we like to present surge protectors, battery backup systems and any type of data backup. With LCD TVs, we push better surge protectors with uninterrupted power backup, which carry a $199 price-point and up on average; that business is about 40 percent up over the last two years.