Selling Add-Ons Increases Profits
in the '80s, when my competition was cutting price, I said to myself, "This will not last long. They will go out of business, the prices will stabilize and then I can make my desired markups."
In the '90s when my competition was cutting price, I said to myself, "They cannot continue cutting price and survive. I will wait for them to disappear."
In the early 2000's when my competition was cutting price and, in some cases, I had to follow just to get the customers through the front door, I said to my staff, "The price cutters are here to stay. When one goes out of business, another one opens. The only way to profit today is to sell add-ons.”