Billy Abt, co-president at Glenview, Ill.’s Abt Electronics, said his store design favors a clutter-free cashier area, so there isn’t that much in the immediate vicinity. There is a grab-and-go area for appliance-related items like laundry soaps, stainless steel cleaners and grille accessories across from the checkout, however, and all salespeople can check out customers from any of 150 terminals in the store, wherever there is a computer, so that broadens customer exposure to whatever is within viewing distance of the transaction area. HDMI cables, surge protectors and screen cleaners are popular add-ons for electronics sales.
“If we don’t do our job and send them home with those, we are really doing a disservice to the customer, because they’re going to need that stuff anyway,” Abt said.
“If they go to hook up a TV and don’t have the cables, it’s not going to be a good experience for them.”