Super-Size Your TV Profits with Furniture
The simplest way to turn this lost opportunity into found profits is by immediately following the purchase-intent with what could be termed use-intent. In other words, after the difficult and often time-consuming process of working with a consumer to determine which television size and technology are best for their needs, ask them where they're going to put their new big-screen. If a consumer is induced, right there at the point of sale, to consider how they will use the new product they just agreed to purchase, you will be creating an opportunity for dialogue about furniture. This dialogue will need to include the following factors:
• How is the consumers' home decorated and how much space can be allocated to this new television and furniture purchase?
• What other CE products, such as a DVR, satellite receiver or cable box, need to be placed on the furniture?