Win, Win, Win With Accessories
* Prominently display accessories.Put them near the products they're meant to go with.Make sure displays are fresh, clean and completely stocked.Where appropriate spend the money to buy proper fixtures-pegboard, slat wall or gondolas-to call attention to the products.
* Compensate associates richly for selling high-profit add-ons.The margins in accessories will support increased sales commissions.Use contests, spiffs and extra incentives to encourage associates to add more items to every sale.
* Track average items sold on each sales invoice.Sell a TV and mount, that's two items.Add an HDMI cable, three.Remote, four. Screen cleaner, five. Same thing in all other categories.Add two pillows, a mattress pad and high thread-count sheets to a mattress sale and the ticket total goes from one to five.Use the Saturday morning sales meeting to give associates a chance to win a $100 bill for the most items on an invoice that day.