Up-Selling Strategies
Almost every store offers weekly low margin feature items – popular products with low margins that help bring customers into the store. Loss of margin on the low margin product can be successfully recouped through up-selling and value-added strategies.
Higher Margined Companion Products
Some higher margined products just naturally go together with low margined products. Strategically displaying them together can increase sales of the higher margined product. Some examples of products that suit this strategy are:
Ground Beef
- Taco shells
- Hamburger Helper
Grilling Steaks
- Steak rub
- Foil-wrapped potatoes
Roasts
- Pre-cut and seasoned potatoes
- Roasting bags
Higher Margined But Similar Products
Ensure that on the way to the low margined product, customers pass by displays of similar but higher margined products.
For example:
Regular of Lean Ground Beef
- Ground chuck
- Ground round
- Other source grinds
Grilling steaks
- Beef medallions
- Kebobs
- Other higher margined steaks
Roasts
- Prime rib
- Other higher margined roasts
Train staff to encourage purchases of the higher quality/higher margined product. Train staff on the benefits of the higher margined product and encourage them to share the information with the customers. For example, if T-bone steaks are at a reduced price, have staff point out the thicker and better suited for grilling beef medallions. Also provide recipes, cooking instructions and other consumer-oriented material appropriate to the higher margined products to engage customers in the benefits and value of these products.
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