One of the best ways for retailers to sell accessories in their stores, experts note, is through attention-grabbing merchandisers and functional samples.
Whether it’s a full display, graphic story boards or an array of samples, i.e., a chainset of trims, these detailed visual aids and mock-ups will help the consumer envision those accessories in their home, making them more inclined to buy them in-store.
“Having the accessories installed in the showroom or a sample at the minimum is always the best option,” Perfect Vents’ Kennedy said. “It lets the customer see exactly what you are referring to rather than just having to describe it.”
Mohawk takes this approach a step further by creating a demo kit for its Performance Accessories line. These kits feature chainsets of various profiles of trims/moldings for each product type as well as lifestyle books to show customers how these products can put the finishing touches on a room. “The Performance Accessories merchandising displays and demo kits make us an easy choice to aid the customer to visualize ideas,” Nelson said. “Our display includes graphics, fabricated stairs and our sales demo box.”
Artistic Finishes’ Trieber concurred, as the most widely used sales aids at his company are chainsets. In fact, he said he sends out thousands of them every year. The company also offers mini displays of treads and risers and storyboards—small mockups that contain examples of different floors being installed with Artistic Finishes transitions. Also available are online videos that show different profile dimensions, additional technical information and how-to instructions—all of which Trieber said are useful for RSAs.
Pennwood’s Coxon agreed, explaining that the best way to sell accessories is to convey to customers that these products give their floors that clean, finished look. “All consumers are visually oriented,” he explained. “Today, the consumer wants to be educated. A visual tool like a molding display board showing a stair nose, reducer, threshold, t-mold and quarter round helps them to understand the process.”