2 June 2016
Making Ancillary Sales Work For Your Storage Facility
Ancillary sales are a great way to increase revenue at your store. While ancillary sales do not generate a large portion of your revenue, it is still important to offer additional items at a storage facility. Revenue boosting items would be packing supplies (boxes, locks, tape, dust covers), truck rentals, insurance/protection, shipping solutions, and more. However, just offering these is not enough. For the ancillary sales to be effective, training your employees on how to properly offer a solution to their customers is key. By providing the solution they are able to effectively help every customer with their needs. To make the sale, the manager needs the knowledge and confidence to make them the expert in the customers’s eyes. The store manager should be trained in the product offerings and the benefits of buying those products at the store. Role playing with managers can help in making them comfortable asking for the sale each time.
Additionally, marketing the ancillaries makes it easy for the store manager to make the upsale. Marketing the ancillary products with reminders on storage receipts, placing coupons in the community and on social media. Be sure that your webpage properly shows what ancillary sales you offer as well. Having detailed brochures and posters explaining the items benefits can be helpful as well.
Every storage customer that rents a unit needs a lock, but storage managers should be able to offer additional products. The manager should guide the customer to products to properly pack their items and move their items more efficiently. Store revenues will increase when the store manager is able to believe in and sell the ancillary products.