Selling Accessory Items

      Add-ons and doo-dads can make you a little money. Here are tips on presenting a smart selection. February 11, 2009

With a new customer, I spend virtually all my time getting the layout, style and finish perfected. When it comes to accessories such as cutlery trays, spice racks, etc. I usually hand them a catalog and let them decide. This doesn't seem exactly optimal, and I find these types of items pretty boring to contemplate.

So how do you approach the selling of accessories? How much time do you spend with the customer on it? How much is defined before you start of the kitchen?

Forum Responses
(Business and Management Forum)
From contributor C:
Like you, I spend a lot of time with a customer going over the details, and I will give them a catalog and let them decide on hardware and accessories, just flat out tell them that I do not get involved in these areas for the simple fact that it is purely personal taste, and they do not need my help. Customers do, however, value your input as far as what will work. I am working on one now where there was five or six finish changes, and many issues with what space will work for what.

I just go with the flow until the design is nailed down, then the real business begins. It has been my feeling that if you push customers along, problems will arise when they are rushed, but walk them through, and they get what they want, happy and they do tell friends. It might take longer to go to the floor, but far less changes.

From contributor M:
I used to just try to whip through the accessories also, or just give them a catalog. I have changed my way of thinking on this. I know that you should spend an hour going over the possibilities with them. For one, if you mark it up correctly, its pretty much a no risk profit item. Second I have found that if they get what they want, and some do like the gadgets, you will get referrals from the job. You will find some who dont/wont spend the money on interior items, but 1 out of 5 will just amaze you in what they will spend.

From contributor B:
My opinion of most accessory items is that they are overpriced junk. I realize that some could turn them into a profit center but I can't sell something I wouldn't be willing to guarantee. I usually open the catalog and let them look. If after viewing the suggested retail price they still want it then I am willing to order. I believe their money is better spent on what I make. At least at that point I know it will last.

From contributor M:
I limit them to proven accessories that give me no callback problems. For instance there are only two trash units that I will use. If they pick something I think has a chance of causing a call back, I just say no! I tell people a couple times a month that if they choose to do something that I do not feel will hold up or look good for many years that I will choose to not do their project.

From contributor P:
I had the same problem so I took the time to build my own catalog using photos of only the accessories that I was willing to use. The client sees "my" catalog, not a hardware company's book with hundreds of confusing items. I also have pages with shop-produced items too.

I scanned from the catalog or found the pictures on the web. Each page has a picture of the item, the name I chose to use for it, my logo, and all specs I need to design a cabinet to fit the item. I have about 40 items in a professional looking binder that I show my client. Selections go quickly and smoothly. This binder has made me tons of money, and my Rev-a-Shelf rep told me I was the biggest buyer in my state - so it works!

Would you like to add information to this article?
Interested in writing or submitting an article?
Have a question about this article?

Have you reviewed the related Knowledge Base areas below?
  • KnowledgeBase: Knowledge Base

  • KnowledgeBase: Business

  • KnowledgeBase: Business: Sales

    Would you like to add information to this article? ... Click Here

    If you have a question regarding a Knowledge Base article, your best chance at uncovering an answer is to search the entire Knowledge Base for related articles or to post your question at the appropriate WOODWEB Forum. Before posting your message, be sure to
    review our Forum Guidelines.

    Questions entered in the Knowledge Base Article comment form will not generate responses! A list of WOODWEB Forums can be found at WOODWEB's Site Map.

    When you post your question at the Forum, be sure to include references to the Knowledge Base article that inspired your question. The more information you provide with your question, the better your chances are of receiving responses.

    Return to beginning of article.

    Refer a Friend || Read This Important Information || Site Map || Privacy Policy || Site User Agreement

    Letters, questions or comments? E-Mail us and let us know what you think. Be sure to review our Frequently Asked Questions page.

    Contact us to discuss advertising or to report problems with this site.

    To report a problem, send an e-mail to our Webmaster

    Copyright © 1996-2018 - WOODWEB ® Inc.
    All rights reserved. No part of this publication may be reproduced in any manner without permission of the Editor.
    Review WOODWEB's Copyright Policy.

    The editors, writers, and staff at WOODWEB try to promote safe practices. What is safe for one woodworker under certain conditions may not be safe for others in different circumstances. Readers should undertake the use of materials and methods discussed at WOODWEB after considerate evaluation, and at their own risk.

    WOODWEB, Inc.
    335 Bedell Road
    Montrose, PA 18801

    Contact WOODWEB

  • WOODWEB - the leading resource for professional woodworkers

      Home » Knowledge Base » Knowledge Base Article