Extra sales (“Add-on” sales) make a carpet cleaning company highly profitable and grow every year.
The terms “add-on sales” and “plus sales” is offensive to some. It calls to mind the huckster element of the cleaning business that is never satisfied with what a customer buys, but always wants to sell more - whether the customer needs it or not.
Yet, extra sales make a company highly profitable. A service vehicle should generate a reasonable profit just by doing the basic work it was designed to do, which is to clean carpets. Additional sales made by that service unit make the difference between a very mediocre company and a highly profitable one.
In the twenty years that the Wm. F. Bane Co., worked for L. S. Ayres, a major Midwestern department store, it reported to Salvatore R. (Sol) Petruzzi. Sol loved to use the term “plus sales.” He said it sounded much softer than “add-on sales” and made extra profit for his company. Sales people, he believed, must be taught to be ethical in the selling of extra services. He had basic rules concerning plus sales:
If your basic fees cover expenses and a small profit just cleaning carpets, a crew can make extra profit with just a few additional sales. These go almost entirely to the bottom line since the expenses of getting to the job and advertising for it are already amortized.
Examples of Add-On Plus Sales Internal Services to Increase Your Profits:
Some of our customers have successfully added exterior services such as:
If your profit margins are not what you think they should be, take a few days off, come to Bane-Clene Institute training school and improve your position in the industry!
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Wednesday, October 21, 2020
How to Increase Profits with “Add-On” or “Plus” Sales in Your Carpet Cleaning Business
Posted by Bane-Clene® Corp. at 12:00 AM