So, you’ve spent all this time and money developing your ideal product/service offering, and customers are buying! Hip, hip hooray! But that was last month, and this month it seems sales are slowing down. I know…it’s the weather…or the season…or better yet, the economy. No, no, and no. Most small business owners have realized customers are the key to success. It’s true they are the lifeline of the business, but so is your product offering. Whether products and services are purchased in person, at a brick and mortar, or on the web, providing unique, well-priced, quality-infused and timely (trend-conscious) assortments are essential. What else is essential? Newness, related accessories, and upgrades. You’ve accomplished the heavy lifting – developing a pool of customers, “traffic” that recognizes your brand and wants to buy your products. But what happens when they’ve completed their initial purchase? Is it ‘one and done?’ Is every new revenue dollar dependent on a new customer? Successful business owners know that is not the case. Content contributed by Christine Jaros, Florida SBDC at USF

1. 01
NEWNESS
UPGRADES
Pre-packaging options can also increase your
revenues by giving your customers your ideal
assortment. Your customer may have intended
to purchase only one item, but for a few
dollars more, they purchase three because
that value pack is less than a single event
itemized purchase.
RELATED ACCESSORIES
Staleness occurs when an active shopper
only sees the same product/service mix
from you time after time. Be prepared to
turn up your efforts for customer
outreach and traffic building unless you
provide new products to extend your
existing assortment.
Selling related accessories are the
easiest product extensions to increase
your customer purchases. They serve to
extend the customer’s experience with
your product/service beyond their initial
use, thereby increasing the perceived
value of the brand.
02
03
Product Line Extensions
Adding Revenue by Adding
Related Products and Services
SBDCTampaBay.com
It’s true that customers are the lifeline of a business,
but so is your product offering. Whether products and services
are purchased in person, at a brick and mortar, or on the Web,
providing unique, well-priced, quality-infused and timely
(trend-conscious) assortments are essential. But what else is
essential? Newness, related accessories, and upgrades.