Increasing in-store services may not guarantee more sales

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When your resale profits are below expectations, the old question immediately arises: what can I do to increase my sales? One of the strategies that most attracts the attention of entrepreneurs is to expand the mix of products or services offered by the company.

When this type of decision is made, the sales department is the one that celebrates the most, especially if the salespeople are commissioned. But the question is, will this strategy, by itself, guarantee an increase in revenue?

Understand some reasons that can hinder the performance of this strategy and what should be done to increase your sales.Increase services in the car shop

Is increasing the mix really the best action?
It is important to understand that this action requires greater investment, a logistics strategy, partnerships rcs data uae suppliers, more physical space and training for the sales team, since its employees will be working with new products. These factors must be aligned and increasing the product mix must be one of the strategies used, and not the “saving” strategy.

Selling a product is different from selling a mix of products
If sales were not meeting expectations before, now that there are more products the problem may worsen. It is necessary to train the sales team regarding the mix of products, otherwise many will sell cheap items in large quantities, but they do not add to the company's revenue. To make the increase in the product mix worthwhile, the salesperson must increase their average ticket per customer, for example, by selling more items to each customer or closing sales of more expensive products.

Understand your customer
The choice of mix should never be random. To know which products to offer, you need to analyze your customer's profile. By doing this, it will be easier to identify, within the product line that they already buy, whether there is another item that fits their needs.

Read also: Difficult customers: learn how to deal with them
If your mix is ​​based on products that aren’t popular, it could hurt your sales. Make sure you offer what your customers really want: price, customized versions, different colors, larger or smaller sizes, etc.

Size doesn't matter
Having an unnecessarily large mix can cause losses to your company. A vehicle sitting idle for too long at your dealership is synonymous with lost money. Make a report from time to time with the best-selling products (ABC curve) and the products that sell the least. Try to understand why some vehicles or accessories do not sell as much and make the necessary adjustments. In some cases, it is advisable to reduce the mix and focus on what really brings profit to the company.