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How to grow your sales by upselling - Sports Insight Magazine

1 x pair of Uglies Stadium Pants :: Click here for more info.

Sports Insight

www.sports-insight.co.uk

Latest News:

Stand space going fast for 2012 shows Women desert the gym for the great outdoors Wrexham Rugby Club has new image for the 21st century ASICS grows European business despite challenging 2011 INTERSPORT UK makes visual merchandiser appointment FSPA reports ‘Step To It’ challenge success inov-8 gets cash injection from private equity investor Olympic spirit results in 165% increase in new members for London social sports club Rugby star goes digital with new sports injury store Sports Insight - May 2012 Reydon Sports announces new board appointments Sondico makes football return as new licensee is announced Nike to sponsor Manchester City Exclusive TECNOpro Bash junior racquets Precision launches new catalogue and website Agency law seminar for sales agents adidas enjoys fifth consecutive quarter of double digit growth ASICS to open two high-tech stores in Spain London Fight Zone launched at Lillywhites Girl power PUMA says it faces challenges in Europe after fall in Q1 earnings PureLime serves up a tennis treat with new range Sports Direct ‘outperforming management’s expectations’ as sales continue to rise Push your business forward with PenCarrieUKL PUMA becomes Leicester City FC’s sportswear and technical kit sponsor for next three years Tarkett supports youth development at Motherwell FC Canterbury signs three-year kit deal with Leicester Tigers Puma launches ‘Bring Me Back’ recycling initiative in its German stores Dobotex to showcase Puma range at MODA in August Scooter mad Shock Absorber reports double digit sales growth INTERSPORT continues international expansion with license agreement for Lebanon Aqua Sphere ambassador wins gold at U21 Europe and Africa Waterski Championships SKINS agrees new strategic alliance for Asia Sports Insight - April 2012 Activinstinct and Hi-Tec register social media success JD Sports’ pre-tax profits fall as margins remain under pressure Bedale School creates new sporting identity for pupils adidas invites you to ‘take the stage’ with new UK ad campaign 

ASICS to open new flagship store in London
 Ex-JJB Sports chief executive charged with alleged £1 million fraud McDavid sites its first touchscreen display in the UK Dick’s Sporting Goods invests £20m in JJB Sports MANTIS appointed Official Racquet Partner to the Allam British Open Squash Championships New Balance launches first-ever UK TV ad campaign Q4 INTERSPORT show kicks off Nike has strong third quarter as revenues rise 15 per cent Kempa raises funds for German cancer charity Wilks softball sets cover all bases Buying patterns INTERSPORT Q4 Show Solihull New sales representative for Unicorn Shock Absorber launches lightweight sports bra with ultimate moisture control HEAD Tennis launches Andy Murray campaign PureLime unveils a new look logo for the AW12 season Revolution Running Gilet INTERSPORT expands into China with master franchise agreement Spalding becomes official teamwear partner to Falkirk Fury Basketball Club Ronhill sponsored clubs in National Cross-Country Championships gold rush Sports Insight March 2012 Digital Issue Petron Sports agrees new distribution deals adidas’ sales hit record high Brabo brings Formula 1 technology to hockey Canterbury to replace Nike as official kit partner to the RFU New Balance launches ‘The British Miler’ OPRO becomes British Basketball’s official mouthguard supplier Glamorgan Cricket signs kit deal with Gray-Nicolls Spalding establishes partnership with basketballscotland Introducing the Dictator rounders bat With TheMagicTouch it’s as easy as 123Flex Patriotic swimwear from Aqua Sphere Huub wetsuits signal a turning point in triathlon performance Inov-8 accelerates international expansion ASICS to become on-air presenting sponsor for London 2012 Market for wearable sports and fitness activity sensors set for significant growth Rhino appointed official supplier to The British & Irish Lions 2013 Australia Tour Aces High jumps for GFORCE INTERSPORT continues to build football partnerships with Olympique de Marseille shirt deal Shooting outside Puma footwear supplier’s factory Unicorn commits to a new long-term deal with the Professional Darts Corporation Shoe business Youth Sport Trust Business Awards winners announced ASICS launches new FUJI trail running collection INTERSPORT and Wilson team up for consumer tennis competition Wiggle to roll out 360 spin imaging across full product range following significant sales uplift Helly Hansen launches new trail running shoe Nike explores waterless dyeing with new partnership Sports Insight Feb 2012 Digital Issue New US distributor for Unicorn Darts Liam Burns appointed chairman of the Federation of Sports and Play Associations John Steele appointed Youth Sport Trust chief executive Helly Hansen launches new training collection Grays becomes official equipment and clothing supplier to international governing body for hockey Arena renews National Swimming League sponsorship agreement ISPO MUNICH attracts close to 80,000 people ASICS increases European sales by 13.2 per cent Under Armour revenues for 2011 top $1.47 billion BPF throws its weight behind campaign to halt ‘damaging’ business rate hike Nigel de Jong signs partnership deal with PUMA Independent sports shop recognised for retail excellence Aqua Sphere to be official swim kit partner to British Gas Great Swim Series 2012
rss

Knowledgebase

kids catalog little learners zinc bikes zinc trials mantis ucl deals kit deals

Sir Philip Craven honoured at Sport Industry Awards

One of the Paralympic movement's greatest pioneers receives Lifetime Achievement Award

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Magazine Image

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View Story

How to grow your sales by upselling

By: Jeff James

Listed Under: Feature

Published: Wednesday, November 14, 2007

Top tips from Chris Barling, CEO of ecommerce software supplier Actinic

Attracting visitors and persuading them to buy is a challenge for online retailers, but a sole focus on this area can lead to underperformance. Selling to customers should not end when they place one item in their basket. Increasing the average order value can mean the difference between moderate and major success - or between success and failure.

Fortunately, there are established merchandising techniques that can encourage additional purchases. If your ecommerce solution allows these to be implemented, they can help maximise turnover.

1. Product bundling
One basic rule of price merchandising is: don’t discount - give more for more money. Everyday low prices seem to work for supermarkets, where buyers shop regularly and understand the true value. For most stores, there are better ways.

Offering ‘bundled’ packages by combining main products with relevant accessories at a slightly reduced price provides a double whammy, giving price-sensitive shoppers extra value while encouraging additional purchases.

2. Upselling
‘Would you like fries with that?’-style techniques can also impact revenue. In this case, shoppers selecting the main product can choose additional options, such as batteries, simply by checking a box. The buyer saves time in finding the extras, and has the assurance that they will work with the main product.

Discounts can also be applied to multiple purchases of particular products. Shoppers save money through buying two or more products; merchants save on postage and sell more at the same time.

Upselling can also be done in the shopping cart. After one or more items have been added to the cart, the buyer receives a message in the form of: ‘Buy another x and you can receive any of y at half price’.

There are many variants on this theme, but the principle is to spend more and get a better deal. Never try to upsell once the shopper has entered the checkout process, though. Here the rule is to provide as few distractions as possible, to encourage them to complete the purchase.

3. Product lists
Another technique is to provide lists of top sellers and/or new products on the home page and elsewhere. Best sellers are the products that the most people are looking for, and therefore, the ones most likely to attract interest.

4. Also bought
Another approach, pioneered by Amazon, analyses the previous and current purchasing history of the buyer. They are offered a list of products that they might be interested in, because similar buyers also bought them. This is particularly effective for products like books and CDs.

5. Worth a try
Selling online is about offering what the customer wants at a price they are happy with, winning their confidence and making it easy to purchase. With careful application of merchandising techniques, there is scope to increase both sales and net margin to maximise the potential of your online store.

To read an expanded version of this article, visit http://www.actinic.co.uk/ecommerce/upsell.htm


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