The following are ways a pool and spa owner/manager can familiarize their staff with accessories:
- Hold weekly meetings which include an “unboxing” of an accessory. At this time,
the accessory can be explained in detail as well as demonstrated with any spa that is functioning on the show floor. Employees should be allowed to try it, ask questions, and see firsthand how the accessory works with other items the store sells. If possible, arrange for manufacturer or distributor reps to come to the store periodically for brief presentations. - Identify the high profit items as staff should talk about these first to maximize add-on profits.
- Focus on cashier sales training as staff in these positions have an opportunity to sell impulse items which can increase profits. POS items should be focused as too many can overwhelm the customer. It is also important to make sure any accessories placed at the register or in line rotate frequently. This way, return customers will pay attention, knowing new items will be available regularly. Cashiers should be trained to ask customers at the time of purchase whether they would be interested in “insert product here.” If those products are not selling? Change it up. Have cashiers ask if the customer found everything they were looking for and take note of the items the store was missing; it is great feedback for the store’s future inventory purchases if multiple customers want it—and it makes customers feel heard.
Staff incentives
Staff sales incentives are rewards employers can offer to their team for selling a certain amount of a featured accessory or reaching a dollar amount. The items a store owner/manager chooses can be products they want to clear out of their inventory (such as an older spa scent), a new and hot product, a fun accessory (such as waterproof spa games), or an item being pushed by the manufacturer. This incentive becomes added motivation to sell. This is especially successful in the world of upselling/cross selling because the accessory of focus changes frequently.
These types of incentives are one way to motivate staff and increase their levels of engagement. An owner/manager can even create teams if they feel the staff needs to work together and increase workplace morale. Employers will be surprised to see how much fun their staff can have selling anything, from hot tub booster seats to oil-absorbing sponges. What is important is the “prize” should be something the team identifies as worth winning. Stores can even create an anonymous staff survey to help with prize direction. The incentive could have a points system, a cash bonus, or physical prize-like tickets—employers will need to know their team and work with them to create the program for ultimate success.
