Everyone is looking for new ways to boost sales. At Harvey’s Farm & Garden Center in Westborough, Mass., owner Jim Harvey has found that the add-on adds up.
"Generally, if a customer shows interest in purchasing a larger volume of nursery stock, but needs a little 'nudge,' we will happily 'throw in' some extra add-ons such as an appropriate soil or accompanying product," Harvey said. "For example, if someone purchases a few rose bushes and is looking for a little extra incentive, we will add a Rose Care Package to their order at no additional cost. With smaller orders in the spring we’ll throw in a free 6-pack of pansies if the customer purchases seven packs – since eight 6-packs fit in one tray, it moves a higher volume of product, and the customer loves FREE."
Harvey said his store extends the add-on philosophy to the service arena, adopting this philosophy: Give away a small product; offer a big service. "Especially in early/mid spring, when many first-time gardeners are out and about, we will treat them to a free soil test kit (retail $1.98) with follow up advice and one-on-one guiding on the how-to’s of getting started with their particular project," he said. "We show the customer how to do an accurate soil reading and invite them to come back so we can 'read it together,' and we’ll help set them up with the products/advice they need to be successful at starting a veggie garden, installing a lawn, etc."
Given that the successful gardener is much more inclined to return to Harvey's Farm & Garden Center over and over, Harvey's add-ons do indeed add up. Cha-ching!
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