With Ferguson forecasting low single-digit growth for 2025, national builders scaling back home construction and many Luxury Products Group (LPG) suppliers and members reporting flat to modest gains, our industry faces a familiar challenge: how to grow sales and, more importantly, profits in a cautious market. Add in uncertainty around tariffs and interest rates, and it’s clear we can’t rely on volume alone. One powerful, often overlooked strategy is add-on sales.

The Opportunity Hiding in Plain Sight

Our industry is built on “big-ticket” items—tubs, showers, faucets, sinks, toilets. But a kitchen or bath has room for so much more. Think of towel warmers, decorative grab bars, water filtration systems, glass rinsers, upgraded appliance or shower door handles and an array of accessories from towel bars to soap dishes.

These aren’t just nice extras, they’re often high-margin products. Every thoughtful add-on you present increases the ticket total and the profitability of the sale. And because they complement the customer’s main purchase, they’re easy to position as natural, even essential, parts of the project.

Enhancing the Customer Experience

When you suggest add-ons, you’re not “upselling”—you’re helping customers create a more complete, enjoyable space. The additional spending is often negligible compared to the total project cost, but the impact is big.

Early in my career, I met a homeowner in a big-box store who had purchased a cast iron sink. He was frustrated that the salesperson never mentioned the matching accessories, sink racks, cutting boards—that would have enhanced his purchase. The store lost sales, and the customer left dissatisfied. Add-ons prevent that missed opportunity and deliver a better overall experience.

Building the Showroom’s Reputation

Offering complete, solution-focused packages reinforces your showroom’s luxury image. Clients see you as the go-to expert who thinks through every detail. They’re more likely to return for future projects and refer your showroom to friends and family. Word-of-mouth from delighted customers remains one of the most powerful growth tools in the luxury market.

Educating Customers and Designers

Many clients, and even some designers, don’t know what’s possible unless you show them. Competitors often skip this step, so well-trained staff who present thoughtful, relevant add-ons stand out as true professionals. Sometimes all it takes is a single question to uncover an interest the client didn’t know they had.

Health and Wellness Benefits

Some add-ons also deliver tangible wellness benefits:

• Towel warmers reduce mold and mildew.
• Water filtration systems improve drinking, cooking and bathing water quality.
• Grab bars and folding shower chairs now come in beautiful finishes and multi-purpose designs, grab bars that double as towel racks or soap holders, making them functional, safe and stylish.

With health and safety top-of-mind for many customers, these products are an easy, value-driven conversation starter.

Work Together to Win Together

At LPG, we strongly encourage manufacturers and showrooms to collaborate on growing these categories. With targeted training, engaging displays and clear sales goals, add-on products can drive both top-line sales and bottom-line profit.

The formula is simple:

Present the products. Ask the right questions. Show the benefits. And watch your sales, and customer satisfaction, grow.