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Business 44 December | 2022 INCREASE YOUR AVERAGE ORDER WITH ADD-ON GIFTS Curate an exciting collection of irresistible add-on gifts in a range of price points (Tim Huckabee, president of FloralStrategies, calls them "fi nishing touches"; see our article, "Finishing Touches," in the November issue), to incentivize customers to further personalize their gifts of fl owers (while increasing your average ticket!). ese can include traditional items like chocolates and greeting cards (the No. 1 and No. 2 choices, respectively, of Valentine's Day gift shoppers); plush toys; balloons; candles; et al., but be sure to off er two or three creative, unusual and unexpected items, as well—perhaps spa/ pampering products or handcrafted or artisan goods. Also, remember to off er gifts for both romantic and non-romantic relationships. First & Main designs and manufactures a large assortment of "gift quality" plush toys for Valentine's Day and all occasions. "Gift quality" means that they're well-made and created to enhance the gifting experience that astute fl orists strive to off er their valued customers. Brad and Nancy Holes started First & Main in 1993, almost 30 years ago, and retail fl orists compose the greatest share of their company's customers. Many of their products are ideal as aff ordable add-ons to fl ower arrangements, including "vase huggers," small sitting animals, and those with seasonal and special- occasion embroidered messages. ey also off er large items, for those who wish to make grand statements of love, aff ection or friendship. It is crucial that you prominently feature your add-on gifts on your website and present them to every customer—on the phone and in store. Train your staff , both permanent and temporary holiday helpers, how to off er these items in a friendly, gentle way, near the end of each sales conversation. Huckabee advises introducing these items to the sales conversation as a suggestion rather than a question. For example, avoid asking customers questions that elicit a "yes" or "no" response, such as "Would you like to add on a … ." DON'T FORGET ABOUT GALANTINE'S DAY! Galantine's Day is all about women celebrating women. It is celebrated on Feb. 13, in the name of friendship. is holiday was originated from a 2010 episode of Parks and Recreation during which some of the show's female characters ("gals") gathered to celebrate each other on the day before Valentine's Day. e "made- up" holiday took on a life of its own because the message resonated with women, and since then, it has gained momentum and become a real holiday in some areas and among some groups of people. Galantine's Day is all the fun of celebrating Valentine's Day with friends while leaving Valentine's Day open to enjoy with one's signifi cant other. Take advantage of this opportunity by adding one or two Galantine's Day arrangements and gifts to your Valentine's Day off erings—and be sure to promote them! It may inspire several of your customers to make purchases they hadn't planned on. Give it a try, and let us know how it turned out. First & Main

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