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Credit: How to upsell the customer every time

by Ken Ryan

Ken Weisbacher, owner of Carpetland Carpet One in Cincinnati, remembers the time when five-year financing terms were the norm in the flooring industry and provided the impetus for dealers to upsell consumers.

That sweet spot has been reduced to 12 months (on average) or 18 months during the economic downturn, according to Weisbacher and others, who noted the use of financing is still very important, albeit less prevalent than a few years ago. Continue reading Credit: How to upsell the customer every time