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Fall, winter holidays provide opportunity for add-on sales

While the changing seasons and holidays provide consumers with ample opportunity to buy new home décor, decorative accessories and home accents provide furniture retailers with the opportunity for add-on sales throughout the year.

A recent consumer survey from sister publication Gifts & Decorative Accessories explored consumer buying plans for the most popular holidays. According to the data, eight out of 10 consumers plan to purchase home accents and décor for the Christmas holiday this year. The next most popular holiday is Halloween, followed by Thanksgiving and the fall season, in general. All told, seven out of 10 responding consumers describe their decorating style as casual.

Fifty-five percent of furniture stores place a priority on selling home accent. That’s the finding from sister publication Home Accents Today’s 2016 Furniture Store Survey. As one furniture store answering stated, “Accents help show off the larger items and room groups that we have staged.”

Accents are the “finishing touch of a home,” wrote another. “Small items add up and complement a room,” said another store.

Overall, three out of 10 furniture sales include an addon home accent. To encourage more sales, 60% of stores offer accessories to customers on approval with a furniture sale. Four out of 10 offer room packages that include accessories.

The majority of furniture stores answering, at 53%, report higher margins for home accents than furniture margins. According to a responding store, “Cash and carry accents are a plus for our business.”