For many resellers, their bread’n'butter products are the consumables. Once you sell a product that requires a regular supply of consumables, you need to be the business your customers come to when restocking.
Customers wont come back unless you remind them of your existence. Once a product has been sold, you should be adding them to you mail list and sending monthly or quarterly newsletters promoting the consumables available.
These newsletters can be made valuable by adding hints and tips on how to get the most out of their new purchase. You can also use the newsletter to promote upgrades or add-ons to further supplement your income.
Every new customer is a potential source of recurring income. The more units you sell, the larger your recurring income becomes. I have seen some businesses grow to a point where consumables are the number source of income. The ongoing sale of equipment becomes the icing on the cake.
If your a product reseller, whilst adding extra work your daily task, consumables can become an important part of your businesses success – don’t ignore them. The customers need them to effectively operate the equipment so if you aren’t selling them, someone else is capitalizing on your lost income.