How Smart Spa Retailers Increase Ticket Size Without Discounting
In today’s competitive spa retail environment, discounting can feel like the easiest way to close a sale. But experienced dealers know that constant price cuts erode margins, weaken brand perception, and train customers to wait for deals. The good news? There’s a smarter way to grow revenue — without lowering the price of the spa itself.
The key is increasing ticket size through value-driven add-ons and experience-focused selling.
Sell the Experience, Not Just the Spa
Most customers walk into a showroom focused on the hot tub: the jets, the seating, the controls. But what they’re really buying is a lifestyle upgrade — relaxation, wellness, and a sense of luxury at home.
Retailers who guide the conversation toward the complete spa experience consistently see higher close rates and stronger average order values. This means presenting accessories as essential components of ownership, not optional extras.
The Power of Bundling
One of the most effective ways to increase ticket size is through smart bundling. Instead of itemizing every add-on, successful retailers create spa packages that include the elements customers need from day one.
This often includes:
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A properly sized spa cover
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Water care essentials
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Lighting or handrails
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And a premium spa step, such as the PowerStep Spa Step
Bundling shifts the conversation away from “Do you want this?” to “This is how your spa is meant to be used.”
Why Spa Steps Are a High-Impact Add-On
Spa steps are one of the most overlooked yet influential accessories in the showroom. A well-designed step immediately improves safety, comfort, and visual balance. When placed directly in front of a hot tub display, the PowerStep Spa Step helps customers visualize a finished installation — not just a standalone product.
Because spa steps solve a real problem (safe, stable entry) while also enhancing the look of the setup, they feel like a natural upgrade rather than a sales push.
Showroom Presentation Matters
Retailers who increase ticket size consistently don’t rely on verbal explanations alone. They show the value.
Displaying spas with matching steps in front — scaled correctly to the height of the tub — makes the accessory feel expected. Customers are far more likely to say yes to items they’ve already mentally included in their purchase.
Protecting Margins While Improving Satisfaction
Unlike discounting, accessory-driven upsells protect margins and improve post-sale satisfaction. Customers leave with a more complete setup, fewer surprises at delivery, and a better overall impression of the retailer.
That leads to:
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Fewer follow-up complaints
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Fewer returns
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Stronger referrals
Smart Growth Without Price Cuts
The most successful spa retailers don’t race to the bottom on price. They focus on education, presentation, and experience. By positioning accessories like the PowerStep Spa Step as part of the complete spa solution, retailers grow revenue while reinforcing quality and professionalism.