Australian small and medium enterprises are always looking for ways to increase revenue without dramatically increasing acquisition costs. Upselling through strategic product bundling is a powerful, yet often underutilised, tactic. We’ve seen consistently strong results with clients who move beyond simply grouping similar items and instead focus on creating bundles that genuinely solve customer problems or unlock new value.

The key to successful bundling isn’t about what’s convenient for *us* as a business, it’s about what makes sense for the customer. Here are a few approaches we’ve found particularly effective in the Australian market:

• The ‘Getting Started’ Bundle: This is ideal for new customers. Combine your core product with essential accessories or complementary services needed for initial setup and success. For example, a coffee machine bundled with a milk frother, coffee beans, and descaling solution. This reduces friction and encourages immediate product adoption.
• The ‘Problem Solver’ Bundle: Identify a common pain point your customers experience and bundle products that address it. A gardening supply store might bundle seeds, fertiliser, and pest control, marketed as a ‘Veggie Patch Starter’ to overcome the challenge of knowing what to buy.
• The ‘Premium Experience’ Bundle: This targets customers seeking a higher level of service or quality. It combines your standard offering with premium add-ons. Think a car detailing package that includes a ceramic coating upgrade, or a website hosting plan with priority support and advanced security features.
• The ‘Usage Boost’ Bundle: Encourage repeat purchases by bundling consumables with the core product. A printer bundled with extra ink cartridges, or a skincare range bundled with a cleanser and moisturiser, are good examples. This builds customer lifetime value.

Pricing is crucial. Don’t just add up the individual prices – the bundle price needs to represent a clear discount to incentivise purchase. We recommend analysing your sales data to identify products frequently purchased together, then testing different bundle combinations and price points. A/B testing bundle offers on your website is a simple way to optimise performance. Remember, the goal is to increase average order value and customer satisfaction, not just to shift stock.

To maximise impact, consider promoting bundles prominently on your website, in email marketing, and through social media. If you’re unsure where to start, begin by surveying your customers to understand their needs and challenges. This insight will inform the creation of bundles that truly resonate and drive sales. A focused bundling strategy, implemented thoughtfully, can deliver significant returns in the coming months.