The Simple Maths of Add-Ons
Most pet business owners think revenue growth means more clients. But there's an easier lever: increase what each client spends per visit.
Here's the maths:
| Scenario | Weekly Revenue |
|---|---|
| 80 appointments x $80 average | $6,400 |
| 80 appointments x $100 average (with add-ons) | $8,000 |
| Difference | $1,600/week = $83,200/year |
That's $83,200 in additional revenue without a single new client, a single new marketing dollar, or a single extra hour in your day. You're already doing the core service. Add-ons add revenue to existing appointments.
Why Add-Ons Are So Profitable
The economics are compelling because add-ons have:
- Minimal material cost. A teeth-cleaning gel costs ~$2-3 per application. You charge $15-25. That's 85%+ margin.
- Minimal extra time. Most add-ons take 5-15 minutes on top of an existing appointment.
- No acquisition cost. The client is already in your chair/facility. Zero marketing spend.
- High perceived value. Pet parents want the best for their pet. A "premium treatment" at $20 feels like a treat, not an expense.
The Best Add-Ons by Service Type
Grooming Add-Ons
| Add-On | Price Range | Time | Material Cost |
|---|---|---|---|
| Nail grinding (smooth finish) | $10-15 | 5-10 min | Dremel bits: ~$1 |
| Teeth cleaning/brushing | $15-25 | 5-10 min | Gel/paste: ~$2 |
| De-shedding treatment | $20-40 | 15-20 min | Product: ~$3-5 |
| Paw pad balm application | $8-12 | 2-3 min | Balm: ~$1 |
| Cologne/fragrance spritz | $5-10 | 1 min | Product: ~$0.50 |
| Flea treatment application | $15-25 | 2-5 min | Product: ~$5-10 |
| Blueberry facial | $10-15 | 5 min | Product: ~$2 |
Daycare Add-Ons
| Add-On | Price Range | Time | Material Cost |
|---|---|---|---|
| Bath before pick-up | $25-40 | 15-20 min | Shampoo: ~$2 |
| Extra enrichment session | $10-15 | 15-20 min | Toys/puzzles: minimal |
| Photo update package | $5-10 | 2-3 min | Zero |
| Individual play time | $15-20 | 15 min | Zero |
Boarding Add-Ons
| Add-On | Price Range | Time | Material Cost |
|---|---|---|---|
| Extra walk | $10-20 | 20-30 min | Zero |
| Premium bedding upgrade | $5-10/night | Zero | Bedding cost |
| Photo/video updates | $5-10/day | 2-3 min | Zero |
| Groom before collection | $40-60 | 30-45 min | Products: ~$3-5 |
| Enrichment activities | $10-15/day | 15-20 min | Toys: minimal |
When to Offer Add-Ons
At booking: When clients book online or by phone, show them available add-ons for their chosen service. This is the natural decision point.
At drop-off: "Would you like us to add a de-shedding treatment today? With Max's coat, it would really help with the shedding at home."
At checkout: Less ideal (the service is already done), but works for future-booking add-ons: "Next time, we could add a teeth clean, it's only $15 and makes a big difference."
The key: Present add-ons as care recommendations, not sales pitches. You're the expert. If a dog would benefit from a de-shedding treatment, recommend it genuinely.
Training Your Team to Recommend (Not Sell)
Your team might resist offering add-ons because they don't want to feel "salesy." Reframe it:
Instead of: "Can I interest you in a teeth cleaning for $20?"
Try: "I noticed Max's teeth could use some attention. We do a quick teeth clean that takes about 5 minutes and really helps with his breath. Would you like me to add that today?"
The difference: one is selling, the other is professional advice from someone who cares about the pet.
Tracking What Works
After 3 months of offering add-ons, review the data:
- Which add-ons sell? Double down on these. Feature them prominently.
- Which don't sell? Either the pricing is wrong, the value isn't clear, or it's not the right add-on for your clientele.
- What's the uptake rate? 30-50% uptake on your most popular add-ons is a good benchmark.
- What's the revenue impact? Calculate the total additional revenue add-ons generated.
Key Takeaways
- Add-ons increase revenue without needing new clients or extra marketing spend
- The margins are excellent: low material cost, minimal extra time, no acquisition cost
- Match add-ons to your service type: grooming, daycare, and boarding each have different opportunities
- Offer at booking and at drop-off, positioning them as professional care recommendations
- Train your team to recommend, not sell. Genuine care advice converts better than sales pitches.
- Track what works after 3 months and double down on winners
A $20 add-on taken up by half your clients doesn't sound like much. Until you multiply it by every appointment, every week, every year. That's the power of compound small improvements.
