Underlay, skirting board, profile, and care: they seem like small items, yet they matter a lot
When choosing a new floor, the customer's attention is usually focused on the flooring itself: what the colour should be, how waterproof it is, whether it matches the furniture, and whether it can withstand daily use. This is completely natural. For the customer, the floor is "the main product".
In practice, however, a well-functioning flooring system does not only consist of the floorboards. The underlay, the skirting board, the transition profile, the stair nosing, the expansion profile, or even the recommended care product all contribute to making the final result more durable, more beautiful, and more trouble-free.
In retail sales, therefore, the question is not necessarily how to "upsell" something extra to the customer. Rather, it is how to help them buy not just a floor, but a complete, well-functioning solution.
Customers often only realise later that accessories are missing
Many customers arrive at the store having calculated the required square metres, chosen a decor direction, and focusing primarily on the price of the floor. Accessories are only discussed later, even though their absence can easily cause inconvenience.
Typical customer questions:
"Do I need to buy anything else with this?"
"What kind of underlay is suitable?"
"Do I need to choose the skirting board separately?"
"What is needed for doors or transitions?"
"Is it enough if I only take the floor for now?"
It is worth answering these questions not just with a product list, but based on the specific situation. For example, a different accessory package may be needed for someone choosing laminate flooring for a living room compared to someone looking for a solution for a hallway, kitchen, or stairs.
Underlay is not an incidental product, but part of how the floor functions
One of the most important accessories is the correct flooring underlay. Customers often view it as a necessary but secondary layer. However, the underlay can affect walking comfort, sound insulation, thermal comfort, the management of minor subfloor unevenness, and in some cases, even warranty compliance.
In a reseller sales conversation, these types of questions can work well:
"Will the floor be installed in an apartment building?"
"Is it important for walking to be quieter?"
"Is there underfloor heating?"
"What is the condition of the subfloor?"
"Will it be placed in a ground-floor or upper-floor room?"
These do not complicate the sale, but rather help the customer understand that choosing the underlay is not just a matter of price.
The skirting board also defines the visual appeal of the final result
Many customers treat the skirting board as an afterthought finishing element. However, a correctly chosen skirting board not only covers the expansion gap but also visually ties the room together.
Several aspects may arise during selection:
Should it match the shade of the floor?
Should it be white to match the wall and the door frame?
Should it be a taller, more distinctive design skirting?
Should it be practical, for example, with cable routing options?
Here, the reseller's added value is particularly important. Customers often do not foresee how much a well-chosen skirting board affects the overall impression of the finished floor.
Profiles help where the floor meets other surfaces
Floor transitions, doorways, stairs, level differences, wall connections — these are all situations where the right profile is not only an aesthetic but also a functional question.
A transition profile, for example, provides a neat transition between two different floor coverings. A stair nosing profile can help protect the stair edge. An expansion profile can contribute to the proper movement of the flooring over larger areas.
With these products, the challenge is often not that the customer does not want to buy them, but that they do not know they will need them. Therefore, it is worth asking about the room's characteristics right when the floor is being selected.
Complete offer, fewer subsequent problems
A complete flooring offer is also more convenient for the customer. There is no need to return later for missing accessories, it does not turn out during installation that there is no suitable profile, and there is also less chance of an incompatible product entering the system.
From a reseller perspective, this can bring several benefits:
higher average basket value,
more professional recommendation,
fewer complaint situations,
more satisfied customers,
stronger specialist store positioning.
Accessory products are therefore not just extra items. In many cases, they provide the professional touch that ensures the customer receives a real solution rather than just a price.
In addition to floor coverings, the BauDekor range includes numerous accessory products — underlays, skirting boards, profiles, and installation materials — that can help retail partners compile complete, well-thought-out flooring offers.