If an iced coffee from Dunkin' Donuts is part of your afternoon routine, expect a nudge to buy a cookie or doughnut you didn't plan on.
Dunkin' Brands CEO Nigel Travis says the company is pushing to get its cashiers to "upsell" to afternoon customers.
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It's part of an effort to increase sales after stores have emptied out after the morning rush. In the afternoon, customers who do come in are mostly just searching for a drink.
Upselling of this kind — often called "suggestive selling" in the fast-food world — is common. Who hasn't been asked "Would you like fries with that?"
But it's not a strategy Dunkin' has aggressively pushed in the past, because most the chain's business is in the morning when speed is the top priority.