Most offices have coffee machines, so they need coffee cups. Many offices have kitchens, they need dishwashing detergent.

Topic for discussion: It's important to "think outside of the box". Just because you've never sold a particular product and/or service doesn't mean it's not a great fit for you and your customers. What opportunities do you have in your business to sell additional products and/or services to existing customers?

Answer: It's harder to attract a new customer than to sell additional products to existing customers, a lot harder. As you visit your customers, look around, see what they are buying.

Are they buying something from someone else that you are currently selling? Look at what they are buying that you are not selling, make a list. Do this for your top twenty customers, cross check the lists. Note any commonalities. How difficult would it be you to expand your product/service offerings to include these commonalities? What ancillary costs would be involved? What are the benefits to the customer of single source procurement? Go through this exercise, see what turns up.

Consultants call this horizontal and vertical integration, but those are just fancy terms for taking your existing customer base and your existing infrastructure and expanding profit opportunities for your business.

You think about it: What could you or should you be selling to your customers that you are not now selling? When was the last time you added a product or a service?