Kitchen & Bath Business - May/June 2016 - 18

Dealer Dish Maximizing Potential 7 showroom strategies that help sell upgrades 3. Mix It Up. Consider featuring one display that has all luxury products for an overall high-end look - perhaps oil-rubbed bronze pieces instead of chrome fixtures or integrated drains instead of exposed versions. The key is to stir the customer's imagination. 4. Make Room for Walkways. Consider large walkways for customers who use wheelchairs and to accommodate large gatherings around products. Walkways should be a minimum of 42 inches wide, but maximize space as best you can. 5. Incorporate a Resource Center. Create a resource center that operates as a workstation between dealer and customer. This should include brochures, color kits and samples, Internet access and anything additional you will need to talk with customers about their projects. Something as simple as a table and chairs are ideal to encourage collaboration. Place the resource center near a window and/or under good lighting, and don't forget to display your business cards here. 6. Be a Good Host. Make the experience as comfortable as possible for your customers and get to know them; have food THE SHOWROOM EXPERIENCE CAN BE OVERWHELMING to consumers and drinks on hand. Avoid the hard sell and encourage ca- who are bombarded with a huge diversity of colors, products and decisions. These seven tips and strategies not only make it easier for visitors to make selections but also help showroom professionals properly position upgrades for maximum sales. maraderie by starting small talk to break the ice. People don't like to be sold, so you need to diffuse that up front. Ask them to look around - without following them - and you will quickly see why they are in the store. Most customers will gravitate toward products in which they are interested. 1. Start Simple. Include your most basic offering so customers can see entry-level products. Customers get the opportunity to see these products firsthand, and then they can compare and 7. Understand Your Customers. Find out why they are in the contrast upgrades in your showroom easily. store; ask about their project, size of the space, accessibility, bath décor preferences, etc. This information will help you 2. Show Options. When customers see a range of color, tiles and fixtures, they can better understand their options. If you have 15 displays in your showroom, feature one basic shower display and include some upgrades in all of the others. This allows the dealer to say, "Here is a version with decorative grab bars," or "Look at this shower with aromatherapy options." Show as many choices as you can so customers can better visualize them. In addition, if you have 12 stock colors in solid surface but can only show four of them in the showroom, have color chips on hand. 18 narrow down the more detailed questions you need to ask JEFF MOONEY is the owner of Custom Home Solutions, a dealer specializing in alternative bathing solutions for the remodeling industry and accessibility needs. them. Once you find out what their needs are, you can better determine how your products and services can fulfill those. These seven tips will help customers actually see all the products you offer, while driving their imagination for what is possible.  Kitchen & Bath Business / MAY-JUNE 2016 / KBBONLINE.COM / The official publication of KBIS (KBIS.com) http://www.KBBONLINE.COM http://www.KBIS.com

Table of Contents for the Digital Edition of Kitchen & Bath Business - May/June 2016

Kitchen & Bath Business - May/June 2016
Contents
Editor's Note
Happenings
Hot Topic
Trents
Dealer Dish
Better Business
All Abroad
Tech Savvy
What’s Hot
What’s Cool
Adding a powder room prompts master bath renovation
Two kitchens and a master bath accommodate family life
Learning Corner
Kitchen & Bath Business - May/June 2016 - Intro
Kitchen & Bath Business - May/June 2016 - Kitchen & Bath Business - May/June 2016
Kitchen & Bath Business - May/June 2016 - Cover2
Kitchen & Bath Business - May/June 2016 - 1
Kitchen & Bath Business - May/June 2016 - Contents
Kitchen & Bath Business - May/June 2016 - 3
Kitchen & Bath Business - May/June 2016 - 4
Kitchen & Bath Business - May/June 2016 - 5
Kitchen & Bath Business - May/June 2016 - Editor's Note
Kitchen & Bath Business - May/June 2016 - 7
Kitchen & Bath Business - May/June 2016 - Happenings
Kitchen & Bath Business - May/June 2016 - 9
Kitchen & Bath Business - May/June 2016 - Hot Topic
Kitchen & Bath Business - May/June 2016 - 11
Kitchen & Bath Business - May/June 2016 - 12
Kitchen & Bath Business - May/June 2016 - 13
Kitchen & Bath Business - May/June 2016 - Trents
Kitchen & Bath Business - May/June 2016 - 15
Kitchen & Bath Business - May/June 2016 - 16
Kitchen & Bath Business - May/June 2016 - 17
Kitchen & Bath Business - May/June 2016 - Dealer Dish
Kitchen & Bath Business - May/June 2016 - 19
Kitchen & Bath Business - May/June 2016 - Better Business
Kitchen & Bath Business - May/June 2016 - 21
Kitchen & Bath Business - May/June 2016 - All Abroad
Kitchen & Bath Business - May/June 2016 - 23
Kitchen & Bath Business - May/June 2016 - 24
Kitchen & Bath Business - May/June 2016 - 25
Kitchen & Bath Business - May/June 2016 - 26
Kitchen & Bath Business - May/June 2016 - 27
Kitchen & Bath Business - May/June 2016 - Tech Savvy
Kitchen & Bath Business - May/June 2016 - 29
Kitchen & Bath Business - May/June 2016 - 30
Kitchen & Bath Business - May/June 2016 - 31
Kitchen & Bath Business - May/June 2016 - What’s Hot
Kitchen & Bath Business - May/June 2016 - 33
Kitchen & Bath Business - May/June 2016 - 34
Kitchen & Bath Business - May/June 2016 - 35
Kitchen & Bath Business - May/June 2016 - What’s Cool
Kitchen & Bath Business - May/June 2016 - 37
Kitchen & Bath Business - May/June 2016 - Adding a powder room prompts master bath renovation
Kitchen & Bath Business - May/June 2016 - 39
Kitchen & Bath Business - May/June 2016 - 40
Kitchen & Bath Business - May/June 2016 - 41
Kitchen & Bath Business - May/June 2016 - Two kitchens and a master bath accommodate family life
Kitchen & Bath Business - May/June 2016 - 43
Kitchen & Bath Business - May/June 2016 - 44
Kitchen & Bath Business - May/June 2016 - 45
Kitchen & Bath Business - May/June 2016 - 46
Kitchen & Bath Business - May/June 2016 - 47
Kitchen & Bath Business - May/June 2016 - Learning Corner
Kitchen & Bath Business - May/June 2016 - Cover3
Kitchen & Bath Business - May/June 2016 - Cover4
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