Kitchen & Bath Business - October 2016 - 31

ORLANDO
JANUARY 10-12
2017

Educate Yourself to Succeed
The Voices from the Industry (VFTI) educational platform during KBIS 2017 will include more than 70 hour-long classes
in four different tracks: Design & Inspiration, Focus on the Customer, Sales & Marketing and Business Management.
All classes are eligible for NKBA CEU credits. The sessions will take place in the South Hall meeting rooms from
January 10-12. Don't miss a chance to learn something valuable from your industry peers.
SELL YOURSELF TO
MAKE THE SALE

CUSTOMER
EXPERIENCE
SHOWROOMS
- WHAT CUSTOMERS
REALLY WANT

Aaron Gould, AKBD, Kitchen and Bath Designer, Lowe's

Kirk & Twila Heiner, Owners, KB Express

Wednesday, Jan. 11, 9:30 - 10:30 a.m., Room S230E

Tuesday, Jan. 10, 1:30 - 2:30 p.m.,

Sales & Marketing Track - 0.1 NKBA CEU

Room S210D
Focus on the Customer Track -

DESIGNING
FOR THE AGES

Kimberly Kerl, Owner, Kustom Home Design
Wednesday, Jan. 11, 9:30 - 10:30 a.m., Room S210D
Design & Inspiration Track - 0.1 NKBA CEU

It is estimated that persons over the age of 65 will account
for 21 percent of the U.S. population by 2040. The majority
of seniors would prefer to stay in their homes as they age,
yet the majority of products and homes are designed for
able-bodied, independent people with little or no physical
or cognitive impairment. Most homes have multiple levels
that require the use of steps and stairs, they often have narrow doorways or halls, and they tend to utilize hardware
and controls that are difficult to grasp or hard to reach.
Join us as we explore the effects of the natural aging
process and the design implications that result from the
privilege of aging with independence. As we age, our
depth perception becomes diminished, causing us to
lose the ability to easily recognize changes in elevation.
Careful use of contrast can help give a visual cue to let a
homeowner know there is a change in elevation such as
a step or edge of a counter.
Become aware of the various levels of accessible design, and see first-hand examples of how these design
principles can be applied to your projects. For example,
kitchens designed with multiple counter heights for
both standing and seated meal prep are ideal for many
age groups, such as families with young kids or persons
with mobility impairments. Even elevated appliances
such as dishwashers, ovens, microwaves and washers
and dryers are useful because they reduce back strain.
Learn how universal design principles can help your
clients maintain independence, avoid accidents and stay
in their home longer.

We have all lost customers to another designer or contractor who is less experienced or completely lacks proper
qualifications. Before we ever sign a contract with a client,
we must "sell ourselves;" without client confidence we will
not see the final sale. We will explore ways to sell ourselves
to promote customer confidence, ensure we do not create
an uncomfortable atmosphere where they assume we are
bragging, convince them we are providing added value and
fit with their communication style.
Adapting to a client's preferred communication style makes
them comfortable, gains their confidence and is the first step
to a successful client relationship. We will spend some time
exploring ways to quickly identify the client's personal communication style and ways to adapt our own style to fit with theirs.
We will also explore ways to ensure our clients remain confident we are the right choice and increase the chances of them
recommending us to their family and friends for future leads.

MAXIMIZING
SKETCHUP: BEST
PRACTICES FOR
QUICK AND
EFFICIENT DESIGN
VISUALIZATION

0.1 NKBA CEU

Customer experience is the single most significant
change you can add to your showroom. Discover what
today's kitchen and bath shopper wants when they
visit a showroom - it's not what you might think. Designing an effective customer-centered showroom is
more than simply displaying products and creating vignettes. Today's showrooms need to create a memorable
customer experience and be able to help you differentiate
yourself in a crowded marketplace. Attendees will discover:
a The latest trends in customer experience showrooms
a What consumers today really want from their
showroom visit
a How to design a showroom with a Pathway
to Purchase™
a How to create a showroom that inspires clients to
tell their friends about you
a Best practices & the most common mistakes

HOW TO TARGET THE
RIGHT CUSTOMERS
Jim Nowakowski, Owner/President,
Interline Creative Group

Laurent Chouari, Design Engineer, Archipelago Hawaii

Wednesday, Jan 11, 3:30 - 4:30 p.m.,

Wednesday, Jan 11, 1:30 - 2:30 p.m., Room S210C

Room S230D

Design & Inspiration Track - .1 NKBA CEU/1.0 NARI CEU

Sales & Marketing Track - .1 NKBA CEU/1.0 NARI CEU

This presentation will show how I incorporate SketchUp into my workflow in creating plans and 3D presentations for both remodels and new construction projects.
I will cover some best practices and present some extensions to SketchUp that can accelerate productivity and
how those are used. Once the 3D model is built, I will
cover the best easy-to-use ways to share this model with
the client, and a brief introduction to this cost-effective
rendering software will show how you can make your
presentations captivating. As important as its capabilities, the limitations of SketchUp will also be reviewed.

This session is geared to today's designers in a
challenging economy. It reveals proven tactics that will
help increase sales by taking control of finding new
customers through analyzing customer data. The course
will impart an understanding of how customers and
prospects consume, create and distribute information
while revealing the executive's role in attracting and
nurturing new business. Nowakowski will present
an interactive course on analyzing customer data and
targeting sales and will review valuable techniques for
acquiring new business.

Kitchen & Bath Business - October 2016

Table of Contents for the Digital Edition of Kitchen & Bath Business - October 2016