Kitchen & Bath Business - October 2017 - 6

October 2017

e d i t o r ' s

n o t e

DESIGNERS MATTER

nless you do not follow the news at all, I am sure
you are well aware of Pirch's recent announcement that it is closing several stores outside of
California. We spoke with a source close to the
company's plans and learned that those locations
may have been too consumer oriented and didn't
cater enough to the trade - a definite mistake
indeed when business from contractors, architects
and interior designers is the company's bread and butter.
So what does the trade want when it comes to doing business with showrooms and manufacturers?
A few weeks ago, I spoke with a rep with a luxury kitchen appliance brand,
who said their main goal is to make it easy for the trade to do business with
them. That seems simple enough, right? Trust and reliability with a brand
or retail establishment are invaluable; designers want to know they will get
what they want in a timely manner because their clients are depending on
them. That relationship and level of customer service are key.
Because Pirch was not sending a clear message to the trade, there was also
the feeling that its products and services were more expensive than those at
other showrooms, which was not often the case. In that same vein, consumers
sometimes feel that hiring a design professional is out of their reach or that
their vision will be overlooked.

# Pirch SoHo. Photo by
Mark Steele.

So what can the trade do to attract more clients?
How do they send the message that if homeowners are only doing a renovation once every 10
to 15 years, they need to hire a professional to
help them create their dream kitchen or spa-like
master suite? Unexpected illnesses do come up;
older family members sometimes need to move
into their children's homes. Especially in those
particular situations, a design professional who
is educated in aging in place needs to step in and
make sure the renovations are done correctly.
You as a design professional should also offer
trust and reliability and be able to deliver a clear
message about what your specialties are. One designer I spoke to said her clients found her because
they knew her reputation for choosing bold colors;
another has accessibility issues akin to her client's,
so there was a level of familiarity there.Your website,
Houzz page and social media platforms can all serve
as conduits to let potential clients let know more
about you and learn about your recent projects.
Also in your corner is the fact that many manufacturers are offering products to the masses that
were previously thought of as only for the luxury
market.If marble is out of your client's budget,there
are now several surfacing options that look just like
marble but blow durability out of the park. Our
Product Innovator Award winners in this issue reflect both of those trends.
As you can also see in this issue, the bathroom
and kitchen projects run the gamut of design
styles, color palettes, material selections, etc., so
there is truly something for every potential client out there. It is your job to let them know you
are there to hear their desires and make them a
reality - that design professionals truly do make
a difference.

CHELSIE BUTLER
Executive Editor
chelsie.butler@emeraldexpo.com
Twitter: @kbbchelsie

Kitchen & Bath Business / OCTOBER 2017 / KBBONLINE.COM / The official publication of KBIS (KBIS.com)

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Kitchen & Bath Business - October 2017

Table of Contents for the Digital Edition of Kitchen & Bath Business - October 2017