Kitchen & Bath Business - February/March 2019 - 36

Dealer Dish

Your Secret Weapons
Using showroom resources
to help overcome design &
product objections
HOW OFTEN HAVE YOU FOUND AN AMAZING TECHNOLOGY or product for your kitchen

or bathroom project - it could be a new linear
shower drain or the latest LED lighting system -
but when you show the contractor, you are told "It
just won't work." And you are left wondering - is
this a case of new product jitters, lack of familiarity
with the new technology, fear of the unknown or
some real site condition issue? Sadly, and far too
often, innovations and products you choose to
bring your vision into reality, which would work
beautifully if installed, are given second or third
fiddle and cast aside.
But wait! Not so fast. You have several secret
weapons at your disposal that will help overcome
this typical reaction on your projects. Using them
will allow you to keep any project on track while
simultaneously including the technologies and
innovations you want for your client. By remembering to use these tools, you can easily take your
project from contractor knows best to designer
knows best.
WEAPON #1 - THE SHOWROOM SALES TEAM

My favorite part of working in showrooms is
introducing customers to new products and tech-

36
36-37_KBB_0219_DealerDish.indd 36

nologies, and you, as a designer, are the one with the ability to see how they
will improve the lives of your clients. The showroom sales staff is ready to
demonstrate the product and review features and benefits, installation
requirements and limitations.
Most often, they are happy to give you the information the other professionals on your project will need - from architect to installer. Today, many
showrooms encourage their salespeople to make site visits or meet at the
architect's or contractor's office to demonstrate the new products.
So whatever push-back you get, the showroom staff has likely already faced
that same objection and learned how to address the concern. Asking them for
help will demonstrate to your team that you have the right people on board
to help add value to your project.
WEAPON # 2 - THE MANUFACTURER'S REPRESENTATIVE

BEN ALLIKER has worked for
more 15 years with architects
and designers specifying
decorative plumbing products
for large and small residential
and commercial projects. He
is currently the national sales
manager for HamatUSA.

Sometimes, even the showroom staff cannot calm the fears of the nervous
contractor. When that happens, they have a back-up plan, which means you
do too. Most manufacturers have a territory representative or independent
agent to help support product sales and installations. Their only job is to
make sure that the products they offer are being sold and installed without
any issues. In extreme cases, you can and should enlist their assistance.
These individuals spend their days visiting with architects, builders and
contractors, and many times their schedules are usually more available than
those of your showroom consultants.They can help clear the way to a smooth
installation by providing product literature and materials to add to your own
library of resources - and those of the architect and contractor. Again, by
enlisting the right help, you can keep your vision in focus and add weight to
your share of the "say" on decisions for your project.
WEAPON # 3 - PRODUCT DOCUMENTATION,
SPECIFICATIONS & INSTALLATION INSTRUCTIONS

Manufacturers spend time and resources making sure installation instructions
or product specifications are on their websites, in the showrooms and in every
box. In today's busy world, time is money, and it's easy to assume that if you've

Kitchen & Bath Business / FEB.-MARCH 2019 / KBBONLINE.COM / The official publication of KBIS (KBIS.com)

1/23/19 2:35 PM


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Kitchen & Bath Business - February/March 2019

Table of Contents for the Digital Edition of Kitchen & Bath Business - February/March 2019

Kitchen & Bath Business - February/March 2019
Contents
Editor’s Note
Show Director’s Note
Happenings
Trends
Hot Topic
Skill Set
Better Business
Tech Savvy
Learning Corner
Dealer Dish
Youth Talk
Favorites
Design With
All Abroad
Balanced Budget
Color Find
Universal Design
KBIS Directory
Sustainable Design
Small Spaces
Before & After
Solutions
What’s Hot
What’s Cool
Extensive renovation bids adieu to a builder-grade kitchen
Designer overcomes kitchen and bath challenges in a Texas home
Waterfront home welcomes indoor & outdoor kitchens
Last Word
Kitchen & Bath Business - February/March 2019 - FC1
Kitchen & Bath Business - February/March 2019 - FC2
Kitchen & Bath Business - February/March 2019 - FC3
Kitchen & Bath Business - February/March 2019 - Kitchen & Bath Business - February/March 2019
Kitchen & Bath Business - February/March 2019 - Cover2
Kitchen & Bath Business - February/March 2019 - 1
Kitchen & Bath Business - February/March 2019 - Contents
Kitchen & Bath Business - February/March 2019 - 3
Kitchen & Bath Business - February/March 2019 - 4
Kitchen & Bath Business - February/March 2019 - 5
Kitchen & Bath Business - February/March 2019 - Editor’s Note
Kitchen & Bath Business - February/March 2019 - 7
Kitchen & Bath Business - February/March 2019 - Show Director’s Note
Kitchen & Bath Business - February/March 2019 - 9
Kitchen & Bath Business - February/March 2019 - Happenings
Kitchen & Bath Business - February/March 2019 - 11
Kitchen & Bath Business - February/March 2019 - 12
Kitchen & Bath Business - February/March 2019 - 13
Kitchen & Bath Business - February/March 2019 - 14
Kitchen & Bath Business - February/March 2019 - 15
Kitchen & Bath Business - February/March 2019 - 16
Kitchen & Bath Business - February/March 2019 - 17
Kitchen & Bath Business - February/March 2019 - Trends
Kitchen & Bath Business - February/March 2019 - 19
Kitchen & Bath Business - February/March 2019 - 20
Kitchen & Bath Business - February/March 2019 - 21
Kitchen & Bath Business - February/March 2019 - 22
Kitchen & Bath Business - February/March 2019 - 23
Kitchen & Bath Business - February/March 2019 - Hot Topic
Kitchen & Bath Business - February/March 2019 - 25
Kitchen & Bath Business - February/March 2019 - Skill Set
Kitchen & Bath Business - February/March 2019 - 27
Kitchen & Bath Business - February/March 2019 - Better Business
Kitchen & Bath Business - February/March 2019 - 29
Kitchen & Bath Business - February/March 2019 - 30
Kitchen & Bath Business - February/March 2019 - 31
Kitchen & Bath Business - February/March 2019 - Tech Savvy
Kitchen & Bath Business - February/March 2019 - 33
Kitchen & Bath Business - February/March 2019 - Learning Corner
Kitchen & Bath Business - February/March 2019 - 35
Kitchen & Bath Business - February/March 2019 - Dealer Dish
Kitchen & Bath Business - February/March 2019 - 37
Kitchen & Bath Business - February/March 2019 - Youth Talk
Kitchen & Bath Business - February/March 2019 - 39
Kitchen & Bath Business - February/March 2019 - 40
Kitchen & Bath Business - February/March 2019 - 41
Kitchen & Bath Business - February/March 2019 - Favorites
Kitchen & Bath Business - February/March 2019 - 43
Kitchen & Bath Business - February/March 2019 - Design With
Kitchen & Bath Business - February/March 2019 - 45
Kitchen & Bath Business - February/March 2019 - 46
Kitchen & Bath Business - February/March 2019 - 47
Kitchen & Bath Business - February/March 2019 - All Abroad
Kitchen & Bath Business - February/March 2019 - 49
Kitchen & Bath Business - February/March 2019 - 50
Kitchen & Bath Business - February/March 2019 - 51
Kitchen & Bath Business - February/March 2019 - Balanced Budget
Kitchen & Bath Business - February/March 2019 - 53
Kitchen & Bath Business - February/March 2019 - 54
Kitchen & Bath Business - February/March 2019 - 55
Kitchen & Bath Business - February/March 2019 - Color Find
Kitchen & Bath Business - February/March 2019 - 57
Kitchen & Bath Business - February/March 2019 - 58
Kitchen & Bath Business - February/March 2019 - 59
Kitchen & Bath Business - February/March 2019 - 60
Kitchen & Bath Business - February/March 2019 - 61
Kitchen & Bath Business - February/March 2019 - Universal Design
Kitchen & Bath Business - February/March 2019 - 63
Kitchen & Bath Business - February/March 2019 - 64
Kitchen & Bath Business - February/March 2019 - KBIS Directory
Kitchen & Bath Business - February/March 2019 - KBIS2
Kitchen & Bath Business - February/March 2019 - KBIS3
Kitchen & Bath Business - February/March 2019 - KBIS4
Kitchen & Bath Business - February/March 2019 - KBIS5
Kitchen & Bath Business - February/March 2019 - KBIS6
Kitchen & Bath Business - February/March 2019 - KBIS7
Kitchen & Bath Business - February/March 2019 - KBIS8
Kitchen & Bath Business - February/March 2019 - KBIS9
Kitchen & Bath Business - February/March 2019 - KBIS10
Kitchen & Bath Business - February/March 2019 - KBIS11
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Kitchen & Bath Business - February/March 2019 - KBIS13
Kitchen & Bath Business - February/March 2019 - KBIS14
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Kitchen & Bath Business - February/March 2019 - KBIS17
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Kitchen & Bath Business - February/March 2019 - KBIS19
Kitchen & Bath Business - February/March 2019 - KBIS20
Kitchen & Bath Business - February/March 2019 - KBIS21
Kitchen & Bath Business - February/March 2019 - KBIS22
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Kitchen & Bath Business - February/March 2019 - KBIS25
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Kitchen & Bath Business - February/March 2019 - KBIS50
Kitchen & Bath Business - February/March 2019 - KBIS51
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Kitchen & Bath Business - February/March 2019 - KBIS53
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Kitchen & Bath Business - February/March 2019 - KBIS55
Kitchen & Bath Business - February/March 2019 - KBIS56
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Kitchen & Bath Business - February/March 2019 - KBIS58
Kitchen & Bath Business - February/March 2019 - KBIS59
Kitchen & Bath Business - February/March 2019 - KBIS60
Kitchen & Bath Business - February/March 2019 - KBIS61
Kitchen & Bath Business - February/March 2019 - KBIS62
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Kitchen & Bath Business - February/March 2019 - KBIS65
Kitchen & Bath Business - February/March 2019 - KBIS66
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Kitchen & Bath Business - February/March 2019 - KBIS69
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Kitchen & Bath Business - February/March 2019 - KBIS73
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Kitchen & Bath Business - February/March 2019 - KBIS80
Kitchen & Bath Business - February/March 2019 - KBIS81
Kitchen & Bath Business - February/March 2019 - KBIS82
Kitchen & Bath Business - February/March 2019 - KBIS83
Kitchen & Bath Business - February/March 2019 - KBIS84
Kitchen & Bath Business - February/March 2019 - KBIS85
Kitchen & Bath Business - February/March 2019 - KBIS86
Kitchen & Bath Business - February/March 2019 - KBIS87
Kitchen & Bath Business - February/March 2019 - KBIS88
Kitchen & Bath Business - February/March 2019 - KBIS89
Kitchen & Bath Business - February/March 2019 - KBIS90
Kitchen & Bath Business - February/March 2019 - 65
Kitchen & Bath Business - February/March 2019 - Sustainable Design
Kitchen & Bath Business - February/March 2019 - 67
Kitchen & Bath Business - February/March 2019 - Small Spaces
Kitchen & Bath Business - February/March 2019 - 69
Kitchen & Bath Business - February/March 2019 - 70
Kitchen & Bath Business - February/March 2019 - 71
Kitchen & Bath Business - February/March 2019 - Before & After
Kitchen & Bath Business - February/March 2019 - 73
Kitchen & Bath Business - February/March 2019 - 74
Kitchen & Bath Business - February/March 2019 - 75
Kitchen & Bath Business - February/March 2019 - Solutions
Kitchen & Bath Business - February/March 2019 - 77
Kitchen & Bath Business - February/March 2019 - 78
Kitchen & Bath Business - February/March 2019 - 79
Kitchen & Bath Business - February/March 2019 - What’s Hot
Kitchen & Bath Business - February/March 2019 - 81
Kitchen & Bath Business - February/March 2019 - 82
Kitchen & Bath Business - February/March 2019 - 83
Kitchen & Bath Business - February/March 2019 - 84
Kitchen & Bath Business - February/March 2019 - 85
Kitchen & Bath Business - February/March 2019 - What’s Cool
Kitchen & Bath Business - February/March 2019 - 87
Kitchen & Bath Business - February/March 2019 - 88
Kitchen & Bath Business - February/March 2019 - 89
Kitchen & Bath Business - February/March 2019 - 90
Kitchen & Bath Business - February/March 2019 - 91
Kitchen & Bath Business - February/March 2019 - 92
Kitchen & Bath Business - February/March 2019 - 93
Kitchen & Bath Business - February/March 2019 - Extensive renovation bids adieu to a builder-grade kitchen
Kitchen & Bath Business - February/March 2019 - 95
Kitchen & Bath Business - February/March 2019 - 96
Kitchen & Bath Business - February/March 2019 - 97
Kitchen & Bath Business - February/March 2019 - Designer overcomes kitchen and bath challenges in a Texas home
Kitchen & Bath Business - February/March 2019 - 99
Kitchen & Bath Business - February/March 2019 - 100
Kitchen & Bath Business - February/March 2019 - 101
Kitchen & Bath Business - February/March 2019 - 102
Kitchen & Bath Business - February/March 2019 - 103
Kitchen & Bath Business - February/March 2019 - Waterfront home welcomes indoor & outdoor kitchens
Kitchen & Bath Business - February/March 2019 - 105
Kitchen & Bath Business - February/March 2019 - 106
Kitchen & Bath Business - February/March 2019 - 107
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Kitchen & Bath Business - February/March 2019 - 110
Kitchen & Bath Business - February/March 2019 - 111
Kitchen & Bath Business - February/March 2019 - Last Word
Kitchen & Bath Business - February/March 2019 - Cover3
Kitchen & Bath Business - February/March 2019 - Cover4
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