Kitchen & Bath Business - February/March 2019 - 37

installed one recessed light, you've installed them all. But with new products
coming to market almost monthly, that is no longer the case.
The showroom team can easily help you compile all the specifications,
documentation and instructions for every product you want included on your
project. Usually when you place an order, it's more common today for the
showroom to provide you with a spec book you can then give to the architect
and contractor (and keep a copy for yourself!). Can you imagine that you are
the one providing the specs to the builders and architects? The great designers
control these details, and they are the ones telling the GC how to install the
product. Better yet, they have meetings with the installers before the project
begins to review the products chosen and the potential pitfalls. These tools
empower you indeed.
WEAPON # 4 - MANUFACTURER WEBSITES & INSTALLATION VIDEOS

More manufacturers - for even the most basic products - are including installation, maintenance and trouble-shooting videos on their websites. Giving
your team access to (or even making them aware of ) these helpful materials
is a great move - and you become the conveyor of information and the one
helping to take away any fear the contractor or installer may have.
This also has another impact; by introducing others to these resources,
you demonstrate to the installers that you have their best interest at heart
- that you want them to install things without problems. Sometimes new
innovations can be a little intimidating, and a plumber or electrician who
has "done this for 30 years" will usually not admit that. They will just default
to the "It won't work" response and try to sideline the product. By helping

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them without their asking for help, you become a hero. And you are showing them that the product is not suspect but instead it is from a responsible
and innovative manufacturer that is committed to supporting them and a
smooth installation. Now the question becomes - how good can you make
your reputation with them?
WEAPON # 5 - TECHNICAL SUPPORT

Even after reading materials, having installation instructions on hand and
learning all about the product, you are not out of the woods. At the first hiccup
on installation,the "We've never done it this way"mentality can take over again
and turns into the "I told you this would never work"syndrome.At this moment,
the best resource for you to turn to is the technical support department - which
every manufacturer has - to assist the installer through what is most likely a
simple issue or nuance in installation they didn't realize was required. Many
times, the people on the line have faced the situation with your installation before and know exactly how to walk them through the issue. Many times, those
in the technical support department are plumbers, electricians or millworkers
themselves.Let them guide their fellow professionals in the language they both
speak and understand.You become the conduit for making it all come together.
So remember - you are not alone. There are many ways to build your
name and credibility - adding value to your project far beyond picking
out nice colors and fabrics. These tools are all around you and are at your
fingertips. They are here to help you bring your vision to life and give you
the design muscle you need to keep innovative, new products on the job
to improve clients' lives.
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1/23/19 2:35 PM

http://www.jamesmartinvanities.com http://www.jamesmartinvanities.com

Kitchen & Bath Business - February/March 2019

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