Kitchen & Bath Business - April 2019 - 28

A Method to
the Madness

Brand Loyalty

Industry professionals share
how they source products

Anyone in the kitchen and bath design and construction industry who sources products probably
uses a few tried-and-true methods for choosing
their selections for clients' projects, but they may
not be aware of the myriad of ways in which they
can do so. In terms of purchasing the actual products, a lot say they do a combination of buying
online and by visiting brick-and-mortar stores and
showrooms.When establishing relatiopships with
vendors and salespeople, they cite several criteria
important to them to keep those going strong.
KBB spoke with a handful of pros to find out
their methods for sourcing their selections -
perhaps the most important part of a remodeling project.
Dawn DeLuca, AKBD,  CLIPP,  CAPS

DAWN DELUCA ON DESIGN, NEW YORK CITY

It depends on the client, but DeLuca usually begins researching online to discover her options
and ultimately orders through brick-and-mortar
locations to see the items in person.
"Being able to have that one-on-one conversation is imperative," she explained. "As much as we
study product, there are things we do not know,
and your product specialist will be able to provide
alternative solutions that perform better."

ABOVE In this kitchen, Lutz

has incorporated a hood from
Stanici, carved island legs by
Art for Everyday, a cast-iron
farmhouse sink from Kohler
and multiple interior cabinet
accessories from Rev-A-Shelf.
Photo by Photo Tech Inc.

BELOW LEFT The accessible

shower DeLuca designed
features Grohe fixtures, a
built-in bench and a pebble
floor. Photo by Kate Glicksberg
Photography

By CHELSIE BUTLER

28

DeLuca attends as many industry events as she can fit into her schedule to
learn about new brands that may not be represented in her city. She also reads
industry publications to keep up on what's new and often takes those along
with her on client appointments. She said she keeps the regular publications
for at least two years and holds onto buyers' guides even longer.
In terms of vendor relationships, the designer establishes those through
local showrooms and networking.
"I don't want to just be a number," she said. "The best customer service is
when they make the phone call and communicate any issues ASAP."
Tom Lutz, AKBD

JUST 4 YOU, LLC, LOUISVILLE, KY.

Lutz and his team are always open to learning about new product categories and brands. They attend a variety of industry events, including
manufacturers' seminars, trade shows and NKBA meetings to expand
their knowledge.
"This is one area that helps elevate us from all the other companies that
might remain close-minded and narrowly focused," he said.
His firm is well versed in the industry's trade and consumer publications, as
he says those expose them to new products, best designs, current and coming
trends, hottest technology and ideas from recognized industry pros.
"The benefit we reap from this breadth of knowledge is that our customers
quickly see that we know what we are talking about, and that translates into
earning their respect and confidence," added the designer.
Lutz uses a combination of ordering products online and from physical
store locations. The method depends on the type of product; if it is familiar,
ordering online makes more sense.
"However, some categories are very demonstrative and tactile and must
be physically touched and enjoyed visually to be appreciated and pushed to
purchase," he explained.
Lutz and his team have cultivated relationships with the area's primary
appliance dealers and local showrooms that specialize in lighting, plumbing,
hardware and countertops. The most important qualities of those relationships are accuracy and follow up.
"We have to depend on the veracity of the information they provide us,
and we expect them to get back to us and our clients in a most timely â
manner," he added.

/ APRIL 2019 / KBBONLINE.COM / The official publication of NKBA (NKBA.org) and KBIS (KBIS.com)


http://www.KBBONLINE.COM http://www.NKBA.org http://www.KBIS.com

Kitchen & Bath Business - April 2019

Table of Contents for the Digital Edition of Kitchen & Bath Business - April 2019

Kitchen & Bath Business - April 2019
Contents
Editor’s Note
Show Director’s Note
NKBA Note
Happenings
Trends
Hot Topic
Universal Design
Better Business
Brand Loyalty
KBIS
Tech Savvy
Balanced Budget
Solutions
All Abroad
The NKBA honors its 2019 Design Competition winners
What’s Hot
What’s Cool
Out-of-the-box designer turns a man’s home into his castle
Historic home gets a farmhouse makeover
Kitchen & Bath Business - April 2019 - Kitchen & Bath Business - April 2019
Kitchen & Bath Business - April 2019 - Cover2
Kitchen & Bath Business - April 2019 - 1
Kitchen & Bath Business - April 2019 - Contents
Kitchen & Bath Business - April 2019 - 3
Kitchen & Bath Business - April 2019 - 4
Kitchen & Bath Business - April 2019 - 5
Kitchen & Bath Business - April 2019 - Editor’s Note
Kitchen & Bath Business - April 2019 - 7
Kitchen & Bath Business - April 2019 - Show Director’s Note
Kitchen & Bath Business - April 2019 - 9
Kitchen & Bath Business - April 2019 - NKBA Note
Kitchen & Bath Business - April 2019 - 11
Kitchen & Bath Business - April 2019 - 12
Kitchen & Bath Business - April 2019 - 13
Kitchen & Bath Business - April 2019 - Happenings
Kitchen & Bath Business - April 2019 - 15
Kitchen & Bath Business - April 2019 - Trends
Kitchen & Bath Business - April 2019 - 17
Kitchen & Bath Business - April 2019 - 18
Kitchen & Bath Business - April 2019 - 19
Kitchen & Bath Business - April 2019 - Hot Topic
Kitchen & Bath Business - April 2019 - 21
Kitchen & Bath Business - April 2019 - Universal Design
Kitchen & Bath Business - April 2019 - 23
Kitchen & Bath Business - April 2019 - Better Business
Kitchen & Bath Business - April 2019 - 25
Kitchen & Bath Business - April 2019 - 26
Kitchen & Bath Business - April 2019 - 27
Kitchen & Bath Business - April 2019 - Brand Loyalty
Kitchen & Bath Business - April 2019 - 29
Kitchen & Bath Business - April 2019 - 30
Kitchen & Bath Business - April 2019 - 31
Kitchen & Bath Business - April 2019 - KBIS
Kitchen & Bath Business - April 2019 - 33
Kitchen & Bath Business - April 2019 - 34
Kitchen & Bath Business - April 2019 - 35
Kitchen & Bath Business - April 2019 - 36
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Kitchen & Bath Business - April 2019 - 46
Kitchen & Bath Business - April 2019 - 47
Kitchen & Bath Business - April 2019 - 48
Kitchen & Bath Business - April 2019 - 49
Kitchen & Bath Business - April 2019 - Tech Savvy
Kitchen & Bath Business - April 2019 - 51
Kitchen & Bath Business - April 2019 - 52
Kitchen & Bath Business - April 2019 - 53
Kitchen & Bath Business - April 2019 - Balanced Budget
Kitchen & Bath Business - April 2019 - 55
Kitchen & Bath Business - April 2019 - Solutions
Kitchen & Bath Business - April 2019 - 57
Kitchen & Bath Business - April 2019 - All Abroad
Kitchen & Bath Business - April 2019 - 59
Kitchen & Bath Business - April 2019 - The NKBA honors its 2019 Design Competition winners
Kitchen & Bath Business - April 2019 - 61
Kitchen & Bath Business - April 2019 - 62
Kitchen & Bath Business - April 2019 - 63
Kitchen & Bath Business - April 2019 - 64
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Kitchen & Bath Business - April 2019 - 79
Kitchen & Bath Business - April 2019 - 80
Kitchen & Bath Business - April 2019 - 81
Kitchen & Bath Business - April 2019 - What’s Hot
Kitchen & Bath Business - April 2019 - 83
Kitchen & Bath Business - April 2019 - What’s Cool
Kitchen & Bath Business - April 2019 - 85
Kitchen & Bath Business - April 2019 - Out-of-the-box designer turns a man’s home into his castle
Kitchen & Bath Business - April 2019 - 87
Kitchen & Bath Business - April 2019 - 88
Kitchen & Bath Business - April 2019 - 89
Kitchen & Bath Business - April 2019 - Historic home gets a farmhouse makeover
Kitchen & Bath Business - April 2019 - 91
Kitchen & Bath Business - April 2019 - 92
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Kitchen & Bath Business - April 2019 - Cover3
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