Kitchen & Bath Business - October 2019 - 39

KBIS 2020

KBB

SPECIAL

SECTION

HOW TO GO FROM A DESIGN RETAINER
TO A SIGNED CONTRACT
Peter Salerno, CMKBD
Tuesday, Jan 21, 3:00 p.m. - 4:00 p.m., Room N226,
Grow Your Business Track

Getting Educated
This year's Voices from the Industry Conference from the NKBA will offer
74 sessions in five categories: Grow Your Business, Kitchen & Bath Specialty
Training, Design, Management and Customer Service. The three-day conference will feature 25 new speakers, and each one-hour session offers 0.1
NKBA CEU; many also qualify for other industry CEUs.
INCREASE PROFITABILITY BY
DESIGNING FOR WELLNESS
Jillian Pritchard Cooke, Founder of Wellness Within Your
Walls & Curt Rapp, Founder & CEO of The Tile Doctor
Thursday, Jan. 23, 10:30 a.m. - 11:30 a.m., Room N230,
Grow Your Business Track

The presenters will discuss the growing movement
toward designing wellness into residential spaces - in
particular in the kitchen and bath - and why incorporating wellness-minded design within these spaces can
have a significant positive impact on overall health and well-being.
They will explore the fundamentals of designing a wellness-focused
kitchen and bath, including recommended elements such as the use
of natural surfaces and materials, improved indoor air quality, natural
light, water purification and revitalization and chemical control, along
with how educating the consumer in applying healthy behavioral
strategies can make a positive impact on occupants'well-being. In addition, the presenters will address common unhealthy elements found
within many kitchens and baths, including which items should be
avoided to minimize VOCs and contaminants and improve air quality.
They will also share practical applications of wellness design and ways
that design-build professionals can successfully incorporate wellness
principles into their designs to provide their clients with attractive,
high performing, eco-friendly spaces that result in healthier outcomes.
Finally, they will speak to how incorporating wellness design into their
practices can improve client satisfaction and increase profitability.

This session is about how to go from a client walking through your
door to signing a contract. Of course, a client does not walk through
the door and say "Hi, I want to buy a $150,000 kitchen, how should
make out the check?" I wish!!! There are many steps in receiving that
deposit. A retainer is the true qualifier.Talk, promises, recommendations, inflating your ego - it's all part of the game. You know how it
starts: asking questions, getting ideas, stealing your 30 years of experience. As a very successful designer once said to me, "If you give them
all your ideas, why will they need to pay you a retainer? Exactly! So
you give the prospective client just enough information to prove to
them that you have the talent, the experience, the knowledge and
professionalism. You need to prove to them with your portfolio and
showroom that you are head and shoulders above your competition.
This will then lead them to ask what the next step is, and that's when
you take out a retainer contract and ask for a check. This, of course, is
the final objective.

LABOR FORCE SHORTAGES & THE SKILLS GAP
Mischa Fisher, Chief Economist for ANGI Homeservices
Tuesday, Jan 21, 10:30 a.m - 11:30 a.m., Room N229,
Management Track

Successfully running a business - large or small - usually means a
laser-like focus on the core details of your company: having a quality
product, consistent customer satisfaction, competitive pricing, great
employees and a healthy profit margin. However, there's an extra challenge we face in the trades, remodeling and home services industry:
We have a labor market shortage that's hindering growth and making
profitability harder. In this session, you'll learn about the latest research
on labor market dynamics, how public policy is impacting the overall
issue and learn new strategies for recruiting and subcontracting the
best talent and maintaining a competitive edge.

OUTDOOR MANN: DESIGNING YOUR
NEXT KITCHEN OR BATH OUTSIDE
Allie Mann, Senior Design at Case Design
Wednesday, Jan. 22, 3:00 p.m. - 4:00 p.m., Room N230,
Design Track

Ever wonder how to design an amazing outdoor kitchen or bath
like the pros on TV? Then you don't want to miss this session. The
designer will share her pro tips and design advice as to what is behind
the outdoor phenomenon, proper materials to select, design elements
and features to include and will help trouble shoot obstacles along the
way to make your client's dream of outdoor living a reality.

39



Kitchen & Bath Business - October 2019

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

Kitchen & Bath Business - October 2019 - Intro
Kitchen & Bath Business - October 2019 - Cover1
Kitchen & Bath Business - October 2019 - Cover2
Kitchen & Bath Business - October 2019 - 1
Kitchen & Bath Business - October 2019 - 2
Kitchen & Bath Business - October 2019 - 3
Kitchen & Bath Business - October 2019 - 4
Kitchen & Bath Business - October 2019 - 5
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Kitchen & Bath Business - October 2019 - Cover3
Kitchen & Bath Business - October 2019 - Cover4
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