Kitchen & Bath Business - October 2019 - 40

KBB

SPECIAL

SECTION

KBIS 2020

Voices from the Industry
Sessions, cont.
KITCHEN WHISPERING 2.0 - TECHNIQUES IN
SUCCESSFULLY RESOLVING PROBLEM JOBS
John Morgan, Owner of Morgan Pinnacle
Tuesday, Jan 21, 1:30 p.m. - 2:30 p.m., Room N228,
Customer Service Track

TRANSFORM, SATISFY & INSPIRE: RESPONDING TO
& MOTIVATING OUR CLIENTS
Richard Landon, CMKBD, Principal of Richard Landon Design
Tuesday, Jan 21, 9:00 a.m. - 10:00 a.m., Room N226,
Design Track

"Kitchen Whispering" grew from a conversation a few years ago. A
sales manager was sharing a story about a problem job, and I offered
a quick suggestion. A few weeks later we ended up having a similar
discussion, and not long after that he texted me and simply asked
"Kitchen whisperer, do you have a minute?" Immediately after that I
began jotting down all of my crazy experiences and most successful
means in resolving them.When I first put the program together, I was
a little worried that the topic was not exciting enough, but boy was
I proven wrong. It quickly became my favorite presentation because
the attendees are so engaged. Everyone has crazy situations and challenging customers to deal with. I share tons of my own stories that
were not so fun in real time but are now quite humorous to look back
on. And the attendees have their own experiences to share. Everyone
there, including me, learns great ways to handle the most challenging of situations in our businesses. At the end of the day, we all want
positive resolutions that satisfy both us and our clients.

Kitchens are now the living room of the home; bathrooms are now
a sanctuary. We can transform these spaces visually and satisfy them
functionally, yet how do we inspire our clients emotionally? In his
book Emotional Design: Why We Love or Hate Everyday Things, Donald Norman relates from firsthand experience how Steve Jobs influenced the design of the products that set Apple apart and inspired
often unbridled passion among their users. In like fashion, how can
we engage our clients to create rooms they love? To answer that, our
session will show examples and also be a practicum - demonstrating
how to adjust your design process to better suit your clients; how to
draw out of them the design ingredients that inspire them; how to
create trust by so doing; and how this motivates them to justify the
cost of their decisions. The proven tools and techniques shared have
the potential to launch you to new levels!

SELLING TO DESIGN BY NOT DESIGNING TO SELL:
ROLE PLAYING PARTS 1 & 2
Jan Neiges, CKD, Owner of Jan Neiges LLC
Tuesday, Jan 21, 1:30 p.m. - 2:30 p.m./3:00 p.m. - 4:00
p.m. Room N223, Grow Your Business Track
SESSION 1: As a kitchen/bath designer, Jan Neiges will share her

process on how this theme has consistently increased her closing
ratio and easily earns her design fees within a two-hour investment
of time before she puts pencil to paper to do design work. She will
provide examples of the documents she shares with her clients, explain the communication process she uses that converts a prospect
into a client and discuss the importance of why and how our role in
the design process needs to change to succeed.

YOUR WEBSITE IS NOT
YOUR MARKETING PLAN
Stephanie Bullwinkel, CBD, Business Manager at
Imperial Kitchens and Baths
Wednesday, Jan. 22, 10:30 a.m. - 11:30 a.m.,
Room N230, Management Track

Small businesses often have shallow pockets when it comes
to spending on marketing and advertising. With more than
two decades of industry experience, Bullwinkel will discuss
how to create a meaningful marketing plan that maximizes
the minimum amount of time and money small businesses
have to invest in a crucial yet often overlooked segment of
business operations. Pulling from her years in public relations, communications and media, Bullwinkel will present
an all-encompassing picture of how to get the attention of
the right client for your business.

SESSION 2: This will be an interactive Q & A on how to implement

the process. You will learn how to customize the process to your
business model while also helping solve issues you might be facing
when trying to get your clients to the next step. This interactive session will get your Mo-jo back!

/ OCTOBER 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 - October 2019

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