How Amazon Could Rule This Industry – Part 2
Morningstar recently published a paper on how there are certain industries that the giant can’t touch.
Five Metrics Needed for Kitchen Quoting – a Visual Graphic
Quoting kitchens can be complicated if you don’t have all the necessary information in front of you.
Why “Showrooming” Shouldn’t Make You Nervous
Today’s tech-savvy consumer has enormous amounts of information at their fingertips and this might worry you
Cabinet Showroom Sales 101
How many people enter your showroom then walk out again, having purchased nothing? You may have spent time with these potential customers, used a variety of sales techniques, and invested your energy, all for nothing. These individuals may have left for a variety of...
The Lost Art of the Cabinet Industry Sales Forecast
The challenge with forecasting in the cabinet industry is that it’s usually implemented poorly at best. The entire process is setup to fail…
8 Ways to Get the Most Out of Kitchen and Bath Trade Shows
So if you’re planning which events you’ll be going to in 2011 here are a few ways to get the most out of them…
Customer Service | Giving the Bad News
So how can you save yourself from the fire when having to deliver bad news to customers?
How to Pick Cabinet Suppliers for Your Dealership Without Going Insane
So how do you minimize the risk of choosing a supplier that could hurt your business? Here are a few qualifiers to consider…
3 Ways to Compete with Big-Box Retailers
For independent cabinet dealers competing in the retail and remodeling segments, big-box retailers often prove to be challenging competition.
Kitchen Cabinets are Going Green
So as a dealer, what should you know about these “green” cabinets before offering them to your customers?
Top 11 Most Annoying Things About the Cabinet Industry
There are a lot of things that annoy me about the Cabinet Industry. I started with a much longer list, but I wasn’t ready to write a book…
Better Manage Kitchen Sales
If I were to ask you one question, based on your answer I could tell how well you manage your kitchen & bath sales…
Is Your Customer Service Department Thrifty?
Why does everything have to be a negotiation? Everyone’s trying to nibble away at the pennies in your purse (or man-purse in my case…kidding).
Avoid Cutting Price on Kitchen Quotes
We can come up with a lot of techniques on how to deal with this awkward situation- but the better place to focus on is actually much earlier in your sales process.
Party Like A Rock Star, Charge Like a Lawyer
If you’re a kitchen designer, here’s why setting the expectation that you are even remotely similar to a lawyer is a big mistake…
Are Cabinet Sales Moving Like Pond Water?
If you answer “no” to any of these questions, then you could be selling more cabinets this year. A lot more…
You Can’t Hit the Ball by Watching the Scoreboard
One of the lessons we teach our kids early on is that “you can’t hit the ball if you are focusing on the scoreboard.”
Patience Isn’t Just a Virtue, It’s Required
Patience is not just a virtue, it’s actually a required skill naturals use to win $2M+ business each year.
Why a Wedding is Like a Remodeling Project
Kitchen remodeling is somewhat similar to planning a wedding. There are so many things to do for each, and it can be completely overwhelming at first…
Battle of the Perspectives
Here’s an actual excerpt from one of our 4M Kitchen Sales Process training courses and and excerpt from a recorded interview with a natural…
Why Design Fees are Like Dinosaurs
Some people use design fees effectively, but from what I’ve seen that is more the exception than the rule.
Designers are Salespeople too
If I had a nickel for the number of times I’ve heard designers distinguish themselves as being different than salespeople…
Discounts Don’t Have to be Concessions
How many times has your so called “discount” actually been more of a “concession”? Do you really believe the price you are asking is fair and reasonable?
What is a Reasonable Discount?
If the prospect backs down on any of these things you ask for, then they’ll understand why that discount they are asking for isn’t reasonable.
