Why Designers Love Their Work, Yet Hate Their Income Level
Why aren’t kitchen designers treated with the same respect and professionalism as other professions?
Manufacturers: Once a Cheater, Always a Cheater – OR – Do it the RIGHT Way
Why do so many manufacturers give up millions long-term kitchen sales to get thousands short-term?
For Dealers, Breakin up is Hard to Do
Over the years, we’ve worked with hundreds of dealers. We find it interesting to track the reasons why dealers switch lines. It’s not a comprehensive study by any stretch of the imagination, but it is very telling.
I See Light at the End of the Tunnel (Kind of)
For months now there has been a bombardment of news, both good and bad on the condition of the housing market (2009)…
What Do You Do When the Market Hands You Lemons?
Very rarely do I get a closing rate percentage that is actually based on solid measurement. And that’s a problem. A very big problem, actually.
The Golden Handcuffs
Cabinet manufacturers are investing in technology for their dealers – not necessarily to help our businesses, but to help theirs.
Catfish, Darwinism, and Cabinet Dealer
What can catfish teach cabinet dealers about today’s economy? A lot! These fish frequently deal with droughts and have two survival strategies that are perfect models.
You Had My Kitchen Sale at Hello…Or Did You?
You know the scenerio…a person walks into your showroom trying to look invisible and doing their best to avoid contact with anyone. What do you do?
Attitudes are Contagious…Is Yours Worth Catching?
Doom and gloom doesn’t really inspire confidence now does it? So if you are feeling down, but your sales need to go up, what are you to do?
Out With the Old Reps, In With the New
In this industry, Manufacturer reps have historically been solely focused on selling their product line.
Pay Me Now or Pay Me Later – Just Pay Me
You get paid, but it’s just a little late and getting later with each new house. It seems like a difficult topic and you need the business- so why say anything?
You’re Unique – Just Like Everyone Else
“Why should I buy from you?” said the prospect to the anxious salesperson. There was an awkward silence, and then the salesperson responded with a lot of conversation…
Don’t Sell the Steak, Sell the Sizzle
I love my job! Every day successful cabinet dealers share with me how they accomplish their impressive results and I get to share this knowledge with you. Recently I’ve been curious about the most cost effective manner of generating new leads and I’ve been surprised...
Say No to Chuck
You ever sit in a meeting and someone says something completely inane and everyone else gets this funny look — almost like someone passed gas…
Help is on its Way
I dated this girl once and I was so into her I couldn’t even see straight. Kind of reminds me of the cabinet industry.
Get “Dressed for the Party”
The current outlook is grim. All the numbers are discouraging. You might wonder if the market will show ANY signs of “coming back” during all of 2009.
Selling is More Than Just a Pretty Picture
Those salespeople who struggle in this business make three common mistakes and those who succeed commonly use two unusual sales techniques.
Selling Like a Fox
Do your salespeople know how to up-sell? The first step to successful cross and up-selling starts with listening to the customer.
The Same Old Mantra
Carrying multiple vendors for cabinets is important — especially in a non-standardized market like ours. Yes it is a challenge, but it also reduces your risk.
A Manufacturer SPIF Rant
It’s a funny thing really, having your manufacturer offer financial incentives directly to your salesreps so they will sell their products.
2009 Cabinet Dealer Survival Guide
Our industry is facing some pretty harsh conditions now and no expert sees the business getting better in the next four months- and most think it won’t get better in 2009.
Why 1 Purchasing Head is Better Than 5
The salesperson spends less time doing what they don’t like – pushing paper – and more time doing what they like – selling. It works out great for everyone.
A Sales Process Rant
If anyone can start anywhere in a circle which can run forwards or backwards, how in the hell will you analyze if your sales process is working?
Organizing Salespeople for Success
The best salespeople sell up to $4 Million per year; while the poorer performers might only sell $200,000.
Your Winning Season
I think of business as a game. If I play the game well, my business prospers. If I play the game poorly, the business fails.
