The Kitchen Sales Coach Issue #1 - WIIFM? Why Should I Read this Newsletter?
By Robert Foltz, CKD
As a kitchen and bath designer & retailer, I wished I had had some basic information shared with me on a regular basis while I was in the trenches every day. Time is precious and I value yours. This newsletter will have articles that are relevant now and in the future. Sales leaders from other industries will also lend their thoughts, while vendors will share some time-saving and money-making tips for your business. We're all here to make money; the question is how we do it effectively. Serving your customer with their interests in mind will make you the most profitable.
All of my articles will lean toward customer service, quality, and project management issues and being able to make enough profit to serve your customer. Please pass on any tips or interesting information to me. Your name and company will be featured for your submission when published.
Cabinet Hardware-Pain or Profit?
Is your difficulty in making money on cabinet hardware your clients' fault… or yours?
My hardware sales system for dealers will not only increase your bottom line per job, but will also let you stand out in the arena of customer service. In this business climate, that kind of added value is separating the haves (sales & referrals) from the have-nots. This doesn't necessarily have to involve Richelieu, which is the line I represent. It will work with any large, diverse line of hardware. (Of course, Richelieu has over 5,000 items, and it's pretty hard to beat that level of product diversity.) There are three elements to my hardware sales system:
1. Pick one major line that will cover 75 to 85 percent of your kitchen cabinet hardware design needs.
2. Pick one esoteric/artistic line for that outrageous, avant-garde idea to show your prospects that you can think outside the box. Get rid of all your other hardware lines; they take up space and waste your time.
3. Every kitchen order and proposal has three choices that the designer has built into the proposal.
Remember, offering added value is essential. The overall price of your proposal is not the key to selling the job. Proving the value of your product and services is.
About Robert Foltz, CKD
Robert Foltz, CKD is experienced in all areas of the retail kitchen and bath business. As a manufacturers' representative, his experience and expertise can help improve your business. He also works as a sales trainer, consultant, and personal coach.
With 23 years of experience in every area of the kitchen business, he has personally experienced the most common mistakes all business owners and sales people make. He has used that experience to develop a formula that will help you avoid those common mistakes and to dramatically accelerate your success.
Robert can be reached at and his work can be seen on www.KitchenSalesCoach.com.