Hot Tub & Swim Spa Scene HOT TUBS SHOWROOMS


ABOVE: Effective showroom design helps to guide the customer rather than confuse them, believe award-winning 1 Stop Spas. that same evening.”


And what if a customer requests to test a model that is not on display? “We generally split our showroom into entry level, mid range and top of the range,” explains Chris. “We have a spa from each range and each manufacturer available for wet test. So, if the exact model isn’t in the showroom, then there will be a model of the same range and performance, just with a different seating layout. Therefore, it’s possible to sell any spa in a range from a cleverly selected few.”


BEST MIX


Getting the right mix of product in a showroom is key to sales. Displaying high-end, feature-packed models is all well and good but creating a balance between luxury and functionality can help upsell. “At Castle Hot Tubs we like to show top of the range models


but it’s important to have a tub with less features on display so customers can see the difference between, for example, a single pump and three pump model. It helps justify the price difference and ensures the customer is completely satisfi ed with their purchase,” says Yan.


Giving the customer options is vital but it’s important to choose brands that compliment each other in the showroom.


Chris Brady says his brands work well together “because they have the same pedigree of quality and are both well established American companies with excellent support. They offer the same background and this gives the customer the feeling that they are in safe, stable hands and what we advise is not contradicted.” Meda Vlad shares the view that showroom success and ultimately sales rely on getting the product and marketing mix just right. “There is a delicate balance when designing a showroom between having suffi cient products on display and creating a crowded, disorganised space that doesn’t give the client an experience which is conducive to generating a sale,” explains Meda.


SHOWROOM LAYOUT “We work to create a comfortable environment for the customer with good access between areas. We keep similar product ranges within each area and have closing spaces within the showroom so the client can stay on a room set to complete paperwork. Finally, this is backed up by good signage and video content.” Chris Brady concurs: “We don’t have a particular layout within the showroom but we do try and segregate different brands and price points to help guide the customer rather than confuse them.” And the use of themed props to aid sales? “The only props we use are photos and videos of completed projects that show real installations with real happy customers, “ says Chris.


“With the exception of Christmas, we don’t often theme the showroom. Nowadays consumers are fed up with prolonged run-ups to events like Halloween etc. Buying a spa is often as a means to escape normal life. It’s important that our showroom is refreshing to walk into and refl ects that.”


ABOVE: Creating a scene - a Grand Bahama on display in the Castle Hot Tubs, Swansea showroom.


Making wise product and design choices is key for showroom success but there is no substitute for having the right people. “Well-trained staff and education and training for customers give you authority as a retailer,” adds Chris.


22 Hot Tub & Swim Spa Scene HOT TUBS SHOWROOMS


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