Shopfloor analysis // Samples
Sample minds
Samples are staples of the showroom, but are they
worth the cost to suppliers, are there too many and what do you do with them when the new range comes out?
Words: Andrew Davies C lients in the market for a new kitchen or bathroom
understandably want to feel and see the finishes of any and every material that might feature in their project. Whether it’s worktops, doors, handles or tiles you know that
at some point in the consultation samples will appear and be spread across the desk like a stylish game of dominoes. But while physical samples are, without doubt, an essential part of the
showroom sales process, the traditional practice of suppliers sending out boxes to anyone who wants them is changing as return on investment gets scrutinised ever more closely. So how do showrooms actually use them? And should suppliers stick to sending out samples for every colour and every finish to every store? “They’re one of our largest
investments every year,” says CDUK
managing director Andy Noble. “We know we need to get them into the hands of designers to inspire them to create beautiful projects with our surfaces – and we need to do that quickly when we have new colours. “So every year we spend somewhere between £200,000 and £500,000 on samples.”
This huge cost includes,
of course, the production of the samples themselves but also a service that aims to deliver individual ones within two to three days as well as the high quality boxes and racks that house them all in the showroom.
Curate to create Considerable investments
such as these mean many suppliers are looking into the efficiencies of standard practices in an attempt to become leaner, hopefully without sacrificing service levels. In the July issue of kbbreview we examined whether that other stalwart of the showroom, the brochure, was still as relevant in the everyday work of a designer and there was a definite sea change in the way that suppliers were looking at a return on the investment. Noble at CDUK says they are monitoring it ‘a little’ but ultimately takes
“ 48
Graham Robinson Halcyon Interiors, Wigmore St
Samples are crucial but need to be curated so they’re easy to view without being overwhelming. Lots of samples are hidden for this reason so it’s important to be able to find the perfect one when needed
a long term perspective. “The investment is in the creativity of the designer,” he says. “So we
don’t always see a correlation between what we spend on samples and what we sell in sheets because that can come over time. If the designer understands that Corian is providing them with something creative, we’re not just investing in that one single job, but in the relationship with Corian over many years.” This literally tangible link between the designer and the products they’re
specifying is incredibly important of course. As an intrinsic part of the design process, they’re an essential showroom presence but this also
kbbreview
September 2024
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