PRODUCTS | Added value: Kitchens 1.
1. The 300mm x 600mm Delta tile brings the sought- after luxury of classic Italian Calacatta Oro marble to kitchen walls, says Ceramique International 2. The new Simplicity II by Vogue (UK) is incredibly slimline thanks to its linear design and simple styling 3. According to Bell, the luxury Artline kitchen range brings German engineering together with smart technology to create a kitchen that wows! 4. Minimalist and elegant, the Blaze 2 by Furnipart, which is distributed exclusively by LDL Components, is a modern design with timeless appeal
4.
Also, as Bell’s Ferris notes, customers aren’t just buying a
kitchen or bathroom, they are buying into a lifestyle. “The retailer needs to paint a picture of the lifestyle that can be achieved with the purchase of their new kitchen or bathroom and associated products. With this in mind, a broader approach, encompassing add-on sales, such as interior design, casual dining areas using bench seating etc. and the right lighting for the project, can really help. Also the whole sales process should be tailored around offering a great customer experience.”
2.
Always choose quality over quantity. A few simple, beautifully made pieces of furniture will always, without exception, look better than a room crammed with
cheap cupboards Helen Parker, creative director, DeVol, Loughborough
3.
Get the edge Connolly adds: “It definitely gives us the edge over the competition and because we can properly project-manage every element of the job, we’ve got greater control and things are less likely to go wrong. We also have greater peace of mind after the job is complete, because we’ve overseen it all and know that everything has been done properly.” In addition to the added levels of control Connolly mentions, getting involved in the kitchen design at the very earliest planning stages will allow you to more effectively plan the room, making for a more functional and aesthetically pleasing end product, and something that is more tailored to suit your customer and their lifestyle. So how might you go about expanding your offering and give that bit more to your customers? In terms of products, think about how you might style your displays with items you can sell, such as wallpaper, an armchair, a small dining set, flooring and lighting, etc. Most of these items wouldn’t need to be kept in stock and could simply be ordered when a customer decides to make a purchase. This way, you’ll have a showroom that works harder, without having to make too much of an investment in terms of space or cash, and you’ll make some extra margin. Maybe consider having just a few key pieces that bring your displays to life and ensure that your staff know those products and brands inside out and are able to answer any questions potential customers might have. People love anything locally made, so perhaps try to find some local craftsmen or small, local brands. If the things you’re selling are handmade, of good quality, and nicely put together, your customers will likely be willing to spend that bit more. But if the brands you select are just starting out, you might be able to get a good wholesale rate for helping to promote them.
Do your homework Finally, make your product choices based on market research. You could canvas your existing and past customers, asking them what sorts of things they like and what other services they would employ you for. You’ve likely got a wealth of data to harvest, so use it. If none of them would use an interior designer, it obviously wouldn’t be worth hiring one. In addition, you will have an idea of the preferred interiors style of your customers from home visits, so if you see something in a home of one of your clients that you think might sell in your showroom, why not ask where they got it and try to stock it?
74 kbbreview · September 2019
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