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Market Pulse { Readers' opinions on industry-related issues } 6 | Kitchen & Bath Design News | February 2015 W hen I talk to clients about their expectations, I often relate to the price of new cars. In my mind, I al- ways expect to fnd one at the price of my last one and am always surprised at the new prices. Bath and kitchen projects are similar to that; it often happens that what we would like to happen is not reality. For projects where clients are expecting us to make selections for them, I suggest that we start out with a "middle-of-the- road" selection of products and we'll make our presentation with that in mind. To let them know there will likely be a higher cost than they anticipated, I qualify the idea with this: 'Funny thing – whenever I have presented that "middle-of-the-road" price, no one has ever said, 'Gee, is that all? Let's spend more.' We know it's a dif- fcult thing with the number of choices we have to consider for projects today. We're here to help clients make it all ft. Nothing can happen if it can only be our way.'" Bill McKay, CKD Starline Kitchen & Bath Gallery Flushing, MI I approach budgets on the front end with a comment that we are only limited by our creativity and budgets. This opens up the discussion. I also tell my clients that I will start with every- thing on their wish list and they may be pleasantly surprised. If the investment is too much, then they can decide what they can live without. I help educate them as to what is important to invest their money in to make their space function as efciently as possible. They maintain ownership of the project and stay excited." Carolyn Kelly CO Lumber Specialties Colorado Springs, CO W e perform a budget analysis with Good, Better, Best options so that they may tailor their project to their wants and needs." Cheryl Oldershaw Chant, AKBD McDaniel's Kitchen and Bath Lansing, MI I can normally include a couple "splurge/I want that" items in ev- eryone's project. Clients may not get their full list of "wants," but if even a couple of special items are included, they're happy!" Carol Lindell DCI Home Resource Charlotte, NC I do my best to incorporate their greatest desires. Most people realize they can't have everything. You have to ofer other solutions that are more afordable. There are many ways to achieve the same objective." Jennifer Hackbarth CH Construction Services, Inc. Port Charlotte, FL I t is always tricky to maintain the 'wants versus the budget of the project. Since I am not married to one par- ticular vendor, I can select products that ft the client's budget while maintaining their functional and aesthetic appeal. Es- tablishing a realistic overall budget must be the frst item business – then, I break it down into specifc areas. I can engage the client by having them provide me with their "wants" in each area that keeps them excited. It is up to the designer to select product that meets the aesthetic, function and dollars that keep them focused and on track with their project." Tina Harvey, Allied ASID True Identity Concepts White Plains, NY W e try to keep the project at less than 2% in change orders. We try to bring all of the what-if's to the front at the beginning of the job instead of during the job." Tom & Heather Langton TLC Design/Build Remodeling, Inc. Colorado Springs, CO I am honest with clients up front. I also let them know that my design will allow for them to add in cabinet stor- age down the road, if desired. I also work with them to address where best to spend the money they have." Jason Urban r.k. MILES West Hatfeld, MA I allow them to present their dream list and then work with them to choose and remove what will make their budget work based on their choices. Cli- ents sense when you're sincerely trying to meet their needs versus trying to sell them something. Present alternatives – it's their money and they can have what they want even though it might not be what I like. " Gerald Skwier Monarch Kitchen and Bath Salisbury, MD I ofer my clients a kitchen with the "curb' appeal they desire that has been designed with the ability to install upgrades in the future. This gives them the conveniences they want without the need to pay for those conveniences today (such as roll-out trays, two-tier cutlery dividers, garbage can pull-outs, etc.). Sometimes it is just a matter of changing a door style, wood species and/or fnish to lower the price into a budget that fts their needs while still maintaining the features that excite the customer." Peggy Farrar Kitchen and Bath Designs of Virginia Chester, VA I keep the excitement up on my end. I won't let a customer get discour- aged during the process because that stops it from being fun and enjoyable. I always tell them I will do whatever I can to get them exactly what they want. A majority of my clients understand that there are limits, but I still present them with all of their options. Kitchen and bath design is a constantly changing feld. Nothing will ever stay the same for long, and staying as educated as possible in terms of new products and techniques has been the best way to help clients." Amy Strope C&R; Building Supply Philadelphia, PA I t's all about communication. It is common knowledge that many homeowners have visions that do not align with their budgets. Speaking frankly with them in the beginning stages, prior to design work happening, is key to es- tablishing a realistic expectation for their project. I always ofer choices to my clients and educate them on the pros and cons & price diferences for each option. In this respect, I give the power of the decision to the homeowner, but I always ensure that they are educated prior to any decision be- ing made. It's exciting for the homeowner because they can tell their friends and relatives all about the choices that they made during the design process." Christopher Awadalla Sanctuary Kitchen Design LLC Denver, CO Designers Discuss Balancing Client Budgets and Wish Lists Kitchen & Bath Design News recently posed the question to dealers and designers in the kitchen and bath industry: "How do you help your clients manage their budgets and stay excited about their projects when their 'wants' exceed their available funds?" What do you think? E-mail your feedback, contact information and the subject line, 'Market Pulse' with your message to Andrea@SOLAbrands.com.