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While it may appear advantageous on the surface to have built-ins made by cabinetmakers, explain to your customers the superior benefts of customizing a bath by purchasing vanities and bath furniture that are made with the bath in mind. Another consideration is the distinction between cabinets and furniture. Cabinetmakers and carpenters make cabinets. By partnering with manufacturers that specialize in bath furniture, clients have a unique ability to develop one- of-a-kind furniture pieces that include customized cabinetry and so much more. Your clients can span the limits of their creativity and imagination to specify unique furniture pieces made specifcally for their projects. Bath furniture represents another prime opportunity for showrooms to demonstrate performance advantages. Many luxury customers will require custom confgurations. Almost every bath furniture manufactur- er can be tapped as a resource to train showroom sales profession- als how to specify a custom bath confguration. ACCESSORIES Accessories are a third product area ofering endless opportuni- ties for showrooms to demon- strate their superior performance capabilities and win customer trust. The value of accessories in a wardrobe is well known and appreciated. The same holds true for accessories for the bath. Ranging from towel bars to make- up mirrors, decorative accessories accentuate bath components and the room's motif, ofering show- room clients the ability to make a personal design statement. Accessories are easy to sell, but unfortunately, they are often overlooked. Everyone needs a place for toilet tissue and a place to hang a towel. Whether it's a remodel or new construction proj- ect, customers should expect that everything they purchase from the showroom will be coordinated to help ensure that the look is com- plete. The role of the decorative plumbing and hardware profes- sional in accessorizing the bath is to consider the whole look and the synergy that all the components, fxtures and amenities will have on the customer's use and enjoy- ment of the space. The opportunities knock. Expanding the merchandise mix to include lighting, accessories and furniture can make your showroom a disruptive force. Leveraging your showroom's performance advan- tages will make your showroom the recognized destination of choice for decorative plumbing and hardware products in your market. Jef Robboy is a principal at Baci by Remcraft, a manufacturer of lighting and makeup mirrors sold through decorative plumbing and hardware show- rooms throughout North America. Robboy also is a past president of the Decorative Plumbing & Hardware Association. February 2016 • KitchenBathDesign.com 23 The New Definition of Simple Every bathroom remodel has its challenges. The last thing you need is a time-consuming ventilation fan installation. That's why we created WhisperFit ® EZ. Slash installation time by using existing duct work, thanks to the included 4" to 3" duct adapter. Its low profile 5 ⅝" depth, Flex-Z Fast ™ bracket, and detachable installation adapter make it a cinch to install anywhere. Pick-A-Flow ™ Speed Selector lets you customize airflow to 80 or 110 CFM with the flip of a switch. The optional SmartAction ® Motion Sensor turns the fan on automatically when someone enters the room, help- ing eliminate damage-causing moisture while saving energy. Featuring powerful, quiet operation, this versatile workhorse complies with today's stringent green building codes and standards, including ASHRAE 62.2, LEED, ENERGY STAR ® for Homes 3.0, IAP, CA Title 24, and WA Ventila- tion Code. For ventilation made EZ, visit business.panasonic.com/whisperfitez Circle No. 11 on Product Card