Kitchen & Bath Design News

OCT 2012

Kitchen & Bath Design News is the industry's leading business, design and product resource for the kitchen and bath trade.

Issue link: http://kitchenbathdesign.epubxp.com/i/85316

Contents of this Issue

Navigation

Page 23 of 67

Successful Selling { #SZ BO 3 FJTT $. , #% } 5 J QT GPS . B OB HJ OH : PVS , FZ " D D PVOUT 5 P NB JOUB JO B OE SFUB JO LFZ B DDPVOUT B OE UP JODSFB TF SFGFSSB M USB ⒏ D GSPN Z PVS UPQ DMJFOUT Z PV` MM OFFE UP DPOTUB OUMZ NPOJUPS B OE B EESFTT UIFJS DIB OHJOH OFFET XIJMF DPNNVOJDB UJOH UIF WB MVF PG Z PVS TFSWJDFT I O UIF LJUDIFO BOE CBUI JOEVTUSZ NPTU PG VT EF QFOE PO SFQFBU SFGFSSBM CVTJOFTT GSPN DVTUPNFST 4P IPX EP ZPV NBJOUBJO BOE SF UBJO ZPVS LFZ BDDPVOUT BOE FOTVSF UIBU ZPV NBYJNJ[F ZPVS SFGFSSBM QPUFOUJBM GSPN UIFTF DMJFOUT +VTU TFSWJDJOH B LFZ BD DPVOU JT OPU HPJOH UP SFBMJ[F ZPVS NBYJNVN QPUFOUJBM SF UVSO PO ZPVS JOWFTUNFOU *U ` T HPJOH UP UBLF NBOBHFNFOU ,FZ BDDPVOUT DPVME CF PUIFS BMMJFE QSPGFTTJPOBMT MJLF BSDIJUFDUT JOUFSJPS EFTJHOFST CVJMEFST DPOUSBDUPST PS PUIFS TVQQMJFST #VU SFHBSEMFTT PG XIFSF UIF SFQFBU SFGFSSBM CVTJOFTT DPNFT GSPN JU` T JNQPSUBOU UP SFNFNCFS UIBU ZPVS LFZ BDDPVOUT BSF ZPVS DPNQFUJUPST ` NBJO QSPTQFDUT 1SPUFDUJOH UIF SFGFSSBM CVTJ OFTT GSPN ZPVS DPNQFUJUPST XJMM FOTVSF ZPV BSF NBYJ NJ[JOH ZPVS QSPp U QPUFOUJBM .BOBHJOH ZPVS LFZ BD DPVOUT FGGFDUJWFMZ FOTVSFT DPOUJOVFE CVTJOFTT QSPTQFS JUZ &RVBMMZ; JNQPSUBOU JT UIF OFFE UP p OE OFX LFZ BDDPVOUT UP OVSUVSF HSPX BOE SFUBJO IDENTIFY KEY ACCOUNTS *EFOUJGZ XIJDI PG ZPVS DMJFOU CBTF JT PS IBT UIF QPUFOUJBM UP CFDPNF POF PG ZPVS LFZ BDDPVOUT #Z TJNQMZ BQQMZ JOH UIF 1BSFUP 1SJODJQMF PG PG POF UP DPNF GSPN PG POF MAINTAIN & RETAIN *G ZPV NBJOUBJO BO POHPJOH SFMBUJPOTIJQ XJUI ZPVS LFZ BDDPVOUT BEBQUJOH UP DJS DVNTUBODFT BT OFFEFE ZPV ` SF NPSF MJLFMZ UP SFUBJO UIFTF BD DPVOUT " GFX OPUFT PO IPX UP QPTJUJPO ZPVSTFMG XJUIJO ZPVS LFZ BDDPVOUT w ` SFMBUJPOTIJQT 6 OEFS TU BOE ZPVS DVTUPNFST ` JOUFSOBM PS HBOJ[BUJPO : PV NBZ IBWF POF NBJO DPOUBDU BU ZPVS LFZ BDDPVOUT ` CVTJOFTT *U NBZ CF BO JOEJWJEVBM BSDIJUFDU JO B GJSN PS POF DFSUBJO DPOTUSVDUJPO CVJMEJOH TVQFSWJTPS GPS POF PG ZPVS DPOUSBDUJOH w JT QBSBNPVOU JO LFFQJOH UIF BDDPVOU WJUBM "EEJ UJPOBMMZ FYQBOEJOH ZPVS SFMBUJPOTIJQT BDSPTT UIF EFQBSUNFOUT JO ZPVS LFZ BDDPVOUT FOTVSF MPOHFWJUZ & TUBCMJTI B TUSBUFHJD CVTJOFTT QBSUOFS TUB UVT *G ZPV DBO PVUMJOF IPX ZPV BOE ZPVS DPN QBOZ DBO NBYJNJ[F ZPVS DVTUPNFS CFOFp UT ZPV` SF PO ZPVS XBZ UP XPSL JOH UPXBSE B TUSBUFHJD CVTJOFTT QBSUOFSTIJQ 5IFTF CFOFp UT NVTU TJH OJp DBOUMZ PVUXFJHI XIBU CFOFp UT ZPVS DPNQFUJUJPO w ` CVTJOFTT XJMM NBYJNJ[JOH ZPVS UJNF BOE SFUVSO PO JOWFTUNFOU w & YQBOE ZPVS DPNNV OJDBUJPO #F QSFTFOU BDDPVOUBCMF BOE BWBJMBCMF UP ZPVS LFZ BDDPVOUT #F TVSF UP BTL GPS PQFO MJOFT PG DPNNVOJDBUJPO CF UXFFO ZPVS DPNQBOJFT UP TUSFBNMJOF BOE TJNQMJGZ IPX UIF DMJFOU JOUFSBDUT UISPVHIPVU ZPVS QSPDFTT 5SZ UP TIPSUFO UIF TBMFT DZDMF BOE PS EFMJWFSZ UJNFT "TL GPS GFFECBDL PO XIBU ZPV DBO EP CFUUFS UP NBYJNJ[F ZPVS DVTUPNFS CFOFp UT "QQMZ XIBU ZPV MFBSO UP p OEJOH OFX XBZT UP NBYJNJ[F UIF CFOFp UT 'JOE PVU XIBU BOE XIBU JTO ` T XPSLJOH ` U BOE XPSL UP SFEVDF NJTUBLFT BOE JODSFBTF BDDVSBDZ BOE QSPEVDUJWJUZ 3 PMM XJUI JU $POp EFOUMZ QSFTFOU ZPVS QSPEVDU BOE TFSWJDF P⒎ FSJOHT BOE EFNPOTUSBUF IPX FBDI DPOUSJCVUFT UP ZPVS LFZ BD DPVOUT ` DPSQPSBUF TUSBUFHZ #VU CF SFBEZ GPS DIBOHF 8 JUI UIF FWFS DIBOHJOH FDPOPNZ BOE HMPCBM PVU MPPL DIBOHF JT JOFWJUBCMF l . BOBHJOH Z PVS LFZ BDDPVOUT F⒎ FDUJWFMZ FOTVSFT DPOUJOVFE CVTJOFTT QSPTQFSJUZ l DPNQBOJFT 3FHBSEMFTT JU ` T JNQPSUBOU UP VOEFS TUBOE XIBU PUIFS QFPQMF ZPV OFFE UP EFWFMPQ B SFMBUJPOTIJQ XJUI UIFSF *G JU ` T BO BSDIJUFDUVSBM p SN ` T TBMFT BSF HPJOH ` T DVTUPNFST XF DBO HFOFSBMMZ JEFOUJGZ LFZ BDDPVOUT 5IF UPQ PG ZPVS DVTUPNFS CBTF JT BMTP HFOFSBMMZ HPJOH UP HFOFSBUF UIF NPTU SFUVSO PO ZPVS UJNF BOE p OBODJBM JOWFTUNFOUT QFSIBQT UIFSF BSF PUIFS TUBGG BSDIJUFDUT PS QBSU OFST ZPV DPVME BTL ZPVS DPOUBDU UP JOUSPEVDF ZPV UP 0S JG UIFSF BSF PUIFS DPOTUSVDUJPO CVJMEJOH TVQFST XPSLJOH GPS UIF DPOTUSVDUJPO DPNQBOZ USZJOH UP HFU UP XPSL XJUI UIFN PO B QSPKFDU KVTU FY QBOET ZPVS PQQPSUVOJUJFT 3FNFNCFS ZPVS LFZ DPO UBDU DPVME MFBWF UP QVSTVF PUIFS WFOUVSFT HFU p SFE PS SFUJSF 1SFEJDUJOH PS QSPUFDUJOH ZPVSTFMG GSPN PSHBOJ[BUJPOBM DIBOHF 20 | Kitchen & Bath Design News October 2012 JT QSPWJEJOH #Z VUJMJ[JOH UIF DPSSFDU QSPEVDUT BOE QSPWJEJOH TVQFSJPS TFS WJDFT ZPV DBO CVJME UIF GPVOEBUJPO OFFEFE GPS UIJT QBSUOFSTIJQ XIJDI XJMM CFOFp U CPUI QBSUJFT JOWPMWFE : PVS DVTUPN FST XJMM SFBQ UIF CFOFp UT GSPN XIBU ZPV QSPWJEF BOE ZPV SFBQ UIF CFOFp UT PG POHPJOH TBMFT SFWFOVF BOE QSPGJU QPUFOUJBM *O DFSUBJO JOEVTUSJFT CZ EF WFMPQJOH UIJT QBSUOFSTIJQ BOE ZPVS CVTJOFTT BT UIF l HP UP DPNQBOZ z ZPV DBO SFEVDF PS QPTTJCMZ FMJNJ OBUF UIF CJEEJOH QSPDFTT #F NJOEGVM PG XIBU ZPVS DMJFOUT ` OFFET BSF JO UIF NPNFOU BOE IPX ZPVS DVSSFOU QSPEVDUT BOE TFS WJDFT p U UIFTF OFFET #VU CF QPJTFE UP NBLF B TXJUDI UP BO BMUFSOBUJWF QSPEVDU PS TFSWJDF JG OFDFTTBSZ J F ZPV NBZ IBWF B LFZ BD DPVOU UIBU JT BDDVTUPNFE UP XPSLJOH BU POF QSJDF QPJOU CVU HJWFO UIF TUB UVT PG FDPOPNZ NBZ OFFE B NPSF QSJDF DPOTDJPVT QSPEVDU PS TFSWJDF *G ZPV EPO ` U IBWF B QSPEVDU PS TFSWJDF UIBU p UT UIJT QSJDF QPJOU ZPV ` E CFUUFS GJOE POF *G ZPVS LFZ BDDPVOU IBT UP MPPL FMTFXIFSF GPS BO PQUJPO UP p MM UIJT OFFE ZPV BSF QVUUJOH ZPVSTFMG BU SJTL PG MPTJOH UIBU LFZ BDDPVOU BT B XIPMF w , FFQ ZPVS DPNQFUJUPST PVU 6OEFSTUBOEJOH ZPVS DPNQFUJUJPO BOE UIFJS QSPEVDUT BOE TFSWJDFT XJMM IFMQ ZPV NBJOUBJO ZPVS DPNQFUJUJWF FEHF XJUI ZPVS LFZ BDDPVOUT )PX EPFT ZPVS TFSWJDF PVUXFJHI ZPVS DPNQFUJ UJPO *G ZPV IBWF TJNJMBS QSPEVDUT ZPV IBWF UP TIJOF JO ZPVS TFSWJDF QF SJPE )BWJOH BMUFSOBUJWFT JO ZPVS QSPEVDU P⒎ FSJOHT DPWFST BMM ZPVS CBTFT DEVELOP KEY ACCOUNTS *U ` T BMXBZT JNQPSUBOU UP IBWF PUIFS BDDPVOUT JO EF WFMPQNFOU GPS CFDPNJOH LFZ BDDPVOUT "T NVDI BT XF XPSL UP NBJOUBJO UIFTF LFZ BDDPVOU SFMBUJPOTIJQT XF BMM LOPX UIFZ DBO DIBOHF RVJDLMZ 'PS UIBU SFBTPO ZPV TIPVME CF TQFOEJOH BT NVDI UJNF EFWFMPQJOH OFX LFZ BDDPVOUT BT ZPV BSF NBJO UBJOJOH ZPVS FYJTUJOH LFZ BDDPVOUT 4P UBLF B TUFQ CBDL BOE TFF ZPVSTFMG UISPVHI UIF FZFT PG ZPVS LFZ BDDPVOUT BOBMZ[JOH ZPVS DPNQFUJUJWF TUSFOHUIT BT DPNQBSFE UP ZPVS DPNQFUJUJPO 8 PSL UP EFWFMPQ BOE JNQMFNFOU B LFZ BDDPVOU NBOBHFNFOU TUSBUFHZ BOE GPMMPX UIBU *G ZPV QVU GPSUI UIF F⒎ PSUT JO NBJOUBJOJOH ZPVS FYJTUJOH LFZ BDDPVOUT BOE TUSJWF UP EF WFMPQ OFX POFT ZPV ` SF CPVOE UP IBWF B TVDDFTTGVM CVTJOFTT NPEFM UIBU XJMM NBYJNJ[F TBMFT BOE QSPp U QPUFOUJBM #SZBO 3FJTT $.,#% JT BO BXBSE XJOOJOH EFTJHOFS XIP JT 1SFTJEFOU PG UIF .PVOU 1MFBTBOU 4$ CBTFE %JTUJOD UJWF %FTJHO 3FJTT B ZFBS WFUFSBO PG UIF LJUDIFO BOE CBUI JOEVTUSZ JT BO BDUJWF NFNCFS PG UIF $BSPMJOB $IBQUFS PG UIF /,#" XIP TQF DJBMJ[FT JO TBMFT JOOPWBUJPOT BOE CVTJOFTT TUBCJMJ[BUJPO 3 FBE QBTU DPMVNOT BOE GFBUVSFT BOE TFOE VT Z PVS DPNNFOUT BCPVU UIJT BSUJDMF BOE PUIFST CZ MPHHJOH POUP PVS OFX 8 FC TJUF XXX ' PS3 FTJEFOUJBM1 SPT DPN

Articles in this issue

Links on this page

Archives of this issue

view archives of Kitchen & Bath Design News - OCT 2012