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• Most importantly, my gross proft per- centage climbed from 35 to 51.5 percent because evidently this interactive budgeting service had my company being perceived as a better value (despite being about 30-40 per- cent higher in price). Over the last two decades, this consumer-friendly sales approach has now been tested around the country. Dealers have been taught how to apply the system in their respective market places, regardless of whether they're located in urban, suburban or rural areas, or whether they target high-end or lower-end consumers. And, they have all experienced com- parable productivity results. Using Excel spreadsheets, these dealers even improved and refned the selling system. So prospects now had a choice of good, better or best in every product category from cabi- netry to lighting and in every trade category from cabinetry installation to electrical work. Imagine how convenient it is for prospects to receive the recommended three quotes in a matter of 30-40 minutes of interactive budgeting – and all from one source! Within the last two years, technology has made this client budgeting system even faster. Known as the Network Management System – or NMS for short – sales design- ers facilitate choices using a tablet where clients select from good, better and best columns. With each selection click, numbers instantly pop up in the far-right total column. So the clients witness the budget total building up right before their very eyes and believe the accuracy because the numbers are computer-generated. With this technology and some practice, I foresee kitch- en/bath dealers and design/ build frms increasing their an- nual sales production by 3-5x. Imagine what that will do for the bank accounts of all parties in the ecosystem! Ken Peterson, CKD, LPBC, is presi- dent of the Charlotte, NC-based SEN Design Group. For more info about this topic, or upcoming dates/locations of seminars on this sales process, please contact Peterson at 1-800-991-1711 or kpeterson@sendesign.com. Peterson also welcomes comments, questions or concerns. Read past columns and features and send us your comments about this article and others at KitchenBathDesign.com • www.blancoamerica.com Rooms should never be designed in isolation and that's the genius of our new ARTONA ™ faucet. Its fowing organic design creates a centerpiece in the kitchen and fts in from the living room — while its powerful hidden spray provides enough energy to wash away even the most stubborn baked on food. And with an accessorizing palette of 8 fnishes, ARTONA ™ works in perfect harmony, no matter how you look at it. An open kitchen concept is great… If the faucet looks equally great from the sofa. Circle No. 16 on Product Card