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Lastly, communicate, communicate, com- municate during the entire process; from the start when the homeowner or designer walks into the showroom for a consultation to the end when the product is installed and satisfac- torily working, it's paramount that the show- room salesperson communi- cate with the plumber. If a showroom consultant is able to incorporate the suggestions of allowing the plumber to be involved in the selection process, providing a comprehensive specification binder or file that includes any information that will make it easier for the plumber to install the product, offering classes or product-specific training in the showroom to the installer, and continual- ly communicating with the plumber during the entire sales process, then the risk of having the plumber refuse to install the selected product is greatly mitigated. The service the showroom person provides is asking a client what they like, what their budget is and, most importantly, how they use plumbing products in their bath and kitchen. With this in- formation, the showroom sales professional is able to educate the client about the available choices so that they can make an informed decision and find as perfect as possible an item for their home. It is the plumber's respon- sibility to install what the client has selected. Showroom people sell, plumbers install. Not allowing the showroom person to find and offer for purchase that ideal product for the homeowner is keeping the end users from obtaining what they truly want. It is, after all, their money and their home. This is not to say the plumber should not con- tribute in the selection process; he is an expert and his opinions should be valued. However, it's in the best interest of our industry to provide consumers with products that will exceed their expectations, and when they are surpassed, homeowners are more likely to refer all of those involved: manufactur- ers, showroom salespeople, architects, designers, builders and plumbers – making it a winning team collaboration for all. ▪ Cynthia R. Carter is partner at Next Generation Marketing and president of the Decorative Plumbing and Hardware Association. Read past columns and features and send us your comments about this article and others at KitchenBathDesign.com Rooms should never be designed in isolation and that's the genius of our new ARTONA ™ faucet. Its flowing organic design creates a centerpiece in the kitchen and fits 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 finishes, 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. www.blancoamerica.com 888-668-6201 Circle No. 14 on Product Card