What Kind of Showroom
Do You Want?
Vol.2, Issue 3
The showroom you create will be based on the merchandise that you want to sell. Whether you decide that you need to expand into kitchen and bath related items or you prefer to stay with a traditional wholesaler/showroom, it’s important to maintain and gain market share. One thing is for certain: change is inevitable — you can make it part of your showroom’s mission or you can suffer on the sidelines.
One trend that is gaining attention is the retail kitchen and bath store. Traditionally, kitchen and bath showrooms are attached or part of the wholesaler’s warehouse. These generally are located in industrial areas for a very good reason. Contractors, plumbers and builders are not bothered by trucks and muddy boots, chilly interiors and no-frills displays.
Today’s customers are younger and more product savvy, preferring to shop and price compare online rather than schlepping out and shopping in an industrial environment. Fortunately, if they want an air-tub and want to see how it works, touch it, feel it, sit in it, they will have to come to you. Do you want a showroom that makes them say ”WOW!” and stay and browse for related items, perhaps even get inspired to upgrade to a higher price point? Or are you content to continue offering what has worked for the last 20 years by only catering to plumbers/builders?
You may say, “What’s wrong with having the trades as your main customers? Our profits are just fine selling that way.” That may be true, depending on where in the country you’re located — but change is coming at an increasing speed. Our business has a tendency to wait and see what other industries do in relation to consumer trends..
This is the third in a series of 12 topics outlining successful Showroom Design Cost Management. Look for next month’s topic: The Process Can Now Begin.
Contact David Hawkins for a FREE Showroom Design Consultation!