12-Go Beyond Your Comfort Zone

Go Beyond Your Comfort Zone

March 2016

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We have reached your 12th principle. What is your final piece of advice for designing successful showrooms?


Change is a certainty and we need to address it, in particular regarding the morphing client base. The generation of upcoming customers does not practice the traditional protocol in making purchase decisions. They narrow down their selections, shop the brands and prices and have their notes in hand before they leave the house. Many do not even leave the house but choose to shop and buy online. This is just one example of how technology has changed current and future trends and conditions.


Get online! Most showrooms nationwide have embraced the electronic age. Some are even trying to capture sales via the Internet. This is a serious commitment. More is needed.


Provide your sales staff with iPads or tablets that they can carry with them on the showroom floor as they accompany clients. Create multiple “perch” locations scattered throughout the showroom so that staff remains in plain sight. I call this approach “Apple retailing.” You will recognize it if you have ever visited an Apple store. This is not the traditional way that showrooms operate. It will take courage to make this kind of change.


Invest in new equipment and training for your sales staff so they can use electronic note pads to take orders. Like most people, showroom salespeople may resist change. It is hard to work the training into everyone’s schedule when they are busy working during the week. But the cost and effort is well worth it.


Add displays that operate electronically. This is an improvement that will move your showroom “ahead of the pack.” Your sales staff can demonstrate electronically operated shower heads, air tubs and tub fillers. Your salespeople need iPads or tablets and smart phones and should be able to work off-site. I am amazed at how commonplace it has become to operate off-site.

Look for for more insights into Successful Showroom Style soon!