'Sales Excellence' DPHA Meeting Theme

Bethesda, MD — Sales excellence in the independent showroom will be the theme of the fifth Annual Decorative Plumbing & Hardware Association (DPHA) Annual Conference and Product Showcase, Oct. 13-15, at the Broadmoor Hotel and Resort, in Colorado Springs, CO.

Paco Underhill, a well known retail anthropologist and founder of the New York-based retail and merchandising consulting firm Envirosell, Inc., will deliver the opening keynote address.

Underhill will present his signature program, “The Science of Shopping: How Store Planning Affects Store Performance.”

His presentation incorporates observations made on visits to three typical DPHA member showrooms in different parts of the U.S. Underhill will relate factors that make first impressions in showrooms, the mental and physical priorities of visiting customers, examples of good and bad merchandising and display practices, signals that customers send, environments that are needed to help customers make confident purchasing decisions and how to capitalize on add-on sales.

The DPHA’s annual event will also feature a series of breakout sessions that offer guidance on hiring and retaining staff, determining the profitability on sales and building a world-class sales organization. In addition, a roundtable exchange focusing on the role of dealers, manufacturers and representatives in the supply chain will take place.

The DPHA Conference also features a product showcase that spotlights new products, the Bethesda, MD association noted. The cost to attend the DPHA Conference is $575 per DPHA member and $1,250 per non-member. Reservations can be made at www.dpha.net, or through the DPHA, at 7900 Wisconsin Avenue, Suite 305, Bethesda, MD 20814; telephone: 1-888-411-8477.

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