Working Displays, Extras, Viewed As Traffic-Builders for Showrooms
That's according to Jeff Cannata of Designer's Showcase Kitchens
& Baths and Ric Caccavello of Central Kitchen & Bath, two
dealer-members of the Houston, TX-based Bath & Kitchen Buying
Cannata and Caccavello offered numerous suggestions for building traffic at kitchen and bath showrooms. Among their tips were the following:
- Install ancillary products into your displays and make them
work. Cannata and Caccavello suggest including working versions of
pedal-valve faucets and water-purification units, as well as bar
stools, pot racks and decorative lighting over all eating
- Include bar stools in the price of your projects. As an
example, when pricing kitchen cabinets, include the cost of four
bar stools, a pot rack and a butcher block island.
- When you price the wet water fixtures, the sink, faucet and
disposal, include a pedal valve and water-purification unit.
Similarly, when pricing a bath, include the cost of a lighted wall
mirror and hairdryer. "While your pricing may be more than what
other competitors have given, the perceived value will be more in
the eye of the customer," note Cannata and Caccavello.
- Move hardware and ceramic tile boards to the front of the
- Price all displays and items in your showroom. "When you go
shopping, don't you expect to see the price of what you are looking
at?" ask Cannata and Caccavello. They say the same principle should
apply to kitchen and bath showrooms.
- Additionally, price a single display, listing all of the items
- Provide a listing of all the secondary items you sell so that
customers can easily see them. "Many times they do not realize you
sell lighting, appliances, bar stools, etc.," explain Cannata and
- Group items together into a more concise presentation, such as
six or 10 bar stools.
- To make the displays even more realistic, integrate fake food
and fill cabinets with empty food boxes and cans. Purchase from
garage sales dish sets, mixers, toasters, pots and pans, and put
them in the cabinet displays.
Finally, according to Cannata and Caccavello, another technique to consider is "sending out letters to your clients telling them about all of the other products you have available to them," which they note will increase traffic, improve business and draw additional customers to the showroom.