Part II – Successful Closet Companies Are Doing This… Are You??

successful-closet-companies-part-iiNow is the time to start thinking about those slow winter months. Waiting until Christmas to deal with a soft January is too late.

Hopefully by incorporating some of the following strategies you can start the year on a high note.

If you missed Part I – click here.

I want to start with discussing the importance of keeping your installation schedule.   Getting your jobs done and sticking to the calendar improves your cash flow and increases profits.

The best or worst thing an installer can say to you when they come back from a job is –

“We Made It Work”

Especially if you don’t supply them with the proper tools to prevent a service call.

Here is a list of tools and jigs that most of my closet customers have on their trucks.

Festool Track Saw – this is a must and I bet it pays for itself the first month. I was at a trade show 3 years ago, we were setting up our sliding door display and the doors were too big. I used my track saw – cut thru the 2” aluminum frame and a ¾” melamine insert – I was blown away when I saw that it was a clean cut on both sides.  Imagine how easy cutting down a few shelves would be.

If you do have to cut down shelves, chances are you will need to re-drill them for cams.   Here is a great solution for drilling cams on-site.

Do you ever scribe a counter tops, toe kicks or verticals?  The ThingAMeJig Scribing Tool makes it quick and easy.  Not only will your installer thank you, your finished product will look much better – leading to more referrals.

How much time do you spend installing handles? Do you have a jig you made out of melamine? The Precision Handle Jig will ensure every handle is centered and straight.

Multifunctional Beds

Are you still installing an old clunky Murphy Bed? If your client prefers a bed that deters overnight guests – your spring system is the way to go.

If they are looking to give their mother in law a nice place to sleep or hoping that their grandchildren visit more often than you should be offering your client a piston bed with a built in box spring. Selling a higher end product will increase your profit.

If you’re not selling beds at all you are missing out on revenue stream that every major closet company offers.

Wall Systems

Vertiko Wall SystemMany of you have asked me about the “closet without verticals” or the “European Closet System.”  I finally have it in stock. If you have a showroom, it’s something that you should definitely be showing.

This system is great for entertainment centers because you can easily hide the wires behind the back panels.

Sliding doors

Sliding Doors - HawaDuring the recession my sliding door hardware sales spiked.  Replacing builder grade by-passing doors was an easy way for you to add an extra $500 to $1,000 to your job.

Now that you are busy and the economy is good you have gone back to telling your customers you don’t install doors. Even if you installed one set of doors per month you could add an extra $12,000 per year.

I sell a surface mounted ball bearing system that takes minutes to install, hangs from the header and works with ¾” melamine. There is no reason to pass on this business, all you need to do is create a system.

I gave you 8 different strategies that you can use to put a little extra money in your pocket next year.  I’m not telling to do them all at once.

Start slowly, train your designers and installers on one new program per month.

Watch how quickly your average sale increases!

If you have any questions please leave a comment or email me at richdemarco@optonline.net

Successful Closet Companies Are Doing This… Are You?

Qualities of a Successful Closet Companies

Recently I presented to 60 independent closet companies ways that I see them missing out on profits. I discussed product offerings that large independents or franchises offer to their customers making them more profitable.

I work with all sizes and types of closet companies – I do what I can to help them succeed and make more money. Hopefully you can take a few of these products, create a program and put them into action in your company.

Under Mount Slides –

About 10 years ago we saw our industry go from white epoxy slides to ball bearing. We are experiencing another transition with under mount slides. Some customers have already made a full conversion and the only reason there hasn’t been more is nobody had the right size under mount and the drawer construction.

I have solved both problems. I sell a fully assembled dovetail box prepped for under mounts and I also have an under mount that comes every 2 inches and will mount on a 14” vertical.   Even if you don’t want to offer this as a standard yet – you can offer as an upgrade and order on a per job basis.   If you have a customer willing to pay more for your drawer box, why not give them what they want?

Freshen Up Your Color Pallet –

If you are still pushing summerflame and candlelight you are losing jobs. Yes I know that 80% of what you sell is white – but why lose out on the other 20%. Many customers are offering high-end textured panels.

I sell melamine from Italy that looks so good you would think it was real wood. The grain in the paper matches the texture in the panel. You can purchase by the sheet, you can get it cut to size or you can buy doors and drawers fronts.

Decorative Hardware –

Some of you may have read my blog post last week. Many of you sell an inexpensive chrome knob or wire pull and if you want to be fancy you give them an upgrade – the bar pull.

Then you say “if you don’t like these make sure your handle is here at time of install we will put them on.” So your guys are still taking the time to install the handles and you’re not making any money for that time.

About a third of the room raised their hands when I asked if they credit back when a customer supplies their own handles. Not having a decent decorative hardware program is costing you thousands of dollars per year. Below is my new closet hardware board.

Closet Hardware Boards

Lighting –

Three years ago I remember meeting with the lighting suppliers and telling them they were crazy – no closet guys were going to sell lights. Boy was I wrong – I currently have customers averaging $3000 per month in lights!!

I know the wires are an issue and many of you reading think lighting isn’t worth it. If you put in a system and create a program – you will sell it. Even if it means you only offer battery operated or rechargeable lighting.

New technology and wireless remote control switches are a game changer. You don’t have to worry about turning lights on and off or wiring a switch. All you need is an outlet.

The above products only work if you have a program. When a client asks you for lighting you need to be prepared with your offering, just like you are with your melamine samples. Same goes for decorative hardware and under mounts.

If you have to get back to them or seem unsure customers will pay more to go with the company they feel confident with. Think about your own shopping habits.

I know you are busy, and building a program might take a little work, but it is well worth it once you look at the numbers over a year – it really starts to add up.

If I can help please leave a comment or send me an email.

Stay tuned for the Part II of my presentation.

15 Minutes Could Increase Your Profits…

I know you’re busy – running between sales calls, the shop and trying to squeeze in time for the family.

But if you can add an extra 15 minutes to your sales call I think you can add $5000 per year to your bottom line.

Many of you include a chrome knob or bow pull with your closets.

If you want to get fancy you sell a bar pull and I think you are leaving money on the table.

How many times have you been asked for more options?

And you say – “As long as you have the handles on site at time of installation my guys will put them on for you.”

So you’re not selling the upgrade but still taking the time to install them?? I bet some of you even credit back because the customer is buying their own knobs.

Let’s take a minute to do some math –

You install a closet per day.

Average closet has 5 handles.

That is a potential of 25 handles per week.

Is it reasonable to think that you can make an extra $100 per week offering upgraded handles?

Yes I used the word “offering” because I bet at least half of your customers are buying their own handles after you install that basic chrome knob.

I know your shaking your head – you don’t have time for someone to go through a catalog or spend 2 hours picking handles… I totally agree.

That’s why I came up with a new decorative closet hardware board.

I looked at sales, upcoming trends, spoke to designers and came up with a program just for you.

It’s 8 handles in 2 sizes and 4 knobs in 5 finishes.

There is a big trend in handles getting bigger – every handle on the board comes in 96mm and 128mm.

Every item on the board is priced right and all use a standard 8 x 32 threaded screw.

I would love to hear your thoughts.

Do you offer your customers decorative hardware?

Have I convinced you that it could be worth your time?

If you would like more info about the new closet hardware board or all of the decorative hardware options and programs that Richelieu has to offer please send me an email or leave a comment below.

How Can I Help YOU?

How Can I Help YOU?

For years I’ve shared answers to the most popular questions that I receive.

Answers to Common Closet Hardware Questions

(Click here to download my latest free e-book with Closet Hardware Tips)

However – Lately the most popular question that I’m getting asked is

“How is the transition going?”

It could be the honeymoon – but I’m having a blast.

The main reason for that, is now it’s so much easier for me to help you.

It’s easier for my to stock the items that you need at the price you want to pay.

It’s easier for me to bring in cool new products that I know you will be able to sell.

It’s easier for me to create programs that solve your closet hardware pains…

Of course some of this will take time – just know that I am working behind the scenes to add to your bottom line and make your company run smoother.

Many of you have supported me from the beginning and I want to make sure your voice is heard –

How Can I Help You?

What do you need to succeed –

Social media tips?

New products?

Industry news?

Better service?

Leave a comment below, send me an email – what can I do to make your closet company more successful?

 

Drilling Jigs That Save You Time and Maybe Your Day…

How many of you obsess over your installation schedule?

How early do you start to confirm those dates? One day, Two days, Three days in advance?

I know how stressful it is when a customer calls to re-schedule – I bet it’s even worse if you have to reschedule because you couldn’t finish the job the day before…

Do you have a system in place to avoid this? The bottle of Vodka under your desk is only a temporary solution…

Since the acquisition I have access to a handful of drilling jigs that will not only save you time but could also be the difference in finishing a job and getting paid, to having to go back and a blown up installation schedule…

Drilling Jig For 32mm System

Drilling Jig For Handles & Knobs

Drilling Jig For Cams

Drilling Jig For Hinges

Drilling Jig For Puck Lights

If you have any questions about the above jigs please don’t hesitate to reach out to me.