Closet Summit 2017

Last week I attended the Closet Summit in Austin Texas and it was a great 2 days. The summit isn’t like your typical trade show. Jeff Klein has built a tight knit community of closet owners that meets annually and looks forward to sharing best practices, learning new processes and trying the local IPA. 🙂

A reoccurring theme this year was “How do I get more leads?”

We all know our closing percentage so if we can get more appointments than we can grow our business, but is that always the case?

  • Do you have the designers to effectively handle more sales calls?
  • Will your closing percentage drop?
  • Do you have the capabilities to manufacturer the extra work?
  • Do you have the installers, vans – and the list goes on…

The easiest way to make more money without adding more overhead is to sell your current closets for more money.

How do you do that? I’m glad you asked –

You have to do something to your closet today that you weren’t doing yesterday.

Examples of easy upgrades –

Stop selling wire pulls and other basic decorative hardware. If you can sell a $10 handle to half of the jobs you install how much more money would you make this year?

Offer premium material. Selling white closets is great, but installing Italian melamine doesn’t take any extra effort and can easily increase your sale by 30%. It also helps you get into other rooms in the house – think wall units, mudrooms, laundry rooms etc… Customers pay a premium for those spaces.

These are two of the 7 strategies we discussed.

If you would like more ideas on how to sell a more profitable closet please comment below or send me an email at RDeMarco@Richelieu.com

As I always say one of the favorite parts of attending trade shows is catching up with friends.

The next closet show is March 27th – 29th in Pasadena. I hope to see you there.

3 Things to Think About This Week

Santa Closet

Ready or not the holidays start tomorrow – today for some of you.

I truly appreciate all of your attention this year – whether you are a long time follower or a new one.

Thank you for spending a few minutes each week reading and sharing my posts!!

With the finish line in sight – I thought today would be a great day to share 3 questions that you can think about while sitting in holiday traffic or watching Christmas Eve Football. (What is better than that!)

What did you accomplish this year?

Take a minute to enjoy your wins.  Did you finally get that additional truck on the road?  Purchase that new machine, update your website?  It’s ok to brag a little!! 🙂

What slowed you down?

Is there something or someone causing you constant pain?  A difficult employee or business partner.  Come up with a plan to fix that next year.

What are some goals for next year?

List 3 – 5 things that you would like to get done.  Is it increasing marketing, updating your showroom, or adding a new product line?  Write the list down and keep it on your desk this way next year that list can be moved to accomplishments!  You know I love helping you succeed – let me know what I can do.

In case you missed this – here are my top two posts from 2016 –

Successful Closet Companies are Doing This – Are You?

Part II – Successful Closet Companies are Doing This

Thank you for your loyalty and support this year.

Happy Holidays to you and your family!

I can’t wait to see what 2017 has in store!!

New Vertiko Closet System In Stock…

Vertiko Wall System

Many of you have asked me about the “closet without verticals” or the “European Closet System.”  It’s in stock just in time for you to freshen up your showroom for the new year.

It’s something that you should definitely be showing because if you haven’t been asked for a system like this yet – you will be soon.

The Vertiko Closet System has a short learning curve and is pretty easy to install.

There’s plenty of adjustment built into the stanchions to follow the bows in the wall and the slope of the floor.  We have brackets for cabinets, shelves, closet rods and every combination.

This short video will show you how easy it is –

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

If you have questions or need more technical info please email me at RDeMarco@richelieu.com.

Thanks!

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.

Answers to Common Closet Questions

Answers to Common Closet Hardware Questions

Click here to download.

In the following E-Book you will find answers to questions that I am constantly being asked.  Included are links to installation videos, pics and best practices that I have picked up along the way.

If you find value in these tips please forward them to a friend, if not deposit in your circular file.

Thank you!