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.

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.

Closet Hardware You Have Been Asking For

Drying Rack

It’s been a couple of weeks since the big changes at Eveready, (you can read the full story here) and I can’t believe the amount of product lines that I can offer you!

I feel like a kid on Christmas morning – every week I un-wrap something new…

Here are two items that many of you have asked me about in the past –

Murphy Beds –

This model is my favorite – you can put it behind a sofa, with or without shelving. It features automatic legs and is made to be slept on every night.

Drying Racks –

Ever since Houzz has become popular the requests for drying racks have gone thru the roof. Here is an option that can be mounted to a wall or ceiling.

I have a complete offering of decorative hardware, edge banding, drawer boxes, doors and the list goes on.

Head over to to see our complete offering.

As I learn more I’ll keep sharing… 🙂

If you are having a problem finding a piece of hardware give me a call or email me at – I might just have it.



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!