Increasing Your Average Sale – Part III

If you were in the closet industry in 2008 you remember how incoming leads slowed down and how competitive every quote became.

About 30% of my closet customers went out of business and those that stayed saw a major decrease in sales. Many smaller customers pivoted and began doing contractor work – painting, building decks – whatever they could do to increase revenue.

In 2008 while still with Eveready Hardware, we decided to develop a sliding door program for our closet customers to give them another item that they could sell to their clients.

By 2009 we built such a good sliding door business that our sales exceeded pre-recession numbers.

With soaring gas prices, people thinking about traveling again and rising interest rates it is starting to feel a lot like 2008 – which leads me to believe it’s time to start talking about sliding doors again.

Richelieu has a complete sliding door division with solutions for every application. We have aluminum frame doors with glass inserts, co-plainer doors and pivoting doors that can hide a complete kitchen. You might come across a client that needs one of these high end options, but the below sliding door systems will work for 85% of your customers.

Hardware For 3/4″ Doors up to 78″ High

Dama sliding door system

The DAMA sliding door system is great for oversized cabinets in a garage, covering a flat screen TV in a wall unit or even building wardrobes.

All of the hardware on the door is surface mounted, recess a top and bottom track in the cabinet and you are done. Sold as a kit, and even can be used for glass doors.

Top Hung Hardware For 3/4″ Doors

Scorri 50 Sliding Door System

How many times do you install a reach in closet behind noisy builder grade by-passing doors?

How many calls do you receive per week to change these doors?

I don’t think you should be a sliding door company – even though one does exist with multiple locations across the US. But does it make sense to offer sliding doors if you are already onsite doing the closet?

The Scorri 50 Sliding door system is a good replacement to builder grade by-passing doors. Just like the DAMA system all the hardware on the door is surface mounted and its a top hung system so you don’t have to worry about the floor being out of level.

It does require a route in the bottom edge of your door but that’s it. For $100 in hardware and a couple of sheets of melamine you can install new smooth running doors for your client.

Bottom Rolling Hardware For 3/4″ Doors

RO 44 Sliding Door System

Our RO 44 Sliding Door System is a bottom rolling system for those of you working in high rises with metal headers.

The top rollers act as a guide with all of the weight being carried by surface mounted bottom rollers. The floor track can be surface mounted too, so you don’t have to worry about cutting into the homeowners floor.

I don’t believe 2023 will be as bad as 2008 but you should be prepping for some type of correction. Or at least developing a plan in the event there is a slow down.

Your turn – are you offering sliding doors to your customers?

Is it a big pain in the neck or are you successful at it?

If you have any questions about sliding door hardware, or how Richelieu can help you increase your profits please reach out to your local rep or email me at

Thank you for reading!

Increasing Your Average Sale – Part II

Last week was the first in series about increasing your average sale. The importance of this number is right up there with your closing rate, and number of service calls.

According to the book Marketing Metrics – The probability of selling a new customer is 5 – 20%, but the probability of selling an existing customer is 60 – 70%.

I know you are booked out 8 to 12 weeks and don’t have time right now to re-invent your company… That isn’t what I’m suggesting.

Below are examples of three really easy upgrades –

Flip Up Doors

The reason that this became such a popular trend with kitchen companies is because the hardware is three times more expensive that a pair of hinges. Flip up doors really don’t make it any easier to access what is inside but you see them everywhere.

At Richelieu we offer almost every brand on the market all at different price points – Blum Aventos, Salice Wind and our import – Atmos Air System.

We even have a step by step video on how to pick the right stay for your door – click here.

Prefer a simple piston or flap stay – we have those too. No matter which way you go, this is very easy to incorporate into the high end walk-in closet in your showroom, or add to a job.

Handles are getting longer

Here’s another trend that will increase your profits without doing any extra work. Many of you are drilling 96mm or 128mm handles but why not offer 160mm, 192mm or even 224mm?

There are many handle jigs on the market that make it very easy to center the drilling. We offer two options –

Part Number – CON35000
Part Number – 1934JIGPRO

Accent Doors

I know white is 50 – 60% of your installations. If you can’t get your client to upgrade their color option, maybe they would be interested in adding a couple of accent doors.

When it comes to accent doors you have many options besides your standard shaker or raised panel.

You can offer aluminum frame doors which come in multiple colors and insert options.

Super matte doors are another option – this is one of the hottest trends right now… you can even see the trend on kitchen appliances. The Samsung Bespoke fridge has multiple color options.

Lastly you can never go wrong with a glossy door or countertop.

Glaks high gloss countertop and drawer front

The beauty of these accent doors is that you can outsource all of these items and not have to worry about slowing down your production.

Your turn – what is your “go to” easy upgrade that you try to offer on every job?

If you have any questions about anything in this post please comment below or email me at

Thank you for reading!

ClosetCon Recap – Part III

I appreciate all of you reading the last 3 weeks.  This is the last post in a series about ClosetCon 2022.

In case you have missed the first two posts, here are links to Part I about our new closet accessory program and Part II about lighting.

This week I wanted to touch on a topic that I am still receiving calls about…

Drawer blanks, drawer boxes and baltic birch material.

Even if they have a steady supply right now, nobody knows what will happen tomorrow.

If you have been following along, you know one of the major differences with Richelieu is that we dive very deep into a product category.  So whether you want to make your own drawers or outsource them we have a solution.

Flat Packed Birch Drawers

Our ready to assemble doweled birch plywood drawers are stocked in standard closet widths and in three heights.

Use a little wood glue, tap together and away you go.

These are really easy to use and made for anyone using ball bearing slides in a standard closet opening.

Here’s a link to for more info.

Standard isn’t for you?

We also have cut to size 5/8″ x 60″ baltic birch drawer blanks, with or without banding on top.

Click here to see the drawer blank program.

Custom Dovetail Drawer Boxes

Only outsource your drawers when the installation calls for under mount slides?

No problem – we have you covered.

Here is a link to our birch drawer box configurator.

Want to offer a different species of wood – we can do that too, here’s the link.

Our configurators are really easy to use, work through the prompts and in less than two minutes you will have a price.

These work great with our 828 under mount slide and new closet clip.

The new closet clip allows you to install a 13-1/2″ drawer on a 14″ vertical without having to notch the front of the drawer.  This is huge for the closet industry.

Want to use under mounts, but don’t want to lose control of your production?

Check out our new metal box program.

The Optimizer-R drawer box is the perfect solution.

The Optimizer-R is stocked in standard drawer slide depths from 12″ – 26″, 3 heights (18″ and deeper adds a 4th height), and 3 colors.

You cut a 5/8″ back and bottom to make this drawer box totally customizable.

If you have any questions about our drawer program, under mounts or new closet clip please don’t hesitate to reach out to me – at

If you are in the closet industry and have never attended ClosetCon you need to put in on your list for 2023.

Here is a photo from the Top Shelf Awards.  You can see from the smiling faces, it was a great cocktail party hosted by Rev-A-Shelf.

Every year it feels like a family reunion that just keeps growing

Thank you for reading.

ClosetCon 2022 Recap – Part II

I’m truly humbled by the amount of people that read last week’s blog post featuring our new closet accessory program with all matching finishes. If you missed it – you can check it out here.

As you would imagine rolling out a new program when the world is “normal” can be a challenge – well doing it during a pandemic, while dealing with raw material challenges and logistic issues – it’s nearly impossible.

All that said I’m thrilled to introduce you to our new closet lighting program.  We have lighting solutions for all budgets and applications.

Battery Powered Lighting

Our new low profile rechargeable LED closet light is the perfect solution for those on a budget or someone that wants an easy surface mounted solution.  Designed for inside closets, cabinets and drawers.

The built in motion sensor will automatically turn on the light when a door or drawer is opened.  Conveniently recharges with a micro USB cable and easily mounts with a magnetized installation bracket.

Available in black and white, in warm or neutral lighting.  You can find more info on

Wireless Horizontal Lighting

Our new Vario lighting system allows you to have fully adjustable shelving without having to worry about wires.  This is a major breakthrough for our industry.  Imagine being able to adjust the shelving in a shoe section for boots, heels or handbags.

All you have to do is route a metal channel (available in black or white) in one vertical panel and recess your light fixture in the shelf.

You no longer need to double up your vertical panels.

You no longer need to use 16′ of LED tape that is run up and down the vertical panels to light up a 24″ wide section.  Think about the money that you will save on LED lights, power supplies, aluminum channels and labor.

We also stock light fixtures 3″ less your standard closet width which allows room for the wires and takes the frustration out of cutting aluminum channels, and tape.  Fixtures are available in aluminum and matte black in either warm or neutral lighting.

You can learn more about the Vario lighting system here.  Here is the link to the lighting fixtures.

Silicone Lighting for Vertical Panels

This is the best option on the market for lighting up vertical panels.  Our new silicone LED tape comes pre-wired with a built in starter wire, doesn’t require an aluminum channel, and can be installed back to back so no double vertical panels!  Are you recognizing a theme… Stop using double panels its expensive and wastes space.

Our new silicone tape the AT6 is a 1/4″ wide X 1/4″ deep, can be cut every inch, can turn corners and can be surface mounted as well as recessed.

Learn more about the AT6 LED tape here.

Want a few more reasons to consider Richelieu for your lighting needs?

  • Wireless door sensors, remotes, and wall switches.
  • Compatible with Google Home and Alexa.
  • Tune-able white lighting – go from warm to cool lighting with a push of a button.

Don’t want to change the way that you currently light closets?

No problem – we also stock everything that you are using today.

  • Puck lights
  • LED Tape
  • Aluminum channels

If you would like more info about Richelieu lighting please don’t hesitate to reach out to your local rep or you can email me at

Thank you so much for reading.

ClosetCon 2022 – Recap Part I

Two weeks ago was the annual Closet & Cabinet Conference held in the Gaslamp district in San Diego.  Closet companies from all over the US met to see the latest in hardware, technology and share best practices.

Richelieu was showing many new products, too much to list in one post… so this will be the first of a series.

As many of you know one Richelieu goes much deeper into a product category than anyone else in our industry.

This year we launched our new closet accessory program which includes valet rods, belts, ties and scarf racks.

New capped round rods, pull out mirrors, and matching decorative hardware.

Everything comes in chrome, matte nickel, matte gold and the trendiest new color on the market – matte black.

If you have any questions about the new accessories, please reach out to your local rep or email me at