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Your Hardware Tip – Design Trends that you should Listen to…

Over the last month we have reviewed adding lighting to your designs, how installing sliding doors can add to your bottom line and the overall European influence on our industry.  This may be more prevalent in the New York market, but this trend is spreading across the country.  It’s much easier to ride the wave than to try and fight it….

I know lighting is expensive, I know installing sliding doors can be difficult if the opening isn’t square, but I am telling you this is what your customers want…

I’m the Mayor of Hardware, not the Mayor of Design so what do I know…

Well I’ll tell you – actions speak louder than words – Rev-A-Shelf recently purchased Tesco Lighting, Hafele is promoting the new LOOX LED lighting system.  I’m sure that these companies have done their research…

Still not convinced, check out this article from Pulse magazine – http://www.lipulse.com/real-estate-home/article/european-american-synergy/

There will always be a market for the least expensive closet, but is that what you want to be known for?  Do you really want to be in a race to the bottom?  Is the bottom ever hit?

Don’t you think it’s worth your time to develop a system and train your designers on these products?  If you sold lighting and sliding doors to only 10% of your customers, what does that equal at the end of the year?

What are your thoughts?

I help individuals and organizations to be successful… For more information about lighting, sliding doors or just to say hello, feel free to contact me at 347-723-7433 or you can email me at richdemarco@optonline.net.

Filed Under: Closet Hardware, Closets, Hardware Tagged With: , , , , , , , , , 2 Comments

Your Social Media Tip – Making the phone ring…

I have known most of my customers for over 10 years and consider many of them friends.  They ask my advice on everything from machinery and software to showrooms and marketing…

One question that comes up all the time is “How can I make the phone ring?”

My first question is always “Are you using social media?”

Their response is usually “I tried that once but it didn’t work”, or “no I don’t like Facebook.”

At that point I give my experience of getting 5 new customers in the last 6 months from Twitter… That might not sound like a lot, but its 5 more than I had before I started tweeting…

I know what you thinking – that’s a lot of work for 5 new customers.  Your right it is, and I’m happy to do it…  Aren’t you?

Social media is something that you can do to separate yourself from the competition.  Create an account on Houzz, Pinterest, Facebook, or Twitter and start to engage your potential customer.

You are not going to create an account and 10 minutes later the phone will ring.  This is not pay-per-click advertising….  You need to be consistent with your message and your posts…

It takes time and practice (every day I learn something new) but it will make the phone ring!

Get on a social media site and start building your network today!

Have you already started building your network?  What has been your experience?

If you would like more information about social media please feel free to contact me at richdemarco@optonline.net.

Filed Under: Facebook, Houzz, LinkedIn, Marketing, Personal Branding, Pinterest, Social Media, Twitter Tagged With: , , , , , , , , 4 Comments

Your Hardware Tip – Lights, Camera, Action!

If you missed the 2012 Closet Expo, one item that many of the booths featured was LED lighting…

Rev-A-Shelf, Hafele, Home Décor and Eveready Hardware all had their exhibits lit from top to bottom… Some featured LED lighting that was turned on by motion detectors, others had LED lighting attached to a magnetic switch that turned on and off when the door was opened or closed…  No matter how it was done the outcome was the same – lighting gives you that “wow factor” that can separate you from the competition…

I know your concerns – “I’m not an electrician” “How do I turn the lights on and off?” “I don’t know what to order to accomplish what I am trying to do”… These are all valid objections and manufacturers are starting to address them…

You don’t have to be an electrician, most manufacturers sell UL approved lighting and it is all plug and play…  Meaning everything is a male/female connection which makes it very easy to wire.

Lighting has come a long way and there are many choices for turning the lights on and off… Some options are touch pads or rocker switches.  Other options are wireless remotes or motion detectors.  All work great and none will require an electrician…

What do you need to order – well that’s the easy part…  You will need a transformer, a switch and the lights that you are installing.  There are different lighting options to choose from and all have their place…

Lighting is like everything else that you do…  Give your customer one or two choices and develop your “lighting program”.  The first job may be difficult, but by the third one you will be an expert…

Could you increase your average sale with lighting?  Could you close more sales with lighting?  Maybe…

I would love to hear some of your experiences.

If you would like more information please feel free to contact me at richdemarco@optonline.net. 

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Your Hardware Tip – Wax sticks, seamfill and caulk oh my…

Everyone has their own signature way to deal with chips or scratches… Some use wax sticks or markers while others use seamfill or caulk.  I have even seen customers use whiteout or sharpies…

Which do you prefer?  What are some of your tricks?

The biggest problem with all of these repairer solutions seems to be finding the proper color for the board that you are using.  More often than not, the vendor that you are buying these solutions from doesn’t “speak closet” and therefore can’t help you with the matches.

Many of you have been using these products for years so I am sure that you have cross referenced the colors that you currently use, but what happens if you change your colors?

There are many new colors hitting the market, how long will it take and how much will it cost for you to come up with these matches?

Click here for a spreadsheet containing common closet colors and a cross reference for each… I hope this will save you some time so that you can stay focused on the important things – like making sales…

If you would like more information about the repairer solutions that I offer please feel free to contact me at richdemarco@optonline.net.

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Closet Conference Eve – 10 things that I hope to learn at the conference…

Right now I am on the plane flying to Austin for the Closet Conference.  I am guessing that by now you have already decided whether or not to attend…

I have been attending these conferences every year since the beginning and I always come away with a few tips to pass along to my customers that couldn’t attend…

I don’t expect to meet a wizard with a crystal ball, but you never know… So here is my wish list –

  1. How to be more profitable
  2. How to build a great reputation
  3. The best way to manage inventory
  4. Managing advertising dollars and the leads that come from it
  5. What services should you be offering to increase profit and sales
  6. What makes you different
  7. Motivating your employees, from sales to the shop
  8. Eliminating service calls
  9. The latest trends in the market
  10. How to increase the chances of a seamless installation

If I come away with answers to half of these questions the trip was well worth it.

Have I missed any?  Is there anything that you are hoping to take out of the conference?

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