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

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.

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.



Are you using contact cement to apply edgebanding?


Why?  Because it’s what you have always done?

How much time do you waste cleaning up the overspray?

Fastcap has the solution… Its call Speedtape, it will save you time, energy and some aggravation.

Speedtape is the heavy duty double sided tape that you find on the back of Fastcaps or rolls of Fastedge.

Fastcap knows that they don’t make every color available and sometimes using Fastedge is not appropriate…

That is why selling rolls of the adhesive separately is such a great idea!

Speedtape comes in 50’ rolls and is available in four different heights so you will be sure to find one that works for you.

Repairing a damaged vertical on-site or banding a corner shelf by hand was never so easy.

Your turn, have you used Speedtape?  Do you have any unique uses for Speedtape?

Are there any reasons that you would prefer contact cement?

Your local Fastcap distributor should be able to answer all of your questions.  If not, feel free to contact me at 347-723-7433 or you can email me at

What’s New at IWF 2012

Were you too busy to attend IWF?  Did you attend but spend all of your time researching machinery?

This was the best show in years, many new exhibitors, new products and attendance was up over 40%.

Here are 3 items that I thought you would find interesting…

Floating cabinetry is a hot look that is spreading.

Coming soon to the market is a hardware kit that easily installs on your cabinets and has up to 5/8” of adjustment.

It overcomes the challenges that traditional hangers present like interfering with your drawer slides or not sitting flush against the wall.  This will be available in the coming months.

It’s not always about the product, sometimes it’s about packaging…

Most of you are familiar with the leg levelor pictured above… Most of you also know the problems –

You or an employee spend hours screwing the legs into the t-nuts.  You also have to inventory two separate items…

How many times have you had legs without any t-nuts?? I know sounds painful…

Finally you can buy a leg levelor set, which is a leg and t-nut pre-assembled.  Tap the assembly into the vertical and you are done…

Last but not least is a new soft close hinge that has a piston built into the hinge arm.  The concealed piston eliminates the problem of changing your current drilling and the need for stocking an additional soft close dampener.

The best part of this hinge is not the soft close, it’s the cam adjustable plate.   There are many import hinges on the market, but most of them don’t have a cam adjustable plate. This adjustment will save you time and aggravation on the job site.

Your turn, what new items did you find at the show?

I help individuals and organizations to be successful… If you have any questions please contact me at 347-723-7433 or you can email me at