Jeff MacDowell is the Executive Director of Luxury Products Group, a decorative plumbing, hardware and lighting buying group. He is a 25 year industry veteran specializing in the decorative kitchen and bath business. He coaches showrooms on service excellence and design optimization. Contact him at firstname.lastname@example.org
Asking showroom people how they handle pricing can lead to some interesting conversations. Many showroom professionals use a flat discount-off-list habit that has been common for ages. For some reason, we think consumers know that 25 percent off list is the “right” price. But why?
I often use parallels when I’m describing the physical appearance of a showroom and the culture of the company. It’s typically easy to see the differences between a high-performing showroom culture and one that is not by walking in the front door.
Compensation can be a fun — yet often debatable — subject. It needs to strike a delicate balance between what’s right and fair for your employees while also being fair to your business. Any compensation program you put in place must be a “feel good” for both parties.
In today’s mobile environment, online reviews about products and companies can be a deciding factor when making a purchase. Dealing with them appropriately is made even more challenging because it’s an issue that can change by the minute.
Showrooms must have the right employees and the right customer experience to maximize the opportunity for success in today’s competitive retail marketplace. In a showroom sales environment, hiring for soft skills such as listening ability, enthusiasm and willingness to learn is critical for that success.