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Home » Authors » Jeff MacDowell

Articles by Jeff MacDowell

tw03_mcdowell
Showroom Excellence

Say ‘No’ to Discount Pricing

You’ve made a significant investment in your showroom. It’s time to stop the madness of low-profit items.
March 2, 2020
Jeff MacDowell
No Comments
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? 
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tw02_macdowell
Showroom Excellence

Evolution and Extinction

I believe that the engagement of plumbers can only help your showroom business — if it is done correctly.
February 3, 2020
Jeff MacDowell
No Comments
None of us is an island. We — and our organizations — have a much better chance of reaching our performance potential when we surround ourselves with carefully selected people and partners.
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tw01_macdowell
Showroom Excellence

Fix Your Broken Windows

Once you lower standards, a pattern begins to grow as disengaged staff ignore obvious problems.
January 6, 2020
Jeff MacDowell
No Comments
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.
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tw10_macdowell
Showroom Excellence

Showroom Selling Skills: Kindness

Showroom Selling Skills: Kindness
October 8, 2019
Jeff MacDowell
No Comments
One thing that always grabs my attention when shopping in a retail environment is when an employee makes eye contact and delivers an authentic message about how he or she can help.
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tw09_meetings
Showroom Excellence

Attracting and Keeping Your Team

Formalized communication, training and discipline processes are important to recruit and retain showroom employees.
August 8, 2019
Jeff MacDowell
No Comments
Having a great team can make or break your showroom. There has been a lot of discussion and practices-sharing lately on how to hire a great team — and equally as important, how to keep that team.
Read More
tw02_macdowell
Showroom Excellence

Money Matters

Striking the right balance between showrooms and their staffs.
February 1, 2019
Jeff MacDowell
No Comments
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.
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tw12_2018_showrooms
Showroom Excellence

Supporting Each Other

Showroom managers should be willing to champion manufacturers who help strengthen the industry.
December 4, 2018
Jeff MacDowell
No Comments
One of the most common conversations I have with showroom managers centers around the desire they have for manufacturers to protect their showrooms.
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tw10_18_mac
Showroom Excellence

Dealing with Online Reviews

Whether positive or negative, take the high road when responding online.
October 5, 2018
Jeff MacDowell
No Comments
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.
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macdowell_tw_sept18
Column

Soft Skills for Showroom Sales

When hiring, key attributes to look for are listening ability, enthusiasm and willingness to learn.
September 18, 2018
Jeff MacDowell
No Comments
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.
Read More
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