Transform your kitchen and bath showroom into a smart one that wows customers and urges them to buy more. With the help of industry expert Nick Ritota, we’ve compiled tips and information touching on the following key points and way more than we can fit here: Learn how to dress your showroom for success The proper way to present samples The importance of being brand agnostic How to make closing easier and create customer evangelists Access to an actual mock-up of a Kitchen & Bath Showroom of the Future

1. The Kitchen &
Bath Showroom Of
The Future

2. Cabinet Dealers And
Remodelers need a New
Future

3. Manufactures are in the business of
selling cabinets to dealers; dealers are
in the business of selling kitchens to
consumers.
It takes a rag tag army to assemble a
new kitchen. Doesn’t it?

4. Why? What’s the Problem

5. This business defines the definition of
insanity. We not only do the same
thing over and over again, but we
have given up all hope of anything
ever changing.
Between
spreadsheet, catalogs, folders, multipli
ers and secret decoder rings, it’s a
wonder dealers can make any money.

6. Time to Swing for the
Fences
Quit taking the smaller, incremental wins, and
start taking the risks needed for the bigger wins.

7. Showrooms are all the
Same
Yeah, some may be bigger and
fancier than others but in the end they
are all cookie cutter.
Face it, touring showrooms these days
leaves you with strong feelings of
claustrophobia.

8. Being Stuck In The Past
Stop trying to push the brand your
dealership represents.
Selling a big ticket item like a kitchen
or bath should have little do with who
you represent...
It should be about how you can solve
the customers kitchen and bath
problems.

9. Where The Thinking needs
to Change!
We designers often jump to the
features and functions that the
products provide to early. If you think
about it carefully, most consumers
care about very few features and
functions and are often overloaded
when designers run through their
spiels.

10. Where The Thinking Needs
To Change!
Now that you've stopped pushing your
manufacturers brand, lets look at
consumer selection.
Studies show that the more choices
you offer, the more difficulty you will
have in getting the consumer to make
up their mind.
Simply put: too many options results in
no.

11. The Consumer Buying Cycle
Every consumer has a "why"
behind their purchase.
Your sales process and
showroom need to be centered
around the "why"

12. Walking The Walk And
Talking The Talk
Knowing why people buy kitchens is
clearly the first step to revolutionizing
the showroom.
Addressing the language is the
second.
How do you communicate with your
customers - written, verbally or
graphically? Are you speaking to them
in their terms?

13. Catching The Big “Fish”

14. Catching The Big “Fish”
Engage your customers in new ways.
Make your showroom the clearing house for all
things design.
Involve them through an interactive space.
Create an experience that no other showroom can
to make your dealership the default market
choice, while creating customer evangelists.

15. Catching The Big “Fish”
How do you create the one of a
kind experience for your
customer?
Be the dealership that can show
customers more than just
cabinets. Show them what their
kitchen would look like with a
new countertop bought from
YOU.

16. Be The Expert
Clients need to view you as the
subject matter expert, a trusted
advisor and a project
professional.
Emphasize the products that fit
together nicely; from a
fashion, texture or colorists
perspective. Now, secretively:
These should be products that
are easy to sell and make you
money.

17. Be The Expert
If we are the subject matter
expert, clients will tend to value
our opinions on
style, design, texture and color
as they relate to their project.

18. Be Known For Being
Different.
You can have a great
showroom, but if people don't
come in or aren't intrigued by
what you have, you're no
different than your competitors.
Spice it up, do something
crazy, get your customers
involved.

19. Bundle it All Together
What about customers who like
to know what their options are
and where they can upgrade?
We don’t suggest that you jam
unnecessary features into a
kitchen sale, but there is merit in
being able to offer options for
options sake.

20. Now Bundle It All Together
Bundled options help test price sensitivity, so
its good to have them ready for your
customers.
Show them what they can add. They don't
have to live in the black and white of their
budget. We believe in a gray area of
additional bundle options.
Hear us out, it helps them commit to a price, it
helps you understand how much time this will
take, and ultimately it gets you closer to their
"why"

21. A little Bit About Timing
We've talked about striking a chord with
potential clients as they pull into the parking
spot, and how we need to transitions to the
details and not the brands.
But, we've got to say a little something about
your timing too...
Regardless of your size or how busy you
are, customers should be greeted quickly and
feel welcomed.

22. Take Steps Toward Change
1. Create an Interactive Vision
Board”
Present a configurable vision board
where the consumer can bring
selections and see them in
relationship to each other.

23. Take Steps Toward Change
2. Dress for Success: Your business
should be immaculate, your website
should reflect your showroom and you
should engage customers as soon as
they enter.

24. Take Steps Toward Change
3. Create Customer Evangelists:
Do more than is expected, know your
customers needs and service them
beyond their expectations.

25. Take Steps Toward Change
4. Display Countertops
Horizontally: Sell countertops in
context with cabinets. They don’t hang
from a wall at home, so they shouldn’t
hang from a wall in your showroom.

26. Take Steps Toward Change
5. Tell People What They Want: Tell
them how you’re going to fix their
problems and what you’re going to
use to do it.

27. Take Steps Toward Change
6. Bundle with Manufacturers
Specials: Pass along the
savings, and spark the “why” with
accessories.

28. Take Steps Toward Change
7. Organize your showroom around
the why: Show them spaces that
speak to their emotions, be brand
agnostic and make them feel like it
was their idea.

29. Take Steps Toward Change
8. Make the Close: Don’t let the
customer slip away in the close. Get it
all out on the table, ask for a
commitment, and don’t be afraid to
talk money

30. So, what’s this showroom look
like?

31. Imagine a showroom…
Where the consumer walks in your front door and can see
clear to the back wall and left to right as well, imagine that
tall and wall cabinets are only visible on the perimeter
walls.
The consumer notices that things aren’t like they are in
other K&B shops; no, they’re organized by what they want
to do with their space, not by a series of vignettes from 76
different manufacturers.
They also noticed that they were after a gourmet kitchen
and you immediately took them to The Chef’s Kitchen.
Have kids in school, come to the Hectic Haven. Like
wine, let’s go over to the Wine a Little.

32. That’s right; you named the
sections based on a need.
You get the idea, sell to their
“why”

33. Find out how to evolve your
showroom experience with the
free eBook: Kitchen and Bath
Showroom of the Future.

34. At BreakFront, we’ve been there. And we can
help you break through. We have the inherent
industry insight and innovation needed to help
you cut through the clutter and chaos and put
you back in control. We’ll help you better align
your business strategies with
today’s consumer buying cycle, keeping your
company at the forefront of today’s
trends, technologies and opportunities.
Visit us at www.BreakFront.com for more
strategies to help your business move into the
future.