Two weeks to go! The countdown is well and truly on, and we’re gearing up for our annual ‘night of nights’ at the KBDi Designer Awards Gala 2017.
The KBDi Certified Designer of the Year award is the pinnacle of accolades in the kitchen and bathroom design industry. Entrants must submit two project portfolios, and meet a long list of judging criteria in order to be named a finalist.
This year’s award is proudly sponsored Lincoln Sentry, and together we look forward to finding out who will take the crown on 16 September, 2017.
KBDi Affiliate Member, Nina Slade of Prymore Pty Ltd, is a business consultant with a primary focus on the cabinet making and kitchen industry. With over 17 years’ experience in the industry, Nina works with business owners to minimise their business stresses and maximize their success. In this article, she discussed the different kinds of salespeople working in our field…
In the kitchen and bathroom industry, we have designers, consultants, design consultants, sales people, showroom consultants, business owners – oh, the list goes on.
But, as challenging as it is, they are all in some ways sales people. This is not to be looked at in a derogative way at all. Designers are selling their concepts, visualization and hoping to tap into an emotional solution with their clients.
As business owners, you may have a team of 1 – 10 people working in your showroom designing and selling. But what type of sales people do you have actually working for you? Let’s look at the different types:
This type of person gears their pitch or concept so that the client “asks if they can buy or where do I sign”. The risk with this type is that the pitch can end very quickly and there are no persuasive skills implemented to get the client over the line.
This type of person talks a lot about the product. How great the kitchen or bathroom is. How this or that works. The risk with this type is that sometimes the client’s real needs are forgotten or overshadowed by the product on offer as there is so much focus on the technical or design aspects of the kitchen.
This type of person promises the world to get the sales. Typical “yes” person to everything when it may not be possible. The risk with this type is that it can provide big trouble if your business can actually NOT deliver what has been promised. Or it is delivered by at a huge cost to profits.
The Problem Solver
This type of person identifies the customer issue at hand and then their main focus becomes solving the problem. The risk with this type is that they get so involved in problem solving that it chews up so much time and effort when the client hasn’t even signed up. What’s to say the client doesn’t take the solutions to a competitor for a cheaper price?
So, what is the best type of sales person to have?
If we could have one wish from a genie, I would say “A bit of all of the above”.
But that is not reality. So, let’s work with your current team.
Firstly, try to identify which category your sales people/consultants or designers fit into. Once you understand their selling type, it allows you to develop strategies with them to engage other approaches so they just don’t sell one way and potentially lose converting that enquiry to a sale.
At your sales meetings, have a “round the table” discussion or training session on different ways people close a sale, follow up a client, etc as every person uses a different approach. We can all learn from each other. As a business owner, be one step ahead of your team by identifying their traits and guide the sessions so all can benefit from hearing strategies from others.
Contact Nina today for a free, no obligation chat about how she can help you and your business.
Australian International Design Tours (AIDT) invites you to “La Festa Italia” — a celebration of Italian style, design and hospitality.
This fully tax-deductible 12-day International Design Tour will take in the latest releases in kitchen design, appliance technology, bathroom fittings and fixtures, the latest lighting concepts, and furniture design at Salone del Mobile, Eurocucina and The International Bathroom Exhibition.
Attendees will also enjoy visits to major sponsor Smeg in Guastalla and sponsor Gollinucci in Cesena (courtesy Lincoln Sentry) for a behind-the-scenes look into the design and manufacturing processes that bring these products to life. With evening events in Milan and a guided visit to the Milan design district plus time for some R&R on the stunning Lake Como and incredible Italian hospitality, this is an event not to be missed.
Check out the full itinerary and all inclusions here, or contact the AIDT team here.
Creating a kitchen for a celebrity chef could intimidate the most experienced designer; Katia Slogrove of Germancraft Cabinets was ready for the challenge, however, seeing huge potential for inside-out beauty in this unique space.
Laminex EssaStone benchtops (Ash Concrete in colour) and flat black door and drawer fronts make for a classic combination in the kitchen façade, but the use of Laminex Impressions Textured Surfaces in Sublime Teak for the cabinet internals adds a wonderfully warm detail to the otherwise achromatic scheme.
As seen in this kitchen, the Laminex Impressions textured surfaces range is inspired by the beauty of natural timber, but has the practical and economical advantages of low pressure melamine (LPM).
In panel applications such as this, the product is available in a choice of two distinct finishes (Riven and Nuance) which feature realistic grain structures and a wonderfully organic aesthetic. Katia chose a Nuance finish for this particular project, adding a charmingly natural look and feel to the gorgeous tones of the Sublime Teak colouring.
Learn more about the entire range of Laminex Impressions textured surfaces here, and look out for Katia’s kitchen at this year’s KBDi Designer Awards Gala 2017. The design has been nominated as a finalist in the Small Kitchens Queensland category (see all other entries here), and we wish Katia much luck with this very special entry.
Vauth-Sagel’s new corner unit solution, CORNERSTONE, moves the contents of a cabinet to the front of the unit, unlocking completely new design perspectives with its carousel effect.
The shelves swivel out to a comfortable distance away from the carcass, ensuring all items are within easy reach. Each shelf can be attached at the required height, with the shelves disappearing back inside the unit when the door is closed.
CORNERSTONE’s design is clear-cut and purist; the materials have been chosen perfectly to meet even the most discerning expectations. Thanks to a wide choice of interior fittings, CORNERSTONE offers a huge range of individual customisation options.