Four years ago our showroom saw an alarming uptick in items disappearing from job-sites. In most cases, contractors or electrician called and insisted that the items had been missed on the delivery. Without proof otherwise, we just ate the cost of re-delivering new fixtures. Here’s how we’ve now cut that problem down to almost non-existent: […]
Last week’s post was about consolidating around vendors and items that give you the best profitability. Unfortunately, that’s only half the equation. Now we need to focus sales staff on selling the right items from the right vendors. 1. COMMISSIONSIf your sales staff is paid via commission, they go where the money’s best. If you’ve […]
There’s a saying that “you don’t make money in lighting when you sell… you make money when you buy.” I’ve found that to be true. Here are two strategies for raising margins by consolidating your purchasing: 1. THE DAZZLING DOZENPicked twelve vendors that are willing to give the best deal packages (free shipping, 1:1 exchange […]
Walk in on a high-value Designer or Contractor and say “hey I’d like to be your lighting supplier“, what do you get most of the time? Probably something like: “I already have a supplier and we have a relationship, we’ve been doing business together since before the invention of, like… oxygen.” Here’s a strategy I […]
The reason you’re not growing quickly may surprise you. I can’t tell you how many times I’ve spoken with other showroom owners and heard them say something like “I wish I could get my people to care.” As hard as it is for me to tell them this – this sentiment is usually a sign […]
Here’s a creative way to leverage your OVERSTOCK to pick up high-value clients: Make a “Target-Twenty” list of designers and contractors you don’t service but that you’d love to have as ongoing clients. Segment overstock items out of the rest of your stock. Preferably tag and display them on your website (if you’re using XOLogic […]
Quick thoughts on how to deal with ROBO (Research Offline Buy Online): PRICE CHECK WITH THEMRemove the need to go home and price search online…price check with them on the spot. When the order is fully picked out, do online price-matching WITH your customers in the showroom. Control the sale and push to confirm while […]
Are American-Made Lighting Brands a Good Fit for Your Showroom? This post is sponsored by Genie House, a family-owned and operated lighting manufacturer. When a customer turns over just about any light fixture they’ve ordered from Amazon or Wayfair, they’ll likely find a “Made in ________” sticker with foreign origins. The brand name is often […]
1. TRUST THEM BEYOND THEIR COMFORT ZONE Your people are heroes… that may not know it yet. Trust them with decisions and projects beyond what they’re now comfortable with. Be there (but don’t grab the wheel) when they hit the wall. Lift and reassure that not getting it right isn’t the same as getting it […]
Lighting people are the best people on the planet! I Just want to wish you a very happy Thanksgiving. I’m truly honored to be in lighting and associated with you. Today’s “showroom tip” is to relax and let your mind be with friends and family on this day. Lighting will still be there tomorrow… make […]