Hank Darlington: Showrooms

NKBA Hall of Famer Hank Darlington shares his views and advice aimed at kitchen and bath wholesalers.

ARTICLES

How to turn unhappy customers into happy ones

Switching sides.
By Hank Darlington
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It’s just part of doing business.


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Your margins don't have to suffer any longer

Price, price, price.
By Hank Darlington
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Learning to deal with it in a strong, positive and well-thought-out manner is the key.


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Industry veterans provide expert bath and kitchen insights

Five industry veterans provide their thoughts on a variety of topics.
By Hank Darlington
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Not to miss an opportunity to talk shop and share industry insights, we all sat down with a glass of wine and my list of questions with the goal of creating this fun and informative article. I think we accomplished our goal. See if you don’t agree.


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The tale of a superstar sales consultant

Rare air.
By Hank Darlington
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The experienced, proven sales consultants meet and greet the clients, do the qualifying and help the clients select their products. This information is then turned over to an experienced team of backup people to put the quote together.


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Times are changing for the bath and kitchen industry

How a free enterprise system affects the heavy hitters in our industry.
By Hank Darlington
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It’s certainly no secret that I’ve been active in this great industry for a number of years, and over those years I’ve seen tremendous changes.


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Build ‘soul’ in your showroom

Don’t become just another brick-and-mortar showroom.
By Hank Darlington
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Aren’t you just worn out hearing brick-and-mortar showrooms are giving way to the Internet? I know I am! First, I don’t believe it. Second, I know there are a number of things you can do to prevent it from happening.


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The numbers game

Properly used data can be a powerful management tool.
By Hank Darlington
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I’ve always been a numbers kind of guy! I liked math when I was in school and learned very early on how powerful numbers can be in helping run a business. The more ways you can analyze your business, the more successful your business will be. STOP! Don’t move onto the next article just because numbers aren’t your thing. At least give me an opportunity to explain why I strongly believe you should incorporate numbers into the management of your showroom.


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A good employee training program is essential to your success

Part of the puzzle.
By Hank Darlington
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I probably shouldn’t admit this, but I’m writing this article on a ship in the middle of the Atlantic Ocean at the tail-end of a 30-day cruise through the Mediterranean Sea, across the Atlantic, through the Caribbean and ending in Miami.


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The private-label debate

Is this increasing industry trend good for your business?
By Hank Darlington
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I doubt any of you are surprised that the number of private-label products showing up in the marketplace is rapidly growing. Many of you are starting to show and sell your very own private-labeled faucets, bath accessories and other popular showroom sell items.


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Strategic adjustments can make your showroom more profitable

The 2% windfall.
By Hank Darlington
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I just finished reading the synopsis of a book entitled “The 1% Windfall” by Rafi Mohammed. I strongly recommend you read it. It reminded me once again that the average gross margin on sales for plumbing wholesaler showrooms is lower than it should be.  


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August 2014

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