Having managed decorative plumbing and hardware showrooms for many years, I have spent hundreds of hours helping sales teams understand that they have the power – at their fingertips – to combat the ongoing and growing problem we have all faced: showrooming.
We all know what this is – potential customers working with the salespeople under the guise of “shopping” – to see, touch and feel products live, and to soak up any information they can from sales professionals. Only later does the salesperson learn that the “customer” purchased the products from somewhere on the Internet. I have faced this reality time and time again. The good news is that with a little coaching, conditioning, and creativity, we can reduce the amount of showrooming we see daily.