This website requires certain cookies to work and uses other cookies to help you have the best experience. By visiting this website, certain cookies have already been set, which you may delete and block. By closing this message or continuing to use our site, you agree to the use of cookies. Visit our updated privacy and cookie policy to learn more.
This Website Uses Cookies
By closing this message or continuing to use our site, you agree to our cookie policy. Learn More
This website requires certain cookies to work and uses other cookies to help you have the best experience. By visiting this website, certain cookies have already been set, which you may delete and block. By closing this message or continuing to use our site, you agree to the use of cookies. Visit our updated privacy and cookie policy to learn more.
Supply House Times logo Supply House Times
search
cart
facebook twitter linkedin youtube
  • Sign In
  • Create Account
  • Sign Out
  • My Account
Supply House Times logo Supply House Times
  • Home
  • Magazine
    • Issues
    • Digital Editions
    • Archives
    • Ad Index
    • B.I.G Book
    • Rep Locator
  • Market Sectors
    • Plumbing
    • Bath & Kitchen
    • Industrial PVF
    • Radiant/Hydronics
    • HVAC
    • Fire Protection
    • Solar Thermal/Geothermal
    • Technology
    • Codes
    • Company News
    • ASA News
    • Women in Industry
  • Columnists
    • Mike Miazga: From the Editor
    • Dan Holohan: Heating Help
    • Hank Darlington: Showrooms
    • Jim Wheeler: HVAC
    • Bruce Merrifield: Distribution
    • Dirk Beveridge: Innovation Strategies
    • Michael Mercer: The Dr.’s Office
    • Letter from ASA President
    • Safety Columnists
  • Multimedia
    • Photo Gallery
    • Videos
    • Webinars
    • Podcasts
    • YouTube Channel
    • eBook
  • Special Editions
    • Premier 150
    • PVF Outlook
    • PB Outlook
    • Radiant Comfort Guide
    • Radiant & Hydronics Report
    • Green Plumbing & Heating
  • Products
  • More
    • Industry Calendar
    • Classified Ads
    • Industry Links
    • Custom Content & Marketing Services
    • Market Research
    • eNewsletters
    • Showrooms
    • Supply House Times Store
  • Bath & Kitchen Pro
  • Contact
  • Advertise
Home » Showroom Best Practices

Showroom Best Practices

October 1, 2010
Hank Darlington
Reprints
No Comments
Make sure you do the basics well!

The reception area of Banner Plumbing Supply’s Buffalo Grove, IL, showroom includes a comfortable waiting area for customers. (Photo by Pat Lenius)


I love sports and always have. I grew up in a small town in Pennsylvania and was fortunate enough to play three sports in high school. There were only about 280 students in the entire school, so “making” a team was pretty easy - they needed guys to fill the positions! We were only okay in football, but pretty darn good in basketball and baseball. What I remember most about playing these sports was that each and every coach I ever had insisted that we started with the basics and learned to do these very well before we moved on to the fancier stuff. In football it was learning to block and tackle. In basketball it was becoming proficient at passing and dribbling. In baseball it was catching, throwing and hitting. We practiced these things until we were better than the other teams - and we never stopped practicing them!

So what does this have to do with showrooms? You have to become good at the basics before you can expect to be as successful as you want to be. Building out a good-looking showroom takes a lot of forethought, work and money, but putting together a list of basics - BEST PRACTICES - regarding how your showroom will operate is fundamental to your ultimate success.

I’d like to review what I consider to be the basics of running a successful showroom business.  Grade yourself on each of these. Maybe use a 1 (low) to 10 (high) rating scale. You may find that a few won’t apply to your operation. Consider asking your whole showroom team to do the rating, independently. Compare your results and identify every point that was a six or less.  Then put together a plan to improve every point so it is a seven or higher. Prioritize the “to do” list.  Attack the areas that need the most attention one at a time. You’ll be amazed at how much better your showroom will operate. Keep this list and repeat the exercise at least once a year.

I have helped a number of plumbing wholesalers put together their own customized list of Best Practices, and the improvement in operating their showrooms has been dramatic.

Economy Plumbing Supply, Indianapolis, IN, takes pride in its attractive exterior. (Photo by Pat Lenius)

Best Practices Checklist

  • Location, Location, Location!

    ___ Is the showroom accessible?

    ___ Is it easy to drive to?

    ___ Is it located close to other high-end building product suppliers and/or retailers?

    ___ Is it located close to high-end neighborhoods?



  • The Building And Landscaping

    ___ Is the “drive-up” attractive?

    ___ Is it a good-looking building?

    ___ Is the landscaping well done and well-maintained?

    ___ Is there sufficient showroom parking?

    ___ Are there designated showroom parking spaces?

    ___ Is the parking close to the showroom entrance?

    ___ Is the parking area and entrance well lit?

    ___ Is there good visibility from the street?

    ___ Is there good lighted signage (at the street and/or on the building)?

    ___ If there are front window displays, are they well done?

    ___ Are the windows clean - all the time?


  • The Waterhouse Bath & Kitchen Studio in Perrysburg, OH, operated by Maumee Supply, features an ADA-compliant restroom. (Photo by Pat Lenius)

  • The Front Entrance

    ___ Is the showroom entrance well marked?

    ___ Is there a roof or awning over the front entrance?

    ___ Is the area clean and attractive all the time?

    ___ Is there a cigarette/trash receptacle at the front door?

    ___ Are the hours of operation the only signage on the front door?

    ___ Is the signage on the front door professionally done?

    ___ Are your hours truly customer friendly, including Saturdays and an evening or two?



  • The Clients’ First Impression

    ___ Does the very first step in the front door make a great impression?

    ___ Is there a receptionist or sign-in area close to the front door?

    ___ Are the work areas for the sales consultants conveniently located?

    ___ Are the work areas for the sales associates clean and neat all the time?

    ___ Do sales consultants dress professionally all the time?

    ___ Does the showroom have a customer friendly flow?

    ___ Is the showroom ADA compliant?

    ___ Is the showroom the correct size for your demographics?



  • Interior Décor And Displays

    ___ Does the showroom have great lighting everywhere?

    ___ Is the flooring material good-looking and customer and consultant friendly (comfortable)?

    ___ Are like products grouped together?

    ___ Do you use YOUR display boxes and boards?

    ___ Do you show YOUR model numbers and YOUR prices?

    ___ If yes, are the model numbers and price tags professionally done?

    ___ Are there working displays?

    ___ Are all displays clean and well maintained all the time?

    ___ Do you show and sell a nice diversity of products?

    ___ Have ALL the manufacturer tags been removed from ALL display products?

    ___ Are all display products current and up-to-date?

    ___ Are all displays well accessorized?

    ___ Do you show and sell accessory products?

    ___ Are the colors and buildouts attractive and current?

    ___ Are there any “holes” (missing product)?


  • The showroom at Brock McVey’s Louisville headquarters includes working displays such as this tub. (Photo by Pat Lenius)

  • Ease Of Shopping, Customer Amenities

    ___ Do you use flat screen monitors for client information and education?

    ___ Have you developed a CD or presentation to inform customers “Welcome to our business. This is what you can expect when working  with us.”?

    ___ Do you offer refreshments?

    ___ Are they “high-end” in keeping with your image?

    ___ Are refreshments served in a professional manner?

    ___ Are the public restrooms well done and clean all of the time?

    ___ Is there a “kids” area?



  • Making The Sale

    ___ Is there a “closing area”?

    ___ Are ALL quotes completed and delivered within 48 hours?

    ___  Is there a “formal” quote follow-up system that is used all the time?

    ___ Do you accept all major credit cards?

    ___ Are RGAs handled in a timely and efficient manner?

    ___ Do you tag your sold product with a room location?

    ___ Is your computer system customer and employee friendly?

    ___ Is your telephone system customer and employee friendly?

    ___ Is your phone answered in a courteous and professional manner all the time?



  • Questions For Showroom Management

    ___      Do you have an annual showroom budget?

    ___      Do you generate monthly showroom P & L statements? (And are they used as a management tool)?

    ___      Is the showroom treated as a profit center?

    ___      Do you have an annual showroom marketing plan?

    ___      Do you budget at least 3% of sales revenues for marketing the showroom?

    ___      Do you have a written, formal training program?

    ___      Do you teach selling skills?

    ___      Do you have written job descriptions for ALL showroom employees?

    ___      Do you do at least an annual job performance evaluation with each showroom employee?

    ___      Do you have a written 3-5 year business plan for the showroom?


    This is a pretty generic list of “Best Practices.” Depending on your main client focus, your demographics, your competition and a number of other issues, your list may vary. However, for a starter list of basics, it’s a pretty good guideline to help you make your showroom the very best it can be. If you have any questions or comments, please feel free to e-mail or call me.


  • Links

    • Contact Supply House Times
    • Follow Supply House Times on Twitter!

    sht-subscribe

    Recent Articles by Hank Darlington

    Hank Darlington: How committed is your company to training?

    Hank Darlington: 30-plus vendor evaluation points

    Hank Darlington: Good showroom business management

    Hank Darlington: The art of selling skills

    Hank Darlington's industry predictions

    Darlington

    Hank Darlington, owner of Darlington Consulting, writes several monthly articles for magazines, teaches seminars, and offers a full range of small business consulting services to kitchen and bath dealers, distributors and manufacturers. Hank Darlington was inducted into the Hall of Fame by the National Kitchen & Bath Association in April 2004. He can be reached at 2010 Granite Bar Way, Gold River, CA 95670. Phone: 916/852-6855, fax: 916/852-8866, e-mail: darlingtonconsulting@gmail.com.

    Related Articles

    Best Practices For Operating Great Showrooms

    Best Plumbing Tile & Stone has forged its own path to success

    Marketing and training help PACE Supply’s Premier Bath and Kitchen thrive

    2009 Showrooms Of The Year

    You must login or register in order to post a comment.

    Report Abusive Comment

    Subscribe For Free!
    • Print & Digital Edition Subscriptions
    • eNewsletters
    • Online Registration
    • Subscription Customer Service

    More Videos

    Popular Stories

    First Supply acquires lighting store

    Ferguson Ventures invests in Whisker Labs and Ting technology

    dodge outlook 2020 report

    Construction starts to slip back in 2020

    First Supply acquires lighting store

    NIBCO completes acquisition of Milwaukee Valve

    Wilo acquires US pump manufacturer American-Marsh Pumps photo 1

    Wilo acquires US pump manufacturer American-Marsh Pumps

    First Supply acquires lighting store

    ASA member sales up 6.4% from last year

    SHTPremier150-360


    sht-young-execs-360

    Events

    June 5, 2019

    Do You Know Everything You Need to Know About North American Drinking Water Laws?

    On Demand Protecting drinking water is of paramount importance.  The last decade has seen the enactment of safe drinking water laws that safeguard our water for consumption.  These laws can lead to confusion in determining which applications are regulated and which materials are safe to be installed in these applications. 

    January 22, 2020

    Reduce System Downtime with Differential Pressure Measurement

    Pressure gauges reduce operator headaches by providing information necessary to keep a process operational.  Installing gauges on either side of an orifice allows operators to identify unexpected increases or decreases in pressure and schedule maintenance with minimal system disruption.  Now, one differential gauge can replace the need to install pressure gauges on either side of an orifice, simplifying pressure measurement.

    View All Submit An Event

    Products

    Valve Handbook, 3rd Edition

    Valve Handbook, 3rd Edition

    Revised to include details on the latest technologies, Valve Handbook, Third Edition, discusses design, performance, selection, operation, and application. This updated resource features a new chapter on the green technology currently employed by the valve industry, as well as an overview of the major environmental global standards that process plants are expected to meet.

    See More Products

    SHT-Meet20Women-360

    Supply House Times

    SHT 1119 cover

    2019 November

    Check out November issue of Supply House Times features a chat with incoming ASA President Bill Glockner of Hirsch Pipe & Supply, plus a complete recap of ASA’s NETWORK2019 50th anniversary celebration. We also have the latest tool trends and a look at how Milwaukee Tool best utilizes its network of independent manufacturers reps.

    View More Create Account
    • Additional Links
      • Ad Index
      • List Rental
      • Order Reprints
      • Web Exclusives
      • Supply House Times Store
      • Bath & Kitchen Pro
      • Contact Us
      • eNewsletters
      • Privacy Policy
    • Want More?
      • Connect
      • Industry Links
      • Survey And Sample
    • Plumbing Group
      • Plumbing & Mechanical
      • PM Engineer

    Copyright ©2019. All Rights Reserved BNP Media.

    Design, CMS, Hosting & Web Development :: ePublishing