Articles by Hank Darlington

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Giving your showroom its own identity is key.

This 2003 “Rep of the Year” - owner of Premier Marketing in California - discusses partnering with showrooms.

More and more wholesalers are learning that the showroom can be a great way of generating plus revenues.

Use advertising, promotions and public relations to drive clients into your showroom.

I know for a fact that wholesaler showroom margins can achieve the 35% to 40% level. Wholesalers would be smart to set monthly/yearly sales and gross profit goals and then tie incentives/commissions/rewards to achieving these goals.

Here are examples of companies that are improving their showroom business and how they're doing it.

Shrinking margins tell me they need help!

Although all fixtures are white and all faucets are chrome, bathrooms in New Zealand feature other innovations.

I knew if we wanted to grow margin and offer the clients something different that we'd have to add some nontraditional wholesaler products.