NKBA Hall of Famer Hank Darlington shares his views and advice aimed at kitchen and bath wholesalers. https://www.supplyht.com/rss/2711-hank-darlington-showroom-blog en-us darlingtonconsulting@gmail.com (Hank Darlington) I am a huge proponent of employee training. Many of you might believe you do a great job in this area. I am a huge proponent of employee training. Many of you might believe you do a great job in this area.

]]> http://www.supplyht.com/articles/102547 Fri, 13 Sep 2019 00:00:00 -0400 https://www.supplyht.com/articles/102547-hank-darlington-how-committed-is-your-company-to-training How committed is your company to training? darlingtonconsulting@gmail.com (Hank Darlington) I hope you would agree that your suppliers and vendors play a key role in your showroom success. I hope you would agree that your suppliers and vendors play a key role in your showroom success.

]]> http://www.supplyht.com/articles/102438 Tue, 20 Aug 2019 00:00:00 -0400 https://www.supplyht.com/articles/102438-hank-darlington-30-plus-vendor-evaluation-points darlingtonconsulting@gmail.com (Hank Darlington) I have two very strong opinions on what you must do to operate a successful DPH showroom. I have two very strong opinions on what you must do to operate a successful DPH showroom.

]]> http://www.supplyht.com/articles/102093 Mon, 15 Apr 2019 00:00:00 -0400 https://www.supplyht.com/articles/102093-hank-darlington-the-art-of-selling-skills The art of selling skills darlingtonconsulting@gmail.com (Hank Darlington) I’ve had the unique honor and pleasure of writing this column for more than 22 years. That’s more than 260 articles! I’ve worked with six different editors. All great bosses that have allowed me to choose the topics and who have been tolerant of my rather casual writing style. I’ve had the unique honor and pleasure of writing this column for more than 22 years. That’s more than 260 articles! I’ve worked with six different editors. All great bosses that have allowed me to choose the topics and who have been tolerant of my rather casual writing style.

]]> http://www.supplyht.com/articles/102041 Fri, 15 Mar 2019 00:00:00 -0400 https://www.supplyht.com/articles/102041-hank-darlingtons-industry-predictions Hank Darlington's industry predictions darlingtonconsulting@gmail.com (Hank Darlington) I’m sure many of you larger distributors have business plans for the overall company — but do you have one specific to your showroom business? I’m sure many of you larger distributors have business plans for the overall company — but do you have one specific to your showroom business? 

]]> http://www.supplyht.com/articles/101956 Thu, 14 Feb 2019 00:00:00 -0500 https://www.supplyht.com/articles/101956-hank-darlington-does-your-company-have-a-business-plan sht0219Darlington darlingtonconsulting@gmail.com (Hank Darlington) Do you do an annual showroom budget? How about a detailed written marketing plan and budget? Too many folks don’t do many of these aforementioned business basics. In my opinion, this could be the demise of their businesses. Do you do an annual showroom budget? How about a detailed written marketing plan and budget? Too many folks don’t do many of these aforementioned business basics. In my opinion, this could be the demise of their businesses.

]]> http://www.supplyht.com/articles/101928 Thu, 24 Jan 2019 11:08:00 -0500 https://www.supplyht.com/articles/101928-hank-darlington-big-changes-for-kitchen-and-bath-showrooms Big changes on the horizon darlingtonconsulting@gmail.com (Hank Darlington) The client will form a first impression of you within the first three seconds. The client will form a first impression of you within the first three seconds.

]]> http://www.supplyht.com/articles/101693 Thu, 18 Oct 2018 00:00:00 -0400 https://www.supplyht.com/articles/101693-hank-darlington-the-importance-of-first-impressions The importance of first impressions darlingtonconsulting@gmail.com (Hank Darlington) Recently an ex-employee of ours called crying, saying the showroom she worked for didn’t appreciate her. Recently an ex-employee of ours called crying, saying the showroom she worked for didn’t appreciate her.

]]> http://www.supplyht.com/articles/101462 Wed, 25 Jul 2018 00:00:00 -0400 https://www.supplyht.com/articles/101462-hank-darlington-empower-your-employees darlingtonconsulting@gmail.com (Hank Darlington) Empower employees to make fast decisions that render great customer service. Empower employees to make fast decisions that render great customer service.

]]> http://www.supplyht.com/articles/101406 Thu, 28 Jun 2018 00:00:00 -0400 https://www.supplyht.com/articles/101406-hank-darlington-how-to-empower-your-employees Hank Darlington: How to empower your employees darlingtonconsulting@gmail.com (Hank Darlington) I grew into managerial roles with two large distributors and then when I owned my own showroom business. I grew into managerial roles with two large distributors and then when I owned my own showroom business.

]]> http://www.supplyht.com/articles/101343 Wed, 23 May 2018 00:00:00 -0400 https://www.supplyht.com/articles/101343-hank-darlington-people-are-your-most-valuable-asset Darlington: People are your most valuable asset darlingtonconsulting@gmail.com (Hank Darlington) Your responsibility as the owner/manager of higher-end showrooms is to teach your sales consultants to sell up! Your responsibility as the owner/manager of higher-end showrooms is to teach your sales consultants to sell up!

]]> http://www.supplyht.com/articles/101273 Fri, 27 Apr 2018 00:00:00 -0400 https://www.supplyht.com/articles/101273-hank-darlington-learing-to-sell-high-end-products darlingtonconsulting@gmail.com (Hank Darlington) Time management has been an ongoing challenge for many of us for a long time. Time management has been an ongoing challenge for many of us for a long time.

]]> http://www.supplyht.com/articles/101203 Wed, 28 Mar 2018 00:00:00 -0400 https://www.supplyht.com/articles/101203-hank-darlington-do-more-with-less-time Hank Darlington: Do more with less time darlingtonconsulting@gmail.com (Hank Darlington) In talking with several of the manufacturers reps, I was surprised by how much their job descriptions have changed in the past 10 years. In talking with several of the manufacturers reps, I was surprised by how much their job descriptions have changed in the past 10 years.

]]> http://www.supplyht.com/articles/101127 Wed, 21 Feb 2018 00:00:00 -0500 https://www.supplyht.com/articles/101127-hank-darlington-the-changing-role-of-the-dhp-rep The changing role of the DPH Rep darlingtonconsulting@gmail.com (Hank Darlington) We are rapidly advancing in to a world where every aspect of a shopping journey will be instant. We are rapidly advancing in to a world where every aspect of a shopping journey will be instant.

]]> http://www.supplyht.com/articles/101075 Fri, 26 Jan 2018 00:00:00 -0500 https://www.supplyht.com/articles/101075-darlington-whats-really-going-on-in-retail darlingtonconsulting@gmail.com (Hank Darlington) In addition to the growth of wholesaler showrooms, a lot of independently-owned showrooms were opening up all across our fruited plains. In addition to the growth of wholesaler showrooms, a lot of independently-owned showrooms were opening up all across our fruited plains.

]]> http://www.supplyht.com/articles/101005 Thu, 21 Dec 2017 00:00:00 -0500 https://www.supplyht.com/articles/101005-reinventing-the-dph-showroom Reinventing the DPH showroom darlingtonconsulting@gmail.com (Hank Darlington) I love this industry — both the wholesale and the showroom side. I love this industry — both the wholesale and the showroom side.

]]> http://www.supplyht.com/articles/100933 Wed, 29 Nov 2017 00:00:00 -0500 https://www.supplyht.com/articles/100933-americas-first-dph-showroom Union Hardware’s David Goldberg Union Hardware’s David Goldberg, pictured on the famed Loo-cy toilet, has taken the decorative plumbing and hardware distributor in a new and successful direction, focusing on high-end European products. Photo courtesy of David Goldberg. Union Hardware Union Hardware, which now features one location in Bethesda, Md., was started in the 1960s by David Goldberg’s father, Charlie Goldberg, who is believed to be the first to open a decorative plumbing and hardware showroom. Photo courtesy of David Goldberg. Union maintain gross-profit The move to specialization has helped Union maintain gross-profit margins of 46%. Photo courtesy of David Goldberg. David Goldberg David Goldberg created this Van Gogh “Starry Night” artwork from door and cabinet hardware pieces. darlingtonconsulting@gmail.com (Hank Darlington) Your showroom’s most important asset is its people. Your showroom’s most important asset is its people.

]]> http://www.supplyht.com/articles/100827 Thu, 19 Oct 2017 00:00:00 -0400 https://www.supplyht.com/articles/100827-how-to-conduct-a-winning-interview How to conduct a winning interview darlingtonconsulting@gmail.com (Hank Darlington) Whatever the reasons might be, bad days are a part of life. Whatever the reasons might be, bad days are a part of life.

]]> http://www.supplyht.com/articles/100787 Thu, 28 Sep 2017 00:00:00 -0400 https://www.supplyht.com/articles/100787-how-to-make-a-bad-day-better How to make a bad day better darlingtonconsulting@gmail.com (Hank Darlington) How broad is your customer base? How broad is your customer base?

]]> http://www.supplyht.com/articles/100705 Thu, 24 Aug 2017 00:00:00 -0400 https://www.supplyht.com/articles/100705-your-showroom-needs-a-broad-base Your showroom needs a broad base darlingtonconsulting@gmail.com (Hank Darlington) Twice in the past week I have witnessed a confrontation between a customer and a stores salesperson. Twice in the past week I have witnessed a confrontation between a customer and a stores salesperson.

]]> http://www.supplyht.com/articles/100617 Thu, 20 Jul 2017 00:00:00 -0400 https://www.supplyht.com/articles/100617-handling-upset-customers Handling upset customers darlingtonconsulting@gmail.com (Hank Darlington) I always have prided myself on being a pretty good time manager. I always have prided myself on being a pretty good time manager.

]]> http://www.supplyht.com/articles/100493 Fri, 16 Jun 2017 00:00:00 -0400 https://www.supplyht.com/articles/100493-time-management-tips Time-management tips darlingtonconsulting@gmail.com (Hank Darlington) Every once in a while we all come upon an outstanding customer-service experience. Every once in a while we all come upon an outstanding customer-service experience.

]]> http://www.supplyht.com/articles/100423 Thu, 18 May 2017 00:00:00 -0400 https://www.supplyht.com/articles/100423-hows-your-showroom-team How's your showroom team? darlingtonconsulting@gmail.com (Hank Darlington) Being an independent retailer/wholesaler of durable goods today is not for the faint of heart. Being an independent retailer/wholesaler of durable goods today is not for the faint of heart.

]]> http://www.supplyht.com/articles/100278 Mon, 27 Mar 2017 00:00:00 -0400 https://www.supplyht.com/articles/100278-keeping-customers-in-the-digital-age Keeping customers in the digital age askarn@bnpmedia.com (Nadia Askar) During the fourth annual Design and Construction Week, columnist Hank Darlington offered a list of showroom best practices at ASA’s Showroom Manager Council Workshop in Orlando, Fla. During the fourth annual Design and Construction Week, columnist Hank Darlington offered a list of showroom best practices at ASA’s Showroom Manager Council Workshop in Orlando, Fla.

]]> http://www.supplyht.com/articles/100149 Tue, 14 Feb 2017 00:00:00 -0500 https://www.supplyht.com/articles/100149-asa-showroom-manager-council-workshop-highlights-running-a-profitable-showroom ASA Showroom Manager Council Workshop highlights running a profitable showroom Supply House Times columnist Hank Darlington delivers his showroom best practices keynote address during ASA’s Showroom Manager Council Workshop in Orlando, Fla. Photo by Nadia Askar/Supply House Times. Security Supply’s Kim Willey makes a point during a discussion on showroom best practices at the ASA Showroom Manager Council Workshop held during KBIS and IBS Security Supply’s Kim Willey makes a point during a discussion on showroom best practices at the ASA Showroom Manager Council Workshop held during KBIS and IBS. Photo by Nadia Askar/Supply House Times. darlingtonconsulting@gmail.com (Hank Darlington) Omnichannel today is cross-channel being done well. Omnichannel today is cross-channel being done well.

]]> http://www.supplyht.com/articles/100097 Thu, 26 Jan 2017 00:00:00 -0500 https://www.supplyht.com/articles/100097-bringing-your-business-into-the-future-part-2 Bringing your business into the future, Part 2 darlingtonconsulting@gmail.com (Hank Darlington) Omnichannel is a multichannel approach to sales and marketing that seeks to provide the customer with a seamless shopping experience. Omnichannel is a multichannel approach to sales and marketing that seeks to provide the customer with a seamless shopping experience.

]]> http://www.supplyht.com/articles/100038 Fri, 23 Dec 2016 00:00:00 -0500 https://www.supplyht.com/articles/100038-bring-your-business-into-the-future Omnichannel sales and marketing strategies aim to provide customers with a seamless experience between Web-based and brick-and-mortar shopping platforms Omnichannel sales and marketing strategies aim to provide customers with a seamless experience between Web-based and brick-and-mortar shopping platforms. Photo courtesy of Bravo Business Media. Simon’s Bath Showroom utilizes omnichannel strategies in its five locations in Massachusetts and Rhode Island Simon’s Bath Showroom utilizes omnichannel strategies in its five locations in Massachusetts and Rhode Island. Photo courtesy of Bravo Business Media. darlingtonconsulting@gmail.com (Hank Darlington) My single biggest concern and frustration in this industry has been and continues to be poor business-management habits. My single biggest concern and frustration in this industry has been and continues to be poor business-management habits.

]]> http://www.supplyht.com/articles/99900 Thu, 17 Nov 2016 00:00:00 -0500 https://www.supplyht.com/articles/99900-how-can-you-run-your-business-if-you-dont-know-how-youre-doing Showrooms by the numbers darlingtonconsulting@gmail.com (Hank Darlington) On Friday, Aug. 19, I received a call from my good friend, Ken Rohl, who shared that ROHL was being acquired by Fortune Brands. On Friday, Aug. 19, I received a call from my good friend, Ken Rohl, who shared that ROHL was being acquired by Fortune Brands.

]]> http://www.supplyht.com/articles/99839 Tue, 25 Oct 2016 00:00:00 -0400 https://www.supplyht.com/articles/99839-inside-the-rohl-acquisition Inside the ROHL acquisition Fortune Brands Global Plumbing Group President Nick Fink (left) with ROHL CEO Lou Rohl. Photo Courtesy of Fortune Brands. darlingtonconsulting@gmail.com (Hank Darlington) The secret to delivering exceptional customer service to the folks coming through your showroom doors. The secret to delivering exceptional customer service to the folks coming through your showroom doors.

]]> http://www.supplyht.com/articles/99814 Thu, 29 Sep 2016 00:00:00 -0400 https://www.supplyht.com/articles/99814-how-to-deliver-great-customer-service How to deliver great customer service darlingtonconsulting@gmail.com (Hank Darlington) If you want to ensure your most important asset (your employees) is the very best, there are five things you must do. http://www.supplyht.com/articles/99707 Wed, 31 Aug 2016 00:00:00 -0400 https://www.supplyht.com/articles/99707-the-5-things-you-need-to-know-to-be-the-best-at-your-showroom-business Mastering employee communication