I have two very strong opinions on what you must do to operate a successful DPH showroom.

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’m sure many of you larger distributors have business plans for the overall company — but do you have one specific to your showroom business? 

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.

The client will form a first impression of you within the first three seconds.

Listening is one of the simplest secrets of great customer service.

Recently an ex-employee of ours called crying, saying the showroom she worked for didn’t appreciate her.

Empower employees to make fast decisions that render great customer service.

I grew into managerial roles with two large distributors and then when I owned my own showroom business.

Your responsibility as the owner/manager of higher-end showrooms is to teach your sales consultants to sell up!