Bloggist Corner: Accessories, Yes or No?
By Jeff Blair | 01/17/2012 10:27:00 AM
How many times have you been at a restaurant and asked for something a little different than what’s on the menu? You ask for a little twist to that delicious entrée that sounds so good and your polite server responds with, “Sorry we can’t do that for you!” I like to respond with, “I just want to know, you can’t change the entrée or you won’t change the entrée?” The difference between “can’t” and “won’t” in these circumstances might seem very slight. But when you really think about it, could it be that the person helping you does not want to bother going out of his or her way to go that extra mile for the customer?
I’ve come to believe that no matter what the business, we could all do more for our customers. So, I wondered why more closet companies don’t have an active accessory program? The enthusiasm I come across every day from the owners and buyers of closet companies keeps me really engaged in wanting to do more for my customers. It’s thrilling to talk with so many folks who love this business and get excited about closets, especially accessories. Still, this enthusiastic bunch seems to be in the minority when it comes to having an active accessory program as part of their standard designs.
What constitutes an active closet accessory program? Here are 6 + 1 accessory program basics:
•Designers/Salespeople have accessory brochures in their portfolio
•Designers/Salespeople are familiar with and understand the use of accessories
•Company inventories at least the basic accessories
•If the company has a showroom, accessories are on display
•Clients are asked to come to the showroom and experience the accessories first hand
•Company offers frequent promotions of accessories as part of the sale
•And the +1) The company uses accessories as a closing tool to land the big sale
I personally love closet accessories, the “bling-bling” of closets and garages that offer great convenience, style, function and PROFIT. The more I talk with people the more obvious it is that accessories are one of the keys to pushing the profit level of any job to incredible heights.
Think a moment about the profit increase potential. A basic group of accessories that includes baskets, pants racks, tie and belt rack, shoe racks and maybe a mirror would cost you, the dealer less than $275. Your installed sales price nearly triples that amount and adds an additional $800 or so to your closet installation. That’s a tremendous upside to just a very basic accessory program. Once there, it’s easy to add extra “bling” in the way of safes, pull-down valets and so on.
Consumers love to accessorize everything these days and that includes closets and garages. A newly installed closet system looks great and functions well. Add accessories to this same install and it really shines! More importantly, your customers feel like they have a complete closet system. They take their friends into their closet and “show off” all the bells and whistles. If you present your home organization design fully loaded with the latest accessories, your competition will fall by the wayside.
Guest Blogger: Jeff Blair - The Accessory Guy, Rev-A-Shelf
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