Sell Space Planning to Sell Closets, Says Valenza
By Bill Esler | 02/16/2012 3:46:00 PM
AUSTIN, TX - "It started out with a little custom millwork, and ended up being a spacae planning projects," says Janet Valenza, owner of Closet Revolution, New York City.
Valenza, whose background includes fashion, advertising and merchandising, told her audience at a Closets Conference 2012 session that "Professional services can generate professional fees with no added overhead. You don't need machines, or factory production, and yet it can add to revenue."
Valenza, who recently designed a U.S. wood products firm's Shanghai showroom for a custom closet and wood products, explained at her session this afternoon that closets professionals should suspend offering what is probably their standard solution - a closet - and look comprehensively at a client's space needs.
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Staging is one area with potential. "Staging" refers to dressing up homes for sale - sometimes new ones or frequently empty resale homes, to provide furnishings and design touches to augment the real estate salesperson's presentation.
"You can be paid for the staging, and it could also lead to a closet project within the home," Valenza said.
Another potential approach Valenza outlined was to engage others in promoting your services.
• Assign specialty areas (kitchen, bedroom, dining area) to specific designers
• Hold seminars for interior designers to educate them on home storage functionality
• Recruit "designers" from unexpected ares: movers, real estate brokers, kitchen designers
Valenza suggested getting into the storage design process as early as possible, following the industry wisdom that storage should be the first part of a residential plan, not the last step. Learn more about Closet Revolution here.