The Importance of Consistency in Your Cabinet Dealership

CompanionCabinet Software, LLC — Tue, 21 Feb 2012 19:53:00 GMT

Throughout our business lives, we’ve all learned it. “You need to be consistent.” It’s one of those important phrases that sort of goes without say. We know we should listen, but it is just so easy to stray from the norm and do “whatever is needed,” regardless of whether or not it was in the initial company plan. Is it really that important…and if so, why should you strive to follow a process that makes your kitchen cabinet dealership’s vision and overall processes recognizably constant? Let’s explore.

Does your dealership have a consistent vision?

Suppose I were to come to your dealership and privately ask your employees the following few basic questions:

Why are you (and will you continue) working for this company?
Why is this kitchen dealership better than all of its competition?
Do you think that this particular kitchen cabinet dealership will be successful? Why or why not?

By listening to your employees, I should be able to determine whether or not your kitchen cabinet dealership has a consistent vision. I’m not looking so much for what each of these individuals says, but rather what each of them does not say. Each employee may have big hopes and dreams for your company, but unless every employee holds the same vision that your cabinet dealership has built, everyone will be shooting for a different target, and the company will not have enough of a unified aim to succeed.

Why does your dealership need a consistent vision?

Not too long ago, I came across a study in the Wall Street Journal speaking of the importance of a company’s vision. According to the study, companies using mission or vision statements were likely to be six times more successful than those without. The rationale behind the findings suggests that knowledge of the company’s intended direction and goals allows employers and employees to work together toward these goals. Without a clearly defined direction, employees do not know what they are working towards.

Communicating your vision to employees

Employees need to be on board with the goals and direction of your kitchen cabinet dealership, and it is not enough to simply hang a copy of the vision statement on the wall. Don’t panic… there is an easy fix. Drill your cabinet dealership’s vision into your employees. Teach them from day one on the job what to shoot for, and explain things they can do to help get there. People want to be included and feel like they had a hand in making something successful. It takes unified ambition to build success.

In addition to making your vision known to your employees, you’ll need to facilitate two-way communication. If they ever have questions regarding company success, they should not be afraid to ask you, and they should receive a response. The fact that the employee is asking means they probably really do want to help you succeed. You’ll also need to provide additional support when the dealership is going through a period of change (the story of our lives, right?).

By removing employee blindfolds and eliminating unnecessary targets, you’ll be showing your employees a clearer picture of where to place their aim. It’s been a rough few years for the kitchen and bath industry, but it’s time to set our objectives straight. Communicating your vision is the first step to your new-found success.

Are You a Designer or a Salesperson?

CompanionCabinet Software, LLC — Thu, 16 Feb 2012 15:05:00 GMT

Are you a designer or a salesperson? This was a question that I asked in every design class that I led across the country. The answer was predictable; most people in the business of selling kitchens considered themselves designers first and foremost.

Now to be fair, timing may have had something to do with those responses. Most of the classes that I led in cities such as Minneapolis, Boston, Los Angeles, Phoenix, Las Vegas, Orlando, and others, were conducted prior to 2008. It seems the world has changed slightly since then.

Pre-2008 kitchen sales

Before the year 2008, design might have been enough to get the average shop by. You sold value; your value, the value of the company you worked for, and finally, the value of the products you sold.

Selling seemingly was not as important because, after all, if you gave prospects a great design, they would (usually) buy. That mindset and practice was a mistake made then that bred the bad habits kitchen designers make today.

Do you know how to sell now?

Many designers do not have the proper skill sets or training to close a deal. A simple test of the theory is in presentation of the quote. (Notice I say quote and not design, because if the quote isn’t the emphasis, it doesn’t matter how pretty the design appears.)

Do you ask that both parties be present (spouse, partner, etc.)?
Do you present your quote in a similar format every time?
Do you have a script?
Do you ask if anything is missing or if you overlooked any details that were important to the couple?
Do you ask how long it will take to make a decision based on the work you did for them?
Do you arrange a follow-up time for their decision?
And finally, do you ask for the sale?

If you answered "no" to any of the above, then you are not selling. You are merely propagating an expectation of a free service; that free service is called design as a commodity.

Selling involves a pre-calculated, repeatable, systematic approach which leads to a predictable percentage of closing rates for you and your business. To learn more about the 4M Sales process tailored to the kitchen business, click here.

Brad and Aurora Celebrate Valentine's Day

CompanionCabinet Software, LLC — Tue, 14 Feb 2012 19:48:00 GMT

We love our customers, but we're pretty sure Brad's love for Aurora takes it to a whole new level.

Spring Back Into Cleaning Mode At Your Kitchen Cabinet Dealership

CompanionCabinet Software, LLC — Thu, 09 Feb 2012 21:26:00 GMT

The countdown is on, one month until spring. The birds will soon be chirping, you'll suddenly feel the urge to get in shape, and you will actually want to clean everything from the floor to the ceiling. What is it with spring being just around the corner that puts an extra skip in our steps anyways?

Whatever it is, we should all be grateful. Without this little burst of motivation, we'd be a little grumpier, fatter and dirtier it seems.

That being said, it's time to put those spring cleaning practices back in action at your kitchen and bath dealership. A wise person once said, "Housekeeping is something you do that nobody notices until you don't do it." The same can be said for dealership maintenance. Make sure your dealership doesn’t get recognized for the wrong reasons this spring.

If you're not sure where to start, glance back at our three part series :

Spring Cleaning Tips for Your Dealership

Part 1 - covers everything from your showroom and restrooms to your technology.

Part 2 - will extend into equipment, literature, cabinets, and even policies and employee files.

Part 3 - wraps up cleanup for your website, morale, first impressions, reviews and contracts.

Make sure you have everything in tip top condition before the influx of new business this season. Things have been difficult enough for the past few years, so you might as well do everything you can to keep ahead of your competition. Pay attention to detail and keep up with the fundamentals.

Where Are All of the Revolutionaries in the Kitchen Cabinet Industry?

CompanionCabinet Software, LLC — Tue, 07 Feb 2012 14:47:00 GMT

Rahm Emanuel said “Never Let a Serious Crisis Go to Waste.” A crisis is an opportunity to do important things that you would otherwise avoid. While the economy does look brighter, our industry is still at the bottom. The good news is that means our industry is ripe for something transformative to happen –it’s times like these that major shifts in the market happen and progress is made. We are in a perfect environment to produce just that.

And speaking of something “transformative” happening, are we the only ones who have noticed that nothing ground-breaking has happened in the cabinet industry for decades? It seems that instead of working together to transform our industry, people are content with just surviving.

And sadly, it’s always been this way. Business models in this industry are pretty much the same as they were 50 years ago.

Think about this for just one second – what if every industry remained the same and nothing revolutionary ever happened? We would still be getting our news every Saturday from the local newspaper rather than instantly via the internet, we would still be using land lines rather than our cell phones, and we would still be ordering the same old cabinet from the same old manufacturer the exact same way, oh wait…that one is true.

If I was a Manufacturer...

You’ve all heard the saying, “A cabinet is a cabinet is a cabinet.” Cabinets are all the same (with the exception of some modifications etc) – and they’re all sold the same with the same business model. They all have territories, and every territory has dealers. What about a new model? What about a model where we completely break away from the idea of a territory? Instead, a manufacturer would have “certified salespeople” and every dealer that carries their line has to have a certified salesperson on staff. A certified salesperson would move $2M/yr. so every dealer on the planet would want one.

If I was a Cabinet Dealer...

It’s easy to poke fun at the cabinet manufacturers – after all, they are your vendors. But look inside your walls for just a moment. My bet is nothing much has changed in your business in the last few decades. Sure people have come and gone, but it’s still the same old pig- just a slightly different shade of lipstick.

What Are You Doing?

Why sit back and wait for the market to hand you a gift which may never come? Join the revolution and be a part of becoming a more successful business venture. If things haven’t changed much at your dealership it’s time to get a makeover – and that’s more than just lipstick, honey.

Kitchen Sales Tips & Tricks Webinar - Part 2 (Valentine's Day)

CompanionCabinet Software, LLC — Thu, 02 Feb 2012 21:16:00 GMT

Is it February already? It's been such a mild winter, I haven't even noticed. Well, since Punxsatawney Phil already poked his head out for a few brief moments, I guess that means we just have the Super Bowl, Lincoln's Birthday, Valentine's Day, last minute girl scout cookie sales, President's day, Mardi Gras and St Patrick's day before it is officially spring. Which reminds me...we've been meaning to ask what you're doing for Valentine's Day this year?

You have no plans during the day besides work? That surprises me… but good! We would like to spend Valentine’s Day with you this year. We’ve made reservations for a small party of 500 for Tuesday, February 14th at 1:00pm EST. Destination-webinar.

Please join us for our second Kitchen Sales Tips and Tricks Webinar. The first one was so well-received, we decided to have another.

Who Should Attend

Sales professionals, designers, and owners in the kitchen and bath industry who want to expand their knowledge on how to close more sales.

Speakers

Brent Jackson is the President of CompanionCabinet Software and Co-Host of The Dealer's Voice talk show. He has impacted thousands of people in the industry, helping them identify how to best run their business or improve sales.

Chris Mele is the CEO of CompanionCabinet Software and Co-Host of The Dealer's Voice talk show. He has authored hundreds of articles, studies, best practices and other resources for cabinet dealers on a wide variety of topics.

Space is Limited

Sign up quickly as space is limited to the first 500 registrants. You wouldn't want to stand us up on Valentine's Day, would you?

Click here to sign up for the kitchen Sales Tips & Tricks Webinar - Part 2!

Hope to see you there, Valentine!

Dealing with Toxic Co-Workers at Your Cabinet Dealership – Part 2 of 2

CompanionCabinet Software, LLC — Tue, 31 Jan 2012 15:20:00 GMT

In part I of this article, we learned about the disheartening number of people who don’t like their co-workers. While there may occasionally be productivity draining negative behaviors in your dealership that need to be addressed, there are also times when the problem is nothing more than a personality clash.

Think of “oil and vinegar” – neither cooking liquid is doing anything wrong, but they just don’t ever completely mix. However, this doesn’t mean they can’t work together. Combine them in the right proportions, season and shake, and VOILA – they’ve come together temporarily to create a delicious salad dressing or marinade. Look – even the word “voila” has a “v” for vinegar and “oil” in it…coincidence? Maybe.

Point being…sometimes there are two people who each work hard and do great things, but just don’t mix well for whatever reason. If you currently work with a kitchen designer or salesperson, or heck…even a manager who for whatever reason seems bitter or harsh, leaves a bad taste in your mouth or whose personality is just plain hard to swallow, make the best of your situation by being the slick, smooth person you are.

Here are some things to do to make sure you don’t let your co-worker’s conflicting personality get in the way of your productivity.

Take a different perspective – If there is someone you can’t stand, it often helps to take a step back and try to understand why they are the way they are. Underneath that persona may be a person who was mistreated, made fun of or even abused their whole life. Maybe they’re going through a tough time. Why not be someone who helps them to see that there are good people in this world.
Don’t be so defensive – Is it really that bad? Sure, I know you’re annoyed, but instead of letting one person ruin your day, find humor in the situation and be glad you don’t live with them. If you’re working on a design and they tell you you’re not doing it the best way, listen to them. Ask them to show you a better way to do it…it may be a waste of time, or you may actually learn something.
Don’t gossip – this is one of the worst things you could do. Gossip doesn’t resolve anything, and in fact, it can make you lose your job. And for goodness sake, don’t say anything to or around customers. The customer just wants a new kitchen…not drama. If you bring them into your problems, they may wonder if a company who can’t control their employees will be able to control all aspects of their kitchen remodel. Be professional.
Be prepared – if your co-worker is argumentative, prepare a slew of professional responses to predictable situations before they arise. When something comes as a surprise, you’re more likely to react in a childish manor, but work through them before they even exist and you’ll be a seasoned veteran.
Pause for thought – remember to pause and take a breath before responding to someone you don’t like. The extra moment will give you a second to re-think your initial comment. Were you just about to disagree with them for the sake of disagreeing?
Don’t add fuel to the fire – If someone starts pestering you with negative views, you don’t have to stoop to their level. Remember that you’re ultimately there to work and help your dealership be successful, so ask yourself if the issue is worth risking your career.
Help them – Maybe there is a reason they’re annoying. Do they constantly ask you the same questions over and over? Help them by going through the answer step by step. It may seem like an easy task to you, but perhaps they just need a little more guidance before the lightbulb goes off.
Move yourself – If this person is in close proximity to you, it may help to find a new working area. If you can’t easily move departments (and it doesn’t look like management will move them) ask to be seated in a different office area to ensure productivity. Explain the situation to management and there is a good chance they’ll be sympathetic. If not, maybe this isn’t a place you want to work for anymore.

Sure, it is easy to blame your co-workers for your bad day, but why not try to avoid doing so? Whether you’re stuck with an interrupter, a constant question asker, a know it all, a negative Nancy or a debator, think about the person and the way you interact with them, and chances are there is a better way to deal. If your co-worker is vinegar, be the oil in the situation, not the baking soda… Always act professionally and look toward the bigger picture – don’t blow everything out of proportion or not only will you be hurting them, but also your career.

Dealing with Toxic Co-Workers in Your Cabinet Dealership – Part 1 of 2

CompanionCabinet Software, LLC — Thu, 26 Jan 2012 20:38:00 GMT

A Conference Board research study published in 2010 stated that a mere 56% of people like their co-workers vs. the 1987 percentage of 68%. That means (excuse me for stating the obvious) that there are 44% of people out there who aren’t happy with their co-workers. I’d be willing to bet that given today’s economic conditions, the percentage will remain similar this year, or even be a bit worse.

So, if the average person is awake 112 hours per week and works during 40 of those (increase working hours for kitchen & bath industry career), 44% of people don’t enjoy the people they’re around at least 36% of the time. How’s that for your fun/depressing fact of the day?

Unfortunately for some, the coworker with the annoying voice and the recognition seeker don’t automatically get qualified for a trip to HR, but there are other employees that affect business around them through negativity, gossip, harassment or even hygienic negligence (eew). So, what should you do if you encounter one of these “toxic” co-worker in your cabinet dealership?

Take action to improve your work life

If you encounter a coworker who is negatively affecting your work environment due to a certain behavior, there are steps to be taken.

Determine the behavior - Note what they’re doing that you don’t like, and whether it is affecting you and your work. Remember to leave personal opinions and prejudices at home (or better yet, abolish them completely).
Make a decision - Decide if the issue is something that can be resolved without involving management. For instance, if another kitchen salesperson is constantly whistling, talking loudly or playing disruptive music, they may not even realize they’re disturbing anyone. In these cases, kindly ask them to make a conscious effort to address their habits.
Do your research - Find out whether their behaviors are violating the rules set forth in your cabinet dealership employee handbook, and if so, remind them (if you feel comfortable doing so).
Notify management - If you are uncomfortable addressing the issues with the individual, or you’ve done so and they continue to violate the rules, privately speak with your manager or human resources department so that they can address the situation.
Keep written documentation - Keep track of instances when this employee made you uncomfortable or interfered with your productivity in case you need to refer back to them with management at any point. Make sure you keep this book with you so that it doesn’t get into the wrong hands.

With the amount of time you spend at the dealership, you want to make sure your working conditions are optimal. If you’re unhappy at work due to the behaviors of another designer, kitchen cabinet salesperson, warehouse worker, etc., take professional steps to fix the situation. It’s better to address the problem now than to have it interfere with your productivity any longer.

Click here to read part two of the series.

Vaporware Finally Hits the Cabinet Industry

CompanionCabinet Software, LLC — Mon, 23 Jan 2012 15:27:00 GMT

These days it seems like the next big trend is to announce software products that are coming soon. You know, just around the corner.

It’s called vaporware, and it's one of the oldest tricks in the book.

And So It Starts

Microsoft was one of the pioneers of announcing vaporware in its day back when it announced Windows in 1985. It was so bad that it was called an epidemic by 1989. Since I was just entering college at this time, I lived through the vaporware years and they were pretty annoying. A product would be announced, it would sound really cool and then we would have to wait months or even years (i.e. IBM’s system/360, 3 year wait) before seeing anything, if ever.

Most of that silliness stopped in the years following as companies realized that announcing vaporware actually did more harm than good – not to mention the embarrassment.

That was, until, about twenty years later (right about now) when apparently the trend is just now hitting our silly cabinet industry. It’s sad but true, the cabinet industry once again lives up to its promise of being behind the times in the one category we wish so strongly to change: software.

Below are the top reasons why betting on vaporware for your operation is a losing proposition. And for all you goof-balls out there announcing software products before they’re actually ready, shame on you: dealers deserve better.

Vaporware is not an actual software product yet. Announcing a product before it can actually be bought is simply a marketing ploy. It’s designed to keep you waiting in the hopes you’ll wait. What is most likely happening behind the scenes is project delays, cost overruns, & other problems that have put a serious kink in the project’s timelines. Get ready for one heck of a bumpy ride as the product makes it into the public domain (if it ever makes it all).
New is only for the incredibly brave. New products are, well, new. And that means that vaporware isn’t even battle tested yet. If you’re the type of business that enjoys being first, experiencing weird bugs, missing critical features and interruptions to your business: have fun! Vaporware needs a few good businesses willing to sacrifice their time and money early on to make products actually work in the long run (and you should expect a serious discount for that endeavor – if not free altogether).
It’s not just the software. Sure the software may sound cool (or not), but vaporware needs to have support staff, customer success stories and a proven track record of improving your business. Building vaporware in a lab is the fun part that everyone loves to talk about – converting into the real deal takes years, capital and employees that live and breathe this industry.
How much is it, really? Because vaporware isn’t actually finished yet, it’s hard to determine the end price. For example, if the product makes it to the public domain and the vendor finds out a few hundred thousand more dollars are needed for a few key features, that means the initial price of the software and the final price of the software could be two different numbers. That means you could be stuck paying a lot more than a later buyer of the software. Be sure to mix that into any negotiations you may have once the product hits the market.
Buying direct or indirect? Be careful who you are buying the vaporware from. Vaporware creators often avoid the hard part of figuring out how to sell what they haven’t even finished building yet. So, they rely on a third party to resell or help promote their upcoming software product. If another company is involved in helping to sell vaporware, they’ll usually wrap limitations around the vendor’s software (i.e. only works with a particular brand, or if you’re a member of a particular group, etc.) and other exclusivity tricks. That means if you make change to your business, you could be left with a messy situation.
Vaporware still needs industry expertise. It’s not enough to know people in this industry or for generic software providers to team up with industry partners. The software creator itself must have industry veterans on staff from every possible angle of running a successful cabinet operation. And yes that means programmers who get training inside real cabinet dealerships. If not, it doesn’t really matter if the vaporware is ever finished or not – the percentage chance of the software providing real value to your business is an absolute zero.

Prove It

Vaporware sometimes hit the shelves, sometimes not. Either way, in 2012 it’s best to stick with proven software solutions for your business. Vaporware usually disappears quickly, is never heard form again, or in rare cases actually settles down into a valid solution over the next few years.

If your heart is set on vaporware from your favorite vendor, it’s best to wait at least a year or two after it first launches while the vaporware settles down and the battle-testing period is over. After that you can check around with fellow dealers and find out for yourself if the solution is worth pursuing.

Until then, make your hopes like the vaporware itself: nonexistent.

Everything in Moderation - Even For Your Cabinet Dealership

CompanionCabinet Software, LLC — Thu, 19 Jan 2012 21:00:00 GMT

I’m sure you’ve heard the phrase “everything in moderation”. Sometimes I feel like I experience this on a consistent basis. This morning it popped into my head as I was drinking my second cup of coffee. My heart started racing, my hands felt a little shaky and then that friendly reminder hit me: too much of a good thing can be bad. I notice as we over indulge these days, bad things can happen.

Let’s take socializing in the office, for example. Socializing can be a wonderful thing for everyone. It forms camaraderie and builds relationships, (which is what life is all about). When normal socializing turns into extended socializing, however, it can have serious impacts on your team’s productivity.

Is Your Culture Conducive to Productivity?

The first step in figuring out if you have a productivity problem is to pay attention to your social culture. If it’s 10:00 AM and you notice a few employees have been gathered around the water cooler for the last 20 minutes chatting it up, you might have a problem. But how they act when you arrive on the scene is even more telling. Do they scatter and get back to whatever it is they were working on? Do they seem to not feel it’s an issue and include you on the conversation? If it’s the latter, then you’ve inadvertently created a culture where socializing for extended periods of time is encouraged.

If your environment lacks a sense of urgency, the first place to check is at the top. When you’re your management team arrive on the scene? Do they roll in at the crack of dawn or the crack of lunch? Does leadership socialize at the water cooler for extended periods of time? If so, the first step is to change your behavior. Your culture always starts at the top. After all, you can’t ask an employee to do something you’re not willing to do yourself first.

What You Don’t Say is a Form of Endorsement

A heavy socializing culture at work usually creeps up on you. It starts with a 5 minute water cooler chat then moves to 10 minutes a few weeks later. No one says anything so next month it moves to 15 then to 20 minutes. Before you know it, you see an inordinate amount of everyone’s day spent not working. When cash is tight and time is of the essence, there’s no worse feeling than realizing your culture has no sense of urgency any more.

The easiest way to correct this is to say something. Many times employees don’t even realize it’s a problem since it’s imbedded into your culture. So when you see extended socializing going on, call it out. “Hey guys, are you short on stuff to do?” Do it with a laugh or a tease – most employees will get the message. Sometimes a gentle reminder or a solid correction to a few key individuals sends the message loud and clear.

Houston, We Have a Problem

Dealerships that chat it up extensively can cause huge productivity challenges for your operation. They can also create environments where drama thrives. Most likely, though, they will create an environment where there’s no sense of urgency and rarely, if ever, will employees go the extra mile on a work task. Why finish it today when you’re in the middle of a great conversation about Judy’s new dog and her hilarious house-breaking story?

So What’s A Cabinet Dealer To Do?

Creating a sense of urgency at your dealership is one of the hardest things to do. But some simple corrections and communication usually does the trick. When that doesn’t work, go to your socializing ring leader (the one whose always in the know on everyone’s dirty little secrets) and have a heart to heart about the challenges with productivity you see around the office. Then enlist their help.
Within a few short weeks you’ll see your company culture on the road to a more productive 2012.

That's How The Other Half Lives

CompanionCabinet Software, LLC — Tue, 17 Jan 2012 21:05:00 GMT

Ever caught yourself saying “That’s How The Other Half Lives” as a G6 Jet lands on the runway next to you? Me neither – but that’s the scenario I always imagine when hearing that line. While there is a clear differentiator between traveling on a G6 and traveling on a commercial airline - there is also just as a big of a differentiator between how a cabinet dealership at 5M in revenue operates compared to those below 5M in revenue.

Buckle Up

In a smaller cabinet dealership, chances are your role is – everything. Everyone in the dealership is wearing a million hats. Family members are almost required to be a part of the business. They can always fill in when need be with 1 or maybe 2 hired employees.

Business processes are few and far between because a lot of times there’s not enough business to really need a process. It’s hard to find good installers because installers want consistent, full time jobs which mean the good installers gravitate towards the larger dealerships that can offer them daily jobs.
As a dealership breaks the 3M mark, it begins to need to structurally change. It requires more people and the dealership will start to pay the price for not having a system in place. As the dealership grows above 3M, the need to better manage people begins. Mistakes are multiplied by the number of people and now mistakes become a hidden cost (or very obvious in some cases).

The larger the volume, the more cabinet lines a dealership can carry and since there’s plenty of revenue they have the capacity to go after other segments like flooring and countertops.

It’s Time For Take Off

The G6 is an aircraft that has a flight management system with a worldwide satellite-based global positioning system. The first rule of an optimal business structure is to have technology to run your operation - effectively. The creators of the G6 know this, and likewise, successful dealerships know this.

In smaller dealerships, the business structure is one of “winging it”. There could be some excel sheets here and there, and perhaps design software is used as a business tool – but overall a business management system is a side thought.

Thanks For Flying with Us Today

In the end, some of us love flying on commercial airlines, because well, we’re still flying. Others of us will dream of living like the other half and being on the G6. Regardless of your company size, in order to fly like a G6, you're going to need to have a well designed structure, sleek business model and operations that are supported by solid technology.

Generating Relevant Content for Your Cabinet Dealership's Blog

CompanionCabinet Software, LLC — Fri, 13 Jan 2012 21:18:00 GMT

If you’re having trouble coming up with content for your kitchen cabinet dealership blog, don’t give up. Sometimes all you need is a different frame of mind, or to ask the right questions.

Think everything kitchen

Put yourself in your reader’s shoes – Try to imagine what it is that you’d like to read about if you were the customer. Perhaps you deal primarily with homeowners – what can you write about to make their lives less complicated?
Ask the customer – Find out what your remodelers would like to learn about.
Interview former customers – Ask them questions about their remodel, what surprised them, expectations and their overall satisfaction. These interviews are perfectly acceptable posts.
Brain dump – Literally “empty” your brain when you have time by writing every potential topic that comes to mind. They may not all be great, but I'm sure you'll at least have a few topic ideas when you're done.
Ask employees for ideas – Send a mass email to everyone at your company and ask them to submit topic ideas (especially your designers and salespeople who have daily interaction with your customers).
Allow other employees to post – Find out if anyone in your company fancies themselves a writer, and ask them to submit a short post. Make sure to review the content before posting. Ultimately, you should be aware of every piece of content that is published, or have a strong trust in your publishers.
Ask your followers – find out what your social media followers would like to read more about.
Read other blogs – It’s ok to mimic other industry leaders content. Remember not to plagiarize. You may also find that you take a different stance on certain matters. Don’t be afraid to write about similar topics from a different angle.
Utilize the Consumer’s Voice – If you’re having trouble coming up with content, wire the Consumer’s Voice into your website. This is a great way to gain free leads as well!

Make your blog successful

Quality trumps length – Your posts don’t have to be thesis papers, in fact they shouldn’t be. If social media has taught you anything, then you should know that people enjoy posts that are short and to the point. Keep in mind that research has pointed to better SEO ranking for medium length articles (250-800 words) vs. too long or too short.
Post frequently – the more you post, the more your readers will visit your site and consider you an expert. But remember the above point – make sure your posts are quality.
Spread the word – Make sure anyone who makes contact with you knows about your blog. Mention it to any foot traffic, incoming callers and especially social media followers. Find some followers on twitter, facebook, LinkedIn, etc (regardless of their location...people far from you may still be interested in what you have to say). The more quality followers you have, the more you look like a trusted source. Post the link of your newest blog entries to all of your social media accounts so that people will know it is there. What’s the use in writing if no one knows to read it?

There are so many things for kitchen buyers to learn with regards to their remodel that topics are endless. Ask around and jot down any ideas you can think of, and you’ll be a content creating machine in no time.

Top 5 Resolutions Every Cabinet Dealer Should Have for 2012

CompanionCabinet Software, LLC — Tue, 10 Jan 2012 18:55:00 GMT

Episode 15

Brent & Chris explain the top 5 resolutions that every cabinet should have for 2012.

Right Click...Save as to download to your desktop

Regaining Your Sanity in the Cabinet Business

CompanionCabinet Software, LLC — Mon, 09 Jan 2012 21:24:00 GMT

They say that the definition of insanity is doing the same thing over and over and expecting a different result. If that’s true, then there are a lot of insane folks in the cabinet industry.

As a kitchen sales professional, I imagine it’s safe to say that you have some sort of budget in place for 2012. Now that you’ve got the “X” million dollars in sales number to shoot for, it’s time to decide what you’re going to do differently this year to get there. Do you know what is going on in your market? Do you know what your competition is doing? There are so many areas to analyze, but here are three in particular that deserve some focus.

Don’t limit your options

Know how much construction is going on in your market by pulling and studying builder permit lists. As a dealer, you need to get that list frequently and review it. Find out who the permits were issued to and decide if it is someone you could potentially get involved with. Whether it is a new builder you’d like to learn more about, a remodeling contractor who happens to be ramping up business, or even someone remodeling their home in a subdivision that you’ve worked in before, these are all opportunities you shouldn’t pass up. Think of them as free potential leads.

You may already study these lists, but don’t limit yourself like you may have in the past. If you were limited to new construction in previous years, look into the remodeling market now. Maybe you had two or three counties that you focused on before and can now expand your reach to focus on five or six. Does it make sense to drive 60 miles for a $12,000 dollar job or is there enough business in your traditional market to make it pay off? Evaluate your options.

Utilize marketing and advertising

What is your plan going to be for 2012 in the way of marketing and advertising? Did you just throw a sales number out there and cross your fingers, or are you going to do something to actually market yourself? There are plenty of effective and inexpensive ways to market your cabinet dealership - even on a tight budget.

Your advertising can begin with getting flyers out to those 12-15 year old subdivisions in your market. Many people aren’t able to move at this time, so put a spin on your message by reminding them that they can get that “new home” feel with a kitchen remodel. Offer promotions such as a free housecleaning service with every completed kitchen remodel, or gift certificates to a great local restaurant. Get creative this year by thinking outside the box.

Tighten your operations

So let’s assume that you hit your sales number goals. What are you going to do operationally to make those sales pay off? One obvious controllable expense is your product line. Make sure you’ve analyzed your suppliers and chosen the most effective product line for your cabinet dealership. And when you look at the net cost for a particular line, be sure to include service and warranty costs. Many dealers are surprised to find that the line with the lowest multiplier is often not the best value when you factor in the costs related to construction and finish quality.

Another expense you can control is labor – a function of productivity. Vow to put a plan in place to measure the productivity of your staff. Figure out how much it costs in hours to deliver a kitchen and how many hours on average your team is spending while designing a $15,000 project. Set a goal to improve these numbers by 10%. Do the same with material costs. Look at all of the ways you overspend on material costs or lose money on product cost (a dropped cabinet when received, a delivery to the wrong place, etc). Track and measure your findings and display them for your entire staff to see. Bringing these findings to light will allow your company a better chance of improvement.

It’s a new year, and with a new year comes new beginnings. You’ve survived this far in a down market, so make sure you don’t blow it by neglecting important areas of focus. Keep your mind open, your creative juices flowing and your operations clean.

Sales Tips and Tricks Webinar for The Cabinet Industry

CompanionCabinet Software, LLC — Wed, 04 Jan 2012 21:27:00 GMT

Remember that resolution we spoke of? You know - the one where our most important goal in 2012 is to help more of you fulfill your business resolutions. We're making good on that resolution starting this Friday, January 6th, at 1pm EST with our Sales Tips and Tricks webinar.

Industry experts Chris Mele and Brent Jackson will be your hosts for an hour packed full of useful sales tips and tricks to help you get this year's ball rolling. In this webinar, they will be covering content like:

The differences between a designer and a salesperson
How prospects make a purchasing decision
The importance of ranges when quoting prices to prospects
And of course, a bunch of negotiation tips and tricks

Who Should Attend

Sales professionals, designers, and owners in the kitchen and bath industry who want to expand their knowledge on how to close more sales.

Speakers

Space is Limited

Seriously, not a marketing ploy. If you'd like to take part in Friday's webinar, please sign up below - the early bird gets the worm!

This webinar already occurred - to download previous Sell Like a Natural Webinar series, click below:

Our New Year's Resolution - Helping Cabinet Dealers

CompanionCabinet Software, LLC — Tue, 03 Jan 2012 21:33:00 GMT

It’s finally 2012, and although the outlook may not appear to be as crystal clear as we’d all like, we’ve got some things to look forward to. With each New Year come new opportunities and responsibilities. It’s almost as if the New Year is a sort of a reset button for many of us. And although we cannot undo what we’ve done in the past, we can set goals to strive for a better more successful future.

The New Year’s resolution is really an amazing thing. The beauty of it is that in order to create a resolution, we must first pinpoint something that we need to change or make a realization that everything is working as-is. It’s the chance to start fresh and push toward something we see lacking, or to recognize that things are going really well and decide to keep everything the same. It can be a personal aspiration for better self, small business goals or even a grand plan for an entire business transformation. You set your own goals and decide how miniscule or astronomical they should be.

New year, new kitchen sales content

CompanionCabinet has many aims for 2012, but the most important goal for us is to help more of you fulfill your business resolutions. In order to fulfill that broad goal, we need to focus on a narrower one: continuing to create relevant content for kitchen and bath industry professionals. This is where you come in!

We’d like to hear about your resolutions. If you have a business goal for 2012, please share it with us by commenting below or sending it to sales@companioncabinet.com with the subject: My New Year’s Resolution. By reading your goals, we’ll be better equipped to serve you with new meaningful content, as well as direct you to any pre-existing articles or related cabinet dealer resource center downloads.

Help us achieve our goal of helping you achieve yours. Let's all aim for success in 2012.

Happy New Year!!

The Promise of a New Year – Preparing for the Unknown

CompanionCabinet Software, LLC — Tue, 27 Dec 2011 21:00:00 GMT

For many kitchen and bath dealers, the winter months and holidays tend to lead to a noticeable decline in sales. Of course, even as old man winter settles in for another extended stay, the spring building season is actually right around the corner. And with the New Year comes new hope for a real economic rebound and renewed activity in the construction industry. Some markets have already begun to see an improvement.

Is your dealership ready if business does indeed pick up in February or March? If you are like most companies, you have probably already cut all unnecessary, and maybe even some necessary, expenses. You have also probably trimmed your staff to a skeleton crew. If 2012 really does bring renewed activity, will you be ready to handle the spring business boom?

Is everything where it should be?

Look at everything in your dealership and make sure you’re prepared to handle extra business. Now through January is the time to prepare. Have you taken an inventory of the warehouse and are you comfortable with your product offerings? Do you have enough workers to get the jobs done? More importantly, how would you handle a spike in new orders with your current staff? And if you had to hire a new designer, for example, do you have fresh candidate resumes on file?

Running a tight ship is critically important, but ensure that you have adequate coverage in your marketing and sales departments. There is nothing worse for a small business than losing a sale because of poor staffing. And make sure your team is fully equipped to go after and follow up on any leads in your area without missing a beat.

Your staff should be polished and your sales team should use a proven kitchen cabinet sales process. In addition, you’ll want to make sure all other departments are prepared and have enough workers. Don’t allow your dealership to have any single points of failure. If you’re not sure your budget is equipped to add full time staff just yet, decide if temps will be able to handle the type of work you need done, but avoid placing temps in key point-of-contact positions such as sales.

Keeping your trim dealership effective

Another way to ensure you’re covered, which will even allow you to get by with less staff during the busy time is to automate your dealership with the utilization of industry specific kitchen cabinet software. By now, almost everyone realizes that computer software is necessary (perhaps a necessary evil) for an efficient and streamlined operation. There are products available to handle everything from design to quoting, ordering, scheduling, and more. But, you’ve been taking advantage of that for years, right? You haven’t…? Oh boy. If you are still doing everything by hand or relying on your accounting or design software to do everything…or worse yet, Excel and pencil and paper, you’re making everything so much more painful than it has to be.

Technology is here to make our lives easier. Utilize it. Just think, if it weren’t for technology, manufacturers would be making all of your cabinets and countertops by hand in the candlelight, you’d be delivering them by horse & buggy and this blog post would have just been delivered by a messenger on horseback, a pigeon, or a message in a bottle. Embrace kitchen cabinet software now and you’ll increase your margins before you know it.

Handling Stress during busy season

Lastly, you’ll want to start off the new-year right by planning for every possible speed bump. Chances are, you’ll be reviewing your employee healthcare packages soon. If your staff tends to get stressed during busy season, it may be beneficial to include a wellness program with a stress-management package.

The survival of your dealership in any season depends on your employees, your tools and your offerings. Make sure you’re fully equipped and ready to take on anything that busy season throws your way.

Add Employee Wellness Programs for a Healthier Bottom Line

CompanionCabinet Software, LLC — Thu, 22 Dec 2011 18:30:00 GMT

These days, many healthcare plans include wellness packages striving to keep the healthy in good health rather than just serving the unhealthy. Often, companies don’t install large-scale wellness programs because they believe them to be expensive and time consuming. You may be surprised to learn that a good wellness program can actually help reduce insurance costs as well as other employee related costsin your cabinet dealership.

Just a few statistics

As a kitchen and bath industry professional, it should come as no surprise that in order to make money, you need to initially invest money. According to an article published by Business News Daily, in a long term study done over the course of nine years, a Midwest utility company spent $7.3 million for a wellness program and ended up saving $12.1 million “in medical and pharmacy costs, employee time off, and worker’s compensation costs.”

The Kaiser Family Foundation studied 2,000+ companies of a variety of industries and sizes and found that 90% of all surveyed large businesses and 65% of surveyed small businesses offered at least one specified wellness option in 2011. *See the list of the specified wellness options under “how to implement” section below.

Benefits of wellness programs

Many companies offer wellness programs in hopes to:

Lower insurance costs
Reduce the number of absentees
Improve productivity
Reduce injuries
Improve the health and well being of employees
Improve company morale

The Kaiser Family Foundation 2011 study found that of the companies who instilled wellness programs, a majority of large businesses implemented them in hopes to improve employee health, reduce absenteeism and reduce insurance costs. Smaller businesses tended to implement them because they were part of their health care plan.

Overall, out of the firms offering healthcare and wellness programs, 65% found it effective in improving the health of employees, and 53% found it effective in reducing the costs of their health care, according to the study.

How to implement

There are so many options when deciding which wellness plans to choose. Think about your specific crew of employees, and decide what would be best for them. The specified wellness options referred to in the study mentioned above were: gym membership discounts, weight loss programs, on-site exercise facilities, smoking cessation programs, nutrition or healthy living classes, personal health coaching, web-based resources for healthy living, or simply a wellness newsletter. Stress management programs would also be a great option for the kitchen and bath industry.

Of course, implementing a wellness program is only half of the solution. You also have to make sure your employees are aware of and take advantage of the programs. Set an example by participating in them yourself, and have the rest of upper management do the same. In seeing this, your employees may be more apt to participate. Like many other businesses have discovered, you may find employee wellness programs to be a critical part of a healthy cabinet dealership.

Change the “Me” to a “We” at your Cabinet Dealership – Part 2 of 2

CompanionCabinet Software, LLC — Tue, 20 Dec 2011 19:47:00 GMT

According to Livestrong, "Employees who work as a team have improved communication, greater productivity and mutual respect for each other." That being said, it is extremely important to make sure your employees don’t lose sight of your dealership’s mission. There are many creative ways to instill a sense of teamwork in your cabinet dealership.

In part 1, we discussed team-building exercises as a way to improve your team bonding. Although they are incredibly beneficial when taken seriously, there are other ways to bring your team together.

A day in their shoes

If you really want to get creative with your team-building and have the ability to make this happen, it would be great to have everyone help in another role for a day. Plan a schedule where every team member works in another position at least once per year (with supervision). Perhaps the accountant delivers cabinets for a day, or the warehouseman works with sales. This gives everyone a chance to see that "the other job" is not so glamorous. Pick the jobs out of a hat to ensure randomness.

It would also be beneficial to have everyone work with the boss for a day. For one day a year, everyone gets to work with “the boss” and do what they do. On this day, they should also accompany the boss for lunch, which will give them a chance to get to know each other better and will also make the boss seem more approachable.

Reward the team

In kitchen and bath dealerships (like most other companies) the sense of "team" is commonly lost due to competitiveness of positions. Salespeople usually receive commission based on individual results, and often this will create envy or even resentment toward others on the same team. In other departments as well, overall goals are overshadowed by individual goals. Take that "I" away! You'll be amazed how much your team can accomplish when it doesn’t matter who gets credit.

Here are a few areas to experiment with while striving for team mentality within your kitchen cabinet dealership:

Pay commissions to teams, not individuals
Reward job completion times by teams (including warehouse, delivery, and field personnel)
Recognize job accuracy by teams - accurate sales orders, purchase orders, delivery, etc.
Calculate service costs by team with your kitchen cabinet software.

There are so many areas where teamwork can be instilled. Start with one idea and go from there. Make sure not to limit activities by departments or job functions; including everyone will eliminate feelings of alienation and allow employees to work together who may have otherwise not even had the opportunity to meet.

Is Your Accounting Vendor a 2020 Hustler? - Part 2 of 2

CompanionCabinet Software, LLC — Fri, 16 Dec 2011 20:15:00 GMT

In Part Iof this two part series, we touched on the never ending search for a perfect accounting solution that integrates flawlessly with your design software, while solving all of your other business needs. The truth is, you’re not going to find it – because it doesn’t exist. Hopefully you’ve had a chance to look over the first two reasons why 2020 integration with your accounting system doesn’t work as advertised, because we’re about to give you 4 more:

Problem #3: Where does it hit my general ledger?

Now that we’ve traveled to the future by a few trillion years and completely rebuilt that accounting system from the ground up to understand what the heck a cabinet is, where does all this stuff go when it hits your general ledger?

Last time I checked most cabinet catalogs include things like hardware, counter-tops, and accessories. Most of you now just jam all that stuff into a giant bucket called “Cabinets” but the best dealers out there know better. They know the key to driving more profitability is to understand what that profitability is for each of their product segments first. When you blend all that stuff, the information you need gets “greyed out” of the picture making it impossible to tell any longer if you’re struggling with counter-tops or cabinet profitability this month.

Problem #4: It’s not just inventory parts

The reality is your accounting system isn’t going to really work with just that code from 2020’s export. It actually needs to know the salesperson on the job, customer, job, supplier, sales tax & use tax information, labor charges, and more.

This is usually forgotten until later – but not to worry. Your employees will soon be screaming reminders at you because they’ll have to rekey all this information multiple times to get it all to work. That nice little 2020 integration project that was supposed to solve everything actually just created more rekeying for everyone.

Problem #5: Non inventory parts / generic inventory parts

If you choose this route, good luck. Not only does this mean you have to manage your pricing, costing and promotions in design software (the kiss of death), but it actually means you’ll have to be able to also tag some sort of G/L codes or product categories to each line item so you know where to put it when it makes its way over to your accounting software. That also means if you make an “adjustment” to win the deal, that adjustment has to be properly allocated across the line items so you don’t end up having a giant bucket of dollars and no way to allocate it in your accounting system. Did the salesperson discount labor or merchandise to win that deal – or was it cabinets or counter-tops?

The other problems with this approach are that it completely throws reporting for a loop. How popular was that mocha glaze? What about that style? Nobody knows because those details are buried in a long description as a non-inventory or generic/temporary inventory part.

Problem #6: Too many hiccups spoiled the broth

The cabinet business is the business of complexity and exceptions. And if you don’t understand all the exceptions, your employees will have to rekey around them. Unless you’re willing to spend a decade or more like we did understanding all the little gotchas to this mess, within a few weeks your employees will be inundated with import files that don’t really work. The discrepancies will have to be tracked down and resolved manually and before you know it someone will logically conclude that it’s just easier to rekey the information from scratch. At least that way they will have the confidence to know it’s right.

In the end, your 2020 integration project dies an ugly death. And since no one wants to call out the elephant in the room, the people at the top of your organization who could make things better won’t because they think everything is hunky-dory.

Change the “Me” to a “We” at your Cabinet Dealership – Part 1 of 2

CompanionCabinet Software, LLC — Wed, 14 Dec 2011 16:00:00 GMT

Let’s face it; the cabinet industry can get stressful at times. Things can become a madhouse…someone entered prices incorrectly, an in-home measurement was missed due to an absent employee, and your salespeople are arguing over who stole whose lead. While there are ways to streamline your business operations(to ensure you monitor your team’s appointments, automate accurate pricing and quotes and keep track of leads), there are also ways to improve the efficiency of your cabinet dealership through team-building.

Think about your operation. Sure, everyone seems to be striving for overall success, but does it seem like there is an apparent “we” mentality or more of a “me” attitude? Especially in commission based sales positions, it isn’t uncommon for employees to become competitive instead of focusing together on the big picture. This is why it is important for you to stress the value of teamwork in the everyday practices of your organization. Team-building exercises are a great way to help keep the “I” out of “team.”

Team-building exercises

When deciding on team-building activities, get more creative than monthly team meetings. There are plenty of opportunities you can muster up to gather the team (whether during work, or after hours). If you struggle to get everyone together after working hours, designate a day for a company pizza party. Come up with games such as “Who Am I?” or schedule a fun activity in company down time such as a scavenger hunt (perhaps for a missing cabinet).

If you get the general feeling that your workers would be willing to participate, create a function such as a bowling night or even a seasonal softball or kickball league. Many communities have open sign-ups and this can be a great way for the employees to bond after working hours. Another way to incorporate team-building is through a volunteer program. You don’t have to wait for the holidays in order to give back to the community – there are year round opportunities in most areas. Close for a day and have your staff work together on a mission to feed the homeless or work together to build a house through Habitat for Humanity.

Research team-building activities in your area, and you may be surprised to find professional companies dedicated to helping your team bond grow stronger, whether it is a high or low ropes course, a professionally organized scavenger hunt or improvisational games created specifically to help with team-building. Make sure you and your employees take the activities seriously, but that everyone also has fun.

Click here to read Part 2 of the series.

Is Your Accounting Vendor a 2020 Hustler? - Part 1 of 2

CompanionCabinet Software, LLC — Fri, 09 Dec 2011 22:00:00 GMT

I feel so old even saying this but back when I was dating (I was just married this year on June 2nd so as Brent always tells me: I’m not a real man until I have kids), I always found it interesting that with each new person I met, they were always perfect. Initially, that is. Once reality set in, I soon learned it could be something quite different (and quite scary at times).

Over the years I realized that what I was really excited about was the hope that who I dated would match with my concept of the perfect person. You know, the one that we all had rattling around in our heads up there that we hoped one day to meet.

So clearly a lot of you dealers are “dating around” right now, dying to get automated and streamlined. You’re also dying to find one system that does it all (that’s your business soulmate – the one rattling around up there in that head of yours). You would know this system well because not only does it do all your marketing but it does all your accounting, selling, scheduling and closing for you too. And no it’s not design software (even though they’d like you to think so), it’s really just your image of the perfect system that you could fall in love with. Oh, and it’s free too.

Too bad it doesn’t really exist. But you all think it does.

Put on Your Best Behavior

So you date around with your not-so-sexy local software shops where they tell you about how thoughtful and romantic they are as partners (that’s where they tell you they can build a system that can help you with your challenges). Some of you larger dealers occasionally get wooed by the really sexy accounting vendors like GreatPlains, Epicor, MAS 90, Oracle or even SAP only to find out later that something is burning so bad it’s keeping you up late at night – then you realize it’s just your wallet that’s on fire.

And still others of you keep looking, determined to find something that doesn’t exist as you wait and wait – and the weeks turn into months and the months turn into years and before you know it you’re still pushing paper and doing nothing while your profits vaporize along with the trees you’re destroying.

“Next year…maybe next year,” you say “the perfect system will eventually get here.” Yep – and so will intergalactic space travel – eventually.

Can You Feel the Love?

But there are a select few of you who have fallen in love with those accounting software hustlers again. You know the type, all dressed up with that nice glass of wine, looking all sophisticated and intelligent, using big words that impress you and even offering to do the little things for you too, like rubbing your shoulders and cooking you healthy meals after a long days work.

[sigh longingly across the dinner table to said accounting vendor].

These accounting hustlers are telling you now that all you need is a little “sumthin sumthin” – and it’s called integration with 2020 – and your mojo will be back. Boy have they been busy too. Pruning up their 2020 integration stories and then dressing up for a night on the town hoping to score somebody special: you.

So I thought we’d get real specific and officially vaccinate all you dealers out there before you’re inadvertently taken for yet another ride of disappointment.

We’ll cover the top 6 reasons why 2020 integration with your accounting system doesn’t work as advertised. And while it might sound like a fun night out for a few grand upfront, you’ll soon realize it’s going to be more expensive than your worst divorce nightmare.

Problem #1: Catalogs

Accounting systems run on a very simple concept – you create an inventory part along with a cost, a G/L code to identify where the dollars go and a price so you can sell it on a sales order. So your first step to make your 2020 interface work is to have an equivalent cabinet catalog in your accounting system that represents all the possibilities of what you will be selling.

We took one semi-custom cabinet brand for you and went ahead and calculated the number of inventory parts you and your new “accounting software beau” will have to create together. Don’t worry, it’s not as large as the number of grains of sand on earth. But it is close.

You’re going to need 18 quintillion inventory parts. Yep, you heard me. That’s 18 zeroes. So start with a million, then go to a billion, then a trillion, then a quadrillion, then a quintillion – and you’ll need 18 of those. Next year when that brand releases 5 new customizations you can go ahead and multiply that number by a few more billion.

One cabinet dealer we know of actually tried it and at the tiny figure of 5 million inventory parts their accounting system exploded. Not even Oracle can handle a Quintillion (even though they’ll tell you it already does that). In fact no system on the face of the earth can handle it – and that’s just one catalog. Last time I checked you guys carried 3 to 5 brands, or about 8 to 15 catalogs.

And don’t get me started with all the updates, discontinued products, pricing corrections, etc. that each manufacturer sends you – that’s just icing on the cake. You will absolutely, positively go insane watching your bank account drain in yet another change request so the accounting interface can “handle just this one other exception."

Problem #2: Customizations and Modifications

Let’s just assume you were able to live 3 trillion life times and solved problem #1. Now you have to deal with all the selections and modifications you can do to a cabinet which affect its cost. For example:

Modifications that rely on things like door and drawer counts (i.e. upgraded drawers)
Percentage and flat fee customizations (i.e. when do you apply the finish charge?)
Dimension modifications which depend on the actual dimensions of the cabinet
Customization levels (i.e. distressing which could be applied on top of the finish charge)

This means you have to get your accounting vendor to not just try to load all the inventory items but it actually needs to gut the core of its inventory master records so it can expand it’s definition of a cabinet inventory item. It can’t be just a code in the accounting system (i.e. B30). That’s not enough. It will need an entire structure of all the nitty gritty details about that code (length, width, height, cubes, # drawers, # doors, etc.).

Click here to read part 2 of the series.

The Unexpected Touch: Let Your Customers Know You Appreciate Them

CompanionCabinet Software, LLC — Tue, 06 Dec 2011 22:25:00 GMT

Demonstrating value in your product is a way to get a customer's business; showing that they are valued is a way to keep a happy customer (who has the potential to refer future business). During the kitchen cabinet sales process, your customer wants to be treated personally -- not just as another sale. Complete the transaction with quality in both product and in service.

The Unexpected Surprise

Contact after the kitchen cabinet sales process is over is a way to show your appreciation. They weren't forced to buy from you – they chose to do so. Here are a few ways to round out the process with unexpected (but welcomed) surprises.

Send the customer a gift card from a popular restaurant. It doesn't have to be an extravagant amount, just enough to pay for a small meal for two or enough to take care of most of the meal. Contact local restaurants, they may be willing to partner with you and discount your gift card costs.
During the sales process, ask about hobbies. If your customer enjoys movies, plays or sporting events, send along a pair of tickets.
Local wineries and microbreweries are a favorite. Partner with one in your area to provide samples after the kitchen has been completed.
Whatever the gift, enclose two business cards attached to a card detailing your appreciation. Ask that the spare card be passed along to someone they know who may be interested in new kitchen cabinets.

Customer Appreciation Events

Ever thought about customer appreciation events? Send out invitations to past customers inviting them to a lunch or evening meal held at your business. These can be simple cookouts put on by staff or food provided with a local catering service. Make it easy for them to drop by at various times, eat there or take the meal with them. An added enticement can be a simple drawing for a tool, kitchen appliance, gas card, computer or other electronic device. Keep the affair by-invitation-only for past customers and, again, ask for referrals.

Follow-Up Calls

Take time after the kitchen has been completed to call or email the customer. Let them know you're following up to make sure they are happy with the product, that there are no problems and that you are there to help with any issues or concerns. Let them know how much you appreciate their business and ask for help with referrals. Keep a file of the sale and, on the first year anniversary, call or email with the same information. The human touch is always a valuable asset and should not be left out of any sale.

Does Your Cabinet Dealership Have a Single Point of Failure?

CompanionCabinet Software, LLC — Fri, 02 Dec 2011 15:00:00 GMT

We’ve touched upon the issue of salespeople wearing too many hats at times – and we fully believe that each department should focus on their own workload instead of having to do two jobs at once. That doesn't mean we don't think cross-training is crucial to your organization.

This is where many kitchen and bath dealerships fall short. Too many companies rely on that one designer, one star salesperson, one production manager, who holds the only key to the next step; and this ticking time bomb is their single point of failure.

Picture this scenario:

Customer: "Thank you for working with me...I'm so excited to start designing my future kitchen. Can you help me with that step of the process as well?"
Salesperson: "No, let me take you right over to Georgina. She’s the only one that can whip up the designs, but you'll love her. Oh wait...I forgot, Georgina is out sick with the swine flu. I'm not sure when she will be back...probably tomorrow, but maybe Monday. But she may be busy on Monday and Tuesday since she's been out all week. How about we squeeze you in early Wednesday just to be safe?"
Customer: "You mean to tell me there is no one else here that is able to design my kitchen? Isn't the word design in the name of your company?"

In order to avoid situations like the one above, you need to make sure your systems, processes, and people provide contingencies for worst-case scenarios. Cross-training is a critical component of this approach, but it alone is not enough. You also have to make sure that each step of your processes - sales, accounting, production, etc. - provides sufficient checks and balances and more than one employee on a routine basis. Here are some ways you can eliminate your single point of failure:

Sales and Design - In very small cabinet dealerships, it is common for a single person to have multiple responsibilities - sales and design are commonly combined. As dealerships grow, there is more likely to be a separation of design and sales activities. This is really a very solid approach, allowing technical artists to focus on computer-aided design while the sales team works on building relationships. If you choose this approach, you should probably consider a team approach, with perhaps two sales people for each designer. To avoid facing a single point of failure, be certain you have more than one highly-qualified designer and sales person in your organization.
Accounting - Have your bookkeeper teach a second accounting team member all aspects of their job - including payroll and banking. And then, make sure the new assistant performs these functions on a routine basis. If you can't trust them with sensitive accounting information, then they probably aren't right for the job they are doing. And they sure won't be the answer if your bookkeeper quits!

Eliminating single points of failure can help ease the day-to-day stress on your staff, lowering employee turnover and training expenses while also reducing business disruptions.

Be sure to take a hard look at your organization and processes to ensure you don't have any single points of failure. If you do, now is the time to take steps to make sure you are prepared for the next crisis - before it arrives.

Top 5 Marketing Lessons Learned from 2011

CompanionCabinet Software, LLC — Wed, 30 Nov 2011 21:11:00 GMT

It has been an interesting year in marketing for us. Budgets were low for most and the world of social media and a phenomenon called "inbound marketing" became even more prominent. I personally found 2011 to be one of the most challenging and yet rewarding years. With defeat and triumph under our belt, we humbly offer our top lessons learned for 2011. Not all of these are lessons directly from CompanionCabinet, some are from readers like you that have shared their stories as well.

Sometimes it is too soon for social media.
Yes it is true - you can definitely jump on the "social media band wagon" too soon. Say, for instance, you aren't creating any relevant content worth sharing on social media, and your just on social media to be there. It's too soon for you. Re-allocate your efforts to a worthwhile blog and content that you can then share on social media. The whole idea behind social media is to connect and share. Don't forget the share part.
Sometimes it's good to be uncomfortable.
I actually laughed out loud writing that sentence as I remembered a specific incident that made me feel slightly "uncomfortable." Being in the field of technology, our entire team loves to experiment. Our marketing team's M.O. is to try new things - and really take a stance on the philosophies we believe in. We tried some new videos this year with two battling perspectives. From one perspective, all a cabinet dealer needs is design software to solve everything. From the other, more realistic perspective, dealers realize that design isn't everything. We had to take a risk and try something new, and we all know new can make us uncomfortable. Some hated it but others who believe what we believe loved them. In the end, we attracted more customers and it was a resounding win.
If you build it, they will come.
In this case, the "it" was our blog and "they" are prospects. Granted, we have had both of our blogs for years, but never have we put so much emphasis on consistent, and as always, relevant content as we have this year. Those of you who are avid readers of our blogs know that at least every other day we're at it again. And thank you for being a part of our following by the way, as this is all for you. Many of our Aurora customers started as fans of the Dealer's Voice and/or the Consumer's Voice. It all starts with building something that interests your audience.
Don't knock it ‘till you try it.
Marketing can be scary stuff. There are so many different avenues to choose that it is easy to whittle down the choices by immediately discarding ones you think won't work. You don't know until you give it a go. Try everything at least once. Remember, measure your marketing results so you know what's working and what isn't. We have been so surprised this year by some of the new things we thought wouldn't work. Ironically, some of the ideas we were originally skeptical of turned out to be the most beneficial for us. The bottom line is, if you aren't trying anything new - then by definition everything will stay the same.
Quit beating a dead horse.
If you try something and consistently get bad results, sometimes it's just better to focus your efforts elsewhere. Yes, I'm talking to you Mr. Direct Mailer! Remember Albert Einsteins's definition of insanity, "Insanity: doing the same thing over and over again and expecting different results."