Thank You, DPHA Leaders!

The DPHA Board of Directors met Monday, January 22nd, in Dallas, TX. The goal of the Board meeting was to finalize action plans for committee activities in 2018. Among the goals for the year are:

• Updating education program manuals to help assure they reflect current industry practices and customer experience expectations.
• Improving the Recognition Program to reward and recognize showroom sales professionals for their product knowledge and sales skills.
• Leverage the success of the 2017 Annual Conference and Product Showcase to continue providing compelling content that improves DPHA member businesses and provides the industry's most effective venue to showcase new products.
• More effectively communicate that DPHA provides a tremendous return on members' dues investments.
• Provide multiple opportunities to recognize outstanding individuals, companies and products.
• Deliver compelling content weekly that offers business practice guidance, sales training and industry updates that allow DPHA members to keep their fingers on the pulse of their industry.

DPHA again wants to recognize and thank those who dedicate their time and expertise to better the association and industry by serving on the 2018 DPHA Board of Directors:

Officers:

• President: Gary Erickson (Renaissance Design Studio)
• President-Elect: Ryan Paul (Summit Architectural Resource)
• Immediate Past President: Cynthia Carter (Next Generation Marketing)
• Secretary: Traci D'Antoni (D'Antoni Sales Group)
• Treasurer: John Smithman (The Plumbing Place)

At-Large Executive Committee Members (subsequently selected by the President and approved by the 2018 Board of Directors):

• Richard Campbell (Belmont Hardware)
• Michael Pechar (SIGMA Designer Faucetry)
• Eric Phelps (Victoria + Albert Baths)

Directors:

• Michael Battista (Monique's Showroom)
• Oliver Bleich (Keuco)
• Kate Brady (General Plumbing Supply)
• Robert Calabrese (Oceania Baths)
• Tony Carter (Carter Hardware)
• David Crossley (Baci by Remcraft/Colonial Bronze)
• Robert Foster (Foster Companies)
• Sarah Jenkinson (Barber Wilson/Sterlingham)
• Nat Mucha (Fairmont Design)
• Thomas Ramos (Thomas Ramos & Associates)
• Debby Stehr (Stehr Enterprises)
• Enrique Vasco (Franz Viegener)
• Steve Weinberg (California Faucets)

Thanks again to all of you for your continued service in leading the association in 2018!    

TPC or Not TPC? That is the Question

To paraphrase Hamlet (especially if he were a golf fanatic), "TPC Stadium or not TPC Stadium? That is the question."  As we have announced since the opening session of the 2017 annual conference in Chandler, AZ, the 2018 Annual Conference and Product Showcase will be held from October 10-13 at the Sawgrass Marriott Golf Resort & Spa in Ponte Vedra Beach, FL.  And as you are almost certainly aware if you follow the game of golf at all, this is also the home of the TPC Stadium Golf Course, which hosts the annual PGA Players' Tour Championship, considered by most of the professional tour golfers as their "unofficial" 5th major championship.  This particular course has arguably the toughest finishing 3 holes of any golf course in the world, and in particular, the 17th hole - a par 3 with an island green - is an iconic hole for almost anyone who has watched the tournament or swung a golf club.

We too have the opportunity to schedule our Wednesday afternoon (October 10th) golf outing prior to the start of the conference on this course, but as one might expect, there is the question of cost.  The cost to play the TPC Stadium course that day would be roughly $500 to 550 per player per round (which includes the caddy gratuities and other miscellaneous fees), while if we chose to play the other TPC golf course at the site (the TPC Valley Course), the fee per person would run somewhere between $275 and $300.

As you might imagine, these rates have caused debate among several of our Program & Showcase Committee members as to whether or not there would be enough interest among our golfing members attending this year's conference to organize a golf outing.  Considering the costs involved, we would like to know from you -

1. Would you be interested in playing the TPC Stadium course at roughly $550 per person? - OR -
2. Would you be interested in playing the TPC Valley course at roughly $300 per person?

So if you would be interested in golfing, please send a quick email to Jim Babbitt at jbabbitt@dpha.net letting him know your answer to the inquiry above.  Although your answers are non-binding, please keep in mind that if we decide to book tee times for an outing, we will probably have to guarantee a minimum amount of golfers for the event. 

And if you missed the announcement about the hotel and the room reservation link that we posted on our website at the beginning of the year as well as mentioned in the January 5th issue of Connections, here is the information.  

Recently renovated and brimming with amenities, the Sawgrass Marriott Golf Resort & Spa sets the stage for a visit you won't soon forget. Next door to the legendary TPC® Sawgrass golf course, they proudly offer their guests special privileges at the courses. Elsewhere at the resort, you can make a splash in one of their four pools, pamper yourself at the on-site spa or enjoy a meal at their outstanding restaurants. Catch their free shuttle to TPC® Sawgrass, or to the recently renovated private Cabana Beach Club. 

There are 493 rooms and suites that include a flat screen TV and High Speed Internet Access.  It's a first-class resort in every way except the room price. DPHA members will enjoy a $189 per night (plus tax) rate during the DPHA Conference.   Click here to make your hotel room reservations and make sure you don't miss out on staying at this fabulous venue.

Missed the 2017 Conference? Don't Miss the Content

Many DPHA members were so very thoroughly impressed with the quality of content presented at the 2017 Annual Conference, they wanted us to share the experience and knowledge with their coworkers. Now here's their chance. DPHA has posted the following videos on the DPHA web site (unfortunately, we were not allowed to video record Doug Stephen's presentation):

• 2017 Product of the Year Awards

• Richard Hadden: Contented Cows Give Better Milk

• Chris Ramey: Five Commandments to be a Customer-Centric Company

• 2017 Saturday Awards Luncheon and Professionals of the Year Awards

To view the videos, log on to the membership-only side of www.dpha.net, click on the 2017 Conference Videos menu tab and then click on the link of the video you wish to view. If you need your login information and/or the password for the videos, please email Rebekah Covay at rebekah@dpha.net.

Did You Know That DPHA Recruiting Efforts are Worth More Than Just Our Thanks?

Did you know that there is a program that rewards you for bringing new members to DPHA? The DPHA Marketing Committee continues to make it worth your while to recruit new members for our association. Just have any new member list you or your company on the "Referred to DPHA by" line on any of our membership applications, and you will receive credit for that new member joining or rejoining our association.

The incentive program is simple and straight-forward. Modeled after frequent flyer programs, DPHA awards recruiter credits for every new member who joins or rejoins our association. There is no time limit or expiration on these recruiter credits, and they can be "cashed in" at any time for the following items: 

• 1 recruiter credit: $25 certificate
• 3 recruiter credits: Dinner on DPHA up to $100
• 5 recruiter credits: Dues for a year
• 10 recruiter credits: Free conference attendance

These recruiter credits have been tracked since January 1, 2014, so if you believe you may already have some credits to your name, contact Jim Babbitt at 224-999-0434 or via email at jbabbitt@dpha.net. He will be happy to check his list for you. And thanks for continuing to spread the good word about our association!

It's a New Year, Which Means It's Time to Re-Register for the 2018 Recognition Testing Program

It is the beginning of a new year, which also means that it's time for participants in the Recognition Program to re-register for the testing program. There will be several revised exams by the end of March, and those tests will need to be completed before someone receives their completion certificates for each of the three subject categories - Bathroom & Kitchen, Hardware and General Knowledge. Also, a new twist was added last year - when a participant successfully completes every test in all three categories, a desk plate with their names and the year of successful completion will be sent to them.

The goals of the DPHA Recognition Program are to:

• Provide an easily accessible and cost-effective program that showrooms can use to recognize the expertise of their staffs.
• Demonstrate to showroom staff that they are involved in a professional industry that celebrates knowledge and sales skills.
• Encourage ongoing professional development to help improve the quality of service that DPHA member showrooms provide to their clients and customers.

The Recognition Program is currently only available to DPHA members and is housed on the members-only section of the DPHA website, www.dpha.net. The Recognition Program includes a series of exams based on a showroom professional's understanding of different products and ability to explain the technical, functional and aesthetic differences of products sold in showrooms and those that can be found elsewhere. The test questions have been developed from content found in the DPHA Education Program manuals. Currently, there are 22 different tests included in the Recognition Program as follows:

• Bathroom and Kitchen Category:
• Accessories
• Bathroom Furniture
• Bathroom Lighting
• Baths
• Drains
• Faucets
• Kitchen Faucets
• Showers
• Sinks
• Steam Systems
• Supplies and Waste Assemblies
• Toilets and Bidets

• Hardware Category:
• Adorning the Door
• Cabinet Hardware
• Hinges
• Locks and Latch Sets
• Multipoint Locks
• Protecting the Door

• General Knowledge Category:
• Care and Maintenance
• Finishes
• Greening the Bath
• Universal Design

The cost to participate in the DPHA Recognition Program is $60 per person per year. Sign up at www.dpha.net. In order to pass a test, showroom professionals need to answer all of the questions correctly. Those who successfully pass the Recognition Program tests will be emailed a certificate that they can print and display at their work areas in their showrooms and scan and place on the company website. 

And for those who think they probably don't need any "refreshing," try taking our sample Recognition Program by clicking here. This sample test contains one question from 21 of our 22 Recognition Program tests, and we can tell you that no one has come close to getting all 21 questions right on their first attempt. If you take the test, you will get your results almost immediately (if you enter your email address correctly, that is), and only you and Jim Babbitt know the results (and Jim promises he won't tell on any one). Go ahead and try - the results might surprise you, and don't worry, you can verify all the answers by re-reading the 22 different Education Manuals.

The Benefits of Committee Service

There was a lot of enthusiasm at the DPHA Annual Conference in Chandler, AZ last October and none more so than at DPHA committee meetings.  Committees are "where the rubber meets the road" and value is created.  DPHA committee service is a stepping stone to becoming an industry leader, because serving on a DPHA committee offers skills, training and experiences needed to grow personally and professionally.

 

Do you want to make a difference? Do you want to give back? Do you want to lead?  Consider joining a DPHA committee. Here are few of the returns on investment that you will receive from contributing your time to DPHA committee service.

• An opportunity for meaningful involvement in the premier association serving the decorative plumbing and hardware industry.
• The ability to help direct DPHA activities and programs.
• Leadership skills that enable you to advance your career and demonstrate to customers, corporate executives and others that you possess the qualifications and experience to accept increased levels of responsibility.
• Delegation skills that enhance staff productivity and improve performance.
• Public speaking and presentation skills that are easily transferable for new project presentations.
• Budgeting skills that save time and money.
• Strategic planning capabilities.
• Performance monitoring skills that enable you to better direct staff and oversee day-to-day responsibilities.
• Media relations skills.
• Entrepreneurial skills that position individuals to accept leadership positions.
• Access to an unprecedented source of decorative plumbing and hardware industry and business information.
• Life-long friendships!

DPHA is looking for a few committed volunteers who can help guide the association and give back to their industry while enhancing their individual skill sets and network. If you would like to volunteer for the Awards, Education, Marketing or Program & Showcase Committees, send an email to Rebekah Covay at rebekah@dpha.net.

Going to the 2018 Interior Design Show? Make Sure Your Tour Includes DPHA Member Exhibitors

If you are going to the 2018 Interior Design Show this weekend, January 18-21, 2018 at the Metro Toronto Convention Center in Toronto, Canada, please make sure that your tour of the exhibit concourse includes the following DPHA members (booth numbers are not available on their website):  

• American Standard
• DXV
• Fleurco Products
• GRAFF
• GROHE
• Julien/Home Refinements
• Kartners Bathroom Accessories
• LIXIL Water Technology
• Oceania Baths
• ROHL
• Zitta

Are You Award Worthy?

DPHA Manufacturers: do you want to be spotlighted at the 2018 DPHA Annual Conference?  The Awards Committee would like to hear from any firm interested in producing the physical awards presented at the 2018 Conference. All ideas are

welcome.

Currently, there will be a total of 12 awards to be handed out in the following categories:

1. Showroom Professional of the Year
2. Manufacturer Professional of the Year
3. Representative Professional of the Year
4. Showroom of the Year
5. Representative Agency of the Year
6. Customer Service Department of the Year
7. Plumbing Fixture of the Year
8. Plumbing Water Delivery Product of the Year
9. Furniture Product of the Year
10. Accessory Product of the Year
11. Hardware Product of the Year
12. 2017 Dealer's Choice Award

You have a blank canvas to be as creative as you want to be. Please note however, that the DPHA logo should be incorporated into the award or the engraving. Submit an estimate to DPHA on how much time your company will need to create the physical awards and anything else you can think of that the Awards Committee needs to know or consider.

Funds are available to cover the cost of the awards. If you are interested in producing the awards for this year's conference, please contact Rebekah Covay at rebekah@dpha.net  by February 15, 2018.

Going to the 2018 Interior Design Show? Make Sure Your Tour Includes DPHA Member Exhibitors

If you are going to the 2018 Interior Design Show, January 18-21, 2018 at the Metro Toronto Convention Center in Toronto, Canada, please make sure that your tour of the exhibit concourse includes the following DPHA members (booth numbers are not yet available on their website):  

• American Standard
• DXV
• Fleurco Products
• GRAFF
• GROHE
• Julien/Home Refinements
• Kartners Bathroom Accessories
• LIXIL Water Technology
• Oceania Baths
• ROHL
• Zitta

Do You Want a Great Bang for Your Buck? Become a 2018 DPHA Corporate Sponsor

Now that everyone has welcomed in the new year, DPHA wants to remind our members of the menu of sponsorship opportunities available to showrooms, manufacturers and representatives. Each level of sponsorship provides different marketing benefits. However, the most significant benefit that you receive when electing to serve as a DPHA corporate sponsor is the statement you make to the industry. Your sponsorship tells the industry that you believe in DPHA's mission and programs. You are not only talking the talk, you are walking the walk to enhance professionalism and improve quality in the decorative plumbing and hardware industry. 

 

PLATINUM ($11,000)

• Recognition as a corporate sponsor in each Newsleak 
• 25% discount on Newsleak and Connections advertising 
• A corporate/product profile in Newsleak 
• Recognition as a corporate sponsor in each Connections 
• Product spotlight in Connections 
• Recognition as a corporate sponsor on the Web Page 
• Recognition in each updated and new installment of the DPHA Education Program 
• First opportunity to reserve display space at the Product Showcase 
• Two complimentary conference registrations 
• Corporate sponsorship recognition in the conference prospectus 
• Corporate sponsorship recognition in the conference program 
• Profile in the conference program 
• Product spotlight in the conference program 
• Four ads in Connections

GOLD ($6,500)

• Recognition as a corporate sponsor in each Newsleak 
• 25% discount on Newsleak and Connections advertising 
• A corporate/product profile in Newsleak 
• Recognition as a corporate sponsor in each Connections 
• Product spotlight in Connections 
• Recognition as a corporate sponsor on the Web Page 
• Recognition in each updated and new installment of the DPHA Education Program 
• Second opportunity to reserve display space at the Product Showcase 
• One complimentary conference registrations 
• Corporate sponsorship recognition in the conference prospectus 
• Corporate sponsorship recognition in the conference program 
• Two ads in Connections

SILVER ($3,750) 

• Recognition as a corporate sponsor in each Newsleak 
• 25% discount on Newsleak and Connections advertising 
• Recognition as a corporate sponsor in each Connections 
• Product spotlight in Connections 
• Recognition as a corporate sponsor on the Web Page 
• Recognition in each updated and new installment of the DPHA Education Program 
• Third opportunity to reserve display space at the Product Showcase 
• Corporate sponsorship recognition in the conference prospectus 
• Corporate sponsorship recognition in the conference program

BRONZE ($1,750)

• Recognition as a corporate sponsor in each Newsleak 
• Recognition as a corporate sponsor in each Connections 
• Product spotlight in Connections 
• Recognition as a corporate sponsor on the Web Page 
• Recognition in each updated and new installment of the DPHA Education Program 
• Fourth opportunity to reserve display space at the Product Showcase 
• Corporate sponsorship recognition in the conference prospectus 
• Corporate sponsorship recognition in the conference program

Members that are interested in keeping their name and web sites in front of the most influential members of the DPH industry continuously and want to take advantage of DPHA sponsorship opportunities should contact Jim Babbitt at jbabbitt@dpha.net or call him at 224-999-0434. You can also download the 2018 Corporate Sponsorship Opportunities Form simply by clicking here.

The Reasons Why Premier Marketing Was Named 2017 Representative Agency of the Year

The DPHA Representative Agency of the Year Award recognizes firms for their:

• Training programs
• Customer service
• Involvement and support of the industry
• Professionalism
• Demonstrated ability to create value for lines and showrooms

In each of the above criteria, Premier Marketing excels.  Covering all of California and northern Nevada, and led by Mary and Alan Labowitz (Mary was actually our first member honored with the DPHA Representative Professional of the Year award in 2003), Premier Marketing team members are trained to not only sell, but to build relationships with their customer base.  Indeed, "relationship building" is seen as one of the primary keys to the way they conduct their business.

Premier Marketing also feels very strongly that they must have both inside and outside sales people to truly be a value to their customers.  To that end, there are two full-time trained inside sales staff to provide customer service available Monday through Friday, and their close relationships with showroom staff often find them responding to emails and calls long after the office has closed.  Readily available to address issues and up-to-date on manufacturer procedures, Meg and Kylie often think "outside the box" to find solutions that are both reasonable to their manufacturer partner and helpful to the showroom.

All outside sales team members are required to join a local or national trade organization, and then attend regular meetings on their respective boards.  Currently, Premier Marketing team members are active members of DPHA, NKBA, NARI, NAOPSP and NEWH ( to name a few).  For their showroom customers, Premier invests heavily in product training for each of their partner manufacturers, working closely with showroom staffs via group PK's and one-on-one training sessions.  As one of their nominators declared, "trainings are focused and clear", while another commented that "their PK's are thorough and delivered effectively and professionally". 

Additionally, Premier conducts extensive lunch-and-learn training sessions to the A&D community.  According to a third nominator, "This agency generates many specifications through their work with the design community.  This has translated into value across the country for the lines they represent."

Premier Marketing strives to partner with each showroom customer and manufacturer they represent, and this was certainly reflected in the phrases that were used to describe the agency on their various nomination forms - professional, quick to respond, going the extra mile and continued excellence - just to name a few.  All of these reasons, and so many more, are why DPHA was delighted to have Premier Marketing named as our 2017 Representative Agency of the Year.

Why We Believe We Deserve Your Support in 2018

DPHA dues notice have now been issued, and if you haven't seen them yet, you should be in the next week or so. We are confident that we will continue to deliver the return on your dues investment that DPHA members expect and deserve. Here are just some of the things you can look forward to from your DPHA membership in 2018:

• DPHA offers the industry's only showroom recognition program that rewards your sales professionals for their sales knowledge and product expertise.

• Take advantage of daily content on the DPHA Facebook page, Twitter and Instagram feeds and LinkedIn group postings that update our members on new products, new programs and new developments in the DPH industry.

• Keep your fingers on the pulse of your industry. Connections is a weekly communication laser-focused on industry and association news to help improve our DPHA member businesses.

• DPHA plans to update several existing education modules plus possibly expand educational programs to include videos.

• The best annual conference and product showcase in our industry that serves as the venue for introducing new products to the DPH industry.

• Enhanced communication that offers sales guidance to showroom sales professionals in order to better hone their skills while providing them with tools to knock the socks off their competition.

• An energized and dynamic organization that serves as the industry's home to network, exchange ideas and obtain competitive advantages.

• A new web site that is easy to navigate and serves as the go-to resource for staff training tools, industry news and networking.

• The industry's most prestigious awards program that recognizes best-in-class professionals and products.

• A staff and a creative team that understands the industry, is passionate about the Association and is committed to earning your trust and membership.

DPHA has tangible, productive, viable and valuable deliverables that help with daily operations, but we need your support and participation to assure that DPHA continues to develop products, services and deliverables that provide your business with competitive advantages. If you have any questions, give us a call or contact Jim Babbitt at jbabbitt@dpha.net or Rebekah Covay at rebekah@dpha.net. We look forward to working with you and helping to make your business better in 2018.

Going to KBIS 2018 Next Week? Make Sure Your Tour Includes DPHA Member Exhibitors

If you are going to KBIS next week, January 9-11, 2018 at the Orange County Convention Center in Orlando, FL, please make sure that your tour of the exhibit concourse includes the following DPHA members:  

• AMBA Products - S4784
• American Standard - W1585
• Amerock - S4200
• Aptations - W845
• Artisan Manufacturing - W1893
• Ashley Norton - S5008
• Berenson Corp. - W1813
• Brizo - W1928
• Danze - W1570
• Delta Faucet Company - W2129
• Du Verre Hardware - W1355
• DXV - W1585
• Easy Drain USA - S3288
• ELKAY - W428
• Everpure - W745
• Fairmont Designs - W957
• Fleurco Products - W2391
• Franke Kitchen Systems - W901
• Galley, The - S5815
• GROHE - W1585
• Hardware Resources - W1355
• Infinity Drain - S3835
• Kraus USA - S4431, S5438
• Lenova - S3805
• LIXIL Water Technology - W1585
• OMNIA Industries - S5418
• Palazzani USA - S4461
• Robern - W2000
• ROHL - W2371
• RUBI/Kasa Distribution - S3875
• Top Knobs - W1355
• TOTO USA - W1329

DPHA Heads to the Sawgrass Marriott Golf Resort and Spa for the 2018 Annual Conference & Product Showcase

The 2018 Annual DPHA Conference will be held at the Sawgrass Marriott Golf Resort & Spa in Ponte Vedra Beach, FL from October 10-13, 2018 (34 miles from the Jacksonville Airport).  Recently renovated and brimming with amenities, the Sawgrass Marriott Golf Resort & Spa sets the stage for a visit you won't soon forget. Next door to the legendary TPC® Sawgrass golf course, they proudly offer their guests special privileges at the courses. Elsewhere at the resort, you can make a splash in one of their four pools, pamper yourself at the on-site spa or enjoy a meal at their outstanding restaurants. Catch their free shuttle to TPC® Sawgrass, or to the recently renovated private Cabana Beach Club. 

 

There are 493 rooms and suites that include a flat screen TV and High Speed Internet Access.  It's a first-class resort in every way except the room price. DPHA members will enjoy a $189 per night (plus tax) rate during the DPHA Conference.   Click here to make your hotel room reservations and make sure you don't miss out on staying at this fabulous venue.

The Program and Showcase Committee, under the astute leadership of Richard Campbell (Belmont Hardware) and Ryan Paul (Summit Architectural Resource), are working on once again offering dynamic programs and top-notch speakers who will present customized presentations to meet the specific needs of decorative plumbing and hardware dealers, manufacturers and representatives.  Need a refresher?  Click on the following links to quick video recaps from some of the 2016 speakers at our annual conference (we will have the 2017 links shortly):  

• Donald Miller - Mother Goose was Right: How to Tell Compelling Stories that Earn the Trust of Your Clientele
• Jill Schiefelbein - Friends, Romans and Clients: Lend Me an Ear - Listen More, Sell More
• Kerry Singh - Delivering Exceptional Customer Service (Even on Mondays)

The DPHA Annual Conference and Product Showcase has reclaimed its spot as the most important event of the year for the decorative plumbing and hardware industry. Additional details will be forthcoming over the next few months, but if you have any questions in the meantime, please feel free to email jbabbitt@dpha.net or rebekah@dpha.net.