Avoid These Common Website Mistakes.

With many of our customers home more than usual over the last 5 months, website traffic has increased substantially for a lot of our members. Instead of stopping by showrooms to peruse, customers are using our websites for that initial browsing. Is your website up to the task? Here are some common website mistakes to avoid.

Location, Location, Location

All search is local. In both the real and online world, consumers visit the central places that provide goods and services that they need, and they make these decisions to minimize travel distance. That includes selecting a showroom to purchase products for their new baths and kitchens, which is why it is extremely important to include your physical location on your website on every page. Where you are located is part of your brand because people search by location. Your customers and builder clients are no different than you. There is a maximum distance that a prospective customer in your service territory will travel to visit a showroom.

Speed Wins

Website visitors don’t have the patience to wait for pages to load. You can check your website’s speed on Google’s PageSpeed platform. You want a score from 90-100. If your speed is 50 or lower, speak to your webmaster or another expert to determine what needs to be done to load pages more quickly.

Less Is Better

What do you want your website to do? For many, it is to provide reasons for potential customers to call or visit your showroom. As 2020 Conference Workshop Leader Robb Best teaches, less is better because when you give prospects too many choices their brains shut down. Customers will walk away because their brains do not have the capacity to process multiple inputs. That’s why you should offer prospects a choice of A or B instead of A-F. The same thinking should apply to your website. Carefully curate images to provide a representation of the breadth of projects that your showroom has been involved with. Showcase images that put your work and showroom in their best light.

Showcase the Best

Avoid the temptation to showcase your latest projects. Instead, post examples of your best work. Website visitors don’t care if your best work was a project three years ago. Showcase the services and features that reflect your showroom’s brand and serve to differentiate your skill sets from competitors.

It’s Time to Stop & See the Future: By DPHA Fellow Jeffrey Valles, Colonial Bronze.

Since the moment I started writing these articles, I have been sharing actions that I think are viable options to improve and strengthen your business and make your people better. We have discussed everything from new locations to new products. Business’ often ignored truth is that it is constantly changing, and the inquisitive and nimble companies discover the emerging opportunities and are able to move quickly and strategically to take advantage. Sometimes they fail and sometimes they succeed but, due to their speed to react, they are never outflanked by a competitor.

Now it’s time to slow down.

It’s obvious times are changing and nobody knows what will happen next week. Will that recent change last as few weeks, into 2021 or forever. We simply do not know.

We do know this:

• Markets, strong and weak, are in turmoil.
• Without reliable and timely testing, no one knows who has or does not have Covid-19.
• A deliverable cure is many months away.
• Therefore, markets will likely remain in turmoil for a while, but we must deliver some level of consistency in the way we have to work with our customers.

Now instead of speed, future thinking companies will need to be flexible, stable and quick to move when an opportunity presents itself. To prepare, we need to know the health of our own business. Not how its brand is seen in the market, but what are its true strengths and weaknesses.

I suggest sitting in a quiet room and making a list of what you were good at and what we were not good at prior to Covid-19. Then make the same list of your strengths and weaknesses in response to this pandemic. Let’s not fool ourselves, the process of doing business today has changed since March and we need to know how we stand in this new world. Now review in your mind how today’s team and its pandemic processes are working. This task will give you a nice list of what to work on to make your team better.

Then, to add a bit more focus, create three to five future scenarios of how you see the future of your target markets when the pandemic ceases to be the driving factor in your customers lives and the focus of governments. Sure, nobody knows what the future will be, but you know your customer and your market as well as anyone. If someone will see the future clearly in your world, you have better odds that most. So, give it a deep think. It might be worth your time to add that to the preparation list you built above.

If you want to bounce your ideas off fellow decorative plumbing and hardware market savvy people, make sure you attend DPHA CONNECT 2020 and sign up for the member roundtables.

Yes, tomorrow is full of questions and the future has rarely been so unclear and that means opportunity. It will be difficult to both improve your team and prepare them for this new normal. But is sitting and waiting a better way to prepare?

If your team improves and becomes more nimble, your company is prepared for whatever will emerge.

Dr. Peter Scoblic said it best.  "The way that I think scenario planning ought to be used and strategic foresight ought to be used more generally is in an iterative fashion. A constant cycle between imagining the future and acting in the present. So that you reduce the potential for surprise and you increase your ability to sense, shape and adapt to the future as it emerges."  Now, please slow down and get in that quiet room.

The 19th Annual DPHA Conference and Product Showcase is Going VIRTUAL: Introducing DPHA Connect 2020

2020 sure has been one for the books! We were hopeful we would be able to gather in New Orleans by the time fall came around, but as we get closer that just doesn’t seem to be the case. So, in true 2020 fashion, we pivot! This year the DPHA Conference + Product Showcase is going virtual! We know you been honing your online meeting skills, and now you can put them to good use. DPHA CONNECT 2020 will offer the networking, product highlights, education the DPHA family has grown to expect from our annual conference. 

DPHA has partnered with a global leader in virtual conference platforms to host a 2-day event you won’t want to miss. Below is just a taste of what DPHA CONNECT 2020 will have to offer:

• An online, interactive exhibitor showcase with all of your favorite manufacturers
• Live-streamed, industry specific keynote presentations
• An exclusive + interactive Professional Development Training opportunity for you and/or your staff
• A North American Designer Panel to help sharpen your skills on their current needs for industry growth
• Membership Roundtables to dive deep into 2020 business practices
• Virtual Coffee Chats and Cocktail Mixers with your DPHA peers
• And a LIVE 2020 DPHA Awards Presentation to highlight our top Products + Professionals of the year

DPHA CONNECT will offer the chance to bring us together safely to support, lift and build our businesses into the future. This format allows us a way to cherish the partnerships, relationships and support that was offered through this turbulent year and the ability to celebrate the survival and beginning of the better business strategies found in all of us. And the biggest perk, there is no need for travel for DPHA CONNECT 2020! Feel free to join us in your board shorts, house slippers or flip flops. Just remember to keep it business on top, we will be watching!

Join us! Where else could you possibly have to be?!

Experience ThermaSol's Virtual Showroom.

ThermaSol introduces its Sol University Virtual Showroom – where customers and homeowners can see exactly how all the elements of their Smart shower and steam systems work together to create a truly personalized experience – without leaving home!

ThermaSol is able to walk people through the steps to install, setup and use all of their products. Customers will learn how easy it is to program their ThermaTouch Smart Touchscreen Control, which manages all aspects of the smart shower and steam experience.

Contact ThermaSol for more information.

Americh Unveils New Metal Finish for Sawyer Bathtub Collection.

Americh is pleased to announce that they've added an additional finish to their Sawyer bathtub collection: Brass. Their beautiful brass, like other metallic offerings at Americh, is actual metal and not just metallic in appearance. As a living finish, the brass will patina over time, which brings a different design aesthetic to the tub and the bathroom as the tub ages.

The interior tub is acrylic, which makes it easy to maintain and clean. Artisans meld the metal and acrylic together to create a seamless finished product. The combination is comfortable, warm and lovely.

DISCOVER AMERICH

Amba Releases New CEU Course through CEU Events.

Amba Products is excited to work with an innovative partner within the industry - CEU Events - to create a brand new continuing education course. Titled "Heated Towel Racks: Way More Than Just a Towel Warmer", its focus is on the diverse functionality and utility of the product category and how its benefits extend well beyond the bathroom. It is approved with the following associations - NKBA, NARI, ASID, IIDA & IDCEC.


Contact Amba to learn more or to schedule your CEU presentation!

MrSteam Launches Dedicated Trade Section of Video Gallery.

Sales are looking a little different in 2020, which is why MrSteam is committed to making their products and their many wellness benefits easy to explain and add to your clients’ dream bathrooms. Need help getting started? Visit the new, dedicated TRADE section of our video gallery and get tips from top showrooms, builders, designers, realtors and more to learn how they make MrSteam Steam Shower systems part of their projects.

The health and wellness industry is booming, especially for home routines. Stay ahead of the trend with MrSteam’s high-tech, high-design home wellness solutions that fit any bathroom style.

EXPLORE RESOURCES

Lixil Presents "Spirituality of Water" CEU on August 10th.

This CEU will bring the attendees on a vivid journey of the importance and meaning of water to different cultures and eventually showcasing how to bring the health and healing benefits of water and the interaction with products into the home. When designing and specifying a bathroom remodel for a customer, one must take into account the different cultural, spiritual, beliefs and practices of the client. When constructing a building in Hong Kong, Feng Shui plays an important role in placement of walls, products and even the building itself. An important key to remember is that Product placement correlates with architectural designs.

REGISTER NOW!

Rimless System by Simas - Distributed by AD Waters.

Designed for superior flushing, the rimless system allows for easier, more efficient cleaning and reduced splashing. The absence of the rim through which the water passes through the toilet’s inner basin when flushed, makes this hard-to-reach part to clean a thing of the past. The wall-hung rimless toilets, such as the VIGNONI and FLOW collections, offer an aesthetic look to your space with its contemporary design and are offered in different colors and finishes. Both collections are UPC and WaterSense certified, and also pair perfectly with OLI’s OLI74 PLUS in-wall toilet carrier!

DISCOVER MORE

Introducing the Aquno Select from hansgrohe.

With the exclusive Aquno Select, a new chapter begins in the kitchen: This faucet line aims to please, with the most efficient use of water that you have ever experienced in the hansgrohe kitchen offering: Maximum functionality and design define a new archetype for the kitchen. With the Select function on the faucet's base, a simple touch of a button is all it takes to switch to a flat gentle vegetable spray.

EXPLORE AQUNO

Oceania Baths Introduces the Muskoka.

Oceania is very proud to present the latest addition to their Authentik Signature Series: the MUSKOKA. This Egg-shaped design with subtle angular details and spacious bathing well model will charm anyone who wants to enjoy a two-person relaxation. The Muskoka features a custom matte color skirt, with the ability to add special finishes. This bath can be equipped with an air jet system.

VIEW MUSKOKA

Was Chicken Little Correct?

Whatever your situation might be, it’s not what you would have expected at the start of 2020. Covid-19, sheltering in place, shuttering and then reopening your business and making tough decisions have all been part of the “new normal.” Having to worry about family, whether or not schools will open in the fall, the threat of contracting COVID-19, the prospects of a long recovery from the recession, and being isolated from friends, family and normal routines, can be stressful.

How can you better manage stress in a world of unknowns? One technique is to use your mind to conquer matter, claims psychologist Dr. Michael Gervais who specializes in counseling world-class athletes and Fortune 100 CEOs.

Gervais recommends starting each day with a mindfulness exercise. As soon as you wake up, take a really long deep breath, at least 10 seconds, then exhale for a few more seconds than you inhaled. Identify something that you are grateful for – good health, continued business success, the love of family and friends, whatever it may be. “Try to really feel it. It’s an exercise in thinking, it’s an integration between thinking and feeling,” Gervais writes.

Determine what type of person you want to be this day. Are you going to be a mentor, friend, a source of calm for others who may be more stressed than yourself? The goal is to see yourself as the best you can be.

Get out of bed and put your feet on the ground. Decide what is the first thing you want to think about to start your day. Use similar techniques if you lose focus or are stressed during the day.

Take care of yourself. Exercise, eat healthier and get enough sleep. The latter may be difficult if you are stressed or your mind is racing. Try going to bed at the same time each night. Matthew Walker, a sleep expert and Professor at the University of California Berkeley, relates that your brain thrives on regularity. If you can’t fall asleep, Walker suggests to brush your teeth, read a book or write down your thoughts on a pad of paper or your laptop until you feel tired. Similar to going to bed at the same time each night, try to wake up at the same time each day.

Make the time to connect with those who are most important to you, even if you have to practice social distancing or meet virtually. This is the time to be compassionate. Everyone has been adversely affected by the global pandemic.

This is also a time of reflection and to determine what is most meaningful to you and your family. Taking care of yourself mentally and physically are excellent counterpunches to the many stressful unknowns that the future may bring.

The Risks of Automated Renovation Services: By Phil Hotarek, Lutz Plumbing Inc.

Plumbing and Hardware Industry professionals have battled with online retailers for control of the market for years. Online retailers have proven to become less of a threat due to the realization of consumers that purchasing plumbing and hardware products requires the services of a true professional. Strong IMAP policies have helped as well. It seems as though the battleground has shifted in an attempt for online service retailers to bridge the gaps between professional design, product selection and installation services; enter automated renovation services. The perception of all of these services being available to the consumer through one company makes the entire process seem simple and easy. Take the company Made Renovation, for example, with their slogan being “Bathroom Renovations Made Easy.” Any experienced contractor or design professional can tell you firsthand that there is nothing “easy” about any renovation. Our craft requires in-depth product knowledge, close attention to detail, process and follow through. As a contractor with experience in design build services, advertising a project as “easy” is not my ideal presentation, as it immediately devalues my profession. In fact, any high-quality product or outcome never comes easy, and I certainly would not prefer that as a consumer. Here are the risks associated with AI and automation in the plumbing industry:

Outsourcing is Indirect

What most may not know is that automated renovation service companies essentially outsource all their work. Their sales associates are not specialized in any of the three areas of expertise: professional design, product selection or installation. While the perception of the process is to make things easier, the process actually becomes more complicated by “adding another chef in the kitchen” and the unnecessary costs associated with it. Perhaps outsourcing is beneficial in terms of convenience, but certainly not in terms of final outcome. Better to seek the direct sources that are already available and eliminate the middleman in communication.

Quality > Speed

Renovations are not a race; they are a quest to achieve quality and longevity through a detailed and efficient process. Technology has affected our culture that has consumers accustomed to ultimate convenience and receiving product quickly. Investors and entrepreneurs in tech have been described as having unreasonable disregard for what can be reasonably done. This approach resonates with marketing the concept of “renovations made easy.” It creates the unrealistic expectation of no difficulty being associated with a high-quality outcome. Cultural differences often occur when there is a gap in expectations. As a result, these automated renovation services who have little experience in our industry have encountered difficulty in successfully working with industry professionals; contractors, designers and showrooms.

Technology and Implementation

Automated renovation services are relatively immature, which yields risks that the concept may not work in the real world. They are notoriously optimistic and often underestimate the time and costs associated with projects. In addition, their technology is not equipped to foresee the unlimited variables and potential roadblocks that can occur during a renovation project that can only be navigated by a true specialist.

New member Spotlight: Adream Decor - A New Generation of Manufactures Representatives.

Adream Decor is a representative agency covering Texas, Louisiana, Oklahoma and Arkansas. Whether showing the latest in design and technology, or getting you a price quote, they know that you want to deal with the people that you know and trust. The decorative hardware and plumbing industry is constantly evolving, and they are bringing a new generation of sales representatives into the industry. Their team fuses a sense of mission, an appreciation for design, and a passion for fashion trends into a creative force that will help transform the dreams of manufacturers, designers, architects, and builders into reality.

From our headquarters in Austin, Texas we help customers visualize, price, and learn about the hottest products. As for manufacturers, we help you show your products in ways that inspire sales and drive customers into the showrooms and ask for your products!!

A word from Dan:

The Decorative Plumbing and Hardware Industry has been my passion for the last 15 years of my life. With experience in all aspects of sales and management in this industry, I know what it takes to increase sales and provide unparalleled information and customer service. I am looking forward to working with you.

A word from Karla:

With over 10 years of management and multi-unit experience; I have driven results through exceeding customers’ expectations and sales metrics. My accountability is how I have cultivated and maintained business partnerships through my entire career.

Handling Work-From-Home Burnout

We are now 4 months into many of us working from home due to this pandemic, and while some of our industry’s workforce is back to work, plenty of us are still home. The jury remains out as to whether team members are more productive working from home. We have learned during the pandemic that working from home creates new challenges that can significantly inhibit productivity. Staying at home with limited access to entertainment, dining and other venues that provide variety is exhausting. Recognize that your fellow team members may be experiencing significantly more emotional and cognitive fatigue than normal, writes Rebecca Zucker in a recent HBR blog.

Emotional and cognitive fatigue may adversely affect team members who are staying at home with children and have had the added responsibility of homeschooling and worrying about whether their children will return to school in the fall. Safety concerns are top of mind for most people, adding to stress levels. Editing this article, for example, with two very chatty 6-year-old girls wanting to “sell” me office supplies from their craft cart.

Zucker claims another phenomenon contributing to people’s fatigue is the use of energy and mental resources needed to empathize with others who may be more adversely affected by COVID-19 than they are. You may know a team member who has a family member, friend or neighbor who tested positive or perhaps a loved one has died from the disease. Mental exhaustion contributes to physical fatigue, which saps productivity.

Zucker encourages managers to recalibrate their expectations of team members by:

• Re-prioritizing projects and deadlines – determine what's most important and identify projects that can be placed on the back burner.
• Re-assess the metrics for success. Perfection is an admirable goal but may not be realistic.
• Re-balance workloads by understanding each team member’s personal situation.
• Re-assess the level of responsiveness you expect from your team.
• Recognize that team members will have different reactions to stress levels than you might have.
• Don’t assume that your team will tell you that they believe they are overwhelmed or need help. Tell your team it’s okay to ask for assistance.

Zucker claims that this pandemic is like running a marathon. The environment requires managers to adjust their expectations of their team. Doing so will generate long-term benefits.

Stone Forest Adds Hanging Vanity to Elemental Collection.

Stone Forest has expanded their Elemental Collection with the Elemental Hanging Vanity. This single drawer wall-hung vanity is 36”W x 22”D x 14”H and available in Cement Grey finish. It includes push-to-open soft close undermount glides with internal brackets for surface mounting into blocking or framing.

The Elemental wall-hung vanity supports the Ventus 36” Bath Sink, available in Carrara Marble (shown here) or Antique Gray Limestone.

EXPLORE THE COLLECTION

Hastings Adds Live Edge Oak Countertop to Urban Collection.

The beauty of the Urban collection is the ability to customize the pieces in a variety of finishes. The warmth of wood adds depth and organic beauty when used in combination with other materials, making the Live Oak countertops a unique complement to any bathroom.

The countertop is 6cm thick and the length can be cut from 27 1/2" up to 94 1/2" long. Available in three warm wood finishes: Naturale, Avena or Fumo.

VIEW THE COLLECTION

SH Design-Build Announces Update Now, Pay Later Showroom Renovation Program.

As part of SH Design-Build’s efforts to help showrooms across North America succeed in these uncertain times, it has recently rolled out a new program that gives showroom owners the chance to update their spaces now and pay later.*

Due to the unprecedented shift in physical retail shopping, decorative plumbing showrooms have begun to adapt their spaces to accommodate new cleaning protocols, social distancing measures and contactless shopping options. To meet these new consumer expectations, showrooms must invest in spaces that are organized, easy to clean and allows for proper social distancing measures that keep clients and staff feeling safe and comfortable.

Understanding the pressure this has put on showroom owners and managers, SH Design-Build acts a partner for showroom owners and managers preparing for the new future of showroom sales.

Already leaders in showroom design and fabrication, SH Design-Build wants to further assist by providing a delayed-payment program for those who need to update their showrooms, but do not have the funds immediately available for a full-scale renovation.

This new program is designed to assist showroom owners who need to:

• Renovate outdated decorative plumbing showrooms
• Renovate to comply with Covid health and safety protocols
• Update or replace existing display fixtures
• Improve existing layout for evolving merchandising strategies
• For showrooms in need of modular, versatile, and easily moveable displays

SH Design-Build is the premiere full-service design, fabrication and installation partner for the safe, comfortable decorative plumbing showroom of the future.


LEARN MORE 

DDI System Offers Summer Series Virtual Event: The Future of Distributor eCommerce.

Summer Series Virtual Event: The Future of Distributor eCommerce

Wednesday, July 22, 2020 - 1:00 PM EDT

As your customer's needs change, the shopping experience distributors provide must change as well. Inform eCommerce Pro seamlessly connects to Inform ERP, allowing you to leverage the sophistication of a physical store with the immediacy and convenience of online buying.

• Offer a Seamless Shopping Experience - Real-time Inform ERP integration allows for consistent and accurate inventory levels, pricing, ordering, quoting and invoice payments both online & in-store.
• Keep Up with the Modern Buyer - Offer customers convenient services such as pick-up in-store, SMS order status messaging, online payments, and multiple shipping options as well as a confident checkout with secure online credit card acceptance.
• Increase Online Sales with Enhanced Product Filtering - Manage product attributes such as color, brand, size, material, etc. so customers can quickly and easily narrow down search results, driving increased sales and returning buyers.
• Provide B2B Customers With Self-Service Online Access - A dedicated online portal gives customers access to their account 24/7, providing visibility to your full product catalog, upsell products, pricing, previous order history, and more.

REGISTER NOW

New Member Spotlight: Warmup Inc.

Warmup is a UK based manufacturing Plc, creating innovative smart controls and underfloor heating solutions. Warmup has sold more than 2 million systems in over 70 countries worldwide. Warmup, founded more than 25 years ago, is a knowledge and research driven business, making proprietary, world-leading products. Warmup Inc, the North American arm of Warmup Plc, is based in Danbury, CT. Warmup Inc. is an active member of local and national building associations. With a field sales presence across North America, we actively support our partners in promoting and installing our heating products for comfort, primary heating and snow melting purposes.

Learn More about Underfloor Heating

It is Pop-Up Time & You Can’t Miss It: By DPHA Fellow Jeffrey Valles, Colonial Bronze.

A few weeks back, I wrote about the opportunity of looking to move or open a new store in this pandemic time. That remains a shining opportunity as rents are not being paid and people are closing their business. There are open retail locations all over; some are situated in luxury retail areas and some might be very close to competitors.

My guess is that your showroom customer flow is down, and you are contemplating what to do with your second-tier showroom salespeople. So, open a pop-up! You have good people twiddling their thumbs. They are bored and you are frustrated, so put them in a temporary showroom to show off your brand, reach out to fresh eyes and, maybe, capture a few new accounts.

A few months back you would not be able to afford to place a showroom next to a fashionable upscale grocery store or your local Coach store. Now you might be able to set up a six-month lease at a very low rate right next door.

Growing businesses are always looking for cost effective ways to extend the reach of their brand. Now you just might be able to set up a 500 square foot showroom in an untouched, viable market with knowledgeable salespeople. Why Not?

Vendors, you should not sit idly by. This will also help improve your brand’s reach and leverage your training of DPH salespeople. And sales representatives, you know the marketable areas that are now underserved. A pop-up is a team effort and all segments of the DPH world should be aggressively chasing this opportunity.

Let’s not overthink this. The store should be simple. It can and should look temporary. Afterall, it is. You are selling and promoting your store brand and the product lines that are being presented. This is a short-term play. You are looking for quick sales, market education and existing customers to visit your elegant, main showroom to work on major projects.

People have been homebound, and will likely remain so for a while longer. They are growing tired of their home’s clumsy spaces and dated appointments. Also working in your favor is that it looks like friends and family will be able to gather together for the holidays, and the holidays always motivate people to make their homes look better. Recent research from Pinterest Analytics shows that consumers are (already) ready for the holidays. While Pinterest is used to seeing a head start, spikes in holiday pinning typically come in September—and this year, holiday searches and saves were up 77 percent in April compared with the same period in 2019, including a threefold increase in searches for “Christmas gift ideas,” writes Pinterest CMO Andréa Mallard for Adweek.

So, let’s open our pop-up and focus our displays on simple style updates all the while listening to the visitors to learn if they really want to rip out a few walls. I suggest displaying kitchen and bath faucets, bath accessories, cabinet hardware and a few entryway sets. These take little to zero professional labor and will improve the look and functionality of the room.

Do not stuff the space; you do not need a lot of product. Present brands that work with you and are delivering on a timely basis. Again, do not overthink this.

I believe this is a beneficial step to better apply your salespeople’s selling talents and talk to new people. How much would that cost you to do in time and money on Facebook, Instagram and other social media to reach into a new market? This pop-up model is not expensive.

We are in the midst of a very unique time and these moments in history produce fear, change and opportunities. When this all settles, things will not look, nor work, the same as before and there will be winners and losers. Those who stand pat with their hand as it is might survive and thrive. Those that evaluate their team’s talent and vendor’s capabilities and decide to take a small step to test a new market might emerge with more business, new customers and a stronger brand.

How the Pandemic Changed Retail.

The picture is not pretty. Coresight Research expects 20,000 to 25,000 brick and mortar retailers to shutter in 2020, increasing more than 100% from 2019. The company also expects 55 to 60% of mall-based stores to close their doors. That estimate is in line with a Green Street Advisors prediction as well.

Malls are facing an even greater challenge as anchor department stores are dropping like flies. J.C. Penney announced plans to close 242 locations, Macy's will shutter 125 stores or 20% of its inventory in the next three years and Nordstrom plans to close 16 of its 116 locations. Lord & Taylor announced it is shutting down its entire operation. UBS predicts that 20 to 25% of malls in the U.S. will close by 2025.

The pandemic has forced U.S. consumers to buy online and that is expected to accelerate the percentage of online retail purchases to 25% by 2025, up from 15% in 2019. All retail sales are expected to drop in 2020. Experts predict declines ranging from 6.5% to 10.5%.

The pandemic has caused another dynamic change to the retail landscape. An estimated $125 billion in retail sales shifted from department stores, clothing, furniture, appliances, jewelry and sporting goods to grocery, mass merchants, warehouse clubs and online etailers, reports IHL. The company also estimates that more than $250 billion in sales moved from small retailers to large corporations over a three month period, due largely to the fact that Home Depot, Target, Best Buy, and Lowes were considered essential businesses where they could stay open. Many smaller retailers did not have that advantage and had to shut down from state-issued states of emergency.

DPHA showrooms can benefit from the lessons large departments stores such as Macy’s and J.C. Penny, Neiman Marcus and others that are teetering on the verge of extinction teach. Moving forward, the customer experience needs to be that, an experience. If someone is going to make an effort to get off their couch and drive to your showroom, there are heightened expectations. Consumers will demand more than the ability to see, touch and engage with working displays. Because of the rapid growth of online purchasing, consumers will expect a frictionless shopping experience. Charging for freight may have to be incorporated into the cost of the product instead of a separate line item. Showrooms and manufacturers will need to partner to lower shipping times because a large percentage of consumers may not understand why they have to wait 10 to 12 weeks or longer for their fixtures to arrive.

Consumers will expect showroom team members to know more than they do and to curate their purchasing to help assure that the goals of their projects are at a minimum met and as a standard exceeded. Showrooms will need to modernize and can leverage the current concern for health and wellbeing into a marketing advantage. Showrooms know how to convert and existing bath into a wellness center or create a beautiful space where customers can age in place gracefully. Opportunity is knocking.

Americh Launches Two New Tubs: Somerset and Samuel.

Americh has launched two new tubs: the freestanding Somerset and drop-in Samuel.

Somerset features a modern twist on a classical shape in a mineral solid surface. It recalls a carved stone bath, reminiscent of a Greek revival style, with more contemporary minimized rolled edges. Available in gloss, matte white, Americh colors or a custom color. Dimensions are 64” x 33” x 24”.

The Samuel is made from acrylic and features a rounded rectangular shape with smooth edges and the ability to integrate seamlessly into a variety of bathroom aesthetics. The Samuel’s dimensions are 72” x 36” x 22” with available colors of white, biscuit and bone as well as premium colors, black and sterling silver.

VISIT AMERICH

MURO by Fiora - Distributed by AD Waters.

AD Waters introduces Fiora’s new MURO shower wall panel collection. MURO panels offer a smart and efficient solution for a sleek shower wall finishing, while allowing you to harmonize color and texture with your Fiora shower base and sink. Offered in eight trendy colors, such as black, bone and silk grey to name a few, MURO are 100% waterproof and are easy and quick to install. Just like the Fiora shower bases, they too are customizable on site to your shower space.

Made of Fiora’s patented Silexpol/ Polyurethane material, its everlasting Nanobath properties makes this product easy to clean thanks to its bacteriostatic and fungistatic technologies, preventing the appearance of fungus, bacterial cultures and reducing the appearance of surface stains.

DISCOVER MORE

Q2 2020 New Members

The second quarter of 2020 is likely one we will all remember thanks to COVID-19. In spite of the craziness going on in the world right now, we are happy to welcome several new members to the DPHA family! We will be starting a New Member Spotlight feature going back to the beginning of the year, so stay tuned!

Manufacturers:
Delaney Group/Bravura Hardware

Donn Bland

Design By Intent by DecoTeak

Eric Gelman

Future Classics

Hendrick Van Der Merwe

Warmup Inc.

Regis Verliefde

Reps:
Adream Decor

Dan Fingerhut

Texas, Louisiana, Oklahoma and Arkansas

Professionals:
therohlmodel

Greg Rohl

Dealers:
Coburn Supply Company (Welcome Back!)

Patrick Maloney

Texas, Louisiana, Tennessee, Alabama

Mountain Fixture

David Gieck

Wyoming

Post-lockdown, small changes make a big difference: By Stephanie Azran, SH Design-Build

If you’re thinking of changing up your showroom in the next few months due to new social distancing practices, why not take the time to think about leveling up your customer experience? While the primary concern is to keep staff and clients safe over the coming months, this is also an opportunity to refresh the look of the showroom with an eye on the future.

Even though people are beginning to shop in-store again, some people are still hesitant to go out in public and have turned to online shopping. While showrooms have been dealing with this issue for years now and succeeded by improving in-store experience, it’s more important than ever to focus on creating a safe, comfortable environment for clients who may not be ready to shop in high-traffic public spaces.

In order to create showrooms that feel safe, comfortable and clean, we predict that showrooms will move towards designs with open plans, simplicity and overall minimalistic design. With proper organization, display fixtures and a clear merchandising plan, you’ll be amazed at how many products can be on display without cluttering the showroom.

Sensory experiences will also become a focus. The joy of showroom shopping comes from interacting with products, something that may be restricted for the time being. With the sense of touch removed from the experience, it’s time to experiment with sound, scent and vision. Calming music and spa-like scents like eucalyptus and citrus are great starting points.

The visual experience takes a little more effort, but a look that conveys organization, cleanliness and openness (all of which comfort people concerned about social distancing) can be accomplished with color-blocked areas, taller displays arranged along the walls, and low displays that allow for a clear view of the entire showroom.

For now, events may be limited, but the multi-functional areas you use to host classes and cocktails are a powerful tool. If you choose to open by appointment and have to keep people spread out across the showroom, kitchen vignettes and designer tables are good options for design or sales meetings. If you don’t already have these multi-functional areas in your showroom, now is a good time to define those spaces for social distancing reasons, knowing that once things are back to normal, they can become great multi-use spaces.

Things may be stressful right now and not every showroom is thinking about making major changes. Still, even the smallest changes can make a difference to make your clients feel safer and more comfortable, now and in the future.

July 8 DPHA Weekly Wednesday Webinar.

It has been almost two months since our first dealer panel. Most DPHA showrooms had been closed for over a month, and the future was unknown. A lot has changed between May 13th and now! Every state in the US is in the process of opening, which looks different for each of today’s panelists. We had been using the term post-COVID, but at this point it’s clear that we won’t be getting past this for quite some time. Join Trish Klein of Willis Klein, Bill Feinberg of Allied Kitchen & Bath and Jonas Weiner of Best Plumbing Tile & Stone as we discuss what showrooms look like in the COVID world.

If you have questions you want to pose to the panel, topics you would love to see us cover, or are interested in participating in a panel, email us! Missed a DPHA Webinar? Our #DPHAWeeklyWednesdayWebinars can be found on the members' only side of our website here.

REGISTER NOW!

Be a Part of the DPHA Product of the Year Awards!

Has a new product been launched over the last year that deserves some recognition? Wether it is for its innovation or design, our past Products of the Year really stand out from the crowd.

The Product of the Year Awards are a great opportunity to showcase new products, especially this year when opportunities have been few and far between! The awards will be presented at the DPHA conference in October, and will be featured in Kitchen & Bath Design News, as well as other publications. Nominees and winners will be showcased to DPHA members and the A&D Community alike!

This year we have expanded our categories! Product of the Year categories include Accessories, Furniture, Cabinet Hardware, Door Hardware, Plumbing Fixtures, Water Delivery and Technology. You can see past winners here.

NOMINATE NOW!

What We Talk About When We Talk About Luxury: By Greg Rohl.

The kitchen and bath industry, and particularly the decorative or luxury segment of our business, has experienced tremendous growth over the past thirty years. If you were in the business or starting a business in the early 1980’s, you were well positioned to catch the Boomer wave, as the peak of that generation was entering their mid to late 20’s and starting to settle down and create households.

As the years progressed, the Boomer wave and its investment in homes and particularly kitchens and baths surged as incomes increased, starter homes were remodeled, sold for larger homes, and many acquired or built vacation homes featuring large kitchens for entertaining and beautiful bathroom retreats.

Appreciation for luxury was in large part driven by status, exclusivity and achievement. Brands on our clothes, our cars, our watches and in our homes signaled our success. In particular, many kitchen and bath brands found themselves well positioned as their names became desired features and go-to choices in showrooms and by specifiers. This generational wave of wealth sustained those who worked hard and had a little luck through business challenges, political seasons and recessions great and small. But, alas, nothing lasts forever, and over the past few years we’ve seen a shift as a confluence of forces are changing the way, the why and the how consumers buy.

These forces include inevitable demographic changes, but moreover the changing consumer psychographics are motivating brands to evolve the way they talk about their products. Those who market any luxury segment are and will be particularly challenged to convey value in new ways, as the very perception of luxury is being challenged. Luxury itself may need to be rehabilitated in an age of environmental concerns, pandemics and social justice. Perhaps a new language of luxury is required if we’re to convince tomorrow's customers to invest a bit more for the products we sell and specify?

The good news is that global luxury brands with tremendous resources are well aware of these changes and can provide some guidance we can use today to start reframing the way we talk about luxury and guide our customers toward the best possible solutions. Solutions that don’t signal status, but confirm their own personal values. Products engineered not for planned obsolescence, but to be repaired, reused and recycled. Managing a budget not by choosing commodities and more, but better and less. Specifying a fixture not because it makes a statement, but because it makes a memory. Designing spaces that promote wellness instead of indulging excess. And supporting brands that appeal not by being exclusive, but by connecting people and creating community.

The decorative plumbing and hardware profession is a natural “deliverer” of these qualities, and as the business world only gets more dynamic and challenging, becoming more effective communicators of our value and the value of the products we make, sell and specify is one thing that can be controlled. Look at how luxury brands within and without the industry are changing the way they communicate their value. There are clothing, housewares, retail, and even e-commerce brands that are utilizing this new luxury lexicon and if they’re customer is potentially your customer, it's time to get fluent.

“Life is Change, Growth is Optional. Choose Wisely.” - Karen Kaiser Clark

Barclay Introduces the Lilith Copper Tub.

Your bathroom might need a rustic touch added to it, and Barclay offers their hand-finished 67” Lilith Copper Slipper tub.  The interior and exterior are a dark chocolate brown featuring a Mexican Hammered Finish. Copper holds heat well, so come home to a beautiful tub, and enjoy a relaxing warm bath. Lilith will shape effortlessly into modern or vintage décor. A guaranteed splendid sight.

LEARN MORE

Gessi North America CEO, Larry Allen, Steps Down.

Gessi North America has announced CEO/Managing Director Larry Allen will step down from his position at the end of 2020 transitioning his responsibilities to Marco Meli, the company’s newly appointed Vice President of Sales. Allen has managed the North American market for Gessi since 2007 establishing Gessi as a leading brand especially within the architectural and design community. Gessi has been designing and manufacturing exclusive bathroom fittings and furnishings in Italy for more than 25 years. Under Allen’s leadership, Gessi has developed a strong presence in the North America decorative kitchen and bath products market while securing the brand in luxury showrooms, retail locations and high profile hospitality and design projects across the United States and Canada.

VISIT GESSI

Ice Cold Water Anytime You Want with the Mountain Chill®.

The Mountain Chill® unit hides cleanly and simply beneath the sink and provides 3 gallons per hour of crisp, cool water from your own faucet. Having the Mountain Chill® Water Chiller in your home is the ultimate in convenience by providing cold water for drinks and chilled water for cooking…all in an instant!

Consider pairing the Mountain Chill® with the Mountain Pure® Filtration System so cold, clean, pure water can be yours to enjoy anytime day or night. Then above the sink, utilize a Mountain Plumbing Point-of-Use Accessory Faucet to have this water easily accessible and on demand. Available in a number of styles and finishes, these faucets are designed to work seamlessly with this water chiller.

EXPLORE MORE 

Happy Birthday USA.

This is the Independence Day issue of Connections. Tomorrow, July 4, is the day we celebrate the noble experiment that has led to the greatest democracy in the history of the world. Let’s take our time machine back to the Colonial era where a group of educated, successful ideologues decided that they wanted to have a larger say in how they lived, were governed and taxed. Thomas Paine’s best-selling Common Sense argued that an island could not rule a continent. Many colonial intellectuals believed their right to self-determination was manifest from a higher authority. And given the outcome, perhaps there is more truth to that sentiment than many would like to admit.

“The republican experiment launched so boldly by the revolutionary generation in America encountered entrenched opposition in the two centuries that followed, but it thoroughly vanquished the monarchial dynasties of the nineteenth century and then the totalitarian despotism of the twentieth, just as Jefferson predicted it would,” wrote Joseph J. Ellis in his Pulitzer-Prize winning book, Founding Brothers. In 2020, the United States is the oldest enduring republic in the history of the world, with a set of political institutions and traditions that have stood the test of time.

When we look back on the revolutionary era, it’s hard to imagine how our founding brothers believed that they could defeat the most powerful military in the world and win. How could they imagine that creating a republican form of government based on the principle of popular sovereignty could succeed when it had never done so previously for any sustainable period of time or attempt to oversee a landmass as large as the 13 original colonies?

Brilliant, principled men with a dream met in Philadelphia in June and July 1776 to debate breaking ties with their motherland and declaring independence. John Adams, who was very much the COO of the American Revolution, convinced Thomas Jefferson to draft a formal statement to justify their actions. Jefferson was up to the challenge. On July 2, 1776, the Continental Congress voted affirmatively to become independent. Two days later, the Congress formerly adopted Jefferson’s declaration. For the past 244 years, Americans have celebrated this remarkable event. As we barbecue, enjoy the summer weather with family and watch fireworks, let’s take a moment to reflect and marvel at the unfathomable accomplishment that resulted from our founding father’s vision. We enjoy the great fortune and opportunity – despite all of our problems and current day political climate – to live in the greatest republic in the history of mankind. Enjoy our independence and freedom.

HamatUSA Launches Pair of New Anti-Microbial Finishes.

HamatUSA is excited to announce that their new 2020 Catalog and Pricebook containts a revolutionary new pair of finishes – PVD Brushed and Polished White Copper.

Hamat has integrated CuverroShield™ into their own proprietary formula to create PVD White Copper. This finish has all the anti-microbial properties of copper in a more aesthetically pleasing nickel tone. This finish kills 99.9% of harmful bacteria such as MRSA Staphylococcus E Coli, and VRE within 2 hours. The finish is easy to maintain and extremely durable.  PVD White Copper never fades or wears away. It is also tarnish resistant and will not oxidize.

Even more relevant, according to the NIH National Institute of Allergy and Infectious Diseases, as published in the New England Journal of Medicine on March 17, 2020, copper was effective against Coronavirus. They found that no viable Covid-19 virus was measured after 4 hours. We have also tested the finish independently and found the same results.

White Copper is available on the Gal Pull Down Kitchen Faucet, contemporary soap dispenser, and our new Clear Lavatory Faucet – the first bathroom faucet in the United States for HamatUSA. These finishes will be in stock by September, and we plan on expanding offerings available in White Copper in the next few months.