DDI System Hosts Webinar on Conquering Disruption.

Join DDI System on Thursday, October 22nd at 1:00 PM ET for a webinar on conquering disruption.

• Increase Customer Engagement - Easily track and report on detailed customer activities information, allowing your sales team to be proactive and equipped with conversational touch-points related to contact activity and order history.
• Keep Up with the Modern Buyer - Real-time ERP & eCommerce integration provides a consistent and connected online webstore with customer self-service access and the ability to take orders 24/7.
• Gain Speed and Efficiency at the Sales Counter - Single-screen order entry and detailed product availability delivers fast, personalized customer service that leaves a lasting impression with potential buyers.
• Manage Your Business On-the-Go - Enable your sales team with the information they need to take immediate action. Touch-screen technology lets you easily create a quote or order and see customer service details.

REGISTER NOW!

Franz Viegener Reveals New Website Design.

Franz Viegener has been working on revamping their website and they have proudly unveiled it! The new site was designed to be an experiential destination; showcasing the brand’s expertise and creativity.

The new platform has been designed to deliver kitchen and bathroom design and product inspiration, down to the smallest detail. Each product has sections for kitchen, lavatory, shower head, hand shower, body spray, wall valve, tub and accessories. Care and usage for Chrome, PVD and Powder Coat provide important details about how to clean the products without damaging the finish.

To further enhance the functionality for the design trades, there are download links to BIM tools: .dxf, .pdf, .rfa, .skp, .dwg, .dwfx and .ifc.

EXPLORE FRANZ VIEGENER

Adream Decor Welcomes Brianna Lockstedt to Their Team.

As a new talent in the industry with 2 years of experience as an outside sales rep, Brianna realized her heart and passion is in the decorative hardware and plumbing industry. Customer Service is in her blood and she is ready to help fulfill her customer's needs to increase sales and profitability with the highest level of customer satisfaction. Brianna will be covering South Texas and Louisiana.

Brianna can be reached at Brianna@adream-decor.com.

Litze® Bath Collection by Brizo® Now Available in Brilliance® Luxe Steel™.

The simple, yet intricate design of the Litze® Bath Collection is a stunning way to bring refined style to the bath. This collection is now available in Brilliance® Luxe Steel™ finish, for a look that effortlessly bridges elevated and industrial. It is available in a variety of spout configurations, finishes and handles to provide a wealth of options to suit any space – and taste. Artful details, like finely crafted knurling texture, reward close attention and give the Litze® Bath collection uncommon depth.

DISCOVER LITZE BATH

Looking To Improve Your Business? Listen To Your Team. By DPHA Fellow Jeffrey Valles, Colonial Bronze

It was mid May 2020 and I had just finished a webinar hosted by hospitals all over Canada and the US who were cleaning up after their first wave of Covid-19 patients. It had been a harrowing experience. Healthcare individuals went in knowing little to nothing, and now they had an understanding of what had worked and a vision of the future. The webinar’s panel consisted of the heads of Princeton and Stanford hospital divisions, the head of healthcare design at Gensler and the C.E.O of The Center for Health Design. It was a heavyweight group and they all agreed that when they accepted their first Covid-19 patients, they had no real plan and empowered their staff do whatever they thought best. Process was thrown aside and these top institutions were flying by the seat of their employee’s pants. One gentleman openly told us that he was completely overwhelmed and without the insight and inventiveness of his staff, the situation would have been much worse.

They all described amazing homemade protective outfits, industrious engineers utilizing four foot diameter tubing to re-route an entire floors airflow and new, effective triage processes that saved patients and employees lives. The nurses, engineers and custodial teams worked together to fabricate on-the-fly solutions to keep the spaces clean, the patients isolated and create safe accessibility to deliver exemplary healthcare.

These professionals were living in an entirely new situation. They leveraged their many years of experience to create solutions to situations the healthcare world had never seen. Management knew this and listened, acting to create the best situation for everyone’s success. If they asked for something, they got it. NO questions asked. This is a classic example of bottom up learning. Management trusted their employees and were rewarded with stellar results.

Your employees are every bit as talented at what they do, or they would not be your employee. They know their job and consistently deliver solid results. So why not heavily involve them in all your process decisions and give them the tools they request to improve their performance?

In many successful companies, management allows its employees the space to handle their day-to-day situations as they see fit. But rarely does management sit down with their individual team members to learn what company policies are getting in the way and what support tools are lacking. Every day your company has access to valuable information and in many companies all that insight remains locked inside your employee’s brains.

I suggest that you and your managers casually meet with each employee individually, listening to better understand their world and learn what they think is the best way for them to perform at a higher level.

These meetings must be one-on-one. If they are in a group, the loudest member of that team will drown out the more introspective people, and others will fear their ideas will be judged negatively by the group. When you meet with people privately, many people will be more comfortable and will find it easier to share their thoughts. With so much to gain, it is worth the extra time to meet privately.

For the best results, I suggest the meeting follow this simple process:

1. Let the employee know you value their work and you are trying to better understand their day-to-day situations and learn how to help them improve.
2. The first question is WHAT are the situations they dealing with?
3. When they describe a newly emerging issue, ask them how they handle it and what tools do they need. Here it is important to stay away from asking WHY you need that. WHY is this happening, A WHY question here can lead the discussion into personal feelings and that is not the reason for the discussion. You want to learn what is happening, how they are handling and what can be done to make it easier for them to succeed.

If you decide you are going to embark on this learning process, you cannot interview your employees and do nothing. They need to see their honest thoughts acted upon. If you talk with everyone and nothing happens, you have lost short term and long term opportunities to improve your business. Your employees will not trust the process the next time and you will have likely damaged your company’s culture.

Carrying out this process to its end will allow you to gain more insight into your company, increase your empathy for your employees, generate wonderful ways to support and improve your teams and enhance your company’s culture.

Remember: “Culture eats strategy for breakfast.” Quotation attributed to the late business management guru Peter Drucker.

Inside the Craziness of a Creative Mind: Thoughts from DPHA Fellow Tom Cohn.

I have to admit, I’m struggling a bit. Maybe it's a combination of the uncertainty surrounding COVID-19, figuring out how to make virtual events as compelling as those in-person, worrying about good friends facing challenges or keeping the team motivated and happy. What else would explain waking up in the middle of the night wondering how to best communicate the outstanding education programs that DPHA will offer at next week’s virtual Conference October 22-23 and the best guidance for Showcase exhibitors to take advantage of a virtual platform at DPHA? In the middle of the night, my mind races and I can’t go back to sleep.

A better answer just might be one that many DPHA members share; we have creative minds. Unlike most others, as someone who communicates for a living my mind starts to spin when certain words and phrases are uttered or read. An example, when my wife says, “I’m going to jump in the shower”, I respond by advising to stand, it’s much safer. Writers, designers, marketers and many showroom professionals are creative. Their minds never seem to shut down. Why? In his classic work, A Whack on the Side of the Head, Roger von Oech explained the art of creativity is the ability to look at the same things differently. That’s why we see things and imagine infinite possibilities when our friends and others are generally happy with the status quo.

Sometimes I don’t know how or why my mind works the way it does. I wanted to find out how a creative mind works, so I received insight from writer Hannah Heath, who identified nine characteristics of creative brains.

Creatives believe they are the threshold of something big. We believe that perfection is achievable even though we never can get to perfect. We always think that there is a better solution, a more appropriate scheme, a small detail that needs to be addressed even after we publish or hit send. We can’t get discouraged, because the next column, guide, manuscript, etc. offers another chance to reach perfection.

Failure is not an option because we have faith that our talent will always reign supreme. We don’t and can’t quit simply because we are ahead. We push ourselves to try and reach the next level to help assure that we will not fail.

We can’t ignore our creativity. There’s no on-off switch in our brains that controls our creative mindset. When we are not creating something, we are thinking about creating something because it makes us feel better.

We are dreamers. We envision being on top of the profession, being the go-to resource in our market, the person that the trade publications call to ask our opinions because they matter the most.

Creative minds can’t be explained, even to ourselves. That’s why when we walk into the showroom or stand in the shower, fireworks go off. We imagine new spaces, creative applications and better solutions. That’s why we wake up in the middle of the night, ready to go. There is no logical explanation. It’s just who we are.

We are our own worst critics. Yes, we take pride in our work, but we constantly second guess and are not able to evaluate our services objectively.

Being creative can be lonely. We understand that our lens is different from most others. That’s why we feel colors, taste emotions and touch sounds, as Heath notes. At times, we incorrectly believe that we are the only people who see the world the way we do and that can be lonely.

We love what we do. I have started to field questions from friends and DPHA members about when I would plan to retire. My response is why retire? I love what I do and I could not imagine doing anything else. Could you? What makes your creative mind tick? Let’s share experiences on DPHA’s Facebook or LinkedIn pages.

How is Your Communication? Thoughts from DPHA Fellow Kaye Powell

When I was in the showroom, getting a professional to return my call was not too difficult. How-ever, since retiring and moving to a new area where I am not known, getting return calls from showroom professionals and contractors has become very challenging. Calling a business that is busy is understandable, but calling a business that is too busy to return calls at all is unprofessional and will eventually hurt the business. There is a saying that a good review for a company will result in one or two leads, but a bad review will be the topic of conversation for a long time. I do not think these business professionals intend to do this, but I have experienced it again and again.

Thinking that the project is too small or insignificant is very short-sighted. I hired the contractor who renovated my kitchen to do my deck a few months later because of the quality of his work and his professionalism. The showroom that returned my calls and got the quote done on time got the contract. Several showrooms I visited didn’t even show interest in my projects! Now fast forward to Covid-19 times. Communication is more vital than ever as people are more isolated and want-ing the spaces they spend their days in to be more functional and more beautiful.

So how can showrooms approve upon their communication? Keeping track of promises on a scheduling calendar is helpful. Asking the client for a good time to call and suggesting a date or two is a great way to make them feel that their project or business is important to you. Following through is imperative. It only takes a minute to admit that you are running late and ask for an ex-tension or another appointment. However, not returning the call will result in anger, frustration and a loss of business. It is also a good idea to ask if there is a preferred way to communicate. Phone, email and text are all options and some will prefer one over the other. Designers, contractors and industry professionals are focused on protecting their reputations with their clients too. Helping them do that will cement a good working relationship with them.

Managing your time well will also reduce stress. Be sure to block out time to complete the tasks promised before the promised date. During these changing times, be thinking not just of today’s project, but remember that the future may be determined by how well the communication is to-day.

Gerber® Plumbing Fixtures is Thrilled to Unveil its New Website.

At the end of 2019, Globe Union Industrial Corporation, parent company of Gerber, announced the integration of Danze® by Gerber products into the Gerber brand family.

Gerber is going to market with a single brand voice and introducing all new products exclusively featuring the Gerber brand name, while executing a running change for the transition of existing Danze by Gerber products.

The new website is the next significant step in this brand transition. The site offers more robust functionality, the ability for visitors to engage with the entire line of products in one place, and an overall enhanced experience representing the Gerber brand.

EXPLORE THE SITE

Foster Brings You: The Michelangelo Sink.

The Michelangelo sink is the perfect embodiment of the combination between design and functionality. Its minimalist but original shape with perfectly square edges and diamond-shaped bottom allows for the perfect flow of water and for you to create a unique look with its angles. All while still becoming a complete workstation sink with its comprehensive accessories.

Another unique feature is the slanted edges on the bowl that create an illusion of the bowl looking larger than it really is. This model comes in an array of sizes and shapes to suit the style of kitchen you are envisioning. This is one of many hand-crafted, hand-finished Foster products that represent our Italian heritage of design, performance, and functionality.

DISCOVER MICHELANGELO

BARiL Launches New Bathroom Collection and New Finish.

BARiL has launched a sleek new bathroom collection called PETITE, as well as their new finish, black titanium.

Born from the desire to offer a versatile and timeless product, reminiscent of the ubiquitous little (PETITE) black dress, this collection will seduce you by its simplicity. Composed of accessible faucets and accessories, PETITE displays delicate and refined lines, yet is built with solid premium components. This collection is available in a wide range of finishes, including their new Black Titanium (KM).

Their new black titanium finish offers a rich, refined look with a satin sheen. This sober and elegant finish complements perfectly the fine lines and design of the faucets of their new collection.

EXPLORE BARiL

Gessi Introduces New Hi-Fi Thermostatic Mixers.

Gessi engages with water in a whole new way, injecting a sense of harmonious nostalgia with a thermostatic shower mixer that replicates the iconic look and feel of a stereo system from the 1980s and 1990s. Their new Hi-Fi Thermostatic Mixers go beyond retro-inspired aesthetics to offer high-fidelity technology for water delivery with accurate precision and perfect ergonomic design.

The Hi-Fi Collection is a unique addition to the bathroom furnishings market, providing an interactive interface to manipulate every aspect of the shower experience. The controls have been designed to mimic the tactile sensations of period stereo sets with clicking buttons and turning knobs, bringing the satisfaction of fine-tuning and the relaxation of music into a soothing wellness environment.

DISCOVER GESSI

Marketing Content Hierarchy of Needs

The hierarchy of human needs is a psychological theory developed by Abraham Maslov. At the base are the need for basic necessities such as food, shelter and security. Those must be satisfied before moving on to other human needs such as relationships and self-actualization. Marketing expert Mark Schaefer recently used Maslov’s hierarchy to help businesses best employ content.

At the base of the content marketing needs pyramid is the need to answer questions. One of the most effective tools to drive traffic to your website and social media platforms is to answer the questions that your customers ask most often, such as how much does a new bathroom cost? Answering questions can be limiting, however, because once someone has an answer, what is the reason to stay or return to the site?

The second rung of the content marketing pyramid is to teach. Teach your customers and prospects how to select decorative plumbing and hardware, how to prepare for a showroom visit or survive and thrive during the renovation process.

The third rung of the content market pyramid is emotional connection. Emotional content connects customers more deeply and converts them from purchasers to raving fans. Apple and Starbucks are two iconic brands that have established emotional connections with their customers. You most likely have customers who can’t thank you enough for creating a dream space in their home. Leverage their “love” through video testimonials, open houses for neighbors and friends and other means to drive more traffic to your website and showroom.

Inspiration is the final rung of the content marketing hierarchy of needs. Content that inspires prospects to act and stand up and take notice. Inspirational content may be dramatic before and after images, innovative design that most others are not capable of developing or awe-inspiring testimonials from satisfied customers.

DPHA members are in competitive markets, making it essential to capitalize on opportunities to differentiate based on the different rungs of the content marketing hierarchy of needs.

Zitta Group Shares New Slik Portfolio Collections with New Website.

Slik Portfolio presents their most innovative and trendy designs. It brings forth sophisticated and advanced design ideas. Here you will find unique and refined bathroom products that are manufactured with the highest standard of quality. The Slik Portfolio series are meticulously drawn to act as the corner stone of your bathroom design, the focal point of your decor. It will bring a uniqueness to your bathroom that is sure to impress.

DISCOVER SLIK PORTFOLIO

Barclay Introduces Bailey Farmer Sink with Ledge.

Barclay Products' Bailey Farmer Sink with Ledge features a large size and sleek design.  Sporting an attractive Solid 16 gauge, 304-grade metal construction, it will surely catch and please the eye. The sink is insulated for sound reduction.  Available are Coordinating accessories that include wire grid, colander, basket, drying rack, and cutting board for separate purchase.

CHECK OUT BAILEY

Our Love-Hate Affair with Email

American workers have begun a love-hate relationship with email. Communicating by email can enhance communications by quickly disseminating information and providing fast response to inquiries. It can also allow for quicker problem-solving and more streamlined business processes. That said, we've become so conditioned to the immediacy that the lack of a response can drain productivity and increase stress. Remember when an excuse for nonperformance was so and so did not return my call? Now the excuse is so and so has not responded to my email. Neither is a good one.

There are good reasons why someone may not respond immediately to an email. There are just too many emails, and often the important ones get lost in the noise. The challenge is to determine how to effectively filter what's important and what's not. Nearly 70% of workers report that email makes them feel the most overwhelmed at work, spending almost 25% of their time checking it. According to a Symphony global collaboration survey, that's more time than most employees spend doing actual work.

Companies understand the time-sapping downside of email checking. Some companies have established policies that permit employees to ignore emails after a certain hour of the day. Especially after hours, few emails require an immediate response. An approach like this helps employees understand there is no need to monitor their inbox after hours.

The quality of messaging also impacts response time. Emails that have a clearly defined call to action typically will receive faster and better responses. Similarly, the amount of information in an email will affect response and timeliness. If you provide too much information, it may cause the recipient to put your email on the back burner. Also, offer options in an email. You don't want to paint a recipient into a corner and force them to make a decision they may not want to make.

Sometimes using email is not the best way not to communicate. If you are looking for a decision or need to address a sensitive issue, a phone call would generally yield more timely and effective results.

Meet Serres, a Summer 2020 Introduction from Allegri Crystal by Kalco.

Allegri Crystal by Kalco recently launched its Summer 2020 lighting collections that highlight quality crystal and contemporary designs.

With a structural stainless steel form in a matte black and polished nickel finish, the Serres collection features hand-etched rectangular Firenze crystal blocks that showcase the artisan craftsmanship of every Allegri Crystal piece.

Illuminated by driverless LED technology, Serres’ crystal displays a beautiful multi-faceted light. The collection is available in a wall sconce, island and chandelier options to offer contemporary, clean lines and brilliant versatility to kitchen and bath spaces.

Explore Serres Collection

Introducing INABOX by Aquabrass – Distributed by AD Waters.

INABOX is the latest innovation when it comes to designing a smart, efficient, versatile and cost effective shower space.

Designed in Canada and distributed by AD Waters, the INABOX shower faucets from Aquabrass provide the most complete and adaptable contemporary thermostatic shower system in one compact easy-to-carry box. Available in polished chrome, matte black and brushed nickel, INABOX comes in 4 different configurations, and includes several well thought-out shower components:

• An oversized rainhead with a choice for ceiling or wall installation
• An ergonomic push-button multifunction handshower with a choice of 2 supports (rail and hook)
• A compact trim set with an innovative installation system (horizontal or vertical installation, clip-on fastening system & hidden adjustment, quick and efficient access to rough-in)
• INABOX offers additional options such as body jets, tub spout and wallmount dual function rainhead (rain and cascading chute) to complete your dream shower.

DISCOVER MORE

New Member Spotlight: Meet Deco & Deco.

Steeped in tradition, Deco and Deco inspires perfection through its years of excellence in produce and distributes premium decorative hardware, launched a new collection highlighting solid extruded brass cabinet hardware and high-end drapery hardware collections and accessories, from Italian Murano glass to imported crystals and hand-sculpted metals.

Available in print and online at decondeco.com, these highly functional catalogs features unique Deco and Deco cabinet hardware and drapery hardware collections including Murano, Crystal, Acrylic and Metals. Each collection includes a range of new and returning products as well as accessories available for order in an array of sizes and up to 13 finishes.

Deco and Deco has over 40 years of experience in the decorative hardware industry.

Is it Time to Update Your Website? By DPHA Fellow Hank Darlington

For 22 years, I had the pleasure and honor of writing a monthly article on showrooms for Supply House Times. After 20 years at Supply House Times, my very first editor, John O’Reilly, left and joined a public relations firm that specializes in the plumbing/heating industry, now named Greenhouse Digital + PR. John recently wrote an article that I think applies to all of our members at DPHA entitled “Jumpstart Your 2021 Plans with a New or Updated Website.“ Consider each of the questions below as you determine whether you need to update your website for 2020.

1. Is your website optimized for lead development?

Lead generation is the most important aspect of marketing. Your website can be a key tool in obtaining leads to take to your sales team. A great way to obtain customer contacts is with content offers such as e-books, guides and white papers.

2. Does your website have a “FAQS” page?

Your customers rely on you to solve their technical queries. A frequently asked questions page that is user friendly and offer solutions to common questions and issues is an absolute must-have for building product manufacturers.

3. Are you using your website as an online product catalog?

A lot of building product websites are optimized for a beauty contest as opposed to what their audience is really looking for: answers to their questions and a clear path to specifying and/or purchasing the products they need.

4. Are you using your blog page for inbound marketing?

Your blog page is a great way to generate leads. You can use your blog as a portal to other content offers with a call to action or even a pop-up such as “Download the Complete Guide.“

5. Is your website mobile friendly?

Put yourself in your audience's shoes. You’re on the jobsite and you’re trying to troubleshoot, what do you do? You use your cell phone to google the solution. A mobile friendly website plays a big role in your Google ranking and SEO score. Make sure your brand shows up for those “on the job“ searches.

6. Are you thinking about your audience?

Does each audience (architects, designers, contractors, engineers, homeowners and showrooms if you’re a manufacturer) have a page geared toward their interests and pain points? Most brands are aware that their audiences have unique pain points in product features that get their attention.

7. Is your website easy to navigate?

Ever visited a website and felt overwhelmed because you’re not getting the information you need in a fast, efficient way? Don’t let your brand fall under that category.

8. Does your website feature videos, case studies, how-to installation videos, product demos, and customer testimonials?

A key strategy right now would be to focus less on selling and more on building campaigns to drive awareness. Your site should focus on educating customers and demonstrating how you can solve their problems. How? With content marketing. Content marketing is one of the most effective methods of growing audience engagement, developing your brand presence and driving sales. If you’re not currently investing in search ads, now is a great time to focus on your content marketing strategy to drive organic traffic and nurture leads through the buyer's journey.

These are great questions...and reasons why you need to take a hard look at your current website and digital marketing.