Friday, January 29, 2021
Pace Supply Welcomes Eric Gonzalez as new Director of Showrooms for Premier Bath and Kitchen.
Aquabrass Introduces Barley Kitchen Faucets - Distributed by AD Waters.
Water, Inc. Appointed SMEG's Western US Distribution Partner.
Water, Inc., a DPHA member since the very beginning, is a premier distributor and supplier of drinking water filter and purification products, whole house water treatment systems, decorative plumbing and luxury appliances. Stay tuned for more new partner announcements from Water, Inc!
Americh Enhances Product Offerings with Launch of New Bathtub: Valerie.
Valerie is constructed of long-lasting and durable acrylic that provides a non-porous surface for easy cleaning and sanitizing, and an enduring brilliance that will stand the test of time without fading.
Valerie includes an integral waste and overflow in polished chrome, and is available in a variety of Americh colors. Dimensions are 72" X 40" X 24".
Thursday, January 28, 2021
The Lowdown on the New Payroll Protection Program.
The December 2020 Act also amended and extended the employee retention credit of the original CARES Act and allows eligible DPHA members to obtain both a PPP loan and claim an Employee Retention Credit for 2020, which was not possible under the original CARES Act. The eligibility requirements to take the tax credit are complicated but do provide a tax credit of up to $5,000 per employee for compensation paid between March 12 and December 31, 2020, but only on wages where the business was shut down due to government order or experienced a large decline in year-over-year gross receipts. There are lots of qualifying criteria necessary to take the tax credit. Determining whether your company is eligible should be determined by a qualified tax professional. Even if you don’t qualify for the tax credit, don’t miss out on the additional PPP loan opportunity!
The Definition of Success: Are You Growth-Minded or Fixed-Minded?
In her best-selling book Mindset: How We Can Learn to Fulfill Our Potential, Columbia University Professor Carol Dweck terms these two groups of people as growth-minded and fixed-minded. Dweck writes, “A growth mindset is based on the belief that your basic qualities are things that you can cultivate through your efforts. Although people differ – in their initial talents, aptitudes, interests or temperaments ¬¬– everyone can change and grow through application and experience.” In other words, you can succeed if you take control of what you do.
On the other end of the spectrum, fixed-mindsets believe that they are incapable of changing and there is no use in trying because no matter what you do, the result will be the same. Not believing you can be successful is a self-fulfilling prophecy.
Think about the people you know who are successful. Do they honestly believe that their success was pre-ordained? They take risks. They have sleepless nights. They always strive for improvement. They believe perfection is an achievable goal. They make mistakes, but strive to learn from them and move on.
Which group are you in? Fixed- or growth-mindset? If you are in the latter, the chances of achieving your dreams are greatly enhanced. If you are in the former, the is no time like the present to change.
Thursday, January 21, 2021
New Member Spotlight: Meet Trueform Concrete
Trueform’s mission is to champion concrete as the ultimate material for creative expression. They do so by creating signature product lines as well as custom, build-to-spec concrete pieces for clients around the globe. Concrete's unparalleled versatility earns it the reputation of being a choice material for those seeking a multitude of design options. It can be cast into nearly any shape - in nearly any color - and routinely finds its way into architectural features for residential, commercial, hospitality and recreational settings.
While they offer a variety of off-the-shelf solutions, what sets Trueform apart from other manufacturers is their agility. The fact that all of their pieces are proudly hand-crafted in NJ gives them endless flexibility and control when it comes to attributes factors such as color, shape and size. They are therefore a key resource for those seeking sinks in precise dimensions or those with unique or otherwise impossible-to-find features.
Having opened their doors in 2006, Trueform has worked alongside thousands of architects, designers and homeowners to create custom sinks, vanities and other concrete architectural features. Respect for the craft and attention to detail goes into every product that leaves their facility. Trueform Concrete is extremely excited to be a part of DPHA because they recognize all the talent in this association and are shifting business strategies to enter the showroom business in order to provide showrooms with a new alternative source for decorative sinks.
BOCCHI's Forte Sink is Latest Product to Join Established Line.
The Forte is now in showrooms and is currently available in a 30-inch edition. Colors include white and black, in both matte and glossy finishes. Other colors available are glossy biscuit and sapphire blue, as well as matte gray, dark gray and brown. Its blend of organic materials and aluminum provides the warmth and elegance of fireclay with the added strength of metal. The ultra-thin walls bring an updated elegance to the already trending farmhouse sink.
Metal Style Bouvet Introduces the Latest Handle Collection from Alfredo Porro: Bronzo.
Inspired by Haute Couture, the Bronzo collection is divided into four styles of pulls and knobs.
Completely made in Italy with the finest bronze, each handle is sand casted and then finished by a skilled artisan, giving more character and uniqueness to each piece. This timeless collection will complement any decor easily, giving a touch of elegant exclusivity to each home.
Gerber® Plumbing Fixtures Adds New Bridge Faucet to Parma® Collection.
The Parma collection exudes a contemporary design with slim cylindrical details and modern minimalist touch. The line also includes pre-rinse, pull-down, single handle, and bar faucets, as well as a wall-mounted pot filler. For an aesthetic that can be carried through the home, Parma also includes a full offering of bathroom products.
Atlas Homewares Introduces Three New Collections and New Finish.
Atlas Homewares is pleased to introduce three new collections of knobs, pulls and appliance pulls: Erika, Lennox and Sweetbriar Lane. In addition to three new collections, Atlas Homewares will debut a new finish, Café Bronze (CFB), as well as product extensions of their existing collections, Steam Punk and Bronte, in 2021.
Erika
Erika favors the traditional look, but makes a striking impact with clean lines and a contemporary feel. This collection is available in five finishes and seven pull sizes, including an appliance pull.
Lennox
With its minimalistic form and subtle curve, the Lennox collection makes a powerful statement. This collection of knobs and pulls is available in six finishes.
Sweetbriar Lane
A reinvention of its parent, Sutton Place, the Sweetbriar Lane collection is refined with a tailored look. The 10-piece collection is available in knobs, pulls and appliance pulls in six finishes.
The Café Bronze (CFB) finish is a relieved bronze hue with gold highlights reminiscent of a fresh café americano. Shown here is Steam Punk, which has been extended to include three new sizes as well.
Friday, January 15, 2021
Delta Invites You to Newest Webinar in Pipeline Series.
January 20, 2021 @ 1:00 PM ET / 10:00 AM PT
MTI Introduces Adel 2: A Stylish Solution for Small Spaces.
DDI System Hosts 20 Minute Software Demo: Learn How to Keep Your Customers Close.
January 21, 2021 @ 1:00 PM ET / 10:00 AM PT
During this no-cost online event, you’ll get a hands-on look at how Inform ERP Software and Inform eCommerce Pro helps distributors:
- Strengthen customer connections with detailed contact history, follow-up tasks, and professional quoting tools
- Offer a seamless shopping experience with built-in eCommerce and real-time ERP integration for accurate inventory levels & pricing
- Serve customers instantly from anywhere, anytime with a real-time sales suite on your smartphone or tablet
What We Learned From Our Member Roundtables.
- Most showrooms have gone to appointment only and are finding their clients to be more prepared and more serious shoppers. Some showrooms plan on staying appoint only in the post-Covid world, while others will return to their more retail focus.
- The increase in online shopping has affected the customer expectations, bringing added challenges to the showrooms. Showrooms must focus on selling on value and expertise rather than price. Showrooms also have to adjust their stocking position and selling based on availability to compete with Amazon's two-day delivery.
- Reps and dealers would like manufacturers to rethink their return policies and restock fees to allow easier selling against Amazon.
- Samples are HOT! With access to the showrooms limited, designers and consumers alike are asking for finish samples. However, they are still often hard to come by.
- There is a shortage of trades people across the country.
- Costs of raw materials in our industry are increasing, with two to three increases happening since Covid started. Expect significant price increases this year.
- A main challenge right now seems to be getting in front of the A&D community because they have all decentralized away from offices and will probably be some of the last to go back to the office.
- General consensus is we will not return to "normal" until at least mid-year or until the vaccines have been widely distributed.
If post-Covid life is anything like after the pandemic in 1918-1919, get read for the Roaring 20's! Our next Member Roundtable will be hosted in April, so stay tuned for registration information!
Wednesday, January 13, 2021
Showroom Training With Your Local Sales Representative: By DPHA President Ryan Paul, with input from Dealers, Manufacturers and Independent Sales Reps.
A great sales representative knows a “one size fits all” approach is a poor way to train. As an expert both on product and on sharing information, a quality sales rep succeeds in exciting and motivating listeners. When focusing on a strategic purpose while also resonating with participants, the sales representative becomes an even more valuable asset to the manufacturer and showroom. Such expertise often becomes the deciding factor when the showroom chooses to partner with a brand, or a manufacturer chooses to contract with an independent rep agency.
Your local sales representative knows their local market and has the personal relationship with the showroom sales teams that contributes to effective brand and product training. As a result, good things happen. Everyone benefits financially.
LOCAL MARKET
A significant aspect of valuable training includes information about what is happening with the manufacturer and the product segment on a national level. Also important, is how the brand and new product fit into the local showroom and market. The local sales representative is in a strategic position to understand the micro-geographic market, allowing them to train on how the brand or product fits the need in a specific showroom.
A quality sales representative focuses training on aspects that most impact sales staff in their specific market. Styles and finishes that sell in one part of the country aren’t necessarily appropriate for the consumer and showroom in another market. Local design trends from New York to California to Florida to Texas are often not the same. Regional certification and code requirements differ from market to market. Finally, the sales representative can employ relevant examples trending in their market.
LOCAL RELATIONSHIPS
The local sales representatives in the field maintain and cultivate relationships with the showroom salespeople, architects and designers in the territory. Consequently, local sales reps know what interests and excites showroom personnel as well as their level of industry knowledge. That understanding enables the local sales representative to cater a training specific to the needs/wants of that showroom and each salesperson. Such presentations connect on a personal level of understanding and empathy. Personal relationships most often make the difference between success and failure.
The local sales representative is balancing not only the qualities of the brand and products they are engaged to represent, but also the concerns and interests of the local showroom and their sales people. The local sales rep is best positioned to address genuine concerns from a showroom honestly yet diplomatically, allowing relationships to grow and strengthen. Over time, a bond forms between a quality local sales representative and the local showroom sales people. That increases the ebb and flow of discussion because everyone feels more comfortable and open to embracing new ideas. Open and involved discussion during a brand and product training leads to better understanding and willingness to in turn share with clients and customers. The showroom appreciates and relies on information from a trusted local sales representative with a long-standing relationship. Education takes root.
DPHA SALES REPRESENTATIVES
The industry expects DPHA sales representatives, the crème de la crème, to have a deep knowledge of their industry, the product, and the ins and outs of each brand they represent. Most representatives have a long and enduring historical perspective of those brands. They tie that background into top-tier training on luxury brands and products. A respected DPHA sales representative presents with a targeted approach while simultaneously capturing the attention and developing the enthusiasm of their audience.
In the face of the pandemic, this group of sales representatives has been adapting and changing more than ever. This includes, amongst other activities, the rise of web-based video training. Many DPHA representatives have built long-term relationships that open doors and computer screens to the opportunity of conducting a training.
THE FUTURE OF TRAINING
As we emerge from the pandemic into an ever-evolving world and marketplace, training platforms and approaches will also have to evolve and most likely include a mix of formats. Web-based live video training is a creative way to stay in touch and help deliver time-sensitive training on new product and programs to multiple people and locations. In addition, there will be a place for vendor created “canned” video training modules that a showroom can use flexibly to provide training on specific products when time allotment is tight or irregular.
In-person training proves the most effective at building a stronger personal connection, which ultimately facilitates a feeling of trust, comfort, and excitement towards a brand, products, and the people who represent them. In-person training permits interaction, which fosters reading the audience. Thus, the sales representative directs the discussion where it needs to go for a lasting impact. Sometimes an in-person training will consist of a complete staff training, sometimes a one-on-one training… sometimes a time slot of up to 90 minutes… sometimes as short as 15 minutes… sometimes very basic… sometimes more advanced and technical. These trainings are uniquely tailored to the audience and the salesperson’s availability.
The local DPHA sales representative exudes passion about their industry, their brands and products, and their partnerships with local showrooms. They offer a valuable perspective for impactful showroom training. Please invite your local sales representative in and reward the best with mutual support, partnership… and business.
Top Knobs Offers A First Look at New Product Introductions Launching Throughout 2021.
Top Knobs is excited to announce four new additions to its ever-growing catalog in 2021. During this year’s virtual KBIS experience, Top Knobs provides designers and homeowners an inside look at the new Regents Park collection of knobs, pulls and appliance pulls as well as the new Mixed Metals Bit pull series. Additionally, Top Knobs expands on the Charlotte pull series and the Bit pull series.
The Regents Park Collection
Inspired by the royal grounds of London’s Regents Park, this new collection bestows interior designers and homeowners with the innate poise and rich personality of European design. Comprised of 258 pieces and five series, Regents Park welcomes the romantic ambiance of this noble British estate into the home. The five series of knobs, pulls and appliance pulls include, Clarence, Kingsmill, Cumberland, Ulster and Ormonde.
The Bit Series Mixed Metals Expansion
Forge a feeling of wonder and excitement with the new mixed metals Bit series expansion. This new look shies away from the classic appearance of one-tone decorative hardware and presents an eclectic mix of 36 pieces in Top Knobs highly sought after Flat Black finish paired with the Honey Bronze or Antique Pewter finishes.
The Charlotte Series Size Expansion
With influences rooted in the timeless appeal of 19th-century design, the Charlotte series of pulls and matching cup pulls features a harmonious blend of traditional charm and contemporary style. The expansion invites four new sizes to the series including 8” cc, 12”cc, 12” cc appliance pulls and 18” cc appliance pulls.
The Bit Series Size Expansion
Top Knobs invites modern edge to interior spaces with the expanded Bit series. These smart and sleek cabinet pulls invigorate kitchens and baths with a powerfully level hand grip and a detailed base that exudes authority. Now available in 5 1/16” cc, 6 5/16” cc, 7 9/16” cc, 8 13/16” cc, 12” cc, 12” cc appliance pulls, 18” cc appliance pulls.
Friday, January 8, 2021
Wetstyle Teases What's Coming in 2021.
Quick Ship Program returning with an initial stock of 1,500 sinks including popular and frequently ordered lavatories and vessel sinks.
IMPROVED ORDER TRANSPARENCY - Q2 2021
Coming early next year: ability to see the status of your order in the production process with automatic email notifications at each stage of the process.
CUSTOM SINK PROGRAM - Q4 2021
Ability to customize your sink with sizes ranging from 20" to 109" in length, number of basins from 1 to 4, position of basin in counter top and custom colors. å
Frank Allart Expands Allart Precision Collection.
The collections are available in over 30 different finishes and patinas, with the option to mix the finish across the product,
A comprehensive product specification and how to order/coding section is included to help you choose and order.
Franz Viegener Received Two 2020 GOOD DESIGN Awards for the Kitchen Collection and Seven Collection.
The Kitchen Collection is the brand’s entrée into the kitchen category and is available in the standard-size and in the larger pro-style faucet. The faucet’s powerful performance is bolstered by elegantly curved modern lines, while its inherently utilitarian nature is elegantly integrated into a contemporary design that recalls the professional-grade kitchen in the home.
The Seven Collection features an ultra-slim, perpendicular profile that is unique in its form and craftsmanship and exemplifies Franz Viegener’s engineering prowess. At only 7mm thick, Seven overcame the technical challenge of running water through the thinnest possible flat machined bar stock brass, making it a refined pillar of modern, minimal design.
Thursday, January 7, 2021
Appliances of the Future: Customizable and Colorful.
Customization in kitchens and baths is one of the biggest trends for homeowners and designers. We see it in bathroom furniture with companies offering a plethora of styles, configurations and finishes that can combine to offer thousands of options. Faucets with mix and match handles and spouts in dozens of finishes. Bathtubs in various sizes that can be painted to match any decor. But what about kitchen appliances?
Now I know many of our members don't sell appliances, but this new product is too cool not to share. Samsung is reinventing the refrigerator and all other appliances as well. It’s new Bespoke line, introduced in Korea and set for a Spring 2021 debut in the U.S., enables designers to create customized refrigerators in any size, shape or color at a price tag of $1,000 to $2,000 per fridge.
The Bespoke line starts with a basic box with flat fronts and modular configurations that enable designers to add components in a stack or fit smaller fridges or freezers into nooks and crannies of a kitchen or other rooms in the home. The company is also partnering with Benjamin Moore to provide 4,000 different color options to its appliances that will enable homeowners to paint have the appliances perfectly match or complement the colors of their home.
I wonder what customizations will come next from the luxury manufacturers in our industry?
Monday, January 4, 2021
House of Rohl Hosts Fifth Course in A Closer Look Academy Series: Bath Materials, Textures & Finishes That Evoke Our Senses.
The course, being offered on January 12, 2021 at 8 AM PST/11 AM EST, is presented by Carolyn Ames Noble, founder and interior design director of Ames Design Collective.
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