Insights from LBM dealers who’ve grown their sales with a showroom refresh.
Latest Showroom Renovation: Addition of a new 11,400 square foot showroom in early 2015.
Customer Focus: 95% Builder/Remodeler and 5% Homeowners
Key Suppliers: Andersen Windows, CertainTeed Roofing, James Hardie and Therma-Tru
An Interview with Bill Huber, Vice President/General Manager with Minot Lumber and Hardware:
A: We believed the time was right to provide our contractor customers with displays they can show their customers that illustrate what various products could look like installed in their future home settings.
Q: How are you achieving that?
A: We’ve constructed a large house within our new showroom. The house has a variety of products incorporated so that people can gain a realistic feeling for how the different products—such as windows, doors, siding, etc.—actually look installed in a home.
Q: How are you encouraging your builder and remodeler customers to use your showroom?
A: First of all, we started by involving them in the building of the display area so they would be well-acquainted with the showroom and its offerings. Then we hosted a successful open house to launch the new showroom. While they were there, we especially pointed out the five selection rooms and a conference room that are available for their use with their clients. This location is now available to them during regular business hours plus our salespeople can meet builders—or their customers—after business hours.
