Client Imagination Boosted by Incorporation of CAD Design Details

Two high-definition, 42" flat screen TV/monitors get a workout at Kitchen Mart, Inc., a Sacramento, CA-based kitchen and bath design firm with two area locations. The monitors integrate with the laptop presentation that the designer/salesperson is working with, notes Dave Hollars, president and owner of the firm.

Because the company deals primarily with retail clients, Hollars understands just how important a visual is to making the sale. “Homeowners need to see that presentation up on a big screen,” he remarks. “They need that wow.”

So, instead of looking at the design on a set of plans or sharing a little monitor on a laptop, “clients can see it in all of its glory,” he adds.

For Kitchen Mart, this presentation process is a key part of its business operations. “We advertise it. You get to see your new kitchen or bath come to life on a big screen,” he notes. “We build a lot of excitement around the presentation, and when that picture starts to develop on the screen, you see clients’ eyes light up.

“We use 20/20 software, and we put in all of the bells and whistles when creating a design,” he comments. The designers add background items, such as plants and bar stools, to the 3D drawings as a way to add contrast and drama. “Well, you would be amazed at how many people take the plans and go find those same items because they want the kitchen to look exactly the way our designer came up with it.”

This type of design process not only helps to seal the deal, but aids in providing the add-ons and little extras as well, according to Hollars. “Because the system is so interactive, people will ask what the design will look like with bigger crown molding, or more lights. When the client can visualize the design, and almost smell it and taste what they’re going to get, they’re much more willing to write a bigger check. You’re taking the gray area out of that sales process.”

And, Hollars offers, there is more satisfaction with the finished product when using this technology because people know what to expect.

‘Smart’ Technology and Working Displays Highlight Showroom Operations

When it comes to showrooms, smart technology isn’t just an idea – it’s an element that can be incorporated into the operations. Imagine being able to turn on appliances, computers, lights, even raise and lower window shades, all from a central location, and the concept of the “smart” home will become clearer.

The Salon Blue Ridge showroom in Flat Rock, NC uses its “smart” automation system to keep things running smoothly and impress customers all at the same time. “Everything is connected to a local network for control over lighting, climate, audio and video,” comments Audrey Wilkinson Loder, showroom manager. “Our entire showroom is fully automated using a product called LifeWare, and it is for sale to our customers through our home automation dealer – Digital Home Innovations. We can show our customers how it works through the computers in our showroom.”

Wilkinson Loder notes that the LifeWare system is impressive to clients looking to create a “smart” home. Because the system is connected to a computer system, homeowners can control anything hooked up to the system from within the home or a remote location.

High-tech appliances are also part of the offering at Salon Blue Ridge. Many appliances are on rolling carts, which provides mobility for hook-up to electrical, gas or water. It allows clients to see appliances in action, which is a quicker path to a sale, notes Wilkinson Loder.

The displays in the showroom are working. “In the plumbing showroom we show working showerheads and kitchen faucets, a working THG waterfall tub filler, a working BainUltra bath with chromatherapy and a Jaclo Rain Bar,” she reports. It allows the firm to educate clients about the products it carries, “and having the fixtures and appliances work in real time does that more effectively,” she notes.

For the future, Wilkinson Loder reports that Salon Blue Ridge is looking into the possibility of using a large projector for projecting house plans onto a screen during meetings with clients. “We are also considering labeling every display item and entering them into a handheld PC so our consultants can refer to the handheld when meeting with clients and have all of the information they need right in front of them,” she states.

High-Tech Viewing Rooms Set Mood for Client Design Presentations

Setting the right mood for the customer’s design presentation is a major part of New York Kitchen & Bath’s business approach. NYKB, which has showrooms based in New York City, has specially designed areas in their showrooms for clients to view their kitchen and bath renderings.

“Our showrooms have beautifully appointed viewing rooms where we present designs, illustrate estimates and view video clips from various television programs that have featured NYKB,” reports Ted Pratt, marketing director for NYKB. “This comfortable and informative environment helps customers make informed choices and helps demonstrate NYKB’s expertise in full-service kitchen and bath renovation.”

A core goal of NYKB is to provide customers with a clear vision of what their remodeled kitchens and baths will look like. To illustrate this, the company uses PowerPoint presentations of full-color 20/20 renderings.

“It gives clients an amazing glimpse into what their finished project will look like,” Pratt offers. “Home renovation is an arduous task enough without having to worry about what it will look like. We give customers life-like renditions.”

NYKB’s designers have all been trained to use Google SketchUp, an online tool that allows designers to create sketches using three-dimensional product illustrations. “It’s a powerful tool, and part of its charm is its speed and ease of use,” offers Pratt. “Some designers find Google SketchUp particularly helpful when sitting down with clients and hashing out ideas, because a sketch can be altered as fast as a mouse can be clicked. The application not only makes wonderful talking points for the designer in the design phase, but also helps a client feel more closely involved with the project.

“NYKB has been featured on television as a leader in New York City kitchen and bath design, which is great,” Pratt continues. “But what’s really terrific is that we can both play these aggregated clips on DVD in our sidewalk window display and connect the same clips online to play for customers in our viewing rooms. Potential customers see our examples of our work, before and after, and are duly impressed. It certainly helps us in our business.”

“These technologies have been great assets in selling our renovation services,” stresses Pratt.