In fact, Gray relates a recent instance where the firm's showroom literally made all the difference in obtaining a job.

"One of our clients, in particular, had four remodeling bids ranging from $25,000 to $50,000, but did not see or touch any of the amenities offered in any of the previous bids. We were able to give him that experience through the cabinet, tile, whirlpool, countertop and fixture displays," she says.

"His trust level was immediately elevated to make an educated decision - and all this was done with a small showroom that includes a kitchen with door sample; refacing, tub liner, and ADA-compliant shower displays, and a working whirlpool display," she continues.

The showroom features product lines from Showplace Cabinetry, Woodpro, Canyon Creek Cabinetry, Fashion Cabinetry, BCI tub liners, Vita Bath Whirlpools, Danze and Toto plumbing fixtures, Caesarstone, DuPont Corian, granite and tile countertops, among others.

Gray notes that a visit to the showroom is designed to address four main objectives, including uncovering the clients' wants and needs; giving the customer product knowledge; introducing the customer to the design build concept, and establishing a budget.

"We believe that listening intently and taking the time to understand our client's wants and needs sets the stage for a successful job," she concludes.

Client Concern

After the initial consultation is conducted, a new appointment is then set up at the client's home, where the firm's designers can gain more information about the project and give the client a realistic estimate, Gray says.

"Each estimate is reviewed by the sales manager, and our production staff continually monitors each project's progress as well as the customer's state of mind throughout the life of a project. The production manager is also in constant communication with techs, the subcontrators and the client," Gray says.

While a retainer is required, Gray notes that the main objective of this meeting is to give an estimate that offers the greatest amount of value to the customer, while still covering all of the financial bases.

This is crucial, she points out, considering that the average project size that the firm handles is $35,000.