I design, make and install kitchen cabinets, sometimes countertops also. Because I make everything myself I am able to provide my customers with moe or less anything they want in terms of cabinets, fittings, layouts designs. I’ve noticed this getting to be a problem recently, and definitely increases the time taken to get to the ‘everything’s decided, let’s start’ point
I’m going to have to think about how I can reduce the range of choices I provide ( or help the customers decide quicker) without losing sales.
Any ideas?
John
Replies
If you were billing for design time, wouldn't be a problem would it?
PAHS Designer/Builder- Bury it!
there's been a lot of discussion here about billing for estimates, proposals, etc., and I've generally been on the side that most contractors can't do it without losing work. But, you are in a different position since you are not picking from a limited number of stock items, with sizing being the only difference.
My thought is that you can offer a 2 tier services, the lower tier being from a stock set of existing designs and the upper tier being full custom, which would include a design fee to "create a true one of a kind custom cabinet." This way, you won't lose work from those who are happy with custom sized but stock designed cabs, while giving those who want true custom the opportunity to get it without breaking you.
SHG
John, thats an easy one.
You stay in control by pricing. Price the stuff you want them to do using a profitable markup of say...100%.
Mark up the next "designer" group of stuff by 200%.
The "luxury" line is marked up 300%.
I think you get the idea. You can further steer customer choices by selling in packages similiar to option packages that car dealers use. If someone wants the luxury line, they also have to purchase all stainless appliances and a floor package...etc.
blue
Warning! Be cautious when taking any framing advice from me. Although I have a lifetime of framing experience, all of it is considered bottom of the barrel by Gabe. I am not to be counted amongst the worst of the worst. If you want real framing information...don't listen to me..just ask Gabe!
I honestly do not see a wrong answer here. I think most people expect the lower priced items to have only a few choices. Take the mass market, home builders. (Ryan, Toll, Orleans...) You walk in and you get a product with a couple of no charge options. Then you can always add the nicer finishing touches. Not only is this where you make more money, but the decision time is cut down. If you plan your "base" models well enough, then your clients will have a starting point. Your time is paid for in the extras. If you clients want some thing really special, then you offer a truely custom package which can include a design and consulting fee.
Remember too, that sometimes throwing a ton of options at someone will scare them away.
common sales logic is give no more than 3 choices at a time.
For some customers .... giving an option between 2 ... is even better.
Using the Option of 2 at a time ... U can run thru a million choices , guiding them all the way ...
U offer every wood in every finish and every paint
"U like stain or paint?"
Stain.
"Light or dark"?
Light.
"Heavy grain or none"?
None.
There .... 3 Q's ... you just went from a million choices down to a light or natural Maple.
Too many choices is a bad thing. U have to design for them and lead them into it.
Jeff
Buck Construction
Artistry in Carpentry
Pgh, PA
I think you're on the right track, trying to limit the amount of choices you offer them. Too many choices only confuses people.
I had a couple stop by our house one day to show them some options they could do with their roof lines. I ended up telling them I'd had enough when they started fighting and yelling at each other. Too many options, and they got frustrated.
.
A couple things come to mind.
First would be to try to get them to come up with pictures of kitchens that they like BEFORE you meet.
Or maybe loan them a photo set of kitchens you've done and try to pick put stuff that they like - Again, while you're not there.
Maybe try to set up short meeting where you have a time limit. Leave them with stuff to think about and set up another meeting in a couple of days.
ANYTHING to get them to do some of the thinking/choosing while you aren't there.
That's my quota for intelligent thoughts for today. (-:
Start by reducing the choices to the ones you like and find practical,efficient and pleasing.Make up your mind before you speak to your client.
First, you need to clearly understand your client and how they plan to use the kitchen - do they entertain in the kitchen, does more than one person cook at a time, is it a show kitchen, a gourmet kitchen, etc... Then design the kitchen to meet the client's needs. Once you sit down and present the design, offer options that fit based on what they think of the design. Most people don't know what they want, but do know what they don't want and a picture/design is worth a thousand words. Lastly, knowing what their budget is helps you design within reason.
Lastly, knowing what their budget is helps you design within reason.
I don't know how it is in the States, but over here in England, if you want to find out a client's budget you need sodium pentathol.
John
I gotta remember to bring that with me to my next client meeting...