A common practice at Dream-Maker Bath & Kitchen franchises is to post pricing on three bath displays to show the elements of a basic, a midrange, and a high-end bath remodel. Franchise owner Jim Bodner says that the priced displays work so well for bathrooms that he thought he would try something similar with kitchen remodels at his Bethel, Conn., DreamMaker Bath & Kitchen showroom.

However, because kitchens are more complicated, Bodner didn't have three price points or templates for the kitchen remodels. So instead he created a binder of before and after photos of past projects and included the contract price for each of the jobs.

“If a client describes the size of their kitchen or their style, I can say, ‘This sounds like the Jones job we did last year,' and I'll show them the photos in the binder and the contract price of the job,” Bodner says.

STARTING POINT Bodner's showroom is located in a high-profile retail area, so the remodeler gets a lot of walk-in traffic. Having a binder of past projects with their respective prices quickly lets visitors know whether or not their expectations are realistic, which, in turn, helps Bodner pre-qualify home owners. (This is especially helpful with those visitors who are not willing to share their budget.)

Once they are pre-qualified, walk-in clients can set up a formal appointment.

When the process starts, Bodner uses the sample projects as a base from which to begin the design and to make material selections. The pricing in the binder is not itemized, which helps prevent clients from negotiating material changes or upgrades. If clients ask about purchasing products, Bodner points out that he is selling both the product and installation and that he warranties his company's work.