Nick Kornea is focused on growth for his company in many ways, including product knowledge. The design-build firm specializes in kitchen and bath projects, which means there are tons of products he and his team need to be aware of. To help with this, Kornea and his staff attend information sessions held by manufacturers. In addition, Kornea has visited several manufacturers’ locations to learn more about the products himself.
“It’s important to stand behind the products we sell,” he says. “I want good products.”
Kornea is also involved in his local National Association of the Remodeling Industry chapter as the education chair. His carpenters complete lead-carpenter programs. And the team takes online courses.
Luxury Bath & Kitchen has a 10-step sales process that covers the initial meeting through to the warranty. After an initial phone call to screen the clients, the company sends clients a survey with additional questions about what they want from their project.
The survey also includes a Houzz ideabook for the clients to save photos to, which Luxury can access. Then it’s on to estimating. Luxury doesn’t charge for its estimates, and it allots only one adjustment to the estimate. After that, the company looks for a commitment from its clients.
All of these efforts have helped the company grow. While it’s not doing a greater number of projects, the firm is doing higher-end projects with larger budgets.
