Newsleak August 2007 Clean

Transcription

Welcome to Boston
Sixth Annual Conference Attracts a Record-Breaking Attendance
Volume 6 No. 6
October 2007
1
Welcome to Boston
DPHA Publishes Accessories
Manual
3
President’s Message
4-5
Board and Sponsors
Conference Agenda
6
Conference Program
14-16
Conference Sponsors
Committee Meetings
17
Showcase Floor Plan
19
Showcase Preview
First Timers Breakfast
21
Showcase Exhibitors
23
New Products at Showcase
32
Gold Circle Profile: Ginger
35
2008 Slate
39
DPHA Data Standard
40
Award Winner Profile:
Faye Norton
44
New Members
46
HD Pavilion Update
Nearly 500 DPHA members have registered for the Sixth Annual DPHA Conference and Product Showcase. Setting
another attendance record should not
come as a surprise, however. A new record
is set every year and 2007 will not break
tradition. The DPHA Conference continues to attract more than 50% of the membership, serving as further evidence that
DPHA is the destination of choice for the
decorative plumbing and hardware industry.
Jack Mitchell, author of Hug Your Customers: The Proven Way to Personalize
Sales and Achieve Astounding Results, sets
the tone for the Sixth Annual Conference
with his opening keynote address.
Mitchell’s story should sound familiar to
many DPHA members. He operates a
three-generation family business, selling
The Keynote Address: Hug Your Customers:
The Proven Way to Personalize Sales and
Achieve Astounding Results, by Jack Mitchell
Keynote Address Sponsored by
Alno, Inc., Hansgrohe, Mountain Plumbing
Products, Phylrich/Elkay and Rohl, LLC.
continued on page 13
Education Program Expands to 14 Volumes
DPHA Publishes Accessories Manual
DPHA has published the 14th volume in
its highly acclaimed Education Program.
The goals of the newest tome on accessories are:
Education Program
September 2007
Accessories
1. Describe different accessories
available for the bath.
2. Offer guidance to help build lasting
customer and client relationships.
3. Provide suggestions to help
customers create a complete look
for their bath.
4. Define appropriate terminology.
5. Chapter review and knowledge tests.
The DPHA Education Program is a series
of topic specific manuals to educate showroom sales staffs, manufacturer representatives, manufacturer customer service
7900 Wisconsin Avenue
Suite 305
Bethesda, MD 20814
301-657-3642 (p)
301-907-9326 (f)
www.dpha.net
Proud Member of
DECORATIVE PLUMBING &
HARDWARE ASSOCIATION
architectural commercial specification
Our first shipment of Laufen has arrived!
Representing the industry’s most innovative,
prestigious and original manufacturers is
more than our mission; it’s our passion.
16760 Stagg Street, Suite 201 Van Nuys, CA 91406
t : 8 1 8 . 3 0 4 . 7 3 0 0 f : 8 1 8 . 3 0 4 . 7 3 0 1 w w w. a c s s p e c s . c o m
President’s
Message
DPHA President Jeff Robboy
It seems like it was only yesterday
that we had concluded the most successful conference in DPHA’s young
history in Colorado Springs. A year
has passed, marking the time for our
next conference and the end of my
term as President. It has been a fantastic journey, one that I will treasure for the rest of my life. I have
had the unique opportunity to steward this remarkable organization
during its transition from childhood
into young adulthood. Like many of
us who have lived through our children’s teenage years, the transition
has not always been easy. We have
experienced growing pains that were
not unexpected. DPHA organizationally has accomplished more for
our industry, produced more products and offered more services than
any other organization of its type in
the world. In some respects, DPHA
has been a victim of its own successes. We ran out of rooms in
Boston. We have set a new attendance record. We have a record
number of members. We continue
to produce more deliverables and
undertake groundbreaking programs
that are changing our industry for
the better.
Every member should be proud of
what DPHA has accomplished.
However, we are not about to rest
OCTOBER 1, 2007
A Remarkable Year
on our laurels. We have developed a
road map for the future that will be
discussed by the Board of Directors
and Committees in Boston. We have
set as our mission to provide our
members with competitive advantages. We are on track to become an
increasingly important resource to
dealers, manufacturers and representatives. At the Boston Meeting, we
will celebrate another year of exceptional accomplishment, starting with
the extraordinary work of the Program Committee co-chaired by Steve
Weinberg (The Glassmith Shop) and
Vicki Findley (Miller’s Fine Decorative Hardware).
The Committee continues DPHA’s
tradition of quality programming by
presenting unique speakers and seminars. Jack Mitchell will set the tone
Friday morning, offering guidance
and the lessons he has learned in
building one of the most profitable
retail clothing stores in America. He
has achieved industry-leading margins by providing superior customer
service. Not only will he share how
he hugs his customers, he also will
relate how he hugs his employees
and suppliers. I am looking forward
to this dynamic presentation.
The breakout sessions that follow
the keynote address are equally impressive. Jack Harms will relate
how to develop a marketing plan.
Jon Schallert will describe how to
make your showroom a destination
and Hank Darlington will discuss innovative merchandising strategies.
There also is a program for representatives on how to grow an agency.
Jon Stehr (Stehr Enterprises), Ron
Avery (Pinnacle Sales Group) and
Jim Schroeder (Hot2Cold) will relate more than 10 ideas to grow an
agency business.
The Product Showcase continues to
provide an invaluable service to
members and the industry. There is
a record number of exhibitors, many
of which are displaying new products as detailed in this issue of
Newsleak. The Showcase is not designed as a typical trade show.
Rather, it is an important extension
of DPHA’s educational programming. The Showcase provides a oneof-a-kind opportunity for quality
face time between the three main
links in the supply chain.
In Boston, I will have the opportunity to recognize and thank an extraordinary group of people who
have stood by my side and are responsible for many of our exceptional accomplishments. Our annual
Awards Luncheon is one of the highlights of the Conference. Another
record number of nominations were
received this year for the various
award categories ranging from
showroom professional of the year
to innovative products of the year.
Jim Tomafsky (Mountain Plumbing
Products) and Tim Murphy (Klaff’s)
co-chaired the Awards Committee
this year. The success of the DPHA
Awards Program most certainly is
testimony to their commitment and
effort.
DPHA is nearing another membership milestone in 2007. As this issue
of Newsleak went to print, the organization was approaching 500
members. Membership retention exceeded 90%, a remarkable figure.
Membership growth is on track to
increase by more than 10%. These
phenomenal numbers are a credit to
the leadership provided by the Membership Committee’s co-chairs
Melissa Allen (Cobblestone Court),
Jim Babbitt (Hot2Cold) and Al
Rykus (Watermark Designs).
NEWSLEAK 3
DPHA Board of Directors
President: Jeff Robboy, Baci by
Remcraft (Opa-Locka, FL)
President-Elect: Debbie Miller, Millers
Decorative Hardware (Dania, FL)
Secretary: Faye Norton, Designer Hardware
by Faye (Oklahoma City, OK)
Treasurer: Jonathan Wood, Brasstech (Santa
Ana, CA)
Immediate Past President: Jim Babbitt,
Hot2Cold (Northfield, IL)
Directors
Melissa Allen (Cobblestone Court)
Larry Brodey (Jaclo Industries)
Jeff Burton (The Bath and Beyond)
Chuck Butch (Altmans)
Tony Carter (Carter Hardware, Inc.)
David Crossley (Duravit, USA)
Caspar DeJong (Legacy Brass, Inc.)
Rene DeRose (DeRose Designs)
*Jack Fase (Alno, Inc.)
Bill Fiddler (Fiddler’s, Inc.)
Barry Goldberg (Union Hardware)
Jamie Gregg (Colonial Bronze)
Marilyn Hermance
(Westheimer Plumbing & Hardware)
Dick Isaacs (Mariner America)
Sarah Jenkinson (Barber Wilsons & Co./
Black Country Heritage)
Larry Kaluzna (Waterware)
Mary Labowitz (Premier Marketing)
*Bob Lando (Community Home Supply)
Lloyd LeBlanc (Julien)
Joe Long (J. Long & Associates)
Tim Murphy (Klaff’s)
Tony Musso (Italbrass)
Anthony Palmer (Brassworks, Ltd.)
Ron Raffel (Raffel Sales)
Jim Rennolds (Neptune International)
Mark Rohl (Rohl, LLC)
Jody Rosenberg (Sonia America)
Al Rykus (Watermark Designs)
Steve Shedden (Shedden Sales Company)
Jon Spector (Dornbracht)
*Debby Stehr (Stehr Enterprises)
Stuart Stern (S&H Hardware of NJ)
Jim Tomafsky
(Mountain Plumbing Products)
Steve Weinberg (The Glassmith Shop)
* Executive Committee Members
A Publication of the Decorative
Plumbing & Hardware Association
Volume 6 No. 6
DPHA’s mission is to provide competitive advantages to
manufacturers, representative agencies, and independent
dealers of decorative plumbing and hardware.
2007 Gold Circle Sponsors
Alno Inc.
Baci by Remcraft
BainUltra
Brasstech
Colonial Bronze
de la Frontera
Dornbracht, Americas
Forte Buying Group
Ginger Company
Graff
Jado
Jaclo Industries
Julien, Inc.
Kallista
KWC America, Inc.
Lacava Designs
Legacy Brass
Linkasink
Methven USA, Inc.
Mountain Plumbing
Products
Native Trails
Neptune International
Omnia Industries, Inc.
Porcher
ROHL, LLC
Sonia America
Toto USA, Inc.
Victoria & Albert Bath
Von Morris Corp.
Patrons
American Faucets &
Coatings Corporation
Blanco America
Kimball & Young
Laufen Bathrooms
Partners
Americh Corp.
Aquabrass
International Corp.
Barber Wilsons &
Co./Black Country
Heritage
Bates & Bates
Berenson/R.
Christensen
Hardware
Brass Elegans
Forms + Fixtures
Hot2Cold
Union Hardware
Sponsors
Danze Faucets
Jensen Industries
Water Decor
Newsleak is published 8 times a year by DPHA, 7900 Wisconsin
Avenue, Suite 305, Bethesda, MD 20814; 1-888-411-8477; 301907-9326 (f); info@dpha.net; www.dpha.net.
4 NEWSLEAK
OCTOBER 1, 2007
Tentative Conference Agenda
Wednesday, October 3, 2007
Saturday, October 6, 2007
3:00pm-5:00pm
7:00am-8:00am
DPHA Executive Committee
Meeting
Dartmouth Room
8:00am-9:00am
Thursday, October 4, 2007
7:00am-7:45am
8:00am-3:00pm
Noon-5:00pm
Board Member Breakfast
Waterfront Ballroom
Board of Directors Meeting
Waterfront Ballroom
Exhibitor Move-In –
Commonwealth A&B
9:00am-Noon
Friday, October 5, 2007
7:00am--8:30am
7:30am-8:30am
7:30am-Noon
8:30am-11:30am
11:30am-12:45pm
1:00pm-4:00pm
5:30pm-8:00pm
OCTOBER 1, 2007
First Time Attendee Breakfast
Waterfront III
Continental Breakfast,
sponsored by Hot2Cold, Water
Decor, J. Long & Associates,
Brownstone Sales, Danze
and Linkasink
Commonwealth C&D
Registration
Commonwealth Complex
Keynote Address by Jack
Mitchell, sponsored by Alno,
Hansgrohe, Mountain
Plumbing Products,
Phylrich/Elkay, and Rohl, LLC
Commonwealth A&B
Lunch in Product Showcase
sponsored by Porcher, Graff
and Omnia Industries
Commonwealth C&D
▼ How to Develop a Marketing
Plan
Waterfront II and III
▼ How to Develop a
Merchandising Plan
Harborview II
▼ How to Make Your
Showroom a Destination
City View Ballroom
▼ 10 Ideas to Grow Your
Rep Business
Harborview I
Reception sponsored by Jado
Commonwealth C&D
Noon-1:30pm
1:45pm-4:00pm
4:00pm-6:00pm
7:00pm-10:00pm
Showcase Open to Dealers Only
Commonwealth C&D
and Linkasink
Commonwealth C&D
▼ How to Develop a Marketing
Plan
City View Ballroom
▼ How to Develop a
Merchandising Plan
Waterfront Ballroom
▼ Hugging Your Customer:
From Seminar Room to
Showroom
Harborview II
DPHA Annual Meeting and
Awards Luncheon,
sponsored by Porcher, Graff
and Omnia Industries
Plaza Ballroom
Showcase Open
Commonwealth C&D
Exhibitor Breakdown
Banquet, sponsored by
Jaclo Industries and Native
Trails
Plaza Ballroom
Sunday, October 7, 2006
7:30am-9:00am
8:00am-9:15am
9:30am-10:45am
11:00am-Noon
and Linkasink
Waterfront Ballroom
Membership Committee
Meeting, Waterfront I
Education Committee Meeting
Waterfront II
Program/Showcase Committee
Meeting, Waterfront II
Technology Committee
Meeting, Waterfront I
Awards Committee Meeting
Waterfront I
NEWSLEAK 5
DPHA Boston Conference Program 2007
DPHA’s Sixth Annual Conference and Product Showcase will be held October 5-7, at the Seaport Hotel in Boston,
MA. The Conference theme is Attracting and Romancing the Customer. The keynote address will be presented by
Hug Your Customers author Jack Mitchell. His program will be complemented by breakout seminars on establishing
marketing plans, merchandising plans, destination marketing and a program for representative agencies only. Details
follow.
Keynote Address: Sponsored by
Alno, Inc., Hansgrohe, Mountain Plumbing Products, Phylrich/Elkay and Rohl, LLC.
Friday, October 5,
8:30am-11:30am,
Commonwealth
A&B
Jack Mitchell, author of Hug Your
Customers: The Proven Way to Personalize Sales and Achieve Astounding
Results will set the tone for DPHA’s
Sixth Annual Conference with the
opening keynote address. Mitchell
owns two high-end clothing stores in
Westport, CT and Greenwich, CT
where roughly one out of every two
residences is a customer of Mitchells
or Richards “because at some point,
we gave them a very pleasant and
memorable shopping experience – a
hug or two that made them come back,” Mitchell
claims.
Creating a memorable shopping experience is at the
heart of Mitchell’s keynote address. He will explain
how decorative plumbing and hardware showrooms, manufacturers and manufacturer representative agencies can put their customers at the center of
the universe and build a customer-centric culture at
all levels of their organization.
Mitchell’s story is one that should strike a familiar
chord with DPHA members. He will describe a
process that he has used in his third-generation family business to successfully convert an attitude into
an operating system that not only satisfies customers but constantly exceeds their expectations.
Mitchell has the numbers that support his approach. His two stores generate more than $65
million in annual sales and have among the highest
margins in the clothing industry.
Mitchell will describe:
▼
▼
How to build a customer-centric culture
throughout the organization
How to blend personal service and technology
How to succeed as a multi-generational family business
▼
How to attract and retain longterm staff committed to creating
more memorable shopping
experiences
▼
How to apply the lessons of
Mitchells/Richards to decorative
plumbing and hardware showrooms
▼
Mitchell’s keynote address is complemented by exceptional breakout sessions focusing on developing
marketing and merchandising plans,
becoming a destination business, implementing customer-centric programs and growing
your representative agency business.
How to Make Your Showroom
a Destination
Friday, October 5, 1:00pm-4:00pm
City View Ballroom
Jon Schallert is the only marketing consultant in the world
teaching businesses how to become consumer destinations.
In this session, Jon relates his
trademarked 14-point process
for reinventing a business into
a consumer destination to
show DPHA members how to
draw consumers from outside
their immediate demographic
Jon Schallert
DPHA Conference continued on page 7
6 NEWSLEAK
OCTOBER 1, 2007
DPHA Conference continued from page 6
area, compete with any size competitor, and cause a
consumer to postpone purchasing until they’ve visited
a DPHA member showroom. Schallert claims that
‘location, location, location’ no longer matters for independent business success. His proven techniques
will enable DPHA members to sell more products,
obtain free media attention and make their businesses
more viable for long-term success.
The key points this program covers include:
▼
▼
▼
▼
▼
▼
The key points covered by this program are:
▼
▼
▼
▼
▼
▼
▼
▼
▼
▼
Increasing the most valuable assets any business
owns
How to ensure your products sell, even if your
competitors carry the same products
The most critical reasons for business stagnation
and what to do about it
How to capture customers in 7 seconds of
entering your showroom
How to get free publicity from national, regional
and local media outlets
How to exploit the hidden weakness of every
superstore, including Expo Design Center,
Home Depot or Lowe’s or other national
multi-branch retailers selling similar product
The 6 key principles for creating compelling
product niches
The 8 key components of every destination
business web site
How to take your web site and inexpensively
optimize it to capture your top customers
How to Develop a
Merchandising Plan
Friday, October 5, 1:00pm-4:00pm,
Harborview II
Saturday, October 6, 2007, 9:00am-Noon
Waterfront Ballroom
The program will provide
information about how to
develop a merchandising
plan focusing on determining the products that should
be in a showroom and how
they should be displayed.
Hank Darlington will capitalize on his more than 4
decades of experience as a
showroom owner, consultant,
retailer and educator to provide merchandising strategies.
▼
▼
▼
▼
▼
How to Develop a Marketing
Plan
Friday, October 5, 1:00pm-4:00pm, Waterfront II &
III
Saturday, October 6, 9:00amNoon, City View Ballroom
Marketing is the process of
planning and executing the development, pricing, promotion
and distribution of products
and services to targeted customers, claims program leader
Jack Harms, CEO of The MarJack Harms
keting Department in Milwaukee,
WI. He specializes in creating
and implementing highly effective sales strategies for
entrepreneurial clients. As part of the presentation,
Harms will present as a case study a marketing plan
that he developed with a DPHA member showroom.
His presentation will cover:
▼
▼
▼
▼
▼
Hank Darlington
Making a positive first impression
Showroom layout and flow
Showroom lighting
“Wow” displays and how to create and maintain
them
Working displays
Merchandise mix on the showroom floor that
will make or break you
Display diversity
Determining price points to display
Boards and boxes that create a consistent and
professional showroom look
How to determine product cost
Tags and labeling
Display rotations
Typical elements of a marketing plan
Conducting market research (effective but
inexpensive)
Creating meaningful points of differentiation
Developing promotional programs to
communicate value and points of differentiation
to target markets
How to measure returns on marketing
investments
DPHA Conference continued on page 8
OCTOBER 1, 2007
NEWSLEAK 7
DPHA Conference continued from page 7
10 Ideas to Grow Your
Representative Agency
Business
Friday, October 5, 1:00pm-4:00pm, Harborview I
Panelist: Ron Avery (Pinnacle Sales), Jon Stehr
(Stehr Enterprises) and Jim Schroeder (Hot2Cold)
DPHA responds to the interest of its members by
presenting a program for representative agencies
that will help improve members’ competitive positions. In this information sharing and idea generating panel discussion, leading representatives from
across the nation will describe proven techniques to
grow a representative agency business. Topics that
will be addressed include:
▼
▼
▼
▼
▼
▼
▼
▼
▼
▼
▼
▼
▼
Separating business issues from family issues
Using extraordinary service to grow your
business
Staff required to build a customer-centric
culture
Technology to support hugging
One-on-one marketing
Playing to win
Understanding and documenting the financial
returns from hugging
Turning problems into opportunities
Why and how to generate pull through
business to showrooms
How to work with installers to minimize
problems
Training techniques that make showroom
staff comfortable specifying your lines
Communications strategies that keep your
lines on the front line
How to create value for your lines that
makes your agency indispensible
Hugging Your Customer:
From Seminar Room to
Showroom
Saturday, October 6, 9:00am-Noon
Harborview II
This interactive workshop provides a format
to take the principles covered in Hug Your
Customers and apply them to showroom applications. Working together, attendees will
examine obstacles and opportunities associated with developing a customer-centric culture. Specific points covered include:
▼
▼
▼
▼
▼
How to build effective customer databases
Services that showrooms can offer that
competitors cannot
Why and how to implement an everyoneon- the-floor program at your showroom
Why and how to make showrooms family
friendly
How to hug your way through downturns
8 NEWSLEAK
OCTOBER 1, 2007
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to show its resilience in the most humid of bathroom
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finish that will eliminate fading due to natural sunlight.
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6OIDSCAUSEMOISTURETOGETTRAPPEDWITHINTHEWOOD s)NORDERTOPROTECTTHEENVIRONMENT3ONIAGOESTOGREAT
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Environmental Water Systems, the leader in Whole Home Water Filtration,
is also the leader in customer service. Celebrating our 20th Anniversary.
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10 NEWSLEAK
.
702.256.8182
OCTOBER 1, 2007
President’s Message continued from page 3
DPHA is first and foremost an educational organization. We continue to expand our educational programming under the astute direction provided by
Committee Chair Faye Norton (Designer Hardware
by Faye). At this conference, DPHA introduces another volume to our heralded education program and
two new consumer message brochures.
During the past year, more than 20 DPHA manufacturers have complied with the DPHA Data Standard.
Congratulations to the Technology Committee and
Chair David Goldberg (Union Hardware). The data
standard provides a common nomenclature for the
transmitting of price lists. In addition, the Committee
has provided the technical assistance needed to rebuild the public side of the DPHA web site.
Miller and the 2008 Board of Directors will continue
DPHA’s tremendous record of accomplishment. I
hope that Debbie receives the same level of support
and commitment that I have enjoyed from fellow
Board members, committee chairs and the membership during the past year. To all of you who contribute your time, energy and expertise to bettering
DPHA, thank you for making 2007 a year that I will
long remember.
Jeff Robboy
President
I look forward to sharing DPHA’s many successes
while we are in Boston. I am confident that Debbie
•
•
•
•
•
•
OCTOBER 1, 2007
Face Measurements: 8½" diam
Body Measurements: 9 1/8" w x 9 1/8" h x 4 3/8" d
Glass Mirror: 5x
Length: 15 3/8"
Footprint: 3 1/8" wide x 4 ¾" high
Head swivels and tilts in all directions
NEWSLEAK 11
a beautiful way to live
™
Our goal at Julien® has always been to provide our dealers, consumers and
the design community with high-quality, innovative and durable stainless
WXIIP ½\XYVIW XLEX EVI VMGL MR HIWMKR ERH IZIR VMGLIV MR LEWWPIJVII HIPMZIV]
customization and functionality. Since Julien’s inception, we have never
approached product design from a manufacturer’s point of view. Instead, we
look at products from the end-user’s viewpoint; the need for an aesthetic in
the home that is captivating and functional. Our products are never just about
“stainless steel” or “a sink.” More so, we are creating elements that provide a
GSQTPIXI I\TIVMIRGI JSV XLI YWIV ER IQSXMSREP GSRRIGXMSR [MXL HIWMKR
and function, whether in the kitchen or intimate bathroom space. Our theme
“a beautiful way to live,” goes even further in that we address the “human” side
of our business. The rooms that our products are installed in are considered
XLI QSWX MQTSVXERX TEVXW SJ XLI LSQI 1SVI XLER IZIV GSRWYQIVW ½RH
themselves with family and friends in the kitchen entertaining, celebrating,
GVIEXMRK ERH WMQTP] PMZMRK ;LMPI MR XLI FEXL XLI] EVI VIPE\MRK VINYZIREXMRK
and enjoying private time. We are fortunate to not only provide our
products to these great projects throughout North America, but to also
have the opportunity to work with very special people in our industry;
innovating, designing, selling, and networking with associates and friends.
“A beautiful way to live,” has deep meaning for all of us.
Lloyd LeBlanc
Vice President, Residential Division
Julien proudly supports
DPHA dealers and members.
1.866.901.5624 www.julien.ca
12 NEWSLEAK
OCTOBER 1, 2007
Boston Conference Welcome continued from page 1
high-end clothing out of two retail stores in Greenwich and Westport, CT. He has to compete against
national chains, the Internet and big box department
stores that are better capitalized, better financed and
better promoted. The challenges that Jack Mitchell
faces every day are similar to those encountered by
DPHA members. Instead of faucets, his merchandise
is clothing. That is where the similarities with most
DPHA members end. Mitchell’s has among the highest margins of any retail clothing store in America. In
the opening keynote address, Jack Mitchell will share
his insights and offer guidance that every member,
dealer, manufacturer and rep can use to improve the
quality of service that they provide to their customers.
DPHA recognizes and thanks the sponsors of Jack
Mitchell’s presentation. They are: Alno, Inc., Hansgrohe, Mountain Plumbing Products, Phylrich/Elkay,
and Rohl, LLC.
The programs that follow the keynote address are interactive and participatory. We want and need every
member to share ideas, to discuss issues of concern
and let your voice be heard. We especially encourage
anyone who is interested in becoming involved in
DPHA programs to attend Committee meetings Sun-
OCTOBER 1, 2007
day morning. We need you to provide constructive
evaluations of the Conference programming to help
assure that our efforts in the future will continue to
meet your needs and preferences.
The Product Showcase is an integral part of the educational programming at the Annual Conference.
Ninety DPHA members are showcasing new products
and innovative applications. Nearly eight hours of
time have been set aside for dealers to meet with manufacturers and representatives to discuss specific
needs and improve business relationships among the
three principal partners in the supply chain.
Boston is one of America’s great cities and the Seaport
hotel is conveniently located to all of Beantown’s
main attractions. The hotel concierge can make reservations for tours, dinners and other activities. Please
remember that DPHA policy prohibits anyone from
holding a function that runs concurrently with a
DPHA education program or networking activity. If
you experience a problem or have a question about
the Conference, please contact DPHA Programs Director Alan Primack, Meetings Coordinator Susanne
Metz or Executive Director Tom Cohn.
NEWSLEAK 13
Thank You Sponsors
DPHA extends its heartfelt thanks to the following companies for their support of the Sixth Annual
Conference:
Keynote Address
Alno, Inc., Hansgrohe, Mountain Plumbing Products, Phylrich/Elkay, and Rohl, LLC
Continental Breakfast
Hot2Cold, Water Decor, J. Long & Associates, Brownstone Sales, Danze and
Linkasink
Luncheons
Omnia Industries, Graff and Porcher
Reception in Showcase
Jado
Banquet
Jaclo Industries and Native Trails
Committee Meetings
All DPHA Committees will meet in Boston. Committee meetings are open to all members. If you would like to
attend, show up at the designated time or contact the Committee Chairperson or staff member to express your
interest in attending.
Awards Committee
Co-Chairs: Jim Tomafsky (Mountain Plumbing Products) and Tim Murphy (Klaff’s)
Meeting: Sunday, October 7, 2007, Waterfront Room I, 11:00am-Noon
The Awards Committee develops the marketing plan for the DPHA Awards Program that recognizes outstanding members and creates and expands awareness of the industry. The Committee oversees the following
awards:
●
●
●
●
●
●
●
DPHA Showroom Professional of the Year
Showroom(s) of the Year
Manufacturer of the Year
Innovative Product of the Year
Representative of the Year
Customer Service Department of the Year
Rep Agencies of the Year
Committee meetings continued on page 15
14 NEWSLEAK
OCTOBER 1, 2007
Committee Meetings continued from page 14
Membership Committee
Co-Chairs: Debby Stehr (Stehr Enterprises), David Crossley (Duravit)
Meeting: Sunday, October 7, 2007, 8:00am-9:15am, Waterfront Room I
The roles and responsibilities of the Membership Committee are:
1.
Develop and implement recruitment campaigns.
2.
Review and approve applicants.
3.
Develop and implement retention campaigns.
4.
Investigate and secure affinity program benefits.
5.
Develop and manage the KBIS breakfast program.
6.
Develop and oversee regional meetings.
Technology Committee
Co-Chairs: David Goldberg (Union Hardware), Steve Shedden (Shedden Sales)
Meeting: Sunday, October 7, 2007, 9:30am-10:45am, Waterfront Room I
The roles and responsibilities of the Technology Committee are:
1.
Promote adoption of the DPHA Voluntary Data Standard.
2.
Promote use of webcasting benefits.
3.
Develop and implement technology solutions.
4.
Provide technical guidance to improve the operation of the web site.
Education Committee
Co-Chairs: Jim Schroeder (Hot2Cold), Jeff Valles (Phylrich/Elkay) and Faye Norton (Designer Hardware by
Faye)
Meeting: Sunday, October 7, 2007, 8:00am-9:15am, Waterfront Room II
The roles and responsibilities of the Education Committee are as follows:
1.
Develop a sales training program for DPHA members.
2.
Develop business practice training programs.
3.
Continue to develop education training manuals.
4.
Continue to produce consumer message brochures.
5.
Continue to review and update education training manuals.
6.
Develop a newsletter template that dealers can use to send to their customers.
OCTOBER 1, 2007
NEWSLEAK 15
Committee Meetings continued from page 15
Program and Showcase Committee
Co-Chairs: Vicki Findley (Miller’s Fine Decorative Plumbing and Hardware) and Steve Weinberg (The Glassmith
Shop)
Meeting: Sunday, October 7, 2007, 9:30am-10:45am, Waterfront Room II
The Committee is responsible for determining meeting venues, dates, and program content. The Committee also
is responsible for improving the effectiveness of the DPHA Product Showcase.
Friday and Saturday Breakfast
Sponsored by Hot2Cold, J. Long & Associates, Linkasink, Brownstone Sales, Water Décor and Danze Faucets.
The Friday Night Reception in the Showcase
Sponsored by Jado.
Friday’s Lunch and the Awards Luncheon Saturday
Sponsored by Omnia Industries, Porcher and Graff.
Banquet, Saturday, October 6, 2007
The Banquet is sponsored by Jaclo Industries and Native Trails.
It’s time to relax after an exciting day of networking and outstanding programs. Join your fellow DPHA members at 7:00pm for a group banquet and dancing following dinner.
16 NEWSLEAK
OCTOBER 1, 2007
Kallista
746
Robern
744
Amerec
Sauna
742
735
733
726
724
722
728
730
TOTO
USA
725
624
622
522
720
718
Fry
Communi- Omnia
cations
Native
Trails
618
Rohl
THG
520
Vitraform
Hamilton
Sinkler
Von
Morris
Eurostyle
InTouch,
Inc.
Legacy
Brass
515
516
517
514
524
519
713
526
521
Sonoma Cole & Beyerle
Duratex
Kitchen
& Company
US, LLC
Bath
523
714
626
620
721
719
717
Valsan Supergrif Victoria
and
Bathrooms
Albert
Danze Aquadis Activant Waterfall
Bathroom
Intl Solutions Furniture
Faucets
727
528
525
715
737
740
738
736
734
Harring- Turnstyle Hastings Watermark
ton
Designs
Brass Designs
739
723
741
729
743
628
Jaclo
745
636
Colonial Produits Ginger/ Mariner Prosun
Bronze Neptune Brasstech America
Valli
&
Valli
638
Everpure Steamist Baci by
Remcraft
640
630
Rocky Thermique
Dornbracht Mountain
Hardware
Deca
642
634
Lacava Hunting- West- Panasonic Quies- Palmer
Sonia
ton Brass brass
cence Industries America
Linkasink Zehnder
America
644
627
646
629
530
527
Dubois
Nobilus
Highpoint
USA
529
Bates
and
Bates
518
625
623
621
619
617
Mountain
Barber Italbrass Therma- DeRose
Plumbing
sol
Designs Products
Wilsons
DPHA Annual Product Showcase
October 5-7, Seaport Hotel, Boston MA
633
635
641
637
643
Duravit
639
645
Hansgrohe
Water Elite Bath
Decor
Phylrich Wetstyle Edgar
Paul
Baldwin
Elkay
Berebi Decorative
Alno,
Inc.
Sagehill Methven
Designs USA
Alchemy Norwell Schaub & Jado
Glass Lighting
Porcher
Co.
Atlas
Homewares
536
Neo
Metro
535
533
537
534
538
Graff
Villeroy
&
Boch
539
Bristol
&
Bath
540
de la
Frontera
541
Fersa
542
Sigma
Kimball
and
Young
543
544
Berenson Forms +
R. Christenson Fixtures
546
Vanity
Flair
545
DPHA 2007 Product Showcase
The DPHA Product Showcase provides quality faceto-face opportunities for manufacturers to educate
showrooms, for showrooms to detail expectations,
shortcomings and opportunities for improving sales
and relationships and for representatives and manufacturers to have an opportunity to be a fly on the
wall and hear what's important to their customers
and why. The Product Showcase is an educational
forum for the exchange of information, ideas and
concepts. Manufacturers showcasing products are
encouraged to present prototypes, new products and
newer lines. Manufacturers have been asked to use
the time at the Showcase to relate the story behind
their products and lines. Use the time to educate
showroom principals so that they can use the information provided to create emotional attachments
with consumers essential to selling luxury products.
Other discussion topics should focus on what sells
and why. How to improve customer service. Trends
in your demographic area. Opportunities to up sell.
What's hot and what's not and why. The Showcase
also serves as a venue to conduct market and product
research. It is a means to enhance customer service.
The Showcase is not designed or intended to be a
stand-alone part of the Conference. It is one of many
educational programs that DPHA offers as part of
the annual Conference.
To help maximize the returns that manufacturers,
representatives and showrooms receive from their
Showcase participation, it is important to recognize
and respond to the educational focus of the Show-
case. If anyone approaches the Showcase with the
same philosophy used for other trade shows, they
most likely will be disappointed.
Manufacturers, ask these questions: Why should a
showroom come to your exhibit? What educational
value is there? Are showrooms going to see new
products, different products, a commitment to improving delivery and enhancing customer service?
What is it about your products and the way you conduct your business that appeals to showrooms?
What is the story behind your products? What can
you do to mitigate or prevent common problems?
What do you do to make it easy for sales people to
sell your products?
Similarly, showrooms, ask what you want to see, expect to see and need to see. How can you strengthen
the supply chain? What information do you need
from manufacturers and reps that will help you and
your staff to better tell the story and emotionally engage your clientele? What are reps doing that they
should do more of? What should they stop doing?
Reps, what do showrooms need to know about your
product lines? What is new, different or exciting?
What are the stories that need to be told? How can
you help showrooms and showroom staff to improve
their sales techniques? What qualities do the products that you represent have that appeal to the consumer?
DPHA to Host First Time Attendee Breakfast
Friday, October 5, 7:00am-8:30am, Waterfront III
If you are new to DPHA or attending a DPHA Conference for the first time, plan to attend a special breakfast
on Friday, October 5, from 7:00am-8:30am, in Waterfront III. The breakfast will provide an overview of the
Conference, what you can expect and how to maximize the educational and networking benefits that are offered at the Conference. Members of the DPHA Board of Directors and staff will review the Conference
agenda, describe the intent and working operations of the Product Showcase and detail many of the benefits of
DPHA membership.
In order to plan effectively for the event, we would like to know who will attend. If you would like to participate, notify a member of the DPHA staff.
OCTOBER 1, 2007
NEWSLEAK 19
Deca.
Many shapes to give your bathroom
the perfect shape.
phone: (336) 885-1225
www.deca.com.br
DPHA 2007 Showcase Exhibitors
Alchemy Glass & Light
Alno Inc.
Amerec Sauna & Steam
American Faucet & Coatings Corporation
American Standard
Porcher - Jado
Aquadis Int'l
Atlas Homewares
Baci by Remcraft
Baldwin Hardware Corporation
Barber Wilsons & Co/Black Country Heritage
Bates & Bates
Berenson / R. Christensen Hardware
Brasstech, Inc.
Brassworks, Ltd/ Palmer Industries
Bristol & Bath
Cole & Company
Colonial Bronze
Danze Faucets
de la Frontera
Deca
DeRose Designs
Dornbracht Americas Inc.
Dubois - USA
Duratex North America, Inc.
Duravit, USA
Edgar Berebi
Elite Bath
Engineered Glass Products / Thermique Technologies
Eurostyle
Everpure, LLC
F & W Decorative Hardware
Fersa
Forms + Fixtures, LLC
Fry Communications
Graff
Hamilton Sinkler
Hansgrohe, Inc.
Harrington Brass Works
Hastings Tile & Bath Collection
High Point USA
Huntington Brass
InForm LLC
Intuit Eclipse
ITALBRASS Group
Jaclo Industries
Kallista
OCTOBER 1, 2007
Kimball & Young
Lacava LLC
Legacy Brass, Inc.
Linkasink
Mariner America
Methven USA Inc.
Mountain Plumbing Products
Native Trails
Neo-Metro Collection
Norwell Lighting and Accessories
Omnia Industries, Inc.
Panasonic
Paul Decorative Products/Allied Brass
Phylrich - Elkay
Produits Neptune
ProSun International, LLC
Quiescence Iron & Stone Decor
Robern
Rocky Mountain Hardware
Rohl, LLC
Sagehill Designs / Sunnywood Products
Schaub & Company
Sonia America Inc.
Sonoma Kitchen & Bath
Steamist
Stone River Bronze - Nobilus
Supergrif USA, Inc.
Sustainable Solutions International (SSI)
The Furniture Guild/Vanity Flair
ThermaSol Steambath Company
THG USA, LLC
Turnstyle Designs LTD.
Valli & Valli USA Inc.
Valsan Bathrooms
Victoria & Albert Bath LLC
Villeroy & Boch
Vitraform
Von Morris Corporation
Water Decor
Waterfall Bathroom Furniture
Watermark Designs
Westbrass Company
Wetstyle
Zehnder America, Inc.
NEWSLEAK 21
BRISTOL AND BATH RECEIVES KUDOS FOR INNOVATION
Shower Seat
Teak Furniture
Bristol and Bath is gaining national attention for their innovative line of bath furniture. From their
award-winning Shower Seat (as featured on HGTV and recent winner of HOME Magazine’s Building
Product of the Year award) to their Teak furniture, positioned perfectly for the new trend towards
indoor/outdoor bathrooms, Bristol and Bath is raising the bar when it comes to innovation!
They have just introduced a new line of furniture that takes the term “reuse” to a whole new level.
The Kobe wall-mounted basin is just one of many new designs in their Second Chance Collection.
Bristol and Bath is known for the finest European bath furniture in the industry and they are
continually creating designs to meet dynamic trends in the bathroom industry.
DPHA Member
741 First Ave. • King of Prussia, PA 19406 • 610.962.9329 • fax: 610.962.0118 • www.bristolbath.com
Kobe
New Products at the 2007 Showcase
Aquadis International (booth 728) features its complete bathroom in a box that includes a toilet,
pedestal, faucet, shower door, and corner round
acrylic base and walls.
Atlas Homewares (booth 538) unveils several suites of new products. The Emma Bath Collection
is a line of towel and toilet paper
bars, hooks and rings offered in
Venetian bronze, brushed nickel
or polished chrome. The Hamptons collection of
Emma
leather
wrapped pulls is available in
aged bronze/espresso, polished
chrome and aged bronze/saddle.
Hamptons Collection The company’s new Paragon Collection of House Numbers and
Letters offers a special self-adhesive backing that eliminates the
need for tools or hardware to affix
to doors and surfaces. The Sutton
Place collection is a retro look
reminiscent of 1930s New York.
Pieces are available in polished
Paragon
nickel, Venetian bronze and brushed
Collection
nickel. Mandalay is a product line inspired
by textural and organic
weaves. Its products include
cabinet knobs and pulls and
bath
Sutton Place
hooks,
towel bars and rings, toilet
paper holders and glass shelves
that offer a modern edge with a
eurotech influence.
Baldwin (booth 522) introduces
Baldwin’s Contemporary
new contemporary styles of
Estate
locks and new stainless steel
knob and lever options that
use the company’s ESTATE
mortise locks, latches and
mounting hardware. The
company also will showcase
12 new knobs and lever designs for the Estate line in
New Baldwin’s Knobs
solid brass. Additionally, Baldand Levers
OCTOBER 1, 2007
win will unveil a new selection
of roses and escutcheons for
the Baldwin Images line of
knobs and levers. There are
six new styles in three sizes.
Barber Wilsons, Ltd. and
Black Country Heritage, Ltd. New Baldwin’s Roses
and Escutcheons
(booth 625) will unveil the
Beardmore’s line of door hardware. Beardmore has been manufacturing door hardware in Britain since 1860. The collection ranges
from simple elegant knobs and handles and handmade, period-designed handrails, knobs and pulls
manufactured for the world’s luxury hotels and homes
to the hardware, accessories and luggage racks made
especially for refitting the Orient Express. Beardmore
has redesigned its doorknob collection to fit on Baldwin latches.
Bates & Bates (booth 518) offers new marble vessels, two
new ceramic lavatories and two
new bronze farmhouse sinks.
Bates & Bates
Berenson/R. Christensen Hardware (booth 546) offers new collections of appliance pulls and new knobs
and pulls that match in various sizes and six finishes.
Bristol & Bath (booth 540) will showcase its Second
Chance collection of bathroom furniture manufactured from old tires, scrap metal, soil barrels and used
wine caskets.
Dornbracht Americas, Inc. (booth 729) introduces the
following faucets:
IAM single-lever wallmounted lavatory mixer
from the new Elemental
Spa series;
LOT three-hole kitchen
mixer;
ELIO single-lever kitchen
mixer with soap dispenser;
MARO two-hole kitchen
mixer and side spray;
Dornbracht’s
Element Spa
NEWSLEAK 23
New Products at the 2007 Showcase continued from page 23
Meta.02 Profi kitchen mixer.
From Villeroy & Boch by Dornbracht:
SOUL three-hole lavatory mixer;
SQUARE three-hole lavatory mixer;
CULT three-hole lavatory mixer;
CULT single-hole lavatory mixer.
Dornbracht also will showcase a new dish basin
called the Alape. It is a wall-mounted flat sink and
freestanding square sink all made from glassed steel.
Newport Brass’ new 1760
and 1770 series include classic French country, revisited
widespread and deck mount
lavatory faucets, tub and
shower sets, Roman bath
sets and coordinating sconce
lighting, accessories and
DeRose Designs (booth 619) will feature a 1” thick
glass kitchen countertop in various colors and a ¾”
thick star fire glass countertop for the kitchen or
bath.
Duravit (booth 627) introduces a new line of wall
hung toilets with concealed tanks and carriers that
are HET approved, space saving and height adjustable.
Edgar Berebi (booth 526) introduces new designs and finishes
including satin nickel and oiled
bronze.
Edgar Berebi
Elite Bath (booth 533) introduces a new green product
line of water-conserving
faucets and a large variety of
new sink designs and finishes
made from recycled metal.
Newport Brass’
1760 Faucet
Newport Brass’
1770 Faucet
grab bars. The 1760 lavatory features cross handles
while the 1770 has lever
handles. The handles feature
concealed set screws and
metal matching finish buttons. Both series are available in 30 Newport finishes.
Newport Brass also introduces at DPHA solid brass
kitchen suites including pull
down faucets (available in 30
finishes), wall and deck
mount pot fillers, hot and
cold-water dispensers,
soap/lotion dispensers, paper
towel holders and cabinet
Newport Brass’ New
Pulldown Kitchen Faucet hardware.
Another new introduction at DPHA is the patentpending 6-505 toilet tank mechanism. The first innoElite Bath’s Green Faucet vation of its kind, this
universal tank mechanism pivGinger/Newport Brass (booth
ots and rotates into a front,
626) introduces its
angled or side mount configunew Columnar collecration making it compatible
tion of lavatory
with most toilets.
faucets, Roman bath
Newport’s Tank Lever
sets, rainfall showerGraff (booth 643) unveils a new faucet line, Roman
heads, sconce lighting
tub filler and thermostatic shower. Three new faucet
and new ceiling and
bodies will be unveiled at DPHA.
pendant lights and coordinating accesGinger’s
sories. Columnar is
Columnar Rain Showerhead
available in polished
chrome, polished nickel, satin nickel and oil-rubbed
bronze. Columnar features a proprietary forwardfacing faucet handle that is the first of its kind in the
industry. This ergonomicly designed feature makes
use easier on the hands and wrists.
OCTOBER 1, 2007
NEWSLEAK 25
Hastings Tile and Bath Collection (booth 736) offers
the new Amorgos cabinet
with flat glass top with an integral molded glass basin in
more than 40 colors. The
line comes with a matching
suite of accessories. The
company also introduces a
new medicine cabinet, the
Atollo 3, designed by Tulli
Zuccari that is made of mainHastings’ Atollo
tenance free materials. In addition, the company will unveil the Dolce single-hole
faucet, the Plano three-hole basin set and a fabric collection tile.
High Point USA (booth 527) introduces new solid wood bathroom vanities featuring
concealed drawers and concealed drawer slides.
High Point’s Vanity
Huntington Brass (booth 743) offers two new collections of faucets in the Atlantis and
New Versailles collections. The
Atlantis Collection features a ¾” /
22 GPM Thermostatic Valve,
Roman tub spout with 10” reach
and 5” deck to underbelly. Huntington Brass also will introduce a
Atlantis’ Faucet
new line of vitreous china, including toilets, undermount lavatories, drop-in lavatories,
countertop lavs and vessels. Finally, the company will
showcase its new Bolivar 36” Orange Cherry Vanity.
The Italbrass Group (booth
623) unveils its new Arva
Faucet, a contemporary design
manufactured in Italy by the
Bandini Rubinetterie Company. A horizontal shelf directs the water in a free flow
outward from the vertical
body attached to the wall
where it drops in a gentle waterfall into the sink. Available
in black or white ceramic or
Italbrass’ NAOS
glass/chrome construction.
The company also will be showcasing its NAOS faucet.
Kallista (booth 746) features faucet and showering
components from the One collection, semi-precious
stone and crystal handle options in the Michael Smith
Town collection, and two toilets with high-perforOCTOBER 1, 2007
mance flushing technology. Kallista’s new Persephone
toilet and redesigned Hampstead toilet use a patentpending dual rim jet flushing system that creates a
counter-clockwise, swirling vortex of water for
uniquely effective performance.
Kimball & Young (booth
543) will feature an entire
new line of LED illuminated magnification mirrors. The line includes
LED magnified vanity mirrors, LED magnified hardwired wall mounted
Kimball & Young’s
mirrors and LED magnified
LED Mirror
plug-in wall mounted mirrors.
This new line of mirrors only uses a fraction of the
power that a traditional bulb requires. Each LED lasts
up to 50,000 hours making these mirrors virtually
maintenance free.
Legacy Brass (booth 514) offers new thermostatic valve
sets, toilet tank levers and electronically activated
faucets.
Legacy Brass’ new thermostatic valves
Linkasink (booth 646) showcases
its Smithsonian collection of
bowls and vessels, featuring designs, patterns, textures and colors found among the millions of
artifacts in the Smithsonian
Linkasink’s Smithsonian
archives.
Mariner America
(booth 624) introduces
its new LIVE “Continuous Surface” double
basin, stainless-steel
bathroom furniture
and accessories. The
line is available in designer colors and provides customers with
countertop space without compromising the
contemporary look.
Mariner’s LIVE
NEWSLEAK 27
Buena Park, CA 90620 Ph: 714 670-1171 Fx: 714 736-0300
www.fairmontdesigns.com cabinet@fairmontdesigns.com
28 NEWSLEAK
OCTOBER 1, 2007
Native Trails (booth
620) features several
new products including two beautiful selfrimming lavatory
basins, the oval Hibiscus and rectangular
Hana. These bowls sit
slightly above the
counter adding a contemporary edge to the
distinctive texture of
Native Trails’ Hibiscus
the hand-hammered
copper. Hibiscus and Hana are available in brushed
nickel and antique finishes.
Other new Native Trails products are sink grids and
rinsing baskets for the kitchen and prep sinks. These
custom designed grids fit comfortably at the bottom of
the sink basin, offering extra protection for the sink
and cushion for fragile dishes. The rinsing baskets
make it easy to wash and drain fresh produce or even
for drying small dishes.
Neptune (booth 628) offers several new products that
include the Bora, Saphyr, Ruby and Zen 3260 with integral skirt bathtubs. The Bora features a sleek diamond shape and has options that include mood light,
Chromo+System, handles, neck pillow, and Neptuner
(surround-sound system). The Saphyr freestanding tub
is part of the Zen line. The tub comes equipped with
six turbo jets, 17 mass –air injectors, six backrest jets
and 11 bottom jets. The Ruby freestanding tub is
available as a soaker or with an air system. The Zen
3260 with integral skirt is equipped with 12 rotating
jets (back and foot jets), 8 side jets as well as a 13.5
amp pump. In addition, Neptune will offer new
shower systems, vessels and toilets.
ProSun’s (booth 622) SunShower is a tanning panel
that can be installed in any new or existing shower that
allows the customer to tan while they shower. New
this year is the ProSun SunShower SR Plus. It has an
LED panel to the SunShower’s top lamp to offer skinrejuvenating phototherapy to the facial area. The new
ProSun SunShower SR employs near-infrared light that
penetrates deep into the skin in order to reduce the appearance of aging. The energy from the SR Plus lamp
replenishes damaged skin cells by stimulating the production of collagen, so the SunShower user looks
younger with smoother and healthier skin.
Quiescence Iron & Stone
Décor (booth 737) introduces Reminsce, a console
in black marble.
Reminsce features natural
stone, integrated basin and
top with backsplash. The
solid surface design proReminsce
vides superior performance in
wet environments while the
chic polished marble ensures a lifetime of luxury.
Robern (booth 744) introduces Candre Decorative
Mirrored Cabinets featuring tinted gray mirrors or
white glass frames. Candre cabinets project a dramatic
look in the bath and powder rooms. The frosted glass
panels of Robern’s M Series Reflexion are enhanced by
soft light and appear suspended in air.
Rocky Mountain Hardware
(booth 727) introduces two new
hardware lines. The Metro Collection offers clean, simple lines
designed to complement contemporary design. The Designer Collection combines Rocky’s
signature cast bronze with fine Ital- Rocky Mountain’s
ian leather. Options range from a
Metro Series
rich chocolate to a fine hand-tooled tapestry to modern
white leather. Rocky Mountain Hardware products
have been certified by SCS (Scientific Certification Systems) to be made from 72% recycled material, 50% of which is
post consumer. This means that
their products can contribute toward USGBC LEED certification
points MR 4.1 and 4.2.
Rocky Mountain’s
Designer Series
ROHL (booth 618) introduces
the following new products:
Triflow (water filtration faucets
and system), Modern WAVE,
Antico Brass finish, Country
Bath hands free faucet, Perrin
& Rowe Georgian, Perrin &
Rowe Contemporary, Michael
Berman Bath Collection, Country Bath three-hole hi-arc widespread faucets, towel warmers,
mosaic vessel bowls, underROHL’S WAVE Curve
mount oval brass lavatory
sinks, six new showerheads (including the Ocean4).
OCTOBER 1, 2007
NEWSLEAK 29
Triflow: A patented water
filtration system from England includes a dedicated
filtered waterway, so no
risk of cross contamination.
Available in traditional and
contemporary designs.
ROHL’S WAVE in Antico
Brass
Ocean4 Showerhead: Four
distinct spray patterns – Cascade (blade forms for a delicate and very relaxing spray),
Massage (stimulating massage jet), Wide Rain (delivers
a wider uniform jet pattern
for complete relaxation),
Champagne (a relaxing soft
ROHL’S Triflow
jet having a foam consistency). Also includes an easy clean function and a filter
that removes water impurities.
ROHL’S WAVE
WAVE: Minimalist faucet
style made of clean, crisp
lines and essential shapes.
Named WAVE because of
the wave-like arches, this
collection exudes sleek simplicity.
Sagehill Designs (booth 536)
features a variety of bath
funiture.
Schaub & Company (booth
637) unveils its lost wax solid
brass cabinet and furniture
hardware products with mother
Sagehill’s Apothecary
of pearl and penshell inlays.
Steamist (booth 638) introduces new controls and
steam heads and InstaMist generators. The new controls and steam head have an updated look using a
lower profile and up to date design to better match
today’s bathroom and shower design. The new InstaMist allows for steam in less than one minute.
Thermique Technologies
(booth 725) introduces a new
freestanding towel warmer.
Supergrif (booth 719) will
present its Lladró Bath and
Milá collections of faucets
and compliments. The
Lladró Bath collection features all porcelain components. Supergrif’s Milá
collection combines environmentalism and ergonomics to
Supergrif’s Mila
create a faucet line that is not
only functional and easy to
clean, but also energy saving.
Designer Miguel Milá created
a product designed to open in
the cold-water position for a
quick rinsing of the hands,
thus eliminating the waste of
energy at the boiler level.
When a more thorough
cleansing is required, users
simply rotate the handle to
Supergrif’s Lladro
the hot-water position.
THG USA (booth 520) offers a new DVD, advertisements and photo previews of new products.
ThermaSol (booth 621) showcases its new 50th Anniversary
Products. ThermaSol units use a
CAN-Bus system with a silicone
encased MILSPEC cable that is
used in many fighter jets for its
superior performance and reliability. The Pro Series has a
patented SmartSteam feature
which acts like a cruise control on ThermaSol‘s Controls
a car. It’s “green”
because it lowers the energy consumption needed to
maintain the set temperature. In addition to 14 finishes, ThermaSol offers traditional and contemporary
styles of controls and steam heads. The ChromaTherapy and music system uses the homeowners’ entertainment components such as an iPOD, CD-Player, TV, etc.
Turnstyle Designs
(booth 738) unveils
a range of composite
door levers: Groove
Twist, Spot and
Groove Ring. The
new recess patterned
range is available in
all standard finishes.
Rough Cut
30 NEWSLEAK
OCTOBER 1, 2007
Turnstyle also will introduce its
Rough Cut door lever and door
pull that is inspired by a roughhewn texture left in wood prior
to plaining. The design is available in several grip finishes and
comes as a door lever set and
door pulls in three standard
Turnstyle’s Cocoa
Levers
lengths. In addition, the
company introduces a new
set of heavy-duty solid and
square pair of door levers.
Made from 20 mm solid
brass
square section and set
Turnstyle’s Solid and Square
Door Levers
onto huge 260 mm long
square edged back plates, the levers are available in
satin nickel, bright chrome and polished nickel with either the large back plate or a square rose (with square
escutcheons to match).
Valli & Valli USA, Inc. (booth 723) introduces the
H353 handle designed by award-winning architect Antonio Citterio. It is available in stain chrome and polished chrome finishes. The H353 comprises a sleek,
curved handle extending from a distinctive square
plate. The collection also includes two-door handles
on a rosette, window handles, extending pull handles,
coat hooks, hooks and coordinated keys and switch
covers.
Valsan Bathrooms (booth 721) previews their innovative bathroom lighting, along with several exciting new
storage and shelving options. These products are supported by wall-mounted accessories. Valsan’s bathroom lighting is UL approved.
Von Morris (booth 713)
introduces new deadbolts,
multipoint
door
trim, tilt
Von Morris’ tilt turn window turn
window
trim in a distressed satin
Von Morris’
trim and
nickel finish
Deadbolt
new decorative door “bell pushes.”
Waterfall Bathroom Furniture (booth 724) features the
Amuse, a 24” vanity made with FSC-certified MDF
and mirrored laminate; Lilliput, a 24” vanity made
with FSC certified MDF and a choice of 12 colors; and
Louis, a transitional variety that can fit a wide range of
styles in MDF and lacquered colors. All of the pieces
are eco-friendly.
Watermark Designs (booth 734) will highlight the company’s new marketing plan, including new product designs, advertisements and display options.
Wetstyle (booth 528) will feature its new “C” stainless
steel consols, that are forged with a mixture of design
putty, stainless steel and laminated glass. The new collection is available in 4 different dimensions.
Zehnder America (booth 644) showcases the Villeroy
& Boch by Zehnder radiators and new electronic controls for the Zehnder radiator line. The new controls
feature radio frequency wireless technology, seven day
programming, eight heat levels, a countdown timer and
on/off switch. There also is a manual control on the
heating unit that acts independently from the wireless
controls.
2007 Awards Program Sponsors
Allied International Group, Inc.
Amerec Sauna & Steam
Barber Wilsons & Co/Black Country
Heritage
Colonial Bronze
Fairmont Designs
Hot2Cold
Jaclo Industries
OCTOBER 1, 2007
Julien®
KWC America, Inc.
Lefroy Brooks
Magruder Associates
Navinet Distributors
Ridenour Group
NEWSLEAK 31
Gold Circle
Sponsor
Ginger
Ginger is one of the venerable names in the decorative
plumbing and hardware industry. Since 1983, Ginger’s
luxury products have helped to create unique bathing
environments in exceptional homes and hotels all over
the world. Ginger is a market leader because the company maintains the most complete collection of bath
fixtures, lighting products and bathroom accessories
one could ever wish for. Ginger manufactures and imports a wide assortment of beautiful, intelligently engineered, durable and safe products, ranging in style
from traditional and art déco to modern. Ginger simplifies the task of achieving that coveted sophisticated
and coordinated-to-perfection look of a modern luxury
bath. Each Ginger line offers stylish and fully coordinated suites of products that now include water delivery systems to match Ginger accessories as well as
self-draining toiletry baskets, hotel towel shelves, mirrors, sconce lighting and, in some cases, even decorative cabinet hardware.
“Ginger is known for its great product quality, variety
and breadth. Our accessory selection is unmatched,”
says Ginger’s Vice President of Sales and Marketing
Jonathan Wood. “A hallmark of Ginger is to include
anything and everything in each line – and that always
means a few things you don’t expect too.”
The unmistakable stamp of Ginger design is perfect
form, nuanced detailing, meticulous manufacturing
Columnar Magazine Holder
SPOTLIGHT
K2 Towel Shelf and Bar
and responsiveness to the practical needs of individual
lifestyles. These qualities come from the 1980s when
the company opened its doors focusing on providing
products that featured the best-designed European
products. Ginger began operations in New York under
the name of Ginger’s U.S.A., Inc, or GUSA, to import
Italian faucets, French and Italian sanitary ware, and
Italian and English accessories.
The company was named after Ginger Eisen who was
one of the company’s principal shareholders along with
Alan and Mark Bickler. Ginger Eisen was a wellknown personality in Canada and Europe. Using her
name brought the new company instant recognition in
an otherwise alien US market. The business community knew Ginger as a person who was absolutely passionate about products for the bath and possessed
remarkable entrepreneurial qualities. In the 1950s,
when the public didn’t even want to speak about “that
room,” her store in Toronto, Ginger’s Bath Boutique,
was the rage. Eisen was a remarkable marketer. She
placed a flower-filled claw foot tub on the front lawn
leading to her shop. When a student stole that flowerfilled bath, the savvy business owner Eisen made a
month long promotion for her store following on the
media coverage of the student’s prank. Ginger Eisen
became a distinguished contractor for bathroom renovations and a bold entrepreneur who even in her eighties continued to purchase the rights to new bath
products.
32 NEWSLEAK
OCTOBER 1, 2007
Ginger profile continued from page 32
bring to dealers’ bottom lines. “Ginger
items provide healthy
profit margins,” says
Wood. “We ask showroom staff not to let
customers forget about
accessories because if
they do, they loose an
easy sales opportunity
and can compromise
repeat business.”
Ginger’s New Columnar Widespread Lav
Ginger’s U.S.A. inherited her bold, innovative spirit
and great taste. Perhaps, this is why Ginger products
have always had an indescribable ‘something.’ In the
1980s, the company focused on bath accessories
alone with great success. Beginning in 1989, GUSA
grew at an annual rate in excess of 50% for five consecutive years, transforming itself from being merely
an importer/distributor of finished European goods,
to a design, sourcing and marketing company. Today
the company is a division of Masco Corporation, the
largest bathroom accessory manufacturing company
in the world, and offers products of its own manufacture under the registered brand name Ginger®.
Ginger products are available internationally through
a network of dealers. In the United States, Ginger’s
customers are the bath design community, architectural groups and fine showrooms. “We focus on limited distribution,” says
Wood. “As evidenced
by our new water delivery launch, we’ve made
an effort to maintain the
exclusiveness of our
lines. Being a true luxury player requires
maintaining exclusivity.
The fact that we’ve been
very metered in the distribution of water delivery collections has
helped us build brand
loyalty,” Wood relates.
Columnar Lotion Dispenser
OCTOBER 1, 2007
Working with showrooms, Ginger stresses
the value its products
Ginger has found that
accessories are often
an afterthought. Customers get tired spendColumnar Shower System
ing four or five hours
deciding which faucets,
sink, vanities, shower systems and bowls they want
for their bath. When it’s time to talk accessories,
many customers say, “Enough already.” Ginger has
found that accessories are the last things to install in
the bath and the first things left off the order. “That’s
why even in multimillion dollar homes often there is
no place to hang towels,” Wood relates. Upon completion of a new home or bathroom renovation, it is
not uncommon that it lacks tissue holders as well.
When that occurs, customers often blame the showroom for not ordering products that are needed. As a
result, the customer who wants products immediately
will head to a cash and carry environment instead of
the showroom. Showrooms can use the customer’s
need to accessorize as a wonderful opportunity to
Circe Wall Tray
NEWSLEAK 33
Ginger profile continued from page 33
capitalize on high margin purchases and the potential
for repeat business, points out Wood.
To avoid missing opportunities, Wood advises showroom staff to include a few accessory items in the initial specification. Every bathroom needs a toilet roll
holder. By specifying the type of holder in the initial
specification, customers avoid problems that inevitably occur in trying to mount holders on walls
with expensive tile or wallpaper after construction is
completed. In addition, Wood advises that every
showroom specify a grab bar up front. “The perception of bath accessories is changing. Take grab bars,
for example. For a long time, most people thought
about grab bars as something only used in hospitals or
for ADA bathrooms. Now they are much more accepted by the general public if they are presented
properly.” Grab bars are not only decorative, but
they also are functional. Explain to customers the
benefit of using grab bars to hold onto while they
wash their feet or shave their legs, Wood suggests.
Specifying grab bars at the start of a project allows
contractors to block out the wall for proper mounting.
Wood believes that lighting and mirrors also are often
overlooked. Some showrooms that do not have a lot
of space tend to overlook mirrors. Mirrors, like many
other accessories, offer favorable margins and should
not be ignored for several reasons. Mirrors manufactured by companies such as Ginger are designed for
the bath. The company’s tilting mirrors recognize that
family members come in all shapes and sizes. Ginger’s
lighted mirrors are certified for wet applications.
Showrooms that do not sell mirrors force customers to
go to furniture stores and other venues that are not
bath related.
In 2005, Ginger expanded its product line to include
luxury
faucets.
It was a
natural
extension.
Many
faucet
manufacturers
added a
suite of
accessories to
match
their
Wall Mounted Columnar Lav Set
34 NEWSLEAK
Columnar Lighting
water delivery systems. Similarly, Ginger decided to
add a line of faucets to complement its accessory lines.
“We focus on a complete selection. That’s what
makes Ginger different, compared to our competitors,” Wood explains. A typical accessory collection
can include towel bars, soap lotion dispensers, grab
bars, mirrors, shower curtain rods and brackets, lighting, robe hooks, and a whole range of other items, all
the way through razor clips and cabinet knobs for
vanities.
Despite its
success,
Ginger is
not resting
on the
past laurels and is
constantly
working
on new offerings to
keep its
reputation
of a
unique
Columnar Mirror
trendsetter.
A preview of
its new water delivery line called Columnar created a
lot of excitement and received positive feedback. With
its stately, column-like spouts and rounded corners,
Columnar captures the essence of 1930’s New York
City stunned by the luxury of the high-rise buildings
that began dotting the city’s skyline. The collection’s
signature form is a stately column reminiscent of the
OCTOBER 1, 2007
Wood Heads Slate
The Nominating Committee’s proposed slate of Directors and Officers to serve on the 2008 Board of
Directors is as follows:
Officers
President-Elect: Jonathan Wood (Brasstech)
Secretary: Steve Weinberg (The Glassmith Shop)
Treasurer: Barry Goldberg (Union Hardware)
Debbie Miller (Millers Decorative Plumbing and
Hardware) automatically accedes to the Presidency.
Jeff Robboy (Baci by Remcraft) assumes the position of
Immediate Past President.
Directors
Melissa Allen (Cobblestone Court)
Jim Babbitt (Hot2Cold)
Larry Brodey (Jaclo Industries)
Jeff Burton (The Bath and Beyond)
Chuck Butch (Altmans)
David Crossley (Duravit, USA)
Tony Carter (Carter Hardware, Inc.)
Caspar DeJong (Legacy Brass, Inc.)
Jack Fase (Alno)
Bill Fiddler (Fiddler’s)
Kimberly Frechette (BainUltra)
Jamie Gregg (Colonial Bronze)
Marilyn Hermance (Westheimer Plumbing &
Hardware)
Dick Isaacs (Mariner America)
Sarah Jenkinson (Barber Wilsons & Co.)
Larry Kaluzna (Waterware)
Mary Labowitz (Premier Marketing)
Bob Lando (Community Home Supply)
Joe Long (J. Long & Associates)
Tim Murphy (Klaff’s)
Tony Musso (Italbrass)
Faye Norton (Designer Hardware by Faye)
Ron Raffel (Raffel Sales, Inc.)
Jim Rennolds (Neptune International)
Mark Rohl (Rohl, LLC)
Jody Rosenberg (Sonia America)
Al Rykus (Watermark Designs)
Steve Shedden (Shedden Sales Company)
Debby Stehr (Stehr Enterprises)
Stuart Stern (S&H Hardware of New Jersey)
Jim Tomafsky (Mountain Plumbing Products)
The election will take place at the Annual Awards
Luncheon, Saturday, October 6. Members that want
their proxy returned, can obtain it at that time.
Ginger Profile continued from page 34
columns adorning many buildings raised during that
period. It includes sophisticated lavatory faucets with
laminar flow, innovative showerheads equipped with
easy-clean technology and a forward facing lavatory
handle that has a proprietary, patented mechanism.
The Columnar series also features pendant lighting,
mirrors and a magazine rack that has already become a
hit.
On the corporate side, Ginger’s U.S.A. also has a marketing agreement with Blanch Cristal of Barcelona,
Spain. Blanch Cristal is the manufacturer of the
branded products known as Pom D’or. Pom D’or
brand is considered one of the finest bathroom accessories and cabinet hardware brands in the world.
“We are currently doing very well,” says Jonathan
Wood, pointing out that Ginger has not been adversely
affected by the recent market downturn. “Our luxury
brands have been strong. We think that the luxury
consumer is not as concerned with the short-term fluctuation in the market. Our luxury products provide a
good insulation from market ups and downs.” In addiOCTOBER 1, 2007
tion, the company benefits from its smart branding
strategy that, in addition to high-end Ginger, involves
Motiv and Newport Brass brands created by the prestigious Ginger Design Group to fill a middle-market
niche. Motiv and Newport Brass have their own series
of fine bathroom accessories and lighting and give
showrooms flexibility in offering differently priced but
complementary products, with prices ranging from
mid-level premium to luxury level. Few other manufacturers offer the breadth or scope of products that
are complementary.
Ginger is a founding member of DPHA and proud of
its affiliation with DPHA. Not only does the company
provide financial support to the organization by serving as a Gold Circle Sponsor, but its Vice President,
Jonathan Wood, also serves on the Board of Directors.
He has been nominated to serve as the 2008 DPHA
President-Elect and the 2009 DPHA President. Wood
hopes that Ginger sets an example of active participation in DPHA and encourages others to get involved.
“This is our industry. This is what we do,” he says.
NEWSLEAK 35
DPHA Publishes Accessories continued from page 1
representatives and others new to the decorative
plumbing and hardware industry. Each manual represents a basic sales and product training guide for a
particular product or suite of products. Baseline
product information is presented, enabling showroom staff and others to quickly become familiar
with basic operating requirements, terminology and
common problems.
Specific concepts, materials, application processes
and terminology used in the industry are presented
in an easy-to-understand format. Included are suggested questions that sales professionals need to ask
customers to help obtain a better understanding of
buyers’ needs and preferences.
At the end of each chapter is a “Chapter Review.”
The Review includes a series of multiple choice
questions, matching questions and critical thinking
questions designed to evaluate sales staff’s knowledge and the amount of information retained.
Introduction to Accessories
The new DPHA accessories manual claims that accessories are easy to sell. Unfortunately, they are
often overlooked. Everyone needs a place for toilet
tissue and a convenient location to hang a towel.
Whether it’s a remodeling or new construction project, customers expect that everything they purchase
from the showroom will be coordinated. They expect that the products presented will be different.
Sales staff are told that customers purchase from independent showrooms because of the experience
and knowledge of the staff. Few customers, including architects and designers, know what they want
and need. They don’t know the difference between
a single post or double post toilet roll holder or the
benefits of a tri-view medicine cabinet. They need
and expect the showroom professional to direct
them to the products that best suit their needs, preferences and budgets.
By asking the right questions, as opposed to immediately directing consumers to products, sales professionals will understand both fears and wants and
quickly establish a relationship as trusted advisors.
When it comes to accessories, price should not be a
factor. Trading Up author Michael Silverstein
claims that if you emotionally engage consumers,
they will spend three times the amount that they
originally budgeted. The discussion of products
should never focus on cost. Instead, sell the benefits
OCTOBER 1, 2007
by recommending accessories that will differentiate
their bath and provide the finishing touches for a
unique and complete look.
Accessory materials and options are as varied as
your clientele. Whether they are mounted or
freestanding, accessories are available in many
styles, in a wide range of price points and are manufactured from a variety of materials that include
porcelain, crystal, acrylic, wood, stone, and metal to
name a few.
Too often, accessories are an afterthought. Customers get tired spending four or five hours deciding
which faucets, sinks, vanities, shower systems and
bowls they want for their bath. When it’s time to
talk accessories, many customers say, “Enough already.”
Because accessories are the last things installed in
the bath, they are the first things left off the order.
That is why even in multi-million dollar homes,
there may not be a place to hang a towel or a holder
for toilet tissue.
When basic accessories such as towel hooks and toilet roll holders are left off orders, customers often
blame the showroom for not specifying products
they need. As a result, the customer will head to a
cash and carry environment instead of the showroom. Showrooms miss a wonderful opportunity to
capitalize on high margin purchases and the potential for repeat business.
Too often opportunities are missed by not specifying
accessories or a minimum number of accessories at
the beginning of the project. To avoid running out
of time or budget, make sure that initial specifications include toilet roll holders, towel bars, hooks or
rings, grab bars, medicine/mirrored cabinets and any
other item that will require contractors to prepare in
advance for installation. In the case of grab bars,
contractors need to properly block out the wall for
proper mounting.
Lighting and mirrors also are often overlooked.
Mirrors, like many of the other accessories, offer favorable margins and should not be ignored for several reasons. Mirrors manufactured by companies
that specialize in products for the bathroom are designed for moist environments. When showrooms
don’t sell mirrors or lighting as part of the complete
NEWSLEAK 37
DPHA Publishes Accessories continued from page 37
package, customers are forced to go to furniture
stores and other venues that are not bath related.
Selecting the right accessories that meet client needs,
preferences and budgets results from a combination
of the showroom’s expertise, the customer’s vision
and the performance of installers who understand the
unique and vitally important role that accessories
play in the bathroom.
Family members come in all shapes and sizes. Accessories should be positioned and installed to meet the
needs of their users. Advise your clients that you are
in a position to provide guidance to installers to help
assure that towel bars, towel/garment hooks, towel
rings, shelves and mirrors are installed at the height
that is right for your customers and their family
members. Showroom professionals need to specify
the correct fasteners to use to install accessories on
surfaces ranging from ceramic and mosaic tile to
marble, granite, glass, slate or other materials featured in the bathroom.
Independent showroom sales professionals offer suggestions and access to products that are not readily
available from other sources. For example, baths
featuring granite countertops may be best served by
purchasing accessories such as tumblers, toothbrush
holders, tissue holders and soap dishes from granite
suppliers made from the same material as the countertop.
The sale of accessories does not differ materially
from the sale of other decorative plumbing and hardware products. Certain baseline knowledge and information is required. This information is obtained
by asking the right questions. Is the customer replacing an existing fixture or accessory? If so, can the
customer provide the name, style, dimension or picture of existing components in order for you to recommend a suite of accessories that match perfectly?
Is the project new construction or a substantial renovation? Ask if there is a design or plan. Determine if
the customer has the dimensions of the room or components necessary for proper accessory selection. Reassure your customer that you are an extension of the
entire team and that you will work closely with their
architect, designer and installer to help assure a successful project.
pose do not necessarily have to do with the bath or
the project. Ask about their jobs, their likes, if they
have children, pets, hobbies, etc. Notice the details
from the type of car that they arrived in to their
clothing, accessories and mannerisms. While it can
be dangerous to judge books by their covers, you can
learn a lot from customers just by the way they dress
and carry themselves. The goal is to put the customer at ease and relieve the anxiety that they feel.
Easing anxiety that customers may feel can be accomplished by demonstrating your expertise and providing assurances that your superior knowledge will
help clients select best products for their project.
To help establish trust and to demonstrate your expertise, start with general questions related to the
project and their goals.
DPHA has materials to assist. There are two consumer message brochures – one on accessories and
the second provides a checklist that helps customers
better understand the range of options available to
them and the benefits that they derive from working
with a showroom professional. Use them to your advantage and to help customers focus on options
many of which they most likely are not aware of.
Copies of the Accessories Manual are available to
members at no charge on the DPHA web site,
www.dpha.net. Nonmembers are not permitted to
purchase, download or use the DPHA Education Program. Particular thanks is extended to DPHA Education Committee Chair Faye Norton (Designer
Hardware by Faye) for spearheading this project.
The first step in creating a trust-based relationship is
to get to know the customer. Questions to initially
38 NEWSLEAK
OCTOBER 1, 2007
Imagine If Price Increases Were Easy to Handle
DPHA Data Standard Turns Fantasy into Reality
format that enables everyone in the industry to use
the same information in the same way. Compliance
with the standard permits different computer
systems to look at the
same spot for the same
What would you say if
information. The
DPHA were to promulTechnology Committee
DPHA voluntary stangate a system that
Electronic Product Data Format Standard
dard asks manufacturwould allow dealers to
Below are the fields for the DPHA Electronic Product Data Standard (PDS). The PDS will apply to all Excel (xls) and
ers to place specific
easily upload the most
comma delimited (csv) files used for the purpose of product data input to point of sale, inventory, accounting, product
management and ordering systems.
data in specific fields
accurate pricing inforThis document provides multiple versions of the data standard so MFGs may participate at a basic level, while
allowing them time to develop their data for the next level of compliance. Once the next level has been met, DPHA
some of which are remation into their point
will acknowledge that participation with the appropriate compliance logo.
While compliance with this standard is voluntary, DPHA strongly encourages manufacturers to follow these guidelines
quired and some are
of purchase or any
for the betterment, and advancement of the industry.
not. As time goes on
other type of software
and compliance
system?
spreads across the industry, more required
What would you say if
fields will be added. It
DPHA were to develop
is important to emphaa system that would
size that this standard
transmit all pricing indoes not mandate what
formation and changes
information is placed
from manufacturers in
within specific fields,
the same format, the
the format of the inforsame way?
mation within a field
or how to number finWould you be in favor
ishes. It does ask that
of a DPHA developed
all finish information
system that would
be placed in the same
allow you to submit
column. If you look on an Excel spreadsheet, the
proposals that included detail specs, photos and ilstandard requires that item/SKU numbers be placed
lustrations of products recommended by pushing a
in column A, finish information in column B, finish
single button?
description in column C, description of the product
in column D, manufacturer suggested retail price in
If you said yes to any of the aforementioned quescolumn E, net price in column F, etc.
tions, then you are a proponent of the DPHA Data
Standard. If you believe that we are years away
The reason why widespread adoption of the volunfrom accomplishing these goals, you have another
tary standard is so significant is that over time more
think coming. The data standard enables dealers
and manufactures to accomplish those goals now, in data will be presented in a common format enabling
real time. That is why DPHA believes that the data everyone in a showroom to price products accurately. Given the number of price changes that ocstandard may be the most important development
curred last year and the volatility of the metals
for the decorative plumbing and hardware industry
market, the benefits that the standard provide besince the introduction of the thermostatic valve.
come crystal clear. If there was widespread adoption of the standard, every DPHA shareholder
The DPHA Data Standard provides a uniform
framework to transmit pricing information that can would be able to go to the computers and be asbe used by almost every point of sale, inventory, ac- sured that the pricing in their systems is up to date.
counting, product management and ordering software system. The standard creates a common data
What would you say if DPHA were to develop a
format that would make it easy for manufacturers
to transmit pricing information?
Field Name
Position
Length Format Required Version
1.0
2.0
2.1
20
Char
Y
Y
Y
11
Char
Y
Y
Y
20
Char
•
•
•
60
Char
Y
Y
Y
10
Num
Y
Y
Y
10
Num
Item Number / SKU
Finish Designation
Finish Description
Product Description
Retail Price - USD
Net Price - USD
1 (A)
2 (B)
3 (C)
4 (D)
5 (E)
6 (F)
Status
7 (G)
2
Num
Y
Y
Y
Unit of Measurement
UPC#
Product Series
Category
8 (H)
9 (I)
10 (J)
11 (K)
2
14
35
11
Num
Num
Char
Char
•
•
•
•
•
•
•
•
•
•
•
•
Cartons Per Unit
12 (L)
2
Num
•
•
•
Carton Cubic Feet
13 (M)
4
Num
•
•
•
Packaged Weight
Units of Weight
14 (N)
15 (O)
7
1
Num
Num
•
•
•
•
•
•
Freight Flag
16 (P)
1
Char
•
•
Y
Lead Time in weeks
Small Image Address
Large Image Address
Specification Address
Installation Address
Parts Address
Code Approvals
17 (Q)
18 (R)
19 (S)
20 (T)
21 (U)
22 (V)
23 (W)
2
100
100
100
100
100
200
Num
Char
Char
Char
Char
Char
Char
•
•
•
•
•
•
•
•
Y
Y
Y
Y
N
•
•
Y
Y
Y
•
Field Explanation
Item or SKU #
Finish Code
Finish Description
What is product called
MSRP
Net Price
1=New,
2=Current,
10=Planned termination,
15=Future Release,
20=Discontinued when Out
21=Obsolete/Discontinued
Increments that the item
must be purchased in
(1=Each, 2=Pair 3=3)
Includes Check digit
Collection or Group Name
Type of item
Number of cartons shipped
for unit
Expressed in Cubic Feet
total of all Cartons
Complete Item packaged
weight
1=lbs, 2=kg
Y=ships as freight
N=ships as parcel (default)
Number of weeks before
item is generally expected
to ship (0=Normally In
Stock, ships immediately)
URL of Small Picture
URL of Large Picture
URL of Spec Sheet
URL of Installation Sheet
URL of Parts Sheet
Listing of approvals
Example
26.1234
US26D
Satin Chrome
Edwardian 8" Lav Faucet
1311.59
2
1
12345678901234
Jefferson
15.20.10.05
1
0.87
4.5
1
Y
4
http://www.mfg.com/small.jpg
http://www.mfg.com/large.jpg
http://www.mfg.com/specs.pdf
http://www.mfg.com/instal.pdf
http://www.mfg.com/parts.pdf
21*15*88*92
OCTOBER 1, 2007
NEWSLEAK 39
Award
Winner
SPOTLIGHT
Showroom Professional
of the Year
Faye Norton
Faye Norton is a pioneer in the decorative plumbing
and hardware industry. The showroom she established
in 1982, Designer Hardware by Faye, has earned the
well-deserved reputation as the destination of choice
for high-end plumbing and door hardware in Oklahoma City.
Designer Hardware’s roots are humble by any standard. With a strong background in commercial and
builder hardware, Faye worked almost exclusively on
commercial projects until one day that changed her
fate. “I had a client who was building a large home in
Oklahoma City who said to me, ‘I need this job run
like a commercial project.’ After the job was completed, both the interior designer and builder continued to funnel residential projects my way,” Faye
recalled. As her focus began to shift from commercial
to residential, other designers and builders encouraged
Faye to open Oklahoma City’s first residential decorative plumbing and hardware showroom. She borrowed money on her house and secured a loan from
her brother to open Designer Hardware. Faye said, “I
opened our doors on January 1, 1982, working out of
four small rooms in a commercial office building. One
room was my warehouse. A second was my showroom. The third was my office and the fourth was the
office for an assistant which I did not have.”
Faye’s old clients followed her to Designer Hardware
and the rest is history. Designer Hardware established
a firm foundation in its first year of operation that allowed the company to move from the office building
to an actual showroom. The company’s current location features vignettes throughout the retail space.
The newest part of the showroom is called the Pavilion. Built by Jerry Norton for the Oklahoma City
Home and Garden Exposition, the Pavilion features
working tub and toilet displays, a full shower, hard40 NEWSLEAK
ware displays and several vanities perched atop hardwood floors. After the Exposition, Jerry moved the
four-room display to the showroom. Adjacent to the
Pavilion is a coffee bar where customers can relax
over a cup of cappuccino, coffee or hot chocolate.
Faye borrowed the coffee bar concept from the BMW
dealer. “They had one. I figured that we shared the
same customer base,” Faye said. “It’s been a big hit
with our customers and staff.”
At the far end of Designer Hardware is the Gallery
featuring different vignettes with motifs ranging from
contemporary to Southwestern. The middle of the
showroom is home to additional plumbing vignettes
and door hardware displays.
Faye has always felt the need to give back to her industry. She, along with a handful of others, were responsible for creating the Decorative Plumbing &
Hardware Council for NKBA. Faye took an active
leadership role from the beginning, serving as Secretary, Vice Chairperson and Chairperson of the DPH
Council.
During her tenure in various leadership roles, Faye
represented the needs of her industry with incredible
insight and integrity. In 2001, Faye realized that the
DPH industry needed its independence and its own
voice. She attended the planning meeting that gave
the green light to create DPHA and has served as chair
of the Education Committee from day one. Under her
OCTOBER 1, 2007
DPHA Data Standard Continued from page 39
The DPHA data standard includes requirements for
Vendors to include URL addresses that point to information that includes specs, pictures, installation instructions and parts. In doing so, the standard makes a
giant leap in enabling our industry to capitalize on the
power of the Internet.
By blending what was typically in the past, two separate systems into a single system (price lists and web
sites), both systems can benefit from each other. The
web site used by consumers can now have full information organized with a full database of information.
Companies’ in-house systems can now link directly to a
file containing specs, pictures, installation instructions
and parts diagrams.
Currently, dealers, when needing to provide specs for a
quote, are required to navigate the Web and find the
target spec sheet in pdf format for each item at each
company’s web site if it exists. If it is found, they then
have to print it or create a link pointing to the pdf document. A good picture may also be required. The
dealer can also choose to navigate their catalogs and
start copying. Both of these methods are painfully
slow. By making that specification URL part of the information that comes with the electronic price list, navigation through a web site is skipped. Specs and
pictures can be obtained directly for uses that we are
just starting to develop. To be able to print out a
packet of specs, pictures, installation instructions and
parts for a job at the push of a single button is one example. Another application would be to automatically
generate electronic documents for quotes in pdf, Excel,
Word and other formats that would contain these links
and could be emailed to all within the supply chain.
These examples are not fiction. They are already in use.
Most of the manufacturers that have complied with the
standard report that it is not difficult to meet the requirements. Given its importance, compliance with the
standard should be at the top of every DPHA manufacturer’s priority list.
Companies that have complied with the standard are:
Baci by Remcraft
Barber Wilsons & Co./Black Country Heritage
Barclay Products, Ltd.
Bates & Bates
Brasstech
Bristol & Bath
Environmental Water Systems
Ginger Company
Harrington Brassworks
Kallista, Inc.
Kimball & Young
Legacy Brass
MGS USA
Nostalgic Warehouse
Oliveri, Tasman Sinkware North America
Phylrich
Sonia America, Inc.
Steamist
Watermark Designs
Zehnder America, Inc.
The 20 manufacturers that complied deserve the widespread support of the industry. They recognize that
having a common protocol for the transmission of pricing information provides competitive advantages to
DPHA dealers and reps. Compliance means that it is
easier to upload pricing information into any point of
purchase software program. Compliance gives confidence to showroom sales staff that the pricing information in their systems is accurate. Why would a sales
person direct a customer to a manufacturer whose pricing information is not up to date? Compliance with
Data Standard 2.0 allows showrooms to prepare stellar
price quotes that feature detailed installation instructions, line drawing and product pictures at the push of
a button. The data standard is win-win-win for all
three links in the supply chain. For more information
on complying with the data standard, contact David
Goldberg at 301-654-7810 or send him an email at
david@unionhardware.com.
Faye Norton continued from page 40
direction, DPHA has developed the industry’s most comprehensive education program and the industry’s only
point of purchase educational message that explains to consumers why the DPHA member showroom should be
the destination of choice for decorative plumbing and hardware.
The energy that Faye has put into helping her industry advance is mirrored by her contributions to her community. She serves on the Oklahoma County Child Welfare Advisory Board, Oklahoma City Beautiful and on the
Allied Arts Board. In 2006, she was nominated as the Oklahoma Woman of the Year for her business acumen
and her community service.
42 NEWSLEAK
OCTOBER 1, 2007
New Members
Dealers
Ardente Supply Company, Inc. /DBA Waterspot,
4040 Valley Street, Providence, RI, 02908; 401-8611324; 401-861-1850 (f); mark@ardente.com (e);
www.water-spot.com. Company President Mark Ardente is the DPHA liaison. The company operates
three showrooms in Rhode Island and one in Massachusetts. Dan Beaudet sponsored the application.
W.A. Birdsall & Company, 1819 West Elizabeth Avenue, Linden, NJ 07036; 908-862-4455; 908-8628106 (f); pwhelan@wabirdsall.com (e). Patti
Whelan, Showroom Manager, is the DPHA contact.
The company operates showrooms in Linden and
Summit, NJ. Jeff Boardman sponsored the application.
Natty Co. T/A Designer Bath & Hardware, 2109
Greenspring Drive, Timonium, MD 21093; 410252-2900; 410-292-2291; designerbathandhardware
@covad.net (e). Company President Buck Brinton is
the DPHA contact.
Zolotos Kitchen & Bath, 77 Turnpike Road, Ipswich, MA 01938; 978-356-2239; 978-356-2240
(f); zolotaskb@tmail.com (e). The DPHA liaison is
Gail Zolotos. Mark Rutter sponsored the application.
Manufacturers
Avenelle Court Collection, Division of Steeltek, LLC,
11 Poet Lane, East Setauket, NY 11723; 631-6895191; 631-941-1409 (f); mdlew@optonline.net. Mark
Lewis, Vice President, is the DPHA contact. The company manufacturers bathroom accessories. Tony
Musso sponsored the application.
Geberit, 2100 South Clearwater Drive, Des Plaines, IL
60018; 847-803-5000; 847-803-4499 (f); art.petracco@geberit.com (e);
www.geberitnorthamerica.com. Art Petracco, Director of Market Development, is the DPHA liaison. The
company manufactures plumbing accessories. David
Crossley served as sponsor.
44 NEWSLEAK
Martin Pierce Hardware, 5433 W. Washington Boulevard, Los Angeles, CA 90016; 323-939-5929; 323939-0366 (f); info@martinpierce.com (e);
www.martinpierce.com. The company manufactures
door hardware and cabinet hardware. Atine Pierce,
CEO, is the DPHA contact. Maria Perez sponsored
the application.
Santec, Inc., 3501 Challenger Street, Torrance, CA
90503; 310-542-0063; 310-542-5681(f);
jnguyen@santecfaucet.com (e);
www.santecfaucet.com. John Nguyen, Marketing and
Sales Administration Manager, is the DPHA contact.
The company manufactures kitchen and bathroom
faucets and fixtures, bathroom accessories, plumbing
accessories and cabinet hardware.
Representatives
Belter Sales Company, 4613 University Drive, Suite
461, Coral Springs, FL 33067; 954-340-1553; 954340-1553 (f); bbelter@aol.com (e). Bob Belter is the
DPHA contact for this agency that represents South
Florida. Debbie Miller sponsored the application.
Kepler and Company, 3598 Phillips, Berkely, MI
48072; 248-548-5074; 248-548-5074 (f); keplerandcompany@earthlink.net (e). Faith Kepler, Company
President, is the DPHA contact. The agency serves
OH, WI, MI, IN, N.IL. Jim Babbitt sponsored the
application.
TOC Marketing Group, Ltd., 1155 Waukegan
Road/The Coach House, Glenview, IL 60025; 847998-0345; 847-998-0447 (f);
touchofclass@ameritech.net; www.toctouchofclass.com. Company President Deborah
Howell is the DPHA contact. Bob Noon and Dan
Beaudet co-sponsored the application. The rep
agency serves N.IL, IN and WI.
Vision Marketing, Inc., 6796 E. Las Animas Trail,
Gold Canyon, AZ 856218; 6012-679-0812; 480288-2325 (f); visionmkt1@aol.com. Company President Jodi Vallejos is the DPHA liaison. Jody
Rosenberg sponsored the application. The agency
serves AZ, NM and NV.
OCTOBER 1, 2007
HD Pavilion Update
There is more good news for the DPHA Product
Pavilion at the 2008 Hospitality Design Expo (HD
Expo) to be held May 15-18, 2008 at the Sands Convention Center in Las Vegas, NV. Since the last announcement in Newsleak, three more DPHA
members elected to participate in the DPHA Pavilion. There is no doubt that our presence will be one
of the highlights of the HD Show. The benefits of
the Pavilion include:
• DPHA makes HD more manageable for
designers to see a variety of high-end decorative
plumbing and hardware products by locating in
one place on the main floor of the Sands
Convention Center.
• DPHA provides a resource for designers to turn
to for information and guidance on decorative
plumbing and hardware products.
• DPHA provides a lounge area within the Pavilion
where exhibitors can meet in a more relaxing
and comfortable environment.
• DPHA will provide food and beverages
throughout the show in the Pavilion providing
additional reasons for attendees to stop by and
stay.
• DPHA will have access to a private meeting
room for use by exhibitors for one-on-one
meetings with designers.
• DPHA will conduct a media campaign to
promote participation at the HD Show.
• DPHA will have an opportunity to present an
educational session at HD.
There remains a couple of spaces left in the pavilion.
If you are interested in taking space or helping
DPHA to coordinate its efforts, contact DPHA Executive Director Tom Cohn at 888-411-8477 or send
an email to tcohn@dpha.net. Manufacturers that
have committed to the Pavilion are:
Alno, Inc.
Altmans
Aquadis USA
California Faucets
Colonial Bronze
DeRose Designs
Elite Bath
Harrington Brassworks
MNG
Pressalit
Steamist
Thermique Technologies
THG
Victoria & Albert
Von Morris
Zehnder America
New Members continued from page 44
Trade Associate
Ellen Cheever & Associates, 1904 Field Road, Wilmington, DE 19806; 302-575-0968; 302-575-9932 (f);
ellen@ellencheever.com; www.ellencheever.com. The company offers showroom design and sales training,
marketing and business development consulting. Ellen Cheever is the DPHA contact. Hank Darlington
sponsored the application.
DPHA By the Numbers
169 Dealers
189 Manufacturers
99 Representatives
7 Professionals
1 Trade Associate
46 NEWSLEAK
OCTOBER 1, 2007
48 NEWSLEAK
OCTOBER 1, 2007

Newsleak August 2007 Clean

Transcription

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