Seminar leader Patti Fasan of Tile of Spain provided an overview of effective tile retailing strategies with Your New Profit Center: Selling Ceramic Tile. The program discussed how, by increasing their commitment to the ceramic product segment, specialty floor covering retailers can develop a new and expanding profit center for their businesses, and simultaneously enhance the overall showroom experience.
Fasan addressed the fundamentals of ceramic tile displays, techniques for training showroom and sales staff, and various means of retaining and expanding the client base. On the latter point, Fasan suggested that salespeople ask for referrals at the time they process the consumer’s invoice -- the point at which they are most enthused about their tile purchase.