BKBG Blog

Two World Views
October 4, 2018
Two World Views

Seth Godin is one of the most admired and respected minds in marketing today. He is the author of more than a dozen books and publishes a daily must-read for anyone who runs a business. What makes Seth special is that he looks at the world through different lenses, constantly challenging the status quo to take fresh new approaches that work more often than not. He was among the first marketing minds to understand that the way people purchase had changed and recognize that it is necessary to change messaging in order to respond effectively to the paradigm shift that had taken place.

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The Downside of Optimism
September 13, 2018
The Downside of Optimism

There have been numerous studies that show being an optimist is good for your physical and mental wellbeing. However, does the benefits of being an optimist translate to the showroom? Not necessarily. According to Liz Wiseman, author of Multipliers: How the Best Leaders Make Everyone Smarter, there are generally two types of people: multipliers and diminishers. Multipliers, as the name implies, highlight the intelligence and skill sets of their co-workers. Conversely, diminishers do exactly the opposite. Even the best managers and leaders can have elements of a diminisher in them because their personalities are so large they tend to inhibit or intimate their fellow team members.

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Millennials? Forget About Em.
September 6, 2018
Millennials? Forget About Em.

Millennials get a lot of press. They are the largest generation in U.S. history and will eventually be a major market for kitchen and bath showrooms. However, at the moment, they are not as important as two other market demographics which are:

  • Women
  • Baby Boomers

Women are the premier purchasers of more or less everything. What are you doing to specifically craft messages, services, designs, merchandising and displays that appeal to women? 

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How to Avoid Price Pressures
August 30, 2018
How to Avoid Price Pressures

No one wants to pay too much for a new kitchen or bath. Everyone seemingly wants a deal, prompting many showrooms to offer a discount on their products and services before the customer even asks for one. This practice devalues what you bring to the table, brings price into the conversation front and center and reduces your negotiating power.

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Brookstone Lessons
August 23, 2018
Brookstone Lessons

Brookstone recently announced that it is closing its 100+ mall stores to focus its energies on 30 brick and mortar airport locations and ecommerce. It’s another sign of a niche brick and mortar retailer seemingly throwing in the towel. For more than 40 years, Brookstone has offered quirky, niche products ranging from drones and all types of remote controls to 3D printed pens. Similar to recently shuttered Shaper Image and Radio Shack stores, Brookstone did not adapt to the changing retail paradigm that has resulted in a significant decline in shopping mall traffic. But it would be a disservice to Brookstone to blame online competitors and Amazon as the primary reason for its restructuring and substantially smaller footprint.

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Winning the Zero Moment of Truth
August 16, 2018
Winning the Zero Moment of Truth

In 2011, Google coined the term, Zero Moment of Truth as the time between a consumer’s first interaction with a brand and the final purchase. If you don’t believe that the customer buying journey has undergone a complete transformation in the last seven years, consider this: consumers review on average 22 sources on information before making a purchase, and that number is more than 40 in categories such as travel and hospitality.

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Old Dogs Learning New Tricks
August 9, 2018
Old Dogs Learning New Tricks

Learning new things can be difficult. It becomes even more challenging when the subject matter that you are trying to master is one in which you are not interested. However, this process does not have to be painful writes Dr. Barbara Oakley, in her book Mindshift: Break Through Obstacles to Learning and Discover Your Hidden Potential.

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Increase Your Productivity
August 2, 2018
Increase Your Productivity

How many times after working a full day do you believe that you did not accomplish as much as you wanted to? Have you ever wanted to add an additional day to the week or a few extra hours to a day in order to get through your “to do” list? A challenge in improving your and your team’s productivity is to determine how you currently spend your time. There are a number of apps that can assist such as Be Focused Timer, which is free, an enables you to track blocks of work and track past work history. Another app, Focus Booster ($2.99/month individual, $4.99 month professional) tracks where your time goes and can link revenue, projects and meetings to your to-do list tasks. There are literally dozens of others and always the option of tracking your time the old-fashioned way by recording it on a spread sheet in hour or half hour increments.

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Email or Call? That's the Question.
July 26, 2018
Email or Call? That's the Question.

When you want to establish a relationship with a prospective client, be it a builder, realtor, multifamily developer or single-family homeowner, what’s better for an initial contact, email or phone call? After all, you only have one opportunity to make a first impression. You want to make sure that it is a positive one. Robert Graham, author of Cold Calling Early Customers, recommends sending an email because it does not require the recipient to respond immediately. Plus, he adds that you can use an email as a reason to make a follow up phone call.

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Using Leverage to Your Advantage in a Negotiation
July 19, 2018
Using Leverage to Your Advantage in a Negotiation

BKBG Conference workshop leader Derek Gaunt (Black Swan Group) had a great blog post this week about using leverage to gain advantages in negotiations. Derek defines leverage as a perceived advantage that gives you a leg up to achieve the outcome you want.

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