INDUSTRY TRENDS What’s cookin’ in outdoor kitchens

EXPANSIVE AND FUNCTIONAL kitchens, such as this showplace from Danver, are built to withstand the elements so homeowners can enjoy year-round outdoor dining.

WHAT’S COOKIN’ IN OUTDOOR KITCHENS

WHEN IT COMES to creating an all-season outdoor oasis that creates a transitional extension between the inside and outside of your home, nothing says outdoor living more than an outdoor kitchen. With stylish designs that seamlessly coordinate with any aesthetic and an abundance of options to choose from, it’s not surprising these amenities remain a hot commodity all year long.

“Outdoor living is no longer restricted to spring and summer, nor reserved for certain parts of the country,” said Leslie Adkins, VP of marketing for Trex Co., which offers a line of outdoor kitchens manufactured by Danver. “Thanks to new high-performance materials and innovative design approaches, people everywhere are transforming their outdoor spaces into multi-seasonal extensions of their homes.”

Flexible options are a must

A key to making these spaces functional year-round is having options that are flexible enough so they can work in a variety of outdoor living spaces.

For example, installing cabinetry as a separate sideboard or bar can help merge the kitchen with low seating or dining elements, according to Mitch Slater, president and owner of Danver. Likewise,

STYLISH OPTIONS MAKE OUTDOOR LIVING SPACES SIZZLE

installing an outdoor kitchen immediately next to the pool, with the potential for swim-up eating and dining, can help integrate outdoor entertaining features.

A clever, outdoor kitchen solution is Danver’s Post and Panel System (PPS). The PPS is a first-ofits-kind outdoor kitchen solution that was designed for multi-family properties. It is an extension of outdoor cabinetry designed for shared common spaces, rooftop destinations, or anywhere counter space is needed but storage is not.

Constructed of stainless steel and powder coated for a modern aesthetic with exceptional durability, the PPS integrates the look of

Danver’s existing cabinetry, while eliminating unnecessary storage areas and weight. Engineered to provide strong countertop support, the simple, inline design makes design flexibility a priority by accommodating a wide range of lengths. It also features removable panels that can easily be switched out.

In addition, Danver recently released its Cosmopolitan Table Collection that is designed to blend seamlessly with Danver’s other outdoor kitchen products so homeowners can build their kitchen space over time. The collection is the brand’s first table offering and its latest collaboration with celebrated architect, designer, and creative director Daniel Germani.

The collection includes three new tables: the Cosmopolitan Prep Table, Cosmopolitan Dining Table, and Cosmopolitan Cooking Table. The Cooking Table introduces innovative Invisacook induction technology, that works both in a smaller outdoor space where an open flame is not permitted, or as a warming table in a larger-scale outdoor kitchen. The tables are constructed of durable, powdercoated, stainless steel.

Design with the inside in mind

Design has become a top priority for customers. According to Slater, a growing number of homeowners are prioritizing their outdoor kitchens and planning for them just as they would any interior room, including dedicating larger footprints and budgets to these living spaces.

“Outdoor kitchens have come a long way over the past two decades,” he said. “What began as a grill and food prep station against the house has evolved into a robust outdoor entertaining space that can flow seamlessly with any indoor aesthetic. Creating an outdoor space that maintains the interior aesthetic is one of the easiest ways to help outdoor design feel cohesive and intentional.”

Nature-inspired greens and blues remain a favorite among homeowners. “As bigger and brighter colors make their way into the home, our powder-coated hues span a large range of colors–like fiery Chili, sophisticated dark green Chromica Feroe, and crisp Sea Spray–and provide homeowners with a selection to fit any aesthetic,” Slater said. “These new colors reflect the forecast for bold colors finding a more prominent home in outdoor design–especially since many homeowners are more willing to take risks for their outdoor living spaces in particular.”

Tailor-made cabinetry

As the color choices have evolved, so too have the cabinet configurations. For example, the Danver and Trex kitchens feature stainless steel cabinets that are available in a wide range of configurations, in 3” increments, for nearly unlimited design possibilities. All cabinetry is madeto-order in either 304 or 316L grade stainless steel.

It’s a small wonder with so many options and colors available in outdoor kitchens, homeowners will want to eat anywhere but indoors if everything they need to keep the food hot and the company fed is outdoors in a stylishly designed outdoor living space. BP

NATURE-INSPIRED GREENS are a popular choice for homeowners who want to create a functional, yet luxurious outdoor living space.

EYE-CATCHING COLORS in the Trex Outdoor Kitchen collection transform any outdoor living space and make it an inviting place to entertain guests or enjoy a family meal.

ALWAYS AND NEVERS

------------ BY JAMES OLSEN

THERE ARE stylistic differences in sales. Some sellers are more relationship based and laid back, while others are more hustle/bring value serious type sellers. Master Sellers calibrate their style to the customer preference. While style is important, there are approaches that are always and never techniques.

Never

Ask a customer, “What do you need today?” This brings zero value. It says, “Will you do all the work and tell me what you want and what you want to pay?”

There are some charming sellers who can get away with this. These sellers are about one in 40, so if you are Mr. or Ms. Charisma, I am happy for you, but for the rest of us this approach will create a lot of poor treatment—it’s irritating to busy buyers to deal with lazy sellers— and deservedly so.

I tell charismatic sellers, “Yes, you can get away with the lazy albeit charming approach, but your career will grow bigger and faster if you add value beyond your great personality.”

Always

Offer customers multiples of multiple items. Many sellers come to customers with one of one item. These calls are short, uninteresting, and low value for the customer and low potential for the seller. The Master Seller brings multiples of multiple items which brings more value to the customer, gives the Master Seller more chances to get an order and sends the message to the customer that they are dealing with a volume supplier, not a onesie-twosie salesperson pleading for scraps.

Why don’t most sellers bring more items to calls? Because it’s more work.

Never

Call customers inconsistently. This sends the message that we’re only there for the order, that we’re just a deal seller, not a relationship seller who wants to bring persistent and consistent value. In addition, it makes building the relationship with the customer more difficult because of the inconsistency of contact.

Always

Call customers in a consistent way. I prefer the same time and same day. This way the customer learns to expect us and count on us. We become part of their “business rhythm.” We begin to integrate ourselves into their business.

Sellers will say to me, “I only want to call them when I have a good deal.” This is a flawed strategy. First, hustle hard(er?) to find good deals. Second, our job is to be consistently competitive. We won’t always have the best deal, but consistent competitiveness trumps the occasional best deal over the long run.

Never

Flip prices. We are not in a hurry to give our customers a price.

Always

Find out the need behind the question before we give the price. When a customer asks us for a price (inquiry), we slow the process down and ask questions first. Is our customer just pricing their inventory? Checking the market? Did they just buy three and want to see what we would have quoted? Keeping their favorite supplier honest?

When we slow the inquiry process down, we send the message that we care that we are professional, and that we expect to get the business.

Grade? Species? Tally? Quality of supplier? Shipment? Volume? What are we thinking of paying? When are you going to buy this? And any options on the above before we give a price.

Never

Give the prices without asking for the order.

Customer: “What’s your price on a couple trucks of 2x4 #2 14’s?”

Seller: “We can get those into you at $650/MBF.” (Then silently wait for the customer to buy.)

The problem with this approach is it works, leading many to think it’s good. It works. It just doesn’t work as well as...

Always

Asking for the order when we give the price.

Customer: “What’s your price on a couple trucks of 2x4 #2 14’s?”

Master Seller (after asking the questions above): “We can pick those up for $650/MBF, which is a good deal. Do you want to put those on?”

This approach not only garners more orders, it also sends the correct message that we expect to get the order(s), which over the short and long term will bring us more business.

JAMES OLSEN

James Olsen is principal of Reality Sales Training, Portland, Or. Call him at (503) 544-3572 or email james@realitysalestraining.com.