NKBA Magazine Fall 2011

maga zine Members + Design + Business + News

FALL 2011 | NKBA.org

Contemporary Classic with Timeless Efficiency PLUS: CLOUD COMPUTING & YOUR BUSINESS | Building & Managing the Client Relationship

Ranked Highest in Customer Satisfaction.

J.D. Power and Associates ranked Miele “Highest in Customer Satisfaction with Dishwashers”

 mieleusa.com � 800.843.7231

©2011 Miele, Inc. Miele received the highest numerical score for dishwashers in the proprietary J.D. Power and Associates 2010 Kitchen Appliance StudySM. Study based on 15,853 total responses measuring 18 brands and measures opinions of consumers who purchased dishwashers from a retail store or their new-home builder during the previous 24 months. Proprietary study results are based on experiences and perceptions of consumers surveyed in March-April 2010. Your experiences may vary. Visit jdpower.com.

FOREVER BETTER

contents

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Hector Sanchez

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18 maga zine Members + Design + Business + News

FALL 2011 | NKBA.org

Contemporary Classic with Timeless Efficiency PLUS: CLOUD COMPUTING & YOUR BUSINESS | BUILDING & MaNaGING ThE CLIENT RELaTIONShIP

30 Fall

2011

Feature Articles NKBA Magazine

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18 Trade Shows –the Exhibitor’s Perspective The benefits, expectations and bang for your buck.

On The Cover 12

K+B DESIGN

Poggenpohl Showroom New York, NY

24 Cloud COMPUTING & THE SUCCESS OF YOUR BUSINESS There’s a cloud hanging over you–a good one.

30 Building & Managing the Client Relationship Develop a rapport that becomes a project and a return customer.

Photo: Andréa Cimini Photography

Fall 2011 | NKBA.org | 3

Save The Date

KITCHen & BaTH InduSTry SHOw April 24-26, 2012 McCormick Place Chicago, IL

COLLaBOraTe Peter Rymwid Architectural Photographer

Network with your industry peers and forge new business relationships.

Averill Lehan/PAI

InnOVaTe

Designed by NKBA Member Anastasia Rentzos, CKD, CBD

Designed by NKBA Member Holly Rickert

Discover innovative and practical solutions to those everyday design dilemmas.

Featuring Opening Keynote Speaker

Candice Olson of HGTV

InSpIre

Hundreds of exhibitors, thousands of kitchen and bath products,

Be inspired by the newest kitchen and bath products, trends, and techniques.

tens of thousands of industry professionals, hundreds of thousands of square feet of exhibit space,… all in one place – KBIS 2012.

Collaborate. Innovate. Inspire.

KBIS.com

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Our new waste/recycle kit with SERVO-DRIVE transforms cabinets into an entirely hands-free solution. So now all you have to do is tap the Perfecting motion drawer with your knee, hip or elbow for quick and easy access.

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Perfecting motion

contents

Departments >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

12 K+B Design Contemporary Classic with Timeless Efficiency A Park Avenue showroom redesigned.

36 K+B Trends Lighting Tech Trends Impacted by Legislation Energy efficiency requirements changing the way we light our homes.

38 Headlines + 39 Inside KBIS

+ 42 Industry News

+ 44 Member Profiles

+ 46 NKBA Updates

In Every Issue >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

3 FIRST WORD

42 6 | NKBA.org | Fall 2011

54 LAST WORD

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36

Enter the 2012 NKBA Design Competition Budget-Friendly Kitchen and Bath Awards, Before & After Kitchen and Bath Awards, Green Design Award, and Universal Design Award

WHAT YOU HAVE TO GAIN: THE CHANCE TO WIN • Awards Ceremony at KBIS

Roger Turk–Northlight Photography

• National Media Opportunities

• Cash Prizes and Awards

• Industry Recognition

From hundreds of kitchen and bath entries, judges will select the best designs from across the U.S. and Canada. For the opportunity to be among the winners, enter today! >> NKBA.org/Competition

Platinum SPonSorS

GolD SPonSorS

SilVEr SPonSorS

Budget-Friendly Bath Winner Scott Gjesdahl

People’s Pick Kitchen Winner Cheryl Hamilton-Gray, CKD

www.nkba.org | 1.800.843.6522 | Follow Us:

maga zine Editorial

2011 NKBA Executive Committee

Managing Editor | Annette Gray Web Editor | Diana Tuorto

Art Director | Scott E. Dotter

President | David Alderman, CMKBD President-Elect | Alan W. Zielinski, CKD Vice President | John K. Morgan Secretary | Carolyn F. Cheetham, CMKBD Treasurer | John A. Petrie, CMKBD Immediate Past President | Mark L. Karas, CMKBD

Contributors

2011 NKBA Board of Directors

Sean Ruck; John K. Morgan; Joseph Feinberg, CGC, CR; American Lighting Association

Richard Bergstrom Joseph P. Carrick Ric Coggins, CGP, NCT Denise M. Dick, CMKBD Joseph Feinberg, CGC, CR Kevin J. Finnegan, CKD, CAPS Karl Harte Alan Hilsabeck, Jr., CMKBD Michael Juby Paula Kennedy, CKD, CBD Clay Lyon, CR

Art & Production

Advertising Manager of Corporate Sales | Donna Baldino Ph: (302) 528-7302 | Em: dbaldino@nkba.org

Official Member Publication of the NKBA NKBA Magazine is published quarterly (Winter, Spring, Summer, Fall) by the National Kitchen & Bath Association. Copyright 2011 by the National Kitchen & Bath Association. All rights reserved. Subscriptions are free to members of the NKBA. Materials may not be reproduced without written permission.

Postmaster: Send address changes to The National Kitchen & Bath Association, 687 Willow Grove Street, Hackettstown, NJ 07840.

Kelley W. Niblett Phyllis Davis O’Brien, CKD Debra H. Robinson, CMKBD Cathy Sparling, CKD Maria Stapperfenne, CKD, CBD Robert F. Tietze, AKBD Barry R. Turnbridge, CKD Michael E. Werner Bill Wyman Lilley E. Yee, CKD, CBD, CID

NKBA Senior Staff Executive Vice President | Bill Darcy Controller | Steve Graziano General Counsel & Director of Legislative Affairs Edward S. Nagorsky, Esq. Director of Member Services | Claudette Hoffmann Senior Manager of Marketing Communications | Timothy Captain

NKBA Mission Statement Contact the NKBA

The mission of the NKBA is to enhance member success and excellence, promote professionalism and ethical business practices, and provide leadership and direction for the kitchen and bath industry

National Kitchen & Bath Association 687 Willow Grove Street, Hackettstown, NJ 07840

>>NKBA.org Customer Service Representatives are available Monday thru Friday from 9 am - 5 pm (EST).

Ph: (800) 843-6522 | Em: feedback@nkba.org

Follow Us

8 | NKBA.org | Fall 2011

Kitchen & Bath Industry Show The NKBA is the proud owner of KBIS.

>>KBIS.com

SOME APPLIANCES SOME APPLIANCES ARE JUST FOR STATUS ARE JUST FOR STATUS THESE CHALLENGE THESE CHALLENGE THE STATUS QUO THE STATUS QUO

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REAL INNOVATIONS FOR REAL COOKS #6510-0158

REAL INNOVATIONS FOR REAL COOKS

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A Message from the NKBA President >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

T

here is a lot to be excited about this fall. First, the magazine itself has undergone a transformation. In keeping with the newly designed NKBA brand seen first with the launch of NKBA.org last spring, this represents the first in-print issue to

portray the new look.

October is celebrated as Kitchen & Bath Month, and I trust you are well underway with needed updates to your website, new advertising campaigns, and other marketing efforts to energize your business and the industry.

The 2012 NKBA Design Competition is open for entries, and I would encourage you to review your kitchen and bath projects from the past year, for the opportunity to win. Cash prizes, acknowledgement from the industry, and national media exposure are just a few reasons why it’s worth your time.

You may have seen recent communication regarding KBIS 2012. Chicago, the site of KBIS 2012, has been selected by President Obama as the host of the G8 and NATO conferences. With this honor came challenges, as April is a busy month in the Windy City.

However, with challenge comes opportunity. And so the NKBA and Nielsen team have been working hard to ensure that KBIS 2012, its attendees, and exhibitors, will capitalize on the unplanned opportunity of a city with scheduling conflicts.

The show will now take place from Tuesday, April 24 through Thursday, April 26 at Chicago’s McCormick Place Convention Center. So, be sure to mark the new dates on your calendar.

Hospitality options and hotel rates remain unchanged, with space secured around the new dates. Candice Olson has been confirmed as the KBIS 2012 opening keynote speaker on the new opening day of the show and many exhibitors have expressed preference for the mid-week dates, so we are anticipating a thriving show.

As I finish out the final quarter of my year as NKBA President, I would like to express my gratitude to the Executive Committee, Board of Directors and staff for their unwavering support throughout the past year and years preceding. I would also like to convey my confidence in these outstanding leaders, whose capable hands the organization will rest in, as we head into 2012, and they continue working toward the renewed vision for the organization.

Warm Regards,

David Alderman, CMKBD, 2011 NKBA President

10 | NKBA.org | Fall 2011

Take the Next Step Volunteerism, leadership, education, networking–continuing to build on your foundation.

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k+b design >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

Contemporary Classic with Timeless Efficiency A Park Avenue showroom redesigned.

By Sean Ruck | Photos by Andréa Cimini

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E

stablished in 1892 by Friedemir Poggenpohl, Poggenpohl became the first German

tweaks were needed to accommodate

kitchen brand. Over the course of its history, the company has established itself as one

appliances that run much larger in the U.S.

of the premiere brands in kitchen design. From those beginnings, the company has had

than the typical appliances found in Europe.

a meteoric rise, with the brand now sold in more than 70 countries around the world. While the

But those tasks were quickly tackled and

name Poggenpohl might not ring a bell with every person on the street, designers, homeowners

the brand has continued to find success in

looking to remodel, and of course those walking through the door of the downtown showroom

the states. “At this point, we’re pretty much

at 270 Park Avenue South in Manhattan, all have a strong familiarity with the brand or quickly

there,” says Ted Chappell, president of

gain one.

Nestled among the older buildings in the Flatiron district, Poggenpohl’s U.S. flagship showroom is something decidedly more contemporary as far as the building’s look, with the large showroom window offering a glimpse of what’s offered inside. However, what is contained inside the showroom is certainly at home and holds its own among the high end retail offerings of the surrounding Park Avenue boutique businesses, publishing companies and advertising firms.

Poggenpohl, U.S.

Walk-Ins Welcome Poggenpohl has more than twenty independent dealer showrooms in the U.S. with those businesses carrying the brand, but free to carry other upscale brands as well.

The company also has 12 corporate-run

Yet, being able to print that prestigious address on business cards was only a part of the ratio-

showrooms with two of those locations

nale for the showroom’s locale. The Flatiron District, which encompasses part of Park Avenue

in Manhattan–the aforementioned Park

and about three dozen city blocks, is home to a number of high-end home design companies

Avenue showroom and the second at home

including furniture design company Ligne Roset, ABC Carpet and Home, and Ann Sacks Tile

in the Architects and Designers Building on

and Stone. In reality, it’s an easy walking tour that enables customers to get all their design

58th Street. While the A&D building loca-

ideas hashed out and products picked within a radius of just a few blocks, with the added

tion generally seems to attract more trade

benefit of dozens of restaurants for a lunch or dinner break… or for further inspiration gathered

architect and interior design professionals

from the décor of some of the nicer establishments.

and the downtown location splits about even between professional design custom-

Of course, not just any company could afford the rent in such a highly desired area. Only a

ers and consumer clientele, both locations

company realizing significant success could make the numbers work. Poggenpohl continues to

are open to all. The downtown location also

make the numbers work, but it hasn’t always been a cakewalk.

enjoys a higher level of walk-in traffic due to the large showroom window that helps

The Foundation of Design

to introduce the brand to people walking

If a company has been in existence for more than a century, there’s likely an interesting history.

by and induces more than a few to come

Poggenpohl is definitely no exception. After enjoying a great deal of success for decades and

in and learn more. The majority of the cus-

becoming the must-have brand in Germany, the company hit some rough waters. The brand

tomers visiting the store are from New York

changed hands a few times until Swedish company Nobia purchased it in 1999. Since then,

City, but about 20 percent of the visitors are

Poggenpohl has once again risen to the top, scoring high grades from consumers and profes-

from outside of the five boroughs.

sionals alike, continually raising the bar for innovation and elegance.

What they learn during their visit helps them Although wildly successful in Germany, Poggenpohl still needed to make some adjustments

to understand why Poggenpohl is the num-

to break into the American market in the 1970s. First, there was the need to adapt European

ber one kitchen brand in Germany and so

electrical codes to U.S. electrical codes (UL listed versus CE listed). Second, some cabinet

popular beyond its borders. The company

12 | NKBA.org | Fall 2011

K+B Design

Poggenpohl Showroom New York, NY | www.poggenpohl-usa.com

Fall 2011 | NKBA.org | 13

k+b design

“What we’re offering is not only great product,

finishes, and storage solutions—we’re selling a lifestyle. We help clients to simplify so they can concentrate on the things they enjoy most.”

14 | NKBA.org | Fall 2011

K+B Design

offers more than 70 different finishes to choose from and the design is modern and sleek.

The design was unveiled last April at the International Furniture Fair in Milan. Fortu-

The European design sensibility clearly comes across with handle-less cabinet doors, con-

nately, for those not wanting to add airfare

cealed appliances, high gloss finishes and other touches to keep things uncluttered. Every

cost to their design budgets, the +ARTE-

design element offers form and function. Beautiful wood grain sits alongside stainless steel

SIO has made its way to the downtown

counters and accents, which reflect and are reflected in high-gloss cabinet finishes and floating

showroom in New York, making it the first

stone countertops.

Design & Disasters The downtown showroom has been a fixture in the area for years and traditionally, designs and displays have been switched out every couple of years as updates and new products are released. However, the showroom that is in place today, wasn’t exactly an intentionally planned

showroom in the country to carry the style.

Far from being a one-trick pony, the downtown location offers a display area presenting customers with a look at the

or scheduled redesign.

In January of this year, a water pipe burst in the showroom’s ceiling and for more than an hour, water flowed into the space, destroying essentially everything. A total redesign was needed, which included cabinets, appliances, fixtures, even the walls, floor and ceiling.

The disaster turned out to be somewhat of a blessing in disguise. The showroom needed to be gutted and rebuilt, so it provided the ideal opportunity to create the more open space that had been on the wish list for years. Consideration was also given to customer service and staff comfort. Since the showroom’s second floor is reserved as office space for the staff of four–a showroom manager, a salesperson/designer, project manager and technical designer–it was decided that some staff work areas needed to be included in the redesign to ensure there’d always be a greeter. So two desks/work areas were added to the first floor plans.

The staff, of course, plays as integral a part to the company’s success as the products, so having them close to the action just makes sense. “They are definitely kitchen specialists,” says Chappell. “When they meet with clients, they try to identify as many facets of the clients’ lifestyles as possible. Do they cook and entertain? Do they collect wine?”

many cabinet styles and finishes offered by the company. It also offers a number of completely outfitted Poggenpohl designs

Using Poggenpohl furnishings and technology, the showroom staff develops designs best-suit-

including a fully-functional kitchen display

ed for each individual client. They’re trained not only in design, but also as expert interviewers to

with working appliances. Each design uti-

determine the needs of the client. “What we’re offering is not only great product, finishes, and

lizes appliances from Poggenpohl preferred

storage solutions–we’re selling a lifestyle. We help clients to simplify so they can concentrate on

appliance brands Miele and Sub-Zero/Wolf,

the things they enjoy most,” says Chappell.

to aid customers in gaining a complete picture as to what their own new kitchen

On Display

could look like.

The Company is well-known for partnering with top designers and design companies and from those relationships, cutting-edge products emerge. In the past, a new kitchen design was

One of the complete displays is the

developed through collaboration with the Porsche Design studio–best known in the U.S. as

+SEGMENTO. This design utilizes recessed

the name behind the high-end sports car, but known throughout the world for designing all

handholds to eliminate the need for

types of products. And just last year Poggenpohl rolled out a new design with European ar-

handles, while the stainless steel island

chitect Hadi Teherani, famed for his talents in building design as well as product development.

countertop expands on the minimalist

According to Chappell, there are some interesting parallels between the buildings and products

and sophisticated look of the space. The

Teherani designs and those parallels show in the project he collaborated with Poggenpohl on–

+SEGMENTO’s high gloss, water-based

the +ARTESIO.

lacquered cabinet finish shows off the

Fall 2011 | NKBA.org | 15

k+b design brand’s “ten-layer polishing technique” and

+ARTESIO kitchen. By providing a space for all those elements, the rest of the area is able to

almost glows when the light hits it. There is

remain a more open space. In the design, the Bauhaus philosophy is alive and well.

also a matte finish offered for the +SEGMENTO, catering to different tastes in style

The +ARTESIO doesn’t just deliver on form and function though. Poggenpohl also has a com-

for those appreciative of the mineral-inspired

mitment to sustainability, so the glass cabinetry finishes are recyclable and all the lighting in the

colors offered by the line.

overheard arch, back panels and even inside the drawers is LED.

Another popular design is the PLUSMODO.

But the LED lighting extends beyond the one design Chappell explains. “We installed 100%

This concept, created by renowned minimal-

LED lighting using products from ERCO, another Germany-based company. We’re the only

ist designer Jorge Pensi, received a warm

kitchen showroom in New York and probably the world, using 100% LED,” he says.

welcome upon its introduction in 2005 and has been a top-seller ever since. The design

Traditionally, LED lighting has not received the warmest response from designers or users,

offers strong horizontal lines, floating coun-

because the lighting didn’t provide the warmest colors. But according to Chappell, ERCO has

tertops, marriage of opaque and transparent

definitely solved that problem. “After seeing the quality of the color rendering of light, people are

materials, high attention to functionality and

amazed to learn that the entire showroom is illuminated solely by LED lighting,” he says.

ergonomics and intelligent use of lighting.

Getting the lighting right was a challenge, but it paid off. Previously, the showroom was outfitted with track heads containing 70 watt fixtures. The new LED lights offer a much more energy efficient 14 watts and the bulbs last significantly longer. Chappell says as budget and time permits, the plan is to revamp Poggenpohl’s other showrooms and eventually be 100% LED lighting in every one.

That’s likely welcome news to not only the preferred appliance brands of Miele and Sun-Zero/ Wolf, but the other companies integrated into the showroom displays, including Silestone by Consentino, CaesarStone, Dornbracht and Blanco, providing countertop materials, fixtures and more.

Although the showroom has regular business hours, what happens after the traditional work day is done is just as important.

However, the most notable display is the +ARTESIO, as the newest gem in the col-

When the Work Day is Done…

When the day is done, sometimes the work is actually just beginning at Poggenpohl’s down-

lection. Like most of the design collabora-

town location. The company, fully realizing the benefits of networking and developing media

tions, this design, from concept to market,

relationships, has a tradition of hosting events to celebrate product launches and milestones.

spanned a couple of years as those involved in the project worked to ensure

In the past, promotional events with Miele, Sub-Zero/Wolf and ERCO lighting have been held.

every aspect was just as they wanted it.

Consumers have been welcomed to attend different presentations and there are also educa-

What makes the +ARTESIO unique is the

tional opportunities offering professionals the chance to earn CEUs.

fusion of all the elements of the room into

The most recent event was highly anticipated by consumers, media, design professionals and

one artistic presentation. The design takes

even developers. Nearly 200 people, including past and present consumer and trade custom-

into account the furniture, lighting, sound

ers arrived to see the latest and greatest and to share in the history as Poggenpohl held the

and complete room integration of ventila-

September 7th grand reopening for the showroom.

tion. Possibly the most outstanding part of the design is the ceiling element. The

Guests enjoyed food prepared in the working showroom kitchen, getting a firsthand demonstra-

functional arch pulls in all the aspects

tion of form meeting function while enjoying the newly designed, more open space that had just

of lighting, sound and ventilation for the

been a dream less than nine months before.

16 | NKBA.org | Fall 2011

K+B Design

“We’re the only kitchen showroom in New York and probably the world, using 100% LED. After seeing the quality of the color rendering of light, people are amazed to learn that the entire showroom is illuminated solely by LED lighting.”

Fall 2011 | NKBA.org | 17

Trade Shows – The Exhibitor’s Perspective The benefits, expectations and bang for your buck. >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> 18 | NKBA.org | Fall 2011

T

rade shows are created as the opportune way to bring your product to market. It’s the venue and environment where you can reach the largest volume of influential buyers in one place, at one time. This is a way to grow your customer base, and receive the greatest amount of company, product and brand exposure. As in the case of KBIS, exposure includes a large media presence, which then generates a secondary level of exposure to their consumer and trade readership. In addition, professional attendees of the show represent all segments of the industry.

TIPS FROM A TRADE SHOW EXPERT

www.silestoneusa.com Cosentino is a leading natural stone company focused on driving design and innovation through its different lines of decorative surfacing. Silestone Natural Quartz, Cosentino’s flagship brand, has been used extensively for years by industry professionals in both residential and commercial settings, making it the most sought after quartz surfacing product in the world.

Some of these potential opportunities for exhibitors include: > Unique opportunities to close sales > Finalize negotiations on sales in progress > Reach new prospects > Introduce new products and applications to a captive audience > Demonstrate equipment and specific applications to key prospects > Demonstrate stability and commitment within the industry

Every year during the Kitchen and Bath Industry Show (KBIS), Cosentino aims to showcase new and exciting products and colors that exemplify the company’s commitment to design and innovation. Each year Cosentino utilizes KBIS as a platform to launch these new products and applications specifically targeted for the kitchen and bath industry professional.

In following with the growing demand for green and sustainable products, Cosentino made a big splash at KBIS 2009 in Atlanta when they introduced ECO by Cosentino, a line of recycledcontent surfacing made from post-consumer and post-industrial materials. Cosentino’s showcase allowed tradeshow attendees to see the line of new ECO colors first hand as well as learn about ECO’s content by creatively exhibiting displays of ceramics, glass, mirrors and its corn resins.

At KBIS in 2010, Cosentino kept their promise to innovation by launching the Silestone Integrity Sink, a revolutionary seamless quartz sink that for the first time allowed kitchen designers the option of using an integrated sink and countertop for customers.

Cosentino also partnered with former HGTV’s Design Star contestants Lonni Paul and Dan Vickery to conduct live product presentations and demos for its various surfacing products including Prexury semi-precious stones, ECO by Cosentino, SenSa Granite and Silestone Natural Quartz.

At KBIS 2011 Cosentino focused on driving tradeshow attendees

In an era of tight budgets and even tighter schedules it more important than ever to reach your customers and prospective customers in the most cost effective and efficient manner.

Study after study demonstrates that there is no more effective way to connect with a customer than a tradeshow.

The study data demonstrates that exhibitions are highly valued by business decision-makers. Exhibiting companies and prospective exhibitors now have more evidence that exhibitions provide business opportunities.

In fact: > Generating sales leads… > Taking orders… > Introducing new products and services…

All sales related goals and objectives were found to be more effective at exhibitions than business-to business > Advertising > Direct mail > Public relations > Telemarketing The cost of finding a prospect: A Trade Show Bureau study found that the average total cost of closing a sale in the field is $1,080, while the cost of closing a sale to a qualified trade show prospect is $419.

WHO’S COMING TO SEE YOU?

84% 82% 49% 77%

of attendees who visited an exhibitor who had no contact with that company within the previous 12 months of booth visitors are interested in the product or service displayed and having buying authority of booth visitors plan to buy the exhibitor’s product or service within the next 12 months of booth visitors are qualified and have buying influences for the exhibitor’s product or service

Conducted by Deloitte & Touche Consulting Group Leveraging your Exhibitor Sponsorships CEIR Report: G16.05 Exhibit Surveys, Inc. Nielsen Expositions

Fall 2011 | NKBA.org | 19

Photo courtesy of Cosentino North America

Throughout the show, Cosentino’s social media team used Facebook and Twitter and continuously sent updates and live feed on what was taking place at the booth and the show. to their booth by having a creative and illustrative display of Silestone’s 15 new colors which included the Nebula and the Galactic series, inspired by celestial tones and hues. Throughout the show, Cosentino’s social media team used Facebook and Twitter and continuously sent updates and live feed on what was taking place at the booth and the show.

This year Cosentino also hosted an event at PURE Night Club, one of Las Vegas’ most exclusive venues, as a way to thank its major patrons over the years. Tradeshow attendees were asked to stop by the Cosentino booth to receive their entry pass for the PURE event and during this time, Cosentino staff members were available to make product demonstrations and personal booth tours of Silestone’s newest colors. Hosted by TV talk-show star Lisa Ling, guests at PURE experienced the Silestone-Star treatment by walking the red carpet and having their photo shared through Cosentino’s multiple social media platforms. During the event guests were also presented with Silestone’s new advertising campaign: Authentic Life.

Cosentino strongly believes in driving innovation through its products, services and the way in which they market and showcase their products. Year after year, Cosentino strongly focuses on driving more traffic to the show floor and leveraging opportunities with KBIS visitors by providing a comfortable and relaxed

Cosentino: Lyra from the Silestone Nebula Series that was launched at KBIS in 2011 (above).

20 | NKBA.org | Fall 2011

Photo courtesy of TOTO

environment. Next year’s KBIS experience will be no exception to the rule; Cosentino plans to begin their outreach early in the year in order to drive suspense around plans for 2012.

www.totousa.com How has TOTO benefited from its investment of exhibiting at KBIS? The Kitchen & Bath Industry Show is our major industry show, and we look at it as an excellent opportunity to: + Strengthen relationships with existing customers, + Increase brand awareness + Launch new products + Expose our products to new customers and new markets + Generate meaningful press coverage + Gain customer insight

Photo courtesy of TOTO

How does TOTO feel about its involvement in KBIS 2011 and past shows? Although the economic downturn has caused fluctuation in the number of attendees and key exhibitors, KBIS affords TOTO the opportunity to continue to foster existing customer relationships. What TOTO needs from all trade shows it exhibits at, is the opportunity to introduce our products to new customers and new markets, to gain new qualified leads. Because the costs for the show itself – from the booth (space and design), to shipping and drayage, to staffing expenses (airfare, hotel accommodation, and restaurants) have not decreased, it causes questions of return on investment to come into sharp focus.

With TOTO staff on the KBIS committee, we are aware that for KBIS 2012, NKBA and the KBIS management are working closely with exhibitors to improve the “KBIS experience” by: + Identifying news ways to draw attendance + Making KBIS a destination for new trends in the industry + Giving the show a fresh new look and feel, which communicates that KBIS is an event not to be missed.

We look forward to seeing and experiencing these exciting developments at KBIS 2012 in Chicago.

What are the ways that TOTO has maximized its experience at the show beyond its booth? Beyond the booth, TOTO has maximized our experience at KBIS by: + Sponsoring the aisle markers for the last several years + Advertising in KBB and KBDN magazines and the KBIS show directory to promote our presence at KBIS + Hosing events at our Chicago Gallery during the show

TOTO: The Silas Faucet Collection is characterized by a classic contemporary elegance in its high-efficiency lavatory faucets and tub fillers that introduce flexibility to homeowners’ interior design as it complements traditional, transitional, and contemporary bath décors. This sophisticated Universal Design collection features lever handles throughout to facilitate ease of use across the age continuum without calling undue attention to this feature that promotes aging in place with beauty and grace. It is available in a variety of finishes, including polished chrome, polished nickel, and brushed nickel.

Fall 2011 | NKBA.org | 21

Photo courtesy of True Professional Series

+ Conducting an aggressive media relations outreach campaigns prior to KBIS and one-on-one media tours through the TOTO booth during the show. We have also maintained TOTO press kits in the KBIS press room

www.true-residential.com For more than 65 years, True Refrigeration® has been an industry leader in commercial refrigeration. Today, True is the leading choice among top chefs, hotels and beverage providers. Building on this success, homeowners can now experience True Professional Series™, an authentic, commercial refrigeration line refined for the home, including: wine cabinets, refrigerators, beverage centers, refrigerator drawers and beer dispensers. The new series is crafted with the same meticulous attention to quality and detail that top chefs and sommeliers demand.

Photo courtesy of True Professional Series

True exhibited its True Professional Series™ at KBIS 2011 and was greeted with an incredible response from media, designers, architects and dealers. “As a fairly new residential brand in the kitchen and bath industry, it is a key strategy for us to exhibit at tradeshows such as KBIS,” said Steve Proctor, Director of Sales and Marketing. “Our refrigeration products have distinct enhancements that set them apart from our competitors and in order to tell that story, we must share our products with designers, architects and dealers first-hand.”

For the first time, True entered the Best of KBIS competition and the company was awarded the Best of Kitchen Gold award for its Undercounter Refrigerator Drawers. The company’s Wine Cabinet was also showcased in the NKBA product pavilion—making the product highly visible for all KBIS attendees. “We were able to draw attention to our new products at the NKBA product pavilion and interact with key designers and architects,” said Proctor.

True also held an exclusive media event in its booth where the company shared new products and overall benefits of the True Professional Series™ brand. We were thrilled with the media response to the True Professional Series,” said Proctor. “Both the kitchen and bath trade media and national consumer editors alike were impressed by the key differences of our products.”

True Professional Series: True’s 24inch refrigerated drawers can be integrated into any space (top). Heavy-duty clear organizers allow for customizable organization (bottom).

22 | NKBA.org | Fall 2011

By exhibiting at KBIS 2011, True was able to connect with a variety of its current and potential customers as well as industry influencers. The company had a successful 2011 show and plans to return with new and exciting products to share at KBIS 2011 in Chicago.

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Cloud Computing & the Success of Your Business There’s a cloud hanging over you–a good one.

By John K. Morgan

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> 24 | NKBA.org | Fall 2011

H

aving a cloud hanging over you has traditionally been an ominous sign. Dreadful luck, bad portent and certain misfortune were surely to hover over you at your every step and turn. I can actually visualize a sketched character trudging through life with the storm cloud stalking her from above. We’ve all seen that image countless times. Well, I am here right now to wipe away that image and perception and let you know that having a cloud over your head is exactly what you want.

Today many kitchen and bath professionals proudly walk around with a cloud hanging over them and I count myself as one. This “new” cloud has made us more knowledgeable and more productive plus it enhances our efforts as we engage prospects and clients the way they expect to be engaged. My cloud is full of research, plans, renderings, presentations, images, contracts, contacts, messages, spec books, installation guides, inspiration and resources—all a huge productive mass swirling above me. The information that I need in front of my customers right now isn’t back at the office in a file cabinet, at home in my computer, in a folder on the back seat of my car, or somewhere unknown with a co-worker. It is right there with me, always. It is hanging over me awaiting a simple touch of my finger to instantly access.

Everywhere you turn today you hear about this cloud; cloud computing, cloud software, cloud apps… cloud, cloud, cloud.

What exactly is it? The term cloud is really not a new term; it has been used for decades to refer to the internet. But it has certainly become a popular marketing buzz word over the last couple of years because of the expansion of remote storage and virtual computing. You may not think you have been taking advantage of the cloud but if your email address ever had Hotmail, Yahoo or Gmail at the end of it… you were using the cloud. Your email was stored and accessed online; it was not being stored on your computer and this enabled you to access it from any device that was online. You were taking advantage of the cloud and think about how much more productive you were, by being untethered from your home computer. That’s the key to the cloud, remote processing and storage, while you control it and access it from afar. You are no longer anchored to the office, the office PC, or the file cabinet.

Remote storage is one of the biggest benefits to kitchen and bath professionals today and it opens up the opportunity for more robust collaboration throughout our businesses. Most find significant improvement in the following three areas: client collaboration, workforce collaboration, and self collaboration.

Self collaboration makes sense if, as many of us do, you talk to yourself. In my case, and I am not unique, I use several tools that operate on different platforms and all are mobile; my laptop, smartphone and iPad2. All of these are opportunities to access and input information and I need them to all maintain the same data, even when their platforms are not compatible. I need to “talk” to myself through multiple devices and that is when I look up to my cloud.

There are many cloud based collaborative tools available including Apple’s pending iCloud. Another that is very popular today in the field is Dropbox. This is a tool that I started using regularly about a year ago and I did so at the advice of a number of designers who were already using it in their businesses. Tools such as Dropbox allow you to save data into a special file folder on your computer or mobile device. It looks like any other folder that you would normally use except, since it is the Dropbox directory, the folder and data are also being saved in a virtual file cabinet in the cloud. The benefit to you is you could save data on your work computer today and then tomorrow be out in the field and access this information from your mobile device.

It could be a picture, Word document, spreadsheet, product guide, piece of literature, floor plan and on. You can access it from your Smartphone, your iPad2, your laptop or most smart devices that are connected to the internet. Even when you are

Fall 2011 | NKBA.org | 25

not connected you can add and make changes and it will update the folders in the cloud the next time you do connect. All of your devices have the same updated information whenever you are online.

Another tool that I use to collaborate with myself is Evernote.

This cloud application enables you to be on the go and make notes, save photos, record voice, capture web pages and organize all of the information into easy to use folders. This is a great tool for kitchen and bath professionals that need help in organizing projects. It is similar to dropbox but it gives you a little more

In our industry there has always been a strong need for us to share back and forth with our clients, especially at the consumer level. A client that is more connected to the process will be better informed, have proper expectations and will hopefully be more satisfied at the end.

structure. Again, just like dropbox you have input and access to it from multiple devices. You may be wondering how much do tools like this cost? Well, most are free or just a couple of bucks and have a ton of functionality. Many do have upgrades or “Pro” versions but the standard versions will meet most users’ needs.

The cloud allows for an exponential increase in productivity at very little cost and sharing data between my devices is incredibly productive to me.

26 | NKBA.org | Fall 2011

Want to hear a relevant example? I wrote the 1st several paragraphs of this article on my iPad2 while in the air flying to Baltimore. The next morning I opened up my Sony laptop, double clicked on the file and started right where I left off from my IPad2. Because the file was in the cloud, it didn’t matter which device I started tapping away at.

Next let’s take a look at Client Collaboration. In our industry there has always been a strong need for us to share back and forth with our clients, especially at the consumer level. Clients have dream projects and they invest an incredible amount of time cutting out pictures from magazines, downloading images from websites or taking pictures of items everywhere they go. They have ideas about styling, colors, door styles, fixtures, plumbing, tile, counters, backsplashes, chairs, entryways and on and on. They hold tight to this collection of ideas and lay them out before us whenever we are face to face. We also have the need to share with clients everything from product options to design presentations. The cloud is a perfect place to do this. It not only makes this type of collaboration easier than ever, it creates a stronger bond/engagement between designer and customer. A client that is more connected to the process will be better informed, have proper expectations and will hopefully be more satisfied at the end. We need our clients to be walking around with our cloud above their head.

Designers and dealers are now using tools like dropbox to collaborate with clients. Cloud applications like this allow you to share access with others. As an example, you create a folder for the Smith Project in Dropbox and give the Smith’s access to it as well. No one else can view it, only you and the Smiths.

You both can create subfolders and add information as needed and you both can see what each other has added. The Smiths have individual folders for counters, floors, wall treatments, cabinets and overall plan. They could leave notes in the folders with their thoughts, add pictures from magazines and websites and update on the fly. They could even take a picture from their mobile device and add it to the shared folder. The designer on the other hand can review the Smith’s dreams, better control expectations, paste product literature PDFs into the folders, add floor plans and design options for their review. The cloud opens up the opportunity to collaborate in real time and better focus and position both parties to complement their face to face meetings. One word of advice, preset the folders in the site for your client. Stimulate and encourage their thoughts, but create some structure to help guide them in providing you the input that you need. You want to spur

creativity and engagement but also need to keep it from spiraling into chaos.

Kitchen and bath businesses are also utilizing the cloud for workforce collaboration. Creating a common access point to job/project information and being able to open it to the people responsible for carrying out the job is very powerful. Just as we can share a folder in the cloud with a client, we can share a folder with the workforce assigned to a particular job. Through our cloud we have the ability to share in real-time with as many people as we like.

Once a client signs on the dotted line the next step for many in our industry is to create a project folder for their workforce in their cloud (By the way, signing documents digitally on the go is in my cloud too. There are several great Apps and I recommend you buy a stylus plus a spare). This project can be

further divided into subfolders just like the client collaboration was. Final floor plans, elevations, renderings and customer site information that are important can be stored there. Most project managers add installation guides for appliances and plumbing fixtures and any information they need to ensure that the job is completed to expectations. The goal of these pros is to replace the paper in the hands of the people responsible for the success of their project with their cloud. If the electrician needs to verify where the outlet should be, they have instant access to find out. If an installer needs to know if the double panel wall cabinet is hung small door bottom or small door top, they have instant access to the drawings. This information can be opened to everyone from the electrician to the fabricator or levels of access can be created to be job specific. It is as easy as a click of a mouse or a swipe of a finger.

Recently a dealer shared with me, a new folder that he has been adding to his cloud projects, a follow-up folder. As his people are working on the job, they make notes, take pictures and

Fall 2011 | NKBA.org | 27

sometimes video and drop them in the folder. This data consists of problems or items that need to be followed up on. It could be as urgent as needing to order a replacement door or just an addition to the final touch up list. The important part is his job coordinator back at the main office checks this folder for each open project and has instant access to the information they need to follow through and get the job done.

I use workforce collaboration in my own business in a similar manner. One of my responsibilities is to visit sites when there are issues and I use cloud collaboration to provide notes, digital images and often videos of the jobs. I record this at the job site and drop them into a collaborative folder so that company management, 600 miles away, can instantly review the issue and share the video and material with the production team as needed. Our goal as a team is to find the right answers quickly.

The last job I visited, the factory had an action plan completed before I finished lunch with my customer. That was only possible because we have a cloud over our heads.

As you can see, remote storage via the cloud has already proven to be a profitable and productive evolution for many in the kitchen and bath industry but there are even bigger opportuni-

28 | NKBA.org | Fall 2011

ties ahead. Quickly, the software that we use for word processing, creating spreadsheets, building presentations and all of our other business needs are moving to the cloud too. They no longer need to be stored on our computers and over time we will have less concern about things like hard drive crashes, how much RAM we have or how mighty our video cards are. Cloud computing will make our processing much quicker and open up many new application opportunities to all. In just a little over a year 90% of my daily work has moved from my laptop to my iPad and then iPad2 and the iPads are nowhere near as powerful as my laptop. But my productivity and level of convenience have skyrocketed. I love my cloud.

Whether you realize it or not, you have a cloud hanging over you too and your goal should be to take full advantage of all that it has to offer. Walking around with that swirling mass of productivity above you is exactly what you want as you step out today to win sales and satisfy clients.

John Morgan is a manufacturer’s representative, consultant, trainer, speaker and contributing columnist, with twenty years in the kitchen and bath industry. Based in the Baltimore/Washington area, he represents cabinet and technology companies through his agency, Morgan Pinnacle LLC. He has served on numerous industry advisory councils, and NKBA Councils, Committees, and Task Forces. Past member of the Board of Directors, he now serves as the 2011 NKBA Vice President. www.morganpinnacle.com

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Building & Managing the Client Relationship Developing a rapport that becomes a project and a return customer.

By Joseph Feinberg, CGC, CR

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> 30 | NKBA.org | Fall 2011

T

here are so many great books and articles on the topic of “How to Make the Sale” and these practices can certainly be applied to selling a remodeling project. So, through the processes, negotiating, asking the right questions, closing the deal, you’ll eventually have a signed contract.

In our organization, we start the process the moment the potential client walks into our showroom. It begins with professionalism, concierge service and a highly educated and dedicated staff, which includes seven NKBA certified designers. This allows us to convey credibility and support our ideas with expertise, training and education.

What we do is allow potential clients to feel at home. They’re guests in our home and some are amazed at the level of attentiveness by staff. We convey a consistently friendly and positive attitude. People enjoy buying, but hate to be sold, and we want to help them achieve their goal.

We’ve been in business in the same location for nearly 27 years.

People love stories, especially successful, happy stories. I encourage all my staff to tell our success story. We have photos on our wall of the small duplex we started in back in 1984, as well as a few other photos taking us through the ground breaking 2½ year new, 15,000 square foot showroom. Our story relates to how we initiate a connection with potential clients, and it goes like this.

Back in 1984, after working for a remodeling company that was not doing the quality work we professed they did, my brother, Bill and I decided to venture off on our own. We purchased a small 1600 square foot duplex on a busy highway, and formed Allied Home Improvements (now DBA Allied Kitchen and Bath).

We grew, purchased the two adjoining duplexes, where we ran our business for the next twenty four years. It was challenging, running from duplex to duplex, as one was for kitchens, one for baths and the other our offices. Then in 2007, we designed, contracted and obtained a loan for construction of our new home.

Now, comes 2008, construction loan in hand, demolition scheduled, we were beyond the point of no return as the dotted lines were signed and the old duplexes were demolished. To say it was probably the worst possible time to begin construction on a new showroom as one of the worst economic times loomed ahead of us, is an understatement. However, the flip side of the coin is that it may been a brilliant time to grow our business and capabilities, because while other companies were going under, customers thought that if we were crazy enough to build this new building, then why not build their new dream kitchen or bath. And so we continue to tell our story. I believe it makes those looking to

remodel their kitchen or bath comfortable with a company with history, so if you have a story, as everyone does, tell it, because I’ve found people love to hear it.

Now that we’ve made our potential client comfortable in our home (showroom) with a drink in hand, we never try to sell them anything other than their dream. And typically they are comfortable with this, because it’s their dream.

From here, I will explain to the customer how our process works.

All of our appointments start here in our showroom, where we take them through one of the kitchens or bath displays, pointing out options, styles, materials and costs associated with a project similar to the vignette displays. We explain the cost will be different depending on the size of their home and room size, for example if they are in a large house or a condo on the beach.

This is a way of qualifying them for their budget as most are unaware of costs.

We continue with overviewing our process once we develop a budget, we start with our design process, where we factor in your existing space, your wish list, cooking style, entertaining preferences, and so on, to come up with as many functional, aesthetically pleasing plans that are possible. These will all be within the same ball park budget we agreed upon before we started. We receive a design retainer based on a figure of 5-10% of the agreed upon budget. This retainer becomes part of the down payment toward the project.

We go over the design process, and this portion would be conducted in our conference room. The conference room contains sample design drawings that allow them to see floor plans as well as three dimensional renderings of how their project will appear. While we are viewing these, there is also a slide show of

Fall 2011 | NKBA.org | 31

past projects on a large screen TV. This tends to open up a lot of questions and comments and oooh’s and aaah’s, as the photos are of very impressive and prominent projects.

At this point, we introduce our design team by viewing the staff photo wall and the design approach of our business is explained. Each member of our team takes part in their creation of a client’s plans. Each provides input to the design solution. I convey to the client that as designers, we tend to wear blinders when it comes to seeing past our best design. To avoid this, we pass it along to obtain other opinions. So, in essence there is not one single person responsible for producing the project. We’re a team and each of us has a role in providing the client with the best experience possible. When a client calls and I am not

32 | NKBA.org | Fall 2011

available, there will always be someone to answer your question or get you the answer.

Next is a look at how we produce all of our projects by taking them into our production department. It’s not a big room, only 10’ x 12’, and I typically introduce them to Cindi, who handles scheduling, as well as our project manager, if available. In this room, every client has a color coded identification card, according to their primary designer. This card gets moved through the permit and project flow system we have in place. We have a board, which shows the status of plans in the permit department. As each division (Electrical, Plumbing, Mechanical or Structural) signs off on the plan we move their card forward until the permit is issued, then to the project flow chart.

I go on to explain that for each client, a flow chart is created and it allows you to see who is scheduled at what stage, for example, it’s day 16 of a project, and the electrician is scheduled for today. The only reason it will move off track, is if we fail an inspection or are delayed by an act of nature. I convey this to be sure they are realistic and have achievable expectations. If something of this nature occurs, then the schedule is adjusted for the day(s) we lost.

They see that we have a large team, all working to produce their project. I then have them turn around and show them the fivetiered shelves containing binders—one for each client. The binders contain the plans to the project, as well as all the specifications for each and every product being incorporated in the project. The binders serve as roadmaps or the instruction manual to produce the project, all while staying on schedule. It is conveyed that each project will take approximately six to twelve weeks to produce. I typically cushion the timeframe by a few weeks, to ensure that in the end, I will hopefully look like the hero for completing it earlier than anticipated. And if it ends up taking longer, then they are not disappointed.

One of my catch phrases is “Better planning makes for better productivity”. We try to factor in every aspect, to avoid change orders, which sometimes are inevitable. We hate change orders as much as our clients do, as this will delay the progress of the job as well as additional costs associated with them. This is not a profitable outcome, as we try to “just cover costs.” Again, I want to set the stage for possible change orders, so if they are necessary then it does not come as a surprise, since we’ve addressed it already.

At this point, I hope to be scheduling an appointment to visit their home and start the whole process with them. The design process is what I try and sell, not the job. If we get the design, then we’re almost guaranteed the job.

Ok, great, we have the appointment, we meet at their home and the next process begins. I basically resell and clarify some very important points. I want to reaffirm their budget or arrive at one.

I can ball park and confirm where I believe their project will be, based upon what I see when I arrive. As I’m formulating a figure, I present it to them. I go on to let them know that this figure can go up or down, based on their budget. The control I have in this area is in the material selection, design and construction. If we have this conversation, then I can once again reaffirm where they want us to be. We discuss their wish list and I listen to their goals.

As this continues, I head towards the key question, “Shall I start measuring and get to work on the designs?”

“Better planning makes for better productivity”. We try to factor in every aspect, to avoid change orders, which sometimes are inevitable.

Initial measurements take 30 to 45 minutes and as soon as I’m done, I say, “Ok, the only thing I need now is a check.” A new Design Project is now underway.

Typically, in ten days to two weeks, we’re ready to meet again. I schedule our next appointment back in the showroom to review the plans. We review the plans and the client may take ideas from plan A and some from plan C and incorporate them in plan B. I suggest they take the plans home with them to review and play around with over coffee or a bottle of wine. I request that they cross out what they don’t like and keep what works. Then provide us with your changes and revisions so we can come up with what may possibly be the final plan. We will go back and forth as many times as it takes, until we have exactly what will work. During the design phase, they will need to finalize any new appliances as we need the specifications to produce our working plan and to order cabinets. In approximately two months from finalizing the plan, we’re ready to start the project.

Ok, if that wasn’t hard enough, now comes the truly challenging part—producing a smooth, on- time, profitable project where the client will still be our advocate, and recommend us to their family and friends when we’re done.

So, where do we go from here? The final plan was a success and we received a 30% deposit. The breakdown of payments throughout the project is 30%, 30%, 30% and finally 10% on usable condition. If its cabinets only with installation, we receive 50% deposit, 40% on cabinet delivery and the 10% balance when installed. In South Florida, permits are required on all projects, which sets up another set of obstacles, hoops and hurdles for us to go through, but in order to continue to be in business, it’s necessary.

So our typical project flow is as follows: contract signed, deposit

Summer Fall 2011 | NKBA.org | 33

clients we won’t begin until we have all the materials in hand to produce the project. The worst thing would be to say “We‘ll be back as soon as this or that item arrives.” We always overestimate the time on the project so we look like heroes, and the clients are not let down if we run longer. Typical projects run 2-3 months on average.

On the start day, we spend a large amount of time prepping the home to protect the clients flooring, furniture, and other rooms. We have spent up to an entire day prepping an area for a one-hour project. This is an absolute necessity, because it sets the stage for our level of professionalism and gives them a great outlook on how the project will progress. More importantly, we need to protect the client’s home so as not to damage anything.

We keep a constant line of communication going with our clients, keeping them informed of the progress. We are a team and the clients play a part on this team. If a problem arises, they will be made aware immediately. Typically, a problem involves a change order as it may arise due to an unforeseen obstacle, such as when we open the floor, wall or ceiling and find rotted framing. It must be dealt with and there is a cost for both of us.

This disrupts the flow of our project. We are just as unhappy at change orders as our client. We must stop the point we’re at to fix this unforeseen problem. We charge time and material for whatever needs to be done, but rarely make much profit on these. We understand, it may not have been in the budget and are cognizant to the fact that it costs all of us.

received, clients sign each permit application along with all contractors (electrical, plumbing, mechanical & ours for structural), plans go to an architect to be sealed, and then submitted to the city for our permit. A project flow schedule is created and a copy is given to the clients. This schedule is very accurate and we let the client know that if we’re delayed by a failed inspection, an act of nature such as a hurricane, adjust the schedule by the day(s) lost and you’ll still have an accurate schedule. We like to over communicate! I stress this to all of our team members. Even if we have bad news or we’re just running late, keep the client informed. It certainly makes for a happier client in the long run!

We typically receive our permits within a few weeks while cabinetry takes 4-12 weeks depending on the manufacturer. We use the cabinet delivery schedule as our start date, as we tell the

34 | NKBA.org | Fall 2011

The road is long, but with proper preparation, some systems in place, and a good team behind you, there is a letter of recommendation waiting to be placed in your portfolio, and on your website, with the original copy framed on your showroom wall.

And always remember, the project is not done when the final payment check clears. We hope to be there for this client whenever they need something. We may have just completed their kitchen, however they have three bathrooms, and they also have family, friends and associates. It’s all about relationships and we want to keep them positive, always.

Owner of Allied Kitchen & Bath, and 21-year member of the NKBA, Joe Feinberg, oversees a nearly 50-person staff, and the daily operations of his business. He is a Certified Residential General Contractor, and State Certified Roofing Contractor in Florida. He holds certifications in the following areas: Certified Remodeler, Mold Inspector, Mold Remediator and Lead Renovator. He served on the Dealer Advisory Board, and acted as Chairperson before being elected to the NKBA Board of Directors. www.alliedkitchenandbath.com

Alise O’Brien Photography

Designed by NKBA member James Howard, CKD, CBD

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k+b trends

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

Lighting Tech Trends Impacted by Legislation Energy efficiency requirements changing the way we light our homes.

Courtesy of the American Lighting Association – www.americanlightingassoc.com

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

A

s energy efficiency and conservation

sions provides for phasing out today’s 40W, 60W, 75W and 100W general service incandes-

has become a consistent part of our

cent light bulbs in favor of lower-wattage, energy-saving bulbs. Lighting accounts for about 15

vernacular and personal philosophy,

percent of the electrical use in homes.

and legislation indicates a required adherence to this way of life, it also impacts the

The law provides for a three-year phase-out schedule that will start with today’s 100W light

way professionals create lighting designs.

bulbs in 2011 in California and in 2012 in the other 49 states and territories. The 75W light bulbs will go away in year two, and the 60W and 40W light bulbs will go away in year three.

As changes in light bulbs are implemented,

The law also sets minimum standards for general service incandescent bulbs, making it nec-

in the U.S. and Canada, the lighting plan you

essary for consumers to replace the popular incandescent bulbs with more energy-efficient

create for your clients in their kitchens and

versions.

baths will need to accommodate the way consumers are being advised by the EPA on how to select appropriate light bulbs.

Over the next few years, the phasing out of

New U.S. Energy Efficiency Requirements

specific light bulbs that exist today requires

Clear, Frosted and Soft White General Service Incandescent Light Bulbs

that kitchen and bath professionals are wellversed on the visual outcome, and how to advise and be well-informed for their clients.

Beginning Jan. 1, 2011, in California and British Columbia–and Jan. 1, 2012, throughout the United States and Canada –incandescent light bulbs must meet more stringent lumens/watt requirements. The

CURRENT WATTAGE

Lumen Range

New Max Wattage

Minimum Lifetime

Effective dates

100

1490-2600

72

1,000 hours

1/1/2012

75

1050-1489

53

1,000 hours

1/1/2013

60

750-1049

43

1,000 hours

1/1/2014

40

310-749

29

1,000 hours

1/1/2014

Modified Spectrum General Service Incandescent Light Bulbs (Like GE Reveal)

lumens (brightness) for less wattage (energy).

CURRENT WATTAGE

Lumen Range

New Max Wattage

Minimum Lifetime

Effective dates

The changes begin with the 100 watt every-

100

1118-1950

72

1,000 hours

1/1/2012

day incandescent light bulb, which must now

75

758-1117

53

1,000 hours

1/1/2013

bulbs must produce the same amount of

use no more than 72 watts to produce a

60

563-787

43

1,000 hours

1/1/2014

comparable brightness. Additional bulbs will

40

232-562

29

1,000 hours

1/1/2014

be affected over the next several years (see charts below).

In 2007, then-president George W. Bush signed the Energy Independence and Se-

New U.S. Light Bulb Packaging The U.S. Federal Trade Commission is requiring manufacturers of incandescent, compact

curity Act (EISA) into law. The provisions in

fluorescent and LED light bulbs to use new labeling on consumer packaging by mid-2011 to

this law are intended to reduce energy usage

help consumers choose the most efficient bulbs for their needs.

and greenhouse gas emissions and enable the United States to be less dependent on

For the first time, the label on the front of the package will emphasize the bulb’s brightness as

foreign sources of energy. One of the provi-

measured in lumens, rather than a measurement of watts.

36 | NKBA.org | Fall 2011

K+B Trends

Brightness

820

lumens

Estimated Energy Cost $ 7.23 per year

“While watt measurements are familiar to consumers and have been featured on the front of light bulb packages for decades, watts are a measurement of energy use, not bright-

ness,” stated the FTC in its press release.

“As a result, reliance on watt measurements alone make it difficult for consumers to compare traditional incandescent bulbs to more efficient bulbs, such as compact fluorescents.”

The new front-of-package labels also will include the estimated yearly energy cost for the particular type of bulb.

The back of each package will have a “Lighting Facts” label modeled after the “Nutrition Facts” label that is currently on food packages. The Lighting Facts label will provide information about: + Brightness + Energy cost + Life expectancy + Light appearance (for example, “warm” or “cool”) + Wattage + Mercury content The bulb’s brightness, measured in lumens, and a disclosure for bulbs containing mercury, also will be printed on each bulb.

Proposed Canadian Light Bulb Packaging Natural Resources Canada (NRCan) has

the package’s principle display panel. The text will be bilingual, with the English text appearing first, followed by the French text. The French and English texts can appear in separate locations on the packaging.

The proposal would require the following to appear on the bulb packaging: + The new label in bilingual or separate English and French format + The following text, preferably underneath the label: “To save energy and money, choose the bulb that has the desired brightness and then select the one with the higher efficiency.”

“Pour économiser énergie etargent, choisir une ampoule en tenant d‘abord compte de la luminosité désirée, puis du niveau d‘efficacité le plus élevé.” + The model number of the bulb, placed in a clear visible manner + Voltage The following illustration is a sample only. The size of the display panel will vary depending on the space available on the packaging. The information can be displayed horizontally or vertically.

proposed new packaging labels for general service light bulbs and CFLs to help Canadian consumers make energy efficient choices. The new labels would go into effect Jan. 1, 2012.

The regulations do not prescribe a specific label design. Rather, they require that certain mandatory text be readily visible on

Light output Flux luminex 1200 lumens

Energy used Consommation d’énergie 13 watts

Life Durée de vie 7000 hours/heures

*To save energy and costs, choose the bulb that has the light output you need.

Then select one that has the lowest wattage.

Pour économiser énergie et argent, choisir une ampoule en tenant d’abord compte du flux lumineux, puis du plus bas wattage.

Fall 2011 | NKBA.org | 37

headlines

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

39

InSIDE KBIS

> Speaker Line Up > New Dates Create Opportunity

42 >

>

>

INDUSTRY News

Axor Hansgrohe NYC– Grand Opening Rev-A-Shelf Announces an Acquisition Archtober in NYC

44

MEMBER PROFILES

> Charlotte Breidenstein > Beverly S. Dalton

46

NKBA UPDATES

46 National Highlights 48 Education & Certification 50 Marketing & Media Relations

38 | NKBA.org | Fall 2011

Inside KBIS

Inside KBIS

Inspiration, Insight & the Place to Be McCormick Place, Chicago – April 24-26.

By Annette Gray

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

C

hicago possesses the comfortable energy and enthusiasm uniquely inherent to its Midwestern roots, and it’s just this quality, which has made it a welcome host for the Kitchen & Bath Industry Show, in numerous years past.

The level of vibrancy, professionalism and media noise is certain to be at an even higher volume, as the city ramps up to act as host to world leaders gathering in Chicago next spring for two international summits–the NATO and the G8. President Obama has decided to bring two distinct meetings to his adopted hometown, and although this may not seem relevant to KBIS, it is.

With the scheduling conflicts of an entire city, came new dates for KBIS 2012. The new dates have been an opportunity for the NKBA and Nielsen team to maximize on the challenges of being asked to reschedule, and ensure value to exhibitors and attendees.

With the city already being shined and polished for the prominent international guests arriving soon after KBIS, our line up of KBIS speakers confirmed, discounted hotel rates and availability secured for attendees and exhibitors, and the opening of KBIS registration just around the corner–this year’s show promises to be an exceptional and revitalized event.

Candice Olson, one of North America’ leading professional designers and television personality, seen by millions around the world on HGTV hits, such as Divine Design, Candice Tells All, Design Star, Dream Home and Urban Oasis. Olson has turned her expertise and unique design sense into a brand that represents fabric, furniture, wallpaper, lighting, area rugs and more. Olson, Opening Keynote speaker stands on a philosophy of good design resting on its long-term integrity and ability to be considered classic.

Sally Hogshead, nationally-known brand expert, speaker, and author will address attendees on closing day, Thursday, April 26. Hogshead will provide an overview of how to take the concept of fascination and seven universal triggers, and apply it to your corporation, small, mid-size or boutique business in creating more persuasive marketing messages. Learn how to influence decision making, and captivate your buying audience.

Karl Champley, award winning Master Builder, environmental home inspector, building consultant and a familiar DIY Network and HGTV personality will convey how to reclaim underutilized spaces in the kitchen and bath. Find out more about maximizing, integrating, and incorporating efficiency into every design.

Mike Mullane, Mission Specialist, and former Space Shuttle Astronaut completed three space missions aboard the shuttles, Discover and Atlantis, before retiring from NASA and the Air Force

CANDICE OLSON KBIS Keynote Presenter

in 1990. Since then, he has authored books and in 2010, hiked to the summit of Africa’s highest peak, Mt. Kilimanjaro. Mullane is coming to KBIS, to deliver his hard-hitting, substantive teamwork and leadership presentation.

Fall 2011 | NKBA.org | 39

Inside KBIS

headlines David Lupberger brings more than two decades of residential remodeling and custom building experiences to his presentation.

He’s developed and written a proven system of managing customer expectations, and coordinating the team relationship between customers, suppliers, and trade contractors, to deliver a consistent level of customer service.

Sam Silverstein, entrepreneur, business expert and author has addressed companies and professionals worldwide. His message is one of accountability in gaining the competitive advantage. He draws on more than 25 years in the home improvement industry, and provides tips on how to apply strategic planning to increase success and create a culture based on accountability.

Innovative Kitchen Appliance Design, Outdoor Kitchen Design, Enhancing a Space through Lighting Control, Tile and Stone, Universal Design, and European Kitchen Trends are some of the course topics that will be offered.

Come to Chicago to enjoy the city. Come to KBIS to be inspired, informed and join the leaders and innovators in the kitchen and bath industry.

Save the Date 2012 Kitchen & Bath Industry Show April 24-26, 2012 McCormick Place, Chicago, IL

40 | NKBA.org | Fall 2011

KARL CHAMPLEY KBIS Conference Session Speaker

headlines Industry News

NKBA Members in the News Events, openings, and a month-long celebration of architecture and design.

By Annette Gray

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> North Lima, OH. The acquisition of the Tresco International line will allow their distributors to promote an innovative, quality lighting product that will be shipped and supported through Rev-a-Shelf. “We are committed to the aggressive growth of our product line, supporting our Distribution partners, and expanding our Brand awareness” said David Noe, General Manager of Rev-A-Shelf LLC. “Our goal is to maintain as much of the Tresco International process as possible with no disruption and only the addition of expanded support and services.”

Axor Hansgrohe NYC – Grand Opening www.hansgrohe-usa.com Axor Hansgrohe Design Studio located at 29 Ninth Avenue in the Meatpacking District NYC, held their Grand Opening on September 14, 2011. Located in the heart of Manhattan’s chic Meatpacking District, Axor NYC carries the brand through custom vignettes and collection overviews, and provides an ideal specification environment for architects and designers.

Axor NYC is a creative, design studio that showcases the bath’s role as a living space. Axor is the designer brand of the Hansgrohe Company and collaborates with icons including Philippe Starck, Patricia Urquiola, Antonio Citterio and Jean-Marie Massaud to produce exceptional bathroom solutions. The layout communicates each Axor designer’s vision and brings together the entire product line.

The details about the acquisition will remain private but it has been released that RevA-Shelf LLC., will begin integrating the operation into their offering over the next thirty days and to ensure a seamless transition they will bring on Chris Tress, Tresco International current GM, as their Director of Lighting. John Tress, Founder said “Tresco International is elated that our lighting products will continue to grow with the innovative leader that Rev-A-Shelf is in our industry.”

Both parties feel the Acquisition will be complete by November 1st, 2011.

“We can offer a wide range of professional services. The space has multiple areas for A&D to meet with Axor product specialists to create a specification for their project and functioning displays so they can test-drive the products. With a working kitchen and state-of-the-art multimedia capabilities, Axor NYC also functions as a training facility and event space.

Archtober in NYC www.archtober.org Archtober is New York’s Architecture and Design Month – a

We are excited to open our first North American design studio in the Meatpacking District, as

festival of architecture activities, programs

the area is recognized for its high fashion and creative culture. We took over 3,000 square feet

and design exhibitions during October. Arch-

of the Vitra Furniture showroom. The synergy is perfect as our two brands work with many of

tober presents special tours, lectures, films

the same designers.” - Kiel Wuellner, Hansgrohe Inc.

and exhibitions that focus on the importance of architecture and design in everyday life.

Included in the events of Archtober is the

Rev-A-Shelf Announces an Acquisition

Architecture & Design Film Festival, held in

www.rev-a-shelf.com As of September 13, 2011, Rev-A-Shelf LLC, based in Louisville, KY

the Tribeca Cinemas, with selections of fea-

announced that they have signed a Letter of Intent to acquire Tresco International Ltd. Co of

ture length films, documentaries and shorts

42 | NKBA.org | Fall 2011

Industry News

focused on architecture and design. In addi-

that is becoming popular in room décor.

tion, discussions with filmmakers, architects,

kitchen and bath cabinet elements, introduced a new Full Extension Soft Closing

designers and other industry leaders are

Tumbled Bronze features a warm tone with

scheduled, with the focus of the discussions

vibrant chocolate and bronze highlights. The

centering around the design process, and

final result gives each product a textured,

architecture/design in film and daily life.

tumbled appearance – very different than anything on the market today. Danze achieves its variation on the distressed tone

Danze Announces a New Tumbled Bronze Finish

by literally tumbling the faucets during the

www.danze.com Danze, Inc. has an-

each faucet is placed into a drum with

nounced the addition of its Tumbled Bronze

stones and tumbled – giving each product a

finish that has already piqued the interest of

natural look, with no two being exactly alike.

productions process. Once color is applied,

36mm Ball Bearing slide. The innovative patent pending medium duty slide offers a full extension, soft close system with easy disconnect drawer removal in a reduced 36mm profile versus the standard 45mm.

“Soft closing ball bearing slides have been popular for a while now, but they are all integrated into a taller 45mm profiles,” stated David Tyler, VP of Marketing for Hard-

the kitchen/bath industry. Builders, design-

ware Resources. “This product is unique

ers, showroom managers, hospitality prop-

because we have integrated a soft closing

erty owners and other industry professionals

Hardware Resources

system into the small 36mm profile of our

have commented on the unique way this

www.hardwareresources.com Hardware

medium duty ball bearing slide at about half

new finish truly captures the distressed look

Resources, manufacturer of decorative

the price of an under mount slide system.”

ADVERTISEMENT

headlines Member Profiles

28 Years of Commitment to the Organization Charlotte Breidenstein retires as the longest employed staff member of the NKBA.

By Annette Gray

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> In March 1983, she began her position as CKD Secretary, a position which no longer exists, and that same year, the AIKD became the National Kitchen & Bath Association. Her positions that followed, included time spent in the Societies Department, equivalent to the present day Certifications, Conference Department, and Education Department. She became a Training Coordinator, then an Executive Assistant and finally found her way to the Governance Services Department, as Manager, where you’ll still find her today. But not much longer, as Charlotte Breidenstein, 28-year veteran employee of the NKBA, the longest in staff history, will conclude her career here, with the start of 2012.

Having enjoyed and endured so very many roles, responsibilities, changing of the guard in leadership, comings and goings of staff, and let’s not forget the many seasons of KBIS, it was with some apparent sadness, she announced her retirement to fellow staff members, during a recent all staff meeting.

Charlotte Breidenstein NKBA | Hackettstown, NJ Manager of Governance Services 28 Years of Service

“At the 2003 BOD meeting in Santa Fe, we honored Charlotte for her 20 years of faithful service to the NKBA. That was also the meeting where I was inaugurated NKBA President, and Carol and I celebrated our 40th anniversary as the NKBA celebrated its 40th year as an Association. Charlotte has always been to many of us Mrs. NKBA. Not only did she work tirelessly to keep me focused during my years on the EXCO, she also provided a continuity of NKBA history and knowledge. Whether Charlotte takes credit for any or all of our past successes is merely a reflection of her humble character.” -Les Petrie, CMKBD,

At a time when the NKBA headquarters

2003 NKBA President

was located in a storefront in downtown Hackettstown, NJ, and went by its former

“Charlotte has been a tremendous asset to our association and to me personally. Her

name of the American Institute of Kitchen

length of time serving our association is a measure of her value. I believe her guiding princi-

Dealers (AIKD), Charlotte Breidenstein,

pal has always been “Do the right thing and do things right”. Charlotte consistently served

happened to be in the market for a job. She

with the best interest of the leaders at heart, but more importantly she served with the best

was looking for a different type of challenge

interests of our members at heart. It has been an honor to work with Charlotte and to have

to add to her already busy life as home-

her as a lifelong friend.” -Beverly S. Dalton, 2004 NKBA President

maker, wife and mother of two daughters.

As she describes it, she was shopping and

“When you think of the NKBA, you have thoughts of Charlotte and her 28 years of service,

happened to see a Help Wanted sign in the

dedication and loyalty. Charlotte has made a significant impact to the overall success of

window of the storefront location. And the

our association. She has touched all of us who have had the opportunity to know her and

rest as they say is history, in this case, her

experience the kindness and friendship she provides to all in a very special way. She will

history of 28 years with the National Kitchen

certainly be missed!” -Bob Garner, CMKBD, 2007 NKBA President

& Bath Association, and its vast membership. Through 28 NKBA Presidents,

“Charlotte has offered stability and longevity in her commitment and service to the NKBA.

Breidenstein has remained a respected

Through her knowledge of the organization, and history with the membership, her insight

and contributing member of the National

has been of great value to the Staff, membership and volunteer leadership throughout

Kitchen & Bath Staff.

many years. She will be greatly missed.” -Bill Darcy, NKBA Executive Vice President

44 | NKBA.org | Fall 2011

Member Profiles

Member Profiles

A Long-Standing History of Volunteerism Past President Beverly S. Dalton boasts a 25 year history with the association.

By Annette Gray

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> NKBA: When did your NKBA involvement begin, and what was the catalyst?

BD: I started attending NKBA chapter meetings in 1986 as soon as I discovered NKBA. My chapter at that time was the Southern Ohio/Kentucky chapter and soon thereafter the Ohio Valley chapter was formed. I am a charter member of that chapter and have served in several officer positions over the years including President, National Director and Chapter Representative. It was apparent to me from the beginning that this association and the people affiliated with it are the premier professionals in this industry and I wanted to be a part of it. I believe we build our businesses on relationships and I’ve been fortunate to have developed many wonderful relationships with NKBA members and staff. There was never any question in my mind about becoming involved and remaining active in the Association.

NKBA: What were the hot topics in the NKBA during your 2004 presidency?

BD: I suspect many of the same issues from back in 2004 are still issues today; developing a budget, growing membership, developing and offering successful educational

BEVERLY S. DALTON Signature Kitchen & Bath, Inc. Bowling Green, KY

programs, growing and improving KBIS, etc. One of the areas I worked on even before my presidency and then into my presidential year was developing and structuring the chapter regions. This idea grew out of one of our early strategic planning sessions and as a result our regions were formed.

2004 NKBA President

NKBA: Every NKBA President leaves a bit of their leadership outcomes behind. What development comes to mind that occurred during your terms on the Executive Committee?

NKBA: When and how did you begin your

BD: While serving on the Board of Directors and in one of my early years on the Executive

career in the kitchen and bath industry?

Committee we had our first strategic planning meeting. I think these meetings were very im-

BD: I started our company, Signature Kitch-

portant at the time because the Board and future leaders learned the value and the process

en & Bath, Inc. in 1986 and we specialize in

for strategically planning and developing a budget centered on the goals and objectives of

kitchen and bath remodeling. My husband

the association. I always strived to keep the interests of our membership at the forefront

and I were partners in an exterior remodeling

of decisions made. I felt then and continue to feel that the heartbeat of our association is

company and we were being asked about

at the grassroots level. Our members are the reason we exist and everything we do has to

remodeling kitchens and baths so after

be designed to make them stronger, better and more efficient whether it is in the area of

researching the industry I found the National

education, legislation, governance, or business management.

Kitchen & Bath Association and started atprovided the training and knowledge base for

NKBA: What has been the biggest benefit of NKBA membership and involvement?

BD: Without question the greatest benefit I have received is the opportunity to meet so

my entry into the industry. Today my family

many of our members and industry colleagues across this country, Canada, Great Britain,

and I still own Signature Kitchen & Bath, Inc.

Australia and New Zealand. I had the distinct honor of working with one of the greatest Ex-

and a second company, Home Source Direct,

ecutive Committees, which included Jeff Cannata, Al Pattison, Sara Busby, Bob Garner and

specializing in the retail sales of cabinetry,

Les Petrie, as well as one of the best Board of Directors. To this day I consider them family.

countertops, flooring and tile. Along with my

I have always been thankful and appreciative of the support offered through the years and

husband, our two children, Ryan and Whit-

consider it a great honor to have been able to serve the association and the people who

ney, are also partners in the business.

gave me so much along the way.

tending classes offered by NKBA and that

Fall 2011 | NKBA.org | 45

headlines NKBA Updates

National Highlights Chapter and national leadership, events, and growth.

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

The chapter representative will be invited 2012 Membership Renewals are underway + Membership is based on a calendar, payment due January 1st annually.

to attend their annual Board of Chapter

+ Online renewal will be available from late-October 2011 through January

Representatives Meeting to discuss local

18, 2012. + We will begin the 2012 Membership Renewal Invoicing process mailing the

matters and more.

initial printed invoice in mid-October 2011 followed by a mid-November E-Invoice. The final printed invoice will be mailed January 12, 2012 followed by a final E-Invoice later that month. + Avoid interruption in your member benefits by making payment prior to January 1, 2012.

If you are a new 2012 chapter officer in Regions 1, 3, 4, 5 and 7, confirm your participation with your chapter president and mark your calendar now, as more details are forthcoming following the chapter officer election process.

Regions 2, 6, 8, 9 and 10 will have their officers training scheduled in 2013.

2012 NKBA Counter CardS

For more information on region training, email chapters@nkba.org.

NKBA.org/Store Order you new counter card today! With a valid 2012 membership you too can order a counter card for your showroom.

Demonstrate to prospective clients that you are an NKBA member and prominently display the NKBA counter card in your showroom.

Online Chapter Officer Training Attention all officers, is this your first year as a new officer or going into a new officer position? If so, to help you succeed you’ll find Training Presentations for each position in the Tools for Chapters section. And, you won’t even have to leave your desk. The recorded sessions are available 24/7, and you can view

Post JobS or InternshipS at no EXTRA cost This limited benefit is exclusive to industry member companies. Are you seeking candidates for a job opening? Or, are you seeking to hire an accredited student intern: with more than 50 NKBA Accredited Programs teaching NKBA-approved curriculum, interns are ready for “in the field” training. The NKBA has a qualified list of accredited college students looking for internship opportunities.

Visit NKBA.org and locate the My Account section in the right-hand navigation

them as often as you would like. Once you’ve logged in to the Member Center, click on Tools for Chapters and select a position of your choice to watch the presentation.

During these approximate 30-minute length sessions, each chapter officer type will have the opportunity to listen to a presentation on their roles and responsibilities and review schedules of the chapter activities during the calendar year.

once you’ve logged in to the Member Center. Under Job Openings, click “Add a New Job.” This service is available at no additional cost.

EXCO Chapter Presentations Each year the members of the Executive Committee travel across the U.S. and

Regional Officer Training–build on success

Canada, giving chapter presentations on a topic selected by the member, and

The NKBA will again be offering regional training for five regions during 2012.

developed with the support of appropriate Creative/Editorial/Educational Staff.

Five newly elected officers from each chapter will be invited to spend time

Incoming member(s) of the EXCO, work to create their presentation on a topic,

“away” with the officers of the other chapters in their region. It will be an op-

which is relevant and unique to their expertise.

portunity to learn and improve communication skills, work toward establishing successful relationships and follow up on last year’s program activities.

Standing presentations include: David Alderman, CMKBD–Managing the Customer for Profit, and Appliances: Expanded Choices, Prominent Products;

Officers will participate in a two-hour training session, and there will be ample

Alan W. Zielinski, CKD–The Design of the Sale, and Experience Green; John K.

time for informal networking among chapter officers to share ideas, concerns

Morgan’s–Staying Ahead of the Competition through Technology: 2011 Edition

and “best practices.”

and Mark L. Karas, CMKBD–Installation for the Designer, Not the Installer.

46 | NKBA.org | Fall 2011

NKBA Updates

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> Newer members to the Executive Commmittee, Carolyn F. Cheetham, CMKBD and John A. Petrie, CMKBD have announced their topics and are quickly filling their schedules with presentation dates across the country. Cheetham will offer a comprehensive look at Universal Design & Aging in Place, with personal projects to support. Petrie will address Water Consumption, Conservation and the Latest in Product Technology, featuring the latest in product innovation from top manufacturers.

AmbassadorS Club Awards at KBIS 2011 www.nkba.org/Club Awards for the Ambassadors Club Inductees and Upgrades were presented at the Chapter Officer and Ambassadors breakfast at KBIS 2011. The following NKBA members were inducted into the NKBA Ambassadors Club: + Marnie Brenden CKD, CBD–Palouse Subchapter + Rick Castor–Indiana State Chapter + Leslie De Giere–Northern California Chapter + Carolyn Deardorff, M.A. CKD, IIDA, CAPS–Rocky Mountain Chapter + Nancy Hugo, CKD–Arizona Chapter + Beatrice Lai–British Columbia Chapter + Marie Levy–Texas South Plains Subchapter + Shyra Reiss–Metro New York Chapter + Christine Salas, CKD, CBD–Prairie Provinces Chapter + Grace Weyke–Wisconsin/Upper Michigan Chapter + Rochelle L. D. Zemlak, AKBD–Prairie Provinces Chapter The following NKBA members received an upgrade pin due to their continued recruitment of new members: 10 members + Donna M. Rana–Northern New Jersey Chapter + Tammy Sagar–British Columbia Chapter 15 members + Michael Alba–South Florida Chapter + Paula Kennedy, CKD, CBD–Puget Sound Chapter + Bettyann Peck–Southern New England Chapter

2011 NKBA Ambassadors Club Upgrades: (top) John K. Morgan, 2011 NKBA Vice President (far right) with 2011 Higher-Level recipients Alan W. Zielinski, CKD, Bettyann Peck, Donna M. Rana, Tammy Sagar, Paula Kennedy, CKD, CBD, Beth M. Forbes, and John L. Ryba (left to right).

2011 Award Winners: (bottom) Alan W. Zielinski, CKD, 2011 NKBA President-Elect (far left) and John K. Morgan, 2011 NKBA Vice President (far right) with Cam McCamy–Highest Recruiter of the Year and Diplomat Award Recipients: Beth M. Forbes, John L. Ryba, and Tammy Sagar (left to right).

+ Denise Turner–Ontario/Canada Chapter 20 members + Alan W. Zielinski, CKD–Chicago Mid West Chapter

The Diplomat Award was given to three NKBA members who recruited the

30 members + Beth M. Forbes–Maine Chapter

+ John L. Ryba–South Florida Chapter

40 members + Larry Miller, CMKBD–New York Tri State Chapter

The Highest Recruiter award was given to Cam McCamy for recruiting the

+ John L. Ryba–South Florida Chapter

September 30, 2010.

highest number of new member companies during 2010: + Beth M. Forbes–Maine Chapter + Tammy Sagar–British Columbia Chapter

highest number of new member companies from October 1, 2009 through

Fall 2011 | NKBA.org | 47

headlines

NKBA Updates

Education & Certification Defining a new career or developing an existing one–the importance of continued learning.

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

THE FIRST NKBA NON-DESIGN CERTIFICATION

Blog Like a Pro

www.nkba.org/certforms The Certified Kitchen & Bath Professional

www.mascocabinetry.com/bloglikeapro Calling all student bloggers.

(CKBP™) is a new path for the non-design professional. Since August, the

KraftMaid®, Merillat®, QualityCabinets™ and DeNova™ brands, and the

NKBA has received more than 800 inquiries from members interested in

NKBA would like to invite NKBA Student Members (U.S. schools only, excluding

becoming one of the first CKBP’s.

non-U.S. residents) to enter Blog Like a Pro. Students will learn the importance of communication. Whether you’re a blogger now or have always wanted to

A Certified Kitchen & Bath Professional is qualified to work with NKBA-certified

blog, you won’t want to miss this chance to win a $1,500 scholarship!

designers to meet the needs of the consumer. The focus of curriculum and critical areas of expertise are not centered on design, but in the areas of residential construction, general business knowledge, materials and product knowledge, and project management.

NKBA Accredited Programs Fosters Growth of NKBA Chapters Will there be qualified employees to work in the kitchen and bath industry in

Are you interested in becoming a Certified Kitchen & Bath Professional? If so,

2020? Will there be interested buyers to purchase your small business when

we can help you: + Determine if you meet the requirements

you are ready to retire? Will there be volunteers willing to lead the industry?

+ Choose which NKBA courses are right for you

ited Programs continues to grow, and develop as the best source to receive a

+ Decide on the best method of study

formal education in kitchen and bath design.

The answer to each of these questions is, yes. Provided that the NKBA Accred-

+ Complete your certification application In 1985, the volunteer members of the NKBA Long Range Planning (LRP) committee set a goal to double the retail membership within 3 years. The LRP

2011/2012 NKBA Student Design Competition Call for Entries

committee determined that a college curriculum in kitchen and bath design

www.nkba.org/students Entry Deadline – November 30, 2011

The first program was established in 1987 at Auburn University. Ten years af-

was an important element to market NKBA membership to retail members. ter the founding of the college program, 15 programs had established agree-

Challenge: Renovate a 19th Century Row House The 2011/2012 competition presented by the NKBA and sponsored by SubZero/Wolf and Waypoint Living Spaces, a division and trademark of American Woodmark Corporation® will require students to research the history of a transitional style for this 19th Century Federal Row House.

The winning entries in both the kitchen and bath categories will be recognized at a special ceremony held during the 2012 Kitchen & Bath Industry Show in Chicago. The winning designs will be featured in NKBA Magazine and awarded the following prizes: + First Place Kitchen & First Place Bath: $2,500 Scholarship + Second Place Kitchen & Second Place Bath: $1,500 Scholarship + Third Place Kitchen & Third Place Bath: $1,000 Scholarship Award winners will also receive complimentary registration to KBIS 2012, which will include the awards ceremony, two nights’ hotel stay, and transportation to the event.

48 | NKBA.org | Fall 2011

Ruth Ann Taylor, CKD, CBD, 2001 graduate of East Carolina University (right), featured in the kitchen she designed for her client (left).

NKBA Updates

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> ments with NKBA as NKBA Endorsed Colleges. One of those 15 programs was

PRL Education Series An excerpt from Kitchen & Bath Project Management.

East Carolina University (ECU).

So, is having a college curriculum in kitchen and bath design important to

How to Install Kitchen Cabinets

local businesses and the chapter? Ruth Ann Taylor, CKD, CBD, and President

Step No. 13:

of the Eastern Carolinas Chapter and its members know the importance

For typical cabinets with a sub-base (called a toekick) align and shim a

of having an NKBA Accredited Program to their chapter. Many of the local

corner cabinet as necessary to insure it is plumb. For decorative cabinets

professionals and six of the current eleven Eastern Carolina Chapter officers

with furniture feet or columns/cabinet stiles extending to the floor, the origi-

are graduates from the ECU program. Ruth Ann, a 2001 ECU graduate, joins

nal design should provide some means to modify the height. For example,

a select group of current chapter officers in Eastern Carolina who have also

decorative feet may incorporate a square scribing portion on the underside

graduated from ECU including: Amy Norris, CKD, CBD, Ann Flowers, Chi Wang Yiu, Megan Poteat, AKBD, and Jessica L. Nelms, CKD. ECU has added to the local chapter growth so much that in the early 2000’s the eastern portion of the state formed a new chapter from the Carolina Chapter and in 2004 the Eastern Carolina Chapter earned a full chapter status.

Today the Carolina’s are represented by 4 chapters: Carolina, Eastern Carolina, GA/SC Coastal and Piedmont Blue Ridge Carolina. Ruth Ann volunteered as an officer for the newly formed chapter in 2004 and has been involved ever since. She claims, “The biggest thing I have gained in being involved in NKBA at the local and national level is the friendships I have developed. I have looked up to all my friends and peers, and they have all helped me to hone my skills as a designer. They made it easy to be the young one in the

of the foot. It is cut to fit an unleveled floor, or is removed completely if a

business. I wouldn’t trade the friendships and colleagues I have in NKBA for

level floor surface exists. Or, decorative moulding can cover space resulting

anyone in the world.” The chapter fosters their relationship with the school by

from an uneven floor between the floor and a shimmed column. If no such

organizing an annual scholarship competition that awards around $2,000 in

design adjustment exists, then hold a jobsite conference to decide how to

scholarships. They recognize the winners of the scholarships at their holiday

lower the cabinet without compromising the height required for adjacent

meeting. They offer students of accredited programs $5.00 admission to

appliances.

their meetings, individually they attend ECU often to jury competitions, mentor students, and speak hoping to inspire students to chose kitchen and bath design as their future career.

Ruth Ann was inspired to seek a career in kitchen and bath by her internship.

She worked during her junior and senior years at a lumber yard doing kitchen and bath design. The reasons she chose kitchen and bath design was for many of the same reasons students enter the industry today. “Two things, one

Use some type of clamping device to hold adjacent cabinets together while installing the proper screws.

A master installer uses proper screws and the proper tools to install cabinets, with the necessary force (just enough, but not too much) to avoid splitting the face frame. The master installer then pulls adjoining cabinets together with screws. To do this:

would be economic. I had a feeling that window treatments and “decora-

> Drill starter hole approximately 6” from the top and bottom of face frame.

tion” would be secondary to the need for kitchen cabinets in a bad economy,

> Insert and tighten screw.

so I’d be safer in this type of career. The second was that I loved the idea

> After hanging, joining, aligning and shimming all base

that kitchen and bath design meshes the technical with the artistic. You are

and wall cabinets, tighten screws in the hanging strips

working with boxes in a microsystem, making everything fit and function with cabinetry, but you still get to go back and make it “pretty” and aesthetically pleasing as well!”

Ruth Ann contributes her college’s relationship with the NKBA as the reason she is working in the field and achieved NKBA Certifications. More than 2,000 students graduate from NKBA college and university programs annually.

The NKBA Professional Resource Library is essential when preparing for the NKBA’s certification exams. The complete nine volume set is on sale for Kitchen & Bath Month in October. See our ad on page 29.

Fall 2011 | NKBA.org | 49

headlines

NKBA Updates

Marketing & Media Relations Working hard to promote the membership and gain awareness.

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2012 NKBA Design Competition

kitchen and bath industry members to donate to World Vision’s Storehouse.

NKBA.org/Competition The National Kitchen & Bath Association (NKBA),

These contributions will allow World Vision partner agencies to construct or

along with sponsors Jenn-Air, Silestone by Cosentino, Waypoint Living Spaces,

enhance community centers, shelters and other facilities that support hun-

This Old House, The Home Depot, Delta, 20-20 Technologies and HGTVRe-

dreds of thousands of children and families in need nationwide.

models has proudely announced the call for entries to the 2012 NKBA Design Competition.

For nearly a decade, the NKBA and World Vision have worked together to provide to those less fortunate. In the past 10 years, the NKBA and its members

This is a prominent annual member-only competition, which honors top

have donated nearly $50 million in products to the Storehouse of World Vision

designers from across the U.S. and Canada, who convey an outstanding level

program benefitting American children and families in need.

of skill and artistic insight in designing residential kitchen and bath spaces.

For the first time ever, among ten specialty awards, will be an award presented

Kitchen and Bath Planners

for Universal Design in a kitchen or bath. In addition to this, Best Kitchen and

NKBA.org/Planners Launched as part of last year’s

Best Bath, Before & After Kitchen and Bath, Budget-Friendly Kitchen and Bath,

Kitchen & Bath Month, for consumers looking to

and Green Design in Kitchen or Bath will be awarded.

update their homes, the NKBA offers kitchen and bath planners to support remodeling projects. The

Entries may also be selected to win as first, second or third place in the

planners enlist the expertise of NKBA professionals

following categories: Small Kitchen, Medium Kitchen, Large Kitchen, Powder

and include the following features: + A step-by-step guide of the remodel process

Room, Small Bathroom, and Large Bathroom. The finalists in these categories will also go on to be featured on HGTVRemodels.com to be voted on by

+ Guidelines of details and components to consider while planning

consumers, and awarded the People’s Pick in Kitchen and Bath.

+ Comprehensive design options to choose your personal style + Tips for setting a budget range, including advice on ways to save

Judging for the competition occurs in a closed event with a panel of NKBA certified experts from around the country reviewing and scoring hundreds of

+ Assistance on finding the right professional for your remodel + A checklist of considerations and tips to finalize your choices

entries received. The results will be announced live at KBIS 2012 in Chicago.

Winners will be honored with a special award and cash prizes, at an exclusive

Consumers visiting NKBA.org/Planners will be able to easily access a list of

lunch event open only to press, select members of the design community and

NKBA professionals within their area.

industry leaders.

In-print, customized Planners are also available at low cost to members, to be used as a marketing tool in helping potential customers become clients, with a

Kitchen & Bath Month

signed contract and a project they’re anxious to have started.

NKBA.org/KBMonth During October, the NKBA will celebrate Kitchen & Bath Month by helping consumers enhance the value of their homes with the free downloadable NKBA Kitchen Planner and NKBA Bath Planner. As celebration of

Chapter Marketing Toolkit – New for 2012

the month, the NKBA urges members to donate

Starting in early 2012, each NKBA Chapter will receive a marketing toolkit to

products to the Storehouse of World Vision, of-

assist in exhibiting at local and regional, trade and consumer home shows.

ficial non-profit partner of Kitchen & Bath Month.

The NKBA would like to urge each chapter to take advantage of the ready

The Storehouse of World Vision aims to address the needs of Americans suf-

components designed and provided by the association to promote their

fering from disaster, personal crisis or economic hardship by providing families

chapter, the expertise of a NKBA professional, and the organization as whole.

with supplies such as clothing, personal care items and building materials.

The kit is currently in development in the marketing department working with

In celebration of Kitchen & Bath Month, the NKBA urges its nearly 40,000

the member services department, and will include items needed to create an

50 | NKBA.org | Fall 2011

NKBA Updates

>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> appealing booth space, as well as printed marketing pieces, and with most

tom Builder, Family Circle, Professional Remodeler, Kitchen and Bath Design

components contained within a rolling case for easy transport.

News, K+BB, The Retail Observer, Qualified Remodeler, and Home Builder

These tools will be available to all chapter members, and chapter signage can

Magazine, Better Homes and Gardens, among many others.

also be used at chapter meetings, as well as collapsible display for printed

NKBA Consumer Newsletter

pieces announcing events, elections, competitions and more.

Trade and home shows are an excellent way to spread awareness of the organization and the benefit of being part of the association that leads the kitchen and bath industry. In addition, consumer awareness resulting from your presence at a local home show will convey the importance of working with a qualified professional, and may just lead them right into your showroom.

NKBA Today’s Kitchen & Bath, the quarterly electronic newsletter distributed to more than 30,000 homeowners across the U.S. and Canada, is reaching your consumer market. New in 2010, the e-newsletter offers articles on topics such as water conservation, lifestyle specific design solutions, innovative appliances, layered lighting and storage solutions, just to mention a few. NKBA ProSearch, a tool that allows your potential customers to locate NKBA professionals in their local area is included in each issue.

Media Update A dozen press releases generated by the NKBA and released to trade and

It’s packed full of consumer-relevant information, such as a Remodeling

consumer media throughout the late spring and summer has helped maintain

Glossary and Ask a Professional – a Q and A column addressing consumer

consistent coverage in publications such as Annapolis Home Magazine, Cus-

inquiries, and is just one more way the NKBA is connecting with consumers.

ARTFUL FUNCTION. RARE FORM. Stunning sophistication and exceptional engineering define the Palladian Series. It is just one showpiece of the kitchen and bath collections we proudly bring to market. Our commitment to best-in-class is entrusted by world-class properties including The Resort at Pelican Hill® and The Plaza in New York City. Whether it’s an elite resort traveler or executive returning home from the day, ROHL will welcome with nothing less than authentic luxury time and again.

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Certified Kitchen & Bath Professional (CKBP ™) Become one of the first in the industry If you’re a dealer, distributor, fabricator, installer, remodeler, manufacturer, sales representative, or in any other nondesign segment of the industry, the CKBP is for you.

• Advance your career by showing your industry knowledge and professionalism.

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Questions? email CKBP@nKBa.org

Showroom by NKBA member Areti Tanya Rentzos

www.nkba.org | 1.800.843.6522 | Follow Us:

last word

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NKBA Nuptials at KBIS 2011–Viva Las Vegas The perfect site for a wedding.

By Annette Gray

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A

KBIS 2011 wedding in Las Vegas—an appropriate occasion for two exceptional individuals who decided to take their union to a place where the experience would be as unique as their lives.

Self-described NKBA junkie, David Linzer, CKD, CAPS, CGP, former AIKD New York Chapter President, VP of Programs, Member of the NKBA Board of Directors, Metro New York Chapter President, VP of Programs, VP of Communications, Chapter Representative, South Florida Chapter VP of Communications, VP of Programs and current Chapter Representative was married in Las Vegas, during KBIS 2011 to a longtime friend and connection in the kitchen and bath industry.

NKBA: How did you decide that your wedding would occur during KBIS 2011 in Las Vegas? DL: We made our decision in January of this year, and selected Thursday, April 28, 2011 as the date of our marriage. We saw Las Vegas as an opportunity to do it differently.

Ann and I have a wonderful love for each other and since we were both married before we decided to make our wedding different, and a unique experience. We wanted to spare our families who live around the country the expense of attending a wedding during this tough

Queens Women’s Bar Association, admit-

economy, but wanted to give them the opportunity to share our happiness from the comfort

ted to practice Law in the US Supreme

of their homes, which we did via live stream.

Court.

NKBA: When and how did you meet your wife, Ann? DL: Ann and I have been friends for

NKBA: So, in 2011, in what manner did

23 years. I met Ann in New York during the eighties through a mutual friend. I owned Lingold

you and Ann decide to celebrate your love

Design & Construction, a kitchen and bath studio in Queens, NY. I am the past president,

and commitment to one another? DL:

twice of the Metro NY Chapter 20 years apart and Ann was an Architectural Representative

We planned an Elvis Chapel Wedding,

for Nemo Tile, a very large retail and wholesale tile and marble distributor, a business owned

at Viva Las Vegas, which offered an Elvis

by her late father. We share a passion for the business, enjoyed the same taste in materials

impersonator, a rabbi, a beautiful chapel, a

and always challenged each other’s knowledge of products.

huge white stretch limousine, and flowers

NKBA: Had you remained friends during these many years since? DL: We were both

and live, real time, online access to the ceremony for viewing. We sent e-cards to

married, madly in love with our spouses, and enjoyed a great friendly relationship as couples.

invite 200 family members and friends to

Ann and her husband Bill moved from New York to Port St. Lucie, Florida in 1998, and in No-

see us in real time as our wedding hap-

vember of 2000, Cyndi and I were married at Terrace on the Park, a famous 1964 NY World’s

pened. My best man was the Robert Foltz,

Fair landmark in Flushing, NY, with Ann and Bill in attendance. In 2004, Cyndi and I moved to

CKD, President of the NKBA South Florida

Fort Lauderdale. We lived about 80 miles apart and went out with Ann and Bill often.

Chapter and her maid of honor was her girl-

In early 2009, Cyndi died instantly of a massive heart attack, which left me devastated. Bill died three weeks later, and I helped Ann with creating a video that was part of a memorial held in NY in honor of Bill.

friend who flew to Las Vegas to join us. We took our guests to dinner at Martorano’s Cafe and went to see Cirque Du SoleilBeatle’s Love, which was a breath-taking

We had each enjoyed life with amazing partners. Bill was a doctor and NYU professor and

performance. So, after traditional weddings

an exceptionally brilliant man. Cyndi was a highly accomplished attorney, the president of the

before, we did it very differently this time.

54 | NKBA.org | Fall 2011

T H E R E’S S O M E S H I N Y, N E W H A R D W A R E I N O U R K I TC H E N.

THAN K YOU TO ALL TH E CUSTOM E RS WHO GAVE US TH E I R H IGHEST RATI NG. “Sub-Zero ranked Highest in Customer Satisfaction with Refrigerators.”

“Wolf ranked Highest in Customer Satisfaction with Ranges, Cooktops, and Ovens, Two Years in a Row, Tied in 2011.”

Wolf received the highest numerical score for ranges, cooktops, and ovens in a tie, and Sub-Zero received the highest numerical score for refrigerators in the proprietary J.D. Power and Associates 2011 Kitchen Appliance Study.SM Study based on 13,492 total responses, and measures opinions of consumers who purchased their appliance from a retail store or their new-home builder during the previous 24 months. Proprietary study results are based on experiences and perceptions of consumers surveyed in March-April 2011. Your experiences may vary. Visit jdpower.com.