Page 12 - LPG June 2018 Newsletter

12
The Luxury Luxury Report June 2018
Luxury Luxury Products Group
GPS continued “In fact we we we offer free wi in in in our showroom and have had people sur ng ng for prices while sitting at at the the the the the sales desk So we we we explain what we we we can provide them them compared to to to the the the the the Internet Internet To do this effec- tively you have to to to consistently work with showroom showroom staff staff to to to keep them them prepared for the the the the the the Internet Internet questions A standing concern in in in showrooms is is sales staff staff who sell sell based on on on on their own pocketbook — they they they struggle with selling high-priced product they they they can’t afford themselves So when a a a a a a a a a a a a a a client brings up
the the the the the the the the Internet they they they often panic and want to to to drop the the the the the the the the price price price As a a a a a a a a a a a a a a a a manager you have to to to really work with them to to to overcome such feelings But we’ve actually found it it isn’t always about the the the the the price price I I think that that being being around for over over 50 years — — and being being a a a a a a a a a a a a a a a a reliable business partner — — has built trust that that we will be be be there
to to support customers after the the sale ”
The company’s customers are one of the things that Kate enjoys most about her work “I like talking with people and and learning about their their projects Each one is is a a a a a a a a a a puzzle it’s putting together an an an an order that meets their their needs and and and even surprises them One thing I I have de de nitely learned is is is is to to to to to always listen listen to to to to to the the the the the the client and and and and be straight with people Selling high-end product re- quires trust Clients need need to to to to to know that you you you are listening to to to to to them them you you you understand their their their needs and and and and you you you want them them to to to be very pleased with their their experience and and their their end result ”
A A NETWORK OF PARTNERS
GPS joined LPG in in in in in 2009 and Kate has been actively involved in in in in in the the group serving on the the Vendor Committee “As our our our our buying group LPG rst and foremost has been about improving our our our our relationships with our our our our vendors ”
she noted “Of course pricing is a a a a a a a a a large part of it it but we also really bene t t t t t t t t t t from oppor-