18 piece furniture set ruby and quiri1/24/2024 ![]() ![]() Once a customer starts asking questions, we can get them to start envisioning these products and how they might look in their homes. “We’ve tiled all the floors and the presentation is really nice and it does draw attention, and that leads to questions. “Our main display as you walk in has just been revamped,” Young says. Customers have to walk through the section to get to other parts of the store, so it is a well traveled area. Young says customers are often awestruck at the flooring displays, and especially the tile displays, and the tile department can be kind of intimidating. “People come to us because they’re interested in full service.” Ruby & Quiri is big on visualization, helping customers imagine how tile would look in their homes, unlike a home center that essentially has boxes of tile on display, with perhaps a few mounted on boards. “Our main focus is the customer, while in the home centers the main focus is on moving product,” says flooring manager Robert Young. ![]() Even then, however, they go about it in different ways. One thing both businesses have in common is their emphasis on their showrooms. However, it will help a homeowner design a floor, often with the help of the website, which has more than 250,000 high quality interior and exterior photographs, as well as a large database of design and decorating ideas. Last year Bullnose sold half a million dollars worth of Schluter products alone.īullnose, which sold $4.8 million in tile last year, is strictly a cash and carry operation and doesn’t get involved in installation. Metal Schluter profiles have become a huge part of the business, accounting for about 12% of sales. Other tile sellers in the San Jose area will refer their customers to Bullnose just for its Schulter products. Bullnose is also the largest stocking dealer in North America of Schluter System products, which are finishing profiles for floors, walls, countertops and stairs. It gets very little product through distribution because of problems with reliability and it wants product exclusivity. Bullnose has a 27,000 square foot warehouse that contains more than 2,000 pallets of tile, much of which the company imports directly from Europe, although it does have domestic producers such as Crossville. The firm will provide top notch installers and generally make sure the project is completed professionally to the customer’s satisfaction.īullnose, on the other hand, only sells tile and has made its mark by having a huge inventory of products exclusive to its market and providing other ancillary products that no one else has. For one, it has a design center that can help with tile design, as well as general interior design to help integrate tile into a much bigger project. And while it does tout “lowest prices” on its website, shopping at the store is a far different experience from going to a home center. Ruby & Quiri, which calls itself a home furnishings super center, sells appliances, electronics, furniture and more, as well as a full range of flooring. consumption numbers, which are heavily weighted (approximately 79%) toward flooring from a dollar perspective. Both sell more wall tile than floor tile. Ruby & Quiri of Johnstown, New York and Bullnose Tile of San Jose, California have completely different approaches to selling tile but their strategies have been largely successful. The big players just have too much muscle. It’s difficult to compete against the home centers and even online tile suppliers if price is the major concern. ![]() Selling tile successfully at retail is largely about finding a way to distinguish a business from others in the market, but focusing strictly on price isn’t likely to work for most independent retailers.
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