I started in March as one of the biggest proponents of webinars and doing my best to keep the tempo of communications up with my showrooms.

What a year it has been. I am sure the first-quarter numbers were fantastic for most of you.

The consequences of the pandemic likely will be felt for some time. Business owners should think carefully about issues that may affect their companies and protect themselves.

The world has changed. What we are experiencing is called a critical selling event, which means consumers’ habits are in flux. Their routines are now disrupted, and there is no set pattern in how they buy.

You may want to rethink your marketing plan and consider new consumer trends in the process.

If you make the buying process a positive one, you won’t have customers — you’ll have fans who will share their experiences with others.

Emerging national trends in plumbing are going beyond the concepts of color and aesthetic value.

Asking showroom people how they handle pricing can lead to some interesting conversations. Many showroom professionals use a flat discount-off-list habit that has been common for ages. For some reason, we think consumers know that 25 percent off list is the “right” price. But why? 

None of us is an island. We — and our organizations — have a much better chance of reaching our performance potential when we surround ourselves with carefully selected people and partners.

I often use parallels when I’m describing the physical appearance of a showroom and the culture of the company. It’s typically easy to see the differences between a high-performing showroom culture and one that is not by walking in the front door.