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Stone Maintenance Partnerships |
Addtime:2008-1-3 |
The stone retailer and fabricator advertises,
displays and promotes to generate a continual flow of new customers,
then sells a product to each customer whom the retailer will rarely see
again. Consider the garden center. They sell new annual plants to the
same customers every year. Even when the customer buys a tree that will
live for a century or more, the garden center sells fertilizer and pest
control. Wouldn¡¯t it be nice to have a continual relationship that
generates a steady cash flow every year from existing customers?
HartzStone has partnered with a significant number
of stone retailers and fabricators to provide the continuing
maintenance that keeps the stone looking as good as the day it left the
store. The retailer sells the service and HartzStone does the work.
While
some customers shop only on price, other customers demand the highest
quality materials and demand that they be kept in the finest condition.
These customers have a reputation to establish and they use the
impression that their homes give to support that reputation. The
retailer knows who these customers are, and the add-on sale of
continuing care meets the customer¡¯s need.
The price conscious
commodity shopper does not know that there are quality differences
between one grade of 12-inch marble tiles and another grade. Successful
retailers and fabricators have acquired an intimate knowledge of the
characteristics of each type of stone they sell and the differences
between French limestone, Indiana limestone and Irish limestone. The
stone professional knows more than just the color and texture of each
stone, the professional knows the characteristics that will suit the
intended installation and those that will present future problems.
The
professional maintenance and restoration craftsman also has an intimate
knowledge of the characteristics of each stone, with the added
knowledge of how well each stone has survived daily use in real homes.
The professional maintenance craftsman also has an intimate knowledge
of the tools, materials and techniques that produce the desired result
with each specific stone in each specific environment. Although the
cost conscious commodity customer would be satisfied with service from
the local handyman, the high-end customer wants careful and expert
craftsmanship. The retailer and fabricator already have full-time jobs,
so the attractive alternative is to out-source the service
responsibilities to a reliable maintenance and restoration
professional. The successful retailer knows what the customer wants, so
a brief conversation with local maintenance and restoration companies
will reveal which can deliver the expertise that will keep the customer
coming back.
So, go ahead and sell the tumbled marble to be
installed in a shower, where soaps, lotions and every imaginable
product of the cosmetics industry will assault it. Or sell the
limestone counter for the kitchen, where cooking oils, fruit juices and
a world of exotic ingredients will attack it. Just be sure to sell the
post-installation cleaning and conditioning by a professional
maintenance and restoration company so that the stone you sell will
continue to look good while it is being used. Then sell the periodic
maintenance contract so that the show room appearance is renewed every
year. The customer will be happy with their stone for many years, and
you will pocket a share of the maintenance revenue every year.
Ed Hartz founded HartzStone more than a decade ago
to provide the highest quality stone restoration services to some of
the most sophisticated and demanding residential customers in the
country. HartzStone has built a reputation for professionalism upon
extensive study of the characteristics of natural stone, thorough
testing of restoration materials and techniques, and careful attention
to the details of each restoration job. Visit HartzStone.com for more
information about HartzStone and to see examples of completed
restoration projects. £¨cn-stonenet.com£© |
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