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2
Training Objectives
• Demonstrate an understanding and ability to sell and leverage new and existing products.
• Successfully use the JCPenney Kirsch Special Order Drapery Hardware book.
• Utilize all resources to promote the Total Window!
3
Port 1: Program Updates: Wood, Vertical and Cellular
X Start
Port 3: Decorative Drapery Hardware
Port 4: Tools of the Trade:Add-on Selling, Pricing Tour and Commission Comparison
Port 2: Levolor and Kirsch Websites
Port 5: Review
Port 6: Feedback...
4
New Wood ProgramsNew Wood Programs
5
• New Motorization• New Motorization with Cordless• New Heirloom Collection • New Upgrade valance • Cordless Lift System Expansion
– Now available on 34 of 37 finishes
• New twill tapes• More 2 ½” finishes
Kirsch Program Summary
6
Why Kirsch?
• Motorization– Only Kirsch offers motorization on Cordless
• Total Window– Wood finishes coordinating with DDH (Wood
Trends and Buckingham)• Exclusive 3” slat size• More finishes and options per slat size• More new decorative tapes • Trapezoid bottomrail and differentiated valances
7
Levolor Program Summary
• New Cottage Collection in 2” & 2 ½” slat sizes
• New Black and Mahogany finishes• New Expanded Cordless Lift System
– Now available in 31 finishes
• New Valance Upgrade option (Standard on Cottage Collection)
• New Solid and Decorative Tapes• New Sample Book
8
Why Levolor?
• Most comprehensive collection of paints and stains
• Largest Cordless offering and most dependable Cordless Lift System in the industry
• Exclusive Cottage Collection• New and exclusive tapes • New, easy to use sample book • Valance upgrade option on eight finishes and
standard on Cottage Collection
9
• Cordless Wood Blinds truly “cordless”• Scratch Resistant coating standard on
Composite • Lightmaster™ Privacy notched on both
sides of slat• Wide Slat closes 25% tighter• Coordinating Wood Cornices• Exclusive finishes
Competitive Corner
99
10
Hardwood Review
1.
2. 3. 4.
5.
6.
“B”“A” “C”
1100
11
Composite Review
“B”“A” “C”
1111
12
Vertical Programs
New Levolor New Levolor !!
Kirsch Kirsch
13
Program Highlights
Levolor Vertical Blinds
• Heavy Duty Anodized Aluminum Headrail
• 10 Valance Options• Exclusive Laminated • S-Curve Vanes• 5 Fabric Collections • 10 PVC Collections*
*All FR
14
New Program• 3 New fabric collections(Trellis, Cape Cod, Tattersall)
• 3 New vinyl collections(Bisbee, Cottage, Veranda)
•1 New laminate collection (Laminated Irish Linen)
•4 Updated collections (Laminate Impressions, Woodland
Heights, Arboretum, Windsor)
15
Perceptions
• 2-in-1 product
• 3 fabric choices -sheer to opaque
• Exclusive Backstacker
• Decorative top and bottom drapery hem
• Channel Valance
• Fabric by the Yard
Program Highlights
16
Why Levolor?
• Increased number of finishes and collections
• Program sampled in books rather than decks– Inspirational photography– Explanations of the different collections– Ease of use for store associates and
consumers
• Perceptions Soft Vertical included in book
17
Program Highlights
Kirsch Vertical Blinds
• 2 Headrail Options• 10 Valance Options• Exclusive Laminated • S-Curve Vanes• 4 New Fabric Collections • 4 New PVC Collections*• Soft Verticals update
*All FR
18
Soft Verticals
Program Highlights• 2-in-1 product:
• 3 fabric choices -sheer to opaque
• Exclusive Backstacker
• Decorative top and bottom drapery hem
• Channel/Decorative Valance Options • Fabric by the Yard
19
Competitive CornerVertical Blinds• Backstacker® available• 30% tighter stack on Zirlon• 360° vane rotation• Largest assortment of s-shaped vanes • Delrin Vane Stems• Wheeled Carrier System • Moveable StackPerceptions/Soft Verticals• Backstacker™• Room Darkening Standard
• Finished top and bottom• Drapery Look 11
99
20
Vertical Review
Vertical Blinds
“B”“A” “C”
and Steel
2200
21
Soft Vertical Review
Perceptions/Soft Vertical
“B”“A” “C”
2211
22
Cellular Cellular
23
• Kirsch shades ranked higher or tied with our competition in every test
• Cordless Lift System- only brand to pass cycle testing
• Best color consistency
• Best pleat retention
• Highest R-values
Competitive Corner
2233
24
Levolor and Kirsch WebsiteLevolor and Kirsch WebsiteBring windows to life @ Bring windows to life @
levolor.com and levolor.com and kirsch.comkirsch.com
25
• JCPenney specific pricing– No more formula’s to
calculate• Separate cost and retail
pages– No more hiding the book
from customers• Simplified offering
– No more full pack vs. broken pack
Special Order Drapery Hardware
26
Compass
• Table of Contents – pg. 1• Finish Numbers – pg. 2• Warranty – pg. 3• Hardware Selection Guide – pg. 6• Change a Traverse – pg. 40• Rod Depth to Pocket Depth Index – pg.45• Scarf Treatment Ideas – pg. 51• Fabric Weight Limitations – pg. 60• Figuring Stackback – pg. 61• Ordering an Estate Ultra, Studio Coordinates – pg.
63
27
Easy to Use!
28
Tools of the Trade
•More than Price…
•Building the Sale
•Commission Comparison
29
More than Just Prices…
30
Using the Price Grid
**Look at the Bottom**
31
Add It On!
Surcharge Options
3300
32
Don’t Forget…
Free Options
33
Customer #1- Wanda Woodablind
• Wants to match Mahogany furniture
• Wants no light coming in window
• 60” x 96” (Double Window)
What do we offer Wanda?
Customer Profile
34
• 2” Select Hardwood 60” x 96”
OR• 2 on 1 Headrail with lightmaster and
upgrade valance
Customer Profile
$1262
30” x 96”=$629 x 2= $1258+$76 s/c =$1334
Lightmaster™ $200.10+ $1334=$1534.10 Upgrade Valance $28 Total Sales: $1562.10
35
• 2” Select Hardwood 60” x 96”
OR• 2” Select Hardwood with Lightmaster™, 2
on 1 Headrail, Upgraded Valance
$1262 x 3%=$37.86$1562.10 x 3%=$46.86
What’s in it for ME?
36
In Your Piggy Bank…
$46.86 -$37.86=$9$45 Week$180 Month$2160 Year
37
Cruise CasinoCruise Casino
–Game RulesGame Rules–Place a bet; a bet may be one of the following:
• A number 1-100• Any red or black number• Any even or odd number• Numbers ranging
1-33, 34-66, or 67-99• Numbers 1-50 or 51-100
–Listen for your number *• Answer the product question correctly• Winner will receive a cash reward
• *1st Default- Board Number• 2nd Default- Bottom half of board
(i.e odd, even, etc…)• 3rd Default- Nearest number to original