Flashback

Editor's Note: As part of Draperies & Window Coverings 20th anniversary celebration, each month we will return to early issues of the magazine to revisit interviews, advice and columns providing interesting, pertinent and fun historical perspectives on our industry. The following tips for retailers appeared in D&WC's very first issue, May 1981, and might be titled: The More Things Change, the More They Remain the Same.
HARDWARE GUARANTEE We guarantee hardware cord replacement for the life of the draperies. This gives your customer increased confidence for a very small cost (if ever needed). It also gives you an advantage over competition. Marie Horne The Drapery Store Seattle, WA   SPECIAL THANK-YOU On larger orders ($2,000-plus) we send a basket of flowers or a gift of some kind. Our customers really respond to this and many times send us referrals. We have one lady who has sent us 10 friends! Lyn Borgeois Bo-Lyn Draperies New Orleans, LA   YOU MAKE THE CALL Calling customers' orders into the store right from their homes really impresses them with service, and if there is a delivery problem you can substitute without making another trip. Customers are impressed by this effort of providing faster service. Ross Keske Ruby's Minneapolis, MN   COLLECTING ACCOUNTS I give my installer a statement on each job he goes on, then if he brings back a check I pay him $2.50 for each check up to $500 and $5 for each check over $500. It really works and he likes the extra cash. Jim Kalinosky Encore Drapery Service Bellevue, MI		THE BUILDER CONNECTION New homes need new window coverings, and we've found that establishing a working relationship with several area builders has helped our sales volume. The builders' recommendation gives the people confidence in our quality and service. Also it saves the owners a lot of time, especially when they are unfamiliar with the area. Jean Lehnbeuter Wilton Manor Draperies Ft. Lauderdale, FL   CUSTOMER COMES FIRST Personal attention. This is an important key to higher sales, and we have developed and stressed a program around this concept. With us the customer always comes first, and we mean it. Not only in making the sale, but if any problem occurs we give it top priority and handle it immediately. Dorothy Bence Benco's Baltimore, MD   PROFESSIONAL APPROACH A more professional approach by our sales people has placed the emphasis on showing better quality merchandise and giving the customer more in-depth information about the products. The results have been customer appreciation of the idea that we think they are interested in better quality. By being more knowledgeable about our products we develop a better rapport with the customers and they do not think we are just trying to sell them anything. Jay Lawton House Beautiful Draperies St. Louis, MO