Transcript SAWK_FSM_Handbook - LKNT* Levolor Kirsch National Training

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!
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X
Start
Port 1: Program Updates:
Wood, Vertical and Cellular
Port 2: Levolor and
Kirsch Websites
Port 3: Decorative
Drapery Hardware
Port 5: Review
Port 4: Tools of the Trade:
Add-on Selling, Pricing Tour
and Commission Comparison
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Port 6: Feedback...
New Wood Programs
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Kirsch Program Summary
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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
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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
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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
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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
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Competitive Corner
• 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
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Hardwood Review
“A”
“B”
“C”
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Composite Review
“A”
“B”
“C”
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Vertical Programs
New Levolor !
Kirsch
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Levolor Vertical Blinds
Program Highlights
• Heavy Duty Anodized
Aluminum Headrail
• 10 Valance Options
• Exclusive Laminated
• S-Curve Vanes
• 5 Fabric Collections
• 10 PVC Collections*
*All FR
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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)
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Perceptions
Program Highlights
• 2-in-1 product
• 3 fabric choices
-sheer to opaque
• Exclusive Backstacker
• Decorative top and bottom drapery
hem
• Channel Valance
• Fabric by the Yard
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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
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Kirsch Vertical Blinds
Program Highlights
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2 Headrail Options
10 Valance Options
Exclusive Laminated
S-Curve Vanes
4 New Fabric Collections
4 New PVC Collections*
Soft Verticals update
*All FR
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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
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Competitive Corner
Vertical Blinds
• Backstacker® available
• 30% tighter stack on Zirlon
• 360° vane rotation
• Largest assortment of s-shaped vanes
• Delrin Vane Stems
• Wheeled Carrier System
• Moveable Stack
Perceptions/Soft Verticals
• Backstacker™
• Finished top and bottom
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• Room Darkening Standard • Drapery Look
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Vertical Review
“A”
“B”
“C”
and Steel
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Vertical Blinds
Soft Vertical Review
“A”
“B”
“C”
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Perceptions/Soft Vertical
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Cellular
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Competitive Corner
• 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
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Levolor and Kirsch Website
Bring windows to life @
levolor.com and kirsch.com
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Special Order
Drapery Hardware
• 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.
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broken pack
Compass
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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
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Easy to Use!
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Tools of the Trade
• More than Price…
• Building the Sale
• Commission Comparison
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More than Just Prices…
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Using the Price Grid
**Look at the Bottom**
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Add It On!
Surcharge
Options
3130
Don’t Forget…
Free Options
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Customer Profile
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?
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Customer Profile
• 2” Select Hardwood 60” x 96”
$1262
OR
• 2 on 1 Headrail with lightmaster and
upgrade valance
30” x 96”=$629 x 2= $1258+$76 s/c =$1334
Lightmaster™ $200.10+ $1334=$1534.10
Upgrade Valance $28
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Total Sales: $1562.10
What’s in it for ME?
• 2” Select Hardwood 60” x 96”
$1262 x 3%=$37.86
OR
• 2” Select Hardwood with Lightmaster™, 2 on 1
Headrail, Upgraded Valance
$1562.10 x 3%=$46.86
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In Your Piggy Bank…
$46.86 -$37.86=$9
$45 Week
$180 Month
$2160 Year
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Cruise Casino
–Game 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
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*1st Default- Board Number
2nd Default- Bottom half of board
(i.e odd, even, etc…)
3rd Default- Nearest number to original
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