October 28, 2025

Mark Stoner & Kenneth Walker - Building a Winning Showroom (Part 2)

1 hour 34 minutes

"Pick the story first, then go find the brands to fit it."

This week, Kenneth Walker returns and is joined by podcast and industry veteran Mark Stoner, President of Ashbusters, to have a practical conversation about the process of building an actual showroom.

In this episode, Tim, Mark, and Kenneth discuss:

Product positioning in your showroom so that they tell a cohesive story and make it easier for customers to understand both what they are and how they can solve their particular problem.

The Good/Better/Best display approach: Good - cost effective with a few basic options. Better - "Bang for the buck." Best - Premium look with the most design flexibility.

Showroom elements, layout, and coming up with a plan/sticking to it; displays, digital design centers, music, and how to balance those things effectively.

What are we doing with the opportunities that we have? Using foundational metrics to turn intentional marketing dollars into estimates and sales.

The planned follow-up for showroom visits and "Explaining the Process" to customers, while maintaining the goal of getting into the home.

Don't miss this follow-up to last week's episode to hear why applying the sales and marketing process to a showroom in a new way can make you a better service company.

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By Tim Reed

4.9

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