Newsleak November 2004 No Pics

Transcription

The Leading Resource For New Decorative Plumbing and Hardware Product Information
Volume 8 No. 2
MARCH 15, 2009
1
DPHA Outlines Program for Eighth
Annual Conference
Roundtables Featured at DPHA
KBIS Breakfast
3
President’s Message
4
Board of Directors and Sponsors
5
DPHA Calendar
6
Trends
7
Hank’s Ride
10
Education Committee Outlines
Plumbing Certification
14
DPHA Connections
17
Jeff’s Blog
18
Improve Your Business
19
DPHA Unveils Free Dealer
Communication Program
20
Awards Criteria and Eligibility
Changes
22
Gold Circle Profile:
TOTO
26
Award Winner Profile:
Larry Brodey
29
Positions Wanted
30
Proposed Bylaws Changes
Member News
31
New Products
Now, for Something Completely Different
October 16-18 Conference Goes Outside the Box
Inspiration from
Opportunity: Experience
the Unexpected
These are extraordinary times requiring
all of us to evaluate and consider changing the way we go to market and conduct
our business. The same old approaches
simply don’t cut the mustard. That message has struck a positive chord with the
DPHA Program and Product Showcase
Committee as it is finalizing plans for the
October 16-18, 2009 Conference at the
fabulous Broadmoor Resort in Colorado
Springs, CO.
The 2009 DPHA Conference will focus
on meeting our industry's need to create
meaningful and emotional experiences
continued on page 29
Roundtables at May 2 KBIS Breakfast
Why is DPHA sponsoring a breakfast at
the 2009 Kitchen & Bath Industry Show
May 2, at the CNN Omni Center in
Atlanta, GA? The answer is obvious.
While KBIS will not be as well attended
as it has been in the past, an estimated
50% of DPHA members have indicated
that they plan to participate. The KBIS
breakfast provides the only opportunity
for specialists in the decorative plumbing
and hardware industry to come together,
to network and to capitalize on a rare
opportunity to visit with peers from
across North America. The Program
Committee will take advantage of the networking opportunities provided by the
breakfast by sponsoring a roundtable program enabling members to discuss hot
topics affecting their business and the
industry. Each table will focus on a difcontinued on page 12
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President’s
Message
Opportunity Knocks
for this year. They are:
1. Build a new public web site that
will drive consumer traffic to
DPHA showrooms and
manufacturers.
DPHA President Jonathan Wood
I recently returned from our Board
of Directors Winter Leadership
Conference in Chicago. Meeting
face to face with our Board and
Committees has once again made
me enthusiastic about the positive
benefits our Association is delivering to members – and more specifically – active members in our organization. Although all the current
economic indicators would paint a
picture of incredible constriction in
the market we serve, I am consistently reminded that our membership is resilient, engaged and planning for the future. Believe it or
not, in these less than ordinary
times, DPHA has already retained
more than 70% of dealers this year!
This is a statistic worthy of posting
on every potential manufacturer and
representative’s desk. The financial
engine that drives our industry – the
dealer community – has spoken.
With their resounding support of
our organization in spite of the
declines we are all experiencing, we
should all gain confidence in our
future and take notice that DPHA is
going to emerge ahead of the pack
as the economy recovers.
So, how are we doing on the big
picture items I identified as a focus
for us in 2008? As you may recall,
at the 2008 Annual Conference, I
identified four primary initiatives
MARCH 15, 2009
2. Educate the industry on the
advantages to be gained by
universal adoption of the Data
Standard, which allows us to
create an Industry Data
Warehouse.
3. Create a DPHA certification
program for showroom
professionals.
4. Expand the use of existing
DPHA programs and benefits.
Substantial progress on the web site
has been made since October. We
formed a task committee to evaluate
and agree on the look and navigation of our site. In Chicago, the
Board of Directors had a first look
at the site and had the opportunity
to comment on its navigation and
aesthetics. The initial reaction was
extremely positive. The Technology
Committee, under the direction of
Chair David Goldberg, remains confident that the new site will be ready
to launch as proposed by the end of
June.
Our ability to create a web site that
drives consumer traffic to our members is contingent on universal
adoption of the DPHA Data
Standard. We have a tremendous
upside to accomplish this goal. Since
the start of the year, DPHA has convinced 13 additional manufacturers
to meet Data Standard requirements. We have hired Michael
Goldenhorn to walk each manufacturer that has not complied with the
Data Standard through the process
and provide whatever assistance is
needed to ensure compliance.
Since the Conference, DPHA has
created and implemented a number
of tools to expand the use of DPHA
programs and benefits including
adding a few new ones. In response
to market conditions, we now feature a resume posting area on the
web site. Abbreviated resumes also
will become a regular feature of
Newsleak starting with this issue.
Another new feature of Newsleak is
product introductions from our
manufacturers. The response to this
new service has been exceptional.
Two dozen DPHA members have
submitted new product announcements for this issue.
Every other week, we issue the Are
You Aware? eblast touting different
products and services for the membership and featuring the Question
of the Month. Twice a month, we
are providing guidance to sales, customer service, shipping/receiving
and other staff members on topics
ranging from dealing with angry
customers to responding to claims
that a part or fixture is missing via
the DPHA Connections Program.
To further promote DPHA benefits
and deliverables, the Education
Committee is calling each dealer to
review available offerings, and the
Membership Committee is making
similar calls to our manufacturers
and representatives. We have taken
the Representative Resume publication and made it a part of the web
site, providing our representative
members with the ability to update
their information at any time and
making the representative resume an
invaluable tool for manufacturers
looking for agencies.
The Education Committee, directed
by co-chairs Kim Frechette
continued on page 8
NEWSLEAK 3
DPHA Board of Directors
President: Jonathan Wood,
Ginger/Newport Brass (Santa Ana, CA)
President-Elect: Barry Goldberg, Union
Hardware (Bethesda, MD)
Secretary: Steve Shedden, Shedden Sales
Company (Libertyville, IL)
Treasurer: David Crossley, Baci by Remcraft
(Opa-Locka, FL)
Immediate Past President: Debbie Miller,
Millers Decorative Plumbing & Hardware
(Dania, FL)
Directors
*Melissa Allen (Cobblestone Court)
Jim Babbitt (Hot2Cold)
Jeff Bierman (Phylrich-Elkay)
Larry Brodey (JACLO Industries)
Jeff Burton (The Bath and Beyond)
Chuck Butch (Altmans)
Tony Carter (Carter Hardware, Inc.)
Caspar DeJong (Legacy Brass, Inc.)
Jack Fase (Alno Inc.)
Bill Fiddler (Fiddler’s, Inc.)
Vicki Findley (Miller’s Fine Decorative
Plumbing & Hardware)
Kimberly Frechette (BainUltra)
Jamie Gregg (Colonial Bronze)
Marilyn Hermance
(Westheimer Plumbing & Hardware)
Sarah Jenkinson (Barber Wilsons & Co./
Black Country Heritage)
Larry Kaluzna (Waterware)
Mary Labowitz (Premier Marketing)
*Bob Lando (Community Home Supply)
Mike McKenzie (Pierce Hardware)
*Tim Murphy (Klaff’s)
Tony Musso (Italbrass)
Jerry Norton (Designer Hardware by Faye)
Jim Rennolds (Neptune International)
Mark Rohl (ROHL, LLC)
Jody Rosenberg (Sonia America)
Al Rykus (Elite Brands Sales & Marketing)
Debby Stehr (Stehr Enterprises)
Stuart Stern (S&H Hardware of NJ)
Jim Tomafsky (Mountain Plumbing Products)
*Steve Weinberg (The Glassmith Shop)
Jerry Williams (WMS Marketing)
A Publication of the Decorative
Plumbing & Hardware Association
Volume 8 No. 2 March 15, 2009
DPHA’s mission is to provide competitive advantages to
manufacturers, representative agencies, and independent
dealers of decorative plumbing and hardware.
Gold Circle Sponsors
American Faucet & Coatings
Corporation/Sigma Designer
Faucetry
AquaBrass International, Inc.
Baci by Remcraft
BainUltra
Colonial Bronze
Dornbracht Americas
Forte Buying Group
Ginger/Newport Brass
Graff
Hot2Cold
JACLO Industries
Lacava Designs
Mountain Plumbing
Products
Omnia Industries, Inc.
ROHL, LLC
Sonia America
Valli & Valli USA
Victoria & Albert Bath
Von Morris Corp.
Partners
Danze Faucets
Julien, Inc.
KWC America, Inc.
Sponsors
Brass Elegans
Kallista
Berenson/R.
Christensen
Hardware
* Executive Committee Members
Newsleak is published 8 times a year by DPHA, 7900 Wisconsin
Avenue, Suite 305, Bethesda, MD 20814; 1-888-411-8477; 301907-9326 (f); [email protected]; www.dpha.net.
MARCH 15, 2009
NEWSLEAK 4
DPHA 2009 Calendar
APRIL
Tuesday, April 7
Education Committee Conference Call, 4pm EST
Thursday, April 9
Program and Showcase Committee Conference Call,
4pm EST
Monday, April 13
Awards Committee Conference Call, 4pm EST
Monday, April 20
Executive Committee Conference Call, 4pm EST
Monday, April 27
Membership Committee Conference Call, 4pm EST
AUGUST
Tuesday, August 4
Monday, August 10
Thursday, August 13
4pm EST
Monday, August 17
Monday, August 24
DECEMBER
Tuesday, December 1
Thursday, December 10
4pm EST
Monday, December 14
Monday, December 21
Monday, December 28
MAY
Tuesday, May 5
Monday, May 11
Thursday, May 14
4pm EST
Monday, May 18
Monday, May 25
SEPTEMBER
Tuesday, September 1
Thursday, September 10
4pm EST
Monday, September 14
For the most up to
date schedule of
DPHA and industryrelated events, use the
web site calendar:
www.dpha.net
JUNE
Tuesday, June 2
Monday, June 8
Thursday, June 11
4pm EST
Monday, June 15
Monday, June 22
OCTOBER
Wednesday, October 14, 2009
Executive Committee Meeting, 4:00pm MST
Thursday, October 15, 2009
Membership Committee Meeting, 7:30am MST
Education Committee Meeting, 7:30am MST
Technology Committee Meeting, 9:45am MST
Awards Committee Meeting, 9:45am MST
Board of Directors Meeting, 12:15pm MST
October 16-18
DPHA 8th Annual Conference and Product Showcase
Sunday, October 18
Programs Committee Meeting, 7:30am MST
JULY
Tuesday, July 7
Thursday, July 9
4pm EST
Monday, July 13
Monday, July 20
Monday, July 27
MARCH 15, 2009
NOVEMBER
Tuesday, November 3
Monday, November 9
Thursday, November 12
4pm EST
Monday, November 16
Monday, November 23
All committee
meetings
unless otherwise
noted start at 4:00pm
Eastern Standard
Time
NEWSLEAK 5
Downsizing and Other Trends for the Home
by Susan Yashinsky, VP Marketing of Sphere Trending
The news making headlines around the world is economic: the U.S. recession has spread to many countries as we finally see the effects of a global economy
where all economies are tied to each other. Even
China is feeling the heat as manufacturing begins to
move to less developed countries like Vietnam.
Consumer spending, the growth engine that has held
up many economies for the last several years, is suffering and homes, our most precious material possession, are at risk for many.
kitchen has evolved from the room we cook and eat
in, to the room we live in, a focal point of the family’s activities and even social life. One of the show
homes at the 2008 International Builder’s Show featured a mini-kitchen in the upstairs hallway. Beyond
added luxury, these features provide easy access and
privacy for both multi-generational families and
homes where adult children are still residing, an
increasingly common occurrence that will grow in
these difficult economic times.
Amidst this gloom and doom is a reality check that,
in the long term, will probably lead to a better quality of life for societies that have been obsessed with
obtaining more and more of everything, even when
they can’t afford the purchases. “Downsizing” is the
new mantra which is affecting all types of goods. In
food, we have restaurants popping up where the chicness is in the small portions, such as Minnies in
Chicago that serves up tiny “Minnieburger” sandwiches with airline-size bottles of liquor. Daimler’s
Smart car has come to the U.S. and in its first year
there were already more than 30,000 deposits for
these extra-tiny-micro-compact automobiles. The
appliance industry is showcasing smaller unit products that can go in secondary locations, or in a primary location within a single household where less
volume is needed. Almost every industry is looking
at the downsizing trend, understanding that we have
reached a time when “less can be more.”
The high cost of real estate and construction will lead
to more residential building that goes up rather than
out. Vertical-scaping your interior is an easy solution
to gain more space: desks that come out from the
walls, Murphy-style beds that come down from the
ceiling, plasma TVs that can hang versus sit, etc. We
like to say that the ceiling has become the fifth wall,
as décor moves up from the floor to the walls to even
higher sightlines. Vertical-scaping in the bathroom
increases with vanities and faucets that hang on the
wall versus sit on the floor.
At long last, the American home has stopped growing
and most predictions are that it will get smaller and
more affordable. Builders are already addressing in
new models ways to create small space solutions that
provide all the details and amenities that consumers
want. We are focusing on doors and windows which
bring exterior space into total living area for a seamless transition. The outdoor room has become the
outdoor home, complete with shower, kitchen, bedroom and family room areas. This is particularly
important in these times when we are staying home
more and entertaining at home more frequently.
Walls are coming down inside the house – aided by
technology that lets us work, eat and entertain anywhere throughout the home. As a result, rooms no
longer define functions within the millenium home.
For example, an Electrolux survey indicates that the
MARCH 15, 2009
Just coming back from the 2009 winter design shows,
I saw more examples of creative small space solutions. “One-into-two” describes the new trend in
furnishings that morphs from a single entity to a multipurpose product. The table opens up to a table and
chairs; a wall storage unit becomes a bed with integrated night stands. As we demand more functionality from less space, we will continue to see products
that expand only when needed or items that multitask. Smart products are those with the aid of new
technologies that let us solve more than one function.
Some key macro influences on future product design
include:
Mix-and-match: we are moving from “matchymatchy” décor to an a la carte way of decorating, a
way to express our individualism as well as allow for
more frequent decorating updates to avoid boredom.
In today’s home environment, we see the mixing of
styles, materials, colors and even shapes all within
one piece.
Surprise & delight: consumers are bored with today’s
continued on page 8
NEWSLEAK 6
Ride With Hank: Raise Funds for Rod
The last issue of Newsleak announced that on
May 9, DPHA Fellow Hank Darlington will hop
on his bike in Los Angeles for the start of a 3,415
mile trek across the country. Traveling through 15
states in 51 days, Hank will conclude his trip at
the Atlantic Ocean in Boston.
True to Hank’s commitment to his industry and
DPHA, he is using this trip to help raise funds for
the Rod Denhart Memorial Scholarship. This
Scholarship will be presented to a child or grandchild of anyone who works for a DPHA dealer,
manufacturer, representative agency, trade associate or professional member. The Scholarship will
be a significant monetary grant that can be used
for any type of secondary education. Details of the
scholarship and application process will be featured in the next issue of Newsleak.
The Rod Denhart Memorial Scholarship is overseen by the DPHA Council of Fellows who will
evaluate applications and determine the recipient
of the initial award scheduled to be presented at
the Eighth Annual DPHA Conference, October 1618, 2009 at the Broadmoor Resort in Colorado
Springs, CO (Hank has threatened to ride his bike
there as well!).
DPHA members will have the opportunity to ride
with Hank when he is near their hometowns or
when he passes one of three specific segments.
The Southwest Tour is 852 miles. The Middle
America Tour is 1,372 miles and the Eastern Tour
is 1,191 miles. Hank will release a daily schedule
that we will publicize on the DPHA web site,
www.dpha.net and in Newsleak.
You can support Hank and the Rod Denhart
Memorial Scholarship by riding with Hank on one
of the legs and seeking contributions for each mile
that you pedal. Riding with Hank also can be a
great team-building event. Imagine the positive
benefits that you could obtain by having your
team members join an industry icon to support an
extremely worthwhile cause all under the DPHA
umbrella? The cost is minimal. The benefits are
priceless.
Hank’s Ride For Rod
May 9-June 27, 2009
Sponsorship Opportunities
Hank has set an ambitious goal for his
ride. DPHA is offering members the
opportunity to help cheer Hank on and
donate funds to the Denhart Scholarship.
Sponsorship opportunities available
include:
Platinum:
$1,000+
Gold:
$500-$1,000
Silver:
A penny a mile ($341.50)
Bronze:
$50-$341.49
Enclosed with this issue of Newsleak is a
sponsorship form.
PLEASE NOTE: Individual contributions
to the Denhart Scholarship may not be
deductible as a charitable contribution.
Contributions made from DPHA members
can be considered deductible as an ordinary and necessary business expense.
Before taking action, seek qualified counsel
from an accounting or tax specialist.
Daily segments vary in distance between 65 to 115
miles.
MARCH 15, 2009
NEWSLEAK 7
Downsizing and Other Trends continued from page 6
world of retail generica. Standing out with unexpected details provides a way to capture their attention. It could be the use of color, pattern or a new
finish; anything that makes the consumer want to
part with what is now very limited discretionary
income – the “aha” factor.
Sensory design: color and texture continue to
increase in importance, particularly as contemporary
decor becomes softer in both palette and design.
Also, helping to bring sensory pleasure into environments is the use of shape as a differentiator and the
ability to bring nature indoors with wood grain
details and natural materials.
Artisan: we desire products that look hand-made,
even if they are actually made by machine. New
technologies are enabling items to give the appearance of being hand-painted or hand-carved, appeal-
ing to our desire for a unique home that speaks to
our individual taste, similar to the role apparel has
played. The increasing role of customization in all
industries adds to the artisan effect, with the consumer being the artist. This could be as simple as
making faucet taps interchangeable for 24/7 design,
or hardware that changes color with sunlight.
Sphere Trending is a consulting firm that specializes
in trends affecting our environments, through a deep
understanding of consumer needs and desires, societal changes, technological innovations and retail
landscapes. Sphere Trending then combines these
macro trends with design trends to bring innovative
strategies to market. Please visit their web site
(www.spheretrending.com) and daily blog
(www.spheretrending.blogspot.com).
President’s Message continued from page 3
(BainUltra) and Faye Norton (Designer Hardware by
Faye), is exceeding everyone’s expectations. The
work that has been done to develop the showroom
sales professional certification program is truly
remarkable. Sitting in on a Committee meeting conference call is a real joy. The passion, commitment
and focus are reasons why we are confident that by
the end of this year DPHA will have the makings of
an industry certification program that will make
every DPHA member proud to obtain.
In Chicago, the Program Committee presented a proposal to substantially alter the format of our annual
conference with an approach that is truly out-of-thebox. In these different times, business as usual just is
not acceptable. The Program Committee has taken
initial steps to deliver a conference program that is
truly different, cutting-edge and right for the times.
The Awards Committee has revised criteria, eligibility
and judging for each of the awards that it oversees.
For the product of the year, the Committee has
received judging commitments from editors of leading publications that serve our industry or appeal to
our customers.
Our Ad Hoc Bylaws Task Committee has presented
the Board with plenty of food for thought through its
recommendations designed to help us operate more
effectively. Their recommendations appear in this
issue. Members are asked to vote on the proposed
MARCH 15, 2009
changes. Please complete and return the ballot that
is enclosed.
The Membership Committee, led by co-chairs Debby
Stehr (Stehr Enterprises) and David Crossley (Baci by
Remcraft), has the awesome responsibility for
recruitment and retention. Regional champions have
been diligently contacting those who have not
renewed their membership not only to encourage
that they stay in the fold, but to obtain a realistic
pulse of the sentiments of those who may want to
rejoin but can’t at this time and those who are electing to drop. There is a ray of sunshine that is testimony to this organization’s long-term health. At a
time when everyone of us is carefully considering
each discretionary expense, it speaks volumes that
the dealer community, which is the foundation for
DPHA’s success, is making a statement that DPHA is
important to them and the success of their
businesses.
We all should be proud of the accomplishments that
have been made year to date. Nonetheless, there
remains much yet to do. Take advantage of the
opportunities that DPHA presents to educate your
staff and your customers and improve your business.
Opportunity is knocking.
Jonathan Wood
President
NEWSLEAK 8
Identical to its 100-year-old original.
Except for the craftsman’s name on the bottom.
Since 1897, every Shaws Original apron
sink has been finely handcrafted in Darwen,
England with the same distinctive design
and fireclay construction. Each artisan
stamps their name into every sink they
create—a symbol of pride that lasts as long
as its beautifully resilient fireclay surface.
It resists scratches, thermal shock, alkaline and
acids, maintaining its radiant appearance
forever. Complement any style of décor with
the original apron sink, brought to you in
America exclusively from ROHL. Visit a ROHL
showroom near you or www.rohlhome.com.
“Authenticity defines luxury. Only ROHL
delivers authentic luxury.”
Recyclable.
Environmentally Friendly. Lead Free.
Sales Offices In:
New York
•
San Francisco
•
Los Angeles
•
Milano
Sold exclusively through fine decorative plumbing & hardware showrooms nationwide.
ROHL LLC 3 Parker Irvine, CA 92618
P 714.557.1933
F 949.900.3237
www.rohlhome.com
Education Committee Develops First Outline for
Plumbing Certification
At the Winter Leadership Conference held March 1820 in Chicago, the DPHA Education Committee
developed the preliminary outline of skills and
knowledge for the DPHA plumbing showroom professional certification program. The goal of the
DPHA certification program is to provide a credential to showroom professionals and others that recognizes their knowledge and skill sets. The certification program makes a bold statement to staff that
they are more than simply employees. Obtaining
recognition of your knowledge through certification
makes the statement that you are a professional
involved in a career.
Basic Plumbing Skill Sets
▼
▼
▼
▼
The task committee charged with developing
prerequisites for the program has recommended the
following:
▼
▼
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▼
Two years of decorative plumbing and door
hardware industry experience.
Applicants must have their applications
sponsored by a principal who attests to the
applicant’s experience, prerequisites and
competency to participate in the program.
All applications will be reviewed by staff and the
Committee to assure prerequisites have been met.
DPHA Showroom certification will be open to
both DPHA members and nonmembers.
Nonmembers will pay considerably higher fees.
A fee will be charged to participate in the
program that is undetermined at this time.
In order to be accepted into the program,
applicants must pass a general knowledge exam.
In order to become certified, applicants must pass
a certification examination.
The Committee has developed a preliminary outline
of the skill sets to master plumbing sales, specifications, job quotations and technical qualifications.
The Education Committee wants to keep members
informed of developments and progress and welcomes feedback as the program develops. Please forward your ideas or if you would like to join the
Committee contact, Committee Co-Chair Kim
Frechette (BainUltra; [email protected]) and
DPHA Executive Director Jeff Valles ([email protected]).
Attain proper sales training and exhibit the
ability to work with customers/clients.
Listen, analyze, categorize and develop a sales
proposal.
Demonstrate sales competency (sales training –
Gerry Layo’s boot camp should be considered in
helping one attain this skill set).
Utilize the DPHA Education Program Manuals as
an underlying foundation for the certification:
(a) Lavatory Faucets
(b) Kitchen Faucets
(c) Bathroom Furniture
(d) Shower Systems
(e) Water Closets and Bidets
(f) Finishes
(g) Tubs
(h) Sinks
(i) Cabinet and Architectural Hardware
(j) Steambaths
(k) Waste and Supply Systems
(l) Care and Maintenance
(m) Greening the Bath (under development)
(n) Lighting (under development)
Regulations
▼
▼
Demonstrate knowledge of plumbing codes
affecting baths for single-family homes and how
to comply with them.
Understand green practices for the bath and
demonstrate the ability to specify green products
that contribute to LEED and are certified by
WaterSense or other green certification programs.
Blue Prints
▼
▼
Have the ability to read blue prints and
architectural plans and drawings.
Have the ability to specify components and
valving requirements for each bath.
MARCH 15, 2009
NEWSLEAK 10
Sonia Stimulus Package
1.
Sell any Sonia bath furniture,
and we’ll include 3 bath accessories
{to incentivize your sale}
Offer valid for a limited time only. Receive a robe hook, paper
holder, and either an 18” or 24” towel bar in chrome finish
only in any collection.
2.
We averaged out our freight costs to save you money.
Simply select your “ship to” zone to allocate flat rate.
Flat Rate Freight Program
Zones
SOUTHEAST ...........................................$100
NORTHEAST ...........................................$125 (NYC +$25)
MIDWEST................................................$140
WEST ......................................................$150
Residential Delivery Option ...............add $35
Inside Delivery Option .......................add $35
Remember Added Value Helps Close Orders!
Happy Selling!
Sonia America, Inc.
1.888.SONIAUS
www.sonia-sa.com
3. NEW
We’ve lowered your minimum
purchase amounts to receive
free freight.
Accessories
Furniture
$1500
$5000
Roundtables at May 2 KBIS Breakfast continued from page 1
ferent topic. Several of the topics under consideration include: what trends do you see emerging in
the marketplace, what opportunities do you see to
help grow your business, what are you doing differently today that you did not do six months ago,
how are you keeping abreast of what is happening
in your market, what other deliverables can DPHA
provide to help your business, what are you doing
to make the Web an ally versus an adversary and
what are you doing to proactively respond to the
closing of Expo, among others.
At the breakfast, the DPHA Program Committee
also will preview the 2009 DPHA Annual
Conference, October 16-18, 2009 at the
Broadmoor in Colorado Springs, CO. The cost to
attend the breakfast is $65 per person. The loca-
tion is the Omni CNN Center, Atlanta, GA.
Reserve online at www.dpha.net.
Education Committee Develops First Outline for Plumbing Certification continued from page 10
Finishes
▼
Understand the different aesthetic and
performance characteristics of electroplated,
powder coating, PVD and other types of finishes.
Assessing Customer Needs,
Wants and Requirements
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Have the ability to determine the customer’s
needs, wants and desires when selecting plumbing
for their home.
Demonstrate how to take care and maintain
plumbing products sold in showrooms.
Have the ability to schedule jobs.
Demonstrate ability to understand and sell
peripheral products (hot water heaters, water
purification, bath accessories, etc.)
Understand the effect water sources have on
component performance.
Understand the operating models of importers
and manufacturers.
Faucets
▼
▼
▼
▼
Understand different performance characteristics
of faucet valves.
Understand the different types of faucets.
Understand different faucet drain options.
Understand the difference between plating,
casting, forging, injection molding and die
casting.
MARCH 15, 2009
Bath Specifications
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▼
▼
▼
▼
▼
▼
▼
▼
▼
▼
Understand how to specify lavatory faucets.
Understand how to specify bath furniture.
Understand how to specify pedestals, bowls,
water closets and bidets.
Understand how to specify tubs, tub drains and
tub sets.
Understand how to specify and design shower
systems.
Understand how to specify bath accessories.
Understand how to specify kitchen faucets and
sinks.
Understand how to specify bar faucets and sinks.
Understand how to specify kitchen accessories.
Understand how to specify laundry room basins.
Demonstrate the ability to specify a master bath.
Demonstrate the ability to specify a powder
room.
Demonstrate the ability to specify a bath used by
young children.
Demonstrate the ability to specify outdoor baths.
The Education Committee welcomes members’ comments and input on the skill set proposals that form
the basis for the DPHA credentialing program.
Please send your comments to DPHA Executive
Director Jeff Valles ([email protected]). Also, if you
want to help or join the DPHA Education
Committee, contact Jeff Valles ([email protected]).
NEWSLEAK 12
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How to Respond When a Fixture or Part Is Missing
Connections offers guidance to improve the capabilities of professionals that belong to the Decorative Plumbing & Hardware Association (DPHA). We
welcome your feedback in dealing with customers who claim that a part or fixture is missing. Share your experiences and learn from others around the nation
by visiting the DPHA web site at http://members.dpha.net/cgi-bin/nav?menu=1222258918.
The phone rings. At the other end of the line is a distressed customer, claiming that their project is in limbo
allegedly because a part or fixture is missing. The question becomes, “What are you going to do about it?”
Before taking action or responding, there are two key
points to keep in mind. The first is that you can’t respond
unless you are keenly aware of your company’s policies
governing customer claims of missing products and parts.
Second, you need to listen carefully to your customer,
acknowledge the problem, sympathize with the situation
and assure them that you are there to help. Doing so will
help to reinforce the bond of trust with a customer who at
that moment is in need of a sympathetic ear and a proactive professional focused on addressing their needs and
solving their problems.
If the call is from a homeowner and/or a new designer
client, your role is to help them identify the product or
part that is supposedly missing. Your experience often
tells you that they may not know what they have or if
what they are looking for is missing at all. The product
could be there. They are just not able to identify or find
it.
If the part or
product is not
found based on
your initial conversation, obtain
as much information from your
client as possible.
Let your client
know that you will
need to do some
research and will
call them back as
soon as you conclude your investigation. The research
may take some time. Make sure that you obtain all contact numbers – business, home, cell – and an email
address. Doing so shows that you are sincere. Provide a
daily update by phone (preferred even if you have to leave
a voice mail) or by email. You want to reassure your customers that you have their best interest at heart.
After the initial call, review your company’s policy on
replacing lost products. If necessary, discuss the policy
and your situation with your superior so that you comcontinued on page 15
Key Learning Points: Responding to Missing Parts or Fixtures
●
●
●
●
●
●
●
●
Listen to the client carefully, without placing blame.
Always remember that every interaction with a client is an opportunity to solve a situation and strengthen
your relationship.
Review your company’s lost goods guidelines with a superior.
Review all the paperwork involved with the actual product to make sure the product was actually ordered.
Always check to see if the missing part has been packed in a box with other parts.
If the consumer or a member of their construction team picked up the product, review your paperwork and
discuss the situation with the person who actually took delivery of the product.
If the product is not located, implement your company’s lost product policy.
Remain proactive and communicative, remembering that your number one objective is to solve the problem,
not determine the cause of it.
MARCH 15, 2009
NEWSLEAK 14
DPHA Connections continued from page 14
pletely understand what you can and cannot do. This will
be the course of action that you can take if you are not
able to find the product.
A little common sense will go a long way to avoid turning
a mole hill into a mountain. If the missing something is
a small and relatively inexpensive part, check the parts
kits that most manufacturers provide to showrooms.
Typically, these kits contain cartridges, aerators (in popular finishes), set screws and spindles, among other similar
items. Because these items represent basic parts that can
be easily lost on a job or damaged during installation,
you can quickly come to rescue and save the day.
Parts kits do not usually include finished parts such as
handles, pop-up knobs or drain rims. These pieces also
are commonly misplaced or damaged during installation.
Most manufacturers permit their customer service
departments or local sales representatives to ship certain
parts under a set dollar value at no charge. There is no
guarantee that the manufacturer will have the part you
and your client need in stock or will expedite shipping,
but most smaller parts will ship ground at no cost. The
urgency with which you need to replace the part will
dictate if you need to request an overnight delivery or
can wait a few days for ground transportation.
Claims of a missing or damaged part more often than
not can be easily resolved in a short period of time.
Missing components and fixtures are more challenging.
The primary reasons a product does not reach customers
are:
1. It was not ordered by the client or shipped by the
showroom or manufacturer.
2. The product was lost by the freight company.
3. The product was lost, misplaced or damaged
on the job site.
4. The product was stolen.
First, make sure the product in question was ordered and
invoiced. You may find that it was overlooked or not
considered as part of the original purchase. If this is the
case, your research should determine how fast you can
obtain what your client needs. If it is not part of the
manufacturer’s inventory, you may be able to obtain the
product by tapping into the DPHA membership. There
are frequent posts on the DPHA web site where a showroom inquires if another member has a specific part or
component. The DPHA web site is a great resource and
it’s free to use. If you need a fixture immediately, ask
your principal to log on to www.dpha.net and make a
posting.
MARCH 15, 2009
Another common reason a part is not at the job site is
that the product is on back order. It is not unusual for
customers and their designers and installers to misread
packing slips. If that is the case, contact the manufacturer immediately for a status report on when the product is
likely to be delivered and relate that information immediately to your customer.
If the product or fixture was properly ordered, then you
need to determine if it arrived at the job site. Typically,
products and fixtures are delivered by:
▼
▼
▼
▼
a common carrier (UPS, trucking company, etc.)
delivered by your showroom
delivered by a service retained by your showroom
picked up at the showroom by your customer or their
agent (contractor, designer, etc.)
Common carrier delivery can originate from the manufacturer or the
showroom where
products might be
consolidated from
many manufacturers. If the manufacturer packaged
and shipped the
product, determine how products were packed.
It is possible the
“missing product”
could be in a box
with a few items
that are either
mislabeled, on
back order or
NEWSLEAK 15
DPHA Connections coninued from page 16
misunderstood (the client does not realize that the item is
there).
Determine if the item may have been packaged with
another item. Ask if multiple products were packaged in
a single box. Could it have another product number?
Obtain and review a copy of the packing slip. These
suggestions will help you help your client find the
product.
If you still can’t find the product, review the weight of
the shipment and compare it to the product that is missing. The weight of the shipment can be found either on
the packing slip, on the invoice or on the shipping label.
Reviewing the weight of the shipment is an effective way
to determine if the product actually shipped and will
help you going forward.
If the product did ship from the manufacturer to the
showroom, then speak with your shipping and receiving
department. Ask similar questions of your shipping and
receiving department that you posed to the manufacturer. Could the missing product have been packaged with
another product, from another manufacturer? Please
check to see if the product is still on the shelf. If the
missing product is a regularly inventoried product, is the
actual product count too high? These questions also
cover products delivered by you or another company
employee directly to the job.
Finally, if the customer picked up the product in question, determine who signed for the product. Did the
plumber, contractor, designer or homeowner take the
product from the showroom? If the homeowner did not
pick it up, then contact the individual whose signature is
on your paperwork and discuss the situation and his or
her thoughts. If the homeowner picked up the product,
again review your paperwork and help them try to identify all the products that they received. Explain to your
client that products might be scattered on a job site.
Your research should include the size and color of the
box that was used for shipping. Also describe the labeling on the box or better yet send a picture of the packaging. Providing this type of information can help your
client find the missing product.
At some point if the product is not found or has been
lost without determining the reason, you will be faced
with the question, “Who is going to pay to replace what
is needed?” Before answering, assure the customer that
you are on their side and will continue to work towards a
solution. Involve your showroom principal to determine
the course of action that you will take. Each manufacturer and showroom has a unique policy. It is up to you
to follow your showroom’s specific guidelines in servicing
your customer.
During the investigative process, you will speak to many
different people. Avoid giving the appearance that you
are trying to assign blame. Instead, keep your attitude
positive and be results-oriented. Your demeanor and
approach will go a long way to obtaining the assistance
you need to solve the dilemma while maintaining your
client’s confidence.
The bottom line is that your role is to effectively respond
to your client’s predicament. Becoming proactive and
communicative that results in an effective resolution will
help to strengthen your bond with the customer and
enhance your role as a trusted advisor who can be
depended upon regardless of the circumstance.
Let Us Know Your Thoughts
How have you successfully responded to customers who
claim that they did not receive a complete order? What
are your experiences, both positive and negative? Share
them with your peers across North America by logging
on to www.dpha.net. The DPHA Education Committee
will evaluate responses and provide $50 to the professional who offers the best guidance.
Connections is a bi-monthly electronic correspondence to improve the capabilities of DPHA member staff.
The following guidance was issued to more than 350 showroom sales professionals, manufacturer customer
service representatives and others who touch customers in showrooms, at rep agencies and at manufacturers.
This reprint appears in Newsleak to provide members that have not enrolled their staff with a better understanding and appreciation for the Connections program. Twice a month, DPHA offers guidance on topics
ranging from how to respond more effectively to customers to improving displays. To enroll your staff in the
Connections program, log onto the Members Only section of www.dpha.net or send an email to
[email protected].
MARCH 15, 2009
NEWSLEAK 16
Jeff’s Blog
There’s No Experience Like Experience
Since the beginning of the year, I have been using a
highly engineered 1.6-gallon-a-minute showerhead.
As the green movement continues to gain momentum, I felt it was important to gain a real-life understanding of how this new generation of low-flow
showerheads works versus the products of past
decades. In fact, I have always taken products home
to see how they actually function on a day-to-day
basis. In an earlier life, I changed our kitchen faucet
so many times my poor wife threatened to change
me out if I kept bringing them home.
Importers and
Manufacturers
To actually know what you are selling or selling
against is an advantage. It gives a salesperson the
ability to truthfully declare, “When I was using this
product I found it to be very …” Knowledge is king.
Sales Representatives
Without this experience, how can a showroom consultant or even an independent sales representative
look a client straight in the eye and tell them this is
the best product for their application? A working
showroom display is nice. A good product history is
better, but it cannot replace an everyday experience.
A consistent comment among DPHA members is
that most people actually selling decorative plumbing
and hardware products never experience them in
their own homes. The next question is why?
Enabling employees to use products on display in
their homes is not only a good idea, but it also is a
competitive advantage. I understand this suggestion
is not practical for products that must be permanently installed, but lavatory faucets, showerheads and
kitchen sets are easily changed. In fact, part of the
knowledge-gathering process should entail the ease
or difficulty of the installation process.
Nothing carries the weight of truly spoken words: “I
have this installed in my home and love it.” This
can be the tipping point on a sale. The other side of
that coin is: “I have this installed in my home and
hate it.” This will allow the salesperson to move
their client from a poor product to the right one for
their job.
In your marketing, advertising
Jeff Valles
or promotion budget, try to
DPHA
find the funds to make product
Executive Director
samples available to your sales
team and your distributors.
These dollars will be well spent in getting your
brand front and center in the minds of the people
that promote your products every day.
Work with your manufacturers to help you create a
product-lending library. This library should consist
of significant and new products for your showrooms, designers, builders, architects and your staff
to install and experience.
Dealers
Meet with your team to identify the products that
they believe will benefit the business best from a
home-use experience. With these selections, contact
the manufacturers and sales representatives of these
products and obtain samples for installation. Each
product can be experienced by one member of your
team, and they can report back to the group and add
their experiences to their company blog.
For all three legs in the supply chain, providing samples for showroom professionals to experience in the
home is not the easiest path. It requires money,
products and planning, but the rewards far outweigh
the cost. You may not find a better strategy to
strengthen your brand in the market.
I suggest the following for each segment of the
DPHA trilogy:
MARCH 15, 2009
NEWSLEAK 17
Get Smart. Improve Your Business.
Comply with the DPHA Data Standard
DPHA’s mission is to provide members with competitive advantages. Every edge you can have goes
a long way in today’s environment. We all recognize that there is less business in the pipeline, which
makes every opportunity for a sale that much more
important. If there was ever a time to comply with
the DPHA Data Standard, that time is now. The
reasons are crystal clear if you understand the goals
that the Data Standard was established to achieve.
One of the most obvious reasons is that complying
with the Data Standard makes it easier for showrooms to sell products. Why would any manufacturer today not want to make it easier to sell their
products? But, we may be getting ahead of ourselves.
What Is the DPHA Data Standard?
The DPHA Data Standard is an Excel spreadsheet
that uses standardized columns. Some of the
columns are required for Data Standard Level I
compliance. Additional columns need to be filled in
to comply with Level 2. The Data Standard does
not mandate what information manufacturers need
to place in specific fields, the format of how the
information is placed in a field or what number to
use to identify different finishes. The Data
Standard requires all manufacturers to transmit the
same information the same way. If you look at an
Excel spreadsheet, the Data Standard requires that
SKU numbers to be placed in column A, finish
information in column B, finish description in column C, description of the product in column D,
manufacturer suggested retail price in column E, net
price in column F, etc.
What’s In It For You?
Complying with the Data Standard is good for your
business because it makes it easier for showrooms
to sell your products. Dealers can use your data to
easily upload product and price changes into their
point of sale, inventory, accounting, project management and ordering software systems.
Complying with the Standard also saves time and
reduces ordering errors, lowers the number of
RGAs and keeps your customers’ customers
MARCH 15, 2009
happier. It is a lot faster to upload pricing information onto the DPHA web site, which then automatically contacts all 172 DPHA dealers that pricing
has been changed than to send reps to showrooms
asking them to update price books, or sending CDs,
letters or PDFs. Most dealers detest getting notices
that effective on such and such a date, all prices are
going up 8.5%. The amount of labor that it takes
to modify systems when price changes are
announced in that manner is staggering. It is so
cumbersome that many dealers simply won’t specify
the product or direct customers to those manufacturers. From a practical point of view, which company would you rather do business with: One that
sends an Excel spreadsheet with accurate pricing
information that can be easily uploaded into a system, or a company that requires the showroom to
spend a day, two or three updating pricing? The
Data Standard method requires an hour or less.
The other method requires days of time. It’s a no
brainer as to which way dealers will go given the
fact that a Technology Committee survey found
that 63% of dealers upload price lists.
It’s Easy
If you can download pricing and product data to an
Excel spreadsheet, you can comply with the DPHA
Data Standard.
Free Assistance Is a Phone Call
Away
If you are not comfortable with computer programs
or your systems are handled by others that may not
understand the significance of the DPHA Data
Standard, DPHA can help. The organization hired
Michael Goldenhorn to walk DPHA manufacturers
through the process. He will hold whatever hands
that need to be held. Michael will explain how to
download data, help to organize data, review data
provided, reconfigure data to ensure that they are
compliant and help manufacturers upload them to
the DPHA web site. To take advantage of the free
assistance DPHA provides, contact Michael at
240-271-5647 or email him at
[email protected].
NEWSLEAK 18
Education Committee Rolls Out Free Dealer
Communication Program
The DPHA Education Committee has taken to heart
Gerry Layo’s advice to provide members with tools
that will enable them to reach out and touch their
customers and prospects on a monthly basis. In most
instances, a professional interior designer will not
visit a DPHA showroom until they have a project or
a specific need. The need is most often initiated by a
client or a specific product that they have an interest
in or a problem that needs attention. The Education
Committee has created a free tool, called the
Consumer Touch Point Program. Eight times a year,
the Education Committee will post on the DPHA web
site an ecard that can be sent electronically or artwork for a postcard that can be mailed. Each card
will explain what’s new in our industry to help dealers keep their names in front of key publics. Each
card can be customized to include a logo and contact
information, e.g., address, phone, email and web site.
Newsletter
program.
Generic
newsletters
are published four
times a year
and are
available on
a subscription basis at
a cost of
$250 per
issue. The
Consumer
Touch Point
Program is
free.
DPHA Members can complement the Consumer
Touch Point Program by subscribing to the Generic
MARCH 15, 2009
NEWSLEAK 19
Awards Committee Revamps Criteria and
Eligibility for DPHA Honors
Awards Committee Co-Chairs Jill Coberly (Crawford
Supply) and Jim Babbitt (Hot2Cold) have revised the
criteria and eligibility for the 2009 DPHA Awards
Program. All nominations (except the innovative
product of the year awards) must be made by peers.
The Committee also has expanded the innovative
product of the year categories to include:
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▼
▼
▼
Plumbing fixtures
Bath furniture and cabinets
Accessories, steam and miscellaneous bath items
Door hardware
Cabinet hardware
The Program's goals are to recognize outstanding
accomplishments in the decorative plumbing and
hardware industry, create industry awareness and
spotlight exceptional individuals, companies and
products. Award nominations will be sent to
DPHA’s Past Presidents to review for completeness.
If an application does not address all of the applicable criteria, it will be returned with a request for
more information. Completed applications will be
forwarded to the Awards Committee for voting.
New Eligibility Requirements
The judging panel is a real feather in DPHA’s cap.
For DPHA manufacturers, the panel offers a rare
opportunity to have their creativity and innovation
evaluated by four important editors of industry publications and one of the nation’s leading trend
analysts.
The Awards will be presented at the DPHA Annual
Conference, October 16-18, 2009, at the Broadmoor
in Colorado Springs. The Committee is brainstorming ideas to present honors at various times throughout the Conference as opposed to the annual awards
luncheon in an effort to respect everyone’s time and
leave additional opportunities to network and see
products at the Product Showcase.
DPHA Showrooms of the Year
The Awards recognize different showrooms based on
their size (less than 3,000 square feet and more than
2,999 square feet). The awards honor outstanding
business practices, customer service, human resource
practices and industry support. Criteria to evaluate
nominees are:
▼
▼
The Awards Committee has established new eligibility requirements. No member of the Committee can
be nominated for or receive an award. Additionally,
Committee members are not permitted to make
award nominations. By changing the eligibility
requirements, the Committee has eliminated any perceived bias in the nomination or evaluation process.
The Innovative Product of the Year Awards will be
judged by a distinguished panel of judges that
include:
1. Marisa Bartolucci, Editor of Fulcrum magazine
2. Jordan Kushins, Assistant Editor of Dwell
magazine
3. Elliot Sefrin, Editor of KBDN
4. Jana Schiowitz, Products Editor of Hospitality
Design magazine
5. Maxine Lauer, President of Sphere Trending
▼
▼
▼
▼
Training programs
Marketing programs
Customer service
Involvement in the decorative plumbing and
hardware industry
Innovative presentation of decorative plumbing
and hardware products within the showroom
Other information that provides reasons why the
showroom should be honored as the showroom
of the year.
Nominations should describe the showroom’s training and customer service programs; provide examples
of marketing efforts to include, but not limited to,
advertising, direct mail and client education programs; describe degree of involvement in DPH-related industries and provide pictures of the showroom
showing innovative presentations of different
products and services.
MARCH 15, 2009
NEWSLEAK 20
Awards Committee Revamps Criteria and Eligibility for DPHA Honors continued from page 20
Past Winners
The Bath and Beyond (2003)
Waterware (2004)
Renaissance Molding and Design (2004)
Designer Hardware by Faye (2005)
Eurobath & Tile (2005)
Community Home Supply (2006)
Sonoma Kitchen & Bath (2006)
Chicago Brass (2007)
Miller’s Fine Decorative Hardware (2007)
Sante Fe by Design (2008)
Klaff’s (2008)
SONOMA FORGE
SHOWS ITS METAL
Customer Service Department
of the Year
This award recognizes a customer service department
of manufacturers based on responsiveness, courtesy,
knowledge, ability to go above and beyond and overall
performance.
Past Winners
BainUltra (2005)
Environmental Water Systems (2006)
ROHL (2007)
JACLO (2008)
Rep Agency of the Year
Two awards are given based on the agency size. One
for organizations with three or fewer employees and
one for agencies with more than three employees.
Criteria for the award include:
▼
▼
▼
▼
▼
Training programs
Customer service
Involvement and support of the industry
Professionalism
Demonstrated ability to create value for lines and
showrooms
Past Winners
Williams Marketing (2005)
Luxury Marketing (2005)
Hot2Cold (2006)
Cool Lines USA (2006)
Magruder Associates (2007)
Silvertip Marketing (2007)
Amorello Sales (2008)
Western Sales Company (2008)
MARCH 15, 2009
800.330.5553
NEWSLEAK 21
Gold Circle
Sponsor
TOTO
In today’s competitive environment, advanced technology, green practices, energy efficiency and water
conservation have become big buzzwords that many
businesses use to attract increasingly sophisticated
consumers. There are some companies, however,
that don’t need to rely on buzzwords, because they
actually embody the very essence of these principles
in their products. They understand that today’s consumers not only want to use beautiful, artfully
designed products, but demand exceptional functionality and superb efficiency. TOTO, a full-line manufacturer of eco-luxury products for the bath, strives
to understand its customers. For almost a century,
TOTO has focused on the art and science of building bridges between water and people through precise engineering and cutting-edge design, technological innovation and concern for the environment.
“We strive to make people’s lives better by cultivating a culture of comfort and enrichment,” says
Lenora Campos, TOTO’s Public Relations Manager.
“We do this with innovative, high-efficiency products and designs that not only provide exceptional
user experience, but also serve for the betterment of
society.”
TOTO is committed to environmental efficiency by
embracing green
manufacturing and
producing products
that use less water
and energy.
“Minimizing the
impact of our products and manufacturing processes on
the environment has
been one of our
most enduring corporate values,”
relates Campos.
TOTO’s Axiom EcoPower
MARCH 15, 2009
SPOTLIGHT
“As a plumbing
fixtures company,
our products use
water every day,
and we use water
in our manufacturing processes.
As a socially
responsible manufacturer, we strive
to conserve water
and energy in
everything we
do.” TOTO has
been able to
reduce water consumption at its
Morrow, GA facil- TOTO’s Gwyneth One-Piece Net
ity by 23%. “We
reuse water whenever we can, and the water that we
return to the county after thorough treatment and
purification is higher quality than the water we
receive. We also recycle paper and cardboard, and
discarded china from our plant is being crushed and
reused in construction,” Campos points out.
Established in 1917 in Kitakyushu, Japan, TOTO
has made more than 60 million units of sanitary
ware in its 92-year history. In Japan, TOTO, Ltd.
has more than 65% of the plumbing products’ market and, in 2007, had consolidated net sales of $4.5
billion. It currently employs approximately 17,000
workers and runs eight overseas offices, three
Research and Development Centers and ten domestic
plants. As a long-standing member of the plumbing
professional community, the company has amassed a
wealth of experience and rare expertise regarding
performance and quality improvement of plumbing
products. In its determined quest to bring the bathroom into the 21st century, TOTO has focused on
advanced technology to deliver products that are
worry-free, water-efficient and offer superior performance.
NEWSLEAK 22
TOTO profile continued from page 22
“What’s important to understand about TOTO is
that it’s an engineering-based company,” says
Campos. More than 1,500 TOTO research and
design engineers and the company’s three Research
and Development Centers are the brains behind
TOTO’s commercial and residential plumbing fixtures and fittings, faucets, accessories, shower and
flush valves, as well as lavatories, toilets, baths and
urinals. The solid engineering base allows TOTO to
pioneer innovation. TOTO’s most notable technological innovations include:
▼
▼
▼
▼
▼
▼
▼
debris and particle repelling, super-smooth
SanaGloss
low-volume flushing systems
self-sustaining faucets and flush valves that
harness the kinetic energy of flowing water to
power their sensors
Shape Memory Alloy (SMA) thermostatic
mixing valves (available in select TOTO shower
systems)
air baths with heated air massage,
Washlet personal cleansing systems with a whole
package of amazing technology, cleverly
disguised as a toilet seat that fits almost any
standard toilet and
Hydrotect tile’s and paint’s super-hydrophilic
photocatalysis that cleans the air, creates easy-toclean surfaces and kills bacteria.
SanaGloss is nanotechnology in action. This ionic
bond glaze repels matter and bacteria reducing the
need for harmful cleaning detergents. EcoPower’s
ability to put water to work generates the electricity
needed to power the unit, eliminating the
need for batteries. Hydrotect is a cladding
technology that works on a self-cleaning
principle to reduce global environmental pollutants such as Nitric Oxides and Volatile
Organic Compounds (VOC’s). Hydrotect
tiles and paint help make building exteriors
easier to clean without needing powerful
chemicals found in traditional cleaners. In
indoor applications, Hydrotect products prevent odors and improve indoor air quality.
TOTO’s innovative Washlets were created to
challenge the status quo in bathroom habits
and personal hygiene in the United States.
They demonstrate that there is another, often
more efficient, way of taking care of the
backside, which is washing with water after
using the
restroom.
The invention of
low-flushing systems
helped
TOTO
optimize
the performance of
its toilets.
TOTO’s
high-efficiency,
TOTO’s Neorest Night Light Toilet
1.28 gallon
per flush toilets proudly display the EPA WaterSense
label that signifies water-efficient performance.
TOTO has not compromised performance for water
efficiency. Its powerful flushing mechanisms prove
the principle that one can do more with less.
Innovations incorporated in TOTO products have
long been its competitive advantages. TOTO came
to the U.S. in 1989 and became an immediate force
with its high-performing, 1.6 gallon per flush toilet.
“We entered the American market with a clear technological advantage,” notes Campos. “For TOTO,
this water-saving technology wasn’t new. It has had
a long history of manufacturing high-performance,
ultra low-flow toilets that started in Japan in the
1970s, after a water crisis.”
TOTO’s Lloyd Collection
MARCH 15, 2009
NEWSLEAK 23
A few years after
incorporating
TOTO USA, the
National Energy
Policy Act of
1992 (EPAct) that
spurred demand
for water-efficient
fixtures further
helped the company to establish
a foothold in the
United States.
The new law
required plumbing fixture manuTOTO’s Washlet S300
facturers to
reduce toilet water
consumption from 3.5 gallons per flush (gpf) to 1.6
gpf, and TOTO was totally ready. While some
manufacturers simply reduced the size of their
tanks, which resulted in poor performance and
required multiple flushes, TOTO USA quickly
became the favorite of both U.S. water-conservation
experts and consumers.
by 10%. TOTO exceeded the Governor’s call by
lowering its water consumption by an average
25%. The savings produced allowed the company to save an additional 3,859,000 gallons of
water, through innovative
gray water programs.
Not long ago, TOTO USA introduced a High
Efficiency Toilet (HET) that uses even less water per
flush than a typical low-flow toilet. In fact, HETs
consume a minimum of 20% less water than the 1.6
gpf models mandated by EPAct, a maximum of 1.28
gpf. TOTO is one of only 25 manufacturers, whose
HETs are on the EPA WaterSense list.
“Dynamic and diligent sales representatives and a
nationwide network of wholesalers and kitchen and
bath dealers are two major driving forces that have
led us to success,” explains Campos. She stresses
that, in addition to this winning combination,
TOTO USA leads the plumbing market because it
can anticipate the needs of consumers before they
even become aware of them.
In 1996, TOTO USA opened its state-of-the-art
manufacturing plant in Morrow, GA, and redirected
its efforts to produce luxury plumbing products.
Today, the plant produces residential one- and
two-piece decorative toilets, lavatories, bidets,
washlets, integrated toilet/washlets units, and
high-performance commercial toilets and urinals,
and sensor faucets and flush valves that create
value for building owners by lowering operational costs. The expansion into the luxury market has proved to be successful, spurring dramatic growth and recognition in the market. The
company also worked to enhance its environmental leadership recognition. In early 2007,
TOTO’s manufacturing facilities gained ISO
14001 environmental certification. Later the
same year, Georgia’s Governor Sonny Perdue, facing a massive drought, mandated that all corporations statewide reduce their water consumption
MARCH 15, 2009
Washlet Reomte Control
Now, twenty-year-old
TOTO USA has three
major manufacturing plants (Morrow, GA;
Lakewood, GA; and Cienega de Flores, Nuevo
Leon, Mexico) and two large assembly and warehousing facilities located in Fairburn, GA, and
Ontario, CA. The company employs more then 550
Americans and, in 2007, had annual sales of more
than $260 million. In addition to taking advantage
of the long-standing tradition of innovative technology and design developed by its parent company,
TOTO USA relies on an extensive sales force and a
nationwide network of showrooms and wholesale
dealers to market and sell its products.
TOTO’s new products include a new high-efficiency
Eco Soirée toilet (HET) that offers 1.28 gpf and feacontinued on page 28
TOTO’s Fordham EcoPower Faucet
NEWSLEAK 24
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WA L K I N B AT H T U B S
Award
Winner
Larry Brodey
For JACLO Industries President and CEO Larry
Brodey, 2008 was an amazing year. JACLO’s
Customer Service Department was the recipient of
DPHA’s Customer Service Department of the Year
Award. DPHA members also named JACLO’s
Dream Light Rain Canopy shower the 2008
Innovative Plumbing Product of the Year. In addition, JACLO is very proud that its New England
representative agency, Amorello Sales, received the
Representative Agency of the Year Award. On the
top of all this, Larry Brodey was honored as the
2008 Manufacturing Professional of the Year. This
award recognizes DPHA members who have made
outstanding contributions to advance the DPH profession through exceptional job performance and
accomplishments, pursuit of personal improvement
and education and personal achievements in the
industry.
“It was a very exciting year for JACLO and me personally,” expressed Larry, who is proud of JACLO’s
2008 honors. When the recession began to affect
many businesses, Larry was able to keep expanding
his Cranford, NJ-based company and even managed
to purchase his partner’s share of JACLO last
October. With the sale, Larry became the sole
owner of JACLO Industries. Larry’s passion for his
work, along with his business acumen, leadership
skills and support from his family and employees,
are largely responsible for his success and the
honors that he and JACLO received from DPHA.
One could say that Larry loves his work if “work”
is the right term. “My work is not work to me,”
Larry insists. “It is a hobby and a lifestyle. When I
come to work, I don’t feel that I am working. I feel
that I am creating.”
Larry literally grew up in the plumbing industry.
His family’s plumbing business, Durst Corporation,
was started in 1901 by Larry’s great grandfather.
Larry worked at Durst for 20 years. After the company moved from New York City to Mountainside,
NJ, Larry’s relatives sold the business to Eli Egert,
MARCH 15, 2009
SPOTLIGHT
because they thought
Larry was too young
to run it himself. Five
years after Durst was
sold, the unfortunate
death of Egert provided Larry the opportunity to invest in Durst
and become equal
partners with Eli’s
widow, Dana. At that
time, following his
entrepreneurial spirit,
Larry also purchased
JACLO Industries.
Larry Brodey
Larry’s risk-taking and creative abilities have helped
modernize JACLO and bring it to a completely new
level. In 1996, he took JACLO as a low-skill commodity distribution business and made it into a
sophisticated importing, distribution, and manufacturing company, serving the independent decorative
plumbing and hardware industry. Under Larry’s
leadership, JACLO moved far beyond its specialization in handheld showers, to a business that offers a
variety of products in 18 unique finishes.
Larry is particularly proud of his company’s ability
to offer customers custom-made products and a
wide variety of specialties in popular finishes to
complement existing components in a customer’s
bath. Customers can create a unique bath or shower by mixing and matching JACLO products and
further personalize them with made-to-order accessories. Customization is a value-added service to
customers who most often take advantage of
JACLO’s capabilities to modify basic products to fit
the exact size or décor of their projects and specific
plumbing requirements.
At times, Larry and his team receive unusual and
challenging custom orders. They have created
drains for 5” thick concrete tubs and 7” thick councontinued on page 27
NEWSLEAK 26
Larry Brodey profile continued from page 26
ters for vessels. At a customer’s request, they once
even made a 66” x 73” one-piece, right-angle luxury
grab bar in polished gold. A special hand-made
crate had to be built in order to deliver it safely to
the customer. These custom projects, like many others, required a lot of skill and finesse that Larry’s
team never fails to deliver. “This is why people
come to us,” relates Larry. “They know that we will
take time and do whatever it takes to please our customers.”
Larry says that the needs and preferences of his customers take precedence at JACLO. He attributes the
company’s growth to JACLO’s ability to follow up
on customers’ needs and demands with new products
and technologies. Continued, demand-based expansion of the JACLO line has become the staple of his
business strategy that has broadened the company’s
customer base along with JACLO’s growing inventory. “The success of JACLO has come from our customers who believe in us and have supported us
through the last 12 years,” Larry points out.
JACLO’s president also was one of a few manufacturers that, early on, recognized growing consumer
demand for more contemporary products and
European designs. A part-time art dealer at one
point in his life, Larry has developed an appreciation
for European design. His instincts and background
have helped him to make JACLO a leading resource
for architects and designers looking to create one-ofa-kind, contemporary bath spaces for their clients.
Staying on top of design trends also helps Larry
attract the attention of trade magazine editors who
eagerly write about JACLO’s products.
Larry has adopted an aggressive acquisition strategy
that has further enhanced the company’s brand in the
DPH market. Three years ago JACLO acquired
exclusive patent rights of I.W. Industries, a Melville,
NY-based owner of Concinnity and Barand. The
agreement allowed JACLO to retool and improve the
engineering of Concinnity and Barand products –
luxury grab bars, bath faucets, pot fillers, thermostatic valves, and other accessories – and market them
under the JACLO brand. The thermostatic valves
were especially important to Larry, because JACLO
was purchasing them prior to the acquisition and
they provided an opportunity to enhance JACLO’s
own thermostatic valve line.
Larry works mostly with partners in the United
States, England, France, Italy and Germany.
MARCH 15, 2009
Constantly looking for new opportunities, he never
takes off his strategic thinking cap. Just recently, he
invested in a local plating facility to allow for the
timely development of new finishes and processes, as
well as the improvement of existing finishes. This set
up ensures better customer service, consistency in finishes and faster turnaround times. Larry also
acquired Taps & More LLC, the North American
distributor of Steam Valve Original manufactured in
Bath, England. With the Steam Valve Original product line of stainless steel faucets and soap and lotion
dispensers, JACLO has expanded further into
kitchen products, along with its existing sink drain
specialties. Hollys of Bath, which is known for its
elegant English Country line of bath faucets and fittings, was also included in the acquisition.
Last year, JACLO opened a 3,000 square foot showroom and education center in its Cranford, NJ facility. Larry long ago realized showing customers the
breadth of JACLO’s products posed a challenge. The
more the company grew, the more he felt the need
for a place where he could display the entire JACLO
line. “People are astounded to see all our products
in one place,” relates Larry. “It changes their perspective about JACLO. Some people think about us
as a shower company, or a grab bar company, or a
decorative specialty company. I want to show them
that we are ‘everything for the bath’ and now offer a
luxury line of kitchen products.”
The new center offers product knowledge seminars
and training that help JACLO better connect with
architects and designers who specialize in luxury
bath and kitchen products. The center recently
played host to 48 sales representatives for a two-day
training session. Ken Goren (Hardware Designs)
was the keynote speaker.
”Our biggest competitive advantage is consistent
quality and service,” notes JACLO’s president. One
of the reasons the company has been able to provide
them is its positive corporate culture. JACLO’s staff
enjoys a supportive, open-forum environment coupled with a fair compensation and a great deal of
transparency about the company’s economics and
finances. This is a reflection of Larry’s distinct leadership style. Larry believes in making his people
happy and empowers them with his trust and
encouragement. “I make people think. I try not to
micromanage and let them make their own decisions.
That’s a big part of my business philosophy.”
NEWSLEAK 27
Larry Brodey profile continued from page 27
Larry openly shares his ideas and principles with his
employees. This leads to greater understanding of
one another and stimulates teamwork. He expects
his people not to take anything personally, to always
be forthright with him or a customer, admit to and
correct their mistakes, and follow up with customer
questions and requests. Everyone on the team knows
that “if you cannot answer the phone with a smile,
don’t answer the phone.” If you say, “It’s not my
job!” that would be your last words as a JACLO
employee. They also know that Larry gives the
whole team credit for a job well done.
“The success of JACLO is not because of me,” Larry
points out. “People are the reason for the success of
any company.” Contributions made by customer service, technical, operations, IT and finance staff are
very important, and having “a great group of sales
professionals is the real key,” stresses Larry.
advantages for its members. Larry has served on
DPHA’s Board of Directors and committees. His
professional expertise and advice have been great
assets to DPHA. Larry is also known for championing DPHA regional conferences and the DPHA
Data Standard.
Many industry peers and friends think of Larry as an
inspiration in work and life. And Larry’s genuine
love of his business, employees, and industry is a
great part of his appeal. Now officially on DPHA’s
list of the best of the best, he will continue to develop
JACLO as a great source of “everything for the
bath.”
JACLO’s president brings his passion for his work to
industry organizations, including Forte and DPHA.
JACLO is a DPHA Gold Circle Sponsor, supporting
the organization’s goals of creating competitive
tures the innovative Double Cyclone flushing system. This system’s dual-nozzle water propulsion
creates a more powerful flush and better bowl
cleaning than many products that use more water.
Concealed EcoPower electronic flushometer valves
made from stainless steel use the EcoPower technology to convert potential energy into kinetic energy
that is stored in a capacitor to power the valve. The
faucet powers itself and has two cover-plate sizes
and pistons instead of the less durable rubber
diaphragms. Better still, it requires no disposable
batteries and no wiring.
Other new additions are the versatile Dartmouth
pedestal and undercounter lavatories. The company
also recently released En and Po faucets, with washerless ceramic disc cartridges to ensure a lifetime of
leak-free operation. These impeccably styled faucets
are WaterSense-certified. TOTO’s new hands-free
Wi-Touch faucet is Zen inspired. The hand-crafted
Waza lavatories use the rich traditions of a pottery
school known as Shigaraki-yaki in Japan.
With every new creation, TOTO is fully determined
to remain true to the three cornerstones of its corpoMARCH 15, 2009
TOTO’s Helix EcoPower Faucet
rate philosophy – a seamless user experience, innovative technology and a high-end design that makes
its products not only function well, but add to the
aesthetic appeal of people’s homes and improves
their lifestyles. The best in innovation, quality,
value, ecology and design will continue to define the
TOTO brand, its entire product selection and the
company’s success. Most importantly, TOTO will
continue to search for creative ways to reduce water
consumption during the manufacturing and use of
its products and live the principles it advocates for
the betterment of America and the world.
NEWSLEAK 28
Positions Wanted
Newsleak unveils a new service to our members with this issue. One of the upsides of a down economy is
the availability of exceptional talent. In order to help DPHA members find new staff and to obtain new
positions, each issue of the newsletter will feature Positions Wanted. The complete versions of the following
resumes are available on the members’ only side of the web site, www.dpha.net, under the tab DPHA
Opportunities -- Resumes.
Sales Manager based in Richmond, VA with more than 20 years of experience as national sales manager for
different manufacturers and as a showroom manager.
Sales Manager based in So. California with more than 30 years of industry experience. Expertise in sales
management, new product development, showroom education, market trends and relationship building.
National Sales Manager based in So. California with 24 years of showroom and manufacturer sales experience. Expertise in sales, market research, lead generation, target marketing and sales management.
Showroom Director/Sales Manager based in Florida with more than 15 years of industry experience.
VP Sales and Marketing based in Atlanta, GA with more than 25 years of industry experience both on the
manufacturer and dealer sides of the business. Candidate specializes in door hardware.
DPHA 2009 Conference continued from page 1
with homeowners and trade professionals when they
visit DPHA showrooms. Clients who have an
inspired showroom experience are far more likely to
purchase at venues that make emotional connections
and then relate those experiences to friends and family. Obtaining this level of experiential satisfaction
results in the client becoming an invaluable addition
to our manufacturer and showroom's marketing
efforts. Creating an effective and inspirational experience requires that a manufacturer not only design
compelling products, but also develop new and innovative ways to present them. Manufacturer representatives must play an active role in communicating
the powerful messages that must exist with every key
product. Dealers must commit to changing their
approach to showroom presentation, merchandising,
sales and service. Showroom success is in our collective best interests, and this requires action and support from all member segments. Connecting to the
emotional needs of the consumer and trade community is the key to surviving in this challenging economy. At this year's DPHA Conference we will demonstrate, discuss and engage you in new and better
ways to make meaningful connections. Don't miss
this opportunity to experience the unexpected.
At DPHA’s Eighth Annual Conference and Product
Showcase, gone are keynote addresses. In their place
are dynamic programs, interactive workshops, video
presentations and visuals that require members to act
and think differently. Instead of experts telling you
what you should do, the 2009 Conference features
trainers and specialists explaining how you can
change your business for the better. The tone for the
MARCH 15, 2009
conference will be set in the opening session, aptly
named “Shock and Awe!” This stunning video presentation will start the creative juices flowing, taking
you to new dimensions that have previously been
unknown. The opening program will be complemented by small vignettes of the conference programs that will follow. Workshop and program
trainers will whet your appetite, teasing your intellect, tapping your creativity and leaving you wanting
more.
New Products to be Featured at
the Showcase
The 2009 Conference represents a tremendous
opportunity for DPHA members and the organization. DPHA’s internal survey found that approximately 50% of our members will not go to KBIS and
those that are attending plan to spend less time in
Atlanta. Less than 35 of DPHA’s 210 manufacturer
members are exhibiting at KBIS. Many have indicated that they are opting instead to showcase their new
products at the 2009 DPHA Conference. We will
build on the experience of the 2008 Conference
where more than 90 products were introduced for
the first time. The winds of change are upon us and
DPHA is benefiting by providing the most cost-effective and focused venue for manufacturers to bring
new products to market and for DPHA members to
have the first look at what’s new, fresh and exciting
in their industry. Reserve for the conference online
at www.dpha.net.
NEWSLEAK 29
DPHA Board Approves Bylaws Changes
DPHA President Jonathan Wood (Ginger/Newport
Brass) tasked Past Presidents Jamie Gregg (Colonial
Bronze) and Jim Babbitt (Hot2Cold) and Board
Member Larry Kaluzna (Waterware) to review the
Bylaws and recommend changes that reflect current
operations. The original Bylaws were written in 2002
and modified in 2004 and 2007. DPHA reviews the
Bylaws every two to three years to help assure they
remain current and incorporate changes that the
organization has made. At the March DPHA Winter
Leadership Conference, the Ad Hoc Bylaws Review
Committee presented several administrative changes
that were approved by the Board of Directors.
Enclosed with this issue of Newsleak is a complete
description of the approved changes and a ballot for
voting. A summary of the proposed changes is as
follows:
The Committee recommended changing the nomenclature for the definition of products sold by independent dealers, replacing the words high value with
premium and luxury.
A number of the changes were housekeeping in
nature. References to terms in office were changed
from “fiscal year” to “term year” to better reflect the
fact that terms in office begin at the conclusion of
the annual conference.
Another approved change to the Bylaws that confirms existing practice is that an officership or directorship is not transferrable. Members of the Board
of Directors serve as individuals instead as representatives of their companies. If an Officer or Director
changes employer during a term year, the office does
not automatically become filled by a representative
of the member firm that the officer or director used
to work for.
The Board of Directors voted against reducing the
size of the Board of Directors.
Ballots are to be returned to DPHA by May 15.
The definition of Trade Associate was changed to
limit the category to custom builders, designers,
architects, contractors and trade professionals (installation was removed).
Member News
Oregon Copper Bowl Company has hired Dan
Beaudet Co., LLC, Matlack Associates and Elite
Brands Sales and Marketing as new representative
agencies for the company’s line of hand-crafted copper, brass, nickel, stainless steel, gold and silver sinks.
Congratulations to Naomi Neilson Howard (Native
Trails). The San Luis Obispo Tribune honored her
with a “Top 20 Under 40” award, in recognition of
her effectiveness in business and community service.
Howard recently developed a community service program called Community Trails to encourage employee volunteerism and contributions to local nonprofits.
The program even helps match employees to volunteer needs. Native Trails employees receive up to 16
hours annually of paid time off to volunteer on company time. Staff members have packed food bags at
the community food bank, cared for lonely animals
MARCH 15, 2009
at a shelter, raised money and awareness in the
American Cancer Society walk-a-thon, and helped
with fundraising events for Big Brothers and Big
Sisters and the Women’s Shelter.
JACLO has purchased Taps & More LLC, in
Crossroads, TX. Taps & More imports Hollys of
Bath products and has started selling and shipping
products from Steam Valve Original as of March 1.
Deca announed that it has hired Mitchel Maglegy to
be responsible for sales on the West Coast and Bill
Howarth to be responsible for East Coast sales.
NEWSLEAK 30
New Products
Graff introduced the
Sade faucet. A contemporary line, the
Sade includes widespread and wallmounted faucets,
handshowers and
single-hole and floor
mounted faucets. www.graff-faucets.com
Atlas Homewares
announced that it has
three new leather collections. The Paragon,
Zanzibar and Leather
Hamptons are available in
a variety of colors and
coordinating finishes.
www.atlashomewares.com
Duravit’s new
Mirrorwall
incorporates a
washbasin,
mirror, storage
cabinet and
lighting into a
technologically
sophisticated single entity.
www.duravit.com
Samuel Heath
introduced a
new contemporary exposed
thermostatic
valve shower
system called
the Fairfield
Samuel Heath’s
Samuel Heath’s available in two
Xenon
sizes,
3/4”
and
Fairfield
1/2”. The company also released the Xenon collection that includes
faucets, showers and bathroom accessories. The line
caters to those looking for minimalist fixtures.
www.samuelheath.com
Linkasink has introduced a new pattern for its sinks
that resembles the ceiling of the Pantheon in Rome.
The Pantheon pattern is available in oval and round
MARCH 15, 2009
sinks. The company also
announced a line of
bronze sinks that will be
available in the Botanical,
Wing and Brocade patterns introduced last year.
The company’s bronze
sinks also are available in two different colors,
bronze and white bronze. www.linkasink.com
Lacava’s new
Aquagrande vanity is
made from a selection
of woods. The base
comes with two sliding
doors and a fixed center
removable panel. The
door fronts are free of
external hardware; they
come with routed finger
pulls that blend with the face of the slab style doors.
Lacava’s new Cinema,
designed by Paolo
Demarco, is made from
ebony Makassar wood
veneer. It features two
deep drawers that overlay a 3” high Absolute
Black granite countertop placed on top of the
wooden vanity base.
The slab-style large
drawer fronts have no face hardware. Instead, they
feature long finger pulls along the top edge.
www.lacava.com
California Faucets
introduced the Palos
Verdes faucet, a Zeninspired minimalist
design available in 30
finishes. The spout
can be mixed and
matched with handles from other California Faucets’
series. www.calfaucets.com
THG USA introduced a new collection of coordinating bath fixtures by lingerie designer Chantal
NEWSLEAK 31
New Products continued from page 31
Thomass. The Masque
de Femme Collection
pairs Lalique crystal
with enamel. The collection features a bas-relief
pattern in crystal, which
is set atop each cross
handle. Enamel adorns
the cross handles on all
four sides with a palm-frond motif either in black,
grey and white or red and beige. Another option is
to order the faucet without the enamel base.
Available finishes include polished gold and polished
chrome.
The Mossi Collection
features a modern, linear design that is sprinkled with crystal
spheres crafted by
Lalique. The collection
is available in two versions: Mossi Cristal
Clair in clear Lalique crystal and Mossi Cristal Soleil
in sun crystal. Finish choices include polished
chrome and luxbrass. www.thgusa.com
Maax released the
new Viaggi Bath.
The Viaggi is a contemporary egg-shaped
jointless bath that sits
atop a thick, wooden
frame prominently
featuring geometric
shapes. The tub features a hidden drain
with cap. The 70 by
36 inch tub comes in a variety of wood options for
the base.
The company also
released its Roman
bathtub available as a
freestanding (70 by
44 inches) or drop in
(68 by 42 inches)
model. The tub is
reminiscent of ancient
Roman bathtubs.
Standard features
include integrated
armrests, integrated
MARCH 15, 2009
handles, ozonator whirlpool system (optional on the
drop in model) and Backmax massage system
(optional on the drop in model). www.maax.com
Westbrass introduced
a complete suite of
Victorian kitchen
products including
water dispensers, soap
dispensers, air gaps,
kitchen faucets and
pot fillers.
www.westbrass.com
Bates and Bates unveiled two new sinks. The Zack
features an overflow at the
front of the basin. The Zola
is a large/small basin combination kitchen sink. Both
sinks are available in bronze,
stainless steel, brass and copper. www.batesandbates.com
Zack
Zola
Artesano Design introduces its Masters of
the Arts Bathroom
Collection, featuring
double-wall, thick caliber 14-copper lavatory basins available in
three standard finishes: Café Viejo, Fuego
and Natural and a
custom satin nickel
finish. The collection
is hand-made from recycled copper.
www.artesanodesign.net
Alchemy Glass and Light introduced a new collection of customized
integral sinks, featuring countertops with
a slumped basin in
clear glass that has a
mirror underneath.
The Terra Nova
model features fragmented glass shards in a layer of thick glass in a
NEWSLEAK 32
marine-colored hue. The sink also is available in the
Cosmic Burst design. www.alchemyglass.com
Balto Blue
Aquabrass reported that it has added
a touch of color to its lines. The
Belmondo, Martini, Cut and Balto
faucets are available in a variety of
colors that include
coral red, sky blue,
green, white and
black.
The Lady Chef kitchen faucet is
offered in green, orange, blue,
white and black.
www.aquabrass.com
Lady Chef
Julien reports that it has added more sizes, shapes
and configurations to
its J7, UrbanEdge and
Classic Collections.
Each collection comes
in 28 different singlebowl sink dimensions.
The company also
offers five 1 and 3/4
inch trough style sinks. Additionally, Julien has
added two double-bowl kitchen sink dimensions to
their collections. www.julien.com
Stone Forest has introduced a new rectangular bathtub made from a single block of carrara marble. The
company also has
unveiled a new
Vintage Washbasin.
The classic English
design is crafted from
a solid block of carrara marble and
comes with an optional backsplash.
www.stoneforest.com
Alno has expanded its line of
crystal bath accessories to include
towel rings, hooks, and posts.
www.alno.com
Watermark has introduced its new
Touch 27 lavatory faucet. A contemporary model, the Touch 27 comes with a standard 1.5 gpm aerator for
faucets and a 1.5 gpm watersaving shower adapter, making
the new fixture environmentally efficient. The faucet is available in 35 finishes and offers
as options lever, cross or knobtype handles.
www.watermark.com
The Furniture Guild/Vanity
Flair introduced a line of environmentally friendly
storage solutions for the
bath and kitchen made
from sustainable woods
such as Plyboo and Lyptus.
Plyboo is an architectural
plywood made from 100%
renewable bamboo. Lyptus
is an eco-friendly tropical
hardwood.
www.thefurnitureguild.com
Jason International
has released two new
tubs. The CR527P
soaking bath,
designed by ShawnIan Bruce, is crafted
from Jason’s proprietary Carrera™ composite material in
Matte White. This 60” x 32” x 24” rectangular
pedestal is ergonomically designed and has the look
and feel of natural stone. The overflow drain is integral in the design
and the floor drain assembly is
included. The CR527P will be
available in May 2009.
The RC553, available as an
AirMasseur®, Air-Whirlpool, or
Soaking bath, is the newest member
of the Jason’s Forma™ Collection.
MARCH 15, 2009
NEWSLEAK 33
This 66” x 36” x 22” minimalist, rectangular bath
was designed to meet the increased interest in midsized baths within custom and commercial building
projects. www. jasoninternational.com
Elite Bath has introduced
a new environmentally
friendly finish called
Venetian Marble that is
crafted from recycled
alloys. The finish has
subtle variations in color
and pattern and is available on the company’s
complete line of sinks.
www.elitebath.com
Empire Industries has
introduced a new line of
granite and marble
vanity tops.
www.empire-industries.com
Awards Committee Revamps Criteria continued from page 21
DPHA Professionals of the Year
(Showrooms, Manufacturers and
Representatives)
The awards recognize representatives of DPHA members who have made outstanding contributions to
advance the DPH profession based on:
▼
▼
▼
▼
▼
Personal achievements in the industry
Pursuit of personal improvement and education
Job performance and accomplishments
Efforts to help educate members of the decorative
plumbing and hardware industry
Personal achievements and accomplishments
outside of the decorative plumbing and hardware
industry
Peer nominations are required. Nominations must
describe how the nominee has excelled in each or any
of the criteria.
Past Showroom Winners
Charlie Goldberg (2003)
Julie Koch (2004)
Debbie Miller (2005)
Faye Norton (2006)
Marilyn Hermance (2007)
Melissa Allen (2008)
Past Manufacturer Winners
Jeff Valles (2003)
Ken Rohl (2004)
Naomi Neilson (2005)
MARCH 15, 2009
Jamie Gregg (2006)
David Crossley (2007)
Larry Brodey (2008)
Past Representative Winners
Mary Labowitz (2003)
Debby Stehr (2004)
Jim Babbitt (2005)
Dan Beaudet (2006)
Bob Marshall (2007)
Tim Vander Wall (2008)
Innovative New Product
The awards recognize technological and design innovations in either decorative plumbing or hardware
products released in the last 12 months.
Nominations are accepted via mailed or emailed
applications or online. Applicants should describe
how the product is innovative and why it is deserving
of recognition.
Past Winners
BainUltra Temazkal (2003)
KWC Murano (2004)
Water Decor Bridge Faucet (2005)
KWC Waterstation (2006)
Julien Bench Toilet (2007)
Beyerle Exposed Stainless Steel Sliding Door System
(2007)
Robern Cold Storage M series cabinet (2008)
JACLO Dream Rain Canopy (2008)
Stone Forest Sync (2008)
NEWSLEAK 34
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NEWSLEAK 36