Page 94 - Lighting Magazine March 2018

new MarkEts
“Diversifying our o ering
will help grow our business and combat sales lost to online sources. We believe there are still plenty of
consumers who want to see the product, touch it, and compare nishes.”
—Je Wool, Wool Plumbing Supply and Wool Kitchen & Bath
that one of his favorite lines from Executive Director Je MacDowell’s opening presentation was “Let’s put luxury back in LPG!”
“Lighting is very much a fashion-forward product,” he says. “It changes just as rapidly as clothing fash- ion, so it regularly gives showrooms something fresh and new to sell. Now even light bulbs are designed! “I came away from the LPG meeting with more than 25 members who said they are interested in partner- ing with Hinkley,” Bailey recalls. “Lighting is an ideal partner for plumbing showrooms that want to add a new category. It’s an easy transition to get into light- ing because it can perfectly synchronize with, and complete, any kitchen or bath project.”
Bailey says to be successful selling lighting, you need two things: passion and training. While passion
Randy and Je Wool a ended Lightovation in January to rm up plans to introduce lighting into their showrooms.
can’t be taught, plumbing showroom managers are typically very engaged and interested in learning about lighting, he explains. Hinkley provides Web- based training programs that cover everything from a company overview to the technical aspects of vari- ous lighting products.
new To The Game
Earlier this year, Randy Wool and his son, Je , of Florida-based Wool Plumbing Supply and Wool Kitchen & Bath a ended Lightovation in Dallas for the rst time and came away impressed.
Randy, who has been in the business since 1978, said the showrooms’ hospitality events provided a great opportunity for them to network with vendors.
“Before going, we got advice from some of our peers about vendor partners to consider,” he re- counts. “Even though we have six decades of success in the plumbing industry, it can be challenging to get the a ention of vendors when you’re new to a mar- ket. We concentrated on six of the larger vendors we wanted to meet with and were very encouraged by the reception we got. They each spent about 30 min- utes with us discussing doing business together. They recognize that this is a ‘win’ for them, too,” he states. “Our showroom can bring in customers they’ve not had before because of our reputation in plumbing.”
Je , who joined the company in 2006, adds, “Customers already have a lot to deal with when they’re doing new construction or renovation. They don’t want to visit multiple stores. When a bath or kitchen customer comes in, we’ve got a captive audience. It only makes sense to capitalize on that opportunity.”
The Wools aren’t deterred by the growth of on- line sales in categories such as lighting. “Diversifying our o ering will help grow our business and combat sales lost to online sources,” Je a rms. “We believe there are still plenty of consumers who want to see the product, touch it, and compare nishes.”
Wool Plumbing Supply is a member of A liated Distributors (AD), which recently formed a Decora- tive Brands division. “A lighting vendor is already on board, which will be a great connection for us and other AD members,” Randy remarks.
The Wools hope to nalize vendor agreements by the end of April, and be up and running in lighting by the third quarter. “We’re also considering doing some rebranding for our showrooms and updating our Websites,” Je adds. “It’s an exciting time at our company.” 
92 enLIGHTenment Magazine | March 2018
www.enlightenmentmag.com