Tag Archive | "upsell"

Video: Solid Surface Cove Routing and Sanding

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Video: Solid Surface Cove Routing and Sanding

Posted on 25 November 2019 by cradmin

This video put out by fabricator Olive Mill, in California, shows the basics of how to route and sand a solid surface, cove countertop.

The video begins with a fully fabricated countertop with the cove insert and backsplash glued up for the purposes of time. The demonstrator uses a specialty Betterly Cove Router, and shows the cove routing itself, followed by the basic sanding process to complete a smooth, contoured cove radius.

Cove backsplashes are a great upsell in solid surface and can increase the value-add and the profits per job, making both the fabricator and customer happier.

You might also be interested in this video on granite chip and crack repair.

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Video: Space Saving Under Countertop Cabinet Idea

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Video: Space Saving Under Countertop Cabinet Idea

Posted on 10 January 2019 by cradmin

According to various reports, kitchens (and living spaces in general) in many cases are becoming smaller. Whether this has to do with real estate pricing, the green movement, the aging population or many other reasons, it is a trend that has been much written about over the past few years. A simple internet search  will return numerous results about the trend. Regardless of why, it has led to many space saving ideas for storage.

Because cabinets and countertops go hand-in-hand, many fabricators may be affected by the trend. So, that makes upselling all that much more important, whether it is a unique, perhaps coved, backsplash, distinctive edge treatment or high-end sink. Also because of the close tie to each other, many fabricators offer cabinetry (whether pre-fabricated or custom cabinets) that they either make/install or subcontract out. We have seen companies offering plumbing services, flooring, repair, stone sealing and many other value-added products and services.

This video, posted by Incredible Woodworking, shows a space-saving storage idea for under countertop cabinetry that could be a good upsell. Obviously, this is just one of many ideas and every dollar you are able to add to a sale is more profitable because it can be installed without an additional site visit.

Please feel free to share your upsell ideas with us and others in the industry in the comments here or you  can always email us at [email protected].

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Video: Interesting Rope Edge Design on Granite Countertop

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Video: Interesting Rope Edge Design on Granite Countertop

Posted on 20 September 2018 by cradmin

This video from Custom Edge Denver, shows a hand-crafted custom rope edge on a granite countertop. While we would have liked to see the craftsman wearing his safety glasses, his work is obviously well-practiced. Offering unique or different edge profiles has always been a great way to give customers an opportunity to differentiate their countertops, and also a good opportunity for an upsell.

You may also be interested in this video about other amazing and unique countertop projects.

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Video: Upselling – 55 Ideas For Bathroom Countertops

Posted on 16 January 2018 by cradmin

This video put out by RR Design depicts 55 different and interesting ideas for bathroom countertops that go well beyond the typical vanity. Not only does it show a variety of colors, sizes, shapes and edge profiles, but it also displays numerous materials.

Regardless of material, the bathroom can be a great upsell when putting in new kitchen countertops, and as this video shows can also be a great independent sale.

You may also be interested in this video of options for kitchen countertops.

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Upselling Countertops Can Make for Happier Customers in the End

Posted on 22 November 2013 by CRadmin2

Cultured Marble Countertop

On a recent trip to visit friends in Russia, I immediately noticed their newly redecorated kitchen. I was duly impressed with everything about it, including the cabinets, the range and oven and the integral sink. However, a closer inspection of the sink revealed dark stains at the bottom and a few chips around the edges. This immediately prompted me to make a closer inspection to confirm my suspicions. The countertop and sink were made from cultured marble, likely with an inferior gel coat. I’ve seen thousands of cultured marble vanities and bathroom sinks, but never have I seen one this new in this poor of a shape.

After admonishing them for not consulting with me first regarding the materials used, I asked what prompted them to go with cultured marble. Several reasons were named, including price, visual appeal and a generous guarantee on materials and installation. They had fallen into an all too familiar trap of buying on price, instead of value. They liked the look of the integral sink, and moving up to laminate would have most likely meant a few more rubles, but also drop-in stainless steel sink, which was not as appealing. However, how happy were they now?

As most who work in the countertop industry believe, cultured marble may be sufficient for bathroom vanity tops and sinks, but most kitchens require a surfacing material that is more durable. The dealer made good on the guarantee, but it ended up becoming a losing proposition for everyone. Their solution was to saw off the original sink flush with the bottom of the countertop and attach a well-sealed replacement. However, the pattern of the new sink was slightly off, and the work left a visible seam covered in silicon, something I doubt would ever fly with consumers in the United States.


The lessons to be learned here apply not only to consumers (you get what you pay for; do your homework), but also to fabricators and dealers. Educating the customer is important. If they are buying a product that you aren’t sure they will be happy with in the long run, you should let them know it. In this case, had the customer known the sink was apt to stain or chip with heavy use, they may very well have opted for a more durable material (a win-win for both the customer and the fabricator). Upselling a customer to a more appropriate surface may not have been met with immediate satisfaction, but over time, the decision would hopefully be thought of as sound advice, reinforcing loyalty. In addition, the installer would not have had to spend the extra time and effort repairing a lower-grade product covered by a warranty. We all know call-backs aren’t cheap! If a customer wants to go with an inappropriate product, make the extra effort to upsell them to a material that will last and has a low rate of warrantied service requests and will, ultimately, make them happy. This will keep them satisfied, improve your profits and keep your service personnel focused on new jobs instead of fixing those that have already been completed.

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Ideas for Upselling Granite, Quartz or Other Countertop Materials

Posted on 26 November 2012 by cradmin

When it comes to surfacing, it is all too easy to become complacent and just take countertop orders, rather than really put your sales expertise to use, and this is true of granite (or other natural stone), quartz surfacing, solid surface, or really any other material. Upselling can really be the difference between a decent profit margin and a great one.

We ran across a video that is a good reminder not get lulled into just taking orders, but rather highlighting all of the great possibilities that can turn an ordinary countertop job into a memorable work of countertop art. The video, which was made by Marble.com, is geared toward the homeowner, but is a good reminder to fabricators of different options that can be done. While the video focuses exclusively on granite/natural stone, many, if not most, of these options can also be offered with other materials.

You can view the video here.

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