However, it will help a homeowner design a floor, often with the help of the website, which has more than 250,000 high quality interior and exterior photographs, as well as a large database of design and decorating ideas. Last year Bullnose sold half a million dollars worth of Schluter products alone.īullnose, which sold $4.8 million in tile last year, is strictly a cash and carry operation and doesn’t get involved in installation. Metal Schluter profiles have become a huge part of the business, accounting for about 12% of sales. Other tile sellers in the San Jose area will refer their customers to Bullnose just for its Schulter products. Bullnose is also the largest stocking dealer in North America of Schluter System products, which are finishing profiles for floors, walls, countertops and stairs. It gets very little product through distribution because of problems with reliability and it wants product exclusivity. Bullnose has a 27,000 square foot warehouse that contains more than 2,000 pallets of tile, much of which the company imports directly from Europe, although it does have domestic producers such as Crossville. The firm will provide top notch installers and generally make sure the project is completed professionally to the customer’s satisfaction.īullnose, on the other hand, only sells tile and has made its mark by having a huge inventory of products exclusive to its market and providing other ancillary products that no one else has. For one, it has a design center that can help with tile design, as well as general interior design to help integrate tile into a much bigger project. And while it does tout “lowest prices” on its website, shopping at the store is a far different experience from going to a home center. Ruby & Quiri, which calls itself a home furnishings super center, sells appliances, electronics, furniture and more, as well as a full range of flooring. consumption numbers, which are heavily weighted (approximately 79%) toward flooring from a dollar perspective. Both sell more wall tile than floor tile. Ruby & Quiri of Johnstown, New York and Bullnose Tile of San Jose, California have completely different approaches to selling tile but their strategies have been largely successful. The big players just have too much muscle. It’s difficult to compete against the home centers and even online tile suppliers if price is the major concern. Selling tile successfully at retail is largely about finding a way to distinguish a business from others in the market, but focusing strictly on price isn’t likely to work for most independent retailers.
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