NOVEMBER 2020 RETAILOBSERVER.COM
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and knowledge to help customers choose products based on
their style, design vision and budget. This knowledge isn't
something learned overnight, but training opportunities are
plentiful.
Bernstein has a deliberate approach to training, having new
hires start out managing his social media platforms. He believes
this approach is vital for a new employee to learn the business
while making connections to build their customer base. His
employees also receive product training, and Bernstein said it
often takes approximately one year to become fully immersed in
the business.
Brian Maffia, director of showrooms for General Plumbing
Supply in Edison, N.J., said that his employees participate in an
intense training process that includes product education
through his manufacturer representatives. They also travel to
manufacturers' headquarters for deep dives in product
development.
NKBA research also noted that about 40% of the high school
students surveyed said they need a lot more information,
including how they would get training if they wanted to run their
own business. Bernstein launched his retail showroom business
career immediately after high school and credits his father –
who has more than 30 years of industry experience – as
instrumental in mentoring him and helping him cultivate solid
relationships.
"Being a business owner can be very lucrative, and it also
gives me a flexible lifestyle," added Bernstein. "But most
important, when I retire and reflect on the business I built on my
own – well, that's something that will stay with me forever."
More than ever, there's a need in the industry to make better
connections with the next generation of talent so they are aware
of the rewarding, lucrative careers in showroom sales. Maffia
noted that students often explore NKBA memberships or attend
industry networking events, which is an ideal opportunity for
business owners and decision makers to connect with potential
talent.
"I mentor students and am constantly looking for ways to
bring those who tell me they have an interest into the design
and construction industry," added Chatterjee. "The new energy
they bring is much needed for a business owner like me, and
it's a lucrative career for them."
Now, that's a win-win situation.
RO
BRIAN MAFFIA JACK BERNSTEIN RAVI CHATTERJEE
