Sinks as a Sales Tool

“They found us,” says Stewart of his supplier. “They wanted to get one guy in the area selling their sinks and we’re it. People like them because they’re identical to expensive, brand-name sinks.”

Regardless of what sinks they’re selling, these fabricators say it’s been a good idea to offer them, a fact they believe is reflected in their sales. Spicher says almost 100 percent of his countertop sales involve one of his sinks, although his business policies almost guarantee it.

“I charge for the cutout on my sinks,” he says. “I’ll charge $250 for the cutout and give the sink away for free, but with a customer-provided sink I charge a flat $500. If I have to chase the sink and chase the template, I’m going to get paid more money for it.”

Both Stewart and Pickart say they see the sinks as a real boon with their homeowner customers, rather than with their commercial accounts. Both say more than half of their residential clients buy sinks as part of their countertop transactions.

“With the homebuilders, it’s not that many because a lot of the builders have their own agreements with plumbing manufacturers,” says Stewart.

And, all the fabricators say they’d surely recommend adding sinks to others.

“For the little bit you have to do, it certainly makes sense,” Pickart concludes. “Even if you’re carrying $5,000-$6,000 in inventory, if you’re running a granite shop that expense is the least of your problems. The headaches it saves up front are well worth the cost.”

This article first appeared in the February 2005 print edition of Stone Business. ©2005 Western Business Media Inc.

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