countertop playbook...the treatment inhibits liquid from entering the stone. our treatment allows...
TRANSCRIPT
Countertop Playbook
Natural Stone (granite) Western Canada
September 2018
What’s trending now….
▪ New Colonial Gold
▪ New Shadow Storm Marble
What's coming….
▪ 30 colours – replace ALL current with NEW and larger samples
▪ 2 marble surfaces added
▪ Focus on colour balance adding more whites, greys and light tones
Why change?
▪ Update colours, increase sample size + get on trend!
Marketing collateral
▪ Planned sampling
▪ Low variation colours will receive 3x3 cut samples - 5 each
▪ Higher variation colours will receive tear sheets- 100 per packet
▪ Re-order sheets will be available through local rep
▪ Tear sheets for take-home
▪ Benefits: Shows true scale of pattern, allows for multiple images of slab
variations
▪ Traditional 3x3 samples
Zanzabar
White Springs
Bianco Antico
Delicatus White
Thunder White
Shadow Storm
Fantasy Brown
Arabian Nights
Moon White
St Lucia
Bianco Lucre
Lapidus
Bianco Romano
Biscotti White
Colonial Gold
Silver Diamond
White Sparkle
Ashen White
Majestic White
Capri Grey
Giallo Ornamental
New Caledonia
Ubatuba
Sapphire Blue
Silver Diamond
Steel Grey
Azul Platino
Beige Butterfly
Absolute Black
White Sand
Blue Pearl
Natural Stone Program Value
Home Depot certifies that all
persons visiting your customers’
home and handling their personal
information have had their
criminal background check
completed and passed.
Unlike others we can quote, template and book
installation at the measure appointment.*
Having only one appointment to measure and a
pre-booked installation date to plan other trades
saves our customers time and eliminates
uncertainty and stress around their project.
For a space that reflects our
customers’ personal style customize
their countertop to suit their space.
Choose from 6 unique edges that
are all CNC finished, radius the
corners, add a waterfall, go
seamless! Its entirely up to you**
In many cases just choose your colour,
the templating, installation, eased edge,
rough sink cutout and faucet holes are
included! Plus only pay for the square
footage you use! Most stone shops
charge for the entire slab plus labour!
All countertops are measured by our team
of experienced installers using the best
technology in the world. We begin with
laser measurements, AutoCAD
precision drafting, Slabsmith digital
layouts and Water-jet finishing
Most natural stone countertops come without any
warranty. At Home Depot our customers never
have to worry about their natural stone purchase as
we provide an exclusive, no charge 15 year stain
protection warranty for common kitchen & bath
use AND there is no need to reseal, EVER!
Custom Options
Peace of MindInclusive Pricing $
Pre-Booked Installations
Warranties & Maintenance
*when payment details are provided and signed off at measure.
**Additional charges may apply for some options
Advanced Tooling
THD vs. Competitor
Selection & Retail Transparency
Installations
Warranties & MaintenanceInclusive Pricing $
Value =
Savings +
Backed by
THD
Home Depot Competitor
Measure fee $150 Measure fee $179
Pay only for the measure to
get a firm quote that will not
change
Pay for the entire
countertop ballpark – quote
WILL change after measure
Eased edge included Eased & Bevel* inconsistent
offering
One sink cutout included Sink cutout $215 - +$6.14/sq
ft on a 35 sq ft job
Edge upgrades
$19, $24
Example: Bullnose edge on
typical job 25 lin ft = $475
Edge upgrades $36
Example: Bullnose edge on
typical job 25 lin ft = $900 or
$425 more than HD
Permanent Penetrating
Sealer – Never seal your
countertop again
Topical Sealer, must be
reapplied every year -
Approximate cost over 5
years $1750*
15 Year Stain Warranty No Stain Warranty
Plumbing offered No plumbing option
Example Cost of Upgrade
$475Higher Cost to Upgrade
$11155 Year Cost of Ownership
$05 Year Cost of Ownership
$1750
Home Depot Competitor
30 Colours Roughly 20-25 Colours
Published pricing Many are quote only
Pay ONLY for what you
use
Quote only colours, Pay
for all material waste
Home Depot Competitor
15 Year Stain
resistance warranty
NO Warranty
MUST be sealed
every 6 months to
1 year
No need to re-treat
ever again
Approximate cost
$350/ treatment
approx. $1750 over 5
years
Home Depot Competitor
• 3-4 weeks to install
• Customer pre-select install date
(only available with in home
closing)
• Inconsistent: "it will be 7-8
weeks” no date given
*based on average stone maintenance costs
Measure Targets
Oct Nov Dec Jan Oct Nov Dec Jan
7032 KELOWNA 5 5 3 4 7061 MARLBOROUGH 2 2 1 1
7141 ABBOTSFORD 4 5 3 4 7063 CHINOOK 3 3 1 1
7144 KAMLOOPS 4 3 2 2 7067 SHAWNESSY 2 1 1 2
7171 PRINCE GEORGE 2 2 1 1 7111 COUNTRY HILLS 3 1 1 1
7084 VERNON 4 3 2 3 7037 CALGARY NORTH HILL 1 1 1 1
7252 WESTBANK 4 3 2 5 7082 CALGARY SE 2 2 1 1
7255 CRANBROOK 1 1 1 1 7076 BEACON HILL 3 2 2 2
7273 CHILLIWACK 4 3 3 3 7250 TUSCANY 1 2 1 1
7131 RED DEER 4 4 3 3 7254 AIRDRIE 1 3 1 2
7052 REGINA 4 4 3 3 7223 OKOTOKS 1 1 2 1
7051 SASKATOON 4 4 3 3 7046 N SURREY 3 2 3 2
7170 LETHBRIDGE 3 3 2 2 7047 BURNABY 3 4 1 3
7175 GRANDE PRAIRIE 3 3 2 2 7045 COQUITLAM 3 3 1 4
7036 MEDICINE HAT 3 3 2 2 7044 S SURREY 3 3 1 2
7245 REGINA NORTH WEST 3 3 2 2 7043 RICHMOND 3 3 2 5
7258 LLOYDMINSTER 3 3 2 2 7042 VANCOUVER 4 5 2 4
7265 SASKATOON S 4 4 3 3 7041 LANGLEY 3 6 5 5
7040 NANAIMO 3 6 4 3 7145 PORT COQUITLAM 3 4 2 4
7074 VICTORIA 3 4 3 4 7122 SURREY 4 4 2 4
7177 COURTENAY 3 1 4 2 7062 CLAREVIEW 3 2 2 3
7035 PARK ROYAL 4 2 2 1 7064 WESTEND 3 2 2 2
7055 SAANICH 4 5 2 4 7065 SOUTH COMMON 3 2 3 2
7053 SQUAMISH 2 2 1 1 7117 EDMONTON STRATHCONA1 1 1 1
7259 CAMBIE AND 8TH 4 4 2 4 7119 SKYVIEW 1 1 1 1
7221 CAMPBELL RIVER 2 2 1 1 7172 SHERWOOD PARK 2 2 1 2
7272 DUNCAN 2 3 2 3 7050 SPRUCE GROVE 2 1 1 1
7057 POLO PARK 2 3 2 2 7088 ST ALBERT 2 3 2 1
7058 ST VITAL 3 3 1 3 7248 WHITEMUD 1 2 1 1
7056 CROSSROADS 2 2 1 2 7227 EDMONTON (Westmount Centre)1 2 1 1
7180 WINNIPEG NORTH 3 3 1 2 7268 Edmonton SW 1 0 1 1
7038 BRANDON 1 1 0 0 7222 FORT SASKATCHEWAN 1 1 1 1
7086 WINNIPEG SOUTH WEST4 4 1 1 Total Weekly Targets 480 473 302 373
Hayer
Laird
Sadler
Adams-Farrell
Poliquin
Countertops Weekly Measure Targets Countertops Weekly Measure Targets
Mottershead
Longchamps
Sampling replacement
▪ Countertop selling center updates
▪ Remove all current samples
▪ Install new and larger samples
▪ Replace jelly labels
▪ Clean and mark samples with “new” call-outs
▪ Re-price display if needed
▪ Vignettes and large display wall samples that are no longer part of the 2018 colour palette we will provide and place jelly labels with a suggested alternate colour in the current palette
▪ Jelly Labels will have
a variation key
Reset Schedule
DM Store # Store Name Reset Date Rep DM Store # Store Name Reset Date Rep
7041 LANGLEY Sept 17-Sept 24 Booker 7050 SPRUCE GROVE Sept 17-Sept 24 Michael
7044 SOUTH SURREY Sept 17-Sept 24 Booker 7062 CLAIRVIEW Sept 17-Sept 24 Michael
7045 COQUITLAM Sept 17-Sept 24 Booker 7064 WEST END Sept 17-Sept 24 Michael
7046 NORTH SURREY Sept 17-Sept 24 Booker 7065 SOUTH COMMON Sept 17-Sept 24 Michael
7122 SURREY Sept 17-Sept 24 Booker 7088 ST. ALBERT Sept 17-Sept 24 Michael
7145 PORT COQUITLAM Sept 17-Sept 24 Booker 7117 EDMONTON STRATHCONA Sept 17-Sept 24 Michael
7042 VANCOUVER (TERMINAL) Sept 17-Sept 24 Booker 7119 SKYVIEW Sept 17-Sept 24 Michael
7043 RICHMOND Sept 17-Sept 24 Booker 7172 SHERWOOD PARK Sept 17-Sept 24 Michael
7047 BURNABY Sept 17-Sept 24 Booker 7222 FORT SASKATCHEWAN Sept 17-Sept 24 Michael
7035 PARK ROYAL Sept 17-Sept 24 Booker 7227 EDMONTON WESTMOUNT Sept 17-Sept 24 Michael
7053 SQUAMISH Sept 17-Sept 24 Booker 7248 WHITEMUD EDMONTON Sept 17-Sept 24 Michael
7259 CAMBIE Sept 17-Sept 24 Booker 7268 EDMONTON WINDERMERE Sept 17-Sept 24 Michael
7141 ABBOTSFORD Sept 17-Sept 24 Booker 7175 GRAND PRAIRIE Sept 17-Sept 24 Michael
7273 CHILLIWACK Sept 17-Sept 24 Booker 7258 LLOYDMINSTER Sept 17-Sept 24 Michael
7171 PRINCE GEORGE Sept 17-Sept 24 Booker DM Store # Store Name Reset Date Rep
7032 KELOWNA Sept 17-Sept 24 Booker 7036 MEDICINE HAT Sept 24-Oct 2 Michael
7084 VERNON, BC Sept 17-Sept 24 Booker 7131 RED DEER Sept 24-Oct 2 Michael
7144 KAMLOOPS Sept 17-Sept 24 Booker 7170 LETHBRIDGE Sept 24-Oct 2 Michael
7252 WESTBANK Sept 17-Sept 24 Booker 7051 SASKATOON Sept 24-Oct 2 Michael
DM Store # Store Name Reset Date Rep 7052 REGINA Sept 24-Oct 2 Michael
7040 NANAIMO Sept 24-Oct 2 Booker 7245 REGINA NORTH WEST Sept 24-Oct 2 Michael
7055 VICTORIA-SAANICH Sept 24-Oct 2 Booker 7265 SASKATOON SOUTH Sept 24-Oct 2 Michael
7074 VICTORIA Sept 24-Oct 2 Booker Bryan Mottershead 7255 CRANBROOK Sept 24-Oct 2 Michael
7177 COURTENAY Sept 24-Oct 2 Booker 7037 CALGARY NORTH HILLS Sept 24-Oct 2 Michael
7221 CAMPBELL RIVER Sept 24-Oct 2 Booker 7061 MARLBOROUGH Sept 24-Oct 2 Michael
7272 DUNCAN Sept 24-Oct 2 Booker 7063 CALGARY CHINOOK Sept 24-Oct 2 Michael
DM Store # Store Name Reset Date Rep 7067 SHAWNESSY Sept 24-Oct 2 Michael
7038 BRANDON Oct 1-5 Booker 7076 CALGARY BEACON HILL Sept 24-Oct 2 Michael
7056 CROSSROADS Oct 1-5 Booker 7082 CALGARY SOUTH EAST Sept 24-Oct 2 Michael
7057 POLO PARK Oct 1-5 Booker 7111 CALGARY COUNTRY HILLS Sept 24-Oct 2 Michael
7058 ST. VITAL Oct 1-5 Booker 7223 OKOTOKS Sept 24-Oct 2 Michael
7086 WINNIPEG S.W. Oct 1-5 Booker 7250 CALGARY TUSCANY Sept 24-Oct 2 Michael
7180 WINNIPEG NORTH Oct 1-5 Booker 7254 ARDRIE Sept 24-Oct 2 Michael
David Poliquin
Pierre Longchamps
Pierre Longchamps
Cameron Sadler
Ryan Laird
Sarb Hayer
Bryan Mottershead
Sarb Hayer
Cheryl Adams-Farrell
Countertop Training
Course Name & Number Duration
00151820CA-Laminate Countertops – WBT 15 min
00151821CA-Granite Countertops – WBT 10 min
00151822CA-Corian Countertops - WBT 10 min
00151823CA-Silestone Countertops - WBT 15 min
00151824CA-ECO Countertops - WBT 15 min
00116037CA-PK QuickClips: Laminate Post Formed Countertops - WBT 5 min
00116069CA-PK QuickClips: Dekton Countertops - WBT 5 min
00116142CA-PK QuickClips: GEOS Recycled Glass Surface - WBT 5 min
00151825CA-How to Sell Countertops (Designer Training 2) - Virtual ILT 6 hours
00164054CA-Assessment - How to Sell Countertops - WBT 30 min
• All courses above are required for D29 & D85 associates and
are accessed via myLearning Plan in Knowledge Depot (or
myTranscript if associate has previously completed them)
FAQ’s
❖ What is the difference between topical sealer and our Penetrating Treatment?
▪ Our treatment goes deep into the slab and bonds on a molecular level. The treatment inhibits liquid from entering the stone. Our treatment allows natural breathing a stone needs to remain clean and stain free. Topical sealers do not breath and need to be reapplied ever 6 – 12 months.
❖ What is an A grade natural stone?
▪ Home Depot only offers A- grade stone – it is more consistent with fewer pits/fissures. The entire slab is useable.
❖ What is the difference between eased edge and upgraded double radius?
▪ The double radius has curves on top and bottom a 3mm or 8mm. Double radius edges are superior for in chipping performance
❖ When does my sink need to be on site?
▪ It must be on site at time of measure – without the physical sink we cannot accurately measure for sink holes etc. Please note for Apron sinks they must be on site and installed prior to the measure appointment.
❖ Do the countertops need to be removed prior to measure?
▪ No this is not necessary they can remain in place
❖ How large of a piece can my customer get without a seam?
▪ Currently 126”x62” but is also limited to weight – it is best to call your CSR prior as there may be additional charges
❖ How much over hang will natural stone accommodate with out needing brackets?
▪ Maximum would be 10” on 3cm granite
❖ Are chips on the top covered by warranty? How about silicone between the countertop and sink?
▪ Chips are not covered and are typically caused by impact, external force or are part of the stone. Silicone is covered under the 1 year labour warranty for 1 year. After 1 year there is a service charge.
❖ Do all customers get an in home sale?
▪ Yes, as long as it is during office hours – if the appointment is in the evening or the weekend the customer will be called the next business day.
❖ How far do you travel?
▪ We go up to 100km. The first 30 km is free, 31- 100km I s$1.30 one way. Additional toll or ferry charges may be applicable.
❖ What are the sink mounting options for Undermount sinks? Overhang, Flush and Reveal
Note: Not all sinks have these options available, discuss
with your Valley rep when they are in store
Fun facts ….
▪ Interesting facts about Valley:
▪ VCI has been in business for over 35 years (Established in 1979)
▪ Servicing Home Depot stores for the past 15 years
▪ We employ over 100 employees
▪ VCI installed 113,000 SF of countertops for THD in the last 12 months
▪ That’s approx. 2,800 kitchens or 14 kitchens per business day
▪ In 2017, we averaged 72 MPOs per week
▪ The average in the last 7 weeks is 105
All Countertop information can be found at
www.valleycountertops.com
Password: 4663
Contacts
Valley contacts:
▪ Local Reps:
▪ Booker
▪ 604-866-9822
▪ Michael
▪ 587-591-8900
▪ Customer Service Reps:
THD contacts:
▪ Amy Sigman @ [email protected]
▪ Rose DiFonzo @ [email protected]