Bathroom planner Andrea Kachelmann and her design concept for the toilet
Does it always have to be inexpensive? On the contrary – if added value can really be shown or explained, even in the case of price-sensitive customers this frequently leads to a successful sale, and to extended and additional orders. Sanitation, heating and air conditioning entrepreneur Andrea Kachelmann from Walsdorf shows how it is done – by means of the example of the toilet, and using TECElux.
Recently the toilet has moved more into the spotlight in the advising and sales process. Shower toilets, rimless ceramics and different technical detail solutions ensure that the sales advisors have enough ammunition to talk about the toilet. A pivotal product for most possibilities is the TECElux toilet terminal from TECE, which thrills customers not just because of the retro-adjustable height of the toilet. Bathroom sales advisors can underline the advantages of this dynamic system in the sales conversation – such as the easy later fitting of a shower toilet. Because with TECElux customers are equipped for both today and tomorrow – technically and optically. For this, having the right manner of talking to the customer is essential – it opens the door to additional sales.
The sanitation, heating and air conditioning specialist company Kachelmann Bad & Heizung plays all the trump cards of the TECElux 400 toilet terminal during the sales consultation: classic look, coupled with intelligent sanitary technology such as subsequent height adjustment and odour filter. In this way CEO Andrea Kachelmann regularly succeeds in the challenging task of selling high-value toilet installations in complete bathrooms.
The barrier-free argument
Just recently the company based in Walsdorf in Franconia fitted four toilets with TECElux 400 in a villa in Bamberg. "In this example it was important for the customer that the technology would be easily accessible at a later time. And that there is the possibility of altering the height of the toilet at a later date." A solid sales argument for the toilet terminal is the flexible handling of the height. Customers do not need to fix a certain height for the life of the toilet. No matter what happens, TECElux adjusts to the bathroom user’s needs.
So it is extremely suitable, when advising with regard to the subject of accessibility and mobility at an older age, to bring up the easy height adjustment as an advantage, advises Andrea Kachelmann: "Many of my customers have the objective of keeping the bathroom barrier-free – bearing the future in mind. But it should not look as if it were for disabled people. Not now, and not in the future." TECElux manages that, says the bathroom expert: "Customers then still have a really modern toilet in the bathroom – even if there are supports to the left and to the right."
The design Argument
Together with this main argument, the timeless look provides an outstanding aspect which really ought to be included in the sales conversation. Even if the glass cover looks somewhat futuristic, especially when it is kept in white it can be combined with many colours and styles in the bathroom. "Glass is currently very much in trend in bathroom design; with TECElux I actually have limitless possibilities," says Andrea Kachelmann. The glass also serves as a splash guard and allows design without tiles behind the toilet – which reflects many modern bathroom concepts with plaster or paint. TECElux creates design nuances in the room with its clear colour and design language: "Most bathrooms today are more minimalist, and not built in Tuscan style," adds Andrea Kachelmann. In addition, the new TECElux variation with its black glass cover offers completely new planning approaches for bathroom design.
The odour ventilation Argument
According to the bathroom expert, TECElux is a top performer in sales conversations with regard to its technical components. Especially the odour ventilation is an effective argument. It features an air filtration system with a ceramic activated carbon filter. It blows the filtered air back into the room – additional input air and cool fresh air is not required. The activated carbon filter is replaced every five years. Andrea Kachelmann recommends recording the service times in the customer file: "The upcoming filter replacement is a good reason to actively bring the customer back into personal conversation." The toilet module also features additional power and water connections, so as to enable easy replacement of the conventional toilet with a shower toilet at a later date. "This tip is welcomed by many customers," confirms Andrea Kachelmann. The manager also advises emphasising the toilet terminal and its technical advantages with the help of an example in the showroom, for example the height adjustment mechanism. The full accessibility is a great thing, especially for men. "I simply show it to customers, so that they can recognise the advantages. Customers then understand the toilet terminal quite quickly, and understand the additional value. And what is understood can be sold more easily – even when it costs more." And if people have already looked at the subject of the toilet, then the sale of at least one rimless toilet is possible – perhaps even a shower toilet. Here too TECElux scores immediately – or later: Cables and connection hoses for these special toilets are covered and concealed. TECE offers matching glass plates for very different shower toilet solutions – in black or in white.
Andrea Kachelmann and TECElux – this relationship can really be described as a dynamic duo: both complement each other excellently when they appear in front of the customer. The bathroom expert explains what this means in detail in the interview.
Where do you sell TECElux more easily: to the man or the lady of the house?
Andrea Kachelmann: With men it is often a question of technical selling in the bathroom, while women look more at the optics, the emotional effect – TECElux combines both. It is the mixture of technology and design which I use to convince both sides.
What are the important sales arguments on the technical side?
Andrea Kachelmann: To begin with, the first thing to mention is the easy-to-adjust toilet height. A large proportion of the customers are already thinking of the future when they buy a bathroom, especially with regard to decreasing mobility. To remain flexible with the toilet height is worth quite a lot to many people.
Apart from the adjustable height, what else interests people about the TECElux?
Andrea Kachelmann: The odour ventilation with the activated carbon filter. Customers often only have one bathroom. The filter works excellently; I use it at home myself. There is really no disturbing odour problem any more.
How important is the design of the toilet element?
Andrea Kachelmann: Glass cover, touch operation, night light – those are simply interesting aspects. When I feel the customer's enthusiasm, then it is more or less already bought in their head.
You mainly sell the highest level version TECElux 400. Why?
Andrea Kachelmann: When I can offer all the options for use, then interested people are more willing to pay the additional price. And to put it the Franconian way: When a customer wants something decent, he wants something decent.
The toilet for today – and for tomorrow
The TECElux toilet terminal from the Münsterland housing technology specialist TECE offers features such as height adjustment at a later time, air filter and electronic touch operation. It is compatible with most ceramic toilets and allows the fitting of shower toilets. The outstanding design element is the two-piece safety glass plate. It is available in black and in white. The glass plate conceals a large inspection and conversion opening. TECElux is available in three different versions. The basis version 100 features the cistern and the choice between manual or electronic flushing options. In version 200, the seat height of the toilet can also be manually adjusted. Two screws simply need to be loosened to adjust the height within an eight centimetre range. The comfort version TECElux 400 also offers the air filter system.
Electronic contact-free flushing and fitting of water and power connections for shower toilets is possible with all three versions. TECElux 100 is without height adjustment, TECElux 200 is with height adjustment, and TECElux 400 has height adjustment and odour ventilation.
Dynamic Approach TECElux 400 is a dynamic system – really a modular system which keeps nearly all options open with regard to the toilet. It offers an appropriately wide range of arguments to offer the customer. When advising about bathrooms, it is wise to keep a certain order in the presentation of the advantages: namely from the outside to the inside. The consultation thread at the Kachelmann company includes the following aspects:
- Effect within the room
- Optical appearance in the daytime or by night light
- Contact-free actuation - Height adjustment
- Odour filter - Easy maintenance
- Clean connection to shower toilets – later or immediately
It is advantageous when the TECElux 400 is actually shown live in the process. Thus lifting the covering plate, looking inside and explaining the functions.