What’s Dial-A-Price?  (Part 1)

These TRAVERTINE TIPS from our 40 years in the stone business are intended to help you sell more Travertine and be more profitable.

The stone experts on our phones, tell me they’re receiving a boatload of questions about how you can explain our Dial-A-Price program to YOUR customers.  It may take me a couple of emails but here goes.

We know our Authentic Durango Stone™ is the best in the world.  We also know that many of your customers want a lower price alternative.  We can meet their needs because unlike other Travertine manufacturers, we own our own quarries and tile manufacturing plants.

With Dial-A-Price we make tiles having only the features your customers are willing to afford.  We reduce the cost by reducing steps in the manufacturing process.  For instance we may use lower grade blocks. The type of block we sell to other factories.

Plus, we have long (and short) inventories of a variety of tiles produced from old quarries, from which we can no longer fill our pipelines, and we are selling those items at below our direct cost of production!

There are no gimmicks – your customer gets what they pay for.  And we guarantee it to be a better value than any other Travertine with the same features.

So if you have a very price sensitive customer, call us at 602-438-1001and let us “dial in” the product you need at the price point your customer will pay.

Of course, whenever possible recommend Authentic Durango Stone™.

Our exclusive Dial-A-Price is only available to qualified trade and trade related professionals.

                                                  Frank Cunningham

                                                  President

Why Clean-ability

These TRAVERTINE TIPS from our 40 years in the stone business are intended to help you sell more Travertine and be more profitable.

Clean-ability isn’t even a word unless you hyphenate it, but it is so, so important to your clients!  When presenting the benefits of one tile over another be sure and explain the differences in clean-ability to them.

Authentic Durango Stone™ is so easy to clean because:

• -High density (especially, compared to others)
• -Our tiles and slabs are triple honed and resin filled 4 times
  
• -10,000 pounds of honing pressure makes our slabs and travertine tile denser
• -The high pressure honing also closes the microscopic surface pores

These features create the benefit of long lasting beauty with minimal effort and a lower maintenance cost for your client.

Spencer Cunningham

Executive VP

Why Beauty?

These TRAVERTINE TIPS from our 40 years in the stone business are intended to help you sell more Travertine and be more profitable.

The beauty of a product appeals to our human emotions.  The price of a product invokes a completely different response. Giving your clients the opportunity to purchase products with the beauty they desire at the price they can afford triggers sensations such as pride, satisfaction and delight.

Your customers make their purchase decisions based on emotions. It’s human nature. So what emotions does beauty emit? A home with a gorgeous Travertine floor gives the owner a tremendous sense of pride and accomplishment. It makes them feel good about themselves.

They love to see their guests fascinated by what they have achieved in their home. They feel an elevated status when they receive unsolicited comments such as, “Your home is so elegant and alluring.”

So far we have mentioned the emotions of Pride, Fascination, Accomplishment, Allure and Achievement. When discussing beauty and advising your customers on travertine tile choices, don’t just parrot the manufactures’ features. Connect with the emotions of your customers and watch your sales and profits soar.

The Authentic Durango Stone™ ADVANTAGE achieves the highest level of natural beauty in travertine - at any price point!  Ask about our exclusive DIAL-A-PRICE program.

A few important advantages with Authentic Durango Stone™ are:

• Resin Fill (an industry exclusive)
• Proprietary Honing (a more dense surface that makes it smoother and easier to clean)
• Micro-Beveled Edge (reduces chipping and creates a cleaner grout line)

Authentic Durango Stone™ is the differentiator that will produce more satisfied customers – and – more referrals!

Thanks!

Spencer Cunningham

Executive VP

Overstock Sale 8/21/2012

Joel Allred here, VP of Operations at Authentic Durango Stone™.  We’ve got an overstock situation on Durango Classic Travertine Tile.  It’s a beautiful Ivory Beige stone.  The coloration, shading and veining is fantastic!  And as you know, beige is the #1 color your clients demand.

Calibrated for true sizes: Color-Blended Cementitious Fill

1mm Micro-Bevel Edge Detail: Over 100,000 SF available

1st come, 1st served: Offer is subject to prior sale

I’ve got to clear space in the warehouse for a new shipment from our factories, so Frank and Spencer gave me the go ahead to offer you this BLOW OUT Special.  Take advantage of this offer and we both win:

Classic HF Ivory-Beige Filled & Honed 16″x16″x3/8″ tiles:

Originally, Wholesale Priced at US$3.08/sf (FOB Factories).

Now, US$1.59/sf (FOB Factories – Durango, Durango, Mexico)

Classic HF Ivory-Beige Filled & Honed 12″x12″x3/8″ tiles:

Originally, Wholesale priced at US$2.95/sf (FOB Factories).

US$1.49/sf (FOB Factories – Durango, Durango, Mexico)

This special is for truckload quantities only.

Mix full pallets of different size tiles on your truck. 

Please call 602-438-1001 for job pack prices.

Classic HF Ivory-Beige Filled & Honed 16″x24″x3/8″ tiles:

Originally, Wholesale priced at US$3.42/sf (FOB Factories).

US$ 1.89/sf (FOB Factories – Durango, Durango, Mexico)

Act fast because this offer is going to 7,081 Trade Professionals.

How Even A ‘Master’ Is Stumped By The Industry

Today’s Travertine Tip is really not a product tip at all.  It is a marketing tip to help you grow your business regardless of whether you’re selling Authentic Durango Stone™ or any other product.

Even the masters who’ve been in our industry for years sometimes forget to put themselves in the shoes of their clients.  Developing trust overcomes the anxiety in even the most cynical of clients.

We’re all looking for a person or company we can trust.  Your clients are no different.  Overwhelming them with features, benefits, facts, and figures may confuse them and cause them to take no action at all.

Do you have a Unique Selling Proposition (USP) for your business?

Your USP has to answer this question, “Why should I, your customer, choose to do business with you versus any or every other option available to me including doing nothing?” If you can answer that question you are well on your way to developing trust from your clients.

If you have a USP, please share it with us.  We’ll share the best USP’s in an upcoming post.

Thank you!

We’ll talk again soon,

Frank Cunningham

President