markilux explains how a well designed showroom can boost sales and make buying a pleasure for the customer

The purchase of an awning needs to be considered very carefully. Before one can enjoy the use of a new awning on the balcony or patio, there are several things that must be borne in mind: from the suitability of the wall construction with regard to fixture, the fixing system and the material it is made of, right down to the type of awning and finally the cover.

Good advice and reliable service are extremely important to ensure that the customer has an awning that will last for many years to come. To this end, markilux has been working closely with qualified specialists for a very long time.

“In Germany alone, we have about 1,000 partners who have the necessary expertise and provide an excellent service,” said Christiane Berning, responsible for the markilux showroom concept.

It is not only service that is important when making the decision whether to buy or not. Product presentation is equally important. Customers know that they are investing in a high quality product that will give them many years of good use thanks to the combination of a first-class service and impressive lifestyle atmosphere. This is also the reason why markilux invested in a completely new showroom concept about two years ago.

“We wanted to show more than the usual brochure and awning stands,” explained Christiane. “It was our aim to transform showrooms into areas where customers feel at home and can experience our products three dimensionally in realistic surroundings. It is therefore a concept that presents the practical but also creates an atmosphere of the intangible. Something completely different from a brochure.” Together with specialised partners, she designs and realises individual showroom solutions. Over the past two years, Christiane has created over 80 different room concepts, with an upward tendency. Since the beginning of 2010, more than 25 new projects have come into the planning phase. The demand for tailormade presentation solutions is also on the increase in Europe.

No wonder; the figures speak for themselves. “The majority of specialised partners that have invested in a showroom were delighted with the substantial growth in sales,” said Christiane, drawing from client feedback. Selling in a high quality showroom is simply more enjoyable. And this is something that customers also notice.

“Since we have had the showroom, the number of customers has increased considerably and the buying decision is made easier when products can be seen close up,” said Wilhelm Pal, proprietor of Pal Sonnenschutz, Austria.
Manfred Schiffer of Hergarden in Düsseldorf is also convinced of the concept: “We have noticed that customers stay far longer in our new showroom. This enables us to also offer other products. Selling has become much easier as the advantages of the products can be presented in a far better light and customers have been able to try out the awnings to see which type best suited their needs.

“Planning the showroom was very easy,” he added. “We only needed to provide a sketch of the room; markilux and an interior designer then prepared a design that only needed minor adjustment.”

“To be precise, it was this, which most contributed to the success of the concept,” said Christiane Berning. “The customer must be able to identify with the concept, because this is the only way one can sell successfully. The modular approach of the showroom concept provides flexibility and versatile solutions. We provide our specialised partners with extensive advice, to enable them to find what they are looking for. One learns a little more from every showroom. Our presentation concept is permanently undergoing further development. We supplement it with new elements, find new approaches and are always willing to discuss our customers’ comments and wishes.”

• Markilux