HL Holland Antique Designs :: BKT Monthly Salesperson

Interview with Leslie Bell from the Baker Knapp & Tubbs Dallas showroom.

You've been working for Baker Knapp & Tubbs for how many years? How do you keep your energy and inspiration levels up?

I started in 1971, so that makes 33 years. I feel so fortunate to be associated with the most well respected national showroom in the wholesale industry. I embrace change and am passionate about the products I sell and value my client relationships.

I love the challenge of each opportunity to answer the clients’ needs for their projects.

Baker Knapp & Tubbs and Baker has many new salespeople in the showroom and stores right now. Do you have a couple of things you could share with them that would help make them be successful with Baker Knapp & Tubbs and Baker in the years to come?

Form lasting relationships with your clients.

Become their resource in the industry by providing them with your product knowledge and professional approach to the business.

Make them feel special and ask open ended questions.

Treat each new opportunity as your next biggest client.

Tour the showroom with them and always point out your favorite items.

What is the longest relationship you have among your customers? How have you kept them for so long?

I have several current clients with whom I have had relationships with my entire career. I have kept them by mutual respect and by honoring their professional requirements.

We actually become a selling team by knowing how the other works with clients and providing them with the choices and solutions to complete their projects.

I would also like to mention that the entire showroom staff always recognizes and welcomes our customers while in the showroom. My long standing clients have told me they appreciate this and always come to BKT first because they feel special and welcome here.

It seems that you personally lean towards contemporary design, art and furniture. Does this affect the way you sell to your customers, especially those that want more traditional pieces?

I am focused on the customer needs and ask many questions. I appreciate all styles and the challenge is to find the items the designer has proposed for their project. My goal is to become the resource and expert for all periods and styles.

What is your personal favorite HL Holland Antique Designs piece?

The #4940 Chippendale Concave Chest.

It works in many areas and stands alone as a signature of the quality that is available from HL Holland Antique Designs.

What are the HL Holland Antique Designs pieces you sell most often?

The #4410 Oyster Veneer Chest and the #4405 William & Mary Side Table.

I often show them as night stands. I have recently sold one set with the Stately Homes Four Poster bed and with the new Milling Road Sleigh Bed.

What kind of new HL Holland Antique Designs products would you like to see in the showrooms?

Panel Headboards (I think something in the oyster wood design would be exceptional)

Home office Credenzas and small file cabinets to accommodate your desks

Large writing desks with two drawers and up on legs.

Large round side tables, 30" to 36" in diameter. Also square tables for sofa corners.

Open book tables

Cocktail Tables

What can we at HL Holland Antique Designs do to help you sell more of our furniture? How can we improve our selection and service?

Provide finish samples. We are currently doing outreach with target design firms and we could show them what is available.

CD Rom to send client for an on line catalog

Provide photographs of the custom pieces you have built for BKT sales associates