By Kymberly Martin
Exclusive interview with GM.
The customer comes first at Liebe + Haus, the dedicated premium appliance destination “for West Australians who love their homes”, general manager Aaron Kemp told Appliance Retailer.
Opened in September 2015, there are two stores, one located in Osborne Park and the other in Myaree. These dedicated interactive designer showrooms offer a multitude of possibilities when it comes to kitchen style.
“With a customer focused team, we offer a unique shopping experience,” Kemp said. “The customer comes first and our sales process begins with a product presentation tailored around features that benefit the customer. This is one of the reasons, when tracking our database where referrals play a major role in our overall success.”
When it comes to ‘must haves’ in the kitchen, it is compact steam appliances that head the list with customers. “Introducing steam and the benefits of steam along with explaining menu cooking is helping us build our average sell price. We are also seeing ovens that have the technology to add moisture to the cooking process become our top selling models. With healthy eating and convenience being a major part of the kitchen brief, along with the increasing trend of integrating appliances the Zip filtered boiling, chilled and sparkling water taps are a great product to introduce. The new design range in different finishes has been well received.”
Kemp attributes a large percentage of the business to the renovation market. “We are finding an uplift in consumers looking to purchase their appliances outside the builder contract because they are looking for ways to save money. With our industry offering some of the most aggressive promotions we have ever seen on trusted brands such as Miele, AEG and Gaggenau, consumers are taking advantage of the retail experience and the additional savings.”
He said redemptions offering small value are not generating any interest but major campaigns including up to 15% Miele kitchen packages, up to 20% on AEG kitchen appliances and a free dishwasher with Gaggenau packages over a certain value “are what we are seeing as a call-to-action and driving customers into store with urgency.”