Kitchen & Bath Business - May/June 2020 - 18

TRENDS

trust in the firm. Some might need a gentle but
firm nudge, while others would take an outright
declaration of "definitely not" in stride.
Lester suggests encouraging clients to invest in
pieces and products that are of the highest quality
and place them where they will represent the most
value. Even clients with endless budgets want to
know their designer is being a good steward of
their money.
"We are very clear about our process and procedures up front, and I think that creates a level of
trust and respect that sustains throughout the life
of the project," she added.
It can be difficult to convince a client who can
afford something more expensive that their choice
may be unnecessary or even distasteful in a space.
Sam Fratantoni, CEO and founder of Fratantoni
Luxury Estates in Scottsdale, Ariz., recommends
showing the client examples and reasons not to
do something over the top while also presenting
them with better options.
"The families that don't heed our recommendations usually tell us after the fact they should have
listened to us," he said.
STAYING IN LUXURY CIRCLES

Maintaining a reputation as a quality luxury designer comes down to not only the design itself
but also the way the client - as someone who is
paying top dollar - feels they were treated. The
homeowner already knows their style lines up
with the designer's, but they need to be sold on
the process to agree to a contract.

18
16-18_KBB_0520_Trends.indd 18

ABOVE Inspired by onyx

and quartzite, the Artica
Collection from SILESTONE
includes two hues: polaris
and laugar. Both materials
are natural stones with high
translucence that give the
sense of a 3D eﬀect through
their design. Laugar, shown
here, is a calm look with a
light background and some
movement.
ABOVE RIGHT VINOTEMP's
two-zone Stainless Steel
Wine and Beverage Cooler
stores more than nine cases
of wine and up to 100 beverages. The cooler's wine zone
features 10 slide-out shelves,
allowing bottles to be easily
viewed and removed. The
drawers are conﬁgured with a
temperature range of 34 to 46
degrees to properly refrigerate everything from black ales
and premium lagers to dairy.
RIGHT From THG PARIS, the

Honore Tub boasts a softly
rolled edge and oval shape
that echoes the tradition of
savoir-faire design. The tub is
available in white and made
from MineralStone, which
is easy to clean and low
maintenance.

"I feel the most important thing to convey is how I will make it happen for
them," said Berkowitz. "I want them to know I listen, I am open to hearing
no, and I will always be available when they need me."
According to Espinet, luxury interior design is all about service, and that
service needs to be done impeccably to meet the client's needs.
"There are all of the big things like working with the contractor, proving
specification and designing custom items, down to purchasing hangers for
closets or flowers at the end of the project," she said. "It's also about treating
the client with the utmost respect, understanding them and providing all
details for their lifestyle."
Designing a luxury project is less about the materials and more about
customization. The more ideal and specific the design - and the experience - is to the client, the more satisfied they will ultimately feel about
their new space.


/ MAY-JUNE 2020 / KBBONLINE.COM / The official publication of NKBA (NKBA.org) and KBIS (KBIS.com)

5/5/20 12:48 PM

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Kitchen & Bath Business - May/June 2020

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