|Faulty sockets and broken wires are big business at The Lamp & Shade Fair in Orlando, FL. “About one-third of our revenue is from repairs, which often lead to other sales,” says Ralph Waters, the showroom’s Treasurer. “People will come in to get something fixed and walk out with a new lamp shade. Or else they’ll come in to find a shade, and we can point out something that needs to be fixed on their lamp.”
Such customer service is so integral to the business philosophy at Hartford and Southington, CT’s Connecticut Lighting Centers that when a local lamp shade repair busi-ness closed its doors a year and a half ago, Connecticut Lighting jumped to fill the void, opening in Hartford the 3,500-square-foot Restoration Lighting Gallery, which also sells antique and one-of-a-kind lighting. Owner David Director says once people visit the space and see a few revitalized lamps, they’ll dig a tired, old fixture out of their basement and bring it in. What’s more, Restoration’s extensive menu of services—from matching and replacing antique glass to refinishing brass fixtures with other metals—has already helped boost sales at Connecticut Lighting.
“There’s definitely a synergy between the two spaces,” Director says. “We’re customizing new fixtures. We can shorten a pendant or change a piece of glass pretty easily.”
|Don’t want to store all the cords and switches required for repairs? Cleaning or polishing services are another great way to keep customers coming back.|
|• Many showrooms require customers to bring in delicate fixtures to avoid the liability of potential breakages during showroom-sponsored transport or in-home cleanings.
• If you do send a cleaning crew to work inside a customer’s home, your business and all crew members must be properly
• No matter the customer benefits you offer, a clear-cut guarantee, like a one-year warranty on all parts and services, is a must.