It's a chance to step outside the traditional wholesaler box and diversify your product and selling mix. Diversify your product mix and selling strategy. Take off your wholesaler hat and put on a retailer hat. Learn how to market your showroom direct to the consumer trade. He can, and should be, able to charge more to install higher-end products.
Plumbers can make more as pure installers.
Back in 1960 when I started working for Raub Supply in Lancaster, Pa., it had nice showrooms set up to show the product to the homeowner. The plumber bought the product. That was 40 years ago. Here in Orlando there are more than 625 companies exhibiting kitchen and bath products. The opportunity for diversification is tremendous.