Case Studies
Lane Tristate Stores
A small retailer uses space planning to help their sales team engage customers in the showroom.
Lane Tristate Stores became an Icovia customer in 2006 and is used by customers and design consultants in retail stores and at lanehomefurnishings.com. Lane Tristate Stores is a small retailer in the Lane Home Furnishings family of stores. Lane Home Furnishings is the wood and upholstered division of Lane Furniture Industries, a Furniture Brands International company that was founded in 1912.
Most people think of Icovia's ability to let customers plan their own spaces at home. But Joe Capillo, Director of Sales for Lane Tristate Stores, suggests another major benefit: helping sales associates engage customers in the store. According to Capillo, Lane uses Icovia "as the central tool to get customers involved in problem solving, not just looking for the right piece of furniture on our floor. I'm interested in enhancing our in-store levels of service when we're face-to-face with consumers."
Lane noticed immediate results when they added Icovia to their stores. "Salespeople love it because it helps them get the customer's attention and keep it through a process of planning a room. Customers love getting this kind of help for free."
Icovia is doing more than helping Lane sales team engage customers-its driving revenue. Capillo notes that their "average customer purchase is $500 higher for room planning projects than for regular sales."
And Icovia helps build consumer confidence. "We had a customer purchase three motion loveseats for a home theater room based on our ability to show her several different layouts quickly and ensure that she wouldn't make an expensive mistake."
Like so many Icovia customers, Lane ranks Icovia head and shoulders above the competition for usability and effectiveness. Capillo calls Icovia "easier to use than any other tool I've encountered in our business."
Lane found the go live process equally simple-"easy and seamless," according to Capillo. Icovia is added to a customer's web site with little more than an hour of work. The customer provides a logo and answers to a few simple questions and the Icovia team responds with a link they add to their site to launch their branded space planner.
Lane views their choice to add Icovia to their site as simply smart business. "The cost was minimal for the return we're getting."
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