Procrastination is the Enemy of Progress

Updates from Marvin Montgomery
Sales Tip #571 From The Sales Doctor
Procrastination is the Enemy of Progress
I’m not sure who said this but they are absolutely correct. How many times have you heard the prospect say, “Let me think about it?”

Your response should never be, “when should I get back to you?” 

You have three options to identify the real reason for not moving forward.
Silence first. Use awkward silence to your advantage to get clarity.
Use a direct question to get clarity. How come you are not ready to move forward?
Paraphrase their statement and then pause.
Never buy into your prospect’s procrastination. Turn it into an opportunity to clarify the reason for procrastinating, provide a solution, get acceptance, and then trial close.

Ashley Norton Light Bronze (LT) Patina Update

Due to ongoing production challenges, we regret to advise that we have discontinued our Light Bronze (LT) patina from our Solid Bronze Collection, for both door and cabinet hardware. 
This only affects the Light Bronze patina. Our other bronze finishes remain available for order:


Dark Bronze (BZ)
Matte Black (TC)
White Bronze (WL)
White Medium (WM)
Natural Bronze (NB)



Ashley Norton will complete orders for Light Bronze placed with us prior to November 24. We will continue to accept Light Bronze orders for approximately six months, but only to complete existing jobs, or in the event of a warranty concern. Should you prefer to change the finish for Light Bronze orders on hand with us, please contact us so we can look at production status and advise on best options. 


We are working on plans to update displays and we will be in contact shortly with further details.  We ask that Light Bronze product not be removed from displays since the lever/backplate design, or cabinet hardware design is still current. We will ask our sales representatives to replace LT pieces with alternative finishes and we would like to recover the old pieces as finish reference samples.  We are also preparing labels which will indicate that the finish is not available but product design remains current.


We apologize for any delays your company may have experienced with our Light Bronze products over the past few months and we look forward to restoring your confidence in Ashley Norton.


We plan to develop and introduce a new finish in the medium bronze family which we can produce reliably and consistently. In the meantime, our new Natural Bronze (NB) patina may be a viable substitute for homes where a lighter bronze tone is preferred. 

JASON 1/1/2022

True Color Guide

Fairmont December Updates

Please see below for Fairmont December Updates!

Holiday Hours – Fairmont Designs will be closed Friday December 24 – Sunday January 2, 2022 in observance of Christmas and New Year’s. Reopening on Monday January 3rd, 2022. In addition, they will be conducting inventory Tuesday, December 21 – Thursday December 23rd. As a result their last shipping day will be Monday December 20th.

Current Promotions and Sales 

  • Product Bundles – Attached are updated Product Bundles. Toledo has now been added to the offering.
  • Also attached is an updated inventory of Phase Out products and the “Fairmont Sale” with clearance items priced at reduced net costs by item.    

SubZero Availability Update

 Sub-Zero is experiencing supply chain shortages which has an impact on availability dates. Adjustments are schedule to be completed on December 3rd in the ordering system. I recommend checking the availability dates on Friday and again over the weekend if possible.

   On the other hand, we should start to see reduced lead times on Cove and Wolf as they are ramping up manufacturing. (Exception being Induction & Dual Fuel Ranges)

Waterworks Shipping Status_11.30.21

Please note at this time the Waterworks Distribution Center is working through a large backlog of shipments.  As of today, Tuesday, 11/30, the shipping status is as follows:

·         Expedited shipments are current – we are shipping same day picks for overnight and second day service levels as per normal operations.  However please note expedited shipments require prior Regional Manager approval before being processed

·         Freight/LTL shipments are backlogged – we are currently working on orders that were picked 4 – 5 business days ago

·         Small package shipments (standard S01 service level) are backlogged – we are currently working on orders that were picked 8 – 9 business days ago

·         All remaining shipments will continue to be prioritized by pick date

We are continuing to work through the shipping backlog and will provide updates as they become available.

If you have any questions on the status of your order, please reach out to bporderstatus@waterworks.com.

True Side By Side Training – Video is Short but powerful!

Since our brand has taken off the last several years and uncertain times for onsite training exist due to the pandemic, we continue to feel video and live zoom will continue to be excellent training aid.  As always, I am ALWAYS available for live training in your stores at any time.  Just call and schedule me in.

More to training videos to come, but please simply forward this short but powerful training video link and attachment!  Ask your team to watch please!

I have also have included an excellent presentation to show your team the power of our painted products and pictures of samples and how to price.

Also our quote system only takes seconds on our website for your custom quotes!!!  Please use it to do any and all quotes.  

As always I am available 24/7 to you on anything True! (for one on one or group Training and can provide free samples to your clients upon request!)

Since there as been many price adjustments this year I continue to remind you the 11-4-21 Prices are Current.  Consumer Rebates Expire 12-31-21

Robern Lead Time Report – November 29, 2021

Robern Customer Delight Team

  • We are currently at a 48 business hour response time in all of our email boxes!!!!
CategoryProductModel #Ship DateBack to Normal Lead Time
Medicine CabinetsPL Portray Shipping now2nd week in December
Medicine Cabinets & MirrorsMain Line – Rosemont – Brushed Bronze  End of March1st week in April
Medicine CabinetsProfiles Targeting 2nd week in December3rd week in December
MirrorsVitality – 48” W x 36” H Mirror (Flip) – Inset Lit, Perimeter LitYM4836RIFPD3P, YM4836RPFPD3P2nd week in December2nd week in December
MirrorsVitality – 36” W x 40” H Mirror – Perimeter LitYM3640RPFPD32nd week in December2nd week in December
Vanity & Decorative CabinetsMatte Gray Finish 3rd week in December4th week in December
Vanity TopsBodo/Skaarsgard Integrated Top – 36” WTA36MCO102-8CS8Early December; additional shipments between now – AprilEnd of April
Vanity TopsBodo/Skaarsgard Integrated Top – 60” WTA60MDO102-8CS9Early December; additional shipments between now – AprilEnd of April
Mag MirrorsSwing Out Magnification MirrorSOMMShipping now; will continue shipping in DecemberEnd of December

The below Craft Series SKUs are AVAILABLE in our inventory and SHIPPING NOW

Craft Series SKUDescription
CVBO36203VANITY, BODO 36, LIGHT GRAY OAK
CVCH6021068VANITY, CHES HILL 60, WTH OAK DR, IR BLK
CVCH6020369VANITY, CHES HILL 60, LT GRY OAK, BR PEW
CVBO60203VANITY, BODO 60, LIGHT GRAY OAK
CVSK6020469VANITY, SKAARSGARD 60, RUSTC OAK, BR PEW
CVCH3620369VANITY, CHES HILL 36, LT GRY OAK, BR PEW
CVCH2421068VANITY, CHES HILL 24, WTH OAK DR, IR BLK
CVCH2420369VANITY, CHES HILL 24, LT GRY OAK, BR PEW
CVSE2420169VANITY, SENDAI 24, NATUR GRY, BRU PEWTER
CVHE60204VANITY, HELDEN 60, RUSTIC OAK
CVSE6020169VANITY, SENDAI 60, NATUR GRY, BRU PEWTER
CVBE6021587VANITY, BERGMAN 60, M BLK OAK, AGED BRAS
CVBE6020169VANITY, BERGMAN 60, NATUR GRY, BR PEWTER
CVSE3620169VANITY, SENDAI 36, NATUR GRY, BRU PEWTER
CSSE208020169STRGE, SENDAI 2080, NATUR GRY, BR PEWTER
CM5636W21068MIRROR, 5636, WTHR OAK w/ IRON BLK INLAY
CM5636W20369MIRROR, 5636, LT GRY OAK w/ BR PEW INLAY
CM2440L69MIRROR, CONTOUR METAL 2440, BRSHD PEWTER
CM2440L87MIRROR, CONTOUR METAL 2440, AGED BRASS
CM2440W21068MIRROR, 2440, WTHR OAK w/ IRON BLK INLAY
CM2430W21068MIRROR, 2430, WTHR OAK w/ IRON BLK INLAY
CM2440W20369MIRROR, 2440, LT GRY OAK w/ BR PEW INLAY
CM2430W20369MIRROR, 2430, LT GRY OAK w/ BR PEW INLAY
CM2440P204MIRROR, PILL WOOD 2440, RUSTIC OAK
CM2440F69MIRROR, THIN FRAME METAL 2440, BR PEWTER
CM2430F69MIRROR, THIN FRAME METAL 2430, BR PEWTER
CM2440F84MIRROR, THIN FRAME METAL 2440, POLISH SS
CM2430F84MIRROR, THIN FRAME METAL 2430, POLISH SS
CM2430R87MIRROR, ROUND CORNER METAL 2430, AGD BRS
CM2440R69MIRROR, ROUND CORNER METAL 2440, BR PEWT
CM2440R88MIRROR, ROUND CORNER METAL 2440, ANT BRZ
CM2430R88MIRROR, ROUND CORNER METAL 2430, ANT BRZ
CM2440R68MIRROR, ROUND CORNER METAL 2440, IRN BLK
CM2430R68MIRROR, ROUND CORNER METAL 2430, IRN BLK
CM2440F206MIRROR, THIN FRAME WOOD 2440, LT BRT OAK
CM2440F203MIRROR, THIN FRAME WOOD 2440, LT GRY OAK
CM2440F204MIRROR, THIN FRAME WOOD 2440, RUSTIC OAK
CM2430F203MIRROR, THIN FRAME WOOD 2430, LT GRY OAK
CM2430F204MIRROR, THIN FRAME WOOD 2430, RUSTIC OAK
CM2436H84MIRROR, PIVOT METAL 2436, POLISHED SS
CM4740T87MIRROR, TRIPTYCH METAL 4740, AGED BRASS
CM4740T69MIRROR, TRIPTYCH METAL 4740, BR PEWTER
CM2440A87MIRROR, ARCHED METAL 2440, AGED BRASS
CM2440A69MIRROR, ARCHED METAL 2440, BRUSHD PEWTER
CM2430S68MIRROR, SCALLOPED METAL 2430, IRON BLACK
CM2430S88MIRROR, SCALLOPED METAL 2430, ANT BRONZE
CM2440S68MIRROR, SCALLOPED METAL 2440, IRON BLACK
CM2440S88MIRROR, SCALLOPED METAL 2440, ANT BRONZE
CM2436H88MIRROR, PIVOT METAL 2436, ANTIQUE BRONZE

The below Craft Series SKUs are shipping in limited quantities as of the below date:

Craft Series SKUDescriptionShipping in Limited Quantities
CVBO36206VANITY, BODO 36, LIGHT BURNT OAKEnd of February
CVSK3620469VANITY, SKAARSGARD 36, RUSTC OAK, BR PEWEnd of February
CVBO60206VANITY, BODO 60, LIGHT BURNT OAKMiddle of May
CVCH3621068VANITY, CHES HILL 36, WTH OAK DR, IR BLKEnd of February
CVHE36204VANITY, HELDEN 36, RUSTIC OAKEnd of February
CVSE2421587VANITY, SENDAI 24, MA BLK OAK, AGED BRASMarch
CVSE6021587VANITY, SENDAI 60, MA BLK OAK, AGED BRASEnd of February
CVSE3621587VANITY, SENDAI 36, MA BLK OAK, AGED BRASEnd of February
CVBE3621587VANITY, BERGMAN 36, M BLK OAK, AGED BRASEnd of February
CVBE3620169VANITY, BERGMAN 36, NATUR GRY, BR PEWTEREnd of February
CSSE208021587STRGE, SENDAI 2080, M BLK OAK, AGED BRASEnd of February
CSSK208020469STRGE, SKAARSGARD 2080, RUS OAK, BR PEWTEnd of February
CM2440F87MIRROR, THIN FRAME METAL 2440, AGED BRASEnd of February
CM2430F87MIRROR, THIN FRAME METAL 2430, AGED BRASMiddle of May
CM2440R87MIRROR, ROUND CORNER METAL 2440, AGD BRSEnd of February
CM2430R69MIRROR, ROUND CORNER METAL 2430, BR PEWTEnd of February
CM2430F206MIRROR, THIN FRAME WOOD 2430, LT BRT OAKMiddle of May
CVMA368788CONSOLE, MACKEY 36, AGED BRASS, ANT BRNZMiddle of December
CVMA366968CONSOLE, MACKEY 36, BRU PEWT, IRON BLACKMiddle of December
CVMA608788CONSOLE, MACKEY 60, AGED BRASS, ANT BRNZMiddle of December
CVMA606968CONSOLE, MACKEY 60, BRU PEWT, IRON BLACKMiddle of December
CSMA20808788STORAGE, MACKEY 2080,  AGD BRS, ANT BRNZMiddle of December
CSMA20806968STORAGE, MACKEY 2080,  BR PEWT, IRON BLKMiddle of December
CM0030C86MIRROR, ROUND METAL 30, BRASSEnd of June
CM2440M8788MIRROR, MIX METAL 2440, AGD BRS, ANT BRZMiddle of December
CM2440M6968MIRROR, MIX METAL 2440, BR PEWTR, IR BLKMiddle of December

Classic and Inspire finishes, Profiles vanities, and Engineered Stone Tops are at a 4 week lead time.

All other cabinets, wall mirrors, vanities in the Essentials finishes, lighting, and glass tops are at a 2 week lead time. To review standard lead times, visit here.

Best Discontinued Models