Appliance Gallery: A Case Study

Appliance Gallery Showroom

Appliance Gallery in Dayton, OH, served luxury homeowners and builders in the area for over 30 years. Like many local, independent dealers, they served two primary audiences: custom home builders and high-end homeowners. However, their presence was mostly unknown. They needed greater exposure—beyond local magazine and newspaper ads—to reach a new level of growth.

But owner John Redden was not sure how to develop a marketing plan that would help them grow. Local advertising agencies were eager to sell him more advertising, but they had little understanding of the industry. Was an all-digital approach the answer? Or should they go with TV or other media? How could they increase their market share without blowing their budget? And how do they boost their growth with builders? 

When we started working with John, he told us his goal was to maintain his average 15% growth. We warned him that it would take time, but we expected to see results within one year. Shortly before we hit that mark, John shared that, to his surprise, he was averaging 30% growth—triple the annual growth rate in the industry.

John knew that their website was out of date. But should he use retail services to build one? Should he invest in a custom website? And what strategy would help capture new customers for premium and luxury brands? All of these questions seemed overwhelming. After all, John was an expert in appliances, not in website design or digital marketing strategies. They needed someone with experience navigating the appliance industry who also knew how to reach a high-end audience. 

When Riley & You connected with John, our first step was to walk through building a complete company strategy. After all, without a clear direction and strategy, any advertising or website adjustments would fall flat. Our strategy included: 

  • A rebrand of the company 
  • Research to identify their ideal audience within 20 miles of their showroom 
  • Tactics on how to leverage the right media 
  • A revised annual budget for advertising 
  • Direct communications with manufacturers to find additional support 

We also determined that modernizing their website through a known appliance industry hosting company did not have to be expensive and that adding a blog was essential to educate customers on premium and luxury brands.

Additionally, we recommended updates to his showroom that would enhance the customer experience. The Appliance Gallery staff moved quickly while the marketing team at Riley & You rebuilt their logo, established a new branding style, and presented the company in a different light. 

Appliance Gallery Showroom

Because John and his sales team wanted to add local key builders to their client base, we worked with John to host an unforgettable Christmas party for the local Home Builders Association. We helped leverage his manufacturer relationships to cover the event costs, and now the annual Christmas party is a big hit with nearly 100 attendees. 

When we started working with John, he told us his goal was to maintain his average 15% growth. We warned him that it would take time, but we expected to see results within one year. Shortly before we hit that mark, John shared that, to his surprise, he was averaging 30% growth—triple the annual growth rate in the industry.

Our new strategy—focused on reaching high-end homeowners through email marketing, digital advertising, luxury direct mail, and highly targeted local newspaper ads—was working. Additionally, his builder client base doubled, and John recently expanded his showroom to twice its size without breaking the bank. Within a few short years, Appliance Gallery has become widely known in the Dayton area, and John is recognized as a leader and preferred supplier to the custom home building industry. This is the power of finding the right partners with the marketing knowledge and expertise you need to help your business grow. That’s what we do at Riley & You. 

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