I know there have been other posts on this topic, but recently I have had to do battle with some rental companies in my region and elsewhere to help dispel the myth that renting furniture is "Staging." I have had "discussions" with large national companies on behalf of Stagers, sticking my neck out to straighten out what I feel is a blatant misperception being fed to the public. The misperception is that "rental companies can Stage a house." Is furniture the only thing needed in a vacant house? Some sellers believe that is true - and this damages what we do as Stagers.
Anyone else out there also fighting this battle? What I have done is set the record straight with the District Managers and VPs that will listen. The showroom reps of rental companies have a goal of renting furniture. They could care less about a house selling - and I shared this with the people I spoke with. They agreed. The DM's and VP's have quotas to meet - they want to rent furniture. Some stores even have some light decor they carry - but it's still not enough. They are not hiding the fact that ultimately their goal is to rent furniture - and they will do it for the longest contract duration they can pass on to the client.
As a Stager, my goal is to SELL the house - just like the Realtor's. My part in introducing any rental at all is so that it will help the house to sell - not have a long term rental contract. When waged labor is used to place furniture in a house, it undercuts a Stager's time - that we bill for - and in essence undercuts our ability to compete for a job. It became personal to me - taking money from my business and from my family- and I was not a happy Stager. I thought to myself, if these rental companies do not get on board with partnering with Stagers, then we would consider them competition and direct our business elsewhere. Do not let rental companies hold you hostage with higher than necessary fees and terms that do not fit the market you are in - WE are their customers and we bring multiple client to them. The loyalty needs to go both ways.
What I found in one situation was the rental company was charging Stagers DOUBLE the delivery fees of the man off the street because they said us stagers kept their delivery guys out longer than the regular seller. That was not true - and was shocking for me to find out. They were also giving the same pricing as I get to the consumer instead of giving me a discount that acts as an incentive for the consumer to connect directly with me. I had two proposals come to a screeching halt when the customer connected with the rental company who took the business direct, undercut my pricing, and installed what I thought was an awful combination of pieces that did not look right. Not only that, they had the nerve to tell the seller they were helping to "stage" the house.
Ever seen a cake with no frosting? That is what I told the rental companies they were offering to sellers who come direct to them - thinking that just furniture is enough. "Here buy this cake with no frosting - it's just as nice as the one down the street that has all the frosting and finishing touches." Furniture is important in a vacant house, but the job is still not complete - and would be like having a cake with no frosting. We are the icing on the cake - the look that pulls it all together and has that "WOW" appeal. A house with just furniture is stark and unappealing. A Staged house needs the final touches - to pull it together - and create enough buyer appeal to bring an offer.
So, I went to the DM and asked for better pricing, asked for lower delivery fees, asked for discounts that we get that the man off the street does NOT get, and asked for referral fees. So far - so good as far as positive response - but I have yet to see anything actually in writing. The rental companies say they do not want to be Stagers but their reps will call themselves that - and even try to take business from professional Stagers. I always say to the DM's and VP's - "Unless I am missing something and your reps are actually being given some sort of incentive to take Staging jobs, there should never be a conflict or confusion. Jobs should be referred to Stagers that work with the rental company as a reward for bringing them business." The rental company still gets the business, and they are honoring their relationships with Stagers by helping share opportunities.
They want our help in educating them and their reps so that when a person comes in and says, "I don't want a Stager, can't you just help me?" they can tell them the pros of working with a trained professional, and one that can offer them MORE than if they just go direct. That is the goal anyway.
So I wonder, what is your experience in your region? I have a finger on the pulse of the Western region - but am interested to know what you have found on your end? What I know is that one bad reivew on this site and via email to colleagues nationwide could greatly impact the success of particular companies that serve our regions - and I am not interested in supporting companies that are intent on competing with me and taking business and income. Take a stand in your areas if this is happening to you as well - I imagine that it must be and the good news is there IS something you and we can do about it.
-Jennie
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