Countertop Playbook

Natural Stone (granite) Western Canada

September 2018

What’s trending now….

▪ New Colonial Gold

▪ New Shadow Storm Marble

What's coming….

▪ 30 colours – replace ALL current with NEW and larger samples

▪ 2 marble surfaces added

▪ Focus on colour balance adding more whites, greys and light tones

Why change?

▪ Update colours, increase sample size + get on trend!

Marketing collateral

▪ Planned sampling

▪ Low variation colours will receive 3x3 cut samples - 5 each

▪ Higher variation colours will receive tear sheets- 100 per packet

▪ Re-order sheets will be available through local rep

▪ Tear sheets for take-home

▪ Benefits: Shows true scale of pattern, allows for multiple images of slab

variations

▪ Traditional 3x3 samples

Zanzabar

White Springs

Bianco Antico

Delicatus White

Thunder White

Shadow Storm

Fantasy Brown

Arabian Nights

Moon White

St Lucia

Bianco Lucre

Lapidus

Bianco Romano

Biscotti White

Colonial Gold

Silver Diamond

White Sparkle

Ashen White

Majestic White

Capri Grey

Giallo Ornamental

New Caledonia

Ubatuba

Sapphire Blue

Silver Diamond

Steel Grey

Azul Platino

Beige Butterfly

Absolute Black

White Sand

Blue Pearl

Natural Stone Program Value

Home Depot certifies that all

persons visiting your customers’

home and handling their personal

information have had their

criminal background check

completed and passed.

Unlike others we can quote, template and book

installation at the measure appointment.*

Having only one appointment to measure and a

pre-booked installation date to plan other trades

saves our customers time and eliminates

uncertainty and stress around their project.

For a space that reflects our

customers’ personal style customize

their countertop to suit their space.

Choose from 6 unique edges that

are all CNC finished, radius the

corners, add a waterfall, go

seamless! Its entirely up to you**

In many cases just choose your colour,

the templating, installation, eased edge,

rough sink cutout and faucet holes are

included! Plus only pay for the square

footage you use! Most stone shops

charge for the entire slab plus labour!

All countertops are measured by our team

of experienced installers using the best

technology in the world. We begin with

laser measurements, AutoCAD

precision drafting, Slabsmith digital

layouts and Water-jet finishing

Most natural stone countertops come without any

warranty. At Home Depot our customers never

have to worry about their natural stone purchase as

we provide an exclusive, no charge 15 year stain

protection warranty for common kitchen & bath

use AND there is no need to reseal, EVER!

Custom Options

Peace of MindInclusive Pricing $

Pre-Booked Installations

Warranties & Maintenance

*when payment details are provided and signed off at measure.

**Additional charges may apply for some options

Advanced Tooling

THD vs. Competitor

Selection & Retail Transparency

Installations

Warranties & MaintenanceInclusive Pricing $

Value =

Savings +

Backed by

THD

Home Depot Competitor

Measure fee $150 Measure fee $179

Pay only for the measure to

get a firm quote that will not

change

Pay for the entire

countertop ballpark – quote

WILL change after measure

Eased edge included Eased & Bevel* inconsistent

offering

One sink cutout included Sink cutout $215 - +$6.14/sq

ft on a 35 sq ft job

Edge upgrades

$19, $24

Example: Bullnose edge on

typical job 25 lin ft = $475

Edge upgrades $36

Example: Bullnose edge on

typical job 25 lin ft = $900 or

$425 more than HD

Permanent Penetrating

Sealer – Never seal your

countertop again

Topical Sealer, must be

reapplied every year -

Approximate cost over 5

years $1750*

15 Year Stain Warranty No Stain Warranty

Plumbing offered No plumbing option

Example Cost of Upgrade

$475Higher Cost to Upgrade

$11155 Year Cost of Ownership

$05 Year Cost of Ownership

$1750

Home Depot Competitor

30 Colours Roughly 20-25 Colours

Published pricing Many are quote only

Pay ONLY for what you

use

Quote only colours, Pay

for all material waste

Home Depot Competitor

15 Year Stain

resistance warranty

NO Warranty

MUST be sealed

every 6 months to

1 year

No need to re-treat

ever again

Approximate cost

$350/ treatment

approx. $1750 over 5

years

Home Depot Competitor

• 3-4 weeks to install

• Customer pre-select install date

(only available with in home

closing)

• Inconsistent: "it will be 7-8

weeks” no date given

*based on average stone maintenance costs

Measure Targets

Oct Nov Dec Jan Oct Nov Dec Jan

7032 KELOWNA 5 5 3 4 7061 MARLBOROUGH 2 2 1 1

7141 ABBOTSFORD 4 5 3 4 7063 CHINOOK 3 3 1 1

7144 KAMLOOPS 4 3 2 2 7067 SHAWNESSY 2 1 1 2

7171 PRINCE GEORGE 2 2 1 1 7111 COUNTRY HILLS 3 1 1 1

7084 VERNON 4 3 2 3 7037 CALGARY NORTH HILL 1 1 1 1

7252 WESTBANK 4 3 2 5 7082 CALGARY SE 2 2 1 1

7255 CRANBROOK 1 1 1 1 7076 BEACON HILL 3 2 2 2

7273 CHILLIWACK 4 3 3 3 7250 TUSCANY 1 2 1 1

7131 RED DEER 4 4 3 3 7254 AIRDRIE 1 3 1 2

7052 REGINA 4 4 3 3 7223 OKOTOKS 1 1 2 1

7051 SASKATOON 4 4 3 3 7046 N SURREY 3 2 3 2

7170 LETHBRIDGE 3 3 2 2 7047 BURNABY 3 4 1 3

7175 GRANDE PRAIRIE 3 3 2 2 7045 COQUITLAM 3 3 1 4

7036 MEDICINE HAT 3 3 2 2 7044 S SURREY 3 3 1 2

7245 REGINA NORTH WEST 3 3 2 2 7043 RICHMOND 3 3 2 5

7258 LLOYDMINSTER 3 3 2 2 7042 VANCOUVER 4 5 2 4

7265 SASKATOON S 4 4 3 3 7041 LANGLEY 3 6 5 5

7040 NANAIMO 3 6 4 3 7145 PORT COQUITLAM 3 4 2 4

7074 VICTORIA 3 4 3 4 7122 SURREY 4 4 2 4

7177 COURTENAY 3 1 4 2 7062 CLAREVIEW 3 2 2 3

7035 PARK ROYAL 4 2 2 1 7064 WESTEND 3 2 2 2

7055 SAANICH 4 5 2 4 7065 SOUTH COMMON 3 2 3 2

7053 SQUAMISH 2 2 1 1 7117 EDMONTON STRATHCONA1 1 1 1

7259 CAMBIE AND 8TH 4 4 2 4 7119 SKYVIEW 1 1 1 1

7221 CAMPBELL RIVER 2 2 1 1 7172 SHERWOOD PARK 2 2 1 2

7272 DUNCAN 2 3 2 3 7050 SPRUCE GROVE 2 1 1 1

7057 POLO PARK 2 3 2 2 7088 ST ALBERT 2 3 2 1

7058 ST VITAL 3 3 1 3 7248 WHITEMUD 1 2 1 1

7056 CROSSROADS 2 2 1 2 7227 EDMONTON (Westmount Centre)1 2 1 1

7180 WINNIPEG NORTH 3 3 1 2 7268 Edmonton SW 1 0 1 1

7038 BRANDON 1 1 0 0 7222 FORT SASKATCHEWAN 1 1 1 1

7086 WINNIPEG SOUTH WEST4 4 1 1 Total Weekly Targets 480 473 302 373

Hayer

Laird

Sadler

Adams-Farrell

Poliquin

Countertops Weekly Measure Targets Countertops Weekly Measure Targets

Mottershead

Longchamps

Sampling replacement

▪ Countertop selling center updates

▪ Remove all current samples

▪ Install new and larger samples

▪ Replace jelly labels

▪ Clean and mark samples with “new” call-outs

▪ Re-price display if needed

▪ Vignettes and large display wall samples that are no longer part of the 2018 colour palette we will provide and place jelly labels with a suggested alternate colour in the current palette

▪ Jelly Labels will have

a variation key

Reset Schedule

DM Store # Store Name Reset Date Rep DM Store # Store Name Reset Date Rep

7041 LANGLEY Sept 17-Sept 24 Booker 7050 SPRUCE GROVE Sept 17-Sept 24 Michael

7044 SOUTH SURREY Sept 17-Sept 24 Booker 7062 CLAIRVIEW Sept 17-Sept 24 Michael

7045 COQUITLAM Sept 17-Sept 24 Booker 7064 WEST END Sept 17-Sept 24 Michael

7046 NORTH SURREY Sept 17-Sept 24 Booker 7065 SOUTH COMMON Sept 17-Sept 24 Michael

7122 SURREY Sept 17-Sept 24 Booker 7088 ST. ALBERT Sept 17-Sept 24 Michael

7145 PORT COQUITLAM Sept 17-Sept 24 Booker 7117 EDMONTON STRATHCONA Sept 17-Sept 24 Michael

7042 VANCOUVER (TERMINAL) Sept 17-Sept 24 Booker 7119 SKYVIEW Sept 17-Sept 24 Michael

7043 RICHMOND Sept 17-Sept 24 Booker 7172 SHERWOOD PARK Sept 17-Sept 24 Michael

7047 BURNABY Sept 17-Sept 24 Booker 7222 FORT SASKATCHEWAN Sept 17-Sept 24 Michael

7035 PARK ROYAL Sept 17-Sept 24 Booker 7227 EDMONTON WESTMOUNT Sept 17-Sept 24 Michael

7053 SQUAMISH Sept 17-Sept 24 Booker 7248 WHITEMUD EDMONTON Sept 17-Sept 24 Michael

7259 CAMBIE Sept 17-Sept 24 Booker 7268 EDMONTON WINDERMERE Sept 17-Sept 24 Michael

7141 ABBOTSFORD Sept 17-Sept 24 Booker 7175 GRAND PRAIRIE Sept 17-Sept 24 Michael

7273 CHILLIWACK Sept 17-Sept 24 Booker 7258 LLOYDMINSTER Sept 17-Sept 24 Michael

7171 PRINCE GEORGE Sept 17-Sept 24 Booker DM Store # Store Name Reset Date Rep

7032 KELOWNA Sept 17-Sept 24 Booker 7036 MEDICINE HAT Sept 24-Oct 2 Michael

7084 VERNON, BC Sept 17-Sept 24 Booker 7131 RED DEER Sept 24-Oct 2 Michael

7144 KAMLOOPS Sept 17-Sept 24 Booker 7170 LETHBRIDGE Sept 24-Oct 2 Michael

7252 WESTBANK Sept 17-Sept 24 Booker 7051 SASKATOON Sept 24-Oct 2 Michael

DM Store # Store Name Reset Date Rep 7052 REGINA Sept 24-Oct 2 Michael

7040 NANAIMO Sept 24-Oct 2 Booker 7245 REGINA NORTH WEST Sept 24-Oct 2 Michael

7055 VICTORIA-SAANICH Sept 24-Oct 2 Booker 7265 SASKATOON SOUTH Sept 24-Oct 2 Michael

7074 VICTORIA Sept 24-Oct 2 Booker Bryan Mottershead 7255 CRANBROOK Sept 24-Oct 2 Michael

7177 COURTENAY Sept 24-Oct 2 Booker 7037 CALGARY NORTH HILLS Sept 24-Oct 2 Michael

7221 CAMPBELL RIVER Sept 24-Oct 2 Booker 7061 MARLBOROUGH Sept 24-Oct 2 Michael

7272 DUNCAN Sept 24-Oct 2 Booker 7063 CALGARY CHINOOK Sept 24-Oct 2 Michael

DM Store # Store Name Reset Date Rep 7067 SHAWNESSY Sept 24-Oct 2 Michael

7038 BRANDON Oct 1-5 Booker 7076 CALGARY BEACON HILL Sept 24-Oct 2 Michael

7056 CROSSROADS Oct 1-5 Booker 7082 CALGARY SOUTH EAST Sept 24-Oct 2 Michael

7057 POLO PARK Oct 1-5 Booker 7111 CALGARY COUNTRY HILLS Sept 24-Oct 2 Michael

7058 ST. VITAL Oct 1-5 Booker 7223 OKOTOKS Sept 24-Oct 2 Michael

7086 WINNIPEG S.W. Oct 1-5 Booker 7250 CALGARY TUSCANY Sept 24-Oct 2 Michael

7180 WINNIPEG NORTH Oct 1-5 Booker 7254 ARDRIE Sept 24-Oct 2 Michael

David Poliquin

Pierre Longchamps

Pierre Longchamps

Cameron Sadler

Ryan Laird

Sarb Hayer

Bryan Mottershead

Sarb Hayer

Cheryl Adams-Farrell

Countertop Training

Course Name & Number Duration

00151820CA-Laminate Countertops – WBT 15 min

00151821CA-Granite Countertops – WBT 10 min

00151822CA-Corian Countertops - WBT 10 min

00151823CA-Silestone Countertops - WBT 15 min

00151824CA-ECO Countertops - WBT 15 min

00116037CA-PK QuickClips: Laminate Post Formed Countertops - WBT 5 min

00116069CA-PK QuickClips: Dekton Countertops - WBT 5 min

00116142CA-PK QuickClips: GEOS Recycled Glass Surface - WBT 5 min

00151825CA-How to Sell Countertops (Designer Training 2) - Virtual ILT 6 hours

00164054CA-Assessment - How to Sell Countertops - WBT 30 min

• All courses above are required for D29 & D85 associates and

are accessed via myLearning Plan in Knowledge Depot (or

myTranscript if associate has previously completed them)

FAQ’s

❖ What is the difference between topical sealer and our Penetrating Treatment?

▪ Our treatment goes deep into the slab and bonds on a molecular level. The treatment inhibits liquid from entering the stone. Our treatment allows natural breathing a stone needs to remain clean and stain free. Topical sealers do not breath and need to be reapplied ever 6 – 12 months.

❖ What is an A grade natural stone?

▪ Home Depot only offers A- grade stone – it is more consistent with fewer pits/fissures. The entire slab is useable.

❖ What is the difference between eased edge and upgraded double radius?

▪ The double radius has curves on top and bottom a 3mm or 8mm. Double radius edges are superior for in chipping performance

❖ When does my sink need to be on site?

▪ It must be on site at time of measure – without the physical sink we cannot accurately measure for sink holes etc. Please note for Apron sinks they must be on site and installed prior to the measure appointment.

❖ Do the countertops need to be removed prior to measure?

▪ No this is not necessary they can remain in place

❖ How large of a piece can my customer get without a seam?

▪ Currently 126”x62” but is also limited to weight – it is best to call your CSR prior as there may be additional charges

❖ How much over hang will natural stone accommodate with out needing brackets?

▪ Maximum would be 10” on 3cm granite

❖ Are chips on the top covered by warranty? How about silicone between the countertop and sink?

▪ Chips are not covered and are typically caused by impact, external force or are part of the stone. Silicone is covered under the 1 year labour warranty for 1 year. After 1 year there is a service charge.

❖ Do all customers get an in home sale?

▪ Yes, as long as it is during office hours – if the appointment is in the evening or the weekend the customer will be called the next business day.

❖ How far do you travel?

▪ We go up to 100km. The first 30 km is free, 31- 100km I s$1.30 one way. Additional toll or ferry charges may be applicable.

❖ What are the sink mounting options for Undermount sinks? Overhang, Flush and Reveal

Note: Not all sinks have these options available, discuss

with your Valley rep when they are in store

Fun facts ….

▪ Interesting facts about Valley:

▪ VCI has been in business for over 35 years (Established in 1979)

▪ Servicing Home Depot stores for the past 15 years

▪ We employ over 100 employees

▪ VCI installed 113,000 SF of countertops for THD in the last 12 months

▪ That’s approx. 2,800 kitchens or 14 kitchens per business day

▪ In 2017, we averaged 72 MPOs per week

▪ The average in the last 7 weeks is 105

All Countertop information can be found at

www.valleycountertops.com

Password: 4663

Contacts

Valley contacts:

▪ Local Reps:

▪ Booker

▪ 604-866-9822

▪ bbransford@valleycountertops.com

▪ Michael

▪ 587-591-8900

▪ mshular@valleycountertops.com

▪ Customer Service Reps:

THD contacts:

▪ Amy Sigman @ amy_sigman1@homedepot.com

▪ Rose DiFonzo @ roselynn_difonzo@homedepot.com