Ramtin Naimi

I'd be like, do you guys want to take home the pillows?

Do you want to take home the coffee table?

What about the rug?

They're like, no, no, no, we just want the sectional.

And I would take everything off of it to show them what it would look like when it got home.

I would constantly encourage them to take it because they would be very unhappy with the way it looked when it came home.

And there was no harm in returning it because unlike commissions, incentives were not rolled back when things were returned to us.

So...

I did focus on that.

And while some had a lot of very low sectionals and sofas, and I would ask them if they have a coffee table at home.

Like, yeah, I'm like, is it a low coffee table?

They said, no.

I'm like, well, have you ever seen a coffee table that's higher than a sectional?

Like you need to prop your legs upward.

It's not going to look good.

It's not going to be comfortable.

You should take this coffee table also.

So I ended up having like the highest average ticket sales at West Elm.

The hourly rate was nothing compared to what you got on those incentives.

So I really just focused on upsizing those sales.