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Installments: Why should I attend Surfaces?

January 6/13, 2014; Volume 27/Number 18

Swift, GerryBy Gerry Swift

Maybe I’ve been in a rut. Maybe I need some new ideas, a fresh approach or just some enthusiasm for flooring after a tough 2013. There is no better way to ignite those competitive fires than investing the time and money for a concentrated agenda of seminars, meetings, non-stop new ideas and networking. Yes, you have to be away from the familiar grind for a few days, but it’s worth it. Continue reading Installments: Why should I attend Surfaces?

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Installments: The dealer’s perspective

Dec. 9/16 2013; Volume 27/number 16

By Dave Stafford

Dave Stafford

Every dealer hopes for impeccable performance from his mill suppliers. If he doesn’t get the service he expects, and amends are not quickly made, a budding relationship may be doomed. Continue reading Installments: The dealer’s perspective

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Installments: Twisting in the wind

Oct. 7/14 2013; Volume 27/number 12

By David Stafford

David Stafford

This is exactly how I felt while awaiting the arrival of a service technician: No longer was I the master of my day. I could not take care of other pressing matters since I had to “be available” whenever it struck his fancy to show up. Continue reading Installments: Twisting in the wind

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Installments: Prepare for installation management success

Sept. 16/23 2013; Volume 27/number 11

By Gerry Swift

Screen Shot 2013-09-25 at 3.17.19 PMLet’s face it, no matter how well the sales process goes, if the job blows up in the field, we’re going to be looking for a new client to replace the one we just lost. Our reputation suffers along with the more immediate financial turmoil. Continue reading Installments: Prepare for installation management success

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Installments: Government business can be a good niche

July 22/29, 2013; Volume 27/Number 7

By Dave Stafford

Stafford,-DavecolorIn spite of the current headlines and daily recital abuses, the government can be a source of profitable, steady business if you do your job right. Having dealt with plenty of government challenges as a flooring contractor, here are some tips for when you are tempted to blow a gasket over red tape:

Win that next contract by doing better research than your competitors. Under the FOIA [Freedom of Information Act] you can often obtain complete information about previous contracts, contract awards and contract use. This can explain focuses for a multi-year, multiple item product installation solicitation. I once reviewed a current multiple award contract up for rebid and found that over 80% of the volume came from one contract item. This suggested that one would be wise to pack profit into that item. Continue reading Installments: Government business can be a good niche

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Find the perfect installer

by David Stafford

Be on the lookout for that perfect installer to make you and your client’s vision a reality. The ideal installer is 21 years old with 30 years experience, fluent in English and Spanish, with the mind of Einstein, the patience of Job, and willing to work for whatever your pay rate might be. In addition, have a crew that can be expanded from two to 20 at will, and able to go to work tomorrow.

The only trouble is, that’s not reality. Drawing upon my experience and misadventures, here are some questions for your quest:

Does he have the experience to quickly evaluate floor plans and job site information to know exactly what he’s supposed to do? Is your schedule reasonable given the described site conditions? Continue reading Find the perfect installer