Marketing mastery: Customer appreciation goes a long way

December 14, 2018 | Comments Off on Marketing mastery: Customer appreciation goes a long way

December 10/17, 2018: Volume 34, Issue 14 By Jim Augustus Armstrong   To understand the importance of customer recognition, let’s take a minute and put ourselves in our customer’s shoes. Cathy Consumer is a 35-year-old mother of three, all under the age of 10. She and her husband work full time. Cathy loves her kids and is a devoted mother, but they’re a little weak in the recognition and appreciation department. Maybe they show some...

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Al’s column: Do you know the basics of ‘basis?’

December 14, 2018 | Comments Off on Al’s column: Do you know the basics of ‘basis?’

December 10/17, 2018: Volume 34, Issue 14 By Roman Basi   When buying or selling a business, it’s vital to understand the role “basis” plays—whether it’s asset basis or stock basis—in the purchase price allocation and overall structure. Following are a few pointers on the interplay between an asset basis purchase and stock basis purchase. Buyers generally favor an asset sale for the stepped-up asset basis, an upward readjustment of value in a fixed asset...

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Lisbiz strategies: Fighting fiery situations with cool temperament

November 30, 2018 | Comments Off on Lisbiz strategies: Fighting fiery situations with cool temperament

November 26/December 3, 2018: Volume 34, Issue 12 By Lisbeth Calandrino The other night a friend and I were having dinner at a local restaurant. All of a sudden, I hear a male customer yelling at the top of his lungs: “I’ve been insulted by the waitress; I don‘t have to take this!” He kept at it as the waitress tried to calm him down, but nothing seemed to help. Then the owner came out...

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Marketing mastery: Proceed with caution when purchasing leads

November 30, 2018 | Comments Off on Marketing mastery: Proceed with caution when purchasing leads

November 26/December 3, 2018: Volume 34, Issue 12 By Jim Augustus Armstrong   The importance of lead generation can’t be overstated in today’s age of online marketing. But beware—not all lead-generation systems are created equal. Case in point is HomeAdvisor, which is being sued by a group of eight home-improvement companies. The city of San Francisco is also taking HomeAdvisor to court for making false or misleading claims regarding background checks on contractors. Here are...

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Lessons learned: Monitor performance, generate better results

November 30, 2018 | Comments Off on Lessons learned: Monitor performance, generate better results

November 26/December 3, 2018: Volume 34, Issue 12 By Tom Jennings   Store owners and managers, this one’s for you. In my experience in consulting retailers on a national basis, I get the opportunity to observe a large and varied amount of sales personnel in action. One glaring observation I have noticed is most of these salespeople need one thing that appears to be sadly lacking in most operations: some constructive and active management. I...

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Al’s column: Push your RSAs, help them grow

November 30, 2018 | Comments Off on Al’s column: Push your RSAs, help them grow

November 26/December 3, 2018: Volume 34, Issue 12 By Lisbeth Calandrino   Recently I recorded a webinar on “How to grow your business while working less.” (Disclosure: The event was sponsored by FCNews and moderated by Jim Augustus Armstrong of Flooring Success Systems and an FCNews columnist. If you missed it, I can send you the link.) One of the interesting questions had to do with managers and what Armstrong called their “limiting” beliefs. To clarify, a...

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Marketing mastery: Best ways to generate unlimited, quality leads

November 19, 2018 | Comments Off on Marketing mastery: Best ways to generate unlimited, quality leads

November 12/19, 2018: Volume 34, Issue 11  By Jim Augustus Armstrong   (Last of three parts) In my last two columns I discussed the pitfalls of buying leads from popular online referral services. I also discussed several proven alternatives to generating high-quality leads. Today I’m going to discuss how to get other businesses to send you an ongoing stream of leads for free. Every flooring dealer knows how easy it is to work with customers...

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Guest column: Attend markets, make some ‘dough’

November 19, 2018 | Comments Off on Guest column: Attend markets, make some ‘dough’

November 12/19, 2018: Volume 34, Issue 11  By Lori Kisner   The economy is booming, new home starts are strong and consumers are investing in home renovations—all great news for the industry. Why is it, then, that retailers are still feeling the pinch? More importantly, how can they grow their businesses and bottom line? Flooring stores aren’t impervious to the issues that occur in other specialty retail industries. Let’s face it—specialty retail is a competitive...

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Lessons learned: Gain an advantage by putting customers first

November 19, 2018 | Comments Off on Lessons learned: Gain an advantage by putting customers first

November 12/19, 2018: Volume 34, Issue 11  By Tom Jennings   It is a reality that most local, independent businesses are constantly being pressured by large mass merchants. It does not matter if you are selling toothpaste or televisions, some large firm is bound to have a bigger, faster, cheaper version that they are promoting with yet another barely believable offer. The floor covering business certainly falls into this category. Too often it seems as...

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Al’s column: Success waits for those who seek change

November 19, 2018 | Comments Off on Al’s column: Success waits for those who seek change

November 12/19, 2018: Volume 34, Issue 11  By Lisbeth Calandrino   Talking with a progressive retailer in the flooring business is a breath of fresh air. Not long ago, I spoke with Ted Gregerson, owner of Abbey Carpet, Anniston, Ala. I’d heard Gregerson runs a successful shop, and I wanted to learn more. What impressed me most was his attitude: forward thinking and always looking for new ways to improve this business and his staff....

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