Installments: Elevating your skills in flash-coving vinyl

October 21, 2019 | Comments Off on Installments: Elevating your skills in flash-coving vinyl

October 14/21, 2019: Volume 35/Issue 8 By Mike Pigeon   As with all trades and trade skills, there are different levels of expertise and capabilities that everyone can achieve. When it comes to resilient flooring installations that require an integral cove, this is where it usually separates the good, the bad and the ugly. (Especially when you add in the seamless floor factor and every seam needs to be welded, both vertical and horizontal.) As...

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Marketing Mastery: Great marketing cures a lot of ills

October 21, 2019 | Comments Off on Marketing Mastery: Great marketing cures a lot of ills

October 14/21, 2019: Volume 35/Issue 8 By Jim Augustus Armstrong   (Second of two parts) In part one of this series (FCNews, Sept. 16/23), I made the point that, hopefully, industry-wide solutions to the installer shortage are coming, but that might take a while. In the short term you’ve got to solve it for yourself, which generally means either hiring installers away from other retailers, or recruiting and training them yourself. Either way, if you...

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Lisbiz Strategies: How to stand apart from the pack

October 21, 2019 | Comments Off on Lisbiz Strategies: How to stand apart from the pack

October 14/21, 2019: Volume 35/Issue 8 By Lisbeth Calandrino   Do you ever wonder how stores that are so much alike can stay in business? (I’m talking about home centers in particular.) Think about it; they have the same problems you have: distinguishing themselves from the competition. Not only are they the same size, but they carry very similar products as their competitors. I bring this up because businesses are always struggling with developing a...

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Lessons learned: In flooring, it really does pay to be green

October 21, 2019 | Comments Off on Lessons learned: In flooring, it really does pay to be green

October 14/21, 2019: Volume 35/Issue 8 By Tom Jennings   “I have never been hurt by anything that I didn’t say.” – Calvin Coolidge While this saying may have proven to be beneficial in the world of politics, I think it is proving to be detrimental to today’s flooring dealer. The success and survival of a retail store depends on a thorough and ongoing awareness of the community it serves. Fine tuning the business and...

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Al’s Column: Weighing the impact of the ‘Wayfair’ case

October 21, 2019 | Comments Off on Al’s Column: Weighing the impact of the ‘Wayfair’ case

October 14/21, 2019: Volume 35/Issue 8 By Roman Basi   The recent Supreme Court decision (South Dakota v. Wayfair, Inc.) has dramatically impacted online retailers and increased possible successor liability risks in terms of merger and acquisition transactions. Prior to the Wayfair ruling, the “physical presence” standard set out in Bellas Hess and Quill controlled online retailers’ necessity to pay South Dakota sales tax. The physical presence rule allowed out-of-state retailers who sell their products...

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Marketing mastery: Attracting installers in a tight labor market

September 20, 2019 | Comments Off on Marketing mastery: Attracting installers in a tight labor market

September 16/23, 2019: Volume 35, Issue 7 By Jim Augustus Armstrong   (First of two parts) On Aug. 23, I attended the Flooring Installation Taskforce meeting held at the CFI convention in San Antonio. This meeting was hosted by the Floor Covering Leadership Council to help further the mission of solving the installer shortage. Robert Varden, vice president of CFI, did a fantastic job presenting the challenges and providing real, actionable solutions to recruit a...

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Lessons learned: Never throw good money after bad hires

September 20, 2019 | Comments Off on Lessons learned: Never throw good money after bad hires

September 16/23, 2019: Volume 35, Issue 7 By Tom Jennings   Much has been written and discussed regarding the costs associated with making a bad hire. We have all experienced them. There are costs incurred before the hire is ever made. Job placement services, if utilized, carry a fee. So, too, does advertising the position available. Overtime expenses may be incurred as existing staff have to cover the duties of those not present. The cumulative...

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Al’s column: Creating a great brand experience

September 20, 2019 | Comments Off on Al’s column: Creating a great brand experience

September 16/23, 2019: Volume 35, Issue 7 By Chris Wallace   If you asked most people to tell you their favorite flooring brand, they’d struggle. In fact, they probably wouldn’t have one at all—and with reason. Brand recognition is incredibly low in the flooring industry, research shows. It isn’t easy to be a brand in the flooring sector. The product goes from the manufacturer that makes it to the retailers that sell it, and somewhere...

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Marketing mastery: The low-hanging fruit is where you find gold

September 6, 2019 | Comments Off on Marketing mastery: The low-hanging fruit is where you find gold

September 2/9, 2019: Volume 35, Issue 6 By Jim Augustus Armstrong   (Second of two parts.) In my books, articles, webinars and seminars, I often feature case studies of dealers who have close ratios of 60%-80% (the national average is only 30%-35%), command margins of 50% or more and stay booked out for weeks or months at a time. Occasionally, someone will say these results are impossible. I don’t blame dealers who feel this way...

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Lisbiz strategies: How to disagree without being a jerk

September 6, 2019 | Comments Off on Lisbiz strategies: How to disagree without being a jerk

September 2/9, 2019: Volume 35, Issue 6 By Lisbeth Calandrino   We’ve all felt like a pushover at some point in our lives. We let someone talk us into something that wasn’t for our own good. In fact, we knew we shouldn’t have done it, but we did it anyway. Whether you’re interacting with a customer, negotiating with a vendor, managing an employee or making your case to a business partner, you need to learn...

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