Al's column: Tax breaks—What you need to know

May 3, 2018 | Comments Off on Al's column: Tax breaks—What you need to know

April 16/23, 2018: Volume 33, Issue 22 By Bart Basi   If you’ve managed to secure an extension to file your 2017 taxes, there are some things you need to know. If you thought the Tax Cuts and Jobs Act (TCJA) signed into law Dec. 22, 2017, was the final determination on tax matters for the future, you were wrong. Earlier this year, Congress approved the Bipartisan Budget Act, which contains a number of tax...

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Al's column: Turning browsers into buyers

April 10, 2018 | Comments Off on Al's column: Turning browsers into buyers

April 2/9, 2018: Volume 33, Issue 21 By Lisbeth Calandrino   In this modern age of digital marketing, it’s critical retailers move beyond the traditional means of targeting consumers. Don’t get me wrong; I’m not suggesting dealers completely abandon tried-and-true methods of marketing to new and existing customers. Rather, they should seize all available opportunities—along with the host of online marketing tools available—to turn browsers into buyers. According to Salesforce Marketing Cloud, a provider of...

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Al’s column: Turning browsers into buyers

April 10, 2018 | Comments Off on Al’s column: Turning browsers into buyers

April 2/9, 2018: Volume 33, Issue 21 By Lisbeth Calandrino In this modern age of digital marketing, it’s critical retailers move beyond the traditional means of targeting consumers. Don’t get me wrong; I’m not suggesting dealers completely abandon tried-and-true methods of marketing to new and existing customers. Rather, they should seize all available opportunities—along with the host of online marketing tools available—to turn browsers into buyers. According to Salesforce Marketing Cloud, a provider of digital...

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Al's column: The upside to polished concrete

March 26, 2018 | Comments Off on Al's column: The upside to polished concrete

March 19/26, 2018: Volume 33, Issue 20 By John McGrath From a design perspective, the look of polished concrete floors and open ceilings is a highly desirable, contemporary aesthetic for commercial spaces. As a major trend sweeping across retail, industrial and other markets, architects and designers are finding polished concrete has significant environmental, safety, sustainability and maintenance benefits as well. From helping to earn U.S. Green Building Council (USGBC) LEED credits to providing performance benefits,...

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Al's column: Discounting can actually hurt sales

March 14, 2018 | Comments Off on Al's column: Discounting can actually hurt sales

March 5/12, 2018: Volume 33, Issue 19 By Jerry Levinson   During a recent weekly meeting with my staff, we were discussing ways in which we could improve our closing rate. Normally, there is a sale, special, discount or promotion that we offer our customers. Furthermore, it is common for customers to ask for an additional discount. We role play at our meetings and go through the process of measuring, product selection, establishing what a...

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Al's column: Advantages of lead-gen systems

February 26, 2018 | Comments Off on Al's column: Advantages of lead-gen systems

February 19/26, 2018: Volume 33, Issue 18 By Jason Goldberg   (Second  of two parts) In part I of this article (FCNews, Feb. 5/12), I provided an overview of what constitutes a good lead management system. In this second installment, I will delve into specifics and talk about the advantages such programs offer retailers. Accountability. Managers can now hold their salespeople accountable for tracking their assigned leads. They can calculate their RSAs’ close rates.  Furthermore,...

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Al's column: How to better manage lead generation

February 15, 2018 | Comments Off on Al's column: How to better manage lead generation

February 5/12, 2018: Volume 33, Issue 17 By Jason Goldberg  (First of two parts) It stands to reason that more leads will result in more sales for your company, right? Not so fast. Leads only convert into dollars when they are properly managed by your salespeople, managers and marketing team. Many flooring retailers make the mistake of thinking lead generation is the key to success, so they invest thousands of dollars driving potential customers to...

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Al's column: Learning to better serve your customers

January 25, 2018 | Comments Off on Al's column: Learning to better serve your customers

January 22/29, 2018: Volume 33, Issue 16 By Brian Gracon   There’s likely a huge gap between how you see your business and how your customers see it. Eighty percent of businesses think they provide great customer experiences, but only 8% of customers agree. Maybe we just don’t know what our customers really want, which can be a big problem. When your customers are not happy—even if they are being unreasonable—they now have the power...

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Al's column: Design—Creating desirable living spaces

January 16, 2018 | Comments Off on Al's column: Design—Creating desirable living spaces

January 8/15, 2018: Volume 33, Issue 15 By Bea Pila   The renowned American architect and interior designer Frank Lloyd Wright once said, “Form follows function—that has been misunderstood. Form and function should be joined in spiritual union.” As an interior designer, I am often asked, “What is your style?” I cringe at the question. The word design conjures the notion of a look or aesthetic, but for me it is all about emotion. Growing...

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Al's Column: How to develop a ‘right-sized’ marketing plan

December 19, 2017 | Comments Off on Al's Column: How to develop a ‘right-sized’ marketing plan

December 18/25, 2017: Volume 32, Issue 14 By Jennifer Smiga   (First of two parts) The slick print campaigns and glowing Instagram stories of big brands can make successful marketing feel out of reach, especially when you are running a one-person marketing department for a company, drafting budgets while posting to Facebook in the same day. It could even be soul crushing. If you’re in this position, don’t let it get to you. You can...

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