Dear David: First impressions of your showroom count

August 22, 2017 | Comments Off on Dear David: First impressions of your showroom count

August 14/21: Volume 32, Issue 5 By David Romano Dear David: I have tried just about everything to get my sales associates to better organize the floor but nothing seems to work. I know we need to look better, but there is only so much I can do myself and I cannot afford to hire a cleaning company to come each night to clean and organize the showroom. Any thoughts? Dear Fed Up Owner, I...

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Dear David: Managing a business amidst sibling rivalry

July 10, 2017 | Comments Off on Dear David: Managing a business amidst sibling rivalry

July 3/10: Volume 32, Issue 2 By David Romano   Dear David: My father transferred our business to my three siblings and me quite some time ago. We didn’t pay for it and all have equal ownership. I now find myself doing more for the business than my siblings. When I ask them to work harder and play a larger role they throw our equal ownership in my face. I am now considering opening a...

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Dear David: The cost of negotiations

May 30, 2017 | Comments Off on Dear David: The cost of negotiations

May 22/29, 2017: Volume 31, Issue 25 By David Romano   Dear David: I recently had a discussion with my sales associates about the current mindset of consumers regarding negotiations and the true cost of discounting. They got defensive and said the ability to negotiate is an important tool to closing sales. I disagree but need some advice or data to counter. Can you help? Dear Owner, The most common stories about negotiations seem to...

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Dear David: Crafting the perfect job interview

May 15, 2017 | Comments Off on Dear David: Crafting the perfect job interview

May 8/15, 2017: Volume 31, Issue 24 By David Romano   Dear David: I’m finding that I have to conduct too many interviews before I can fill just one position. It seems like I am wasting time on people who are not even qualified to do the job. Even worse, when I find someone who can do the job they decline the offer. Any ideas? Dear Frustrated Owner, Keep in mind that 29% of candidates...

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Dear David: Grow your bottom line without increasing sales

May 1, 2017 | Comments Off on Dear David: Grow your bottom line without increasing sales

April 24/May 1, 2017: Volume 31, Issue 23 By David Romano   Dear David: Every time I go to convention, read articles and talk to my membership consultant I hear that I am supposed to have a 10% bottom line. However, I am not even close and I feel I run a pretty tight ship. What is a good bottom line and how can I increase my performance? Dear Owner, Increasing your bottom line should...

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Dear David: Growing your business begins with leadership

April 27, 2017 | Comments Off on Dear David: Growing your business begins with leadership

April 10/17, 2017: Volume 31, Issue 22 By David Romano   Dear David: I just attended the WFCA University sales management camp. I learned more than I could have ever expected and received a ton of ideas to grow my business. Initially, I was worried about how the staff would take to the change but they all seem excited about a new direction. Now my biggest issue is finding the time to put into action...

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Dear David: Should RSAs generate their own leads?

March 31, 2017 | Comments Off on Dear David: Should RSAs generate their own leads?

March 27/April 3, 2017: Volume 31, Issue 21 By David Romano   Dear David: Is it just me or do sales associates seem less motivated these days? It is like pulling teeth to get them to go out and get their own leads. Am I wrong in expecting them to generate their own business? Do you have some techniques that have worked to incentivize them to get out of the store and shake the trees?...

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Dead David: How to make customers feel more special

March 17, 2017 | Comments Off on Dead David: How to make customers feel more special

March 13/20, 2017: Volume 31, Issue 20 By David Romano   Dear David: I am getting concerned that competing on price and products is getting more and more difficult in the flooring industry. I feel confident we do a better job than most when it comes to installation, but I am not sure if that is enough to attract and retain customers. What would you suggest we do to provide a guest experience that is...

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Dear David: The right way to greet customers

March 6, 2017 | Comments Off on Dear David: The right way to greet customers

February 27/March 6, 2017: Volume 31, Issue 19 By David Romano   Dear David: I held a sales meeting covering the proper ways to greet customers. During that meeting, we did a lot of roleplaying. What I noticed right off the bat was there was no consistency and lots of bias. I understand greetings should not be canned and sales associates should sell the way that makes them comfortable, but is there some standard I...

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Dear David: How to properly set customer expectations

February 20, 2017 | Comments Off on Dear David: How to properly set customer expectations

February 13/20, 2017: Volume 31, Number 18 By David Romano   Dear David: I read your article a few months ago about how secret shoppers rated their overall shopping experience with big boxes vs. independent flooring stores. One thing stood out to me: the effect of either setting or not setting proper expectations with customers. Conceptually I understand the importance of this concept, but what exactly do you mean by “setting proper expectations”? Dear Inquisitive...

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