Lisbiz strategies: TISE 2020 education—Behind the scenes

May 31, 2019 | Comments Off on Lisbiz strategies: TISE 2020 education—Behind the scenes

May 27/June 3, 2019: Volume 34, Issue 25 By Lisbeth Calandrino   I recently returned from the TISE 2020 educational planning meeting in Irving, Texas. This is the third year I’ve been chosen to be on the committee. It’s interesting to find out what the attendees think of the prior education tracks and what seminars they would like to see moving forward. This information helps us determine the types of seminars to present in 2020....

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Marketing mastery: Direct mail still viable in today’s Internet Age

May 31, 2019 | Comments Off on Marketing mastery: Direct mail still viable in today’s Internet Age

May 27/June 3, 2019: Volume 34, Issue 25 By Jim Augustus Armstrong   I received a postcard the other day from a company offering their advertising services to help me grow my business. Nothing unusual about that, except that it came from Google. Here is one of the largest digital advertising companies on the planet pitching their services via paper, ink and the U.S. Postal Service. Why would they do that? Because it works. Here...

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Al’s column: Best practices for retailers to live by

May 31, 2019 | Comments Off on Al’s column: Best practices for retailers to live by

May 27/June 3, 2019: Volume 34, Issue 25 By Lou Morano (Editor’s note: This is the first installment in a multi-part series.) I’ve learned things from smarter people than myself, even after being in this industry for 38 years. When our company first opened, I learned from my father that paying our bills early was going to be very critical if we wanted to be important to our vendors. He managed the books in the...

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Marketing mastery: How to dazzle walk-ins

May 20, 2019 | Comments Off on Marketing mastery: How to dazzle walk-ins

May 13/20, 2019: Volume 34, Issue 25 By Jim Augustus Armstrong (Second of two parts) During a coaching call, I once asked a dealer from Connecticut, “If 10 people walk into your store, how many end up buying?” “Around three,” he replied. “That’s a 30% close rate, which means 70% of your walk- ins are not buying,” I said. “This means 70% the time, energy and money you spend getting people to walk in your...

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Lessons learned: Meanings of ‘wow’

May 20, 2019 | Comments Off on Lessons learned: Meanings of ‘wow’

May 13/20, 2019: Volume 34, Issue 25 By Tom Jennings   My experience has taught me that the best way to build customer loyalty is to consistently do the expected things well. Many retail experts are constantly referring to the necessity of having a “wow” factor to differentiate your business from the field. Remember, though, that “wow” can have both a positive and negative meaning. When we say “wow” as we walk into a new...

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Al’s column: Attracting the installers of tomorrow

May 20, 2019 | Comments Off on Al’s column: Attracting the installers of tomorrow

May 13/20, 2019: Volume 34, Issue 25 By Kaye Whitener The CFI division of the World Floor Covering Association (WFCA) recently partnered with Informa, owners of Surfaces, to host the first Build My Future—Flooring Edition. The interactive, hands-on educational event allows local high school juniors and seniors to experience employment opportunities in the floor covering industry. The idea behind the event came from attending the Build My Future program in Springfield, Mo. This event is...

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Installments: When you can’t wait for concrete to dry

May 6, 2019 | Comments Off on Installments: When you can’t wait for concrete to dry

April 29/May 6, 2019: Volume 34, Issue 24 By Jason Spangler   When installing finished flooring materials over concrete, general contractors on a tight construction schedule often face a catch-22 situation. They know a concrete slab needs to be sufficiently dry before installation, but they also realize the drying process can be a slow-moving affair. Due to schedule pressures, finished floor surfaces are sometimes installed when concrete is too wet—often resulting in flooring failures, costly...

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Marketing mastery: How to ‘wow’ your walk-in customers

May 6, 2019 | Comments Off on Marketing mastery: How to ‘wow’ your walk-in customers

April 29/May 6, 2019: Volume 34, Issue 24 By Jim Augustus Armstrong   (First of two parts) “The No. 1 reason customers don’t buy is lack of ‘wow.’ We’re not losing customers to competitors, we’re losing them to other industries.” That’s according to Terry Wheat, founder of RFMS, in a recent presentation on selling. I tend to agree with his assessment. When a customer walks out without buying and disappears into the ether, most dealers...

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Lessons learned: No place for class divisions in your store

May 6, 2019 | Comments Off on Lessons learned: No place for class divisions in your store

April 29/May 6, 2019: Volume 34, Issue 24 By Tom Jennings   Readers of a certain age will remember the popular ’70s television show “WKRP in Cincinnati.” One of the recurring gags in this sitcom was the imaginary door and walls around news director Les Nessman’s office. Upon approaching his desk, he would pause and turn the knob to his pretend door before entering his fantasy of a private office. He felt he was too...

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Al’s column: Clarity on real estate deductions

May 6, 2019 | Comments Off on Al’s column: Clarity on real estate deductions

April 29/May 6, 2019: Volume 34, Issue 24 By Roman Basi   It’s been over a year since the Tax Cuts and Jobs Act (TCJA) passed, and the IRS is providing the final pieces of clarity for the infamous section 199A deduction, which allows owners to avoid paying tax on 20% of the qualified business income. This article addresses another component of the 199A deduction—rental real estate enterprises. The IRS in Notice 2019-7 states a rental...

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