Lisbiz strategies: How to make the most of TISE after the show

February 7, 2019 | Comments Off on Lisbiz strategies: How to make the most of TISE after the show

February 4/11, 2019: Volume 34, Issue 18 By Lisbeth Calandrino   Surfaces is a great time to catch up with friends and customers. It makes me aware of how important people are in my life even if I only see them once a year. Thank goodness for social media. This year I decided I would take away information from Surfaces that will be useful until next year. That means new people, new products and new...

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For employees only: The difference between sheep and shepherds

February 7, 2019 | Comments Off on For employees only: The difference between sheep and shepherds

February 4/11, 2019: Volume 34, Issue 18 By Brad Cotlar   Most articles written in trade magazines talk to owners, executives and management. If you are not one of those people, this column is for you. Let me start by posing these questions: When walking into your store or office do you walk past the trash in the parking lot or stop and pick it up? Do you carry your business card in your pocket...

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Al’s column: How to keep your debt in check

February 7, 2019 | Comments Off on Al’s column: How to keep your debt in check

February 4/11, 2019: Volume 34, Issue 18 By Scott Perron   During my 20s in the early 1990s I went through a very sobering financial experience along with my family that permanently etched a painful scar in my brain. Since that time, I have probably taken a more cautious than normal approach to increasing debt for fear of ever repeating that scenario. I am fortunate, however, to have learned many valuable best practices from other...

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Installments: Cork tile—New standard, same old methods

February 7, 2019 | Comments Off on Installments: Cork tile—New standard, same old methods

January 21/28, 2019: Volume 34, Issue 17 By Christopher Capobianco Some of my friends call me “the cork dork of New York” because of my passion for this flooring material that’s been around about 100 years. I’ve been involved with cork flooring for a long time. I’ve seen cork forests and factories in Europe, watched bottle stoppers get drilled out of tree bark and saw the waste become tile. I’ve worked on some cork tile...

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Marketing mastery: How to take back control of your life

February 7, 2019 | Comments Off on Marketing mastery: How to take back control of your life

January 21/28, 2019: Volume 34, Issue 17 By Jim Augustus Armstrong (Second of two parts)   In part I of this series (FCNews, Jan. 7/14), I outlined why dealers deserve to have an awesome life in flooring. I also provided examples of dealers just like you who have done it. Unfortunately, many dealers don’t achieve the life they want, and I’ve found the reason why is they don’t have the two-part success formula in place....

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Lisbiz strategies: Learning opportunities abound at TISE 2019

February 7, 2019 | Comments Off on Lisbiz strategies: Learning opportunities abound at TISE 2019

January 21/28, 2019: Volume 34, Issue 17 By Lisbeth Calandrino   For the last couple of years, I’ve been a part of The International Surface Event (TISE) education committee. For two days, we review proposals and discuss trends. It’s a ton of decisions to make in a very short time. I love being part of this process and listening to all the ideas. Attending the show is like seeing it all come together. TISE 2019...

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Lessons learned: Change your focus from someday to today

February 7, 2019 | Comments Off on Lessons learned: Change your focus from someday to today

January 21/28, 2019: Volume 34, Issue 17 By Tom Jennings Do you ever notice how many people seem to have big plans, yet have very small accomplishments? You know the type. They are the ones who can always tell you everything that’s wrong but are doing very little constructive to make positive changes. At work, they usually spend more time determining how to get around performing a task than completing the task itself. These folks...

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Al’s column: Chargebacks—A thorn in retailers’ sides

January 28, 2019 | Comments Off on Al’s column: Chargebacks—A thorn in retailers’ sides

January 21/28, 2019: Volume 34, Issue 17 By Scott Perron   I want to focus on an issue that will continue to become a much bigger liability to retailers of all kinds: customer chargebacks. I have been in this industry for more than 30 years and have only had three chargebacks out of tens of thousands of sales. In two of the cases, the customer cited “materials not as agreed” and in one crazy instance...

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Lessons learned: In selling, credibility means everything

January 14, 2019 | Comments Off on Lessons learned: In selling, credibility means everything

January 7/14, 2019: Volume 34, Issue 16 By Tom Jennings   One of the greatest attributes any salesperson can possess is the ability to be believable—regardless of what they are selling. But this is even more critical in our field. Generally speaking, the public does not stay abreast of changes in the flooring industry. The frequency of the purchase cycle is too long to hold most people’s attention. Simply stated: If the customer doesn’t have...

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Marketing mastery: Make 2019 your best year ever in flooring

January 14, 2019 | Comments Off on Marketing mastery: Make 2019 your best year ever in flooring

January 7/14, 2019: Volume 34, Issue 16 By Jim Augustus Armstrong   (First of two parts.) I’ve spoken with many dealers who are unsatisfied or frustrated with some aspect of their business. They say things like: “Jim, I love flooring, but my business isn’t growing the way I want it to; I’m not making enough money; I’m losing customers to the competition; I can’t find good salespeople or installers; I’m working 60 hours or more...

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