Marketing mastery: Promote the things that make you special

February 22, 2019 | Comments Off on Marketing mastery: Promote the things that make you special

February 18/25, 2019: Volume 34, Issue 19 By Jim Augustus Armstrong   A dealer recently told me his close ratio is only 15%. “Our sales team is wasting time with people who wind up not buying,” he stated. I told him it sounded like he was not answering the prospects’ unspoken question. When I bring up the unspoken question, most dealers have no idea what I’m talking about. You see, every prospect who goes online...

Read More

Lessons learned: Your first impression

February 22, 2019 | Comments Off on Lessons learned: Your first impression

February 18/25, 2019: Volume 34, Issue 19 By Tom Jennings   This past year I had the opportunity to visit a number of flooring dealers around the country. In nearly every case, I was seeing their showrooms for the first time, much like their own customers do. In doing so, I was reminded that one can learn volumes about how an operation is run three steps inside the front door before ever saying a word...

Read More

Installments: Factors that motivate quality flooring installers

February 22, 2019 | Comments Off on Installments: Factors that motivate quality flooring installers

February 18/25, 2019: Volume 34, Issue 19 By Paul Stuart   One of the most important questions we can ask in our industry is what drives quality installers? What really makes them tick? Not what makes them quality or great installers—that’s easy. Great installation, on schedule, dependable, on time, highly trained to work with and has all the products and tools necessary for a beautiful project. These are the symptoms of being a quality installer,...

Read More

Al’s column: Consumers who play contractors

February 22, 2019 | Comments Off on Al’s column: Consumers who play contractors

February 18/25, 2019: Volume 34, Issue 19 By Scott Perron   As our industry evolves and the playing field continually changes, our leadership team tries to predict the future outside of the world of statistical analysis. In the wake of a new breed of customers intent on becoming their own contractors of sorts, we see unique perspectives on a daily basis and an increasing challenge with failed installations. Interestingly enough, the consumers we see most...

Read More

Guest column: Your next business opportunity awaits

February 7, 2019 | Comments Off on Guest column: Your next business opportunity awaits

February 4/11, 2019: Volume 34, Issue 18 By Lisa Niswonger   (Disclaimer: This is not an offer to sell a ProSource Wholesale franchise, but is for informational purposes only. No offer to sell can be made in any state that first requires registration or notice as provided by applicable law until compliance with such applicable law occurs.) ProSource Wholesale redefined the flooring industry 28 years ago with the development of a business model focused entirely...

Read More

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...

Read More

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...

Read More

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...

Read More

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...

Read More

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....

Read More