Retail education: Industry code words

April 26, 2011 | Comments Off on Retail education: Industry code words

by Kelly Kramer In every industry, there is a list of secret, insider code words. These are words and phrases that insiders should know to get a quicker insight into what’s really being said. Often, they are clues that will help us cut to the chase by quickly knowing which direction to steer our buyers. Some words implicate quality levels, some mean we are being cheated, and some are just for fun. (more…)

Read More

Guest editorial Get back to basics

April 25, 2011 | Comments Off on Guest editorial Get back to basics

by Ed Korczak The past five years have been a challenging roller coaster ride, climbing to the highest point only to come rumbling back down. But that ride is nearly over. The light we saw at the end of the tunnel was an oncoming train. But now it has passed, and just like recovering from the devastation of a perfect storm, we need to reassess where we are, where we want to go and how...

Read More

Distributors’ perspective: Invest in your branch manager

April 11, 2011 | Comments Off on Distributors’ perspective: Invest in your branch manager

by David Williams In these tough economic times, many are focusing strictly on needs vs. wants. The “want-to-haves” are pushed to the wayside in favor of the immediate issues at hand. In my opinion, investing in a branch manager’s education is more than just a want, it is a crucial need in order to grow your business and maximize your company’s assets. (more…)

Read More

Claims file: Sometimes you scare me

April 11, 2011 | Comments Off on Claims file: Sometimes you scare me

by Lew Migliore I recently responded to two emails from flooring dealers who asked questions that scared me. The first was in regard to installing Axminster or woven goods. He wasn’t sure if they were the same and asked about trimming both the sides and the ends as his customer wanted, or whether he should use seaming tape to secure the edges. (more…)

Read More

Retail education: The new green frontier

April 11, 2011 | Comments Off on Retail education: The new green frontier

Second of two parts by Kelly Kramer My prior ignorance about cork had led me to sell away from it because I believed it was a very soft, easy-to-damage floor. But in the last few years the amount of buyers requesting cork flooring has been too big for me to pass over. It was time I took another, more educated look at cork. (more…)

Read More

Salesmanship: Carpet warranties

April 11, 2011 | Comments Off on Salesmanship: Carpet warranties

by Warren Tyler As a storeowner, I recognized long ago we had the opportunity to be the best source to handle customer complaints. Our people were schooled not to sell warranties, but to sell fashion and I guess it worked because we were the leading stores in six markets. I sold my last operation in 1985. Back then manufacturers’ warranties were nebulous descriptions of what constituted wear. It so happened that Stainmaster, one of the...

Read More

Retail education: The new green frontier

March 28, 2011 | Comments Off on Retail education: The new green frontier

by Kelly Kramer After spending an entire career of selling away from cork flooring, I’m starting to lean in the other direction. Because I write training manuals and this column, I have studied every flooring and wall tile product like few ever have, and I’ve focused on the durability, toughness and longevity of each product category. (more…)

Read More

Claims file: Small areas of discoloration

March 28, 2011 | Comments Off on Claims file: Small areas of discoloration

by Lew Migliore It is funny how complaint issues seem to run in spurts; this issue deals with small areas of discoloration. What are small areas of discoloration? They are small spots that appear randomly in a carpet from seemingly out of nowhere. When consumers contact you with this problem, they always think that something is wrong with the carpet. They don’t think it could be something they or someone else did in the house....

Read More

Salesmanship: When did it turn really upside down?

March 28, 2011 | Comments Off on Salesmanship: When did it turn really upside down?

by Warren Tyler My recent column “The World is Upside Down” (FCNews, Jan. 10/17) elicited the most response since my column “The World’s Greatest Salesperson” 18 years ago. In this article, I have been trying to figure out when the drastic changes we are experiencing in society actually began. (more…)

Read More

Claims file: Watch what you hear

March 14, 2011 | Comments Off on Claims file: Watch what you hear

by Lew Migliore Concrete moisture-related flooring installation failures cost the flooring industry hundreds of millions of dollars yearly. This is an issue we get calls on daily: it’s an epidemic. This problem is driving everybody and his brother to develop adhesive products that will prevent moisture-related flooring installation failures. (more…)

Read More