Salesmanship: Icon among icons

February 15, 2011 | Comments Off on Salesmanship: Icon among icons

by Warren Tyler To put Al Wahnon’s passing in the proper perspective, I had to run through my mind the great people in this industry who have died. Early on I only knew people by reputation, but as I matured in the industry I was fortunate enough to become personally acquainted and even friends with those who were truly icons in the industry. (more…)

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Retail education: Shop at home

January 24, 2011 | Comments Off on Retail education: Shop at home

by Kelly Kramer About 10 years ago I started Kelly’s Carpet Wagon, a shop-at-home van operation and today I also have a storefront for home shopping. One thing I learned early in my shop-at-home business is the closing ratio is much higher in the home than it is from the in- store meetings. The basic idea is when people invite you into their home they develop a more personal and trusting relationship. Meeting the family...

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Salesmanship: Be a conversationalist

January 24, 2011 | Comments Off on Salesmanship: Be a conversationalist

by Warren Tyler During the last few years as consumers shop more intensely than ever, I have been advising salespeople that the secret to stopping customers in their tracks is to talk about anything except what you’re selling. This comes from years of me reading books by salespeople who make $1 million a year, not just sell $1 million a year. (more…)

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Claims file: Discoloration at the seam

January 24, 2011 | Comments Off on Claims file: Discoloration at the seam

by Lew Migliore Seaming complaints are a major source of claims in the residential market. Consumers think seams should not be visible but in some products it may be nearly impossible to make that entirely so. (more…)

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Installments: The era of certification

January 21, 2011 | Comments Off on Installments: The era of certification

by Dave Stafford Like it or not, we are in the era of third-party certification of installers, sales personnel, inspectors and even business executives. Being in business for upwards of 25 years may seem to be enough verification of your practices but you may be losing opportunities. Here are some specific reasons to take the time to add certifications to your list of accomplishments. (more…)

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Guest column: Making your business eco-friendly

January 21, 2011 | Comments Off on Guest column: Making your business eco-friendly

by Michele LaBross Being green is not just Kermit’s theme song anymore. Green tips are top of mind, everywhere we turn. So, when thinking of your business, how can we apply some green thinking to our everyday activities? Here are a few simple ways to bring some green ingenuity to your daily project management. (more…)

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Guest column: Unlicensed collection agencies waste your time

January 19, 2011 | Comments Off on Guest column: Unlicensed collection agencies waste your time

by Ronald Jacobs As the economy continues to sputter, it is more important than ever for flooring companies to utilize smart and effective techniques when granting credit and following up on past due receivables. For the average company a $1,000 uncollected invoice means an additional $5,000 to $10,000 in sales must be created to make up for this lost revenue. (more…)

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Salesmanship: The world is upside down

January 19, 2011 | Comments Off on Salesmanship: The world is upside down

by Warren Tyler Doesn’t it seem the whole world has been turned upside down? The powers that be in Washington believed they could spend us into prosperity, which never works. For most of my life I’ve been trying to do the same thing personally. All those trips to Europe and Hawaii never put a cent in my pocket. (more…)

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Claims file: A look ahead

January 18, 2011 | Comments Off on Claims file: A look ahead

by Lew Migliore Looking back on 2010, we’ve heard so much bad and negative news that we may often think that’s all there is but I refuse to believe it. We can’t help but be inundated with depressing news but I’ve found over the years, things are never as bad as they seem. You hear how bad business has been in the flooring industry over the past year but let me share some reality: Most...

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Retail education: Natural stones P.K.

January 18, 2011 | Comments Off on Retail education: Natural stones P.K.

by Kelly Kramer Do you know what P.K. is? It stands for product knowledge, and it is something we all could use more of. When my first book, “Selling Clean In Retail Flooring,” sold out of the first printing of 2,500 copies, I had to release a second addition with updated and additional information. (more…)

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