Financial: Al the optimist

February 16, 2011 | Comments Off on Financial: Al the optimist

by Bart Basi Having written articles for Floor Covering News for the past few decades, I had spoken numerous times with Al Wahnon. He and I had a working relationship that spanned the years. It was just a short while ago, my staff and I were writing articles celebrating Al’s 20th anniversary with Floor Covering News and his 50 years of contributions to the flooring industry. Upon hearing of the news of his passing away,...

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Retail education: That old kid had class

February 16, 2011 | Comments Off on Retail education: That old kid had class

by Kelly Kramer Edward R. Murrow, William Randolph Hearst and David Brinkley are just a few names that changed and enhanced America’s history just by their observing and reporting of it. Al Wahnon is the flooring industry’s giant in journalism that rivals those names. Can you just imagine what Al saw and reported to us in his nearly 56 years of publishing floor covering newspapers? You have to love your work and industry very much...

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Claims file: Wonderful memories of Al

February 16, 2011 | Comments Off on Claims file: Wonderful memories of Al

by Lew Migliore I first met Al Wahnon formally at a reception for the announcement of the new Floor Covering News. I had seen Al over the years at the carpet markets and knew him from reading Floor Covering Weekly. I was awestruck by finally meeting this industry giant, dressed in a tux and shoving shrimp into his mouth, until I looked down after our conversation to find shards of shrimp plastered onto my suit...

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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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