Salesmanship: The lost carpet fiber

June 11, 2010 | Comments Off on Salesmanship: The lost carpet fiber

by Warren Tyler What I don’t know about the manufacturing process would fill a book. What I do know is that carpet is one of the best consumer values on the market. No home improvement will change so much in so little time for so little money. Why then has carpet dropped to 40% of the flooring market from 80% just a few decades ago? Conventional wisdom has it consumers tastes have changed. I don’t...

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Underlayments: Sound abating

June 11, 2010 | Comments Off on Underlayments: Sound abating

by Jack Boesch Acoustical underlayment can be a very valuable component of new flooring in multi-floor commercial and residential projects. Occupants of premium spaces expect sound performance that meets or, more likely, exceeds local building codes regarding sound abatement performance. If acoustical expectations are not met, the project developer or owner may all too clearly hear complaints about unwanted noise filtering through floors or ceilings. When used under wood, laminate, ceramic tile or stone flooring...

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Claims file: Who sets the standard?

June 11, 2010 | Comments Off on Claims file: Who sets the standard?

by Lew Migliore A dealer and former installer for 21 years recently wrote to me about testing standards. He felt 3-pound standards for a tuft test were absurd. “That is so low there might as well not be a test,” he said. There are a number of ASTM tests for the structural integrity of carpet, including tuft bind, laminate strength, breaking load (relative to stretch in) and dimensional stability. Other tests for pile height, twist,...

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Retail education: Winning with alternatives

June 10, 2010 | Comments Off on Retail education: Winning with alternatives

by Kelly Kramer Second of two parts In the first part of this column I explained how I solved an apartment complex manager’s problems with a few alternative flooring choices she had never been presented with before. By finding the real problems and concerns with my customer interview, I was able to re-direct product choices to more economical options that won me an account many would die for. Providing alternatives for the most common choices...

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Clean sweep: Disaster up close

June 10, 2010 | Comments Off on Clean sweep: Disaster up close

by Patricia Harman If you’ve never experienced a flood or fire in person, then consider yourself lucky. Many people in Nashville, Tenn., haven’t been so fortunate. More than 16 inches of rain fell over two days in early May, causing the rivers and streams in and around the city to overflow. I had an opportunity to travel through some parts of Nashville a few weeks ago to see the devastation and restoration efforts under way....

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Distributors’ perspective: Lessons for the future

June 10, 2010 | Comments Off on Distributors’ perspective: Lessons for the future

by Jack Lindenschmidt Where is your company at right now? Enough has been written about our recent economic woes and collective belt-tightening. While we are not out of the woods yet, this is a good time to review what we’ve been through, what we’ve learned, and how that will help us in the future. (more…)

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Claims file: Stop overselling

June 1, 2010 | Comments Off on Claims file: Stop overselling

by Lew Migliore Just because you “flower up” a product to make a sale doesn’t change the flooring’s actual capabilities. This is the biggest problem in the industry encompassing all floor covering materials. One dealer installed a high quality nylon loop pile carpet in the corridors of a six-story con- dominium a year and a half ago. One of the tenant’s children left skidmarks when he was riding his bike in the hall and the...

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Salesmanship: Attitude isn’t everything—it’s the only thing

May 18, 2010 | Comments Off on Salesmanship: Attitude isn’t everything—it’s the only thing

By Warren Tyler It was a huge event on Friday, April 30, at the Nautilus, home of the USS Wisconsin, which celebrated the 66th birthday of the famous battleship. That evening the Virginia Retail Alliance held its annual awards night at an event attended by hundreds of dealers from all over the state. (more…)

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Claims file: Not ready when they are

May 18, 2010 | Comments Off on Claims file: Not ready when they are

By Lew Migliore The most problematic segment of the floor covering industry today is hard surface flooring. This is not because the material is defective but because people want to do things that defy its ability to perform. I’ll use a recent example of a flooring dealer who called the other day, wanting to know how he could successfully install three types of hard surface flooring products on a concrete slab that was only 60...

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Guest column: Key points in avoiding greenwashing

May 18, 2010 | Comments Off on Guest column: Key points in avoiding greenwashing

By Derek Young Green labels, green standards, green marketing— the marketplace has become saturated with products making claims about how they are sustainable, environmentally friendly, eco-friendly or greener than the competition. Add this to the increasing number of companies who regularly talk about their sustainability story, positioning themselves as a “green business.” It’s no wonder so many customers and end users are confused by all the white noise they have to deal with when trying...

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