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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Retail education: Winning with alternatives

May 18, 2010 | Comments Off on Retail education: Winning with alternatives

Part 1 of 2 By Kelly Kramer About 15 years ago, while living in Southern California, I specialized in selling flooring to apartment complexes and property management companies. During a presentation to a manager of 550 units, I asked, “What problems have you had in the past with your floors?” After a long explanation it came down to, “The floors get beaten up very quickly and we have to replace them too often.” The apartment-beige...

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Retailer2retailer: Change your people

May 18, 2010 | Comments Off on Retailer2retailer: Change your people

By Scott Perron We all know the industry has been experiencing an unprecedented recession stretching from late 2007 to the writing of this article. For those with the wherewithal to sustain during this economic black hole, huge opportunity lies just on the other side of would-be disaster. And, if you have the capital, infrastructure and guts to expand, you may reap an incredible increase in market share. Why? From my view it exists for several...

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Claims file: New lead regulations

May 4, 2010 | Comments Off on Claims file: New lead regulations

by Lew Migliore As if business for floor covering companies was not hard enough with new asbestos regulations for testing, the U.S. Environmental Protection Agency (EPA) has issued new regulations about lead paint that affects all contractors who work in older facilities. If you are disturbing a structure during the course of doing your job, stirring up dust or removing components— which you certainly will be installing flooring materials— this rule will affect your company....

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Salesmanship: Happy days are here again (maybe)

May 4, 2010 | Comments Off on Salesmanship: Happy days are here again (maybe)

by Warren Tyler Lately, there have been numerous signs things are picking up. Housing starts are up for the first time in many months. Manufacturers have been reporting strong profits, although with the exception of electronics, hiring is at a standstill. Retail sales are up and many dealers in our industry are reporting increased sales. Most of the above have sifted through to the general public giving them the confidence to spend. (more…)

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Retail education: Fighting free

May 4, 2010 | Comments Off on Retail education: Fighting free

by Kelly Kramer Call me partial or call me prejudiced. Most of all, call me happy and proud to live in the greatest free country in the world. My wife and I enjoy many of the luxuries that America has to offer. We have clean water right out of the tap. We drive on roads that are well maintained. We have a nice home with two nice vehicles, five TVs, two computers and two fat...

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Installments: Behind the eight ball

May 4, 2010 | Comments Off on Installments: Behind the eight ball

by Brent Fike Everyone wants an installation that happens on time and within the budget. But construction delays throughout a project do one thing: they put the flooring contractor behind the proverbial eight ball. Common mistakes One of the more common mistakes we see is not consulting or following the manufacturer’s recommendations. Manufacturers spend hours developing procedures for successful installations. Failing to follow those directions means important steps may not be performed resulting in a...

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Clean sweep: Planning for disaster

April 20, 2010 | Comments Off on Clean sweep: Planning for disaster

by Patricia Harman Too often business owners take adequate steps to protect their customers against identify theft, theft of belongings or damage of property, but few take simple precautions for their own protection. Hurricane season is just around the corner, and this is a good time to take a few simple steps to make sure your business is prepared in case a disaster of any type strikes, be it fire, flood or other peril. Pre-disaster...

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Distributors’ perspective: Distributor’s importance

April 20, 2010 | Comments Off on Distributors’ perspective: Distributor’s importance

by Maurice Desmarais With ever-present changes occurring in our economy and industry, retailers and customers are constantly evaluating their current relationships with each other—including those with distributors. Here are some points to consider when evaluating your distributor relationship. (more…)

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Salesmanship: Flooring products and service

April 20, 2010 | Comments Off on Salesmanship: Flooring products and service

by Warren Tyler Regular readers are well aware of my areas of expertise: sales, service, management, motivation. Rarely do I touch on actual flooring products. That’s because attitude is the foundation of all effective training. However, this column is different. Making the rounds of industry shows, I’ve been pleasantly surprised at the quality, innovation and choice of flooring products—a major reason to attend Surfaces and Coverings. (more…)

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