Salesmanship: Prospering in bad times

September 27, 2010 | Comments Off on Salesmanship: Prospering in bad times

by Warren Tyler As many of my readers know I have a theme that changes according to market conditions. Back when the big boxes were getting into flooring, my theme was “How to Bury the Big Boxes,” which carried on for a few years. Hundreds of breakout sessions, presentations to flooring associations and dealer seminars dealt with the subject, giving floor covering retailers the confidence to not fear the boxes. Word must have gotten around...

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Guest column: The great urbanization, threats/opportunities

September 14, 2010 | Comments Off on Guest column: The great urbanization, threats/opportunities

Second of two parts by Jim Gould In part one, we addressed the impact of Asia’s fast urbanization on the global economy, its estimated 30 billion square feet of new floor space a year in just China and India alone, and its unprecedented demand for flooring and raw materials. Some say China’s economy is slowing or it’s just “a bubble” and dismiss it as neither threat nor opportunity. That “slowing” economy is still growing at...

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Salesmanship: Stephen Slater is no hero

September 14, 2010 | Comments Off on Salesmanship: Stephen Slater is no hero

by Warren Tyler There are so many lessons to be learned and so many things wrong with this story, it becomes difficult to sort the issues. However, allow me to try. If this was just the story of a poor, pathetic, working class stiff who did what many in his situation would want to do but wouldn’t dare, the tale would be easy. In other words, “Take this job and shove it!” (more…)

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Retail education: Educating the buyer works

September 14, 2010 | Comments Off on Retail education: Educating the buyer works

by Kelly Kramer The other morning my fellow salesman and I were talking about what a great streak he is on and what a bad slump I’m in. In essence, he was giving me a pep talk, noticing I’m a streak hitter and he’s much more consistent. When I’m hot, I can set records but when I’m cold, I can set records there as well. It is kind of like my Colorado Rockies baseball team....

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Claims: Live up to her expectations

September 14, 2010 | Comments Off on Claims: Live up to her expectations

by Lew Migliore We expected it to last longer than this. We didn’t expect the colors to run. We didn’t expect the carpet to come off the floor. We didn’t expect to have to replace it so soon. We expected it to look a lot better than this. We didn’t expect it to get dirty so fast. We didn’t expect it to fade. We didn’t expect it to wear out under the chairs. We didn’t...

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Financial: Selling in 2010=tax sense

September 14, 2010 | Comments Off on Financial: Selling in 2010=tax sense

by Bart Basi There were 66 million babies born between 1945 and 1964 during the era known as the Baby-Boom and the Boomers are reaching retirement age. In fact, the oldest are now turning 66 and the youngest are embarking on their mid-40s. As such, many of these people have worked hard throughout their lives and have built businesses from the ground up. A very considerable amount of wealth has been created and those owners...

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Guest column: The great urbanization, threats/opportunities

August 30, 2010 | Comments Off on Guest column: The great urbanization, threats/opportunities

Part 1 of 2 by Jim Gould In this two-part series we address two converging forces that will impact the world’s economy and affect demand for finished flooring, its raw materials and even where the flooring will be made. Threat or opportunity? In the near future Asia will not be able to meet its domestic demand for flooring, it will consume more timber each year than several countries can harvest, and the balance of supply...

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Salesmanship: Going green

August 30, 2010 | Comments Off on Salesmanship: Going green

by Warren Tyler I have to admit it. I’m a cynic. Ever since the green movement began I’ve seen every effort at conservation or to go green has had unintended consequences. With me, it all started with the spotted owl and “old growth forests.” Environmentalists stopped all logging in these forests while allowing logging to continue in “new growth forests.” Unintended consequence: Scientists found that the spotted owl breeds only in new growth forests. The...

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Claims file: Using another adhesive

August 30, 2010 | Comments Off on Claims file: Using another adhesive

by Lew Migliore Recently, we had a question from a reader that had never been asked before. “Do you know what the legal position is on manufacturers that will not warranty their product if an installer uses another adhesive?” First, let’s explain why companies specify their own adhesives. Not many manufacturers produce their own adhesive. They are usually made by one of many very good adhesive manufacturers and are formulated for use with a particular...

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Retail education: Follow them home

August 30, 2010 | Comments Off on Retail education: Follow them home

by Kelly Kramer One of the drawbacks to writing a national column is that my local competitors also read my advice. So, in essence, I give productive ideas to my local competition. Recently, I saw a competitor’s television ad that heeded my advice promising to follow the customer home and give a free measure. Up till that day, their measures were charged and set up a few days out. (more…)

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