Claims: Underlayment vs. self-leveling

March 4, 2010 | Comments Off on Claims: Underlayment vs. self-leveling

by Lew Migliore This column was instigated by a commercial flooring contractor who was questioned on the use of underlayment versus a self-leveling material for the installation of new car- pet tile. The installation proposal stated underlayment was included but the customer disagreed with an additional charge for the self-leveling required for a successful installation. They felt underlayment and self-leveling materials were the same thing and were already paying for it. While both materials do...

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Retail education: You know this stuff

March 4, 2010 | Comments Off on Retail education: You know this stuff

by Kelly Kramer As my friend and mentor Warren Tyler always says, the good information on selling is already out there. What Warren and I do is explain it in our books and training talks. Having good, helpful information is great but knowing when and how to use it is what sets you apart. (more…)

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Financial: Legislation and tax impacts

March 4, 2010 | Comments Off on Financial: Legislation and tax impacts

by Bart Basi If you live in the U.S. you are well aware of the economic situation. According to the Beige Book published by the Federal Reserve, nearly every sector of industry in every geographical region of the country is in an economy that is essentially stuck in neutral. While some indicators suggest the recession is over from a gross domestic product (GDP) stand- point, nearly every other indicator, including employment, spending, job, security and...

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Salesmanship: Professional selling

March 3, 2010 | Comments Off on Salesmanship: Professional selling

by Warren Tyler Sales are the most critical element to the success of any business. Nothing happens until the sale is made. Yes, merchandise is important, especially if it is unique, and marketing creates the desire for a company’s products, but all this can be trumped by a professional salesperson working for a competing company. One of my concerns with our industry is that the people who run retail groups are focusing more and more...

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Claims File: Warranty headaches

March 3, 2010 | Comments Off on Claims File: Warranty headaches

by Lew Migliore Second of two parts In part one of this column we discussed stain and soil warranties. Now, we’ll tackle the unanswered questions from the last issue. What’s an ideal cushion to protect a customer’s investment in good carpet? (more…)

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Retail Education: K.I.S.S.

March 3, 2010 | Comments Off on Retail Education: K.I.S.S.

by Kelley Kramer That’s right—K.I.S.S. Keep it simple, salesperson. When I started selling flooring, I studied product like no one else in my store had ever seen. As a rookie, I knew I had catching up to do and truly wanted to impress my customers. When that next buyer came in, she got the full lesson on basically everything I had learned up to that date. Quite frankly, it set me apart and I did...

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Clean Sweep: History of cleaning

March 3, 2010 | Comments Off on Clean Sweep: History of cleaning

Part three of four by Michael Pinto To help turn some of the big picture information from the last few “Clean Sweep” articles into practical steps, here are some suggestions from an entire career in the safety and health arena. Building and homeowners 1. Change furnace filters on a monthly basis. Move up to pleated filters instead of low resistance fiberglass filters. 2. Use a HEPA-filtered vacuum cleaner instead of a broom. 3. Never mix...

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Distributor's Perspective: The competitive edge

March 2, 2010 | Comments Off on Distributor's Perspective: The competitive edge

by Joe Reddington Here we are in 2010. We have gone from a survive-and-thrive mentality to a lean-and-mean frame of mind. While we hope the new decade keeps a steady uphill crawl, many of us have fewer resources to work with and seemingly less time to accomplish the tasks at hand. At NAFCD we too have tightened our belts. However, we have grown as an association and, hopefully, increased our value to you by helping...

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