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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Retail education: Tile drives business

April 20, 2010 | Comments Off on Retail education: Tile drives business

by Kelly Kramer In my first 15 years selling flooring I sold little to no tile. The chains and small stores I worked for and managed simply wanted nothing to do with it. We looked at tile as a small portion of our business that we could do without. When you could spend an hour with a customer to sell a 4 x 4 entry for $250 or use that same hour selling a house...

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Salesmanship: What’s going on?

April 2, 2010 | Comments Off on Salesmanship: What’s going on?

by Warren Tyler Driving anywhere with my wife is sure to turn into a “Do you mind if we stop here for a minute?” times 10. The stops may include Walgreens, Target, Barnes & Noble, Starbucks and/or Macy’s. If a man needs something, he drives to the store, enters, goes directly to the needed item, makes the purchase and moves on. Women, on the other hand, when shopping for something specific, will walk through a...

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Claims File: Claims, the economy and the future

April 2, 2010 | Comments Off on Claims File: Claims, the economy and the future

by Lew Migliore Does it seem as if the claims you file are taking longer to process or are being denied? It’s not your imagination. During difficult economic times, especially when business if off 15% to 20%, manufacturers are loathe to honor claims. You’ll have to prove beyond a shadow of a doubt that the complaint is legitimate and the flooring material is actually defective. (more…)

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Retail Education: Only one good warranty

April 1, 2010 | Comments Off on Retail Education: Only one good warranty

Second of two parts by Kelly Kramer This article was inspired by Lew Migliore’s tell-it-like- it-really-is article, Warranty Headaches (FCNews, Feb 8/15). To recap, Lew explained in depth that most warranties are not worth the paper they are written on and how far too many salespeople misrepresent them. He also explained that warranties create false expectations and make it look like you can do almost anything to the product and it will be covered. Well,...

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Salesmanship: Winners and losers

March 18, 2010 | Comments Off on Salesmanship: Winners and losers

by Warren Tyler One of the best choices I made was to accept Al Wahnon’s invitation to be a columnist at FCNews. It gave me the exposure to jumpstart my career. Of the thousands of floor covering retailers in America, most have heard me state or write, “You have choices—choices to be happy or sad, rich or poor, even to be sick or well.” This provocative statement is meant to motivate people to recognize the...

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