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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Claims file: Light issue, heavy problem

March 18, 2010 | Comments Off on Claims file: Light issue, heavy problem

by Lew Migliore I received a letter asking for my expertise. What is interesting is that the carpet in these offices has been installed for years. It is not a new claim. The questions The carpet is over 10 years old and in some offices it is turning light green. Most offices have windows but there are a few interior offices that are showing the same reaction. We recently had several offices professionally cleaned and...

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Retail education: Only one good warranty

March 18, 2010 | Comments Off on Retail education: Only one good warranty

Part 1 of 2 by Kelly Kramer If you missed Lew Migliore’s Article “Warranty Headaches” go back and read it again (FCNews, Feb. 8/15). Talk about hitting a common problem issue on the head. Lew talked about what happens to us retailers when we use warranties as a selling point. (more…)

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Clean Sweep: Cleaning for Health

March 18, 2010 | Comments Off on Clean Sweep: Cleaning for Health

Final part of four by Michael Pinto Over the last three articles I presented information regarding the concept of cleaning for health. It can be difficult because individuals don’t always focus on aspects that could have a positive impact on their businesses. One example is in higher risk environments like healthcare facilities, where the most successful programs are a collaboration between medical personnel who understand the risks to patients and restoration contractors who are familiar...

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