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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Distributors’ Perspective: Bringing you the best

March 18, 2010 | Comments Off on Distributors’ Perspective: Bringing you the best

by Robert Wagner For three days in November, the North American Association of Floor Covering Distributors (NAFCD), will be breaking with tradition. Don’t worry. The annual conference will continue to offer you everything you value—networking, education, the distributor’s marketplace—but what is changing is that NAFCD will be joining another leading organization, the North American Building Material Distribution Association (NBMDA) for this year’s conference. (more…)

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Salesmanship: Service what you sell

March 8, 2010 | Comments Off on Salesmanship: Service what you sell

by Warren Tyler There has been an effort from the retail merchandise groups to service what they sell. Part of this effort has been to offer in-house carpet cleaning operations, but participation, so far, has been sparse. Group members should jump on this opportunity to keep customers coming back and as a significant source of income. For years auto dealers have used this strategy of servicing what you sell to retain customers. This has been...

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Installments: Gross vs. net charges

March 4, 2010 | Comments Off on Installments: Gross vs. net charges

by David Stafford The question of what is right, correct or an industry standard in charging for flooring products and installation keeps coming up. As a former dealer and flooring contractor with retail, commercial and government work experience of over 22 years, I’d like to offer an answer. Carpet, resilient, hardwood, laminate, ceramic, stone or other manufactured products are all made to a certain size. It is pure coincidence if a product fits the space...

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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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