Distributors’ perspective: Lessons for the future

June 10, 2010 | Comments Off on Distributors’ perspective: Lessons for the future

by Jack Lindenschmidt Where is your company at right now? Enough has been written about our recent economic woes and collective belt-tightening. While we are not out of the woods yet, this is a good time to review what we’ve been through, what we’ve learned, and how that will help us in the future. (more…)

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Claims file: Stop overselling

June 1, 2010 | Comments Off on Claims file: Stop overselling

by Lew Migliore Just because you “flower up” a product to make a sale doesn’t change the flooring’s actual capabilities. This is the biggest problem in the industry encompassing all floor covering materials. One dealer installed a high quality nylon loop pile carpet in the corridors of a six-story con- dominium a year and a half ago. One of the tenant’s children left skidmarks when he was riding his bike in the hall and the...

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Salesmanship: Attitude isn’t everything—it’s the only thing

May 18, 2010 | Comments Off on Salesmanship: Attitude isn’t everything—it’s the only thing

By Warren Tyler It was a huge event on Friday, April 30, at the Nautilus, home of the USS Wisconsin, which celebrated the 66th birthday of the famous battleship. That evening the Virginia Retail Alliance held its annual awards night at an event attended by hundreds of dealers from all over the state. (more…)

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Claims file: Not ready when they are

May 18, 2010 | Comments Off on Claims file: Not ready when they are

By Lew Migliore The most problematic segment of the floor covering industry today is hard surface flooring. This is not because the material is defective but because people want to do things that defy its ability to perform. I’ll use a recent example of a flooring dealer who called the other day, wanting to know how he could successfully install three types of hard surface flooring products on a concrete slab that was only 60...

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Guest column: Key points in avoiding greenwashing

May 18, 2010 | Comments Off on Guest column: Key points in avoiding greenwashing

By Derek Young Green labels, green standards, green marketing— the marketplace has become saturated with products making claims about how they are sustainable, environmentally friendly, eco-friendly or greener than the competition. Add this to the increasing number of companies who regularly talk about their sustainability story, positioning themselves as a “green business.” It’s no wonder so many customers and end users are confused by all the white noise they have to deal with when trying...

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Retail education: Winning with alternatives

May 18, 2010 | Comments Off on Retail education: Winning with alternatives

Part 1 of 2 By Kelly Kramer About 15 years ago, while living in Southern California, I specialized in selling flooring to apartment complexes and property management companies. During a presentation to a manager of 550 units, I asked, “What problems have you had in the past with your floors?” After a long explanation it came down to, “The floors get beaten up very quickly and we have to replace them too often.” The apartment-beige...

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Retailer2retailer: Change your people

May 18, 2010 | Comments Off on Retailer2retailer: Change your people

By Scott Perron We all know the industry has been experiencing an unprecedented recession stretching from late 2007 to the writing of this article. For those with the wherewithal to sustain during this economic black hole, huge opportunity lies just on the other side of would-be disaster. And, if you have the capital, infrastructure and guts to expand, you may reap an incredible increase in market share. Why? From my view it exists for several...

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Claims file: New lead regulations

May 4, 2010 | Comments Off on Claims file: New lead regulations

by Lew Migliore As if business for floor covering companies was not hard enough with new asbestos regulations for testing, the U.S. Environmental Protection Agency (EPA) has issued new regulations about lead paint that affects all contractors who work in older facilities. If you are disturbing a structure during the course of doing your job, stirring up dust or removing components— which you certainly will be installing flooring materials— this rule will affect your company....

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Salesmanship: Happy days are here again (maybe)

May 4, 2010 | Comments Off on Salesmanship: Happy days are here again (maybe)

by Warren Tyler Lately, there have been numerous signs things are picking up. Housing starts are up for the first time in many months. Manufacturers have been reporting strong profits, although with the exception of electronics, hiring is at a standstill. Retail sales are up and many dealers in our industry are reporting increased sales. Most of the above have sifted through to the general public giving them the confidence to spend. (more…)

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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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