Retailer2retailer: When odds are against you, take a chance

February 15, 2018 | Comments Off on Retailer2retailer: When odds are against you, take a chance

February 5/12, 2018: Volume 33, Issue 17 By Scott Perron   In January my son Zachary, who is now 17, and I took our first father-son trip to an industry trade show for the SE Flooring Market in Atlanta. As a young man, Zack was intermittently around during my corporate days in Kansas City but he had never been to a vendor show of any size. During our 60-hour jaunt that included drive time to...

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Retailer2retailer: Having the real thing for a few dollars more

September 5, 2017 | Comments Off on Retailer2retailer: Having the real thing for a few dollars more

August 28/September 4: Volume 32, Issue 6 By Scott Perron   Over the last several years a significant trend has occurred: Millions of square feet of carpet is being replaced by hard surfaces. The look of hardwood has always been desirable in the U.S. and now there are many categories that offer the many visuals found in real wood, including tile, laminate, luxury vinyl plank and WPC. Although similar in appearance, no item can replace...

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Retailer2Retailer: Go lean for ’17

January 16, 2017 | Comments Off on Retailer2Retailer: Go lean for ’17

January 16/23, 2017: Volume 31, Number 16 By Scott Perron Nostradamus was said to be a prophet who lived in the 16th century, spawning many tales of his ability to predict tragic events far into the future. While this seer may have been misinterpreted during his lifetime, one thing is for sure: He was not in the flooring business. Now please do not take my comments to suggest a great flooring famine or plague is...

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Retailer2Retailer: The value of specificity

January 9, 2017 | Comments Off on Retailer2Retailer: The value of specificity

January 2/9, 2017: Volume 31, Number 15 By Scott Perron Scott Perron In 2017 it will be 29 years since I entered this industry, where it has been my wish to remain a student of the game, with the goal of remaining relevant. Our retail company prides itself on under promising and over delivering. This past month, an exchange between a client and me prompted this article in the hopes of teaching all dealers how...

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Retailer2Retailer: In business—and in life—integrity trumps all

June 3, 2016 | Comments Off on Retailer2Retailer: In business—and in life—integrity trumps all

May 23/30, 2016; Volume 30, Number 24 By Scott Perron As I think back to my childhood and the early days growing up in our small family business, there are so many lessons I can extrapolate when it comes to running a successful business. But none is more important than having integrity, which is defined as “the quality of being honest and having strong moral principles.” Back in the late 1970s an owner’s success was...

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Retailer2Retailer: Get a grip in 2016

January 18, 2016 | Comments Off on Retailer2Retailer: Get a grip in 2016

Jan 4/11; Volume 30/Number 14 By Scott Perron Now that 2015 is over I imagine some of you are looking back and thinking, “What happened?” The last 12 months cranked by in a flash and based on the activity we saw in our market it’s no wonder. Construction is busy, real estate inventory is low and although the rates are edging up money is still cheap. So, what should we look at as 2016 begins?...

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Retailer2Retailer: Exponential business growth in 2016

January 18, 2016 | Comments Off on Retailer2Retailer: Exponential business growth in 2016

Jan 18/25; Volume 30/Number 15 By Scott Perron The International Surface Event in Las Vegas begins this week and the industry is geared up for another jam-packed week with hundreds of manufacturers, distributors and brokers selling their wares, showcasing new products for the coming year and capitalizing on a massive audience of dealers, installers, designers and architects. Attendees will be lined up by the thousands to see the latest offerings, eager to find new selections...

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Retailer2Retailer: The warm cold call

September 21, 2015 | Comments Off on Retailer2Retailer: The warm cold call

September 14/21; Volume 30/Number 7 By Scott Perron What is it about the idea of cold calling a new prospect or customer that makes sales professionals dread it? It has been ingrained in our heads since the beginning of time that cold calling is somehow difficult, ineffective and not worth our time. Well folks, I am here to tell you that preconception is dead wrong. Granted, in times of economic difficulty, cold calling will produce...

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Retailer2Retailer: Why networking works

April 7, 2015 | Comments Off on Retailer2Retailer: Why networking works

March 30/April 6, 2015; Volume 28/Number 20 By Scott Perron I read an article recently written by one of the industry trainers for whom I have a great deal of respect, speaking negatively about the “art” of networking. My goal is never to bash a colleague and I’m not going to start now, but without a doubt in my mind, networking is not only a phenomenal way to build a business, but it has many...

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Retailer2retailer: Values-based leadership

January 19, 2015 | Comments Off on Retailer2retailer: Values-based leadership

January 19/26, 2015; Volume 28/Number 15 By Scott Perron (Second of two parts) “In the absence of great leadership, people will listen to anyone who steps up to the microphone.” In an instant I remembered that quote used by Mark Fernandes, chief leadership office at Luck Companies, at his Values Based Leadership educational session at Surfaces East this past October, as I had said the same thing hundreds of times. Fernandes talked about both his...

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