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Installments: The dealer’s perspective

Dec. 9/16 2013; Volume 27/number 16

By Dave Stafford

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Dave Stafford

Every dealer hopes for impeccable performance from his mill suppliers. If he doesn’t get the service he expects, and amends are not quickly made, a budding relationship may be doomed. Continue reading Installments: The dealer’s perspective

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Installments: Government business can be a good niche

July 22/29, 2013; Volume 27/Number 7

By Dave Stafford

Stafford,-DavecolorIn spite of the current headlines and daily recital abuses, the government can be a source of profitable, steady business if you do your job right. Having dealt with plenty of government challenges as a flooring contractor, here are some tips for when you are tempted to blow a gasket over red tape:

Win that next contract by doing better research than your competitors. Under the FOIA [Freedom of Information Act] you can often obtain complete information about previous contracts, contract awards and contract use. This can explain focuses for a multi-year, multiple item product installation solicitation. I once reviewed a current multiple award contract up for rebid and found that over 80% of the volume came from one contract item. This suggested that one would be wise to pack profit into that item. Continue reading Installments: Government business can be a good niche

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FCICA re-elects Capobianco

CHARLESTON, S.C.—Christopher Capobianco of Christopher Collaborative, Patchogue, N.Y., was re-elected chairman of the FCICA, the flooring contractors association, during the organization’s recent convention here.

In addition to Capobianco, FCICA’s 2010-11 executive board includes Gerry Swift of Potomac Floor Covering in Chantilly, Va., vice chairman; Michael Roberts of Bonitz Flooring Group in Knoxville, Tenn., secretary/treasurer, and Ralph Frye of Mats Inc. of Stoughton, Mass., vice chairman of associates. Kimberly Oderkirk will continue as executive vice president of the association. Continue reading FCICA re-elects Capobianco