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  • Lessons learned: A few minutes makes a big difference

    April 2/9, 2018: Volume 33, Issue 21 By Tom Jennings     When asked to compare the difference in performance characteristics between a top producing sales professional and an average performer, I always respond that a common trait professionals exhibit is they are willing to invest an extra few minutes per day toward their goal of being successful. By this I mean the minutes they are willing to prepare prior

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    Al’s column: Turning browsers into buyers

    April 2/9, 2018: Volume 33, Issue 21 By Lisbeth Calandrino   In this modern age of digital marketing, it’s critical retailers move beyond the traditional means of targeting consumers. Don’t get me wrong; I’m not suggesting dealers completely abandon tried-and-true methods of marketing to new and existing customers. Rather, they should seize all available opportunities—along with the host of online marketing tools available—to turn browsers into buyers. According to Salesforce

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    Marketing mastery: How to convert more door swings into sales

    April 2/9, 2018: Volume 33, Issue 21 By Jim Augustus Armstrong   (First of two parts) “We’ve been advertising with Angie’s List and Home Advisor, and running Google AdWords,” a dealer from Colorado said during a meeting about additional ways to market his business. I asked him what his monthly ad spend was and he said about $6,000. I followed up by asking how many walk-ins out of 10 wind

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    Dear David: Achieving a better work-life balance

    April 2/9, 2018: Volume 33, Issue 21 By David Romano Dear David: I purchased two flooring stores from my parents about 10 years ago. My wife works alongside me and we have two children. Growing up, I watched my parents spend most of their time inside the store, which took a toll on my childhood and their well-being. I swore I would not let that happen to my family, but

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    Marketing mastery: How changes to Facebook affect your marketing

    March 19/26, 2018: Volume 33, Issue 20 By Jim Augustus Armstrong   Facebook recently made major changes to its newsfeed and the types of posts that will be favored moving forward. “As we roll this out you’ll see less public content like posts from businesses, brands and media,” Mark Zuckerberg, Facebook CEO, announced recently. “And the public content you see more will be held to the same standard—it should encourage

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    Lisbiz strategies: Complacency is the enemy of business

    March 19/26, 2018: Volume 33, Issue 20 By Lisbeth Calandrino   When things are good, we have a tendency to sit back. However, complacency is the silent killer and it can attack both big and small businesses. It reminds me of a memorable quote from Roger Babson, entrepreneur and founder of Babson College: “Neither success nor failure is ever final.” This quote made me think of Howard Brodsky, cofounder and

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    Lessons learned: A business’ most renewable resource

    March 19/26, 2018: Volume 33, Issue 20 By Tom Jennings   Today’s consumer is undoubtedly aware of the multitude of sustainable products available in virtually every product category. From cars to carpet, many of these new products are truly revolutionary. While it’s nearly impossible to have not heard about the upcoming car models, is the flooring industry getting its fair share of the attention? If not, then why not? Recently

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    Al’s column: The upside to polished concrete

    March 19/26, 2018: Volume 33, Issue 20 By John McGrath From a design perspective, the look of polished concrete floors and open ceilings is a highly desirable, contemporary aesthetic for commercial spaces. As a major trend sweeping across retail, industrial and other markets, architects and designers are finding polished concrete has significant environmental, safety, sustainability and maintenance benefits as well. From helping to earn U.S. Green Building Council (USGBC) LEED

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    Guest column: Why going ‘mobile’ in your flooring business makes sense

    March 5/12, 2018: Volume 33, Issue 19 By Kurt Wilson   With the explosion of mobile devices in the last few years, many new software programs and apps have come on the market that are designed to be used by flooring professionals. That begs the question: Why should you get onboard the mobile train? Answer: Mobility enables your sales, estimating and installation team members to be more productive. For example,

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    Al’s column: Discounting can actually hurt sales

    March 5/12, 2018: Volume 33, Issue 19 By Jerry Levinson   During a recent weekly meeting with my staff, we were discussing ways in which we could improve our closing rate. Normally, there is a sale, special, discount or promotion that we offer our customers. Furthermore, it is common for customers to ask for an additional discount. We role play at our meetings and go through the process of measuring,

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    Floor Covering News

    Press Release

    Invista names Kimball vice president of global commercial solutions, home textiles

    Kennesaw, Ga.—Invista has promoted Kip Kimball to vice president of global commercial solutions and home textiles. In this expanded capacity, Kimball will lead the Antron and Dacron branded businesses, while developing new business

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    Laticrete launches LHT Plus for large, heavy tile flooring applications

    Bethany, Conn.—Laticrete has introduced LHT Plus, a polymer-modified large and heavy tile mortar specifically formulated to provide a one-step installation for large format ceramic tile, porcelain tile and stone on

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    CTEF focuses on qualified labor at Coverings 18

    Atlanta, Ga.—The Ceramic Tile Education Foundation (CTEF) will focus on tile installation excellence and qualified labor demonstrations during Coverings’18, the Global Tile & Stone Experience taking place at the Georgia

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