Dear David

Dear David: Is training really a good investment?

November 7/14, 2016: Volume 31, Number 11 By David Romano Dear David: I am having such a hard time when it comes to training my staff. I know everyone needs training, but how do I justify the investment? And if I send someone off to training, who is going to help with customers?   Dear Short-Term Focused Owner, When thinking how to properly answer your email I was reminded of something

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Dear David: How to accurately calculate close rates

October 24/31, 2016: Volume 31, Number 10 By David Romano Dear David: I am trying to do a better job calculating my close rates but I am not sure what to do. I hear you are supposed to count everyone who walks in the door, but I’m also told you need to leave out any return customers in the denominator. Doing it either way will make a big difference in

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Dear David: Weeding out the rotten apples in the workplace

October 10/17, 2016: Volume 31, Number 9 By David Romano Dear David: The very first week I hired my “rotten apple” I knew it wasn’t going to work out. I was so enamored with what she could do for me that I lost sight of what she could do to me. After nearly 13 months of declining performance and increased negativity, I finally decided to let her go. On her

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Dear David: Why employee manuals are essential tools

September 12/19, 2016: Volume 31, Number 7 By David Romano Dear David: I’ve been reading articles about how important employee handbooks are for these new millennial employees. I don’t have a manual and the truth is I don’t know if it is really necessary. Is it worth going through the process of creating one when we do a pretty good job of training and setting expectations with our employees? Dear

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Dear David: Making the most of your management meetings

September 5, 2016; Volume 31, Number 6 By David Romano Dear David: I find whenever I hold a management meeting, nothing seems to get accomplished. Everyone seems to have their own agenda and we never get to everything. Do you have any advice on how to hold a productive management meeting? Dear Distracted Meeting Leader, The purpose of a management meeting is to inform managers, exchange information and collaborate to

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    Dear David: How to pay millennial sales associates

Dear David: How to pay millennial sales associates

July 4/11, 2016; Volume 30, Number 27 By David Romano Dear David: I am finding it increasingly difficult to find sales associates. Every time I mention the words “draw” and “commission” everyone under the age 40 declines the offer. I want to bring in some younger sales associates but this seems nearly impossible these days. And hiring experienced sales associates is very expensive and risky; they want such large draws

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    Dear David: Implementing a customer rotation system

Dear David: Implementing a customer rotation system

June 6/13, 2016; Volume 30, Number 25 By David Romano Dear David: I keep hearing about my veteran sales associates “stealing” customers from rookies. These seasoned RSAs supposedly claim they know customers or have worked with them in the past, passing off people they view as “tire kickers” to rookies. I met with my veterans and told them to cut this out but they all denied it was happening. I

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    Dear David: Holding firm on your established pricing

Dear David: Holding firm on your established pricing

May 23/30, 2016; Volume 30, Number 24 By David Romano Dear David:   You have been telling me for years to stop allowing my sales associates to negotiate with customers; I heard what you were saying but I didn’t necessarily believe you were right. I recently read something about Lexus and how the company is looking at plans to change the way it sells cars because it finds millennials hate

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    Dear David: Largest writer is my biggest problem

Dear David: Largest writer is my biggest problem

May 9/16, 2016; Volume 30, Number 23 By David Romano Dear David: I have a sales associate who is such a great producer but the rest of the team cannot stand her. She is not a team player, does not pitch in with helping any of my new hires, comes and goes as she pleases and doesn’t follow company policy. The rest of my staff keeps telling me it is

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    Dear David: Implementing minimum sales standards

Dear David: Implementing minimum sales standards

April 25/May 2, 2016; Volume 30, Number 22 By David Romano Dear David: Frustration is not even the word to describe how I feel about the performance of my sales team. I have some employees who really work hard and perform yet others are inconsistent. I have tried different incentives, threats and pleading but nothing really seems to make the bottom half of my team better. Is there something I

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    Dear David: Conducting exit interviews

Dear David: Conducting exit interviews

April 11/18, 2016; Volume 30, Number 21 By David Romano Dear David: How do I find out why I am losing my employees? My manager keeps telling me they leave because they want to make more money but I find that hard to swallow because I pay more than my competition. Can you offer some advice on this matter? Dear In-The-Dark Owner, Let’s start off with some facts to give

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    Dear David: Effectively moving old inventory

Dear David: Effectively moving old inventory

March 14/21, 2016; Volume 30, Number 19 By David Romano Dear David: I am struggling to move old inventory. Cash is tight and I have a lot of money tied up in those products. I have more than $500,000 of inventory that is over a year old. What can I do to get rid of this inventory quickly and not kill my margin? Sincerely, Compromised Owner   Dear Compromised Owner,

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    Dear David: Hiring seasoned or green RSAs

Dear David: Hiring seasoned or green RSAs

February 29/March 7, 2016; Volume 30, Number 18 By David Romano Dear David: I am looking to hire a sales associate and I need him to bring over a book of business. I don’t have the time to train him; I need him to hit the ground running when he gets started so he can pay for himself right away. He needs to have at least five years of experience

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    Dear David: The underperforming sales associate

Dear David: The underperforming sales associate

February 1/8; Volume 30/Number 16 By David Romano Dear David: I have a sales associate who has worked for me for just over six years. For many years she was my best sales associate; in fact, she averaged nearly $800,000 per year. In 2015 she sold just under $450,000 and the rest of my sales team sold, on average, nearly $650,000. I have met with her several times and discussed

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Floor Covering News

Press Release

Aspecta by Metroflor translates Declare labels

Norwalk, Conn.—Metroflor has published all the Declare labels for its Aspecta LVT commercial range in five languages: Spanish, French, Italian, German and Dutch. Rochelle Routman, Metroflor chief sustainability officer, who

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NeoCon celebrates 50 years of tomorrow’s design

Chicago—Registration is now open for the 50th edition of NeoCon, the world’s leading platform and most important event of the year for the commercial design industry. NeoCon 50 will take

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Couristan bolsters sales team

Fort Lee, N.J.—As Couristan prepares for an explosive 2018 and the launch of several new collections at Surfaces 2018, the company has hired two leading residential floor coverings sales executives

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