Guest Column

  • Guest Column: Don’t fear the big boxes

    December 5/12, 2016; Volume 31, Number 13 By Vinnie Virga Many flooring retailers tell me they cannot compete with the likes of home centers and liquidators.  In my experience, these retailers are either listening to the whining of their salespeople (read: excuses for not closing sales) and/or they are not regularly shopping their competitors and don’t understand how they operate. Following are a few helpful ideas and strategies to increase

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    Guest column: How to stand out in your family-run business

    Expert advises maintaining your identity while contributing to the greater good November 21/28, 2016: Volume 31, Number 12 By Jacqueline Tabbah There is a fine line between respecting your family’s business that they’ve built from the ground up and being an innovator. This line can oftentimes feel like a tightrope, but once you make it to the other side, you will achieve a rewarding and meaningful career. Your first experience

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    Guest column: Adapting to survive in today’s changing world

    November 7/14, 2016: Volume 31, Number 11 By Vinnie Virga Once upon a time it was easy to be successful at marketing to consumers. You ran a great ad in the Sunday paper, came up with a really creative radio or TV spot, opened your doors and voila, it rained business. The key to succeeding in today’s media-saturated world is a little different. In the past, if you did a

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    Guest column: Offering a different take on the old ‘PK’ session

    October 24/31, 2016: Volume 31, Number 10 By Mike Nichols We’ve all seen it. A great sports team is exposed and gets beat by 50 points. You may have experienced this with your own college alma mater or high school. Have you ever wondered what the coach does at the first practice after such an embarrassing defeat? Typically, the coach encourages the team to go back to basics, the fundamentals

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    Guest Column: Matting- The last step in the installation process

    March 14/21, 2016; Volume 30, Number 19 By Adam Strizzi We hear it all too often in the professional cleaning industry: A building manager has a new floor covering installed (invariably carpeting right off the lobby floor), which after a couple of months looks just as bad as the carpet he recently replaced. Carpet cleaning technicians are brought in after about the third month and they tell the building manager that

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    Guest Column: Smartphone technology trains dealers’ salespeople

    Jan 4/11; Volume 30/Number 14 By Steve Damerow You can’t successfully sell product if your sales team doesn’t know and appreciate its attributes—and this requires a significant amount of time, effort and training for both the dealer and salesperson alike. The key to training salespeople and installers about the competitive advantages of multiple products is getting and keeping their attention, appealing to “what’s in it for them” through rewards and

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    Guest column: When a customer says, ‘I’m just looking’

    September 14/21; Volume 30/Number 7 By Louis Wisdom Seldom should a customer be left alone in the showroom to “just look.” She will see very little product and you will know nothing of her needs. How many times have you heard a customer say, “Thanks for your time, but I want to keep looking,” after only seeing a mere fraction of your selection? What’s worse is you know nothing about

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    An American in China: Diving into a bowl of noodles; part three

    October 27/November 3, 2014; Volume 28/Number 10 By Julian Dossche (Editor’s note: Julian Dossche is the senior manager, Global Business Development, at USFloors. Dossche recently relocated to the Jing’an District in Shanghai, China, to run the company’s Asian business. He has agreed to pen a quarterly column for FCNews on his perspective of doing business in China, his experiences and where opportunities may lie.) In my last column I briefly discussed

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    Industry girds for battle over ‘bat’ ruling

    October 13/20, 2014; Volume 28/Number 9 By Don Finkell Over the past several months, officials in the U.S. Department of the Interior and the U.S. Fish and Wildlife Service have been considering a decision that could have serious consequences for the entire forest products industry, including the North American wood flooring business. The proposed listing of the North American Long Eared Bat as an endangered species could have implications for

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    An American in China: Diving into a bowl of noodles; part two

    June 9/16, 2014; Volume 27/Number 29 By Julian Dossche (Editor’s note: Julian Dossche is the senior manager, Global Business Development, at USFloors. Dossche recently relocated to the Jing’an District in Shanghai, China, to run the company’s Asian business. Dossche has agreed to pen a quarterly column for FCNews on his perspective of doing business in China, his experiences and where opportunities may lie.) It has officially been over seven months since

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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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