LisBiz Strategies

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  • Lisbiz strategies: Lessons learned from my focus group

    July 31/Aug. 7: Volume 31, Issue 4 By Lisbeth Calandrino   When it comes to selling flooring we keep hearing the big box is clobbering the independent retailer. I find this hard to believe, so I decided to hold my own mini-focus group to get a clearer understanding of the issues. I recently convened a panel of 21 women—ages 25 to 65—at a small restaurant near my house. I asked

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    Lisbiz strategies: Drive more traffic by creating a destination

    May 22/29, 2017: Volume 31, Issue 25 By Lisbeth Calandrino   Recently, my friend Barb introduced me to her new friend, Alexa. Alexa is the kind of friend we’d all like to have. She knows your favorite music, can tell time and predict the weather, and she can even automatically turn the lights in your house on and off. She’s like Siri, only smarter and comes with better connections. Once

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    Lisbiz strategies: Taking shortcuts can hurt your business

    May 8/15, 2017: Volume 31, Issue 24 By Lisbeth Calandrino   When you first opened your business you most likely did everything by the book. You took your time completing tasks to make sure everything ran properly. Fast forward a year or two and the corners of that book were probably cut to save time and money. Why do we take risky shortcuts in business, and where do these shortcuts

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    Lisbiz Strategies: Stop breaking promises, disappointing customers

    April 24/May 1, 2017: Volume 31, Issue 23 By Lisbeth Calandrino   Employees make promises to customers they can’t keep. When they do this it kills their relationship with the customer. I recently read a story about a man who refused to break a promise to his wife to buy a bigger house within 10 years. When the time was up, he just didn’t have the money. To avoid disappointing

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    Lisbiz Strategies: Why traditional PK sessions don’t work

    April 10/17, 2017: Volume 31, Issue 22 By Lisbeth Calandrino   There are a few questions I ask each training group. “How much product knowledge do you need?” Answer: “I need to know everything about the product.” “How much of that information should you share with the customer?” Answer: “Only what the customer needs to know to answer her questions.” This is precisely why product knowledge training without sales training

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    Why traditional PK sessions don’t work

    By Lisbeth Calandrino   There are a few questions I ask each training group. “How much product knowledge do you need?” Answer: “I need to know everything about the product.” “How much of that information should you share with the customer?” Answer: “Only what the customer needs to know to answer their questions.” And there, in a nutshell, is why product knowledge training without sales training is often ineffective and

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    Lisbiz Strategies: Why trade shows matter

    March 27/April 3, 2017: Volume 31, Issue 21 By Lisbeth Calandrino   Coverings 2017 is right around the corner. There will be dozens of live demonstrations, over 70 free educational seminars and new products galore. But how many people will actually show up? I make it a point to go every year, but I usually see the same people. I’ve found the ones who show up really want to stimulate

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    Lisbiz strategies: If you have to fall, it’s better to fall forward

    March 13/20, 2017: Volume 31, Issue 20 By Lisbeth Calandrino   Nelson Mandela said, “There’s no passion to be found playing it small—in settling for a life that’s less than you’re capable of living.” Social media gives us an opportunity to play large. We used to talk about “word of mouth” but it’s now “world of mouth.” So how far are you willing to go? Are you afraid to step

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    Lisbiz Strategies: Learning how to adapt to millennial customers

    February 13/20, 2017: Volume 31, Number 18 By Lisbeth Calandrino   Everyone wants to know who exactly are the millennials and what type of customers they represent. Everything I read says they’re a new type of customer. They don’t want to be sold anything and are armed with the Internet and every device possible. Social media has changed how customers get information and who they listen to. Our new customers

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    Lisbiz Strategies: Young business owners share ideas at Surfaces

    January 30/February 6, 2017: Volume 31, Number 17 By Lisbeth Calandrino When I agreed to moderate a retailer forum, ‘Work, Life Balance,’ my thought was the attendees would be older business owners asking lots of questions. Much to my surprise, the audience of about 50, mostly men, was filled with a majority of owners ages 30-45. It was a lively group that was ready to chat at 8 a.m. Not

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    Floor Covering News

    Press Release

    Karndean to host Korlok launch party

    Export, Pa.—Karndean Designflooring invites area architects, designers, retailers and homeowners to celebrate its new rigid core interlocking floor and find out why “everything clicks with Korlok” at the company’s U.S.

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    CCA Global Partners to host annual charity golf tournament

    Manchester, N.H.—CCA Global Partners is preparing for its 15th Annual Alan Greenberg Charity Golf Tournament which benefits the Floor Covering Industry Foundation (FCIF). The event will be held Sept. 19 at

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    Shamrock names new plant manager

    Memphis, Tenn.—Shamrock Plank Flooring has named Terence Bittmann plant manager. In this position Bittmann will collaborate with Jack Shannon, Jr., president, and Jeremy Keel, director of operations, on improving Shamrock’s

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