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Al’s Column

The NFA leads the industry back to normalcy

By Steven Feldman After six long months, the world returned to normal—if only for three short days. No, it wasn’t a dream. It was the...

Specifying in the age of COVID-19

By John McGrath The International Standards and Training Alliance (INSTALL) is putting a greater emphasis on working hand-in-hand with commercial architects and designers to develop...

What can be learned from an old classified ad

By Steven Feldman “Men wanted for hazardous journey, small wages, bitter cold, long months of complete darkness, constant danger, safe return doubtful, honor and recognition...

Right-selling tips to seal the deal (part IV)

By Pami Bhullar In the first three installments of this series, I outlined the key building blocks of right-selling—building trust with the customer; understanding her...

Qualifying customers properly

By Chris Coltran Having spent more than 28 years in our industry—and having had the opportunity to train tens of thousands of RSAs ranging from...

Creating a memorable brand experience

By Chris Wallace If you asked most people to tell you their favorite flooring brand, they'd struggle. In fact, they probably wouldn't have one at...

Al’s column: How to ‘right sell’ customers

March 2/9, 2020: Volume 35, Issue 18 By Pami Bhullar (First of four parts) For almost 40 years, I have been selling, observing and understanding what it...

Al’s column: Sage advice for new mill sales reps

February 17/24, 2020: Volume 35, Issue 17 By Jerry Levinson During a dinner with a friend/colleague at Surfaces last month, the subject of mill reps came...

Al’s column: A look back on my time at Surfaces

February 2/10, 2020: Volume 35, Issue 16 By Jerry Levinson I run Flooring Dealers & More, one of the largest Facebook groups in the retail flooring...

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