Al’s Column

1 2 3 9
  • Al’s column: Overcoming objections to new software

    June 11/18, 2018: Volume 33, Issue 26 By Jason Goldberg   One of the most challenging parts of investing in new lead management software is getting your sales team to adopt it. It is never easy to convince people who are set in their ways to completely change the way they operate on a daily basis. To most salespeople, integrating new software into their sales process is only going to

    Read More

    Al’s column: Lessons learned from baseball

    May 28/June 4, 2018: Volume 33, Issue 25 By Torrey Jaeckle   I love watching baseball. Unfortunately, I rarely watch it the “right” way. What do I mean by that? Well, let me start by describing how I usually watch a game. First, I record the game. Then I sit down, after the kids are in bed—usually around nine or 10 o’clock—and begin watching. To save time, I fast forward

    Read More

    Al’s column: Are you in the right class for tax purposes?

    May 14/21, 2018: Volume 33, Issue 24 By Roman Basi In one of my previous articles, I focused primarily on the Tax Cuts and Jobs Act’s (TCJA) impact on pass-through entities: sole proprietorships, limited liability companies (LLCs) taxed as partnerships or S corporations. In this installment, I provide an analysis of the other corporate form, C corporations.  While an S corporation election can be beneficial for many businesses, don’t discount

    Read More

    Al’s column: Urgency helps boost close rates

    April 30/May 7, 2018: Volume 33, Issue 23 By Lisbeth Calandrino The other day I was helping a friend clean out her closet. She would pull out an article of clothing and declare it was on its way to the Goodwill. A couple of times I commented on the clothing’s great quality. It seemed that when I did this, the piece went back into the closet. I noticed if I

    Read More

    Al’s column: Tax breaks—What you need to know

    April 16/23, 2018: Volume 33, Issue 22 By Bart Basi   If you’ve managed to secure an extension to file your 2017 taxes, there are some things you need to know. If you thought the Tax Cuts and Jobs Act (TCJA) signed into law Dec. 22, 2017, was the final determination on tax matters for the future, you were wrong. Earlier this year, Congress approved the Bipartisan Budget Act, which

    Read More

    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

    Read More

    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

    Read More

    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,

    Read More

    Al’s column: Advantages of lead-gen systems

    February 19/26, 2018: Volume 33, Issue 18 By Jason Goldberg   (Second  of two parts) In part I of this article (FCNews, Feb. 5/12), I provided an overview of what constitutes a good lead management system. In this second installment, I will delve into specifics and talk about the advantages such programs offer retailers. Accountability. Managers can now hold their salespeople accountable for tracking their assigned leads. They can calculate

    Read More

    Al’s column: How to better manage lead generation

    February 5/12, 2018: Volume 33, Issue 17 By Jason Goldberg  (First of two parts) It stands to reason that more leads will result in more sales for your company, right? Not so fast. Leads only convert into dollars when they are properly managed by your salespeople, managers and marketing team. Many flooring retailers make the mistake of thinking lead generation is the key to success, so they invest thousands of

    Read More
    1 2 3 9

    Floor Covering News

    Press Release

    Brush up business management skills with corporate leaders

    Dalton, Ga.—Whether it’s financial management, marketing, customer service, negotiating skills or pointers on how to be a better leader, WFCA University’s business management curriculum can help keep you and your staff

    Read More

    Elegant Mosaics welcomes Rachel Moriarty to design program

    Elegant Mosaics welcomes the award-winning, leading homestyle expert Rachel Moriarty to its brand. Moriarty will be a key partner to the “Design, Play, Create” program, which Elegant Mosaics created specifically

    Read More

    Sustainable Surfaces, Hero Flooring receive LGBTBE certification

    Las Vegas—Hero Flooring and parent company Sustainable Surfaces have received their certification as LGBT Business Enterprises (LGBTBE) through the National LGBT Chamber of Commerce (NGLCC) Supplier Division Initiative. End users who support the LGBT

    Read More