Dear David

Dear David: Affordable perks to offer millennial employees

June 11/18, 2018: Volume 33, Issue 26 By David Romano   Dear David:  I just spent the past couple weeks interviewing people for two retail sales positions. Most of the people I interviewed were less than 30 years old and a lot of them asked some very weird questions about benefits. I know you owned a recruiting company for the flooring industry and I was wondering if you could help

0 comment Read Full Article

Dear David: Effective management tips for all generations

May 28/June 4, 2018: Volume 33, Issue 25 By David Romano Dear David:  I’ve been a general manager for the last 11 years and make it a point to attend educational events at conventions focusing on managing a millennial team. My struggle is that I’m having just as many problems managing my older staff. Do you have any suggestions on how I can manage my team regardless of age? Dear

0 comment Read Full Article

Dear David: Secret to sales success—Rarely be yourself

April 30/May 7, 2018: Volume 33, Issue 23 By David Romano Dear David:  I just don’t understand why I spend so much money getting people in the door and less than half of them buy something. My salespeople are paid a commission, so they should be motivated. They are all experienced and well trained. My prices are competitive. My selection is the best in the market. What is going wrong? 

0 comment Read Full Article

Dear David: Effective ways to better manage your time

April 16/23, 2018: Volume 33, Issue 22 By David Romano Dear David:  In one of your columns you stated the No. 1 motivating factor to happy employees is a sense of accomplishment. I guess that is why I feel so burnt out and frustrated. It seems the longer I own my business, the less I get marked off my to-do list each day. Any advice you can give on how

0 comment Read Full Article

Dear David: Achieving a better work-life balance

April 2/9, 2018: Volume 33, Issue 21 By David Romano Dear David: I purchased two flooring stores from my parents about 10 years ago. My wife works alongside me and we have two children. Growing up, I watched my parents spend most of their time inside the store, which took a toll on my childhood and their well-being. I swore I would not let that happen to my family, but

0 comment Read Full Article

Dear David: First impressions of your showroom count

August 14/21: Volume 32, Issue 5 By David Romano Dear David: I have tried just about everything to get my sales associates to better organize the floor but nothing seems to work. I know we need to look better, but there is only so much I can do myself and I cannot afford to hire a cleaning company to come each night to clean and organize the showroom. Any thoughts?

0 comment Read Full Article

Dear David: Managing a business amidst sibling rivalry

July 3/10: Volume 32, Issue 2 By David Romano   Dear David: My father transferred our business to my three siblings and me quite some time ago. We didn’t pay for it and all have equal ownership. I now find myself doing more for the business than my siblings. When I ask them to work harder and play a larger role they throw our equal ownership in my face. I

0 comment Read Full Article

Dear David: The cost of negotiations

May 22/29, 2017: Volume 31, Issue 25 By David Romano   Dear David: I recently had a discussion with my sales associates about the current mindset of consumers regarding negotiations and the true cost of discounting. They got defensive and said the ability to negotiate is an important tool to closing sales. I disagree but need some advice or data to counter. Can you help? Dear Owner, The most common

0 comment Read Full Article

Dear David: Crafting the perfect job interview

May 8/15, 2017: Volume 31, Issue 24 By David Romano   Dear David: I’m finding that I have to conduct too many interviews before I can fill just one position. It seems like I am wasting time on people who are not even qualified to do the job. Even worse, when I find someone who can do the job they decline the offer. Any ideas? Dear Frustrated Owner, Keep in

0 comment Read Full Article

Dear David: Grow your bottom line without increasing sales

April 24/May 1, 2017: Volume 31, Issue 23 By David Romano   Dear David: Every time I go to convention, read articles and talk to my membership consultant I hear that I am supposed to have a 10% bottom line. However, I am not even close and I feel I run a pretty tight ship. What is a good bottom line and how can I increase my performance? Dear Owner,

0 comment Read Full Article

Dear David: Growing your business begins with leadership

April 10/17, 2017: Volume 31, Issue 22 By David Romano   Dear David: I just attended the WFCA University sales management camp. I learned more than I could have ever expected and received a ton of ideas to grow my business. Initially, I was worried about how the staff would take to the change but they all seem excited about a new direction. Now my biggest issue is finding the

0 comment Read Full Article

Dear David: Should RSAs generate their own leads?

March 27/April 3, 2017: Volume 31, Issue 21 By David Romano   Dear David: Is it just me or do sales associates seem less motivated these days? It is like pulling teeth to get them to go out and get their own leads. Am I wrong in expecting them to generate their own business? Do you have some techniques that have worked to incentivize them to get out of the

0 comment Read Full Article

Dead David: How to make customers feel more special

March 13/20, 2017: Volume 31, Issue 20 By David Romano   Dear David: I am getting concerned that competing on price and products is getting more and more difficult in the flooring industry. I feel confident we do a better job than most when it comes to installation, but I am not sure if that is enough to attract and retain customers. What would you suggest we do to provide

0 comment Read Full Article
    Dear David: The right way to greet customers

Dear David: The right way to greet customers

February 27/March 6, 2017: Volume 31, Issue 19 By David Romano   Dear David: I held a sales meeting covering the proper ways to greet customers. During that meeting, we did a lot of roleplaying. What I noticed right off the bat was there was no consistency and lots of bias. I understand greetings should not be canned and sales associates should sell the way that makes them comfortable, but

0 comment Read Full Article

Dear David: How to properly set customer expectations

February 13/20, 2017: Volume 31, Number 18 By David Romano   Dear David: I read your article a few months ago about how secret shoppers rated their overall shopping experience with big boxes vs. independent flooring stores. One thing stood out to me: the effect of either setting or not setting proper expectations with customers. Conceptually I understand the importance of this concept, but what exactly do you mean by

0 comment Read Full Article

Floor Covering News

Press Release

Touch of Color donates carpet tile to Habitat for Humanity

Harrisburg, Pa.—Touch of Color Flooring, headquartered here, recently reached out to the local team at Habitat for Humanity ReStore to make a donation of over 14,590 square feet of carpet

Read More

IWBI launches global concept advisories, taps Shaw’s Virgo

New York, N.Y.—The International WELL Building Institute (IWBI) has formed a network of global concept advisories to explore, better understand and, ultimately, more accurately quantify the impact of specific health

Read More

Havwoods presents high performance underlayments

New York, N.Y.—Havwoods International, a UK-based hardwood flooring supplier, is now providing options to absorb, block, break and isolate sound with three different underlayment products—Provent underlay, Unda-Tech Silver Backed underlay

Read More