Columns

  • 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

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    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? 

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    Lessons learned: Start at the bottom

    April 30/May 7, 2018: Volume 33, Issue 23 By Tom Jennings One of the best guides to personal selling success of our time is the late Zig Ziglar’s book “See You at the Top.” I am sure that many of you have read this classic at least once. While its pages have begun to yellow a bit, it remains a must-read for anyone desiring to move from salesperson to sales

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    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

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    Marketing mastery: How to convert more door swings into sales

    April 16/23, 2018: Volume 33, Issue 22 By Jim Augustus Armstrong (Second of two parts) In part one of this series, I discussed how you can increase your closed sales ratio simply by maximizing your repeat and referred customers. In this installment, I’m going to discuss why having a selling system will also help you increase your closed sales. “We now have a 70% close rate,” Rob, a dealer from

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    Lisbiz strategies: Managers should be trained to ‘coach’

    April 16/23, 2018: Volume 33, Issue 22 By Lisbeth Calandrino Every team looks to hire superstars. However, extremely talented people are hard to find and recruit—and did I mention expensive? Just look at major league sports teams and what they spend to bring in superstars. If you really want great talent, why not coach the ones you already have? Take those Clark Kents and turn them into supermen and superwomen.

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    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

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    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

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    Lessons learned: A few minutes makes a big difference

    April 2/9, 2018: Volume 33, Issue 21 By Tom Jennings     When asked to compare the difference in performance characteristics between a top producing sales professional and an average performer, I always respond that a common trait professionals exhibit is they are willing to invest an extra few minutes per day toward their goal of being successful. By this I mean the minutes they are willing to prepare prior

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    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

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    Floor Covering News

    Press Release

    Shannon Specialty Floors names Ellie Dowden Priester director of marketing

    Chicago—At NeoCon 2018, Shannon Specialty Floors named Ellie Dowden Priester director of marketing—a newly created position that she was promoted to here. “Ellie has played a pivotal role in the

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    Armstrong energizes commercial vinyl sheet in new DecorArt Rejuvenations

    Lancaster, Pa.—DecorArt Rejuvenations flooring, a vinyl sheet collection from Armstrong Flooring, introduces a versatile range of updated designs that deliver enhanced realistic visual impact and long-lasting performance to contract interiors.  New visuals with exquisite

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    Crossville’s Convergence collection awarded Silver at Best of NeoCon

    Crossville, Tenn.—Crossville was recognized with a Silver Award for its new Convergence glass collection at the Best of NeoCon showcase, June 11, in Chicago at the kickoff breakfast to NeoCon 2018. Honored

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