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Lessons Learned

Lessons learned: Are you perceived as a sales professional?

Dec. 9/16, 2019: Volume 35, Issue 12 By Tom Jennings   Much has been written about why people buy flooring from large stores instead of...

Lessons learned: Always focus on how the customer feels

Nov. 25/Dec. 2, 2019: Volume 35, Issue 11 By Tom Jennings   As retailers, we’ve all experienced this scenario at some point in our careers:...

Lessons learned: A little extra time

October 28/November 4, 2019: Volume 35, Issue 9 By Tom Jennings   When asked to compare the difference in performance characteristics between a top-producing sales...

Lessons learned: In flooring, it really does pay to be green

October 14/21, 2019: Volume 35/Issue 8 By Tom Jennings   “I have never been hurt by anything that I didn’t say.” – Calvin Coolidge While this...

Lessons learned: Don’t let installation become a shortcoming

September 2/9, 2019: Volume 35, Issue 6 By Tom Jennings   It has often been said that the more things change, the more they remain...

Lessons learned: When training RSAs, stay out of the shadows

August 19/26, 2019: Volume 35, Issue 5 By Tom Jennings   A common mistake many companies make is transferring the responsibility of training a newly...

Lessons learned: How to leverage your proprietary offerings

August 5/12, 2019: Volume 35, Issue 4 By Tom Jennings   One of the largest hurdles many independent flooring retailers face is how to stand...

Lessons learned: The pitfalls of relying on email proposals

July 8/15, 2019: Volume 35, Issue 2 By Tom Jennings   We’ve all had our share of the “I’ll-be-back” type of customer. One thing we...

Lessons learned: The trick to hiring the right salesperson

June 10/17, 2019: Volume 34, Issue 26 By Tom Jennings   When visiting with flooring dealers across the country, I often hear the comment, “We...

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