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Strength of partnering with suppliers

by Harvey Johnson What makes a good partnership? 1. Mutual respect. Understanding the other’s position, showing value to the relationship and striving for a win-win in...

Listen like you’re blind

by Kelly Kramer Growing up as an army brat, you might say I had to learn to adapt. In fact, throughout my K-12 and college years,...

Vinyl mystery spot

by Lew Migliore The vinyl flooring pictured with this column was installed in a kitchen/dining area of a home and, as you can see, has...

Contrarianism revisited

by Warren Tyler I first wrote on this subject last November and then again in February and can’t stress enough the importance of the concept. My...

Things you do to survive

CLARIFICATION:  The Salesmanship column that appeared in the April 30/May 7 issue of FCNews misstated comments made by an Armstrong representative during a presentation...

A race to the bottom

by Warren Tyler I belong to several discussion groups and one of the bright lights are the number of small retailers who really care—about their...

Unusable flooring?

by Lew Migliore A dealer who was obviously frustrated came to us seeking help, saying he had been told a certain percentage of prefinished wood...

Silence is golden

by Kelly Kramer Early on in my sales career I decided if I had to use negative and deceptive closing tactics, I would have to...

Go along to get along

by Warren Tyler My feeling has always been to listen to criticism, try to accept it and change for the better. Anytime I find something I...

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