This past week I had the privilege of hosting the WFCA’s Industry Hall of Fame induction ceremony that honored three people; the late Sonna Calendrino, Sandy, and Paul Pumphrey for their distinguished contributions to the flooring industry. On paper, these three are actually quite different. Sonna was largely known for the work that she performed…
From an early age, many of us can remember a parent, teacher or coach reminding us that, “if you don’t practice, you’ll never be very good!” Sound familiar? My question is, at exactly what age did we begin to believe that this is no longer true? Much of my professional effort is focused on presenting…
This past week I had the opportunity to participate in the presentation of honors to the winners in Floor Covering News 2012 Award of Excellence competition. These awards, which are jointly sponsored by the WFCA, are presented to flooring manufacturers in a variety of categories ranging from design to sustainability. What is unique about these…
Have you ever been excited to finally get to make an anticipated purchase only to be met by a sales clerk who didn’t exactly share your enthusiasm? You know the type. They are the ones who mark off the days on the wall calendar behind their desk. We all have experienced this joyous soul! You…
Much has been written and said regarding the so-called disadvantages that the local merchant faces in our new economy. On-line shopping, big box retailers, category killers – all common terms barely existing in our business lexicon not that many years ago. While it is true that these forms of retailing have minimized some familiar merchandising…
Traveling about the country conducting training sessions allows me a unique perspective on what I feel may be the most ineffective and underutilized part of our business – advertising. I am always observing what local merchants, typically operating without the benefits of a professional agency, have to say to potential customers. Sadly, the message conveyed…
Spring is the time of year when sports pages are full of news pertaining to roster moves. Baseball teams are finishing up spring training, while deciding which twenty-five players to place on their opening day roster. NFL teams are pursuing both free agency and the upcoming college draft. All teams are seeking players who are…
One of the common mistakes that managers make is assuming that their staff members know more than they actually do. Never presume since “we covered that during orientation” or “it’s in the employee handbook” that any given message was fully understood and absorbed by your personnel. The tendency is to barrage new staff with information…
I read a great quote in Entrepreneur Magazine recently that I’d like to share with you. Jim Koch, the founder of the Boston Beer Company, stated that “you have a viable business only if your product is either better or cheaper than the alternatives.” Wow! That pretty well sums up the flooring business just as…
Nobody likes to lose a sale. You’ve often invested a great deal of time, effort and resources with a potential customer. You feel good about both your offering and its chances for acceptance. Then you get the bad news – she’s bought elsewhere. You feel somewhat defeated and possibly just a little hurt. You’d prefer…
When you have brought a newly hired employee on board, it is important to remember that training and induction are not the same thing. A good induction helps individuals understand the company and its culture. It defines the expectations for the person and the role that they will be filling. Most businesses do an acceptable…
I recently observed an experienced sales person make a presentation to a couple looking to buy several rooms of carpeting. I’ll call him Joe. He did many things correctly. He rose to greet the customers. He offered his name and asked theirs. He was both dressed and groomed professionally. So far, so good. Then Joe…