Tuesday Tips

Welcome to Tuesday Tips, a weekly series featuring valuable tips on sales, installation, legal, leadership, technology, and making your business more profitable. 

2.20.24 - Listen Well, Tom Jennings

In this week’s Tuesday Tip, TomJennings reminds us that the customer standing in front of us both desires, and deserves, our attention.

2.13.24 - Curious About fcB2B, Lewis Davis

Are you curious about fcB2B? In this week’s Tuesday Tip, Lewis Davis, the Sr. Director of Technology & Research for the WFCA, introduces fcB2B and helps you connect your supplier to fcB2B to increase your efficiency (and your bottom line.)

2.6.24 - Managing the Customer's Exit, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings talks about the fact that a great many dealers fail to spend a like amount of time on the exit portion of the sale.

1.30.24 - The Effective Use of Silence, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings says one of the easiest and simplest techniques to boost your ability to productively respond when working with a customer is to slow things down and get used to working with silence.

1.23.24 - Navigating a Claim, Jeff King

The most important thing to remember: document everything. Jeff King talks you through navigating a claim in this week’s Tuesday Tip.

1.9.24 - Be Your Best Self, Tom Jennings

Always be your best self. In this week’s Tuesday Tip, Tom reminds us that as a manager, one of the hardest management skills is learning to take care of yourself first.

1.2.24 - Five Criitical Steps for Cyber Security, Stacy Eickhoff

It’s 2024 and one of the biggest risks businesses face today is a cyber attack. Stacy Eickhoff, Senior VP with Risk Strategies Company, shares five essential steps for establishing cyber security and ensuring you are prepared in this week's Tuesday Tips.

12.26.23 – Whats your Story?, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings reminds us that when you’re trying to get your customers to buy into the flooring experience that you’re creating for them, it’s a positive descriptive story that will make the difference.

12.19.23 – Objections are a Sign of Engagement, Tom Jennings

Objections are a great opportunity to learn more about your buyer’s disposition. In this week's Tuesday Tip, Tom Jennings reminds us that objections are a great opportunity to learn more about your buyer’s disposition.

12.12.23 – Don’t Act Smarter than a Fifth Grader, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings says “Don't act smarter than a 5th Grader.” In today’s world, many people hate complexity when it comes to communicating.

12.5.23 – Focus on What You Do Have, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings reminds us that beginning each morning with an attitude of gratitude will help set the tone of your day.

11.28.23 - Stick to the Facts, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings reminds us that the common trait observed in top-performing sales-people is that they are always eager to learn.

11.21.23 – Build a Budget, Steve Abernathy

In this week’s Tuesday Tip, Steve Abernathy, COO of the WFCA, walks through the simple steps of building and using a budget. Creating a budget and utilizing it to benchmark your business is a great way to help your business be more efficient.

11.14.23 – Always be Eager to Learn, Tom Jennings

In this week’s Tuesday Tips, Tom Jennings reminds us that the common trait observed in top-performing sales-people is that they are always eager to learn.

11.7.23 – When Apologizing Don’t Say Too Much, Tom

In this week’s Tuesday Tip, Tom Jennings advises to apologize once; more than that and the mistake grows to a bigger mistake because you’re putting a spotlight on it.

10.31.23 – Five Critical Steps for Cyber Security, Stacy Eickhoff

One of the biggest risks businesses face today is a cyber attack. Make sure you are prepared. Stacy Eickhoff, Senior VP with Risk Strategies Company, shares five essential steps for establishing cyber security in this week's Tuesday Tips.

10.24.23 - Show Buyers What is Possible, Tom Jennings

In this week’s Tuesday Tips, Tom Jennings shares his experience that a majority of flooring buyers are highly influenced by sellers who show them what is possible or how to solve a problem.

10.17.23 - The Power of Encouragement, Tom Jennings

In this week’s Tuesday’s Tips, Tom Jennings reminds us that no matter what our level of experience or personality type, there seems to be one thing that we all need and appreciate: encouragement.

10.10.23 - Navigating a Claim, Jeff King

The most important thing to remember: document everything. Jeff King talks you through navigating a claim in this week’s Tuesday Tip.

9.26.23 - Preparing for Hurricane Season, Stacy Eickhoff

Hurricane season is upon us. Are you ready? Stacy Eickhoff, Senior VP with Risk Strategies Company, shares five essential steps for preparing your business for hurricane season in this week's Tuesday Tips.

9.19.23 - Helping to Simplify the Issues, Tom Jennings

In this week’s Tuesday Tips, Tom Jennings focuses on helping to simplify the issues. We don’t help our customers by continuing to address what in their minds are complex issues by inflicting more complexity on them.

9.12.23 - Sales are about Relationship Building, Tom Jennings

In this week’s Tuesday Tips, Tom Jennings says that it is occasionally good to remind ourselves that sales are about relationship building – not friendship building.

9.5.23 - The Floor Covering Industry Takes Care of its Own, Josh Young

The floor covering industry takes care of its own. FCIF gets families back on their feet. In this week’s Tuesday Tip, Josh Young talks about how someone can get a grant from the FCIF in a time of need

8.22.23 - The Value of Referrals, Tom Jennings

Continually correcting a customer will not likely get them to change their opinions. In this week’s Tuesday Tip, Tom Jennings advises that sometimes it’s better to let it pass.

8.15.23 - The Power of Advocacy, Jeff King

Did you know? The WFCA has advocated on behalf of the industry and our members for over a decade. Jeff King of Jones Walker, General Counsel for the WFCA, talks about the national, state, and local efforts and how you can use the power of our collective voice to impact your business in this week’s Tuesday Tip.

8.8.23, Asking the Obvious, Tom Jennings

In this week’s edition of Tuesday Tips featuring Tom Jennings, Tom reminds us to always remember to talk about WHAT the product does for the customer, not HOW it does it.

8.1.23 - CHIPD, Josh Young

Looking for ways to add to your bottom line? Take advantage of the WFCA-exclusive partnership with CHIPD. In this week’s edition of Tuesday Tips, Josh Young showcases a quick way to add dollars by shaving fees and optimizing the efficiency of your credit card processing.

7.25.23 - Learn the Ingredients, Tom Jennings

In this week’s edition of Tuesday Tips featuring Tom Jennings, Tom reminds us that showing your concern for the customer’s well-being will be the tie-breaker in many purchasing decisions.

7.18.23 - Non EDI Product Catalog, Lewis Davis

Are you a manufacturer or distributor that wants to share the power of the fcB2B catalog with your customers quickly and simply, without EDI?  In this week’s edition of Tuesday Tips, Lewis Davis introduces a simple spreadsheet-based format product catalog with the same functionality as regular fcB2B that can be imported into your customer’s software, giving them the level of automation and support they are looking for.

7.11.23 - Celebrate the Small Steps, Tom Jennings

In this week’s edition of Tuesday Tips featuring Tom Jennings, Tom reminds us to celebrate the small steps. When novices do something approximately correct – encourage them!

7.4.23 - Distinguishing Touches, Tom Jennings

A few distinguishing touches serve as their “signature” on the masterpiece that they have assisted the customer in creating in this week’s edition of Tuesday Tips featuring Tom Jennings.

6.27.23 - Hope and Trust, Tom Jennings

Two words that many of us use almost interchangeably are the words “Hope” and “Trust” in this week’s edition of Tuesday Tips featuring Tom Jennings.

6.20.23 - Keep a Positive Tone, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings reminds us that salespeople have the ability to control the customer’s mood and reaction.

6.13.23 – Made in the USA, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings talks about Made in the USA products and why your sales team should make an effort to learn where your vendors are located and where your products are manufactured.

6.6.23 - Managers Delegate and Guide, Tom Jennings

In this week’s Tuesday Tip, Tom expresses his belief that managers should delegate and guide. They should always convey an attitude of “what can I do to help you learn? 

5.30.23 - Where is Cash Hiding, Steve Abernathy

Don’t let your cash go into hiding. In this week’s Tuesday Tip, Steve Abernathy, CFO of the WFCA, talks about the Bottom Line and helps you find three areas of your business where cash may be hiding.

5.23.23 - Educated Yet Unproductive, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings shares the thought that more education doesn’t always make someone more productive. Just because they have the knowledge, that alone is not enough to make them effective.

5.16.23 - Connect with fcB2B, Lewis Davis

Are you curious about fcB2B? In this week’s Tuesday Tip, Lewis Davis, the Sr. Director of Technology & Research for the WFCA, introduces fcB2B and helps you connect your supplier to fcB2B to increase your efficiency (and your bottom line.)

5.9.23- Explaining Installation

In this week’s Tuesday Tip, Tom Jennings shares why explaining installation is so important. This is often an area where the customer doesn’t know what questions to ask and what the differences may be.

5.2.23 - Scheduling Professionally, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings shares why scheduling is one of the most critical things that we do.

4.25.23 – A Floor for Every Place, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings shares why it’s your job to determine the correct product for the given space.

4.18.23 – Emphasizing Installation, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings focuses on emphasizing installation. Promoting superior installation is the future for local flooring dealers.  

4.11.23 – Being Upfront with Substrates, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings discusses the importance of being upfront with substrates. Make sure that the customer understands that this work is being done for their benefit, not yours.

4.4.23 – Be Memorable for the Customer, Tom Jennings

In this week’s Tuesday Tip, Tom Jennings reminds us to always be memorable to the customer. They understand that a display of samples is no more fashion than a box of crayons is artwork.

3.28.23 - Tell Me What You Have Seen, Tom Jennings

Tom Jennings reminds us that we know that when a potential customer appears we have passed their first cut of potential.

3.21.23 - Create a Care Package, Tom Jennings

Tom Jennings reminds us that the goal is to be memorable and do the unexpected

3.14.23 - Purchase Discounts, Steve Abernathy

Steve Abernathy, COO of the WFCA, walks through purchase discounts, an often overlooked way to add to your, “Bottom Line.”

3.7.23 - It's About Who Knows You, Tom Jennings

Tom Jennings reminds us to remember that our profession is who we are – not just what we do.

2.28.23 - Build a Budget, Steve Abernathy

Creating a budget and utilizing it to benchmark your business is a great way to help your business be more efficient. In this week’s Tuesday Tip, Steve Abernathy, CFO of the WFCA, walks through the simple steps of building and using a budget in another episode of, “The Bottom Line.”

2.21.23 - It's Time to Celebrate, Tom Jennings

Tom Jennings reminds us that when a sale is made, it’s time to celebrate. Not only did you make a sale, but the customer made a great purchase. Share in each other’s enthusiasm.

2.14.23 - Connect fcB2B, Lewis Davis

Are you curious about fcB2B? In this week’s Tuesday Tip, Lewis Davis, the Sr. Director of Technology & Research for the WFCA, introduces fcB2B and helps you connect your supplier to fcB2B to increase your efficiency (and your bottom line.)

2.7.23 - Bottom Line, Hidden Cash, Steve Abernathy

Don’t let your cash go into hiding. In this week’s Tuesday Tip, Steve Abernathy, CFO of the WFCA, introduces the Bottom Line and helps you find three areas of your business where cash may be hiding.