Don’t Give Away The Recipe

In the third installment of this 1 minute video series, Tom describes the lessons learned with the loss of a sale. Click here to watch…

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…

According to a recent report, most workplace safety investigations by the Occupational Safety and Health Administration against retailers are initiated by employee complaints rather than workplace accidents. The report also indicates that California and Pennsylvania are among the top states where inspections and citations occur. The November/December 2014 issue of Premier Flooring Retailer included an…

The reality in most flooring stores is that the sales manager was likely one of the firm’s top producing salespeople who got promoted. While I believe this often to be a mistake, as coaching a game properly requires an entirely different skill set than playing a game well, it’s a fact just the same. Many…

At the recently held Surfaces show in Las Vegas, neither Shaw nor Mohawk had a significant presence on the showroom floor. No big news there, as they have not participated for several years. While their collective market share is significant, I came away with the impression of both how large and varied our industry is…

I was recently asked by a young sales professional for some advice regarding her handling the move into management at one of her company’s satellite stores. My advice to her was to remember that her first day on the job would be her most important day on the job. Remember that first impressions count. Whether…