The Growing Importance of Online Reviews

I was on Amazon recently to purchase individually-wrapped computer screen cleaners. Trying to decide between over a dozen options, I read several online reviews to help me decide on what turned out to be a $19 purchase. How many times have you done the same thing for minor purchases? For that matter, how many times [...]

By | January 18th, 2018|

Strategies to Generate High Margins and Referrals

Even with dealers in some markets experiencing relatively high sales volume, now is a very challenging time to be in flooring retail. Box stores and online discounters continue to create downward price pressure, and many local retailers attempt to compete by cutting margins and using cheap-price advertising. However, by using the right strategies, getting margins [...]

By | December 14th, 2017|

The Importance of Differentiation

“I have to cut my margins to compete,” a floor dealer recently complained to me. This is something I hear fairly often. So what’s the solution to preventing margin erosion in a market full of box stores, online discounters, and other cheap price competitors? In a word: differentiation. If you don’t create differentiation, you are [...]

By | November 29th, 2017|

How To Avoid Competing On Cheap Price

In this installment, I continue with a series of interviews with industry leaders on what they see successful retailers doing to grow their sales, keep margins up and beat the boxes. In the last interview, I sat down with  Bob Eady, President of T&L Distributing headquartered in Houston, TX, to get his perspective on what [...]

By | November 15th, 2017|

The Importance Of Marketing For Repeat And Referral Customers

With competition from box stores and online dealers, rising costs, and pressure to cut margins, flooring retail is a tough business, especially if you don’t have the right sales and marketing systems in place, referral customers are key. I interview industry leaders on what they see successful retailers doing to grow sales, keep their margins [...]

By | November 1st, 2017|

How to Double Your Ticket Size Without Spending A Dime In Advertising

Dealers are finding it more difficult and expensive to get new customers through advertising. That's why to maximize your success, it’s critical that you maximize the dollars you generate from every sale to maximize your advertising ROI (Return On Investment). Nevertheless, my informal polling of dealers that attend my live seminars and webinars has shown [...]

By | October 19th, 2017|

Creating Differentiation in Your Showroom and Beyond

Every flooring prospect has an unspoken question on their mind: 'Why should I buy from you instead of your competitor?' If you don’t effectively answer this question you wind up losing customers and competing on price. One effective way to answer this question is by creating differentiation, and I spoke with Lindsey Waldrep, VP of [...]

By | October 5th, 2017|

A Timeless Solution To Modern Advertising Challenges

Over their 30 years in business, FC News has presided over massive changes in what constitutes effective advertising for flooring retailers. 30 years ago dealers could run a newspaper ad with a special offer and generate enough immediate business to make a profit. The same with direct mail to a purchased list, display ads in [...]

By | September 21st, 2017|