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|

Get An Unfair Advantage Over Big Box Stores – Part 2

In Get An Unfair Advantage Over Big Box Stores Part 1, I shared how I was on a coaching call with Mark Bouquet, a Flooring Success System member from the Chicago area who said, "We love having Big Box Stores for neighbors. We take a lot of business from them." In this installment, I will share strategies [...]

By | September 7th, 2017|

Get An Unfair Advantage Over Big Box Stores – Part 1

Awhile ago I was on a coaching call with Mark Bouquet, a Flooring Success System member from the Chicago area. "We love having Big Box Stores for neighbors," he said. "We take a lot of business from them." (That’s Mark in the photo. I LOVE this pic!) I spewed iced tea as I burst out [...]

By | August 24th, 2017|

How To Eliminate The “Feast Or Famine” Cycle – Part 3 of 3

“My revenue increased by 50% last year, and this year it increased by another 50%.” Craig Bendele from Florida was speaking to a group of dealers during one of my training webinars, and we were discussing the strategies he used to grow his revenue. (I covered some of those strategies in Part 2 of this series.) [...]

By | March 23rd, 2017|

How To Eliminate The “Feast Or Famine” Cycle, Part 2 of 3

Most dealers don’t have an ongoing, dependable marketing system in place to create a predictable stream of customers, to even out the seasonal ups and downs, and to bullet-proof their business against market fluctuations. The radio ad rep calls and says, “We’re having a special this month on ad space.” The dealer figures it’s too [...]

By | March 9th, 2017|

How To Eliminate The “Feast Or Famine” Cycle, Part 1 of 3

Does this sound familiar? Business is slow, so you launch advertising campaigns and promotions, and work your tail off, hustling to get more business in your door. The next thing you know you’re so swamped you can’t keep up with the orders. So, you stop doing the things that brought in the business because you’re [...]

By | February 23rd, 2017|

Five steps to empower your sales team

“I’ve told my sales team they need to increase their closed sales, but nothing improves.” This was the sentiment expressed to me by a frustrated flooring dealer. Actually, I’ve heard this complaint in various forms from many dealers. The problem occurs because retailers inform their salespeople of the end result they want but fail to [...]

By | January 12th, 2017|