Many dealers are experiencing record-breaking sales due, ironically, to the COVID crisis. We’re continuing our discussion of how to turn a temporary surge in revenue into a permanent new level of success for your flooring business. Unsold quotes A percentage of people who visit your store will check out samples or get a quote [...]
Selling high-end products like hardwood can be very lucrative for dealers. However, dealers don't sell nearly as much of their high-end lines as they could, so they miss all the additional profits that premium products can generate. I attended the NWFA Wood Expo and spoke with wood manufacturing leaders on the reasons why dealers don’t [...]
“*Flooring World,” the employee answering the phone said in a bored tone when I called for an appointment I had with the store owner. This fellow had no enthusiasm in his voice, and his tone suggested that I had interrupted his day. He obviously didn’t realize—or didn’t care about—the negative impression he was making on [...]
In my previous column, I detailed the many problems dealers face when buying leads from HomeAdivsor, Angie’s List and other lead generation companies. Here’s a quick summary of the problems I discussed. You have no control over the types or quality of leads. You have no control over how the leads get generated. Buying leads [...]
“Wow,” I thought to myself. “If I ever need tax help I’m calling this guy.” I was in the waiting room of a local CPA, looking through a very plain, white binder filled with letters from his clients thanking him for getting them out of tax trouble. They raved about how he got their tax [...]
“I’m trying to implement improvements to my selling system,” a dealer that I was coaching told me, “But I’m getting resistance from some members of my sales team. How can I get them onboard?” A lot of dealers can relate to this question. I get it most often when I’m helping dealers implement a more [...]
“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 [...]
Greetings Floor Dealers! This week’s topic is, “It’s time to get mean.” So what do I mean by that? Well, there’s a lot to be discouraged about lately. The economy is in the toilet, dealers are getting slaughtered, and our news media pumps the raw sewage of negativity into our society 7 days a week, [...]
