“There are no installers out there.” “I can’t get installers.” These are common complaints of flooring retailers. The first statement is partially true. The second is false. Retailers can’t get installers because they have failed to produce them. When I was a retailer from 1960 through 1987, installers were breaking down the doors for work. Problem was most were not the kind of installers I wanted and couldn’t be unless my people trained them.

While speaking at a group awards dinner for Olga Robertson, president of the FCA Network, I asked the installer in the audience who had just won an award if there were other installers among the dozens in the audience who were technically as good. FCA Network is one of the best run merchandising groups in the America. One tipoff is that they included installers at the dinner. His answer was: “Some were just as skilled.” I then asked, “Why were you the award winner tonight?” His answer: “Because my customers like me.”