Dan Hussey, owner of B & L Flooring America in Prescott Valley, Ariz., recently offered a lasting tribute to Howard Olansky, the former senior editor of National Floor Trends’ who died late last year. Hussey says he was inspired by Olansky’s passion for promoting flooring as a fashion-forward business. He specifically recalled a presentation the two men gave at Surfaces 2005. “He was saying things that were close to my heart, and he helped gel my own convictions on the subject,” Hussey notes.
The dramatic showroom redesign took place after Hussey moved bargain-priced items to another store last summer. The freed-up space was used to create a mock living room in the center of his store. Customers visiting the store, are ushered into comfortable chairs where they can have a casual chat with sales staff.
“Howard said this once and I agree with him: How can you sell properly to consumers if you don’t know the consumer first?’” explained Hussey. “We’re trying to break down the psychological barriers of purchasing. We’re in the fashion and comfort business, and we want our customers to feel like they’re at home when they’re shopping. We find out about their lifestyles, their kids, their pets.”