A series of articles I wrote several years ago titled “Good Store, Bad Store!” stated that all successful stores do all the same things right, and all the less successful stores do all the same things wrong. While the columns basically bashed most small flooring retail stores, what surprised me was this series of articles brought me the most positive reactions ever received from my readers. Remarks like “Your column changed my life!” and “You described my store perfectly. Thank you!” were not uncommon.
Successful stores display larger samples. Successful stores limit their selections, use displays, keep their showrooms neat and clean, prominently display their current ads. Successful stores attempt to close the first time in, are open nights and Saturdays and other hours when consumers aren’t working, recognize the “proven consumer buying periods” and spend the bulk of their advertising money during these periods as well as recognize those periods when people aren’t buying. Successful stores realize sales education is critical and have regular, ongoing sales training.