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Home » Authors » Dave Stafford

Articles by Dave Stafford

‘For a Few Dollars More...' How to pitch the high-end

Dave Stafford
May 15, 2008
No Comments
Superior products with a greater emphasis on style and substance, supported by modern installation techniques, will spell increased profit in the commercial flooring sector, even during challenging economic times. Why? Because top-notch products mean greater value for the client. They effectively reduce use-cost and generally mean fewer operational headaches. Making the sale can be a snap if you focus your presentation strategy on the product’s long term benefits.
Read More

Commercial Targets for '08: Hospitals, Commercial Buildings and City Hall

Dave Stafford
February 25, 2008
No Comments
Starting a New Year means making plans for where your immediate business will come from and investing time, personnel and thought into expanding. If your retail residential business is less than you had hoped for, perhaps you will finally take the plunge into commercial work. Here are the best targets for you to consider under the current economic conditions:
Read More

Going After a Commercial Job (Part II): The Next Step

Dave Stafford
December 11, 2007
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In Part I last month we looked at some of the fundamentals involved in bidding on a major commercial job. The example we’re looking at involves flooring for a local hospital. We laid out a scenario where a retailer or contractor was invited to bid based on the successful completion of a previous (though smaller) job at the hospital. It looks like a great opportunity, but how do you determine the amount of your bid? Go too high, and you won’t get the job. Go too low, and you may get it but wish you hadn’t. The challenge is to calculate your actual costs in manpower, materials and, let’s not forget, opportunities you have to pass up to pursue this particular job. 
Read More

Going After a Commercial Job (Part I): The Ground Work

Dave Stafford
November 14, 2007
No Comments
As a successful retailer, you’ve made the decision to expand and diversify your business model to include commercial business. You’ve had some experience in Main Street commercial and have made a nice profit on a condo project, a quick-turn tenant build-out, and an executive office suite at the local hospital. Even better, you’ve been mentioned as a qualified bidder for a large hospital addition. Life is grand and you’re on your way, right? Well, there are still a few issues to iron out, like what happens to the rest of your business while you work on the hospital?
Read More

Commercial Possibilities: It's not personal, it's business

Dave Stafford
August 16, 2007
No Comments
No matter how well-known you are as a retailer, no matter how successful your operation, the commercial sector is a whole new ball game. Even those retailers who are pursuing a modest agenda of Main Street commercial work have to re-establish themselves and build a reputation. Word-of-mouth is the key to your success, so if you are now expanding your efforts into commercial flooring remember that the first steps are crucial. Here are a few things to keep in mind.
Read More

If residential sales are sluggish, consider your commercial possibilities

Dave Stafford
June 15, 2007
No Comments
From adversity comes opportunity, but that’s only if you are prepared to expand your horizons.  Unfortunately for many retailers these days, adversity has arrived in the form of lighter store traffic, fewer leads, and customers who are suddenly hunting for bargains or choosing lower profit items. Yes, the residential market has cooled, but keep in mind there are other options available.
Read More
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