Don Roberts, president & CEO Central Alabama Floor, talks about the importance of closing rates within a retail operation. Roberts discusses the difference between a closing rate and a conversion rate, what a good closing rate is, how technology on the sales floor can increase closing rates and the importance of consistency in measuring closing rates.

John Simonson, president of Webstream Dynamics and Five Star Store Reviews, talks about the retailing concept of "buy online and pick up in store" and its future in the floor covering arena. Simonson notes that it’s a perfect option for large multi-store flooring retailers that stock product. He notes that the big box players do it as do many of the large floor covering specialty retailers. He adds that most retailers have a product catalog on their website and they invite consumers to call for pricing, but few offer a "buy online, pickup in store" option. He notes that the concept is a point of differentiation for retailers. The option affords consumers a means to check stock and can prompt an in-store visit.

Scott Levy, president, Arley Wholesale, talks about the first of four regional expos the company is holding this year instead of its Annual Arley Golf Classic and Tile & Stone Expo held in Scranton. Levy talks about the first regional, which was held in Wilmington, Del., and the remaining three expos noting they will return to the Arley Golf Classic in 2020 and the possibilities for events thereafter.

Doug Chadderdon, president and CEO, Great Floors, talks about the history of this this chain of 22 retail and commercial showrooms across the Pacific Northwest and its growth into a $200 million company. Chadderdon talks about the economy and the impact it has had on the company in the commercial, builder, and retail sectors and his expectations for growth in the future.

Tom Jennings, vice president of development, World Floor Covering Association (WFCA), talks about the salesperson’s role in preparing consumers for the installation process during the course of a floor covering sale and letting the customer know what is expected of them as well as the limitations of the functions an installer can serve, such as disconnecting stoves and other appliances and the usual time requirements for the installation.

Jim Buckles, The Carpet Guys, offers a rule of thumb for retailers who have old and/or outdated inventory in their warehouse. He suggests retailers note the products they commonly sell and categorize their inventory by style type and weight. He also says be aware of items not selling and every 6 months sell items that have not sold at lower prices. He also notes that there are entities in every market that buy odd products and opportunities to sell these products such to residents of college dorms and other unique operations that exist in most every market.

Scott Levy, president of Arley Wholesale, talks about the company’s digital marketing efforts supporting its retailer customers. Levy talks about the company’s digital app and the time and expense retailers are required to make to launch and maintain adequate digital marketing efforts of their own. Discussed is the marketing assistance Arley offers its customers and its decision to have retailers private label all of its products to make each store unique.