Tom Jennings, chairman, WFCA Services talks about the process of preparing customers for the installation process by concentrating on the end results of the installation rather than the disruption of the actual install. Jennings reminds retailers and salespeople that they need to however be realistic with consumers.

Doug Chadderdon, president, CEO of Great Floors, a chain of 22 retail and commercial showrooms across the Pacific Northwest, talks about Great Floors’ in-house training. 

He notes that with 28,000 SKUs in the store this approach is necessary. He also talks about his ongoing training to make the efforts of salespeople more effective including a weekly supplier webinar and the need for retailers today to ensure salespeople know more than consumers.

Dev O’Reilly, CEO, industry-specific software provider Rollmaster talks about TISE and the 2019-2020 floor covering show season, the people-to-people aspect of the shows and how they have changed over the years. Discussing all the shows that take place in the industry, O’Reilly estimates the number of retailers that elect not to attend a show.

John Simonson, president Webstream Dynamics and 5-star Store Reviews talks about Ecommerce and the potential for success for floor covering retailers in the sector. Simonson talks about the investment and technology required to be successful in the space as well as the marketing and logistics required to become successful.

Jeff King, Legal Counsel WFCA talks about the importance of converting websites to be accessible to the handicapped including hearing, vision and physically impaired. King discusses the explosion of lawsuits that have been filed recently for this reason and recommends ways retailers can review their situation.   

Industry consultant Jim Buckles, discusses how retailers should allocate space on the sales floor. He advises retailers to seek to be the source for the type of flooring consumers are looking for and determine what products have sold during the past year. ​

Tom Jennings, chairman, WFCA Services discusses the concept of salespeople selling quality installation on the sales floor while selling flooring. He notes that many retailers shy away from the concept because is it the root of many problems but that many retailers have decided that it is time to control their own destiny and elevate their level of installation.