Are you still
doing it the way you always did, even though you said, “This was the
year I will fix or change that?” Luckily, you still have five months to
fulfill your promise to complete whatever ideas you came up with.
Below is a list, in order of
urgency, that I compiled from dealers after the January article “What
are you going to change in 2016” was published.
1. Fire a salesperson!
This was No. 1. Many dealers have
struggled so much with finding good people that they live with and keep
inadequate salespeople. If this was on your list it was there for a
reason and you know the person you were thinking about. One dealer told
me that they fired their only salesperson. Their business went up.
2. Hire a salesperson!
Not always for the reason of
replacing inadequate people, it is also to help grow their businesses. I
still preach that you need to hire outside the flooring industry. The
person that worked at every flooring store in town has hopped around for
a reason.
3. Get a good software system!
I have talked with quite a few
dealers that either don’t use a software system or use QuickBooks. Many
said, “This is the year I get into a software designed for the flooring
business.” Are you one of them? Have you done anything yet?
This was No. 3 with the dealers I
spoke to and probably the one they most feared. Top concerns were “My
salespeople won’t use it;” “My salespeople won’t learn it;” or, “Who
will help me?”
These owners have other issues as
well, but my analogy of driving a car blindfolded should have scared
these dealers more. Most certainly, driving that way will cause a
collision at some time, depending on how lucky you are. The same goes
for running your business without the controls in place to protect you
from theft, margin loss, mistakes in purchasing products and making gut
decisions. While they may be experienced ones, they can still be made
better with the correct and accurate information the right software can
bring. If this was on your list and you haven’t budged, get moving.
4. Add a customer category!
Many retailers are just that —
retailers. Today, if you are going to grow, it has to be in conjunction
with diversification — adding builder, tenant finish, commercial and
multi-family customer types to your mix. Not the easiest if you have
always only been retail, but the right hires will help.
5. Re-layout your showroom!
Dealers found products on and
around displays that were dropped years ago. They found samples that
used to be top sellers and weren’t now because the samples were lost and
the rep wasn’t on his game to see the drop in sales and fix it. These
stores have a new look, not only for the customers, but for the sales
team on the floor! While you are at it, redo those outdated display
floors. Kentile, Designer Solarian, BR-111 and rubber backed kitchen
carpet are no longer in.
6. Most of all, have fun!
Not one word back from anyone on this. This item can change so many other issues in your business. Make it a priority.