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Why does one store have a product priced at X amount of dollars and another at Y? Why does the price change as I move through different regions of the country? What goes in to pricing a product for national distribution? Why is having this conversation with other installers who don’t understand the big picture a pointless exercise?

Multi-time guest, fan favorite, and friend of the show, Ron Nash returns to the Floor Academy Podcast to discuss national pricing by looking at raw material costs, manufacturing, logistics, purchasing power, and the ever so important business model. A husband, father, photographer, artist, mentor, and President of Laticrete North America, Ron will bring his expertise from working with one of the largest tile constructions companies.

Listen in this week to learn how you can take this broader picture of market dynamics to help yourself on the micro side.

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Have you ever wondered how to get the higher end projects? What does it take to accomplish them? Who do you need to know? How do you need to perform? There are plenty of things that need to change and thinking that you do the best work in town isn’t going to cut it.

Chris Resti owns Crest Tile and Mosaic near Rochester, NY. With a focus on fabricating mosaics and wall art, his journey didn’t begin there. Retail, food service, education and entertainment were some of the stops along the way before becoming a journeyman tile setter. Now running his own thing, Chris wants to reach a higher end clientele to allow him to move more of his works of art instead of the same old shower or floor time and time again.

Listen in to this week’s episode of the Floor Academy podcast as Chris and I discuss what efforts he can take to target a specific clientele to focus on his mosaics and wall art.

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What happens with your missed calls or text messages? How about emails? How many times do you follow up with a prospect before considering the lead dead? How do you nurture a lead that is in its infancy? If someone isn’t ready to book now and get work done do you consider them a bad lead? All of these questions have to do with lead workflow and can have a big impact on how busy you can stay. Most of us want leads that are ready to go but we don’t have a system to nurture someone early in the buying cycle through completion.

Tony Pieroni is no stranger to the flooring world. With 12 years at Mohawk and international sales experience, he kept volunteering to take on new territories after setting up successful ones. Tony is now the CEO of The Flooring Dealer Sales Accelerator where he focuses on lead management and converts those leads into qualified appointments. Much of his system is built on his experience from the field bringing clients on with Mohawk. He was willing to do the work that most are not and built a solid process to keep himself in front of the prospect for long periods of time, as well as, to keep on educating them on his benefits as a partner.

Listen in to this week’s episode of the Floor Academy Podcast as Tony and I discuss how you can improve your lead management to build a solid system to close more projects and keep your business busy.

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The International Surfaces Event

Uzin

TileTools.com

Check out our website and store

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What happens with your missed calls or text messages? How about emails? How many times do you follow up with a prospect before considering the lead dead? How do you nurture a lead that is in its infancy? If someone isn’t ready to book now and get work done do you consider them a bad lead? All of these questions have to do with lead workflow and can have a big impact on how busy you can stay. Most of us want leads that are ready to go but we don’t have a system to nurture someone early in the buying cycle through completion.

Tony Pieroni is no stranger to the flooring world. With 12 years at Mohawk and international sales experience, he kept volunteering to take on new territories after setting up successful ones. Tony is now the CEO of The Flooring Dealer Sales Accelerator where he focuses on lead management and converts those leads into qualified appointments. Much of his system is built on his experience from the field bringing clients on with Mohawk. He was willing to do the work that most are not and built a solid process to keep himself in front of the prospect for long periods of time, as well as, to keep on educating them on his benefits as a partner.

Listen in to this week’s episode of the Floor Academy Podcast as Tony and I discuss how you can improve your lead management to build a solid system to close more projects and keep your business busy.

Check out our sponsors

The International Surfaces Event

Uzin

TileTools.com

Check out our website and store

Support the show

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Nobody wants to work. People want too much money. Nobody will do it as well I can. What other excuses do you have for not having employees and trusting them to complete a project? It doesn’t have to be that way but it will take some work and systems to have reliable, attentive, and empowered employees that do the right thing even when you are away.

Matt Garcia, owner of Craftsman Hardwood Flooring in San Angelo, TX, returns to the show once again to talk about how he implemented performance pay into his business. Not only can his business do more revenue, but it gives his employees the ability to earn more than their base wage as well. The best part is the accountability built in to insure that each project is completed to the company standards without anyone having to micromanage the crew.

Listen in to this week’s episode of the Floor Academy Podcast as Matt and I discuss how you can truly build the business you dream of when you implement performance pay.

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Is it really worth it to have a showroom? Will it truly help your installation business? Won’t it just create more work and get in the way of running installs? It could not be worth it, it could get in your way, and it could create more headaches. However, it could also open up a new revenue stream, limit liability, and give you a path to something other than the “daily grind”.

Billy Fritzel is the owner of Fritzel Flooring founded in 2017 in Fort Collins, CO. Following in the footsteps of his hero, his father, he took the skills embedded in him as a child and decided he wanted to forge his own path. Working for his older brothers for a short stint before opening his own business gave him the knowledge he needed to reach the next step. Now after building the premiere brand for installations in Fort Collins, Billy is looking to take it to the next level.

What does it take to open up a showroom though? Listen in to this week’s episode of the Floor Academy Podcast as Billy and I discuss his journey to open his showroom and what it means for his business.

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Just because you can set a tile, hand sew a seam, or properly sand and finish a floor to perfection, does not mean you are good at business. Often times we think because we are great craftspeople that those skills mean we are good at our business. If that was the case, why are there constantly contractors from all fields asking how much they should charge, what is the difference between markup and margin, and how do I handle this challenging client? If you had the skills you wouldn’t be asking.

John Cox is the owner of a Five Star accredited national tile contracting installation business. Starting in 1975 John has built a reputation for excellence through innovative tile solutions and strong communication. The awards and accolades of today’s installs would have never happened without realizing that as a setter he was fantastic but when it came to being a leader and business owner, there was a lot to learn. That journey began with a few books that have turned in to many, as well as, conferences, and more.

Listen in to this week’s episode of the Floor Academy Podcast as John and I discuss where his passion for life long learning came from and how he moved out of his own way to become the man he is today.

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How much does your workman’s comp cost you? What are you classifying your employees as? What are you subs classified as? Did you know that core tasks dictate classification and different classes have different rates? Someone in the field using dangerous power tools will cost you far more than someone in an office sitting at a computer. How do you figure out when you can change a classification and is all this penny pinching really worth it?

Brad Lenz and his wife Kerry own Rice’s More Than Floors which they acquired in 2016 from his parents. The store has a beautiful history dating back to 1968 where it started as a furniture and appliance business, later adding carpet. After finishing high school Brad started a tile installation business in 1998 and started adding employees in 2016. This was when the installation business and flooring store merged. The merger began a focus on technology and cloud based software to improve their systems and processes. Brad’s natural gift for problem solving has also helped find small ways to be more profitable along the way. One successful change implemented has been how employees are classified while they are working and making sure it is accurately kept track of.

Listen in to this week’s episode of the Floor Academy Podcast as Brad and I discuss how you can be more profitable with one simple change to how you classify your employees depending on the task they are working on.

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The International Surfaces Event

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TileTools.com

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