Column - National Floor Trends

	CEO Letter Series: Alloc and Berry Floor Alloc and Berry Floor are committed to success for our retailers. This commitment is not merely a sentence in a corporate statement; it is a commitment we live out in real, practical ways as we do business with distributor and retail partners everyday.

CEO Letter Series: American General Financial Services

It is increasingly important to capitalize on the expertise of your business partners in today’s economic climate. With gasoline prices at all time highs and consumers’ disposable income declining, buying on credit has become a way of life. To stay competitive, you need a fast, convenient financing program. For more than 85 years, American General Financial Services has partnered with over 31,000 retailers like you to provide carefully developed credit programs through our branch office network of 1,600 offices.

CEO Letter Series: BR-111 “Green” is a hot buzz word in our industry these days. While other companies are beginning to evaluate their manufacturing processes, at BR-111 we have always put the environment first. Since our company began nearly 20 years ago, we have manufactured only from timber that is selectively harvested under the principles of sustainable forest management.

CEO Letter Series: Beaulieu of America

When National Floor Trends invited me to write an open letter directly to our customers, I jumped at the chance. Why? Because we owe our success to you, the dealers who believe in us and proudly sell our product; as well as the over 6,000 Beaulieu associates who take pride in making and marketing our product. Without the hard work and dedication of a lot of people, Beaulieu of America wouldn’t be where it is today and poised for growth.

CEO Letter Series: MAPEI

We are facing a serious contraction in the construction industry today, particularly in the residential building sector. When consumers buy less tile, carpet, wood, vinyl and other types of flooring, it affects all of us. However, MAPEI firmly believes that the market will expand again, potentially as early as 2009. To help our customers and business partners weather this rough stretch and be ready to meet to demands of a returning growth market, we are focusing on four specific areas.

CEO Letter Series: MP Global Products

The housing market is down, home foreclosures are rampant, it’s an election year, and transportation costs continue to skyrocket. We can all point fingers at any number of contributing factors, but the bottom line is that “times are tough”. In these difficult times, we need to focus on what sets us apart from the rest. Retailers need products that are economical but yet offer great profit potential; products that will enhance the performance of floors and that are great for the environment.

CEO Letter Series: Mohawk Industries

It’s a very challenging time for the flooring industry, but we will get through it. I believe now is the time - more than ever to work closely together and align ourselves to weather this storm. At Mohawk, we are experiencing the same pressures managing our business as you, the independent retailer. We are both dealing with rising product costs, increasing fuel prices, slowing demand, and a recessionary housing market. The flooring industry is in its third year of downturn and those who can successfully navigate through this period will be well positioned for the eventual rebound.

	CEO Letter Series: Roppe I would like to personally thank each of you for your support of the Roppe Corporation over the past 50+ years we have been in business. Your continued support and loyalty, coupled with our new marketing initiatives, will strengthen our position as a leader in the resilient floor covering markets we serve.

CEO Letter Series: Shaw Industries

On behalf of the Shaw Industries family, we would first like to thank you for your loyalty and continued support. The last couple of years have certainly been exciting for the company with the acquisition of Anderson Hardwood, increased product and marketing innovation, the evolution of the Shaw Green Edge, and the adoption of Shaw’s sustainability business platform. However, our company and our industry have also seen our share of challenges as the country experiences a significant economic downturn.

Habit: Scrutinize Every Expense – Lower Your Breakeven

“Times are tough. I’ve had fewer customers and I’m losing money. What should I do?” I often hear this question as I travel the country, teaching seminars and coaching our clients. The fact is, when you need to raise profits, you have only three choices: increase sales, raise margins, or cut expenses. You can do one, two, or all three.

by Sam Allman

Hiring Installers: Things to Look For (And Look Out For)

Not long ago a flooring contractor and I were discussing his desperate need for new younger installers. The contractor assured me the workload is such that there is plenty to do and he is prepared to pay a premium price for a qualified worker. But finding someone who meets his expectations has proven extremely difficult. “That good installer is turning out to be an illusive creature,” he remarked. He’s not alone. Many in our industry are finding that today’s workers lack the most basic qualification: a work ethic. We hear so much talk about “training” but seldom is there any mention of preparing people for the day-to-day rigors of installing.

by Ray Thompson, Jr.

	I Am Woman, Hear Me Floor When it comes to purchase decisions, flooring dealers would do well to remember two important words: Women Rule! Overwhelmingly, it is a woman—usually a married mom—who does the research, visits a few stores, interacts with the sales people and, ultimately, makes the purchase decision. by Patricia Flavin

In Challenging Times It Pays to Advertise

Something I rarely write about is retail advertising. Not that it’s a subject I am unfamiliar with, but there have been other priorities. In addition to this, the subject is controversial simply because there are so many opinions on the subject and more importantly, it is an area where fiber producers, marketing people and manufacturers insert themselves. While these people and their organizations are indispensable to all of us, their agendas are at odds with that of most retailers.

by Warren Tyler

View From the Corner Office

For this issue of NFT we did something a little different. Mindful of the anxiety, confusion and frustration that has been stirred by today’s market conditions, we asked top executives in the flooring industry to share their thoughts in the form of a letter to our readers. We asked what message they’d like to relate to the trade. What, specifically, are they doing differently these days? What advice do they have for retailers and others on the frontlines who are coping with this sputtering economy? When do they anticipate an improvement in market conditions? And what about the sharp increase in concern about environmental issues?

by Al Stewart

Hardwood Flooring

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