Floor Academy - Helping flooring, tile and stone contractors own an asset

Send us a text Do you sell installations or do you sell an experience? Answering that one question can quickly help you differentiate your company from the competition. What makes an install an experience? When does it start? What’s included? Is it really different than what the competition is doing? Reggie Burke of Bayview Flooring in Port Angeles, Washington has over 10 years of experience in the flooring trade. Upon going out on is own after being trained by his father, Reggie was looking for a way to be different from the rest. Over the last two years he has honed in on creating a client experience unlike any other in the area when it comes to flooring installations. From the time the prospect first reaches out until the project is closed out, there are little differences that elevate the quality of service that is being provided. Listen in to this week’s episode of the Floor Academy podcast as Reggie and I discuss how he has crafted a client experience that not only helps sell the value of his installations but makes it a no brainer to go with Bayview Flooring. Check out our sponsors Johns Manville Schluter Systems The International Surfaces Event Kronus Soft Ardex Americas TileTools.com Check out our website and store Support the show

Send us a text What changes about your marketing strategy as your business develops around you. What kind of tactics are required as a startup, survival, successful, scaling, or sustainable entity? More than likely referrals won’t be the only thing keeping you business alive past the survival stage. Justin Shaw of Driven for Growth, returns to the show to help us answer the above questions with practical steps to help you move the needle. He works closely with entrepreneurs in the contracting space to implement strategies and systems for their continued growth. His approach is holistic and helps business owners develop the skills they need to transform their business so that it can truly reach its full potential. Listen to this week’s episode of the Floor Academy podcast as we talk about practical steps to take at each stage of business. Check out our sponsors Johns Manville Schluter Systems The International Surfaces Event Kronus Soft Ardex Americas TileTools.com Check out our website and store Support the Show.

Send us a Text Message. What changes about your marketing strategy as your business develops around you. What kind of tactics are required as a startup, survival, successful, scaling, or sustainable entity? More than likely referrals won’t be the only thing keeping you business alive past the survival stage. Justin Shaw of Driven for Growth, returns to the show to help us answer the above questions with practical steps to help you move the needle. He works closely with entrepreneurs in the contracting space to implement strategies and systems for their continued growth. His approach is holistic and helps business owners develop the skills they need to transform their business so that it can truly reach its full potential. Listen to this week’s episode of the Floor Academy podcast as we talk about practical steps to take at each stage of business. Check out our sponsors Johns Manville Schluter Systems The International Surfaces Event Kronus Soft Ardex Americas TileTools.com Check out our website and store Support the Show.

Send us a Text Message. How do you grow an installation company to more than just installation? You get into the retail side of things and start selling products. It’s as easy as building a relationship with a local store for a kickback to being as complicated as opening up your own store from ground zero and building it up. There is a middle ground of finding a store that is for sale and buying a client base and some systems and processes to help make your life slightly easier. Donald Perkins and his wife, Emily, purchased Carpetland of New England when they were presenedt an offer they couldn’t turn down. While selling material wasn’t exactly new to them, having a sales staff, retail location and subcontractors to complete more installs than they could handle was. It was a step up for them in their business journey that hasn’t come without a few surprises. Listen in as we discuss what challenges they have faced acquiring the store, how it has changed their business logistically, and what the future looks like. Check out our sponsors Johns Manville Schluter Systems The International Surfaces Event Kronus Soft Ardex Americas TileTools.com Check out our website and store Support the Show.

Send us a Text Message. How do you choose the right software for your business? Recommendations? Trial and error? Research? There are plenty of ways to attack it but one of the most important things to consider is whether or not it fits your business model. Not all software is created equally nor is it created to function as part of every industry. Tom Strachan is the CEO of Service Buddy, and leads a dedicated team in transforming the way flooring companies manage their operations through technology.Their software platform is designed to simplify operations, enhance customer communication, and boost overall business efficiency. By focusing on customization, we empower our clients to reclaim valuable hours each week, allowing them to concentrate on what truly matters—providing exceptional service. Our software helps drive better profit margins for our clients. Listen in to this week’s episode as Tom and I discuss how you need to vet software for your business before choosing a platform for the long haul. Check out our sponsors Johns Manville Schluter Systems The International Surfaces Event Kronus Soft Ardex Americas TileTools.com Check out our website and store Support the Show.

Send us a Text Message. It’s not uncommon for me to hear from the audience or clients that they are technology adverse. With the average age of an installer in the industry being over 50 years old, it’s really no surprise that technology is not a major part of their business model or life. Couple that with the fact that technology and hand skills do not always go together and it’s a modern day recipe for disaster. There are simple and easy to use tools readily available to make your business more streamlined and user friendly. From booking software, measuring software and customer relationship management software, there is no reason to be afraid of your computer when you can save hundreds of hours of time a year with a small up front investment. Victor Milazzo is the CTO of Kronos Software and IT/Ecommerce manager at Carpet To Go. He has helped develop the systems that have made flooring businesses run more efficiently through the simple use of technology to automate receptive tasks. This has allowed him to not only increase revenue through more sales but increase profit by reducing overhead costs as well. Listen in to this week’s episode as Victor and I discuss some simple but very effective ways you can increase your productivity with some simple technology for your business. Check out our sponsors Johns Manville Schluter Systems The International Surfaces Event Kronus Soft Ardex Americas TileTools.com Check out our website and store Support the Show.

Send us a Text Message. It’s not easy to grow a business and make it efficient. Many of us struggle to make it happen and it doesn’t help that the trades are full of guys with lots of pride and stubbornness. We often times get the mindset that we have to do everything on our own and that because we know our trade well, that we know how to run our business well. Knowing your trade and knowing how to run a business are two separate skills though and we have to normalize this. Mike Somodean is the owner of MSCS Inc in Roswell Georgia. After moving from Romania in 2003, he started MSCS Inc in 2006 and hasn’t looked back. Along the way he has gotten married, had a son, made the NWFA 40 under 40, and even won NWFA Floor of the Year. Mike is also a NWFA certified installer, sand and finisher, sales advisor, and regional instructor. All of these accolades help push his craft and business forward but along the way he realized he couldn’t figure it all out himself and needed some help. Mike had to get out of his own way and let others step in with doing what they are best at. Listen in to this weeks episode of the Floor Academy podcast as Mike and I discuss why he hired a business coach to move his business beyond where he was at. What changes he had to make before coming to that decision, and how it has impacted his professional and personal life. Check out our sponsors Johns Manville Schluter Systems The International Surfaces Event Kronus Soft Ardex Americas TileTools.com Check out our website and store Support the Show.

Send us a Text Message. What is it that you actually sell as an installation contractor? If your answer is installs, you are dead wrong. That is what you do but it is not what you sell. You are selling a solution to a problem that someone has and providing them with value. Think about it, if you had a $100 bill in your hand, what would you trade it for? The value of the proposed trade would need to be worth more than the $100 bill or you wouldn’t make the trade. How can you present value to your prospects beyond the fact that you can install something? Andrew Acker is the Director of Education for Schluter Systems and has been with them for 27 years. Previous to that he was a C54 licensed contractor and tile setter for 20 years. Andy also sits on the bored of directions for the Ceramic Tile Education Foundation. Part of being the director of education for Schluter involves Andrew creating content that empowers contractors attending workshops to be better positioned than their competition in their market. This comes in the form of providing value behind using the Schluter name such as receiving a comprehensive warranty, products that provide solutions to common installation issues, or getting the contractor up to speed with industry standards to allow them to provide quality installs that last a lifetime. Listen in to this week’s episode of the Floor Academy podcast as Andy and I discuss why you have to stop selling installations and learn how to solve problems by presenting value beyond an exchange of goods for money. Check out our sponsors Johns Manville Schluter Systems The International Surfaces Event Kronus Soft Ardex Americas TileTools.com Check out our website and store Support the Show.

Send us a Text Message. Do you ever worry about the tax man coming after you? What about any other government agency? Do you even know who can and what it truly takes to avoid getting in trouble? I’m sure most of us pay our taxes correctly enough to remain under the radar but what about OSHA, or the Department of Labor or the Environmental Protection Agency? I never really thought to personally worry about it, but then it came to my attention I may not need to worry about myself or my team. It could come from a client or team members significant other. How are you staying protected and from who? Pandy Pridemore is the Principal Consultant and Mediator for The Human Resource USA. With over 44 years experience including corporate and public sector human resources work, she even had a stint at her father’s small flower shop. The Human Resource USA offers short term, long term, and on call HR Services to small businesses. Pandy is not only a sought after speaker for human resources but also hosts a weekly cable television show and podcast where she discusses Ohio state and Federal level HR guidelines and practices. Don’t miss this episode of the Floor Academy Podcast as Pandy and I discuss who you need to be looking out for, what documentation you need to protect yourself, and why HR is more that harassment complaints and even small businesses need some form of it. Check out our sponsors Johns Manville Schluter Systems The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.

Send us a Text Message. How many times do you follow up with a potential client before you move on? What kind of follow up system do you have? Does any of it involve education? Did you know that the average buying cycle for flooring is 6 to 12 months? How are you staying in front of your prospects so they will use you when they are finally ready? Chris Frate, owner of Pasquale Floors in Cleveland, OH, has grown his business to have multiple crews offering sand and finish services. Started in 2001, its been a journey to get the system and processes in place that allow Chris to now focus on the business instead of the sanding and finishing. Wanting to develop a better way to close leads and stay in front of clients Chris went looking into drip campaigns to have an automated way to educate his prospects as well as stay top of mind with them. Listen in to this week’s episode of the Floor Academy Podcast as Chris and I discuss what a drip campaign is, how to set one up, and some ideas to get you started on your own. Check out our sponsors Johns Manville Schluter Systems The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.

Send us a Text Message. Struggling to manage just the field operations? What’s it like to add on the books, marketing, scheduling, deliveries, and bidding? Wearing all the hats is a difficult task that is only multiplied by the facts that we are not good at everything and we don’t enjoy everything. Did you know that you don’t have to do it all? Did you know that your struggles are not unique and many other owners are just like you? Doug Howard is President of Growth Team Strategies, a consulting company specializing in growth planning, succession planning and business improvement. For more than 30 years, he has worked with owners of growing businesses to help them overcome challenges and develop strategies for successfully navigating growth. He does this through training, webinars, writing, facilitated meetings and one-on-one consulting. Doug is known for his entertaining yet informative approach to business ideas and strategies. He likes to bring complex business concepts into clarity with real life stories and recognizable examples. Doug is a graduate of the Wharton School of Business. He previously owned a small business consulting company for 17 years with offices in Alabama, Arizona, Virginia and Maryland. He served as a Carroll County Commissioner for 8 years and even worked as the Director of Miller for several years. Discussed this week on the Floor Academy Podcast, Doug and I break down how owners don’t need to wear all the hats and how to escape that trap. Check out our sponsors Johns Manville Schluter Systems The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.

Send us a Text Message. Have you heard bad stories about useless business coaches who don’t produce results? Does the idea of hiring one just completely turn you off? I can’t blame you, not one bit. There are a lot of coaches out there but many of them are really just cheerleaders. They pump you up emotionally but don’t ever provide any tools to truly change the business. What is it that you are actually buying and what is that you are actually wanting? Does your business even need help? Justin Shaw is the founder of Driven for Growth and the 90 Day Growth Engine Program. He works closely with entrepreneurs in the contracting space to implement strategies and systems for their continued growth. His approach is holistic and helps business owners develop the skills they need to transform their business so that it can truly reach its full potential. This week’s episode of the Floor Academy Podcast has Justin and I discussing how you can vet potential coaches, what they need to bring to the table and most importantly what you need to bring to the table. Check out our sponsors Johns Manville The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.

Send us a Text Message. I hear stories from retail store owners all the time on how potential subs come in and ask if they are hiring and then the follow up is how much do you pay. This is a horrible approach in my opinion as you are your own business and need to be telling them what you expect. Besides the pay portion though, what about asking what struggles they have with their current subs or what their most common callback complaints are? Can you find a unique niche to solve for the retailer? Kevin Wielgus is the co-owner of Floors Come True with his wife Lisa. They are based in Plainfield, IL which is a suburb of Chicago and not a small market by any means. Their competitive advantage was easily figured out when they read the negative reviews of their competitors and started solving those exact complaints while delivering all the parts people liked about the other services as well. Completing the projects has led Kevin to need many crews and he is no stranger to thinning the herd to find the subcontractors for his business. Listen in to this week’s episode of the Floor Academy Podcast as we talk about how you as a business owner and installation company need to approach retailers to find the best fit for each of you, maximize the partnership, and stand out from your local competition. Check out our sponsors Johns Manville The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.

Send us a Text Message. Where do you even begin starting a business? Many of us just end up out on our own after we learn the skillset thinking that’s all we need. It’s not the case and business knowledge is not the first thing we often seek. This is a major problem for small business owners in general but is easily fixable. Paul Wilke, is the owner of Masterpiece Floors in Corona, CA. With years of experience under his belt as a sand and finish craftsman, as well as, being an owner/operator as well as employing many and subcontracting to many, the grind finally got to him. Paul was fed up with the status quo and went looking for a better way to run his business. This is where he learned he is a 40 year startup. Nothing had really changed in his approach over 40 years but it has in the past few. Tune in to this week’s episode of the Floor Academy podcast to hear Paul and I discuss what changes he made immediately to distinguish owning a business from owning a job, a few simple tips to make sure your business is taken seriously, and why you can never stop learning. Check out our sponsors Johns Manville The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.

Send us a Text Message. We have all seen the jack of all trades guys, or the guy that offer carpet, hardwood, tile, sheet goods, etc. How about the guys and gals that are doing residential one week and commercial the next. Sure it can all be done but each thing is technically a different model and they all require knowing the ins and outs of each so that you can properly run your business as efficiently as possible. If they are being run as one in the same, it can lead to cash flow problems, scheduling issues, and more. Mark Bischoff is the CEO of Starnet, a commercial flooring networking group for contractors and vendors. Through their program over 4 billion dollars in sales is done per year in labor and materials. Through his position, Mark has seen any number of business models in the flooring industry from union labor versus non union, subcontractor versus employee, and how commercial projects get run. He knows there are many ways to skin a cat but if you don’t know the rules of engagement, then the results will be sloppy. Listen in to this week’s episodes of the Floor Academy podcast as Mark and I discuss what steps you need to take to define your business model, how you need to learn and manage your numbers and why going outside of your box isn’t always the best idea. Check out our sponsors Johns Manville The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.

Send us a Text Message. In most cases the sales persons handles the sales of a project. What happens if the installer can upsell a design floor while working on the project? What about the occasional neighbor asking for a bid? Can the installer cash in and get a small commission for their efforts on top of their labor pay? I say yes, and think we need to look at how manage our businesses differently. Jerry Levinson, former owner of Carpets of Arizona and now business coach, disagrees with my above sentiment. Listen in to this week’s episode of the Floor Academy Podcast as we work through why having non sales people do sales is a good or bad thing and does it depend on your business model. Check out our sponsors Johns Manville The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.

Send us a Text Message. The economy ebbs and flows which means our businesses do as well. Some are better at planning ahead than others. For those that may be struggling to find work right now with an economy with rampant inflation and the lower income levels and middle class starting to feel the squeeze, we need to get creative to find clients. It’s not the same as it was just 3 years ago where as long as you had a phone number and a pulse you could land a project. How do you find a way to separate yourself from the pack and stand out when so many are doing exactly what you do? No stranger to Floor Academy, Ken Ballin, makes a return to spitball some ideas on getting creative to have your company be top of mind. Find out what we can change about our offers and how we present them, to hearing entirely new ways to sell something you are probably already offering. This week’s podcast is one you won’t want to miss even if you are busy. Check out our sponsors Johns Manville The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.

Send us a Text Message. Where do you actually make money? I used to think it was in the field. That was where I did the work that produced the revenue for the company. Therefore you make your money in the field. I learned that was a lie. Revenue is produced in the field but made behind the desk. When you truly know your numbers and study your business to know your costs, then you can create efficiencies to earn more and keep more. Weston Zimmerman, a former landscaper/hardscaper and now CEO of SynkedUP, knows the above struggle all too well. Starting as a laborer with Tussey Landscaping he worked his way up to lead teams on award winning projects in his space. Looking for ways to help his company be more successful led Weston to dig in to the numbers. He quickly realized how important they were and how much you can affect a companies trajectory with them. This led him to create Synked up, which helps contractors get a handle on their finances to thrive instead of survive. Listen in to this week’s episode as Weston and I discuss the importance of getting behind the desk a few hours a week to break down numbers, the importance of tracking production in the field, and how knowing the numbers will give you a confidence boost while bidding. SynkedUP.com Resources - https://synkedup.com/resources https://howtopricemyjob.com Instagram - https://www.instagram.com/synkedup Check out our sponsors Johns Manville The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.

Send us a Text Message. Where do you find employees? How do you recruit? How do you retain them? All great questions that are consistently asked. Most of the time we are finding guys and gals from current employees, online posts, or the fact that the neighbor kid needs some work. This works to a point but it doesn’t help us grow a mainstream presence or grow a larger reach for our industry. Jim Tsigos of Tsigos Construction in Delran, NJ has been in construction for 24 years. No stranger to hiring people, he has had the same struggles as all of us. He has however, found a way to give back to the industry that provides for himself, his wife and two kids. Jim regularly volunteers at the local vocational school and other places to educate those around him. This knowledge is pulled from being a master carpenter, certified tile installer, and more. Giving back to his industry has been the most fulfilling thing Jim has done and produced the most fruit. Listen in to this weeks episode of the Floor Academy Podcast to learn how you can give back to your community to improve your industry. Check out our sponsors Johns Manville The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.

Send us a Text Message. Traditionally in the trades, boys will follow in their father’s footsteps and pick up the family business. This is a timeless tale. Only in modern society has it begun to change where kids run off with their own ideas of what they want to become and accomplish. It’s not so bad overall, but how can we create the next generation of flooring professionals while still giving freedom of choice? Dennis DiCarlo has built up a strong retail business and is now looking to expand it. Slowly but surely his kids have grown up and he was able to provide for them beyond basic needs included college educations. Life wasn’t always easy for Jackson and Chesney DiCarlo though, as they grew up knowing that if they wanted to make some money, there was always work to be done around the flooring store. They still needed to earn their own way. The store was never forced on them and they were allowed to explore other opportunities to be individuals. Now, after graduating college and experiencing adult life, both have opted to take up a part of the flooring business that their father continues to build beyond just retail sales. Listen in to this week’s episode of the Floor Academy Podcast to hear how two young people are excited for their futures that they chose, how their upbringing helped them come full circle back to what helped support them, and what we can do to help encourage our own kids towards a path of success within the flooring industry. Check out our sponsors Johns Manville The International Surfaces Event TISE Resource Book Kronus Soft Check out our website and store Support the Show.