I know what you’re thinking, “We’ve been here for 30 years and our staff has 150 years of combined experience”.
I’m sure we can all agree experience can’t be replaced and there is a great deal to be said for being a part of the community for 30 years; as it’s listed on every dealers website from New Jersey to Oregon…This brings me to how you got there. Was it due to maintaining the status quo for all those years, or was it due to you embracing change? For some that’s a difficult question to answer. You don’t feel like you’ve embraced change as you still stock many of the same brands, write literally everything down on paper and have been working off the same referrals for years. For others, it’s much easier in attributing your longevity to a willingness to adapt to the time you live in.
Borders was a 40 year old institution that I’m sure many of you have bought a book or two from. Like countless other companies that have been around many years, they failed to adapt to the times we were living in before being forced to abandon ship due to the rise of the internet and the ability to order books online cheaper. The ability to purchase flooring online is already here through websites like Wayfair. It’s only a matter of time before more websites begin putting their prices online; offering consumers the information they seek, while providing an instant gratification experience consumers have been programmed to expect over the last decade. Just take a look at your own expectations when it comes to ordering online with 2 day shipping from Amazon too carrying a computer around in your pocket. Now think back to ten years ago when neither of those options were available with smartphones not even in existence yet. Still don’t think that type of change can happen in flooring?
This is an exciting time to be in the flooring industry as technology is set to transform the industry much like it has in real estate, telecommunications and just about every other industry you can think of! This is where you get to choose, as an owner, whether or not you’re going to increase your margins by leveraging technology to create more efficiencies within your organization. This is where you get to choose, as a sales rep, whether you want to keep throwing business away by continuing to write everything down on paper while stashing those leads in the back somewhere so you can focus only on the customers who want to buy today, or choose a system to help you follow up on all the leads that are available to you.
– You can choose to maintain the status quo, or you can choose to give yourself credit where credit is due and start taking back market share from the big box stores.
We have a saying in our organization that bares a lot of fruit, “sales cures all”. Lift your head up for a moment and choose to focus on your business instead of in your business. You’ll realize that change isn’t as difficult as you think it is. In many cases, you’ve embraced change before. Whether that’s through implementing a new takeoff software, or accounting software, a new sales process, or learning new product. Change has rippled through your organization. You can choose to maintain the status quo, or you can choose to give yourself credit where credit is due and start taking back market share from the big box stores by embracing the very change that has kept your business thriving for all those years!