Solutions Convention 2013

Are you signed up for the Solutions Convention this year?

Floorscapes and Color Center Dealers you are in for a treat. The new enhancements to our Aladdin Commercial line will be on full display for you at convention.

We are excited about the newest additions and we are confident you will be also. If you need to know what is going on at the show download the iPhone app available at https://itunes.apple.com/us/app/2013-mohawk-solutions-convention/id549286669?mt=8

See you at the show!

Do You Need to Replace That Floor?

Here is a simple little question to ask your dealers this week as you visit each account. Most of our customers do some Property Management work whether Commercial or Residential. Almost every Management company utilizes carpet for their offices, common areas, lobbies and corridors. The length of time these surfaces are staying down are anywhere from 5-12 years. Most have gone past their useful age and are in need of a replacement. That's where you and the dealer come in.

Encourage the dealer on his/her next sales call to a property or a commercial management company to ask if the offices or common areas need replacement. Sometimes its as simple as asking for the replacement that might stir a budget talk between the management team at the property and this could result in a large quantity of carpet being replaced and with any luck it will be Aladdin Commercial.

Give this a try on your sales calls and you'd be surprised to see how much business comes your way when you consistently dig and ask for opportunities.

Keep up the effort team, it is paying dividends!

Don't Enter Empty Handed

This idea seems simple enough, "never walk into a customers store without a sample." Yet the question can be raised as to how many of us are doing this on a regular basis?

If you are already doing this then great job but if you are not, give it a shot. The results can be many but among the most advantageous is the opportunity to talk about your products again and again. Our dealers and their RSA's are overwhelmed by the amount of representatives that may come by on a weekly basis pitching different products and promising many things. If you think that you have shown your product to your customer already you may be right, but the chances of them remembering your product is slim given the plethora of products they saw that week. You need to continually present these styles to your dealers in order to see effective results.

But don't think this is only a benefit to you or the company, this scenario is a win-win example. You win by getting your product in front of a dealer more often which may result in increased sales for that style and your overall package. Your dealer wins because you have jogged their memory about a job they were working on or you have helped them to add value to their business with a correctly placed style. I know we have all seen the reaction from our dealers when we have helped them recall a job they were working on. This accountability helps establish a stronger relationship with you and your dealer. They will see you care about their business and this should result in an increase in sales for all parties.

So remember, plan your week, know what you want to show and walk in with samples in hand to present your products with confidence.

Have a great sales week team!

Professional Modular Presentations

This is the first Aladdin Commercial Regional Blog. Hope you enjoy and your feedback is welcomed and much appreciated!

New Aladdin Commercial Comprehensive Brochure

Introducing the new "Comprehensive Aladdin Commercial Dealer Brochure."


This awesome resource will be available to the sales staff after our local Roadshows are complete.

Inside the brochure you will find information about our yarn systems, recycling efforts, upscale styling, modular information and everything under the Aladdin Commercial banner.

Looking forward to hearing your dealer responses from our Roadshows about this new resource, they are sure to be impressed!

Road Map for 2012 and Beyond

Below you will find a summary of the points mentioned in the newsletter. Consider these your “Mainstreet Modus Operandi” or your “Road Map” for successful Aladdin Commercial Selling.

·         Have a plan for each sales call.

o    What do I need to address?

o    Which products will I present and why?

·         Identify “Target 15” accounts

o    Focus on growing these accounts

o    Bill them more frequently

o    Acquire inventory positions from competition

·         Have a Pricing Strategy

o    Specific pricing for each specific customer

o    Don’t mass price your Territory

o    Utilize MBP process and ensure benchmark is priced correctly

o    Promote products with “Special Price Promotions”

·         Any Commercial Activity Today?

o    That little question will stir up a lot of business

·         Develop “Product Packages” for simplified PK’s and selling

o    4 to 5 products presented on each call to each dealer

o    Focus on product categories (Modular, SDN, Graphics, Cut Pile)

·         Manage your Samples effectively

o    Reposition arch folders in key accounts to maximize sales

o    Update all displays with correct insert cards

o    Ensure display sequence is utilized for easily upgrading products

·         Know your products and the competition

o    Study your specifications

o    Know your applications with each product

o    Keep track of competitive styles and pricing to effectively combat the competition

·         Utilize your Regional Commercial Specialist

o    They are a free wealth of knowledge and experience

o    Monopolize their time and get them in front of your customers.