Floor Academy

Send us a textIt's been 5 years and 3 months, 283 episodes, and countless guests. All good things must come to an end though. I am honoring the show by taking it back to my very first guests Ken Ballin and Allen Lewis to see how we all have changed over the last 5 years. What's new, what's different, and how our goals have changed. Change is a necessary part of life and so is reflection. Enjoy this look back on the show, the industry, and our lives.Special thanks to all of our sponsors. I'll star with Jason Goldberg who was the first sponsor of the show with Retail Lead Management and Tralama. Without his belief in the concept, me and and seeing the long term vision, none of the past 5 years would have been possible. I would like to thankArdex, Better Tools, Flooring Domain, IQ Power Tools, Johns Manville, Kronus Soft, Laticrete, Nova Tile and Stone, Russo Trading Company, Schluter Systems, SnapTech, ThermoSoft, Tile Tools .com, Traffic Digital, Virtual Estimates Now, Uzin, and The International Surfaces Event.Check out our sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textHow important are the words you choose to use on your website, marketing and even in your daily conversations? How does it affect the way you are viewed, your products, or even your business? I have been big on making sure to say client over customer and project over job for a long time and there are others. Kerry Lenz has also shifted the words she uses in her business to better convey what separates Rice's More Than Floors in their market.Kerry Lenz and her husband Brad own Rice's More Than Floors which they acquired in 2016 from Brad's parents. The store has a beautiful history dating back to 1968 where it started as a furniture and appliance business, later adding carpet. Kerry was a registered nurse and then joined the flooring business when Brad's parents sold the store to them. When their general manager decided to pursue a new career, Kerry stepped up and started filling that position, as well as, taking on a mentoring role for the company to grow their culture. This involves coaching the team through not only business challenges but personal as well to develop a well rounded and proud individual.Listen in to this week's episode of the Floor Academy Podcast as Kerry and I discuss why your word choice matters and how it can improve not only your audiences perception of your business, but your own.Check out our sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textHow did you originally decide to name your company? Have you ever thought of changing your name? What kind of damage will it cause? Will people still recognize you? Will you lose clientele? What does it take to rebrand an entire company?Shane Levinson is a serial entrepreneur and combat veteran. Shane started in the flooring business with his father Jerry Levinson nearly a decade ago, posting an average of 40% annual growth for our first 7 years.  In 2021 Shane bought out his Dads stake in the company and in 2023 rebranded the company from Carpets of Arizona to Vision Flooring. Listen in to this week's episode of the Floor Academy Podcast as I interview Shane on what it took to rebrand his company, any negatives he encountered and how he would change them, and what the benefits were.Check out our sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textWhere do you find the time to write a blog, book client appointments, setup marketing campaigns, and get installs done? It's a lot of hats to wear and we didn't even get in to all of the other ones you wear. Technology has come a long way though and it's here to help you in ways you never imagined. Cartoons like “The Jetsons” are soon to be reality with robots in homes and businesses, as well as, computers that complete simple tasks for you.Jason Potts is the owner of RIC Flooring in Cedar Rapids, IA. Starting as an installer and moving into a store owner, Jason found himself in a predicament one day and he had to completely shift how his business did all of their backend management and admin tasks. This has led him down a road to learn how AI worked and then in to programming models to help his business. It hasn't been easy, but the results have changed how many people he can get in front of, how much times he spends on admin tasks, and the trajectory of his business.Listen in to this week's episode of the Floor Academy Podcast as Jason and I discuss how you can implement AI into your business to create more virtual content, book more appointments, and make bidding your projects faster and more profitable.Check out our sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textA single crew is easy to manage especially if you are on it. Two crews is manageable. More than that and you start having a lot of moving pieces between availability, type of work possible to assign, type of work produced, etc. How can you not only manage a schedule effectively for yourself but with great communication to the clients as well?Marcos Guerequeta is the owner of Local Flooring Group in Saskatchewan, Canada. With a focus on social media marketing, he built up the brand to have a reputation that is held in high regard. Going forward he is looking to improve the operational processes of his business further, including using a CRM to manage day to day tasks. A current challenge in the business is managing the work flow of his subcontracted installation crews to be as productive and successful as possible. Listen in to this week's episode of the Floor Academy Podcast as Marcos and I brainstorm some ideas to help him overcome a few challenges he faces while managing multiple crews.Check out our sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textWhy 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.Check out our sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textHave 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.Check out our sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textWhat 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 sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textWhat 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 sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textNobody 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.Check out our sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textIs 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.Check out our sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textJust 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.Check out our sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textHow 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.Check out our sponsorsThe International Surfaces EventUzinTileTools.comCheck out our website and storeSupport the show

Send us a textWhen are you big enough to get a second location? What are the challenges behind it? How do you manage two teams? There are a lot of things to make happen so that you can be successful. From dialing in sales processes to expanding your marketing in to a new area there is a lot to consider.Chris Rogers is the owner of Wally's Carpet and Tile in San Bernardino and recently opened up his second showroom. Starting out as an installer gives Chris a different perspective on running a retail shop. From how he handles paying employees and subs to his sales process, his unique vision has helped him grow a brand that has been around in California for 70 years. Looking to grow his presence and get in to having mobile showrooms an opportunity for a new location presented itself and couldn't be passed up.Listen in to this weeks episode of the Floor Academy Podcast as Chris and I  discuss how he knew he could take on a second location, what it took to get it open and how he is now managing multiple teams.Check out our sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventKronus SoftArdex AmericasTileTools.comCheck out our website and storeSupport the show

Send us a textHow do you manage your time in your business? How do you manage all the different hats you have to wear? Sales, installation, scheduling, finance, and marketing are just a few of them and they all require a different skillset. What if there was a better way to free up time where you could automate some of the processes as part of being an owner?Brittany Murphy returns to the show as the founder of Marketing Mutt? With over a decade of experience she has created over 900 online marketing strategies for companies across the US. She focuses on helping small business owners getting their phones to ring with new leads by stepping up their marketing game. Growing up with her family in the trades led Brittany to start her marketing agency devoted to the trades and home services. Her foundation is developing marketing strategies and automated processes for owners looking to gain more time and money from their businesses. Through her marketing strategies, background in blue collar, and over a decade of experience, Brittany has helped local contractors close more leads, get more reviews and referrals, and streamline their marketing and sales processes. She is now here to help you do the same for your business so that you can learn while you earn and become more profitable with more free time.Listen in to this week's episode of the Floor Academy Podcast as Brittany and I discuss basic tools every business owner can implement into their toolbox to better manage their companies, free up time, and be more profitable.Book an appointment with Brittany - https://marketingmutt.youcanbook.me/Check out our sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventKronus SoftArdex AmericasTileTools.comCheck out our website and storeSupport the show

Send us a textDo 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 sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventKronus SoftArdex AmericasTileTools.comCheck out our website and storeSupport the show

Send us a textWhat 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 sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventKronus SoftArdex AmericasTileTools.comCheck out our website and storeSupport 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 sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventKronus SoftArdex AmericasTileTools.comCheck out our website and storeSupport 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 sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventKronus SoftArdex AmericasTileTools.comCheck out our website and storeSupport 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 sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventKronus SoftArdex AmericasTileTools.comCheck out our website and storeSupport 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 sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventKronus SoftArdex AmericasTileTools.comCheck out our website and storeSupport 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 sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventKronus SoftArdex AmericasTileTools.comCheck out our website and storeSupport 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 sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventKronus SoftArdex AmericasTileTools.comCheck out our website and storeSupport 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 sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport 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 sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport 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 sponsorsJohns ManvilleSchluter SystemsThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport 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 sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport 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 sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport 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 sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport 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 sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport 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 sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport 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 sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport the Show.

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.comResources - https://synkedup.com/resourceshttps://howtopricemyjob.comInstagram - https://www.instagram.com/synkedupCheck out our sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport the Show.

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 sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport the Show.

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 sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport the Show.

Starting a business is rough. Just because you know how to do something does not mean you know how to sell it. From there is only gets more complicated as you have to learn how to market yourself, what to charge, how to manage a schedule, and so much more. Everyone is told there is no money in construction unless you go out on your own and yet no one is telling you how to do it. Natalie Hall, owns and operates Artistry in Tile in Hudson, WI. From the age of 12 she studied under her father to learn the trade. At 16 she spent five yeas in a restaurant learning all different positions before moving on to managing a gym cafe, then management at UPS and finally Target. She got her inner creative on by doing cake baking at decorating at a restaurant after her management stints. Finally she arrived back at the trades and wanting to take it seriously. It was no longer a way to drum up some extra cash on the weekends. The work is rewarding but managing the day to day has become overwhelming. Natalie is not unlike many new business owners I speak with.Listen in to this week's episode of the Floor Academy podcast as we discuss ways for her to better manage her time, get her company known, and not experience such extreme ups and downs.Check out our sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport the show

What's the difference between being a painter, welder, plumber, framer, flooring installer, tile setter, or stone mason? What's the difference between the country you live in compared to others around the world? Do you really think that your individual location, clientele opportunities, education opportunities and other conditions have that big of an effect on what you can accomplish? Tom Cockerill is the co-owner of Cockerill & Co with his wife Sarah. They own and operate and hardwood sand and finish business in Darlington, England. Realizing the industry was suffering from more than a lack of technical skill and admittedly not being the best businessman himself, Tom went searching for answers and also started the UK Flooring Podcast. Learning from bankruptcy, he is now teaching other businesses how to be profitable, implement systems and processes, and mentoring the next generation of successful flooring companies. This week on the Floor Academy podcast, Tom and I will discuss how even though our countries are far apart, we are not so different after all. Developed nation or not, we all seem to have very similar issues that need to be dealt with and we will be discussing where we all need to step up to help solve these issues.Check out our sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport the show

How much is too much? The pricing debate is proposed again. What should you be charging to complete your projects? Ken Ballin made a post about a bid for a $2500 backsplash and part of Facebook lost their minds. Listen in as we discuss why it is priced the way it is and how you need to price your work.Support the show

How do you deal with pushy clients? How do you handle them controlling the project, materials, schedule, etc? Are you not the professional? What happens when trust is lost or not established? Sometimes you just have to fire your client and there is nothing wrong with that. Contracts have natural breaking points in them for a reason and it is ok to use them.Sarah Thelen came up as a finish carpenter before moving into doing remodels under her company S. Thelen Construction in 2017. She is also CTI #1848 as of December 2022. Her experience in a male dominated industry led her to make sure her clients were comfortable with not only the work being done but herself as well. Her passion for bringing crazy ideas to life has helped build her brand while allowing her house the  knowledge of technical specifications to make the end results successful. Recently, Sarah found herself on a project with a repeat client that was constantly deferring to the designer. This situation strained her relationship with the homeowners. Laying out the situation led to making compromises she was not happy with and ultimately she had to make the decision to fire the client instead of continuing to work in an environment where she was not appreciated for what she was bring to the table.This week on Floor Academy, Sarah and I discuss why we need to fire clients, what makes it hard, what the rewards of doing so are, and how this can help you actually grow your business.Check out our sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport the show

I can't trust anyone to do it as well as me. No one does it how I train them to do it. If I'm not there, they take shortcuts. No one will ever take as much pride in the company as I do. These are all complaints I see consistently from contractors who are struggling to grow their business and find a way to not only add additional crews but not be stuck in the field consistently.Matt Garcia is the owner of Craftsman Hardwood Flooring in San Angelo, TX. Over the last 24 months he has looked at what he wanted his business to become and he has had to swallow a lot of tough pills. From realizing there were nearly no systems in place for how to acquire and train team members, to how they sold projects, to how they followed up and managed those projects. Every aspect of the business has been revamped in some way and is under the microscope for further inspection. 24 months ago if Matt wasn't in the field, the projects weren't completed. Now he has not only increased revenue and profit, but also increased how much his team members make. Listen in to this episode of the Floor Academy podcast to learn how you can develop a business that will run without micromanaging every aspect of it.Check out our sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport the show

As a leader it can be hard to relate to your team at times. Whether it be because of interests, age gaps, maturity levels, or personality, it is something we need to learn to overcome. A team is only as good as their leader and if the leader is unable to find a way to connect, motivate, encourage, and build up their team, there isn't going to much of a team for very long.Alison Mullins is the author of “The Art of Selling: We Make Order Makers, Not Order Takers” & the founder of Rep Methods Sales Training. With over 20 years of experience in sales, merchandising, marketing, and content creation, she has built her business on the principles of selling. Alison has extensive knowledge and experience in stone, textiles, fashion, and luxury wholesale manufacturing. Pulling from the book Primal Leadership, Alison has been able to apply limbic resonance to her training methods to allow leaders to have a higher emotional IQ and better connect with their teams.Listen in to this weeks episode of the Floor Academy podcast as we discuss what limbic resonance is, how to apply it to yourself, and what it can do for you, your company and your team.Check out our sponsorsJohns ManvilleThe International Surfaces EventKronus SoftCheck out our website and storeSupport the show

Do you have competition locally or do you have trusted partners? What about nationally? Internationally? Are you utilizing your relationship building skills to get to know your product reps? Distributor employees? How are you growing your network to better empower your business?Join Daniel and Jose Gonzalez of Preferred Flooring and Paul Stuart of Go Careera and myself as The Huddle and Floor Academy collide in this team up episode. We discuss the power of networking, how it has built our businesses and helped our lives, as well as, where we see the industry headed because of it.You won't want to miss this week's episode of the Floor Academy Podcast. Listen Now!Check out our sponsorsJohns ManvilleThe International Surfaces EventTISE Resource BookKronus SoftCheck out our website and storeSupport the show

With over 3 billion dollars of failures annually in the flooring industry alone, the flooring tile and stone industry could stand a face lift. From the image of contractors and the level of respect they get, to the technical skills they display, and how their companies are run. The bar is easily stepped over these days by just showing up on time and doing what you say you will do, when you say you will do it. This doesn't even yet include doing it right, sadly. Not a good look or great summary. We have to do better.Paul Stuart is a cofounder of Go Carrera and owner of Stuart and Associates Commercial Flooring. With a vast experience from hand skills to business skills, Paul has been able to turn Stuart and Associates into a premier commercial contractor in the midwest. In order to continue competing at a top level and to help other businesses in the industry he created Go Carrera to assist in companies finding quality help that has the skills to pay the bills without you coming out of pocket for a failure.Listen in as we discuss the state of the industry from our vantage points and where we think the needle can really get moved for companies looking to stand out and make a name for themselves.Check out our sponsorsJohns ManvilleThe International Surfaces EventKronus SoftCheck out our website and storeSupport the show

Taking yourself to the next level on social media is no easy task. There are any number of ways to grow your audience from paying for followers to interacting with those around you, or even just putting your posts up and letting it grow organically. The views really come when people that want to see your content interact with it more often.Shawna Bouchard is a Sr. Marketing Specialist for GoBoard at JohnsManville, we will be discussing the challenge growing your audience and keeping them engaged and sticking to your niche of clientele.Listen in to this week's episode of the Floor Academy podcast to grow your mind and your business.Check out our sponsorsJohns ManvilleThe International Surfaces EventKronus SoftCheck out our website and storeSupport the show

I can't find reliable help. How do I write a job description to attract people? How are you all finding employees? Everyone keeps quitting on me. What kind of SOPs do you all have in place? These questions and statements are some that I consistently see week after week in online flooring groups. One of the biggest issues small companies face are exactly these. Attracting and retaining good team members is a constant struggle even for the largest businesses, but there are ways to make it easier.Sam Bruce is the current President of Visalia Ceramic tile and a 3rd generation partner. Started by his grandma and grandpa Martino in 1985, the company has grown to employee over 30 certified tile installers, be a 5 star contractor under the NTCA, and be locally and nationally recognized for their brand and projects. A key part to their success and being able to have so many CTI's is that there is not only a clear hiring process but also a consistent training program that all tile finisher employees must complete. It wasn't built overnight and it didn't come easy but Visalia Ceramic tile also knew they did not need to reinvent the wheel.Listen in to this week's episode of the Floor Academy podcast as Sam and I discuss how they recruit new team members, successfully train them for everyone's long term success, and then retain them through clear advancement goals.Check out our sponsorsJohns ManvilleThe International Surfaces EventKronus SoftCheck out our website and storeSupport the show

It's one of the largest hurdles in small business. How do you build past yourself? How do you get that second crew up and running and trust them when you can't be there? Where do you find them? What needs to be in place to hold them accountable?Kara Allen is part owner of Spiegel's Flooring in Sandy Lake, PA since 2020, alongside her husband, Jason, who is the lead installer.  While Kara runs the showroom, is the designer and project manager, Jason is out doing the consults and measurements and doing the installations. They have reached capacity of what the two of them can handle and need to find a way to expand the business to continue to grow it beyond what they are capable of.Listen in as Kara and I discuss how they can ready their business for more growth. How they can look to hire qualified individuals that will fit their values, what types of systems and paperwork they need in place to manage additional crews and figuring out the best way to pay the crews. Should they be subcontractors or employees?Check out our sponsorsJohns ManvilleThe International Surfaces EventKronus SoftCheck out our website and storeSupport the show

The internet will have you believe that if you hustle hard enough that you can accomplish anything. You can build a great business, you can have multiple successful side hustles, and plenty of time for your family as well. This attitude is super toxic and leads to a mindset that stops you from actually growing. If you work 16 hours a day or even 20 hours a day, then you can get 80 to 100 hours in a five day week. I'll even give you 7 days because you are a hustler, so that gets you 112 to 140 hours a week. If I can work my 10 hours 5 days a week and hire 4 people to each work 8 hours a day 5 days a week, then I am sitting at 50 hours for myself and 150 hours for the employees for a total of 200 hours per week. I may have made slightly less because I am paying out salaries but I would even dispute that. I've leveraged the time I have available to do higher per dollar transactions and multiplied my time by delegating. Cody Cox is stepping up at Cox Tile which was founded by his father. After going to college to be a physical therapist he rethought what he wanted to do before grad school and jumped into the family business. This has led to him learning all of the tasks in the business and spending time in each department so that he earned the respect of everyone around him and wasn't just another SOB (Son Of A Boss). He's made a lot of changes within in the company and how it gets handled but he has also had to trust the team that was in place to execute those changes. It was always easy to do and even his own father was hesitant. Listen in to this week's episode of the Floor Academy Podcast to learn why Cody will not out work you but that he will out delegate you to get where he wants to go. Check out our sponsorsJohns ManvilleThe International Surfaces EventKronus SoftCheck out our website and storeSupport the show

Going from owner operator to employer is a tough transition. It's not easy to learn how to lead a team or to be able to communicate well with them. Most of us came from a system where we were not trained very well by our “leaders” and thus did not get the experience to manage a team properly. This leads to micromanagement and trust issues when you delegate out tasks. Even worse it leads us to believe that it's not worth it to hire anyone and that we are better off just remaining as a one man show or possibly just having a helper that we never plan to fully train. There is a better way though and you can escape the grind of having to be a part of your business everyday.Dennis DiCarlo is the owner of Kronus Software and Carpet To Go Flooring. Having started a flooring retail store, it wasn't long before Dennis realized he couldn't be in all places at the same time or even be capable of handling the workflow that he was developing. Bringing on staff was inevitable, however it didn't go how he planned at first and was left doubling back constantly to button up tasks or to make sure it was done right the first time. This was not letting him or his team meet their full potential. Dennis learned that he needed to become a better leader and started investing in himself as well as technology to get him where he wanted go.This week on Floor Academy Podcast Dennis and I will discuss what the standard shortcomings are when you are new to management, some simple changes you can make to how you delegate out tasks and communicate, and lastly how technology can provide you a system of accountability.Check out our sponsorsJohns ManvilleThe International Surfaces EventKronus SoftCheck out our website and storeSupport the show

A common excuse to not having a bookkeeper for a business is that there is worry about their access to your accounts. There is for sure a legitimate concern here but they can be mitigated by how you set the employee or outside contractor up. What are the ways you can control access? How do you need to monitor what they are doing? What do you need to understand about bookkeeping to hold them accountable? Erin Albrecht of J&R Tile returns to the show to discuss how she had over 100k embezzled from her company. What happened? How did they get away with it? The employee was vetted and trained by her expert accountant mother. Erin's and many others worst fear came true when it never should have happened.Listen in to this week's episode of the Floor Academy Podcast as we discuss what happened, how to prevent it, and why you can't let a setback keep you trapped in a perpetual state of worry.Check out our sponsorsJohns ManvilleThe International Surfaces EventKronus SoftCheck out our website and storeSupport the show

401K's. Medical benefits. Paid time off. Sometimes the corporate world seems better than this self employed life. All of these things are accessible as small business owners though. You can do an IRA, get benefits and build in paid time off to your rates. There are other things we can do as well to build generational wealth and set ourselves for retirement. Whether it be growing our business to have systems to run without us, investing in properties, or fining other creative ways to use your profits, there are paths to help you live more comfortably.Anthony Oliver of Oliver's Tile in Woodland, CA has been at it since he graduated high school and his uncle's brought him on board in '99. Now he has brought his son in to his company to build something special that is not only for him but for his son's future as well. Beyond building a tile company Anthony has used the money he has made in the trade to work in other areas of his live as well, mostly with property investments. Join Anthony and I on this week's episode of the Floor Academy Podcast as we discuss how you can use our lucrative trade to not only set yourself up but generations to come in your family.Check out our sponsorsJohns ManvilleThe International Surfaces EventKronus SoftCheck out our website and storeSupport the show

You're probably like me and got fed up with working for someone else and decided to take your skillset and start selling your own projects. It's a whole new ball game compared to just doing the work and one that takes a lot of effort to figure out successfully. From what to charge, how to negotiate, what to look for in clients, and more, learning sales is a completely different animal from the technical side of installation. Many of us never receive formal training or even pick up a book on how to do sales or even understand basic human psychology.Mark Evans is a growth consultant, and author that accidentally found his way into the world of flooring. Mark has spent the past 10 years working with some of the fastest-growing companies in the United States and Europe including Inc. 5000 award winners, and private equity-backed companies. He's taking the knowledge he's gained over successfully building, launching, and growing 30+ sales teams and companies and applying that to the world of flooring and the multi-family market. He and his company SalesKit are based out of sunny Naples, FL. Listen in to this weeks episode as Mark and I discuss how consultations and even initial inquiries need to be handled to better assess how you can help a potential client solve their problem, increase your close rate, and build more rapport with future clients. Don't forget to subscribe to the Floor Academy Podcast and to leave a review.Mark's White Paper for Floor AcademyCheck out our sponsorsJohns ManvilleThe International Surfaces EventKronus SoftCheck out our website and storeSupport the show