Nowhere is it written that business will automatically flow our way in an unending stream. Here's what has been written: To get business demands an aggressive pursuit of the market. We must use legitimate meaningful lures to bring prospects into our stores. A combination of a professional service oriented staff and good product selection will turn a high percentage of prospects into buyers. Wishing doesn't make it, working hard and working smart does.

There is no question that there is a huge pool of prospective customers willing, ready and able to buy. The opportunities have never been better for our industry with so many things working in our favor. As always, some fail to see how many opportunities exist. Certainly one is the housing market, a key to our business that is thriving. Existing and new home sales continue strong.

You don't have to be a marketing genius to know that people who want and need our products and services populate the housing market. The question is: how many of us go the extra mile to reach the new and existing home buyers, the existing homeowners who fix things up to increase the value of the sale of their houses? How many in the industry work closely with local realtors who can open many doors to floor covering sales? How many direct advertising messages to the new homeowners and offer special incentives? How many just sit wishin' instead of fishin'?

The commercial market continues to offer unlimited new and replacement business opportunities. How many of us are in contact with building owners and managers? How many of us are promoting floor coverings to them? How many of us make the effort to service the people responsible for replacing floors in commercial buildings and establishments?

Another area that needs attention is the replacement market. Today people are more interested than ever in remodeling and replacing their floors - to increase their enjoyment of their homes as well as preserve their value. Commercial buildings are no different.

We have so very much to offer the market - lures if you please. You know them - the wide variety of residential and commercial products being poured into the pipeline. Never, but never has our industry been able to cover so many different surfaces with so many different products at so many price points.

The industry continues to introduce new products, new styles, and improvements in products - the backs, fronts and everything in between. Stylizing, colors, patterns and value spew forth in a breathtaking array.

So what's the problem? The problem is that too many are so busy wishing for business that they can't see the many advantages our products and services offer the marketplace. The public wants style, fashion and value. We have all three and more in floor coverings.

It's too bad that this is one of the world's best kept secrets. Now is the time to speak out.