“Now let’s see. We’ve been together about 30 minutes. I can tell you know nothing about me, my home, my lifestyle or what I like. What was it you were trying to sell me again?”
Less than a decade ago, Jerel Verner hired Matt Carter, a sales executive with Empire Today, to help run his flooring business, Premier Flooring and Design in Tucker, Ga.
When I’m doing training for retail flooring chains or talks at floor covering association dinners, I always include a section on “what needs to be said” to prospective buyers.
In 1991, my nephew, Jody Skaggs, and I had worked together for eight years for two separate flooring contractors building their commercial departments from one that was labor-only in the hospitality business and the other was a residential flooring company.
A healthy business grows just like a healthy child. The most important and defining characteristic – the personality of the business – is developed early and never really changes, while its outward appearance can seem to change overnight.
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