“There are no installers out there.” “I can’t get installers.” These are common complaints of flooring retailers. The first statement is partially true. The second is false.

Last month’s column, “Good Store, Bad Store!”, was a take-off of a three-part column written years ago that received a tremendous positive response with most owners seeing themselves as a bad store.

My friend, the famous Lew Smith, said during a phone conversation some years ago, “Warren, you are unconscious, aren’t you?”

The basics of salesmanship can’t be reviewed enough.