Learning a New Skill
What new skills or processes or procedures are you learning or working on for your business? What has the new skill taught you about your business? How is it working (or maybe, not working)? In this e...
3 Touko 202223min
The Paradox of Choice
This week I'm discussing the "Paradox of Choice" as defined by author Barry Schwartz and the impact too much choice can have on everything from our products displays to sales in our showroom. At what ...
26 Huhti 202222min
How Much Effort...
When do you pull the plug on a sunk cost and just move on? How long to do stick it out for a customer? an employee? a vendor? a sales rep? a manufacturer? We all encounter this question regularly and ...
19 Huhti 202225min
Feeling the Squeeze
We know everyone has been feeling the shipping and gas prices squeeze of late, but what can we do about it? Fuel surcharges? Delivery fees? Are there really any viable options for distribution or do w...
12 Huhti 202223min
The Ideal Job Candidate
Has your idea of the ideal candidate for a sales job changed or evolved over the course of your job? What do you look for now that you didn't at first? Is there a key to finding the perfect team membe...
5 Huhti 202225min
Why (Lighting) Showrooms, Part Two
This week I revisit the topic of the importance of Lighting Showrooms, but this time with a focus on the showroom-side of the equation. Why are showrooms (particularly lighting ones) still valuable fo...
29 Maalis 202225min
Why Lighting (Showrooms)
It's no secret, independent lighting showrooms are my passion, and for years the Lighting Showroom Association has been circling this marketing concept of "Why Lighting (and Fans and Lamps and Electri...
22 Maalis 202224min
When the Customer Isn't Right
So it has happened to all of us... a toxic customer relationship or one that has stopped working for your business and now seems to cause more harm than good. But what are the signs and what does one ...
15 Maalis 202224min
