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But under the surface of its excellent merchandising is in-store sales strategies that turn lookers into buyers. Its stores are staffed with designers that practice consultative selling strategies focused on what its largely DIY customer base needs.
It results in higher-ticket sales and ultimately more satisfied customers. Adding to that ticket is a focus on selling not just flooring but everything soup-to-nuts that customers will need to complete their project.
He explained the in-store staff is trained to make sure every customer leaves with the extras needed, like mortar, grout, glue and underlayment.
It is an automatic upsell which customers actually appreciate. Its connected customer strategy is designed to fully integrate the instore and online shopping experience. The goal is to make sure customers have all the materials, tools and know how to get their project done right. Its connected strategy helps cross-pollinate sales and engagement however the customer chooses to interact.
The rewards program shows that the company thinks about professionals not just within the context of their flooring business, but as people too. To that end, it launched a mobile app offering 14 services to help small business owners be more successful, including payroll processing, uniforms, email marketing tools and low-cost health insurance programs.
To date it counts 50, professionals as members of its rewards program and support services. The problem for local independents, as Ramey sees it, is they shifted away from being stocking retailers to featuring only samples in their stores, requiring customers to wait on delivery. Most independents buy through middlemen which adds costs. All others will fail to thrive. Note: The industry sales data reported by Statista was not identified by that source as representing only manufacturer sales, so market share data was revised to account for a typical keystone markup to retail.
This article was updated with retail market estimates by Jonathan Trivers, contributor to Floor Covering Weekly. I founded Unity Marketing in as a research-led marketing consultancy, following a corporate career in research and information management.
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Apr 27, , am EDT. Apr 26, , pm EDT. Beginning in , Mr. Axelrod also serves on the boards of directors of the parent entities of Guitar Center, Inc. Axelrod received a B. George Vincent West has served on our Board since he founded us in Currently, Mr. West serves as the Vice Chairman of our Board, a position that he has held since December West began his business career starting a successful retail glassware business in Atlanta.
He was eventually recruited to work for his family building materials business, West Building Materials, which operated in five southeastern states, and eventually became its President. West also developed and sold a multistate billboard company and has developed several real estate projects across the state of Georgia, the most recent being Utana Bluffs, a boutique mountain home community in the north Georgia Mountains.
Thomas V. Prior to joining us, Mr. Taylor began his career at age 16 in at a Miami Home Depot store. He worked his way up through various manager, district manager, vice president, president, and senior vice president roles to eventually serve as the Executive Vice President of Operations with responsibility for all 2, Home Depot stores and then the Executive Vice President of Merchandising and Marketing, again for all stores.
After leaving Home Depot in , for the next six years, Mr. During his tenure, he was a board member for over twenty portfolio companies in the United States and Europe.
Taylor currently serves on the board of directors of National Vision Holdings Inc. William Giles has served as a member of our board of directors since April Prior to , he was with Melville, Inc. Giles currently serves on the board of directors for Brinker International and Youth Villages. He is also a member of the Alfred University Board of Trustees.
Dwight James has served as a member of our Board since September As an expatriate based in Amsterdam, Netherlands, Mr. Prior to Delta, Mr. James earned his B. Ryan Marshall has served as a member of our Board since January Prior to being named President, Mr.
In those roles, he managed various financial and operating functions including financial reporting, land acquisition and strategic market risk and opportunity analysis. Kamy Scarlett has served as a member of our Board since January In this role, she oversees talent development and the health and well-being of nearly , Best Buy employees worldwide.
Before taking on senior executive roles in the U. Prior to joining Best Buy in , Ms. Scarlett also serves on the board of the Best Buy Foundation. Peter M. Starrett has served as a member of our Board since November In , Mr. Starrett founded Peter Starrett Associates, a retail advisory firm, and currently serves as its President.
In connection with his activities at Peter Starrett Associates, Mr. Starrett also provides consulting services to certain Freeman Spogli affiliated entities.
From to , Mr. Starrett served as the President of Warner Bros. Studio Stores Worldwide, a specialty retailer. Prior to that, Mr. Starrett held senior executive positions at both Federated Department Stores and May Department Stores, each a department store retailer.
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