Lisbeth Calandrino::

Everyone is writing about setting goals, following your goals and getting it done. Okay, Nike said it right; I guess everyone uses the quote "Just do it." I don’t mean to be a smart mouth about it but it sure gets tiring, I think you would agree, to see people posting the same goals: lose weight, stop smoking and be a better person. I just read that saving money has replaced “a better person” which has been on top of the list.

A few months ago I was fortunate enough to be the speaker at an event at Madison Area Technical College for the Interior Design program. I was invited by Maria Kovach, ASID Student Board Fundraising Director.  I know you don’t know Maria and I never knew her until I met her at a training event at Drexel Interiors. Maria was interesting and interested in her work and we connected right away. But as life goes, I don’t think we ever spoke again until she asked me if I might speak at an event she was spearheading in the design program. As a board member she was asked to supply ideas for speakers for her next event. She said I came to mind and that’s how it happened. Maria also belongs to BNI, the international networking group.

I bring this up because Maria is a student and a very sharp one who will make a great interior designer as well as business person.  She has the networking skills down pat. After several conversations we decided on some vendors and supporters for the event. Maria was able to get Coyle Carpet One (through my friend Paul Domani) to underwrite the event. Represented at the event were Crossville Tile, Natural Cork, and Wear Dated (through C.B. Whittemore who writes Flooring the Consumer Blog). What was a bit disheartening was what we had to do to get sponsors from the Floorcovering industry! Don’t you think this is where they would want to be?

The event hosted about 50 local ASID interior designers as well as students from the college. I was also impressed by Erich Gaul, ASID Student Board President–a well-dressed design kind of guy who discussed what he was looking for in an internship.

Of course the faculty and staff are actively involved in these events — Lisa Nienhaus and Jessica Mahne, both Interior Design Instructors and ASID Student Chapter Advisors and Tiffany Esser, lead Interior Design Instructor. Getting these events takes a lot of time; but it seems like everyone had fun, stayed after to laugh and review the night’s happenings. Lots of  great food elegantly dished up  and everyone welcoming their guests.

So what are you doing to network your flooring…retailer, distributor or manufacturer? I hear all the time how we can’t get ASID or designers to come to our events—how many of you have gone to a design college and networked with the design class?
 
How about a design intern? I spoke with Eric about obtaining an internship and he said he was interested in a placement that would give him an opportunity to express his design skills as well as learn about business. Why couldn’t it be your establishment; you just design the internship with the student?

How about hosting an event or being part of an event for a design class? Don’t make this a one-time event; continue your associations. When the new designers get into the field, hopefully you will be their store of choice.

Here are opportunities to build new associations as well as possibilities for business. How about expertise to help you spruce up your showroom?

Maybe you will run into another Maria? Maria is organizing her Chair-ity Event. Another very clever idea. We’ll get her to give us an update.

Put this first on your “do more business” resolution!

Happy New Year!

Baton Rouge, LA

I’m in one my favorite parts of the country: Baton Rouge and New Orleans. What’s not to like about Cajun cooking, Zydego music and of course beignets from the Café Dumonde?

The city of New Orleans never ceases to amaze me, every time I come here I find something new. My last visit took me to the Garden District where I immediately felt like I was at home. The artsy neighborhood is filled with Greek Revival and Italianate homes. These style homes were built in the mid 19th century and are scrupulously maintained in this wonderful section of New Orleans.  I’m sure that most people first hit the French Quarter to get the full flavor of New Orleans but as soon as I wandered on to Magazine Street I felt that I had just gone home. My home in Albany, New York was built in 1871 and qualifies as belonging to the Italianate era. It wasn’t until I came to New Orleans that I got the full feeling of what the era meant—breathtaking. I was also told at the Whole Foods Market that I might also run into Angelina Jolie shopping in the arts district even though she lives in the French Quarter. To get a better look at the homes, etc, visit New Orleans Online.

So business-wise, what are flooring retailers doing in the area to build business? The general consensus is that retail business if off; most homes left over from Katrina have been either repaired, torn down or left abandoned. Many of those that have been torn down are being turned into commercial areas where there seems to be plenty of business. I’m told that money was appropriated for the hospitality market, such as hotels and restaurants to bring back the tourists and things are starting to move forward. Many retailers report having contracts for national hotel chains that are using local contractors and suppliers to rebuild.

I spoke with Kimi Walker, salesperson at Chavrin Brothers — a 132 year old store — in Chavrin, LA outside of Baton Rouge about business and what’s working. Kimi reports that she is looking for outside business and has begun by calling on real estate companies. Kimi will probably start delivering her “sussi,” which is a little gift that sorority sisters delivered to their new pledges. Chavin Brothers is a charming mini-home center with a history that goes back to 1875—something no other home center can claim.

Kitty Miller works for Kennedy Decorating Center, another company of 35 years in Franklinton, LA. Kitty reports that the retail business overall seems to be sluggish but that the commercial sector is unbelievable good. The business was recently sold, but the original owner is staying on for a year. Kitty says that James is a wealth of knowledge and can answer most any question about flooring. Not only that but Kitty says he has made it his business to know everyone in town and spends most of his time networking.

I asked Kitty what will they do without his information when he leaves and she told me that he has made several CDs on installation procedures and on product knowledge. What a smart thing to do.

Kelli Rosher, one of those techie, smart, 30-year-olds at Barry’s Flooring tells me that their Web presence is very important to them; always thinking of new ways to reach out to customers.

A call to Heysi Fuentes, the owner of Integrity Carpet (a relatively new store in New Orleans), pretty much echoed the commercial market. Heysi just came back from a banquet dinner hosted by the Apartment Association of Greater New Orleans for their vendors. Her report is that this a great place to network and gives her a feeling of belonging. Everyone at the event was positive and is networking to build more business.  “If you’re going to do well in business, you will have to be active rather than passive," says Heysi.

In August Heysi had great plans for the Home Show but she and her family had to evacuate because of another hurricane and the show was cancelled. It’s replanned for the spring and should be a great event. I know she works hard at it and if there’s a job to get look out for Heysi.

What are retailers doing?

• The key seems to be networking; getting yourself out there and meeting people.

• Linking your Web site  to the Chamber of Commerce and other associations that will supply you with possible customers.

• “Working your connections.” If you belong to the Chamber or other networking groups you need to give leads if you’re going to get anything in return.

• If you’re going to do a home show, be aggressive. Collect names and follow up. And be friendly, don’t just stand around and wait for customers. Offer “deals” to people attending the show, have a raffle or make them feel special for visiting your booth. There are lots of ways for them to spend their money, do your best to get them to spend it with you.

• Get your vendors to participate in the home shows by giving you “goodies” to hand out to your customers.

• Build links to your vendors; it will increase your visibility as well as your Web presence; you just “look bigger.”

• Spend time getting to know people, and that includes everyone you presently do business with! 
   

Wine is part of our lifestyle — why not celebrate it while networking? If you're considering a wine tasting party, try these ideas:

• Present wines from different countries. Have people present the histories of their favorite bottles. The more regions, the merrier — it'll be like a trip around world.
• Include all types: white and reds, desserts and old world.
• For added expertise, bring in a sommelier.
• For food, consider simple hors d'oeuvres, cheese, olives, grapes, apples or even pub food. There's a great list of more complicated hors d'oeuvres here.
• Have a raffle or a drawing where the winner gets a nice bottle of wine.
• Raise money for a favorite charity.
• Put car keys in a fishbowl — and provide transportation!

Happy holidays.