Article Number : 2586 |
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| Date | 10/15/2007 8:19:22 AM |
| Written By | LGM & Associates Technical Flooring Services |
| View this article at: | //floorbiz.com/BizResources/NPViewArticle.asp?ArticleID=2586 |
| Abstract | By Matthew Spieler Washington—In a city that has become known more for its divisiveness, members and suppliers of the National Floorcovering Alliance (NFA) showed how true progress can be made when various parties work as one toward a common goal... |
| Article | By Matthew Spieler Washington—In a city that has become known more for its divisiveness, members and suppliers of the National Floorcovering Alliance (NFA) showed how true progress can be made when various parties work as one toward a common goal. With a record number of members and vendors on hand, teamwork and unity were clearly on display at the buying group’s fall conference here. From member-supplier connections to member-member relations, everyone was focused on improving the bottom line. “This meeting was the best ever,” said Bill Cogdall, owner of Contract Furnishings Mart in Portland, Ore. “Why? I think we are getting to know each other better. This includes members and suppliers. When you only meet three times a year it is difficult to really get to know everyone.” Sam Roberts, owner of Roberts Carpet & Fine Floors in Houston and outgoing NFA president, noted, “Diversity is a noble and valuable thing; but, in many ways, it is the homogeneity of the group that brings the greatest value and affords the greatest leverage for and with our most valuable vendor partners—and in the applicability of the best practices that we share.” Cogdall added, “NFA has always thought of our vendors as partners. Now the suppliers are responding to the value that NFA has been to them. You reap what you sow. All of our new programs are a result of being fair and honest with our suppliers.” Interestingly, this drive to create more business opportunities between the membership and vendors was not all because of the tough economic conditions, though many did express overall sales being down. Robert Hill, CEO of Floor Covering Associates in Shorewood, Ill., noted a downturn in sales mainly due to the struggling home builder market, but added, “It’s always been the business philosophy of the NFA to work together—and not a function of business conditions. It’s one of the things that has enabled the cohesiveness of the organization and reciprocity.” Roberts also noted how business conditions “have been extremely difficult this year. But, we are fortunate to be in a position to take a long-term view in driving our businesses forward.” Despite the challenges, he added, “I don’t think the changing nature of the relationship of the NFA to its vendor partners is in the least bit a reflection of the current business climate. [Rather] it is a natural reaction to the more cohesive and focused nature of the group that has precipitated the enhanced relations. If you want for someone to be a better partner, you must be a better partner. The NFA is an excellent partner.” Vendors agreed with the members’ assessment by not only introducing new products and services, many came with programs designed specifically for NFA. Jay Kopelson, vice president of corporate accounts of Mannington Mills, pointed out, “NFA members are truly the best-of-the-best in their respective marketplaces. We want to create win-win programs for the membership and Mannington. These are designed to not only grow our business with the group but to help them grow their profits.” He added with the diverse nature of the membership—some are more retail focused, some builder, some commercial, some are more aligned with installers and designers and so on—more than one program is needed to create a true partnership between a manufacturer and the group. “It is important for a company to develop several initiatives.” Cogdall noted, “When we come to these events all we are looking for are a couple of products or ideas to come back with. This meeting being so close to Surfaces was exciting because we saw a number of hot products before anyone else. I can’t go into detail with some, but say laminates, wow, I thought they looked realistic this year. Wait until ’08. On the carpet side, this could be a breakout year for them as well. The suppliers that show with the NFA are the best-of-the-best; these folks bring it all the time.” One of the messages Peter Barretto, president of Torlys, came to the conference with was asking members to “Rethink.” About what? Everything. From how products are sold to the types of products being sold. This includes a heavy dose of being earth-friendly, something, he noted, the company has been doing for years with its assortment of environmentally friendly hard surface flooring options. “Torlys is committed to creating the most beautiful and practical flooring available, but not at the expense of the environment.” Hence, the company’s “Simple by Design” concept, a one-stop place to shop for consumers wanting a stylish floor with an environmental story behind it. Green is in Torlys was not the only supplier showcasing the environment as the wave of the future. And, while it may at times feel as if this push to be green is coming from the manufacturing segment, the membership is embracing the concept as well. “NFA is totally committed to embracing green initiatives whenever possible and practical,” Roberts said. “For most of our membership, there doesn’t appear to be an overwhelmingly compelling business mandate from our consumers that necessitate our position—we just think that it is the right thing to do. We all like it because, whether it plays to our self-interest or not, it is still, clearly, a noble pursuit that we can all share in.” Hill explained, “In my personal experience at FCA and with the National Association of Home Builders, there are a number of medium- to high-end home builders who are working very hard to create the ‘Home of the Future.’ They are looking to include as many green products as possible—and these homes are selling. The green movement has not yet reached a tipping point with consumers—in that those looking for home replacement products are only vaguely aware of these innovations.” Cogdall summed up the overall feeling on the eco movement: “The world is green! And this movement is long overdue. We are finally waking up to do what is right. It’s that simple. I think we need to do more, but for now the green initiative is finally rolling. Yes, people are asking for it, yes, some manufactures are making some headway and yes, the media is asking some hard questions. It is a start, and I am very proud of our flooring industry’s involvement.” Getting technical While the environment was certainly a hot topic, this meeting saw a new component added, a Technical Fair. Featuring financial, software and installation tool companies to name a few, this added “market” was for suppliers who offer products and services beyond the group’s core vendors. Roberts explained the fair “was a first-time shot at exploring the potential of presenting financial, advertising, IT and installation products and services in a format that afforded access to significant information that could help us all enhance our businesses.” Though he believes the fair can be developed to bring significant benefit to the membership, “the board will have to take a close look and determine if that is the highest and best use of the group’s time.” Based on the reaction of both members and those suppliers invited to participate, it was a valuable experience. “The concept in general is definitely needed,” Hill said, “and overall this was a very good start. I think it should be expanded to possibly include vendors of installation supply products, molding specialty companies, cleaning products and sales training and business development. Overall, this was a good start. I would definitely like to see it held twice a year.” |