WEST BLOOMFIELD, MICH.—To help attendees at Surfaces 2010 understand the benefits of diversifying into other areas, The Flooring Contractors Association (FCICA) is sponsoring a three-hour workshop as part of the market’s annual Education Conference.

“Expanding into the Commercial Market – What is Your Next Step,” will take place at 9 a.m. on Monday, Feb. 1, the day before the market’s exhibit hall officially opens. It will be hosted by Dave Stafford , a lifetime honorary member of FCICA and longtime contributor to the organization’s “Installments” column in FCNews.

“This workshop will be packed with specific tips, tactics and tidbits on pricing, proposals, and closing strategies to sell commercial clients in your own backyard,” he said. “We will offer case studies dealing with client problems and solutions; product defects, installation and crews; hiring a third-party expert or an attorney to help with collection and legal challenges and what to expect,” adding the class will also include hands-on exercises designed to help participants build commercial annuity.

For more information on the workshop or FCICA, call 248.661.5015.