I have made the commitment this year to focus on helping you see your way through the economic slowdown by giving you tips on keeping your profits. This, for the most part, is simple, viable and obvious information you should know but may not be consciously thinking about. Now is the time to get conscious to a fault.

Let's start with qualifying the customer. I recently spoke with a dealer who sold 88 yards of a cut pile carpet for the living room and hall out of which the customer runs a business and heats with a wood burning stove. The entry to the house is from the front door directly onto the carpet, and workmen employed by the homeowner are regularly in and out. Therefore, this is more of a light commercial application.

The carpet is showing signs of "ugly out" after several months of use, and there are some issues of structural integrity. If this carpet is subjected to an independent inspection, the astute inspector would find that, despite the issues of concern with the carpet instigating the claim, the biggest issue is that it is impossible for the product sold to hold up to the use and abuse it is receiving. This would have been an unforeseen situation to qualify unless the dealer actually went to the house to see where the carpet was going and how it was to be used. So how would you qualify for this type of situation without actually seeing what's going on in the home?

Ask these questions: What do you like and dislike about the flooring you want to replace? What are your expectations for the new flooring material? Are there any special circumstances we should know about before we help you select the appropriate product? Do you run a business out of the house; have large pets; what types of traffic will the material receive? How long do you expect the new flooring to last? Where and how are you going to use it?

These are all probing questions focused on how to get the best product installed without it creating a complaint or claim that you'll be responsible for because you sold the wrong flooring. No manufacturer is going to help with that type of complaint. The only thing the manufacturer is responsible for is providing a defect-free product. Not only will you prevent claims and complaints by being more conscientious in your specification and sales of the product, but you will actually be the most professional of your competition because they won't ask these questions. Remember, if you don't ask you don't receive. And every sale and environment is different so it's imperative you sell the right product each time.

Qualifying shows the customer you care, and if you care for her, she'll care for you and you'll get more business. Under these circumstances price is not a primary reason for the purchase. Cheap products don't perform; that's why they're cheap.

What else will help you to get the right product in the right place? Color. The product color has to match the traffic and soil load.

The last tip: Take the extra step of going to the customer's home and seeing the exact conditions so you sell her the right product. Ask, "Would it be OK if I came out to the house/business to see for myself where the flooring material is going so we make sure you get the product you need?"

Try doing business like this. You'll eliminate complaints, increase profits and build a loyal customer base that doesn't buy on price. If you need help call me.