Summer convention set to arm its members with tools to succeed
[Boston] Floors & More will head to New England for its summer convention in August. Here, FCW spoke with Vinnie Virga Jr., vice president of the retail group that includes Floor to Ceiling and Big Bob’s Flooring Outlet stores, about what members can expect. As well, we checked in on the group’s growth realized since the January event in Las Vegas.
What will you address with members during general session?
Virga: Making sure our dealers are capitalizing every month, every inning, to ensure at the end of the game their P&L scorecard shows a ‘Win.’ We are emphasizing ‘Homerun’ opportunities, ideas and systems to ensure they have a banner year.
How is this messaging different from what was shared earlier this year in Vegas?
Virga: At the beginning of the year, we were focused on what might be coming ahead. In Boston, now, we are focused on what is happening today in the industry and how members can ensure they don’t strikeout with customers and their staff.
What is the breakdown of Big Bob’s and Floor to Ceiling?
Virga: Currently, we have 18 Big Bob’s locations nationwide, including our newest in Utah. We have 79 Floor to Ceiling locations nationwide, having added six new locations in the last 90 days with more expected to join soon.
The last few years have been challenging. How has Floors & More kept growing?
Virga: Floors & More continues to grow thanks to three primary factors: our focus on providing the best digital marketing and tools package in the industry; our consultative-approached focus on helping members improve their work life balance and profitability; and, every month, both Vinnie Virga Sr. (CEO) and I visit retailers in their showrooms.
How are you uniquely serving your members?
Virga: Our consultative approach helps us uniquely service our members. From having Vinnie Sr. come do a business operations consultation and/or having our partner Jerry Levinson of PN4FD (Profit Now 4 Flooring Dealers) come do a sales training consultation, there are many opportunities to get more focused help. We are also now hosting monthly virtual roundtable meetings to allow members to network and brainstorm together even when they are not at one of our events.
What are the key conversations you will be initiating among members during the roundtables?
Virga: We are excited to feature double the number of roundtable discussions this event, more than any other we have done. Conversation points will include merchandising, marketing, management, digital tools, cash flow and installation.
Why is this time sharing with one another so important?
Virga: No matter where in the country or in Canada they are, every retailer in our industry faces the same opportunities and challenges. Some are at the start of their journey, others nearing the end. By sharing experiences with one another, dealers have an opportunity to learn and leverage the best practices of their contemporaries. Taking time to focus on the business, instead of running it, is crucial to growing and adapting as the market changes.
What is the process for selecting the vendors exhibiting here?
Virga: We encourage all of our vendor partners to attend and participate in our convention. Unlike other shows, our vendors are encouraged not just to participate in our exhibit hall but also to join us for our cocktail reception and to sit in on our general session.
Are there new vendors members should take advantage of meeting with while in Boston?
Virga: Since our last show we have partnered with Marquis Industries, who we are very excited to welcome. Our advisory council was keen on the addition; our members would benefit from the many great product lines Marquis has across its brands. We also have partnered with Profit Now 4 Flooring Dealers, led by Jerry Levinson, whose full online training program will be available to our members in our program.
Are there any new introductions in particular you’re looking forward to members seeing?
Virga: We are focused right now on the production of our Universal Hard Surface displays. Between our three brands, these displays cover value, style and performance with the top 24 styles in each category respectively between our vendor partners. A mix of laminate and luxury vinyl plank, this new lineup will complement the Soft Surface carpet displays we already have in the field. We anticipate these displays landing Q1 of 2024.
What value do these vendors bring to your members?
Virga: As a member of Floors & More, all of our 70-plus vendor partners provide special pricing, new product insights and rebates to all members in our program. In addition, a member of our program can have an account setup with any of our vendor partners. Being together in person gives our members a chance to meet different vendors, see product they may not be familiar with and learn about program specials. For our vendors, it is the perfect chance to pitch what is exciting and new for them.
How else will members connect with leadership, one another and vendors?
Virga: We have some exciting opportunities to connect in Boston. First, we’re having an All-Star wiffle ball game between the West Coast and East Coast. On August 9, we’re heading to Fenway Park where we have a private section on the first base line for a BBQ and open bar to watch the Boston Red Sox take on the Kansas City Royals. On Thursday August 10, we are taking everyone on one of the city’s famous Duck Tours. Afterwards, our leadership team will be walking downtown to Faneuil Hall to end the night with drinks for anyone who wants to join in.