We will hand you the knowledge needed to thrive in today’s retail floor covering business, and leave you highly motivated to put your skills to work. That’s when you begin to reach for new levels of personal achievement and profit.
Courses
Sales
Product Knowledge
Team Building
Personal Development
Design and Color Training
Installation Training
Measuring
Business Training
Leadership and Management Development
Mohawk University will work with you to determine which topics are most appropriate for your staff and will customize the training to meet your needs. After training, you and your staff will have a resource that will help you improve your overall productivity.
Pricing : $3000 per training day. Additionally, the customer will be responsible for all expenses associated with the training event to include: trainer's expenses such as airfare, hotel, car rental, mileage, and food; meeting room expense, lunch for the group, training materials, shipping, etc.
Floorscapes, ColorCenter, and Floorz dealers may apply their training scholarships toward the cost of any customized training.
If you are interested in scheduling a customized training for your company please complete the Customized Training Questionnaire and fax to Mohawk University at 706.272.4980 to schedule your training. If you have questions please feel free to contact Mohawk University at 800-664-2958.
SALES
Are You a Rookie or a Pro? – 2 Hour Seminar
Who Should Attend - New Sales Associates, Senior Sales Associates, and anyone wanting to learn the basics of selling.
Professional salespeople stand apart from other salespeople. They know how to sell products that customers want, even at prices higher than competitors’. Selling at a lower price takes little skill. They know how to influence their customers – without using price as a crutch.
Course Objectives – You Will Learn
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How to handle customer price objections
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How to eliminate the customer’s price shopping strategy
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To help your customer buy the goods they will enjoy for years to come
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Professionals are masters at making their customer feel good about what they buy, regardless of the price
Advanced Selling Skills - 1 Day Seminar
Who Should Attend – Senior Sales Associates, Managers, and all who desire to advance selling skills.
(Prerequisite: Basic selling courses are recommended)
Course Objectives – You Will Learn
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About closing and how to effectively prepare the customer for the close
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How to sell up
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About consumer credit and how to increase sales profits by the use of credit
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How to buffer yourself against price
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To overcome the price objection
Customer Focused Selling Skills- 1 Day Seminar
Who Should Attend – New Sales Associates, Senior Sales Associates, and anyone wanting to learn the basics of selling.
Course Objectives – You Will Learn
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Ways to avoid selling on price alone
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Methods of building immediate trust with the customer
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Current trends and research
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How to use your personal style to make a difference
Men are From Mars; Women are From Another Galaxy – 2 Hour Seminar
Who Should Attend – New Sales Associates, Senior Sales Associates
It has been said that women control 80% of the wealth in the world and have a huge influence over the other 20%. In other words, women buy lots of stuff. Actually, women buy all the stuff. The problem is that men run many of the businesses where the stuff is purchased. Men, according to management guru, Tom Peters, are hopelessly clueless about women.
Course Objectives – You Will Learn
Grow Your Business Through Outside Sales - 1 Day Seminar
Who Should Attend - Senior Sales Associates, Managers, and all who want to grow their business.
Course Objectives – You Will Learn
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The difference between retail and outside selling
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The twelve steps that will make you successful as an outside sales person
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How to identify and grab the attention of quality prospects
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How to create action plans for various outside selling channels
The Selling Begins When the Customer Says “No” – 2 Hour Seminar
Who Should Attend – New Sales Associates, Senior Sales Associates
What do you say to a customer when she says, "No, I'd like to think it over?" Most sales people quit. To a master salesperson, the selling just begins. Being able to continue selling when the customer wants to leave your store is an advanced selling skill.
Course Objectives – You Will Learn
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How to handle objections
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What to say when the customer says, "Your price is too high, you'll have to do better than that"
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That an objection is just a step up the ladder in the selling process.
Romancing Your Customers “Selling to the 21st Century Customer” - 1 Day Seminar
Who Should Attend - New Sales Associates, Senior Sales Associates, and all that want to learn more about how to sell to the 21st century customer.
Course Objectives – You Will Learn
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How people are motivated by reason and emotion
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How the languages of love connect you with the customer as well as build long relationships
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The secrets of persuasion
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How romance perfects selling skills
Knowing the Lifetime Value of Your Customer – Why only loyal customers come back – 2 Hour Seminar
Who Should Attend - New Sales Associates, Senior Sales Associates
Why do smart retailers spend scarce money to invite their former customers back, to purchase more? Won’t they return without receiving a costly invitation?
Course Objectives – You Will Learn
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Which costs more - acquiring a first-time customer or keeping an existing one happy
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Which category is more likely to price shop?
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What is the potential income from one customer over her entire life
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How much profit is her sincere, word-of-mouth promotion of you to family and friends worth to you
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How to develop a productive referral system
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How to minimize the number of unsatisfied customers.
Selling Outside Your Buying Style – 1 Day Seminar
Who Should Attend – Senior Sales Associates, or all who desire to understand the various buying styles of consumers and then adapt their selling style accordingly. (Prerequisite: One of Mohawk University’s Basic Selling Courses)
Course Objectives – You will learn
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Your own personality type and how you like to sell
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That not everyone buys the way you do
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How different personality types like to buy
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How master salespeople adjust their selling style to match their customer’s buying style
Advanced Sales College - 3 Day Seminar
Who Should Attend – Senior Sales Associates, Managers, and anyone who wants to advance his or her selling skills. (Prerequisite: Mohawk University Product Knowledge Courses)
This course gives you an opportunity to learn from top professionals in the industry and discover profitable solutions to the ever-changing competitive challenges facing your business today. It provides valuable knowledge that will allow you to thrive in today’s retail floor covering industry. This course will leave you highly motivated and encourage you to reach for new levels of personal achievement and profit.
Course Objectives – You Will Learn
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Techniques that build immediate trust when you meet someone
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How to counter the negotiating tactics customers use on you
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Why ego-drive is critical to success and how to bolster it for results
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Your own personality type, how you like to sell, and how different customers like to buy
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How to master the skills of personal leadership
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How to increase your selling time through effective personal management
PRODUCT KNOWLEDGE
Product Knowledge Carpet - 1 Day Seminar
Who Should Attend – New Sales Associates, Senior Sales Associates, and all who desire to learn more about carpet product knowledge.
Course Objectives – You Will Learn
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The six basic pillars of carpet performance, which includes fiber engineering, carpet construction, style and color, cushion, installation, and maintenance
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How to identify manufacturing defects from installation problems
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The real difference between wool, nylon, olefin, and polyester carpet
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The advantages and disadvantages of the various types of products
Product Knowledge Ceramic Tile - 1 Day Seminar
Who Should Attend – New Sales Associates, Senior Sales Associates, and all who desire to learn more about ceramic tile product knowledge.
Course Objectives – You Will Learn
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About the different types and styles of tile and the advantages and best use of each
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Common manufacturing defects and how to identify a manufacturing defect versus an installation problem
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Ceramic tile standards, classifications, and safety standards
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About sub floor needs, mortars, thin sets, grouts, and other installation materials
Product Knowledge Wood & Laminate - 1 Day Seminar
Who Should Attend -- New Sales Associates, Senior Sales Associates, and all who desire to learn more about wood and laminate product knowledge.
Course Objectives – You will learn
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How to help customers make the right decision to fit their needs
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How to care for wood and laminate floors while avoiding common problems
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About laminate characteristics and construction
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What causes claims and how to reduce them
TEAM BUILDING
Energizing Your Workplace – 2 Hour Seminar
Who Should Attend – Owners, Managers, Senior Sales Associates, New Sales Associates
Is it fun to work for you. Do your employees like coming to work? What would your employees say? But, more importantly, what would your customers say? They judge your business by the attitude and demeanor of your employees.
Course Objectives – You will learn
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How to energize your workplace by using the principles of Fish.
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How the principles of Fish make all the difference.
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That research indicates that employees produce more when they enjoy their job.
PERSONAL DEVELOPMENT
Who Should Attend – New Sales Associates, Senior Sales Associates, Managers, Owners, and anyone desiring to improve their control over their personal feelings and emotions.
When you see others’ quick wits, do you sometimes feel inadequate? Recent research found that success at work depends more on your emotional alertness and abilities (Emotional Intelligence) than your mental intelligence (IQ). If you have developed at least average intelligence, you can succeed at business and personal adventures. Emotional intelligence is your ability to recognize and manage your feelings and emotions, and to relate well, emotionally, with others.
Course Objectives – You will learn
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That emotional intelligence can be learned and improved
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That individuals trying to motivate other people to act differently, have to be the most emotionally intelligence of all.
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The five areas of emotional intelligence, and what you must do to expand yours and enhance your selling and training skills
Personal Quality Management – 1 Day Seminar
Who Should Attend - – New Sales Associates, Senior Sales Associates, Managers, Owners
The number one cause of failure in the work place is related to how people use their time. What do you do with your time? Peak performers manage their time well. They focus on results. Emotionally intelligent people are able to manage their problems, deal with the unexpected, and produce results by learning to keep “the main thing, the main thing”. Considered by some as the “best” time management course on the market, “Personal Quality Management” is definitely one seminar you don’t want to miss.
Course Objectives – You will learn
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Why mastering time is critical to peak performance.
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How to take control of his/her life.
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How to deal with change and take advantage of it.
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To put balance in work and life.
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To create personal vision
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The importance of weekly and daily planning.
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To discipline themselves to master the organizational skills of peak performers.
Time Management For Salespeople - 1 Day Seminar
Who Should Attend – New Sales Associates, Senior Sales Associates, and anyone desiring to increase sales and overall productivity by more effective time management
Course Objectives – You will learn
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Why mastering time is critical to peak performance and how it will increase closing rates and slaes
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How to take control of your life and to create a personal vision
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How to deal with and take advantage of change
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The importance of weekly and daily planning
DESIGN AND COLOR
Design Sales College - 3 Day Seminar
Who Should Attend - New Sales Associates, Senior Sales Associates, and anyone who desires to increase his or her knowledge of design.
This course is developed for retail salespeople who would like to use fashion and design in their selling. It will enhance your understanding of how designers help customers create beautiful spaces. Selling fashion will increase your profits. The basics of product including carpet, hardwood, laminate, vinyl, and tile will be introduced. After this course, the student will be more familiar with the fashion side of a product and feel more comfortable when selling fashion. You will also explore color and its effects on a room.
Course Objectives – You Will Learn
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About the basics of design and color including current color trends
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Terminology spoken by designers
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How to recognize specific decorating styles
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How to mix styles
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How to enhance personal creativity
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How to improve your sales, add on, and increase revenues through selling fashion
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To focus on the customer and improve closing techniques
Selling Design “Taking the Mystery Out of Fashion and Color” - 1 Day Seminar
Who Should Attend – New Sales Associates, Senior Sales Associates, and all who desire to learn more about fashion and color.
Course Objectives – You Will Learn
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The basics of design & color
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How to recognize specific decorating styles and how to understand them
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To explore and utilize various colors, patters, and options
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How to become a consultant to your customer instead of just a salesperson
INSTALLATION
Basic Carpet Installation Training - 2 Day Seminar
Who Should Attend -- New Installers, Assistant Installers, Inspectors and all who want to increase their knowledge of basic carpet installation.
This installation course was designed with the installer in mind. Industry professionals will be on site to answer questions and to assist in hands on installation techniques. Each installer will leave with a better understanding of the importance of the impression they leave with the consumer, and how to reflect professionalism in the customer’s home. Upon completion, each student will receive an installer’s patch, badge, and certificate recognizing their completion in Mohawk’s Factory Authorized Installation Training.
Course Objectives – You will learn
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The history and construction of carpet
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The Standards of Installation (CRI 104 & 105)
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Site analysis and preparation
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How to plan, measure, and estimate a residential installation and seam placement
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How to interact professionally with customers in their homes
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Power stretching; glue down installation; stair installation and pattern matching
Advanced Carpet Installation Training - 2 Day Seminar
Who Should Attend – Senior Installers and Inspectors or anyone who would like to move to the next level of carpet installation. (Prerequisite: Mohawk University’s Basic Carpet Installation Training or CFI Certification)
Are you an installer that is ready to move your skills and talents to the next level? If so, this course is for you. By popular demand Mohawk University has developed an advanced carpet installation course that will enable seasoned installers to test their abilities and master new levels of installation techniques. Upon completion, each student will receive an installer’s patch, badge, and certificate recognizing their completion in Mohawk’s Factory Authorized Installation Training.
Course Objectives – You will learn
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The standard of installation (CRI 104 & 105)
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Site analysis and preparation
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Seam placement and power stretching for large, odd-shaped rooms
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How to seam woven, unitary, attached cushion, and actionbac backings
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Advanced pattern matching techniques with Berbers, cut/uncut, and woven
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Stair installation including upholstered spindle staircases
Basic Wood and Laminate Installation Training - 2 Day Seminar
Who Should Attend -- New Installers, Assistant Installers, Inspectors and all who want to increase their knowledge of basic wood and laminate installation.
Your installer may be the last face your customer sees after purchasing flooring from you. Is he representing your company to the best of his ability? This course is designed to teach assistants and installers the basics of wood and laminate installation. It includes hands on training by top installation experts in the industry. Upon completion, each student will receive an installer’s patch, badge, and certificate recognizing their completion of Mohawk’s Factory Authorized Training.
Course Objectives – You will learn
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About the construction of wood and laminate flooring
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How to measure and layout a residential installation
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How do site analysis and moisture test
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How to prepare and look for problems in the sub floor
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To install above and below grade
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About glue down or floating installations
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To install wood or laminate on stairs
Basic Ceramic Tile Installation Training - 2 Day Seminar
Who Should Attend – New Installers, Assistant Installers, Inspectors and all who want to increase their knowledge of basic ceramic tile installation
To the customer, your installers are a direct reflection of your business. It is critical that they represent your company in a professional manner. This two-day course is a hands on installation training. Assistants and installers will learn how to prepare and install ceramic tile flooring and will leave with a clear understanding of standards, the basics of ceramic tile installation, and new techniques that will drive them to a new level of performance. Upon completion, each student will receive an installer’s patch, badge, and certificate recognizing their completion in Mohawk’s Factory Authorized Installation Training.
Course Objectives – You will learn
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About the construction of ceramic tile flooring
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How to measure and layout a residential installation
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How to determine installation materials required
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Floor and wall installation methods
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Corrective action for problem substrates
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TCNA and ANSI standards
MEASURING
1 Day Seminar
Who Should Attend - New Sales Associates, Senior Sales Associates, and all who need to know how to measure and lay out a room.
Course Objectives – You Will Learn
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How to measure for patterns
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About waste factors for all flooring materials
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About seam placement
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About current available computer technology
BUSINESS
The Systematic Business - 3 Day Seminar
Who Should Attend – Owners, Managers, Senior Sales Associates, and all who need assistance in establishing systems for their business.
Mohawk University has uncovered more secrets to success in the floor covering business. Dealers have said “I have learned more in 3 days about running my business than they could have pulled from 6 years of college,” “if I had this course when I started my business in 1975, I would have been retired for 10 years by now,” and “I earned an additional $65,000 in the first two months after attending this course by implementing 2 things I learned.” This course covers six core business strategies that will assist you in taking control of your business and become more profitable. These six business systems result in value to the customer in terms of consistent merchandising and services.
Course Objectives – You will learn
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Vision and Strategy – You will first define your most important goals and tasks and then devise methods for staying abreast in your local market
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Marketing Plans – Determine which marketing and advertising systems result in the greatest return and create a unique and consistent position that differentiates your store from the competition
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Selling and Customer Service – Plan ways to generate follow-up business and build customer loyalty
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Inventory Management – Techniques and technologies for merchandising and supply management
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Billing, Delivery, and Installation – Procedures that increase your success rate by refining your current systems.
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Human Resources – Recruiting, training, hiring profitable employees, setting standards, evaluating performance, instilling employee loyalty
Advanced Systematic Business - 3 Day Seminar
Who Should Attend – Owners, Managers, and Senior Sales Staff who have taken the prerequisite, Systematic Business.
Most businesses fail, but franchised businesses survive at a substantially higher rate. Why is this? The key is systems! Make your business run without you instead of having your business run you. If you optimize your business systems you can begin to produce profitable and predictable results.
Course Objectives – You Will Learn
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To prepare to sell your business
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The three forces that affect profitability, strategies, and tactics that build profits and equity in a retail flooring business
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The three critical strategies of market leaders
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The eight cash drivers
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The importance of cash flow and five tools that directly improve it
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The three parts of a financial statement; how to understand and analyze what aspects of it drive profitability in your store
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Best practices of top performing dealers and their systems in areas such as cash flow, accounts receivable, installation, and human resources
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The important parts of an installation system
Creating a Results Oriented Culture – The Requirement for Producing Better Results – 2 Hour Seminar
Who Should Attend – Owners, Managers, Senior Sales Associates, and all who need assistance in establishing systems for their business.
Far too many owners and senior managers do the business, instead of building one. They squander their work-time doing what’s they’re familiar with – serving customers and employees. They leave UNDONE what no one else can do – promoting a better vision and building a systematic organization to reach it. How many hours a day do you devote to the tasks that drive long-term results?
Course Objectives – You Will Learn
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How to re-design your job so you can create a results-oriented culture at your company
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To find out how to gain time to complete the high-priority tasks that will grow profits and equity
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How to make your results dazzling
Leverage Technology to Increase Your Profitability - 1 Day Seminar
Who Should Attend – Owners, Managers, Senior Sales Associates, New Sales Associates, and all who want to learn what technology options are available to increase their profitability, customer loyalty, and sales
Course Objectives – You Will Learn
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How B2B works and how it can benefit your business
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How to increase closing rates by using Customer Relationship Management software (CRM)
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How to use websites to sell fashion and design more effectively to customers
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How certain types of software can help manage the accounting portions of your business.
Maximize the Value of Your Brand - 1 Day Seminar
Who Should Attend – Owners, Managers, Senior Sales Associates, and all who want to improve their competitive advantage, sales, average ticket, margins, and closing rate.
Course Objectives – You will learn
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The power and purpose of branding
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The basics of creating and building a brand
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How to brand your business
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How to create a powerful marketing message
Profitable Strategies For Running Your Business - 1 Day Seminar
Who Should Attend – Owners, Managers, Senior Sales Associates, and all who want to take control of their business and increase profitability.
Course Objectives – You will learn
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To build a vision for the future of your business
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To create clear expectations and to define standards and processes
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To use six proven systems that drives growth and raise margins and profitability
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To increase employee productivity and to recruit, hire, and motivate employees
Running Your Business By The Numbers - 1 Day Seminar
Who Should Attend -- Owners, Managers, Senior Sales Associates, and all who need further understanding of a business financial statement and its importance.
Course Objectives – You will learn
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How your financial statement is the scorecard for your efforts
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How to read and understand your total financial statement which includes your Profit and Loss Statement, Balance Sheet, and Statement of Cash Flows
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To benchmark your numbers against industry averages
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The difference between margin and markup
Business is a Game of Margins – 2 Hour Seminar
Who Should Attend - Owners, Managers, Senior Sales Associates
We know that business is a game of margins, not volume. The No. 1 source of business failure is a period of declining gross margins Yet, countless owners, day after day, sacrifice their margins to add another sale to their revenue. This breakout reviews the causes of business failure and business successes.
Course Objectives – You will learn
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How you can avoid failure, and attain success
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The critical steps to increase your margins – gross and net. For example, realize how you can infuence your customers to perceive your company’s extraordinary value.
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How to influence your customers by how you price your floor, position your products, show your product mix, and focus their attention
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That when customer perceives your value, they will gladly pay for it
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Higher profit margins enable you to reinvest more in your business and serve your customer’s better
Cash is King – Business’ Do not Run on Sales, They Run on Cash – 2 Hour Seminar
Who Should Attend - Owners, Managers, Senior Sales Associates
True entrepreneurs do not just spend their time selling and delivering product; they look at their results and the numbers that their businesses produce. They study the factors that affect cash flow.
Course Objectives – You will learn
Competing Against Mass Merchandisers - Running Your Own Race … and Winning – 2 Hour Seminar
Who Should Attend - Owners, Managers, Senior Sales Associates
How can small and medium-size retailers compete against the giants of mass merchandising? Some are more than surviving – they’re thriving. But, those that thrive don’t do business as usual!
Course Objectives – You will learn
LEADERSHIP AND MANAGEMENT DEVELOPMENT
- 1 Day Seminar
Who Should Attend – Owners, Managers, Senior Sales Associates, and all who aspire to manage people.
Course Objectives – You Will Learn
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Why managers fail and how not to make the same mistakes
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10 solid principals for setting limits and getting respect
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10 tips for self understanding to help employees want more responsibility
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How to make it a win/win for everyone to eliminate the “blame” game and take control of your business and your stewardship.
Inspiring Leadership - 3 Day Seminar
Who Should Attend – Owners, Managers, Senior Sales Associates, and all who aspire to manage people.
People do not want to be managed; they want to be lead. Great leaders lead, they don’t manage. Yet, things have to be managed. Maximize your leadership skills and watch the productivity in your employees grow. Learn what great managers do to inspire their people to new heights of performance. The most effective overseers unite the best qualities of both manager and leaders into “Inspiring Leadership.”
Course Objectives – You will learn
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To distinguish between leadership and management
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How to build trust and credibility with your constituents
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To create and implement a well articulated personal vision
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How to recruit, hire, fire, measure, train, coach, delegate, evaluate, and motivate your employees
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How to use incentive programs to enhance behavior
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How to handle and correct unacceptable behavior
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What your constituents think of your leadership skills and leave with a plan to increase your leadership abilities in your weak areas
Coaching Unacceptable Behavior – Eliminate Behaviors that Sabotage Your Business – 2 Hour Seminar
Who Should Attend – Owners, Managers, Senior Sales Associates, and all who aspire to manage people.
Poor employee behavior can undermine the best leadership, and can discourage or distract even your most talented and committed workers.
Course Objectives – You will learn
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Techniques for addressing employees’ unacceptable behavior
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How to avoid letting problem employees hurt the productivity of your leadership
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How to start next week, by eliminating what makes life difficult for you and your business
Don’t see any topics here that fit your needs? Make a special request for a topic.