Date post: | 17-Mar-2016 |
Category: |
Documents |
Upload: | the-mohawk-group |
View: | 214 times |
Download: | 0 times |
Welcome to the MoeDown. I’m Moe, your communications friend who
will keep you up to speed and “in the know” about what’s happening at
The Mohawk Group.
In addition to all of the marketing, sales,
product and training news, I’m including a
new section called, Moe-tivation Ideas. I know
it’s important for you to connect and stay in
touch with your clients between new product
roll-outs. This section will provide you, the
sales force, with fun and creative ideas to turn
an average client meeting into an exciting
client event. I’ve made sure to address a
range of price points–from low key get-
togethers to top notch events.
Hopefully these ideas will inspire you to create
your own client event. Go for it! And I’d love
to hear all about it afterward. Send me your
ideas and the results. We’ll feature the best
ones in future issues. Additionally, we'll select
the three top ideas and award a Kodak digital
frame for use in the design libraries. Load
photos, product fl ashes and more and you'll
differentiate your next library display.
Submit them online at MoePlanet.com
or e-mail me at [email protected].
Also, be sure to check out the Maverick
callouts featuring outstanding work being
done by The Mohawk Group's fi nest reps.
Enjoy!
1
We’ve been fed and gifted;
now the New Year is here!
The Mohawk Group resolves
to make it our best yet.
We’ve got an expanded
sustainability focus and new
tools to help build
our brands and
support you in
the fi eld.
Al Kabus Asks Why Not? p3
Competitive Green Gab p5
Busy in Boston p6
New Custom Design Websites p7
LEED Plus Calculator p8
Sustainable Frontlines p9
Notable Honors p10
The Shirt Off Todd's Back p11
In The Vault p14
The MOE You Know p15
Marketing Knowledge Nuggets p16
Body Language p17
It's All About Them p19
Moe-tivation Ideas p21-27
Trend Outlook p28
Vocabulary p29
LEED for Retail p30
Meltdown? p31
Healthcare / Education p32
2
I hope all of you enjoyed a wonderful holiday season and
are re-charged for what will most likely be one of the most
defi ning years for The Mohawk Group. While the economy is
producing a headwind for our industry, our company is well
positioned to leverage our people, our substantial resources
and our combined product lines to best meet the stringent demands
of the marketplace.
2008 represented a renaissance year for The Mohawk Group.
We evolved our strategy, our organizational structure and our
technologies to create a springboard that will propel us into the future
with more relevance to our customers than ever before. We have
discussed the need to transition from a “product centric” mentality to
a more customer or project centric mentality in order to change the
conversation with our customers – to turn the spotlight on them, not
us, in our relationship approach. With our Drag and Fly technology
and LEED Plus tools, we deliver the perfect means by which to abet
our customers with their projects. With the REACH© approach of
customer engagement, we are urging our sales professionals to
research their clients and then follow with salient questions to better
position The Mohawk Group as the industry’s most trusted resource.
The aforementioned tools and engagement focus will be a welcomed
reprieve from the repetitious traditional approach of most sales calls.
It takes some investment on our part to get comfortable with new
tools and methods, however, once mastered; we will experience
greater results and perpetuate more income and success.
As I shared in the past, we are committed to investing in our people,
our processes and our products. These investments will be wrapped
in innovation which means that we must be willing to innovate in the
fi eld, the plants and in our leadership style.
3
President
Al Kabus
In closing, I am writing this in the Charles DeGaulle Airport on my
way home from Domotex, the International Annual Flooring Show
in Hannover, Germany. Our International customers' businesses are
vastly different in many respects, be it their focus, product mix,
selling styles, and the list goes on. Perhaps the most memorable
quote I heard at the show came from the owner of Klassis, an
excellent dealer of ours in Turkey. Bulent Isseven, the founder, has
been a customer since 1993. He and his general manager, Evren
Kurtboke have built a signifi cant business with fl ooring, Steelcase
furniture and Tate Access Floors, along with other peripheral lines. At
dinner with Bulent, he shared how he built his business and with each
question I asked, I received the same response. It went something
like this:
AK: "How come you started furniture?"
BI: "Why not?"
AK: "Why did you get into the raised fl oor business?"
BI: "Why not?"
Then he shared that last year we challenged him to double his
business.You probably guessed that his answer was "why not?"
He did double his business with us last year, setting me up to
challenge him to do it again in 2009. He left me with “why not?” This
may well be my new phrase in 2009; it’s catchy and instills optimism.
Okay, we have a tough economy, had a challenging 2008 and the
competition is getting more aggressive every day. I get it, but when
I think about how much talent we have at Mohawk, coupled with
our vast potential and then think about growing our business, I now
simply smile and say, “why not!”
4
5
Interface – MissionZero.org
Part social networking site, part environmental
blog, part news/events feed, part Yahoo
Answers. Interface is attempting to create the
platform for discussing and solving the world’s
environmental problems.
Mannington – Art With A Heart
Mannington auctions children’s artwork to
benefi t St. Judes Children’s Research Hospital.
Tandus – PVC-Free Tile/Carpet Recycling
Milliken – LEED Buildings
Featured their commitment to LEED via
photographs of carpet in LEED buildings,
including their showroom.
This super team collaborated on a Drag and Fly event in Connecticut
to thank their clients and offer them the unique support of The Mohawk
Group’s new tool. Inspired by Chris Stulpin and the Drag and Fly RepNet
video, the group planned the event to take place at the aptly named Dragonfl y
restaurant. Chris made a celebrity guest appearance and promoted Drag and
Fly in a working presentation. The event drew 100 customers! –Steve Vosburg
Competitive Green Gab What you need to know about competitors
messaging at Greenbuild:
The Party PeopleArt Honegger, John Talio & Tracy Kilmartin