Carpet Dealer -What does a Carpet dealer sell? _____________________________________________________________________ -Who do they sell Carpet to (target groups)? _____________________________________________________________________ -What factors would

1
Carpet Dealer-What does a Carpet dealer
sell?____________________________________________
_________________________-Who do they sell
Carpet to (target groups)?_______________________
______________________________________________-Wh
at factors would they care about when deciding
which Carpet Dealer to choose?___________________
__________________________________________________

• Call Opening Questions
• How large a selection of tile do you have to
  choose from in stock? Do you also carry most
  grades and colors? Do you have an online gallery
  of choices to look at on your web site?
• Do you offer any type of volume discount based on
  the amount of carpet purchasedespecially with
  large area commercial jobs?
• Do you have a showroom? If so, how many square
  feet it is?
• Are people brand name conscience when it comes to
  carpet? If so, which brand names do you carry?
• Which of the following types of carpet do you
  carry- (any other)?
• Do you carry most of the standard sizes of tile,
  can you also custom cut your tile to any size?
• Do you offer any type of design consulting or
  advice? Do you also provide advice on the best
  type of tile to purchase based on high-traffic
  areas and durability?
• Do you also provide installation service?
• Do your potential clients care about some of
  these points-if so, could we discuss in more
  detail?

• Notes
• __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  ___________________________________________

• Confidential Property of Mike Centorani/Matchcraft
  , Inc. 2009

2
TilesNeeds Analysis Questions

• What is your most profitable type of your
  business? (residential, commercial-possible
  headline)
• __________________________________________________
  _______________________________
• Overall, what does that represent?
  What would you like it to be?
• _____________________________________
  _______________________________________
• What other areas of your business are profitable?
  Would you like more of any of these type of
  jobs? (ex. Tile wholesale, tile repair, etc.
  headings)
• __________________________________________________
  _______________________________________________
  
• How many salespeople/designers do you have?
  How many sales do you currently average/week?
• _____________________________________
  _______________________________________
• How many more sales (on average) do you think
  could be realistic to average in a week?
  (potential additional opportunity)
• __________________________________________________
  ________________________________
• (if repair or installation) How many repair jobs
  are you averaging per week and how many more
  could you handle? (capacity)
• __________________________________________________
  ____________________________
• I know there is probably a pretty wide range, but
  what is the average tile sale worth? (ROI)
• __________________________________________________
  ________________________________
• WHY is your tile company the best choice for
  someone? (subheadline)
• __________________________________________________
  ________________________________
• Have your salespeople/designers gone through any
  type of training? Are they professional and
  courteous?
• __________________________________________________
  ________________________________
• How far would someone be willing to travel to buy
  tile from you? (other directories/reach)