In part one of this column (FCNews, Sept. 14/21), I talked about how a bleak mindset can negatively impact not only sales expectations but also performance. I recalled a conversation I had with another executive, a guy who has been in this business a long time, and he told me something I still remember to this day. He said he tells his sales reps the same thing at the start of every year: “Something crazy is going to happen every year.” None of us knows what it is yet, but it’s going to happen, and their job is to figure out how to hit their number anyway. Experience shows if you have already decided the market is against you, the end user feels it the second they approach you. People pick up on that whether they show it or not. As a result, you might present smaller or steer the client towards the affordable product and the low bid. Worse, you may even dissuade them from signing at all without realizing it. It’s a self-fulfilling prophecy.
In this column, I will demonstrate how having a more positive outlook can have a tangible effect on actual outcomes.
Imagine a scenario where the salesperson at a nearby competing location refuses to let slower traffic color their outlook or mood. When walk-in traffic dries up, they don’t sit and wait for it to come back. They go get it. They search through social media and find the designers in their area that are remodeling beautiful homes, they’re sending email blasts and cold calling builders and restoration companies who need a good flooring partner. They are promoting themselves on their own social media pages, asking their suppliers for ideas and leads, and finding any dang way to make themselves the easiest person in town to work with. They are building a referral pipeline that keeps producing when the showroom is dead, because they’re actively building it. Same market, same headlines, and the same tariffs. One associate is becoming a product of their environment and the other is making their environment a product of them. The difference was never the market conditions.
That is the backup generator. The builder relationship you cultivated last spring is the sale that saves your fall. The designer who trusts you is the account that carries you through the quarter when retail traffic falls off a cliff. None of that gets built by a seller who spent the downturn explaining the downturn.
I’ll paraphrase one of our late, great presidents who said not to pray for easy lives, but pray to be stronger men and women. That is the entire mindset. You don’t get to pick the year you’re handed. You only get to decide whether you are resilient enough to hit your number within it.
The reps who win in the down years are not the ones who caught a break. They are the ones who planned for the break to never come and went to work anyway. They assumed the year would try to knock them off their number, and they built the muscle to make it up somewhere else. Different accounts. Different products. More line drives. That is a mindset, and it is one you can and should choose.
So, yes, assume there’s disruption on the horizon or even in the current moment in time—then go hit your sales goals anyway.
Mark Botros is vice president of sales & marketing for Jaeckle Distributors, a Wisconsin-based flooring and surfacing distributor. A Dallas native, Botros is a second-generation floor covering professional with over a decade of management experience in distribution and manufacturing.
Sustainability and environmental concerns continue to play a large role in the floor coverings industry. Adhesives are one of the areas greatly impacted by these issues, as well as compliance with environmental regulations. Today, products include features, such as solvent free, bio-based, zero or low VOC, recyclable packaging and healthier emissions benefitting both installers and end users.
Following are some of the products leading the way in sustainability.
Bostik
InnoStix PSA from XL Brands combines performance, versatility and sustainability. The product delivers all three with a USDA BioPreferred Certified (32% bio-based) pressure-sensitive adhesive designed for resilient flooring installations. Key benefits include aggressive tack and dependable bond performance; supports LVT, LVP, VCT, sheet vinyl, fiberglass-reinforced sheet vinyl and modular carpet tile; high-moisture resistance up to 95% RH; MicroSept antimicrobial protection; four hours of working time for installation flexibility; releasable and rebondable for carpet tile applications; solvent-free, low-odor formulation for occupied spaces.
Bona
Bona Quantum Flow is an easily pourable, one-component, silane-based wood floor adhesive designed for efficient installation and exceptional performance. Its smooth spreadability and strong green grab allow contractors to cover larger areas quickly, helping reduce installation time and effort. With a VOC-free formulation, in compliance with SCAQMD Rule 1168, the product delivers high-performance results with a formulation designed with today’s indoor environments in mind. Flooring can be ready for foot traffic and furniture in as little as one day.
Divergent
Divergent is dedicated to designing low-VOC, solvent-free, water-based adhesives that are not only safe for the end user, but also for the installer who uses them daily. These design features are not limited to only sourcing safe raw materials in the formulation, but include improving coverage, using recyclable packaging, reducing packaging and jobsite waste, and developing longer-lasting flooring systems. The goal is simple: Create adhesive technologies that meet today’s performance demands without compromising the needs of tomorrow. Divergent 574 Modified Pressure Sensitive Adhesive is smart, strong and safe.
Engineered Floors/Xcessories
Engineered Floors’ Xcessories Pro-Tac is a high-performance, modified transitional pressure-sensitive adhesive designed for modular LVP, LVT and hard-backed carpet. What stands out is its versatility: Installers can use it as a dry-set PSA with up to 12 hours of working time or a semi-wet set, while it confidently handles extreme substrate moisture up to 99% RH and pH levels up to 12. On the sustainability front, Pro-Tac boasts FloorScore and Green Label Plus certifications alongside an exceptionally low VOC profile of <11 g/L. Formulated with bio-based, mineral-abundant and post-consumer recycled content, it readily contributes to LEED v4/4.1 points for low-emitting materials.
Mohawk Performance Accessories
Performance Accessories V-One Multi-Functional Adhesive reflects a commitment to sustainability through product design and packaging innovation. Packaged in pails made with 30% post-consumer recycled (PCR) content, V-One helps reduce reliance on virgin plastics while supporting more responsible material use. In addition, the adhesive is Greenguard Gold and FloorScore certified and contributes to LEED building initiatives, supporting healthier indoor environments and sustainable construction practices. By combining high-performance installation technology with environmentally conscious design, V-One delivers a solution that meets the needs of today’s flooring professionals and green building projects.
QEP
QEP’s Spray-Lock Premium Eco Spray adhesives were born out of concern for the environmental impact of aerosol chemicals. These high-performance formulas provide sustainable adhesives in the flooring industry. Spray-Lock’s pure polymer technology offers a low total VOC content. Other sustainability features include: 80% adhesive/material use reduction; 75% freight reduction (1 pallet of Spray- Lock covers the same square footage as four pallets of trowel-based adhesive). The adhesive allows for 100% recyclability of its packaging, eliminating landfill contributions; immediately allows all traffic, including heavy rolling or static loads; and, most importantly, limits wear and tear on the installer’s body.
TotalWorx
TotalWorx RockHold Pressure Sensitive Adhesive is a versatile flooring adhesive engineered to support a wide range of installation applications, including LVT, LVP, carpet tile, fiberglass-backed sheet vinyl and VCT. Its strong, reliable bond and pressure-sensitive technology provide installation flexibility while helping contractors maximize efficiency on the jobsite. The product also features a low-VOC formulation that promotes healthier indoor air quality and supports sustainable building initiatives. By combining broad flooring compatibility, professional-grade performance and environmental responsibility, RockHold delivers a dependable solution for demanding commercial and residential projects.
Sika
Sika’s latest wood flooring adhesive formulation is SikaBond T-85, a multi-use, sound and moisture control hybrid adhesive that cleans up easily off the surface of hardwood flooring when wet or dry. This easy-to-spread product contains zero VOCs, solvents or isocyanates and helps contribute to LEED credits. SikaBond T-85 is also Clean Air Gold certified. Providing multiple solutions in one pail, it offers moisture protection up to 12 lbs. ASTM 1869 and 85% RH/ASTM 2170, crack bridging, and sound reduction for full surface wood floor bonding. Once cured, SikaBond T-85 features a tenacious bond, high elongation and permanent elasticity, allowing planks to expand and contract without damage to the adhesive.
Clarksville, Tenn.—MILEstone, Florim USA’s porcelain tile brand, welcomed more than 60 architects and designers to its 2026 Sustainability Summit here at its manufacturing facility. Taking place Oct. 7-8, the event brought together design professionals, sustainability leaders, manufacturers and installation experts.
Attendees explored responsible material selection, manufacturing innovation and new solutions shaping the built environment.
The summit combined expert presentations, interactive discussions, factory tours, installation demonstrations and product reviews. Attendees also had opportunities to exchange ideas about material decisions and sustainability challenges. The program offered AIA and IDCEC continuing education credits.
“Being a leader in porcelain tile’s sustainability initiatives means more than developing products and improving how we manufacture them. It also means listening, sharing knowledge and understanding what the design community needs to move forward,” said Rodolfo Panisi, president and CEO of Florim USA. “The Sustainability Summit gives us an opportunity to bring these conversations together, learn from one another and continue doing our part to support a more sustainable future.”
Education focused on real-world applications
The educational program addressed sustainability throughout the material lifecycle. Topics included manufacturing, material selection, healthy indoor environments, outdoor applications and installation.
A dedicated panel examined installation considerations for large-format porcelain panels. The discussion also covered industry expertise and factors that influence successful applications.
Manufacturing takes center stage
Attendees experienced porcelain tile production firsthand during guided factory tours and showroom reviews.
Live demonstrations featured MILEstone’s Pre-Fab porcelain panels and L-Shaped countertop solutions. The sessions highlighted installation methods, precision and expanded design possibilities.
The program also examined outdoor paver applications and DAC Stories Collections. Those sessions connected product innovation with changing needs across interior and exterior environments.
The summit brought product development, manufacturing, sustainability and installation expertise together in one setting. The goal was to help attendees consider aesthetics alongside the information needed to make informed material decisions.
Giving designers a voice
MILEstone also used the summit to hear directly from architects and designers.
Those professionals bring firsthand knowledge of client expectations, material challenges and emerging design trends. They also understand the demands of creating sustainable and resilient buildings.
The summit created a forum for attendees to share priorities and identify areas where manufacturers can provide additional support. MILEstone said those insights will help shape future education, product information and resources for the architecture and design community.
Karndean Designflooring has spent decades concentrating on one flooring category: luxury vinyl. That focus has shaped not only its product development but also the way the company works with independent flooring retailers.
Rather than spreading its focus across multiple flooring categories, Karndean has built its business around specialized LVT expertise. That knowledge gives retailers another resource when working with customers, training sales associates or looking for ways to differentiate showrooms.
“Being a luxury vinyl-only supplier adds an element of trust that strengthens our partnerships with retailers,” said Jenne Ross, director of product at Karndean. “Our decades-long focus on luxury vinyl gives us highly specialized expertise that makes a real difference in the product quality, as well as a deeper understanding of what our retailers need. The ability to share that specialized expertise with retailers allows them to be more confident in conversations with customers and—when the time comes—in selling a Karndean floor.”
That specialization also simplifies the relationship between Karndean and its dealers. Rather than working with multiple representatives across several flooring categories, retailers can rely on one Karndean associate with expertise in luxury vinyl.
On the showroom floor, Karndean wants that knowledge to translate into confidence for both the retailer and the customer. The company’s emphasis on design plays an important role in creating that experience.
“The ability to offer a beautifully crafted product elevates the perception of our retailers,” Ross said. “It also reinforces the idea that Karndean retailers are specialists who can provide a first-class customer experience. Ultimately, retailers can have confidence that their customers are going to love their Karndean floor, which starts with the exceptional product design that has always set our flooring apart.”
Karndean develops and owns its wood- and stone-inspired designs, sourcing natural materials from around the world and translating them into original flooring visuals. The company’s product team works to capture and enhance the character of those materials before creating the print films used in its products.
“Every wood and stone design is a Karndean original,” said Dave Capalbo, the company’s vice president of retail sales.
Karndean’s commitment to the LVT category resonates with its dealers partners. Lubbock, Texas-based Yates Flooring and Design, which dedicates ample space to Karndean galleries on its showroom floor, can attest. “Karndean’s sole focus on luxury vinyl plank shows in everything they do,” said Ryan Rogers, Yates Flooring and Design CEO. “Their visuals are some of the best, if not the best, in the industry. They continue to find ways to set themselves apart.”
For Rogers, however, the relationship extends beyond the products. “What has made Karndean truly special to Yates Flooring are the people,” he said. “Their local team and upper management have become good friends and people I trust. Those relationships have helped us build a long-term partnership that has been great for our company and our customers.”
Corsini Marble
All about partnerships
Karndean sees a connection between those relationships and its roots as a family business. That background gives the company something in common with many of the independent retailers it serves.
“We’re a family business, just as so many of our retailers are,” Ross explained. “We’re always mindful that people have an emotional connection to their homes, and we take exceptional pride in crafting beautiful flooring that becomes part of their everyday lives.”
While “partnership” has become a common term among flooring suppliers, Capalbo said Karndean tries to make it a measurable part of its retail strategy. “The word ‘partnership’ can be overused, but for Karndean it’s the focal point of our retail strategy,” he said. “We measure our success by the success of our independent flooring retailers. That means investing in showroom displays, product launches, training, field sales support and marketing resources to help them grow their business.”
Those investments are shaped by what Karndean hears directly from its dealers. The company’s regional sales teams and other support personnel spend time learning about local market conditions, operational challenges and opportunities for growth.
“We spend time listening to retailers to understand what’s happening in their market, then ask ourselves the question: How can we help them win more business and strengthen their profitability,” Capalbo said.
Lottie Maloy, owner of Phillips Flooring America, Longview, Texas, agreed, adding that the combination of product knowledge and dealer support has helped her business compete in a crowded market.
“Karndean’s singular focus on luxury vinyl has made them much more than a vendor to us—it has helped us build a trusted, long-term partnership,” Maloy said. “Their specialized product expertise, original design, thoughtful showroom merchandising and ongoing training give our team the knowledge and confidence to offer customers something distinctive in an increasingly competitive market.”
Karndean’s ongoing support gives Maloy confidence that the supplier remains invested in its success. “The combination of trust, consistency and category expertise Karndean offers helps us differentiate our business through both the products we offer and the experience we provide,” she said.
It’s precisely that approach that has helped Karndean build a loyal dealer network. Long-standing relationships allow the company to better understand the goals of individual retailers and tailor support through customer service, merchandising, marketing and field sales.
“Our retailers understand we’re invested in their success,” Capalbo said. “The relationships we’ve established allow us to understand the unique goals and challenges of every retailer we serve and provide meaningful support accordingly.”
Karndean’s history as a family business also influences how it approaches those relationships. Despite the company’s growth, Capalbo said retailers should still feel they have direct access to people who can help when a need arises.
“Retailers know they’re not just an account number,” he explained. “They know they can pick up the phone and speak to someone who can help them.”
Merchandising support
Karndean’s relationships with specialty retailers have become increasingly important as more brands enter the hyper-competitive luxury vinyl category. Karndean sees product design as one point of differentiation, but the company also places emphasis on what happens after the product reaches the showroom.
“As essential as product is, it’s just one part of the equation,” Capalbo said. “We invest heavily in showroom merchandising because we know displays drive shopping behavior for consumers in the market for flooring.”
Karndean supplements displays with presenters, samples, marketing materials, education and training. The goal is to help retail sales associates understand features that distinguish the products and communicate that value to shoppers.
Eric Mondragon, division manager at RC Willey, Salt Lake City, said Karndean’s merchandising and local support have helped his sales team create a better customer experience. “Karndean has been a great partner for RC Willey,” Mondragon said. “Their long-standing focus on the luxury vinyl category has made them a trusted resource and industry leader. They continue to evolve their products and programs, and they are always open to feedback.”
Mondragon also pointed to the ease of using Karndean’s merchandising system and the support provided by the company’s territory manager.
Bologna, Italy—The 43rd edition of Cersaie concluded Sept. 25, bringing together manufacturers, designers and industry professionals from around the world. The international exhibition highlighted the latest developments in ceramic and porcelain surfaces, bathroom furnishings and architectural design.
The five-day event attracted 92,352 visitors and featured 595 exhibitors, including 233 international companies representing 24 countries. The show reinforced its role as a global platform for design innovation, manufacturing advancements and emerging industry trends.
Exhibitors showcased new applications for ceramic surfaces across countertops, cooktops, vanities, tabletops and sanitaryware. Outdoor applications also gained attention, with manufacturers highlighting products for patios, facades and other exterior spaces.
Across the show floor, earthy and blush tones emerged alongside deeply textured surfaces, grooves and bold graphics. Manufacturers also displayed increasingly large-format slabs and advancements in sustainable production.
Architecture and design take center stage
Beyond the exhibition halls, Cersaie’s “Building, Dwelling, Thinking” cultural program attracted considerable interest.
More than 800 attendees participated in keynote lectures featuring Pritzker Prize-winning architect Alejandro Aravena of ELEMENTAL and architect Annabelle Selldorf, founding principal of New York-based Selldorf Architects.
Throughout the week, press cafes, technical seminars and live installation demonstrations at Tiling Town gave attendees additional opportunities to explore industry developments.
The annual Ceramics of Italy International Press Conference brought together journalists from around the world to discuss emerging industry trends. Global trend consultant Cristina Faedi shared key design directions for the season.
The program also recognized achievements in architectural journalism, presenting Elle Decor with the 29th Ceramics of Italy Journalism Award.
Competition recognizes design excellence
Cersaie also announced the winners of the 2026 Ceramics of Italy International Tile Competition. The competition recognized four winners and five honorable mentions across the Residential, Commercial, Outdoor and Design & New Applications categories. The honored projects demonstrated the versatility of Italian ceramic and porcelain surfaces in architecture and interior design.
North American firms earned several distinctions. Florida-based 610 Interiors won the Residential category for its Spoonbill project. Brooks Design Studio received an honorable mention in the same category.
Space & Forms earned an honorable mention in the Outdoor category, while Design Continuum received recognition in Commercial. Canada’s Studio Maggs also earned an honorable mention in Design & New Applications.
Architect and journalist Donatella Bollani moderated the awards presentation. Participants included jury chairman Steve Clem, principal at TVS and architect Alfonso Femia, founder of Atelier(s) Alfonso Femia. Filippo Manuzzi, president of promotional activities and trade fairs at Confindustria Ceramica, also participated.
The event highlighted the growing range of applications for ceramic surfaces and the industry’s continued emphasis on design, performance and innovation.
Brooklyn, N.Y.-based Hoek Home specializes in modular, tool-free furniture designed for quick and intuitive assembly.
Turnhout, Belgium—i4F has partnered with Brooklyn, N.Y.-based Hoek Home to bring the company’s patented furniture-connection technologies to market through its global licensing program. The agreement gives i4F exclusive licensing rights to Hoek Home’s furniture-connection system. It also marks i4F’s expansion beyond the flooring industry into the furniture category.
The partnership gives Hoek Home access to i4F’s global network of licensing partners and intellectual property protection infrastructure. This allows Hoek Home to focus on advancing its design and engineering innovations.
“We set out to make beautifully designed furniture radically easier to assemble in order to meet consumers’ demand for simplicity,” said Conor Coghlan, founder of Hoek Home. “This is exactly where the synergy with i4F lies, with its focus on easy and intuitive technologies and systems. Its global reach and strong IP protection give us the platform to scale, improving how furniture is manufactured, moved and ultimately experienced in the home.”
John Rietveldt, CEO of i4F Technologies, added: “Hoek’s vision fits perfectly with our strategy to deliver smart and easy-to-use technologies that solve real problems for manufacturers, retailers and consumers. Its intuitive connection system can also support more efficient manufacturing, while offering furniture that can be assembled or disassembled in seconds, making the value obvious from the first use.”
Applications include indoor dining tables, outdoor tables, benches and modular dorm room desks. A second patented system extends the technology to seating, allowing manufacturers to create coordinated table and chair collections with tool-free assembly.
For manufacturers, the technologies can reduce the number of components needed while providing a repeatable, scalable connection system. Retailers can offer consumers furniture that is easier to assemble, move and store. Expanded flat-pack options can also support more efficient shipping and logistics.
Dalton—The World Floor Covering Association (WFCA) released a new “Tuesday Tips” this week. In the series, WFCA experts present short video tips for improving customer service and optimizing staff performance. In the end, it’s all about understanding the importance of doing 100 things just 1% better than your competition.
In this week’s Tuesday Tip, Melissa Thome of Savings4Members highlights the WEX Fuel Card and how it can help WFCA members save.
(Part two)
Bostik
Bona
Divergent
Engineered Floors/Xcessories
Mohawk Performance Accessories
QEP
TotalWorx
Sika
Clarksville, Tenn.—
Merchandising support
Bologna, Italy—The 43rd edition of 