How Best Flooring grew from $1.6M to $2.5M in a year - with two salespeople who had never sold flooring

Before

Where they started

Phil bought an existing store that mostly did builder work and had tried retail without much success - about $1.4M the year before he bought it, $1.6M in his first year. His experienced salespeople leaned on discounts and the cheapest product in stock, avoided in-home measures as "a waste of time", and could take 30-40 minutes to work up a price at the counter. Margins sat around 33%, and marketing was the odd sale post on Facebook.

What changed

What they did with Jerry

1. 1

   One price, given in the home

   The team moved to Jerry’s in-home process: measure, and give one clear price in seconds once the square footage is known - instead of line-by-line quotes worked up while the customer waits. Phil calls it a better customer experience, not a trick: “we give them a price in no time.”

2. 2

   New people, simple system

   Phil hired two salespeople with no flooring experience - one a couple of years out of high school, one from banking and a few months of car sales. With a simple process to follow, they outsold the old way. “The new process and system is a whole lot easier than the old way.”

3. 3

   Sell quality, not cheap

   Jerry’s point from day one: the company is called Best Flooring - so why sell the cheapest flooring? Prices went up, the product mix went up, and reviews increased.

4. 4

   Marketing that shows the work

   Instead of random “sale” posts, they post live videos from the store and before-and-afters that push quality. As Phil puts it, people don’t buy flooring because it’s on sale - they buy because they want new floors.

Phil’s goal for 2026: double sales again - more retail, plus a new builder or two.

Based on the on-camera interview above. Results are specific to this business and aren’t a guarantee.