My fellow members,

It is our pleasure and honor to announce to you that the National Guild of Professional Paperhangers has unveiled a new corporate brand for our organization. As we celebrate this change, we are also celebrating our 40th anniversary as a group of professional wallcovering installers. While we remain rooted in our beginnings, we will now honor our history by redefining the needs of this organization to align with the changing demographics of our membership and the industry. Our scope of work in the field of wallcovering installation has grown dramatically since our association’s founding. New products have been developed and we continually embrace the challenge of developing the knowledge, skills and abilities of our talented installers. Although training and development of techniques is the foundation of our profession, we realize our brand should also serve to educate our public about all of the services we offer. Therefore, as a globally growing organization in an ever changing industry we will now be known as the Wallcovering Installers Association (WIA)! The transition to our new name and logo is symbolic of growth and an exciting future.

With the new name we have a new website at www.wallcoveringinstallers.org. This site will focus on our installers and industry related information, but also offer consumers a place to go to for ideas with photos that showcase the work of our talented professional installers. Each of you should visit the site and check your listing. You can go there and update your profile to make sure it reflects your current information.

We hope you will join us in celebrating this transition to the WIA. While our name has

changed, our desire to be the go to professionals in the wallcovering industry has not. We appreciate your support of WIA and we are honored to serve our clients and the industry now and into the future.

All the committees are still working to continue progress in bringing you more benefits. The Education Committee is already working on next year’s classes for the convention, as well as the opportunity to take classes on the website’s Wallcovering University page. This is your opportunity to earn icons on your Find-an-Installer listing and show consumers your extra training and interests. You alone can decide to focus upon the types of installations that will help you gain that competitive advantage over non-members and market yourself for gaining the jobs you are most interested in.

This year’s convention was a success and we missed all that were not there. We thoroughly enjoyed our special guests Ervin Tooke, Arthur Sarlat and Ed Watzel who all represented our past leadership and Founding Fathers. We heard from each of them during a special session. (Continued on page 11)

President’s Message .............................................................2

Navigating Your New Website Tools ......................................3

National Awards ....................................................................4

LOL…Louis On Line .............................................................8

Welcome New Members .......................................................9

A Never Ending Search for New Members ..........................11

Ways to Generate Leads......................................................12

Welcome New Communications Committee .......................12

INSIDE THIS ISSUE

November 2014 - Page 1

Volume 40, Issue 5 November 2014

PRESIDENT’S MESSAGE . . .

A New Horizon!By President Cyndi Green, C.P., Cyndi Green Wallcovering, LLC, Monroe, Louisiana

November 2014 - Page 2

Navigating Your New Website Tools

November 2014 - Page 3

Many members, if not most, have been to the new WIA website at www.wallcoveringinstallers.org to visit and experience the exciting new changes. In addition to the new design, the site has some great areas that you can use for your promotional use. The email blast on Tuesday, October 20th had a link to the instruction page for use; but, for anyone who may have missed the information, the link is found here: www.wallcoveringinstallers.org/manage-your-wia-account/

The very first thing that you will notice is that you no longer have to be assigned a password! If you lose your password, you can generate a new one of your choosing by clicking on the blue “forgot password” link on the Members area tab. Enter your current username or email and the system will send you a password reset email. No more stopping to call the WIA Headquarters to look it up!

The second important item you need to know is that your profile is self-managed! WIA has put the power into your hands to manage your own profile. You have the ability to customize text and create an online image that reflects you. To access this tool, go to the Members area tab and log in using the password that you created. Once logged in, you will be redirected to the area where you can select “Manage Your Profile”. The first blue box has a link that you can click on that says “My Profile.” This is where you will edit your content. Please remember to click the “Save All Changes” button on the bottom of the page; otherwise, the edits will not populate to your profile!

The third feature that we want to point out is the Service Area feature. In the past, the service area was based around your home ZIP code. Many members have business areas that are not close to their homes. To overcome this Google parameter, the new search feature allows you to designate up to 10 ZIP codes to which your information will populate! To add other codes, simply log into the Members area tab. Once logged in you will navigate to the “Manage Your Profile” area and once again select “My Profile.” Under the area for service areas, you MUST leave your home ZIP code as Service Area 1. You can add the additional areas by clicking the blue link that says “+Add Service Area” and type in the

code. Be sure to click “Save All Changes” when you are done editing; otherwise, it will not populate to the locator!

The WIA is working diligently to drive traffic to the website and ultimately to the membership. This new site is a wonderful marketing opportunity for members. Please take a moment to update your profile and take advantage of this benefit. Feel free to contact the WIA headquarters with any questions at info@wallcoveringinstallers.org or (800) 254-6477. n

CHAPTERSAtlanta

BaltimoreBay AreaBerkshireBoston

Central PennsylvaniaChicago

Coachella ValleyColumbus

ConnecticutDelaware County

Greater CincinnatiLos AngelesMiami ValleyMilwaukeeNew Jersey

New OrleansNew York

Northeast OhioNorthern CaliforniaNorthern New Jersey

NorthwestPhiladelphiaPittsburgh

Rocky Mountain ChapterSan Diego

South FloridaTwin Cities MetroUpstate New YorkWashington DC

Westchester CountyWestern Carolina

Did you know that the at-large designation of membership in the WIA comprises 42% of the entire organization? An at-large member is a WIA member who has chosen not to or is unable to participating in the benefits of a chapter membership. That is why this new column is being introduced to become a mainstay of The Installer. In order for this column to be truly valuable to all the at-large members, we are requesting your input to know what issues and concerns are most important to you. Would you please take a few moments to email any thoughts you might have to the WIA headquarters at info@wallcoveringinstallers.org? I want to thank you all of you in advance for helping to make this column valuable and significant to every at-large member.

So, what are the advantages of being an at-large member of the WIA? As the largest single group inside the WIA, you are truly its core constituency. It also means that at-large members give the WIA strength and influence with the associate members and with the manufacturers/distributors of wallcoverings. This WIA influence has contributed to the improved quality of wallcoverings and other products, as well as better customer service by wallcovering companies and other associates.

When I first came to the wallcovering industry, installers were treated as second-class citizens – and that’s being kind. Today the WIA has worked with the WA (Wallcovering Association) to train its technical personnel, customer service representatives, and executives through the Tec Trac program. WIA members were the majority of the instructors, training nearly 80 integral members of the industry. Yes, the WIA did this!

Today, more WIA members are recruited to assist in the evaluation of new products from the wallcovering manufacturers and the associates. During my time at Roman,

members of the WIA always tested our new products, as well as enhancements to our formulations. This was done before ANY products were introduced into the marketplace. Now, this is just standard practice within the WA membership.

Currently the challenge to the board is how to boost the value proposition for the at-large membership. First, I would recommend to at-large members to attend the annual National Convention, as well as regional workshops. At these events, you will learn new techniques and develop relationships with other installers. These relationships will create a fertile network of installers you can feel comfortable contacting whenever you encounter an installation problem or a new product or technique with which you are unfamiliar. The WIA network of installers is probably the BEST value you can and will glean from your membership, but it is not the only benefit by far! Don’t forget to check out our social network and post a comment or two. Much is discussed on these venues that will be of value to you.

Secondly, the WIA is the only association dedicated exclusively to the professional wallcovering installer. This can be the greatest marketing asset you and your company have, second only to customer referrals! My question to you is this: Do you use the WIA’s logo on your cards, quotes, website, work vehicle, and work apparel? Be proud of this unique distinction, and use it to its full value in your business.

Thirdly, this newsletter and the revamped WIA website will help keep you on top of changes in the industry, assisting you in maintaining the highest-level of expertise in your market. This brings value to your company and your customers.

In summary, being a WIA member assists you in being “the best that you can be” – and darn proud of it! n

At Large…and Proud of It!By NGPP National Associate Representative Jerry Russo, da Vinci Inventions, LLC, Downers Grove, Illinois

National Awards 2014 By NGPP Awards Committee Chairperson Anthony Russo, C.P., Anthony P. Russo Paperhanging, Stratford, Connecticut

November 2014 - Page 4 November 2014 - Page 5

This year’s national awards were presented in Louisville, Kentucky at the 2014 Awards and 40th Anniversary Celebration dinner. It was an honor to host this year’s awards ceremony and to be a part of the celebration! Having three founding members, who were also the first three presidents of our organization, in attendance brought special meaning to this year’s presentation.

We received a record number of nominations this year, and, as always, they were all impressive! Best Newsletter AwardEach year many of our chapters work tirelessly to disseminate information on the local level by keeping their members in touch with their piece of the organization. This award, the NGPP Best Newsletter Award is presented to the editor of the best chapter newsletter in the country. The judging criterion is based on creativity and effectiveness, and each chapter exhibits this in its publication.

The recipient of this year’s award, Marcie Cooperman, editor of The Westchester Chapter News, has been noted to be in her seventh year of production of this chapter newsletter. Always trying to enhance the product, she adds new designs or color for each topic. She works tirelessly to present the important information in a timely and interesting fashion and has become the glue that binds the chapter together.

Guy Cooper Golden Plumb Line Award The Guy Cooper Golden Plumb Line Award is presented to an outstanding chartered chapter. Outstanding chapters have excellent participation, strategies and initiatives in place to continue growth efforts, dynamic educational and networking opportunities and a membership looking to excel.

This year’s nominees include the Chicago

Chapter, the Delaware County Chapter (PA), the Connecticut Chapter, the Northern California Chapter, and the Westchester County Chapter (NY).

The members of this year’s Guy Cooper Golden Plumb Line Award Chapter have demonstrated their commitment to the principles and ideals of the organization. Working diligently in the areas of education, industry relations, social networking and leadership, this group had brought forward two large scale training events in the past year alone! The March Madness event was attended by nearly 60 installers while the Maya Romanoff event produced 49 installers and 12 nonmembers! The Maya Romanoff event was a successful exchange between manufacturer and installer and exhibited the positive industry relations that organization is becoming known for! Their social events included a holiday party and summer picnic which were a blast and inspired the membership to lead forward. This chapter alone has three members leading at the national level and another member teaching at the National Convention. The winner of the Guy Cooper Plumb Line Award is the Connecticut Chapter.

Bob Isenberger Paperhanger Member of the Year AwardThe Bob Isenberger Paperhanger Member of the Year Award is presented to a paperhanger member who has made noteworthy contributions to the organization and/or the industry during the past 12 months. Named in memory of Bob Isenberger, one of the organization’s most dedicated professionals, this award exemplifies professionalism.

This year’s nominees include: Dave Adams of Dave Adams Wallcovering in Shelton, Connecticut; K.L. Conner of Conner Wallcovering in Bogart, Georgia; Larry Duval, C.P. of Larry Duval Wallcovering Service in

Tampa, Florida; Warren Reeb of Reeb Fine Painting & Paperhanging; and Robert Kelly of WRN Associates in Lee, Massachusetts.

The recipient of this year’s Bob Isenberger Paperhanger Member of the Year Award actually received multiple nominations. As a member for nearly 20 years, he has brought his knowledge and technical skill to the table whenever called upon. He shares openly training and entertaining members and nonmembers whenever asked … and sometimes that “ask” part is on very short notice.

On behalf of organization and the industry, he faced hard questions from an expectant audience and surpassed what we wanted, exhibiting the phrase “under-promise and over-produce.” He travels all over the U.S. and even into Canada to represent and train for the NGPP— and has done so at his own expense. He represents us in the best light possible, which has opened many doors to members in the digital world. The winner of the 2014 Bob Isenberger Paperhanger Member of the Year is K.L. Conner.

Skip Lowe Memorial AwardThe Skip Lowe Memorial Award is presented annually to an associate member representative who has given dedicated service and support to the organization during the past 12 months. The award is named after the organization’s first executive vice president, Skip Lowe, who was instrumental in bringing industry suppliers and professional installers together.

There were two deserving nominees for this year: Al and Judy Koessel of Koessel Studios in Chicago, Illinois, and Doug Joyner of Thibaut Wallcovering in Newark, New Jersey.

This year’s recipient received two nominations and both were loaded with good reasons. He has given tremendous support to the profession over the years. As one person wrote, “He is always there starting the conversation with ‘how can I help’ or ‘what is the problem?’” He has generously supported the

various charity and training projects brought to him through donations of product and time.

This nominee continuously raises the bar of professionalism for our industry through his ability to connect one-on-one with members. His passion, knowledge and insight encourage and inspire others to overcome complications and together, keep moving forward.

The winner of this year’s Skip Lowe Memorial Award is Doug Joyner of Thibaut Wallcoverings

Golden Shears AwardThis award is for a new innovative program or service that furthers the organization within the industry, the profession, and/or the membership, at the local or national level. It is intended for those leaders who serve the NGPP beyond the call of regular involvement through a new, creative approach.

The profession moves forward with the effort of many people. Over the past two years, a paradigm shift has been set into motion. The shift hasn’t been just a new way of thinking; it has resulted in a new direction. As all changes can be, gaining momentum was arduous but the winners of this award are a deserving group who have selflessly given of their time and effort for each project within their purview. Those projects included components from a variety of committees and have all been pulled together for the purpose of charting a new course for the betterment of the membership and the industry.

Collectively known as the Marketing Task Force, we recognize Bob Banker of Bob Banker Wallcovering Artisan; Jack Egan of Egan Painting; Elsie Kapteina, C.P. of Wallpaper Hangups by Elsie; Michael DiGilio, C.P, of DiGilio Decorating; and, Greg Laux of MDC Wallcovering, as our 2014 Golden Shears Award recipients.

Patricia Niehaus Leadership AwardThe National Awards Committee and the Board of Directors have established the Patricia Neihaus Leadership Award to recognize excellence in leadership. It is named after its

November 2014 - Page 6 July/August 2014 - Page 7

first recipient, Ms. Patricia Niehaus. In addition to the routine duties and responsibilities as professional wallcovering installers, installers choosing to serve in a leadership capacity often go the extra mile to get involved in programs and activities that benefit the community in which they serve. These individuals display leadership, initiative, creativity and dedication. Through their involvement, they inspire others to get involved and make a difference in the professional lives of others. This year’s nominees include: K.L. Conner of Conner Wallcovering in Bogart, Georgia; Chris Johnson of Chris Johnson Wallcovering in Conroe, TX; Michael DiGilio, C.P. of DiGilio Decorating in Forest Park, IL; and Phil Curtis, C.P. of Curtis Enterprises in South Holland, IL.

Years pass but the recipient of the Patricia Niehaus Leadership Award keeps performing for this organization. He gives of his personal time to insure that the organization stays focused and current. He joined in 1990; and, since then, he has not only grown as an individual, but is now a mentor to many members. He has led many committees and is currently his chapter’s president. He focuses now on the Website Committee, the Marketing Task Force and in his spare time serves as the Alternate Region Director for the Central Region. Through his leadership, others have succeeded and he continues to lead further. The winner of the Patricia Niehaus Leadership Award is Michael DiGilio, C.P. of DiGilio Decorating in Forest Park, Illinois. The Sam Kovnat AwardThe Sam Kovnat Award is the highest award bestowed by the organization. This award is given to a paperhanger member who has given outstanding service over an extended period of time. Named in honor of one of our founders, Sam Kovnat, the award exemplifies dedication to the organization, the craft and the industry. This year’s nominees include: Michael DiGilio of DiGilio Decorating in Forest Park, IL; Steven Kaye of Paper Craft Interiors, Inc. in Algonquin,

IL; and Joseph Parker of Precision Painting & Wallcovering in Harbeson, DE.

This year’s award is given to a member who has been involved with the organization and industry since 1989. He has served locally and nationally for a large majority of those years and led the group through a turbulent time when it teetered on a financial precipice. He has always been a champion of the profession, working tirelessly to improve the industry. He is respected in the industry, leading as the National President for a 6-year term to a positive and successful outcome.

As one of the nominators wrote, “It is hard to understand the number of hours required to lead a group such as this when you are not at the helm of the ship.” With this person serving multiple consecutive terms, he spent a lot of hours in service to our craft. It is time to recognize the devotion that this person had for his local chapter as well as the national organization. The winner of the Sam Kovnat Award is Joseph Parker.

I would like to thank the National Awards committee for their time and dedication to such an important task for which they cannot be personally recognized. Thank you for your support again this year. As National Awards Committee Chair, I am honored to serve in this capacity. Remember to always be looking for the deserving …. they are among us. n

TheINSTALLERVolume 40, Issue 5 • November 2014

The Installer is published bi-monthly by the Wallcovering Installers Association.

Contact the WIA:136 South Keowee StreetDayton, Ohio 45402(800) 254-6477Fax (937) 222-5794info@wallcoveringinstallers.org www.wallcoveringinstallers.org

EXECUTIVE VICE PRESIDENTKimberly A. Fantaci

THE INSTALLER EDITORLarry Cohen

OFFICERSPresident - Cyndi Green, C.P.Vice President - Vincent LaRusso, C.P.Treasurer - Carl Bergman, C.P.Secretary - Bob BankerPast President - Elsie Kapteina, C.P.

NATIONAL ASSOCIATE CO-CHAIRJerry Russo, da Vinci, LLCGreg Laux, MDC Wallcoverings

REGION DIRECTORSCentral - Lynnie Winter, C.P.West - Donald ForemanNortheast- Jack EganMid-Atlantic - Michelle CorlSouth - Pam McCartney

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Not recommended for use over oil-based paints or primers

Torn Drywall Glass

Recommended for NON-POROUS or SEALED surfaces such as:

Skim Coat Ceramic Tile

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November 2014 - Page 8 November 2014 - Page 9

LOL…Louis On LineBy NGPP Member Louis Katz, LJK Wallcoverings, Inc., Hartsdale, New York

With that said, let’s get to it!!This year’s convention, set in the great city of Louisville, was fantastic. So, to continue with some of what we learned, I would like to introduce to you an app that works with QuickBooks called Go Payment.

Just what is Go Payment? Go Payment is an app to collect money using credit cards. It is easy to use and cost effective.

For those installers who do not get a big call to use credit cards, this is a great solution because you can sign up for free through QuickBooks, only pay a fee for transactions, and incur no portal charges like many of the credit card machines charge.

Or for those who do a large amount of credit card transactions, you can pay a small monthly fee and a lower swipe charge. So how does it work? Let’s take a look.

To the left is what you will see when you log in, plug in the provided card reader or enter the info on your own (there is a higher fee when

entering the information rather than swiping). From this screen you can send a receipt with or without a logo. Yes, that is it. You just got paid.

Of course there is more for you to use. For like reports, pricing and a few tweaks on the second screen: As you can see this easy, fast and free app will get you paid faster and is a great option for you and your clients. It integrates seamlessly with QuickBooks.

If you have questions, send your emails and I will try to respond to any and everyone. I hope this helps and remember to LOL. n

Louis Katz is a 32 year professional hanger and a third generation contractor and a graduate of The U.S. School of Professional Paperhanging. He is based in NY’s Westchester County

Hello, fellow installers and industry professionals! Welcome to our new column in The Installer!

In the coming issues I will be reporting on apps old and new, gadgets, tools, and Internet related articles and web programs. I hope you enjoy our new column and ask that, if you see something online or are using an app that can help others be better in their business, please email us at ljkwallcoveringsinc@gmail.com.

Welcome New MembersNew and Rejoined Members | July – September

Brian Atchley1211 Delor AvenueLouisville, KY 40217(502) 777-7744brianwallpaper@yahoo.comAt-Large

Ricky AvilesOlympic Paper Hanging & Painting40 Covington CircleStaten Island, NY 10312(646) 523-9015olympicpaperhanging@gmail.comNew York Chapter

Chrissy BiggsEykon Design Resources5675 East Shelby DriveMemphis, TN 38414(901) 366-0447chrissy@eykon.netAt-Large

Jeffrey BlandJeff Bland Painting4540 Downers DriveDowners Grove, IL 60515(630) 744-0368jbdg.hunter@comcast.netChicago Chapter

Kyle Busto201 Crest DriveTarrytown, NY 10591(914) 357-1058kbronxbomber@aol.comAt-Large

Christy CrissCoverwalls CompanyP.O. Box 744Pelham, AL 35124(205) 368-3067christycriss@gmail.comAt-Large

Jon FuglestveitDrop Wallcovering254 Copperfield Manor SECalgary, AB T2Z 4R8 Canada(403) 830-8660jfuglestveit@gmail.comAt-Large

Shawn GardnerPrecision Wallpaper and Paint5 Gosney CrescentBarrie, ON L4N 6T6 Canada(705) 796-7182

sesegardner@gmail.comAt-Large

Walter GierlachPhoto Tex Group, Inc.4030 Simon RoadBoardman, OH 44512(330) 783-0083walterjr@phototexgroup.comAt-Large

Tina HarrisStar DecoratingP.O. Box 681196Franklin, TN 37068(615) 477-6400tlh6400@hotmail.comAt-Large

Bonnie JacksonB & J’s Interior Decorating1367 East IL Rt. 250Noble, IL 62868(618) 723-2421jackson@bspeedy.comAt-Large

Tim JessopStraight Edge Wallpapering175 Springbluff Heights SWCalgary, AB T3H 5B8 Canada(403) 512-5622tim@straightedgewallpapering.caAt-Large

Jane KurryDiversified Wallcovering9950 East Paradise DriveScottsdale, AZ 85260(602) 625-6147cindy@diversifiedwallcovering.comSan Diego Chapter

Verne MansonThe Paint Store Online6520 Platt Avenue, #606West Hills, CA 91307(818) 886-8280mail@painstoreonline.comLos Angeles Chapter

Jonathan MatulaDave Adams Wallcovering39 Kettel AvenueYonkers, NY 10704(914) 494-2024jonathan.matula@gmail.comWestchester County Chapter

Daniel MyattD.N.A. Decorators (NSW) Pty Ltd8/39 Dolphis St., RandwickSydney, Australia 2031dnadecorators@live.com+61410892435At-Large

Jeff OldVisual App800 East Campbell Road, Suite 121Richardson, TX 75081(972) 235-5353jeff@visualapp.comAt-Large

Jill PlumerCut & Paste Wallcovering501 Bluff AvenueSignal Mountain, TN 37377(423) 309-4320jill.plumer@gmail.comAt-Large

Jodi StoehrmannJodi’s Painting & Wallcoverings3356 S. Uinta CourtDenver, CO 80231(703) 244-3429jodi@jodipainting.comAt-Large

Gary TumminelloOmni Wallcovering166 National RoadEdison, NJ 08817(732) 248-0999gtumminello@omniwcinc.comAt-Large

Jason WeisenthalWall Monkeys4212 Howard Ave., Third FloorKensington, MD 20895(888) 369-9255jason@wallmonkeys.comAt-Large

Wayne WoodleyPenwood Painting & Decorating Ltd1230 Kirstie Court Unit 43Oakville, ON L6H 5C3(905) 842-3809w.woodley@bell.netAt-Large

July/August 2014 - Page 10 November 2014 - Page 11ROMAN

CONGRATULATIONS WIA!

Roman would like to congratulate the WIA on a succesful convention in Louisville!

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111014

Roman was thrilled to be part of the 2014 WIA Convention, and appreciated the opportunity to sponsor the Winning Walls with Wallcovering competition. We would like to offer our sincere appreciation to all WIA members who shared their expertise, insight, and ideas with members of the Roman team during the course of the convention. We look forward to seeing you in 2015 in New Orleans!

A Never Ending Search for New

MembersBy WIA Rocky Mountain Chapter President Rex Landem, Interiors by Rex Landem, Arvada, Colorado

A couple of years ago, our chapter members (Rocky Mountain Chapter) each called two paperhangers, a total of 14, to search for new members. We got absolutely nowhere. I made a sign saying “We want Wallpaperhangers” and stood on a street corner at a stop light, that didn’t work either. When you try something and it doesn’t work, it makes you feel like not trying, but the reality is that we are all better by hanging together in this group we call our association.

On June 4th, I got our chapter into Guiry’s Pro Show. Guiry’s has seven wallpaper and paint stores around the Denver area. With the support of chapter members Terri Trapp and Shawn Bell, we sat at a table from 3:00 to 8:00 PM and had a couple hundred people walk by and chat with us. I had the table covered with 1-ft. x 1-ft. pieces of different high-end papers that we had hung. The display was eye-catching and everyone seemed really interested.

Business cards and information flew off the table. We did meet two paperhangers who seemed very interested in membership and our chapter; but, as we all know, there is a big step between interest and joining. I am thrilled to share that as of this issue of The Installer, two new Colorado installers have joined!

It is tough finding new members out here in Denver. So, I am going to grab my sign and stand by the stop light coming out of the Denver Design Center! What are you going to do for your trade? n

NATIONAL ASSOCIATE MEMBERSAdvance Equipment Manufacturing CompanyBradbury & Bradbury Art Wallpapers, Inc.Brewster Home FashionsCavalier Wall LinerConcertexCustom Laminations, Inc./The CLI GroupDesigntex Group (The)Fabricmate SystemsFidelity Wallcovering, Inc.Gardner-Gibson, Inc.Hewlett-Packard (HP Wall Art)Jacaranda, Inc.Jack Loconsolo & Company, Inc.Jacobsen & BallaKC Sales GroupKoessel StudiosKoroseal Interior ProductsLen-Tex WallcoveringsLincrustaLSI WallcoveringMaya Romanoff CorporationMDC WallcoveringsMetro WallcoveringsNaturetex

Omni WallcoveringPacific Laser Systems (PLS)Phillip Jeffries Ltd.Presto TapePurdy CorporationRoman Decorating ProductsRoos International, Ltd. WallcoveringRoysonsRust-Oleum Corporation, Zinsser BrandsSchooner PrintsSean O’Connell Painting Corp.Sherwin-Williams CompanySteve’s Blinds & Wallpaper, LLC.Tajima Tool CorporationTextile Wallcoverings International, LTD (TWIL)The Williamson Free School of Mechanical TradesThibaut WallcoveringVahallan PapersWallauer’sWallpaper DirectWeitznerWolf-Gordon, Inc.York Wallcoverings, Inc.

A New Horizon (Continued from page 1)Listening to these pillars of our industry tell of the past and share support for the future was truly a highlight of the convention.

We are excited to share that the 2015 National Convention and Vendor Showcase will be held at the Astor Crowne Plaza in New Orleans, LA. Watch for more information as it comes in. There is already a large contingency prepared to attend so 2015 is sounding like it may be our biggest event yet! Finally, I would like to thank each of you for your membership and to whatever extra commitment that you can give your organization. We need you and we need your ideas. As always, we welcome participation on any committee so please contact the WIA Headquarters if you are interested.

As Henry Ford once said, “Coming together is a beginning; keeping together is progress; working together is success.” n

November 2014 - Page 12

Ways To Generate Leads Investing in future sales and marketing may be the best investment that you can make. Don’t believe me? Stop for a moment and ask yourself these questions:

• How are we obtaining our customers now?

• What are our lead sources?

• What happens if our current lead sources were to disappear?

The right mix of media and leads will be important as none of us want to have all of our “eggs in one basket” as the saying goes. So we all have heard that the best form of advertising is word of mouth…..but the fatal flaw is how do you get more mouths? The correct answer is marketing!!

So, what are some ways to market your service? The marketing pros say that you need at least ten ways to drive sales to your company. Marketing is an investment of time and money, however, the return is push so you need to make your organizational wheel continue to turn. Some of these ways utilize the K.I.S.S. (Keeping It Simple Stupid) method. Some suggestions are:

1. Trucks lettered (Branding)

2. Website with a SEO! (Pay per click advertisement like Google AdWords)

3. Uniforms with logos

4. Direct mail

5. Referrals

6. Networking meetings (chamber of commerce, designers etc.)

7. Affiliations with other organizations such as WIA and their Installer Locator (with certifications)

8. Pressing the flesh, good old fashioned meet and greets

9. Put business cards in local supplier stores

10. Put your logo on yard signs

Even though these are all ways of bringing prospects to your door, they may not all make your phone ring. So where is the time spent?

Well that is the discipline portion. You must capture where you are receiving your leads every time the phone rings. Simply ask “who may I thank for this call today”?

Another consideration is how much does it cost to get these leads and what does the average sale bring to the financial table? By capturing data leads, you can analyze what works and what doesn’t then simply take away what doesn’t and create a return on your investment. An example of this is that if you pay $600 a year to a local Chamber of Commerce but don’t attend any meetings, then save the money and REINVEST it on something that DOES work!

At the end, the ancillary benefit would be that we also have an opportunity to raise awareness to our service which is the definition of marketing. Word of mouth marketing is the best form of advertising. Just make sure you get more mouths to sing your praises! n

Welcome New Communications

CommitteeWe are pleased to share that in addition to the new look of the Installer, we have a new committee chairperson! We want to welcome Larry Cohen of VanGo, Inc. as the Communications Committee Chair! Larry will be working with the existing committee members as well as a new addition. The committee members are:

• Louis Katz, LJK Wallcoverings, Inc.

• Jennifer Curtis, Curtis Enterprises

• Thomas Kalinoski, Thomas Wallcovering

• Phil Curtis, Curtis EnterprisesWe would like to thank each of these committee members for their participation and encourage others with an interest in a committee to contact the WIA Headquarters for placement. n