The inspiration for this playbook for the small business is a culmination of my education, hundreds of hours of self-development, years of experience as a successful entrepreneur, taking all the nuggets from my top ten must read books and aggregating all that content to make it easier for the small business owner to find a direct path to growing themselves, their people and their business.
If you're in sales or aspiring to enter the tile and stone industry, you know how complex the sales cycle can be. With contractors, designers, homeowners, and builders all influencing decisions, identifying the buyer and securing the sale can be challenging.
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This workbook teaches you how to create a solid, “bulletproof” specification and follow it through to the point of sale. You'll learn best practices and strategies to ensure you win the order—despite obstacles like “value engineering,” where lower-cost, lower-quality substitutions threaten your spec.
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Whether you're writing specs or chasing them, this workbook is your roadmap to success. For deeper learning, access our online self-paced course with interactive videos, quizzes, and narrated content.
THE AUTHOR
Vincent Moiso is the Founder and President of VIS Business Group, LLC. He is also a Principal and President of Oceanside Glass & Tile, a more than 30-year brand providing glass tile mosaics for pools and outdoor spaces as well as glass products for the art and hobby industry. VIS Business Group, LLC recently purchased Ceramic Tile and Stone Consultants, providing expert witness services, forensic tile inspection services, and quality control management. Vincent has also consulted for many construction related small businesses, advising on everything from strategic planning to organizational structure, sales and marketing planning, to hiring and retaining key employees. Fifteen years of his business career was spent as a Principal and Vice President in an international tile and stone manufacturing and distribution firm. While there, he grew revenue over 400% and opened three company-owned retail showrooms. He also developed a high-level marketing and merchandising plan that can still be seen in over 300 retailers across the country. He started in the tile industry as a fabricator/installer and still maintains a C-54 contractor’s license in the state of California. Vincent has been a tile and stone expert for more than a decade, previously chaired the education committee for the Natural Stone Institute and now sits on the TCNA handbook committee and the NSI’s technical committee. He has published both The Complete Guide on Developing Tile & Stone Specifications with Architects and How to Survive the Wilderness: The Playbook for the Entrepreneur and High Performer.