The newsletter provides updates on Mosaic Flooring's field team. It highlights three field reps of the month for their work: Vince Tassone for leading a store display pilot, Daniel Puente for consistently meeting goals and being reliable, and Terri Pendleton for pushing sales and helping customers. The newsletter also provides training tips from DMs, such as using slow periods to train on new products. It shares success stories from various field reps engaging customers and running contests to increase sales. Finally, the DM Corner features advice from Delilah Whittington on empowering field reps by making them believe they can positively influence customers.

1. Mosaic Flooring
NEWSLETTER
© Mosaic 2015
May 2016
Each month, a different member of the management team will be featured so you’ll know a little more
about the people working behind-the-scenes. This month’s spotlight is Jim Quist, the Director of National
Accounts for Mohawk Industries.
“Jim grew up in Wisconsin, and graduated from the University of Wisconsin – Stout Business School, and later at the University of
Virginia – Darden Graduate School of Business. Jim has lived in Dallas, TX, Southern California and has been in Calhoun, GA (The
carpet Capital of the World) for the past 26 years. He started his career in the lumber brokerage business and has been in the
flooring business for the past 30 years. His first job in 1980 was in Las Colinas, TX, just two blocks away from Mosaic’s office today.
(At the time, there was nothing there but a golf course and a few office buildings!) Some fun facts/hobbies about Jim are:
He enjoys his work with Home Depot and other home center accounts.
He loves family time in the mountains of North Carolina with his wife Margaret and their children.
His son is a junior at Auburn University and his 2 daughters graduated from The University of South
Carolina.
His favorite saying is: “We are what we have been becoming!”
Jim has been a huge supporter of the Mosaic / Mohawk initiative internally at Mohawk and at Home Depot.
He says…..“It is great to see a strategy executed well. We have been really impressed with Mosaic’s ability
to find and keep great talent. We are fortunate to work in an industry that provides satisfaction for consumers.
Everyone loves a new floor! People are excited about improving their homes for their families, and we get to
enjoy that with them every day.” - Jim Quist, Director of National Accounts for Mohawk Industries
R
“A Day of the Provider” – Most Common Qualifications
Mike Simpson, COO of Superior Corporation of Illinois
SEAMS – Qualify customers about seam placement. Do not over
promise that seams are going to be invisible.
TACK STRIP - If a customer removes carpet, the customer needs to
leave the tack strips, EVEN BROKEN PIECES.
FURNITURE – SMALL BREAKABLES – KNICK KNACKS – Qualify the
customer properly about furniture moving and moving small items.
THD does not allow a Service Provider to move electronics, antiques,
aquariums, safes, hospital beds, exercise equipment or personal
items.
AIR CONDITIONING OR HEATING - Jobsite must be climate
controlled during and after the installation to ensure a proper
environment for the product.
ELECTRICITY - Customer must have electricity at the job site.
TOUCH UPS – Qualify the customers properly because light touch up
on walls and baseboards may be required.
UNFORESEEN ISSUES- If the customer has existing flooring down
that needs to be taken up, mention to them the installer cannot see
what is underneath their current floor.
PARTICLE BOARD – MOST manufacturers do not allow THD to install
GLUE DOWN or NAIL DOWN wood over a particle board subfloor.
ACCLIMATION - Material must be acclimated properly inside the
home in a conditioned space 3 days prior to the installation. It
cannot be in the garage or a sun room. Failure to properly acclimate
the product can make the installation fail due to product expansion.
DUST- Most jobs (especially ones that include removal) WILL create
dust. Households with allergies need to be qualified even more!

2. © Mosaic 2015
MOSAIC FLOORING NEWSLETTER
PAGE 2
FIELD REPS
OF THE MONTH
Each month, the DMs will nominate reps that have performed above and
beyond in the field. The DHO will randomly select three winners from
these submissions. These winners will receive 600 Points in MLearning for
the Rewards Program, which is equivalent to $150!
VINCE TASSONE
CarolStream, IL
”Vince has been with our program
since October 2014. He led the
charge on the 72 Hour Display Pilot
that started in the Chicago market
last month. Last week, he changed
his schedule last minute to reset the
display in time for the RVP walk
through first thing in the morning. He
has led team calls, trained new team
members, and has reached out to the
team taking initiative to communicate
new product knowledge.” – Laura
Ward, Midwest DM
DANIEL PUENTE
Mansfield, TX
“Daniel not only consistently hits his
goals for each week but has also
gone above and beyond with
reporting in his stores. He is always
friendly, reliable and ready to
perform any task needed. He is
exceeds expectations, is upbeat,
available and is always in good
spirits. Daniel has been an asset
and a joy to have on the team.”–
Delilah Whittington, Central DM
TERRI PENDLETON
Oregon City, OR
“Terri has really pushed her store
and the SA’s to make sure every
customer is helped and to get to
her measure goal. She keeps a
close eye on the weekly SAR’s
report, watching how well her SA’s
are doing and which rooms are
being installed with which surface.
Terri uses all finance options and
promotions available to make sure
the customer gets the quality level
they need at the price they want.”
– Craig McHale, Northwest DM
And the May winners are...
1) “During the slow days, if we hardly see a customer, we can tend to get a bit complacent. or maybe bored..or
maybe both. It’s during these times that we need to stay focused and hone in on our skills. Do some quick PK
quizzes with the SA’s in the department. Take some time to learn the carpeting products. Offer to do more
demos..”if you build it, they will come.” The bottom line is: keep yourself mentally sharp because it will keep you
ready to spring into action when that good customer does walk in the department. Prep yourself to do the best
you can, and it will keep that “silent killer” from taking you down.” – Jim Carroll (Mid-Atlantic DM)
2) “Very few associates, specialists, COS’s, or ASM’s know about the new Pergo Outlast product and the changes
in the installation techniques. During D23 slow periods, help train your SA’s on Pergo Outlast and other product
information. Ongoing training is important and will set us apart from the competition. This will also help
increase measures/sales in your department as a whole.” – Alan Mendelson (Greater New York, DM)

3. © Mosaic 2015
MOSAIC FLOORING NEWSLETTER
PAGE 3
FIELD TEAM UPDATES & TAKEAWAYS
Frank Kuna — May 2nd
David Sciascia— May 2nd
Eric Wiler— May 14th
Josh Butterfield— May 25th
Hillary Hails— May 31st
Make sure you check out the new
Training Guides and Videos that were
added to MLearning in April!
Chicagoland Field Reps
were busy doing resets for the
72 Hour Displays in 71 stores
last week. Highlights for this
pilot included removing 8 SKUs
and refreshing a total of 20
SKUs ranging from face
weights like Dignified’s 16 oz.
to Mammoth’s 65 oz. face
weight. New styles include
‘Get There’ with a 24 oz. face
weight marble color loop
carpet, to ‘Tribal,’ a 35 oz. twist
carpet. Rapid Installs are the
#1 fastest growing category for
The Home Depot. THD has
strategically chosen sites to
store F&I in order to expedite
installs, and expand inventory.
Terri Pendleton (Oregon
City, OR Field Rep) worked
with her store to create
multiple signs that are in the
parking lot. These are a series
of parkway signs with a
message, “Now is the best
time of year for carpet install.”
The store had them up for a
while, then they were
removed. There was a sudden
drop off of measures. Once
they were put back up, there
was a noticeable increase in
measures. It’s great to hear
the customer asking “why is
this the best time of the year”
and you know they have seen
the signs in the parking lot.
Nancy Freese (Eden
Prairie, MN Field
Rep) attracts families to her
table with the clever use of
toys—specifically, stuffed
animals. “Having toys in Home
Depot is unusual and it gets
the attention of young families
who can benefit the most from
LifeProof carpet.” The animals
have been a big hit for
attracting children to the
department with parents
following closely
behind. Thinking out of the box
has helped Nancy sell
measures in her stores, and
has the store buzzing about
creative ways to demo their
products.
Wes Jones (Richmond,
VA Field Rep) participated
at a Home Depot vendor event
supporting Autism Awareness.
It was held off-site at a local
middle school in the
Petersburg (VA) area.
Allure Resilient Vinyl Flooring Training
April Store Recognition Drawing
Bamboo 101
Best Practices for Getting a Measure
April Mohawk Monthly Update Video

4. © Mosaic 2015
MOSAIC FLOORING NEWSLETTER
PAGE 4
DM CORNER Each month, the DMs will submit ideas, best practices and
more to ensure we are all successful!
Team Highlights & Wins
Mike McVey (Latham, NY
Field Rep) selling LifeProof
to a customer in Halfmoon,
NY Store #1269.
David Sciascia (Bethlehem, PA Field Rep), Chappell
Anderson (Northeast DM), and Frank Kuna (Allentown, PA
Field Rep) in the Allentown, PA Store #4140.
Contest winners for the measure contest that Michaela
Clovis (Deptford, NJ Field Rep) ran in her Delran, NJ
Store #970! Great job Michaela!
Kathy Smith (Cincinnati,
OH Field Rep) drummed
up measures by creating a
“free pizza lunch” contest
in several of her stores.
Frank Kuna’s (Allentown, PA Field Rep) store had an
Employee Appreciation Party for the Flooring and Hardware
Departments for having their best weeks EVER! They were
the #1 store in the country for measures this past month!
DELILAH WHITTINGTON (Central DM) -
The things you do for others can be life
changing (even in flooring)!
“We have the power to touch lives daily by affecting the
customer’s choice to purchase flooring. Customers are
making an investment into their property and their family.
Often times their decision to purchase may be part and
parcel due to the great customer service, conversation,
and exchange of knowledge that you have given the
customer.
It’s easy to underestimate the power of one person’s
influence. We think, What can I do? I am only one person.
The truth is that each of us wields far more power than we
could possibly imagine. However, most of us have never
discovered this—or we have forgotten it.
So often we underestimate what we’re capable of. We
think that one person alone can’t make a big enough
difference so why try. Then many of us don’t do so much
as lift a finger. If everyone thought that way, nothing
meaningful would ever happen.
Success in the Field, starts with the belief that you and
your idea, can have an impact. That belief is what will get
you to start. It’s what will allow you to attract your first
follower. It’s what will give you the courage to pour your
soul into something that matters.
It may even be as simple as the fact that you just
delivered some kind words to your store employees at a
moment that couldn’t have come soon enough. You can
do your part. So go our there and give it your all! Because
no matter what, you are always influencing your stores
and the customers.” - Delilah Whittington, Central DM
David Sciascia (Left), Chappell Anderson
(Middle), and Frank Kuna (Right)