Angelo DeSanto is owner at Rancho Cucamonga, Calif.-based Dande West.

  • Thursday, November, 19, 2020 How ‘Acting in Reliance’ Protects My Business I was talking shop with another pro, and it occurred to me that although we all study and abide by the same set of rules (NWFA for wood flooring, NEMA for electrical, etc.) and also have the same...
  • Wednesday, November, 04, 2020 Why We Shouldn’t Pre-Judge What a Customer Might Want Let’s say I get a request for an installation from a home in a super refined area of town. Big roofs, big cars, huge lawns … what sort of samples should I bring? Should I assume they are like me...
  • Tuesday, October, 27, 2020 Why I Don’t Ask ‘How Are We On the Price?’ “All wood floors look the same, and the only real differences are the colors.” I was told this by a client. Really??? Well, let me help you with that. Speaking for myself only, I believe that...
  • Monday, April, 13, 2020 The Threat of the 'Deal'—And Do Customers Care? Part 2 In Part 1 of this post I left off by showing a terrible lowball job that I had to redo for a customer, who had to pay full price for both jobs. That customer is hardly alone. Here are two examples of...
  • Wednesday, April, 01, 2020 How I Protect Myself from a Growing Problem: Theft If you are reading this, we are now in the thick of the virus pandemic, and life is very different. We are all learning new etiquette regarding social gatherings (as in, not having them), handshakes...
  • Wednesday, February, 26, 2020 The Threat of the 'Deal'—And Do Customers Care? Part 1 I noticed something: We all compete with lowball floor pros, and some of us are victimized by them repeatedly. They may charge half or less of our normal fee, and the work is mostly subpar. Sometimes...
  • Thursday, December, 05, 2019 How to Protect Yourself From Customers That Turn on You (Like This One) This is a perfect story of how you cannot trust customers. You may be getting along great, but they can turn on you in an instant, and if you slacked in any tiny detail, they can cause very much...
  • Wednesday, November, 20, 2019 Customer Excuses for Not Paying: Yes, This Happened to Me Two things, count them. Two things men should never, ever do: 1) Talk about another man’s wife in a disparaging manner.2) Mess with a man’s money. These are two essential basics I learned as a...
  • Tuesday, October, 29, 2019 How I Combat the Common Excuses for Customers Not Paying The job’s over, the tools are rolled up, and a phase I like to call the “Final Finish” begins. This is where we hunt for things that need attention. When that’s over, I’m thinking all that...
  • Monday, October, 07, 2019 Have You Gotten in Trouble Being ‘Accommodating?’ Accommodate. It’s a word that causes us to stumble sometimes. Other times, it brings gifts. All of us have a certain skill level, and a certain way we each conduct our businesses, and each of us...