The Underlay - A Clever Choice Podcast

What started as a small flooring shop in Ryde more than 20 years ago has grown into a family business with stores across Sydney and plans to expand into the Northern Beaches. On this episode of The Underlay, host Matt White is joined by Michael and Preanka at Carpet Court St Leonards to hear from Vache about growing the business his father-in-law started and earning the referrals that keep it going.A customer might go 15 or 20 years before they need another floor, but their friends might ask who installed it over dinner that weekend. Vache explains how that shapes the way his team works, from helping customers choose a floor that suits their home and budget to making sure the installation is an experience they'll happily recommend.The crew also explains why flooring often becomes an afterthought in a renovation, even though a fresh carpet or a lighter plank can change the feel of a whole home. They talk through what Vache sees on the showroom floor, from carpet holding its own in bedrooms to vinyl and hybrid gaining ground in living areas, with herringbone and chevron giving homeowners more ways to bring pattern into the mix.Behind every good flooring job is a skilled installer, and Vache wants more school leavers to see floor laying as a trade worth pursuing. The conversation turns to how retailers and installers rely on each other, and why bringing younger people into the industry matters for the next generation of family businesses.And because it wouldn't be The Underlay without the Fast Five, Vache backs Gladiator, picks Armenia as his holiday destination and settles the spray-on versus roll-on debate, at least as far as Matt's concerned.Tune in and follow The Underlay for a new flooring conversation every fortnight.#TheUnderlay #FlooringPodcast #CarpetCourt #ABCCarpetCourt #StLeonards #SydneyFlooring #FlooringIndustry #FamilyBusiness #FlooringInstallation #CleverChoice

What happens when a group of young people get the chance to discover a trade they may never have considered? In this episode of The Underlay, Matt and Michael are in Melbourne for a hands-on flooring experience designed to open doors and show students what a future in the industry could look like.Hosted at Clever Choice's Melbourne facility, the two-day program brings together students from Saints College, the Flooring Covering Industry Association (FCIA), Clever Choice and industry partner RLA Polymers. Students get on the tools and try a range of practical skills, including floor preparation, self-levelling, ramping, carpet work, and vinyl welding.Matt and Michael are joined by Fiona from the FCIA, who explains how the initiative came together and why giving young people a chance to experience flooring first-hand can make such a difference. They discuss the many pathways available, from apprenticeships and installation to sales, warehousing, design and other roles across the industry.Students Olivia and Dillinger share their program experiences, what they enjoyed, and how Saints College has supported them in exploring their futures. Olivia talks about her interest in hands-on work, while Dillinger asks about the possibility of a flooring apprenticeship.The conversation continues with Adam, Director of Teaching and Learning at Saints College's Sunshine campus. He shares how the school's flexible approach puts student wellbeing, individual needs and career pathways at the centre of learning.Fiona also gives us a look ahead at plans for Floortec 2027, the FCIA's 10-year anniversary celebrations and mentoring opportunities for apprentices and young professionals.This episode reminds us that one introduction, one opportunity, and one person willing to help can make a difference. If you’re an installer, retailer, contractor or flooring business, consider how you could support work experience, mentoring or the next generation of flooring professionals.🎧 Listen now and help us show young people that flooring isn’t boring!#TheUnderlay #FlooringIndustry #FlooringApprenticeships #FutureOfFlooring #CleverChoiceFlooring #FCIA #SaintsCollege #FlooringCareers #NextGeneration #FlooringTraining

Great flooring starts before the first board is laid. In this episode of The Underlay, host Matt sits down in Sydney with Clever Choice General Manager Michael Roberts and team member Preanka Hasan to explore how architectural thinking, technical knowledge and collaboration come together to deliver better commercial flooring outcomes.A qualified architect who studied at Bauhaus University in Germany, Preanka shares her journey from European design inspiration to Australia’s building products industry. Her passion for architecture remains central to her work, helping architects, designers, builders and contractors turn their vision into practical flooring solutions.Together, Michael and Preanka unpack why commercial flooring involves more than choosing a colour. From slip resistance and fire ratings to acoustics, sustainability requirements, floor heights and installation methods, every project brings its own challenges. By combining design insight with product and installation expertise, the team asks the right questions from the start.The conversation also explores what happens behind the scenes. Stock availability, warehouse coordination and responsive project management can make a difference when construction schedules change. Michael and Preanka explain how Clever Choice approaches complete flooring systems, including subfloor preparation, moisture barriers, adhesives and matching trims, with compatibility and performance guiding the process.The article also looks at maintaining consistent colour schemes across different flooring types when specifications change, plus the creative possibilities of Designer's Choice. Think distinctive parquetry patterns, custom designs and decorative inlays that give a space its own personality.Whether you are specifying a school, planning an office fit-out, or creating a luxury residence, this episode looks at the people and processes behind commercial flooring.Listen now, share this episode with your project team and connect with Clever Choice to discuss your next flooring challenge. Subscribe to The Underlay for more conversations from the flooring industry.#TheUnderlay #CleverChoice #CommercialFlooring #FlooringIndustry #ArchitectureAndDesign #FlooringSolutions #InteriorDesign #FlooringInstallation #TimberFlooring #DesignersChoice

What happens when a flooring concern turns into a claim? In this episode of The Underlay, host Matt is joined by Clever Choice General Manager Michael Roberts and Senior Sales Manager Greg Harvey to talk openly about the questions they hear from retailers, installers and homeowners, and how better conversations can help prevent problems before a floor goes down.They begin with one of the biggest sources of surprise: colour and pattern variation. A small sample can only show so much of a finished floor, especially in ranges designed to capture the varied look of natural timber. Michael and Greg explain why two planks may look different, how lighting changes what you see, and why it pays to ask customers early whether they prefer a uniform finish or a more natural look.Next, the team discusses super matt finishes. They explore why the finish looks so convincing, why footprints, body oils and spills can sometimes appear more noticeable, and how the right cleaning approach helps keep the floor looking its best. It is a practical reminder that the features people love about a product should be part of the conversation when they choose it.The discussion then moves beneath and around the floor. Michael explains why moisture testing and the right preparation products matter, while Greg and Matt focus on trims, expansion gaps and transitions between rooms. A well-matched trim completes the look, but correct installation also gives a floating floor room to move.Throughout the episode, the message is clear: ask the right questions, set clear expectations and follow the installation guidance. Clever Choice's training videos and resources help retailers and installers share that knowledge with customers.If you sell, install or are choosing a new floor, this conversation will help you understand what to look for and what to ask. For more information, speak with your Clever Choice representative or visit your local flooring retailer.#TheUnderlay #CleverChoiceFlooring #FlooringEducation #FlooringInstallation #HybridFlooring #VinylFlooring #TimberLookFlooring #FlooringTrims #FloorCare #FlooringIndustry

In this episode of The Underlay, Matt heads to Andersens Indooroopilly for a conversation with Martin, joined by Clever Choice Territory Manager Sam, to talk flooring, retail, customer education and why relationships remain at the heart of the industry.Martin shares his journey from hospitality and travel into flooring, and what has kept him in the industry. From selling bespoke flooring solutions to earning referrals from happy customers, Martin explains why understanding the person standing in front of you is just as important as understanding the product.The conversation also explores what makes the Andersens network different, particularly its family-oriented culture and the freedom stores have to understand their own customers and make decisions that suit their local market.From there, the boys get into one of the biggest themes in flooring today: education. Customers often begin their flooring journey focused on colour, but selecting the right floor requires understanding lifestyle, pets, children, subfloors, moisture, durability, installation and floor preparation. As Sam puts it, education allows customers to make an informed decision rather than simply choosing the floor they like the look of.Martin also discusses changing flooring trends, including the move away from light greys towards darker Australian-inspired tones such as Blackbutt and Spotted Gum, and the challenge of balancing professional advice with what the customer ultimately wants.There is also plenty of discussion around Clever Choice, with Martin explaining why the range is increasingly becoming one of his go-to options and sharing feedback on products, colours, installation results and trims.It's another relaxed, insightful episode of The Underlay, combining industry knowledge, retail experience, plenty of laughs and the conversations that make flooring such a unique industry.#TheUnderlay #CleverChoiceFlooring #Andersens #AndersensIndooroopilly #FlooringIndustry #FlooringAustralia #FlooringPodcast #FlooringExperts #FlooringRetail #FlooringEducation

Commercial flooring is about far more than choosing a colour and laying a product. In this episode of The Underlay, Matt and Michael dive into the world of commercial design and fit-outs with Devon Lofthouse, Senior Designer at Intermain, and Preanka Hassan, Clever Choice Flooring's NSW Commercial Manager.Celebrating 25 years, Intermain operates across workplace design and construction, industrial projects, schools and other commercial environments, with its own in-house joinery facility adding another layer of creative freedom to the projects its team delivers.Devon shares her journey from architecture into the fast-moving D&C world, why no two commercial briefs are ever the same, and what it takes to guide a project from the first conversation through to the final styling and handover. For Devon, good design means building layers, finding the element that sparks the creative direction, and developing everything around it into what she calls a "design lasagna".The conversation also explores the relationship between designers and flooring suppliers. Preanka explains how Clever Choice works alongside designers to find products that not only match the creative vision, but also meet the technical requirements of commercial projects, from thickness and acoustic performance to slip ratings, fire testing and compliance.And when an off-the-shelf solution isn't quite right? Michael explains how custom-made flooring can help meet specific commercial briefs.One recurring theme runs through the episode: relationships. Communication, trust, reliability and the ability to find solutions when the inevitable project curveball arrives can make all the difference.It's an insightful look behind the scenes of commercial design, flooring specification and fit-outs, with plenty of laughs along the way.And, of course, Devon and Preanka face the all-important Fast Five.#TheUnderlay #CleverChoiceFlooring #Intermain #CommercialFlooring #CommercialDesign #InteriorDesign #CommercialFitout #FlooringIndustry #Architecture #DesignAndConstruction

The latest episode of The Underlay hits the road again, with Matt and Clever Choice Floors GM Michael Roberts dropping into Flooring Xtra Hornsby for a cracking conversation with Leigh and Luke about flooring, business, customers and everything that happens behind the showroom doors.What starts as a chat about the Christmas rush quickly becomes a fascinating look at how a flooring business grows. From the early days of 16- and 17-hour shifts, cutting carpet, taking deliveries and running the showroom, through to building a successful operation across Hornsby, Castle Hill and Chatswood, the boys share the work and sacrifice that customers rarely see.There is plenty of business talk too, including hiring the right people, learning to delegate, building a strong team culture and recognising when adding staff who don't directly generate sales can actually unlock the next stage of growth. Today, the three-store operation has built a sizeable team where staff regularly work across locations to help each other get the job done.Of course, it wouldn't be The Underlay without getting deep into flooring. The conversation covers changing product trends, hybrid, vinyl, cork, VOCs, sustainability and the growing amount of misinformation customers encounter online.The conversation also covers one of the industry's biggest evolving topics: floor preparation. Leigh explains why they now address prep from the start of the sales process, helping customers understand what might be required before installation rather than getting an unwelcome surprise later.Perhaps most importantly, Leigh and Luke explain their approach when something goes wrong: don't hide from it, don't walk away, fix the problem and look after the customer. It's an attitude that has helped build repeat business, referrals and a strong local reputation.Another episode packed with laughs, lessons and plenty of flooring talk.Because remember, flooring ain't boring!#TheUnderlay #FlooringXtra #FlooringXtraHornsby #CleverChoiceFloors #FlooringPodcast #FlooringAustralia #FlooringIndustry #FloorPreparation #FlooringInstallation #SmallBusiness

The Underlay Podcast hits the Gold Coast for this episode, recording on location at Carpet Court Burleigh Heads. Host Matt White is joined by Clever Choice Sales Manager Thomas, along with Josh and Mal from the Carpet Court team, for a conversation about what really makes the flooring industry tick: people, partnerships, education and great customer service.Fresh from the Carpet Court Conference in Cairns, Matt and the crew continue the conversation about the growing relationship between Clever Choice and Carpet Court, and why strong partnerships between suppliers, retailers and installers ultimately create better outcomes for the customer.Josh and Mal share their very different journeys into flooring, from Josh's experience in the UK flooring industry to Mal's move from logistics into a role where, as he puts it, being a store manager can mean being everything from a problem solver to a psychologist.Thomas brings the Clever Choice perspective, discussing the importance of building genuine relationships with stores, being available when customers need support, and ensuring retailers and installers have the product knowledge they need. As the conversation proves, being a great sales rep is about much more than simply selling flooring.One of the biggest themes of the episode is education over selling. Customers often walk into a flooring store with an idea of what they want, but the right solution depends on the home, subfloor, installation requirements and how the space will actually be used.The boys also tackle one of The Underlay's favourite subjects, floor preparation. From grinding and skim coats to full levelling floods, they explain why getting the foundation right can prevent expensive problems down the track.There's also plenty of discussion around apprenticeships, training, the FCIA and RLA, hybrid versus vinyl, silicone finishes, the surprising popularity of carpet in Queensland and the strength of the Carpet Court network.It's another classic episode of The Underlay, where people, preparation, education and service make the difference.#TheUnderlayPodcast #CleverChoice #CarpetCourt #CarpetCourtBurleighHeads #FlooringAustralia #FlooringIndustry #FloorPreparation #FlooringInstallation #FlooringTraining #FlooringProfessionals

The commercial flooring world is a whole different game, and in this episode of The Underlay, Matt and Clever Choice Floors GM Michael Roberts pull back the curtain on what it really takes to deliver flooring solutions for Australia's biggest commercial projects. From luxury residential towers and architect-designed homes to office fit-outs and large-scale developments, this episode explores the planning, logistics and expertise that happen long before a single plank is installed. Michael shares how Clever Commercial has grown into a national operation, managing complex projects across multiple states while balancing product consistency, logistics, quality control and on-site support. The conversation dives into why commercial flooring is far more than simply supplying materials. It's about building relationships with architects, designers, builders and installers, while ensuring every stage of the project runs smoothly from specification through to final handover. The episode also explores the importance of project management, colour matching across multi-year developments, acoustic and fire certifications, environmental standards, and why experience on commercial sites makes all the difference when challenges arise. Michael explains how Clever Choice has developed systems that allow them to anticipate problems before they happen, helping deliver premium flooring solutions on some of Australia's most demanding construction projects. To finish, the boys discuss one of Clever Choice's biggest milestones yet, the launch of its complete flooring system, from primers and levellers through to adhesives, flooring and trims. It's a true one-stop solution that provides builders and installers with confidence, technical support and a single point of accountability.If you've ever wondered what separates commercial flooring from residential flooring, or you're involved in construction, architecture, design or flooring installation, this episode is packed with valuable insights.Level Up!If you're planning your next commercial flooring project, or simply want to learn more about how Australia's leading flooring projects come together, subscribe to The Underlay and share this episode with your team. Because as always, flooring ain't boring!#TheUnderlay #CommercialFlooring #CleverChoice #ArchitecturalDesign #ConstructionAustralia #FlooringIndustry #ProjectManagement #EngineeredTimber #HybridFlooring #FlooringExperts

What does it really take to build a successful flooring business that stands the test of time? In this episode of The Underlay, Matt and Michael continue their New South Wales tour with a stop at Flooring Xtra Yallah, where they sit down with owner Ben for one of the most honest and insightful conversations of the series.Ben shares his incredible journey from unloading rugs in a Harvey Norman warehouse to owning and growing one of the South Coast's most respected family flooring businesses. Along the way, he opens up about the sacrifices, setbacks, and long hours that shaped his career, proving that success is built on hard work, resilience, and an unwavering commitment to doing the right thing.The conversation explores why relationships matter more than transactions, why customers buy from people they trust, and how building genuine connections creates long-term success for both retailers and suppliers. Ben also explains why every flooring product has a story and why understanding that story is just as important as understanding the technical specifications.The team dives deep into one of the biggest topics facing the flooring industry today: floor preparation. They discuss why proper preparation is often overlooked, how cutting corners leads to expensive failures, and why education remains one of the industry's greatest opportunities.You'll also hear an honest discussion about installer professionalism, supplier relationships, product quality, delegation, leadership and why the future of the flooring industry depends on collaboration rather than competition. It's a refreshing conversation between people who genuinely care about improving the industry for retailers, installers, suppliers and ultimately the customer.Whether you're a flooring retailer, installer, supplier or simply interested in what makes successful family businesses thrive, this episode is packed with practical advice, memorable stories and valuable lessons that extend far beyond flooring.Listen now and discover why doing things the right way will always outperform doing them the easy way.#TheUnderlay #FlooringIndustry #FlooringXtra #FloorPreparation #BusinessLeadership #FamilyBusiness #FlooringRetail #InstallerLife #AustralianBusiness #FlooringProfessionals