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Furniture World Articles

All of the Furniture World Magazine Articles that have also been publsihed online can be found here. Select a year to begin browsing the articles.

2014 Archived Articles
2013 Archived Articles
2012 Archived Articles
2011 Archived Articles
2010 Archived Articles
2009 Archived Articles
2008 Archived Articles
2007 Archived Articles
2006 Archived Articles
2005 Archived Articles
2004 Archived Articles

Articles published in 2012

Perfect Furniture Delivery Index  - 12/3/2012

The Perfect Delivery Index is a measure that assumes that problem deliveries are within the control of the operations department, with the exception of customer errors and well hidden manufacturers’ defects. Here’s how to use this tool and others to move toward making 100% perfect deliveries.

Color Appeal  - 12/3/2012

Try using this “no-fail” color palette in at least one of your furniture store displays each season and see the results!

Business Intelligence & Mobile Dashboards  - 12/3/2012

No matter which software system you are running, you have thousands of report queries available. How you sift through this data and make sense of it all is the purpose of business intelligence or “BI”.

Building Your Dream Team By Creating Team Players - Part 3  - 12/3/2012

To create a group of sales associates who are real “team players” you must develop and maintain a healthy working environment as measured by four criteria: attitude, connection via communication, having fun and walking the walk.

Retail Success Stories - Part 16  - 12/3/2012

This month’s retail history tracks the progress of retailer Bothwell Furniture founded as a furniture and bedding manufacturer in 1904. Today at 40,000 square feet it is one of southwestern Ontario’s largest furniture showrooms

The Lost Secrets Of Scientific Selling - Part 4  - 12/2/2012

In the first three installments of this series, Furniture World readers learned to identify and develop productive and mutually beneficial relationships with the toughest and most elusive personality types. Read on to find out how salespeople in your organization can increase sales performance by questioning some of the conventional assumptions they hold about success and selling furniture.

Parallel Performance Furniture Profit Analysis  - 12/2/2012

There are many strategies furniture retailers use to involve and motivate employees, but an important and often overlooked one, is to share with them financial information about how your business performance is trending.

Editor's Corner: September/October 2012 Issue  - 10/8/2012

How positive, empathetic and effective are your employees?

The Lost Secrets Of Scientific Selling - Part 3  - 9/25/2012

We learned how to develop productive relationships with tough personality types. Read on to find out how to use this information to improve your sales performance.

Attitude Re-adjustment  - 9/25/2012

If you are negative about the state of the world and the tone of political discourse, it couldn’t hurt to read Ray Morefield’s latest article.

Gross Margin Is In Your Head  - 9/25/2012

David McMahon presents proven strategies that can produce 50 to 60 percent gross margins even in highly competitive markets.

Charitable Giving Series: Bob’s Creative Giving  - 9/25/2012

Bob’s Discount Furniture combines random acts of kindness with institutional giving in a uniquely structured charitable giving program.

Better Bedding & Sales Series - Part 8: Bedding Anatomy 102  - 9/25/2012

This time, we continue our exploration of mattress anatomy by looking at springs and their role in mattress support, comfort and durability.

Research: How Are Mattress Companies Doing On Facebook And Twitter?  - 9/25/2012

While Facebook and Twitter certainly represent an enormous potential audience, how effective have they really been as a marketing platform for businesses?

The Touchpoint Experience  - 9/25/2012

Multi-touchpoint analysis leads to a new era of branding.

Building Your Dream Team By Teaching Product Knowledge  - 9/25/2012

Get the dream sales force you deserve by establishing standards, committing to ongoing learning and communicating the right information to your customers.

Retail Stories: The RoomPlace  - 9/25/2012

The RoomPlace celebrates 100 years in business. Marketing foresight and a focus on family are keys to its success.

Facebook: So What’s There To Like?  - 9/25/2012

The fallacy of Facebook as a brand strategy.

Editor's Corner: July/August Issue  - 7/13/2012

Selling mattresses is about to get more adversarial.

The Lost Secrets Of Scientific Selling - Part 2  - 7/12/2012

In the second part of this series we will examine the lost art of mastering our relationships with difficult customers. We will learn how to develop productive and mutually beneficial relationships with the toughest and most elusive personality types.

The Merits of “Show & Tell”  - 7/12/2012

Sales personnel who fail to explain industry terminology and the unique features that benefit the potential buyer, frequently fall back on price and discounts to close the sale.

From Trash To Treasure  - 7/12/2012

Habitat ReStore and Louisville area furniture stores Haverty’s and Ashley Furniture Homestores create a win-win-win for the retailers, customers and the community by encouraging furniture donations and pick up.

Bedding Anatomy 101  - 7/12/2012

The past seven installments in this series on selling better bedding presented tools and techniques the best retail furniture stores use to price, promote and present mattresses, pillows, mattress protectors and foundations. This time, we start an exploration of mattress components and construction with when, why and how to bring up components and construction.

Building Your Dream Team - Part 1  - 7/12/2012

This is the first in a series of articles you can use to build a Dream Team from the ground up. This time you will get an overview of the three skills your team has to master to excel at home furnishings sales.

Retail Success Stories - Part 14  - 7/12/2012

Design oriented Insideout Homestore, has fun while expanding its business with a new store theme, social networking initiatives and selling condo packages.

Get Noticed Online!  - 7/12/2012

In a cluttered online world, attending to the basics of good website design and marketing can make a huge difference to your furniture business. Covered are practical tips and techniques.

The Lost Secrets Of Scientific Selling - Part 1  - 6/6/2012

This article illuminates the basic principles of a selling technique that is based upon behavioral science. Want to reach the top much sooner? Want to serve customers better? Is your mind open? Good! The code to human behavior has been cracked. Get ready for some revolutionary selling ideas!

Article Marketing - Part 2  - 6/6/2012

In the March/ April issue, Margo DeGange discussed what article marketing is, and what its benefits are. This time she provides guidelines for writing and using your articles.

The Merits of Questions & Answers  - 6/6/2012

In this installment of Furniture World’s 90 Seconds To Success Series, Ray Morefield discusses how to listen, when to talk, and the role of persistence in selling furniture at retail.

Think Profit! - Part 3: Cash Flow  - 6/6/2012

An in-depth look at how to analyze one of your three critical financial statements: your statement of cash flow.

Sales Excuses  - 6/6/2012

Replace your sales associate’s sagging excuses and you will replace more of your shoppers sagging beds with brand new bedding!

Give Without Borders  - 6/6/2012

Jenny & Dennis Jones offer advice to fellow retailers based on their experience helping rug weavers in India through the Alternative Education Program.

Display Ideas 2012  - 6/6/2012

A review of the Trends display at the recent Canadian Home Furnishing Market featuring twelve instructive vignettes. A little bit of whimsy can make the sale!

60 Retail Success Stories - Part 13  - 6/6/2012

This series, commemorating Furniture World’s 142nd year of publishing, continues with the story of how, after two decades of business in an expanding economy, an Alberta-based retailer successfully re-brands to express its vision, and attract new customers.

Think Profit! -Part 2: Your Balance Sheet  - 4/11/2012

An in-depth look at how to analyze one of your three critical financial statements: the Balance Sheet.

Employee Theft  - 4/6/2012

Theft is a big problem in our industry. Here are simple ways to protect your business.

Retail Success Stories - Part 12  - 4/6/2012

This series, commemorating Furniture World’s 142nd year of publishing, continues with the interesting history of iconic Massachusetts based retailer Bernie & Phyl’s.

Article Marketing - Part 1  - 4/6/2012

It’s a totally free, awareness-building tool that draws ideal clients right to your door.

Selling Better Bedding & Mattresses Series - Power Bases  - 4/6/2012

Part six of Furniture World’s selling better bedding series features expert sales tips and techniques that will help you to increase attachment rates on power bases.

Ninety Seconds To Success Series: Your Biggest Competitor  - 4/5/2012

"Who is your biggest competitor?" We answer this question and explain why seemingly small things in the “profession of persuasion” make a significant difference.

Charitable Giving: A Hope To Dream  - 4/5/2012

Interview with Kendra Maggert, Interactive Marketing Manager, Ashley HomeStores, Ltd., the first in a series focusing on furniture industry charitable initiatives.

Mattress Wars - Part 2  - 4/5/2012

How can you benefit from changing mattress retailing trends? By embracing them.

Plug In To Domestic: Sell More Made In America Furniture  - 4/3/2012

If you’ve made a decision to take advantage of the uptrend in furniture production and sales of Made in USA and Made in Canada furniture, this article is a must-read.

Think Profit!: In-Depth P&L Analysis  - 3/20/2012

An in-depth look at how to analyze one of your three critical financial statements: the Profit and Loss.

90 seconds to $uccess Series - Your Price Is Too High  - 3/20/2012

"Your price is too high!" How do we cope with that comment? How do we overcome that objection? What is the most successful response?

Selling Sleep Essentials - Pillows & Mattress Protectors  - 3/20/2012

Part five of Furniture World’s selling better bedding series features expert sales tips and techniques for furniture and bedding retailers that want to sell more pillows and mattress protectors

Time For Furniture Store LED's  - 3/20/2012

Today we can give a direct answer to the $64 question, “Are solid state lighting systems ready?”

Google AdWords: Ultimate New Media Marketing  - 3/20/2012

Maximize your impact with Google AdWords & Paid Search, the ultimate new media marketing.

Retailer's Stories - Part 11 Hermann Furniture  - 3/20/2012

Part 11: Retailers share interesting stories of growth, hardship and their strategies for success.

Media Mix Magic - Part 4  - 3/20/2012

By putting the proven principles of evidence-based advertising to work, you will be able to leverage media to revitalize your market share like nothing else can.

Selling Sleep Essentials - Pillows & Mattress Protectors  - 1/19/2012

Part five of Furniture World’s selling better bedding series features expert sales tips and techniques for furniture and bedding retailers that want to sell more pillows and mattress protectors


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