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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
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2006 Archived Articles
2005 Archived Articles
2004 Archived Articles

Articles published in 2014

Better Bedding & Mattress Sales: Control Every Mattress Sale!  - 3/17/2014

The final outcome of the mattress sales process depends almost entirely on whether the RSA keeps control or gives up control to the customer. Here’s how to stay in control.

Retail Success Story: Toms Price  - 3/17/2014

A case study on thriving through four generations. Chicago area based retail chain shares secrets on how they’ve stayed successful when so many mid to high-end stores have not.

Retail: Also A Game of Failure?  - 3/17/2014

Moving from failing 80% of the time to only 70% of the time, your sales volume goes up by 50%. It’s a lot like Baseball in terms of hitting and coaching.

Big Time Social Media Bottom Line Boost - Part 2  - 3/17/2014

To stand out from the crowd you must become the most trusted authority on home furnishings and mattress sets in your marketing area. You must learn to tie peripheral type E beliefs to deeper type D authority figure beliefs as described in this article.

LED Lighting Update 2014  - 3/17/2014

Here’s the latest on price drops and quality improvements for the 4th generation of LED’s.

Sales Process Engineering 2014 - Part 2  - 3/17/2014

You will never maximize your customer opportunities, your store sales and your profitability without a sales staff that controls the sales interaction from start to finish.

EDITOR’S CORNER  - 3/17/2014

Winter Retail Lessons

Improve Merchandise Performance Using GMROI  - 3/16/2014

Willingness to use GMROI as a tool is one factor that separates best performing stores from their peers.

Furniture Library Debuts Plaxico Gardens  - 3/16/2014

Bienenstock Furniture Library Gardens to debut during High Pont show.

Leather Sales Education Guide - Part 1  - 3/16/2014

This two-part series is a complete guide for retail owners, buyers and sales professionals that details leather features, benefits and advantages. It also includes best retail practices from a panel of industry experts.

Retail: Just Like Your First Date  - 1/3/2014

Retail is full of first dates. Gordon Hecht reflects on how a bit of maturity goes a long way in pleasing customers, partners and improving performance in retail organizations.

Sales Volume Planning 2014  - 1/3/2014

By using the break-even sales equation your business can see in advance what volume will be required to produce your desired profit. You will be able to create a meaningful strategy and plan better for the upcoming year.

Better Bedding & Mattress Sales: Sizing Up Your Competition  - 1/3/2014

How to get information on your mattress competition, profile them, and use this information to close more sales.

Do Your Customers Value Mattress Innovation?  - 1/3/2014

GoodBed.com conducted a survey of 1000 visitors and found out that a large number of consumers would buy a new mattress that’s an exact replica of their current one. This article reviews the data and examines the surprising implications at retail.

Retail Success Story: Gallery Furniture  - 1/3/2014

A detailed look at how Jim “Mattress Mack” McIngvale used W. Edwards Deming’s teachings to change the corporate culture of retail giant Gallery Furniture. Read how McIngvale scrapped sales commissions and quotas, got rid of his accounts payable department, instituted same day delivery and learned how to foster leadership within his organization.

Big Time - Social Media - Bottom Line Boost!  - 1/3/2014

The first part of a two part series on how the wise independent can now make important inroads in market share by integrating social media and the Internet with other media.

Connecting Through Rooms & Goals  - 1/3/2014

Before salespeople can effectively address shopper’s needs and motivations, managers must work to establish a meaningful connection between your salespeople and your store’s stated objectives and mission.

Sales Process Engineering 2014 - Part 1  - 1/3/2014

Most home sector salespeople are amateurs. For them, selling furniture is like Las Vegas… simply a game of chance. Here’s how you can change all that in your organization.

EDITOR’S CORNER: If It Ain’t Broke...  - 1/3/2014

Retailers make myriad important decisions every day. Each of these can be a choice to tweak, alter, destroy, build, or do nothing at all.


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