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Articles Found : 135 : You can narrow your search by using the drop down box above
1. Let's Simplify Your Inventory (Friday, July 09, 2010 - David McMahon)
David McMahon shows you the core practices that the most profitable businesses follow to achieve the highest return on their inventory investment.
2. I’m Just Looking... For Ideas! (Friday, July 09, 2010 - Joe Capillo)
Research shows that many customers are really just looking for ideas towards the beginning of the shopping process. Trying to close them before they are ready can, therefore, contribute to overall low closing rates. Instead, work to get them back for a second visit.
3. A Theory Of How Women Buy Furniture (Monday, June 07, 2010 - Joe Capillo)
Most furniture retailers focus on selling features and what we call “benefits”, and leave the customers to choose the things she likes best or that she believes best fit her needs. This has little to do with how most women want to shop for furniture and accounts for the 20-30% close rates in our stores.
4. Hiring Digital Retail Furniture Employees (Monday, June 07, 2010 - David Lively)
People have changed, consumption has changed, technology has changed, but - most importantly - what is cool has changed. So, have you changed? Tomorrow’s leading companies are changing hiring criteria and measurements of performance.
5. Special Anniversary Issue: Big time Bling - 1950s Furniture Design & Color (Tuesday, April 06, 2010 - by Stephen Bernasconi)
Style and color expert Stephen Bernasconi looks at how furniture styles and colors are determined by the social and economic conditions under which we live.
6. Special Anniversary Issue: Retailers 25-165 Years Old Share Their Stories - Part 1 (Tuesday, April 06, 2010 - by Janet Holt Johnstone)
Some of the best home furnishings retailers share their stories of survival, growth and service with FURNITURE WORLD readers. Due to overwhelming response from our retail readers, this will be the first installment of a multi-part series.
7. Turn Furniture Supervisors Into Retail Leaders (Tuesday, January 19, 2010 - Ron Wolinski)
The best retailers teach their managers to work with subordinates in ways that help employees to feel good about their jobs. Skills that allow managers to accomplish this important objective can be divided into two categories. The first category is designed to maintain and enhance performance. The second is designed to encourage employees to change unacceptable performance.
8. Six Steps to Juggle Aggressive Sales Goals (Tuesday, January 19, 2010 - Joe Capillo)
If you can create a goal achievement culture in your sales department, you can structure information gathering, strategic sales process development, salesperson training, management training, and performance coaching in a seamless way to achieve your most aggressive revenue goals.
9. Retail Life- How To Get In, Stay Alive a-n-d Love It (Sunday, October 04, 2009 - Michael Greene)
This article is excerpted from Michael Green’s new book, “Retail LIfe”, published by FURNITURE WORLD Magazine. Michael Greene also known in the industry as “Grandpa Mike-e-e” is the iconic 88 year old furniture retailer, author, composer, lyricist & industry newspaper columnist.
10. Confessions Of A Family Furniture Store Owner (Sunday, October 04, 2009 - David Lively)
As a leader of the organization, regardless of the title you choose, you have a responsibility to decide on a plan and chart a course to achieve your business dreams. David Lively presents a fictional story with which many FURNITURE WORLD readers will identify.
11. What To Do Now About Generating Furniture Sales (Wednesday, August 19, 2009 - Joe Capillo)
A commitment to change is necessary for home furnishings retailers that hope to relate to consumers in the post recession period.
12. Can You Embrace Meaningful Change? (Friday, June 12, 2009 - Joe Capillo)
When you do it right, the effort to embrace continuous improvement is worth it. Your company will be transformed from one where mediocrity is the norm, to one where high performance is valued and craved by everyone.
13. Research Study: What Will The Furniture Business Look Like Post Recession? (Thursday, June 11, 2009 - Pam Danziger)
Part 1: Research identifies three trends that were transforming the luxury home furnishings market - even before the recession hit. Researcher Pamela Danziger looks at data from Unity Marketing's Home Furnishings & Décor Report and more recent tracking studies. In the August/September issue of FURNITURE WORLD Magazine she will translate the data into information that furniture executives can use to find a pathway to future success.
14. Harness The Power Of e-Marketing - Part 2 (Monday, April 06, 2009 - David McMahon)
Old media techniques broadcast a campaign that is the same for everyone. Here’s how to target specific groups with messages they want to see, when they want to see them.
15. You Can Harness The Power of e-Marketing (Wednesday, January 14, 2009 - David McMahon)
New media is uncharted territory for many furniture retailers, but with a bit of knowledge you can be one of the first in our industry to do it right.
16. Ascendency Of The Transactional Shopper (Wednesday, January 14, 2009 - Joe Capillo)
There are two broad “types” of shoppers; transactional and relational. Most are not all one way or the other, but you’ll see a mix of these two shopping motivations in your customers that can help you to work with them appropriately.
17. 13 Ways To Survive In Very Dry Times (Wednesday, November 19, 2008 - Furniture World Magazine)
In times like these, retailers need to hone cash management skills, buy smarter and sell better.
18. What Are They Thinking, Those Crazy Store Owners (Thursday, September 11, 2008 - Joe Capillo)
Sometimes furniture store owners say and do things that defy reason. Three examples.... more to come.
19. Staying Alive During Tough Times - Part 6 (Monday, July 14, 2008 - by Joe Capillo)
Here are some suggestions for staying alive, and maybe even doing better, in these tough times.
20. It Is Time To Manage Your Online Reputation! (Monday, July 14, 2008 - by Leslie Carothers)
Online reputation management refers to tracking all social media websites, blogs, pod casts, wikis, videos and other online content that mentions your company’s brand, its products or services.
21. Don’t Annoy Customers With Poor Follow-up Calls! (Monday, March 10, 2008 - Joe Capillo)
Although follow-up is the way to get be-back customers, when improperly executed, follow-up calls can be counterproductive. For mega-retailers, bad follow-up can work just enough times to keep them doing it, but for everyone else, it just doesn’t make sense.
22. Staying Alive During Tough Times - Part 5 (Monday, January 07, 2008 - Joe Capilllo)
Even with a great strategy and professional players, without a coaching staff who observe, adjust, consult with individual players, and perform ongoing training, and who measure everything, the results will not be good.
23. Staying Alive During Slow Times- Part 4 (Friday, September 14, 2007 - Joe Capillo)
A formal customer engagement strategy helps salespeople produce sales from those customers who should buy from you, but don’t.
24. Staying Alive During Tough Times - Part 3 (Friday, July 27, 2007 - Joe Capillo)
Joe Capillo explains how the most effective and productive salespeople can return 30% or more of monthly Ups as be-backs. Why is it important to have a system to encourage this? Because these customers are 40% more likely to buy.
25. Revisiting Management By Walking Around (Tuesday, July 17, 2007 - Larry Mullins)
Is Management by Walking Around still relevant for retail furniture stores in a cyber-based culture?
26. Staying Alive During Slow Times - Part 2 (Friday, May 11, 2007 - Joe Capillo)
Consumer research suggests that furniture retailers need to have a strategy to stay connected to customers throughout each of the five stages of the home furnishings purchasing process. Most stores fall down right at the beginning “planning” stage because that’s where consumers need more help than most furniture stores are set up to provide.
27. Double Your Store Traffic - Part 4 Lead Capture (Friday, May 11, 2007 - Brett Kitchen and Ethan Kap)
How many people call your store? How many come in the store but don’t buy. How many visitors do you get on your website? Here are surefire ways to collect information on every potential customer that calls, visits your website or walks into your store.
28. Staying Alive During Tough Times -Part 1 (Wednesday, March 07, 2007 - Joe Capillo)
Everyone is a genius in great times. What is your plan to survive, say, a 20% reduction in traffic?
29. Double Your Store Traffic - Part 2 (Tuesday, March 06, 2007 - Brett Kitchen and Ethan Kap)
Your customers want to know what is unique about your store and why they should buy from you... and it’s not cheap prices! That’s why it is time to develop and formalize Unique Selling Propositions you can use to attract your important target customer groups.
30. Easy To Keep Metrics Avoid Wasted Ad Dollars (Monday, December 11, 2006 - Dave Mink)
Track your advertising cost per opportunity to make more effective advertising decisions and leverage better media buys.
31. Building Personal Clientele (Thursday, December 07, 2006 - by Joe Capillo)
Developing a client base, and keeping it active and up-to-date is the one, key activity that can help our salespeople to earn higher incomes. That’s why it is imperative for retail managers and salespeople to take responsibility for pursuing a one-to-one marketing strategy.
32. Sales Behaviors: How Do You Stack Up? (Monday, October 02, 2006 - Richard Fenton & Andrea Waltz)
Survey of how well retail sales associates greet and engage customers sheds light on the need for improvement. Compare your performance with other furniture retailers and the retail sector in general.
33. Valuing vs. Evaluating Your Employees (Monday, October 02, 2006 - Dr. Peter Marino)
Dr. Peter Marino looks at research that shows a huge gap between what retail owners and managers think is most important to employees, and what employees say is most important to them.
34. Time Management For Retail Sales Professionals (Tuesday, August 08, 2006 - Cathy Finney)
If your salespeople just try to do their best everyday, but feel that they don’t have control over their schedule or their UP’S, then you need to read this article. Cathy Finney presents ways to stop wasting time and instead, plan each day for sales success.
35. Get Those Profitable Be-Backs Back! (Tuesday, June 06, 2006 - Joe Capillo)
If you are like most furniture retailers, Be-Back customers are closed at a 60% rate, while first-time customers close at far below 20%. Joe Capillo looks at ways to concentrate your efforts on getting Be-Backs back!
36. Being Held Hostage By Your Repair People? (Monday, April 17, 2006 - Peter Schlosser)
Store owners are losing control of their repair departments. Easily fixable imported goods are going to clearance or being written off as junk. It’s a problem that negatively impacts profitability and customer satisfaction.
37. Downside Of Experienced Salespeople (Monday, April 17, 2006 - Joe Capillo)
Salespeople have a hard time changing their thinking, let alone their behavior. This has caused more underperformance in retail furniture stores than any other factor except understaffing. So what’s a manager to do?
38. Time To Teach The Sales Success Equation (Tuesday, December 13, 2005 - Joe Capillo)
The things we teach our new salespeople often have nothing to do with what it takes to be successful. Joe Capillo looks at the most basic equation that includes the variables of UPs, average sale and close ratio.
39. Improving Employee Performance - Part 2 (Wednesday, October 05, 2005 - Philip Pugh)
Once you’ve found the factors affecting employee productivity in your organization that need improvement, you are ready to make performance improvement a reality.
40. Great Sales Managers Don't Manage Salespeople! (Wednesday, October 05, 2005 - Joe Capillo)
Sales people need to manage themselves. They should develop and then implement productive sales systems to achieve maximum results.
41. Abuse of Power : Cautionary Retail Tale (Wednesday, October 05, 2005 - Larry Mullins)
How to avoid the pitfalls of abuse of rank and its results; poor customer service and reduced productivity.
42. Who Dreams Of Selling $50,000 Worth Of Furniture? -Part 2 (Thursday, August 11, 2005 - Joe Capillo)
Let’s look at salespeople this time. Or, rather, let’s look at what we expect of our salespeople, how we hire them, train them to do what we expect of them, and how much we pay them to do it.
43. Benchmark Factors That Affect Employee Performance (Wednesday, August 10, 2005 - Philip Pugh)
Obtaining optimum performance from workers is one of the most urgent issues facing retail furniture stores. This series of articles gives an overview of a technique that allows retail managers to measure and then direct job performance enhancement.
44. Variable Rate Commissions - Part 2 (Wednesday, June 08, 2005 - Larry Stark)
A variable commission system can increase store margins and increase your sales associates’ income. This article explains how to design a system that will boost profits and be accepted by your sales associates.
45. Pre-Employment Testing (Wednesday, June 08, 2005 - Charles Wonderlic)
Pre-employment testing is being used by more retailers these days. There are hundreds of tests on the market and each one addresses a different combination of skills and traits. The right test depends on the position for which you are hiring, the skills you consider most important, and the characteristics that are relevant to the job and your work culture.
46. Who Dreams Of Selling $50,000 Worth Of Furniture? - Part 1 (Wednesday, June 08, 2005 - Joe Capillo)
Adam hoped to earn as much as $50,000, but store traffic and staffing levels would provide him with about 150 customers per month. At the store’s average close ratio of 21%, and average sale of $1,100 he'd likely earn $20,790 - less than he earned at his old job.
47. Guide To Optimal Sales Staffing - Part 3 (Thursday, April 07, 2005 - Joe Capillo)
Getting started as a new salesperson in our business is a slow process. Often stores send newly hired associates out on the floor with very little preparation. Joe Capillo provides FW readers with a detailed orientation and training plan that cuts attrition rates and boosts early productivity.
48. Variable Rate Commissions & Discounting (Tuesday, February 08, 2005 - Larry Stark)
Here is a way to maximize sales and gross margin without substantially increasing expenses.
49. Sales Staffing Part 2 (Monday, December 20, 2004 - Joe Capillo)
First find the right people, set performance standards, compensation methods, goal management and accountability. Then teach them how you do business.
50. Your Optimal Sales Staffing Levels (Tuesday, October 05, 2004 - Joe Capillo)
Virtually all stores are understaffed to some degree and this article will explain how you can determine optimal staffing levels to make sure you don’t lose sales and negatively impact your profitability.
Articles Found : 135
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