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Articles Found : 205 : You can narrow your search by using the drop down box above
1. Eight Techniques to Boost Profit in Tough Times (Thursday, November 19, 2009 - David McMahon)
Some retailers seem to always manage to perform well. In this article David McMahon takes a close look at what those successful retailers do to cut costs during lean times and achieve maximum returns. Specific steps to cut fixed costs and make retail operations more responsive to cost cutting measures are examined.
2. Decorating School Crash Course: Consumer Seminar On Lighting (Sunday, October 04, 2009 - Margarett DeGange)
This is the ninth article in our Decorating Crash Course series. The text is written so that you can easily use it to put on a customer seminar on lighting in home decor. It can be presented “as is” but you should add additional elements to give your seminars a personal touch.
3. Retail Sales Super Snoopers (Wednesday, August 19, 2009 - Cathy Finney)
Here is Cathy Finney’s final article for FURNITURE WORLD Magazine that examines principles outlined in Dr. Sam Gossling’s recent book “SNOOP,” and applies them to sales situations in retail furniture stores.
4. Can Your Customers Trust You On Twitter? (Tuesday, August 18, 2009 - Leslie Carothers)
What IS working in today’s economy is the “soft sell.” This is taking place online-through two way interactive conversations with consumers.
5. Retail Threat: REDESIGN! (Monday, April 06, 2009 - Margarett DeGange)
In part 8 of our popular Decorating School Crash Course series, Margaret DeGange looks at redesign. The basic premise of a redesign is to use what customers already own to redefine interior spaces. Sounds like a splendid idea, right? Not if you are a furniture store owner!
6. Dealing With Transactional Shoppers (Monday, April 05, 2009 - Joe Capillo)
Suggestions for actions you can take right now to improve performance. Prepare for the new retail reality that will emerge as the economy heals from this deep recessionary funk.
7. Decorating School Crash Course - Fabrics Part 7b (Thursday, November 20, 2008 - Furniture World Magazine)
Continuation of this popular series that provides scripts furniture retailers use to conduct successful consumer design seminars. This installment reveals how customers can choose main and supporting fabrics, and work with pattern and texture. Included is a glossary of fabric terms and photos.
8. Use Color Undertones For Standout Furniture Displays (Thursday, November 20, 2008 - Furniture World Magazine)
A look at how showroom wall colors and lighting can make furniture either blend in to the background or make it stand out to create exciting displays.
9. Selling By Proxy - Sales Book For Furniture Representatives (Thursday, September 18, 2008 - Dr. Peter Marino)
A manual manufacturer's reps can use to work more closely with sales associates in their home furnishings client stores.
10. Personal Sales Tips For Slow Days (Thursday, September 11, 2008 - Cathy Finney)
A small attitude adjustment and a few reminders of important sales do’s and dont’s can get you back on track.
11. Decorating School Crash Course Fabrics Part 7a (Wednesday, September 10, 2008 - Margarett DeGange, M.Ed.)
Lesson #7a: Script for a design seminar that will help your customers to make knowledgeable color, pattern and texture choices.
12. Getting Important Information From Your Bedding Customers (Monday, July 14, 2008 - Furniture World Magazine)
Peter A. Marino, Ron Wolinski and Cathy Finney provide helpful information for sales professionals on qualifying and probing.
13. Special Supplement - Area Rugs For Every Budget (Monday, July 14, 2008 - Furniture World Magazine)
Eight pages of valuable rug sales and design tips, marketing ideas and text on rug construction, fibers, styles, quality features and cleaning.
14. Help Bedding Customers To Cool It! (Friday, May 09, 2008 - Guy Eckert)
This article is the first in a two-part series exploring the physiology of sleep, the evolution of bedding products, value promises and how to accurately convey these messages to consumers at the point of sale.
15. 16 Bedding Sales Tips (Friday, May 09, 2008 - Peter Marino)
Sixteen ways you can boost bedding sales... from developing rapport (#1) To handling customer objections by treating them as implied needs.
16. “I’ll Know It When... (Friday, May 09, 2008 - Peter Marino)
17. Convert More Phone Price Inquiries Into Sales (Monday, March 10, 2008 - Leslie Carothers)
Convert More Phone Price Inquiries Into Sales This is the first in a FURNITURE WORLD Magazine series written by Leslie Carothers to help home furnishings retailers manage their intentional and unintentional internet presence. This month she explains how to turn internet inquiries into solid sales.
18. Decorating School Crash Course- Part 6, Accessories (Monday, March 10, 2008 - Margarett DeGange, M.Ed. )
Decorating seminars help customers solve problems, and they position you as a home furnishings expert. Margarett DeGange presents a script you can use to put on an Accessorizing Seminar for customers and prospects.
19. Decorating School Crash Course - Part 5, Furniture Placement (Wednesday, January 02, 2008 - Margarett DeGange )
Decorating seminars help customers solve problems, and they position you as a home furnishings expert. Margarett DeGange presents a script you can use to put on a Furniture Placement Seminar for your customers and prospects.
20. Meet The Retail Sales Power Players (Wednesday, January 02, 2008 - Cathy Finney)
Sales tips and training tools from some of the best sales associates and Cathy Finney.
21. Decorating School Crash Course -Part 4, Focal Points (Thursday, November 08, 2007 - Margarett DeGrange)
Decorating seminars help customers to solve problems, and they position you as a home furnishings expert. Margarett DeGange presents a script you can use to put on a Decorating with Focal Points Seminar for your customers and prospects.
22. Improve Your Hiring IQ (Thursday, September 13, 2007 - Ron Wolinski)
Time spent recruiting, interviewing and hiring are critical to the continued health of any furniture business. Here are tips and tools you can use to find and hire better people.
23. Finding Figment: How To Stay Up For Your Next UP. (Thursday, September 13, 2007 - Cathy Finney)
It is possible to re-imagine, re-create, and re-define your professional life with each new “opportunity”.
24. The Secret Of Positive Sales Energy (Tuesday, July 17, 2007 - Cathy Finney)
What actions can you take to connect with customers and keep performance on track when you feel unsettled and negative?
25. Decorating School Crash Course - Part 3 Style (Monday, July 09, 2007 - Margarett DeGange )
Decorating seminars help customers to solve problems, and they position you as a home furnishings expert. Margarett DeGange presents a script you can use to put on a Furniture Styles Seminar for your customers and prospects.
26. I'm Here, Your "Sketchee!" (Friday, March 09, 2007 - Furniture World Magazine)
Making and actually using rough sketches of your customer's rooms can improve the quality of the information you collect, as well as the effectiveness of your follow-up.
27. Decorating School Crash Course - Part 2 (Friday, March 09, 2007 - Margarett DeGange)
Part 2 in this series on design and decorating principles can be used as a script for putting on your first customer color seminar.
28. Handle Customer Objections As Implied Needs (Monday, December 11, 2006 - Peter Marino)
Apply the principle that every customer objection is an implied need. It’s a principle every professional salesperson should buy into because customers respond positively to it.
29. Fine Art Of The Retail Sales Presentation (Thursday, December 07, 2006 - Cathy Finney)
Your sales performance is what sets you apart from lesser salespeople and from the clerks sitting in other furniture stores up and down the block. Cathy Finney looks at ways to fine tune a sales presentation to meet the specific needs of different types of customers.
30. Decorating School Crash Course - Part 1 (Thursday, December 07, 2006 - by Margarett DeGange, M.Ed.)
This six part series will help you to quickly gain and retain valuable and usable design and decorating principles that you can effortlessly communicate to your customers—principles your customers want to know. Part 1 introduces the series and provides rules for putting on simple and sensational design seminars to help build a loyal and educated customer base.
31. Close Sales Using Design Technology - Part 3 (Monday, October 02, 2006 - Margi Kyle)
The last two articles in this series looked at creating Techno Presentations in MS Word and Powerpoint. The discussion now turns to how to work with customers to furnish their rooms and takes a look at a more sophisticated online design tool.
32. Are You Preparing Frog Soup? (Monday, October 02, 2006 - Ken Guerrero)
Small, inconvenient problems can add up. Store owners who were “just fine” yesterday, may end up being frog soup tomorrow. The frog soup story provides an insight that many FURNITURE WORLD readers will find both amusing and disturbing.
33. Close Sales Using Design Technology - Part 2 (Tuesday, August 08, 2006 - Margi Kyle, ASID, IDS, NSA, WCAA)
The second in a series of articles that show how to create design and product presentations that impress customers and close sales. This month you can learn how to create Techno-Presentations for your customers in PowerPoint.
34. Uncovering Your Customers’ Hierarchy Of Needs (Tuesday, August 08, 2006 - Peter Marino)
Believing that all customers are looking for the same things is to assume that all customers have the same needs. This is an assumption that can cost you both sales and customers.
35. Are Your Customers Confused Or Enthused? (Saturday, July 15, 2006 - Cathy Finney)
Your customer’s worst fears are amplified by your own fears as a retail sales consultant.
36. Close Sales By Using Design Technology (Thursday, June 08, 2006 - Margi Kyle, ASID, IDS, NSA, WCAA)
The first in a series of articles that will show how to create design and product presentations that will impress customers and close sales. This one looks at creating e-mail Techno-Presentations in MS Word.
37. Importance Of Building Sales Credibility (Thursday, June 08, 2006 - Dr. Peter A. Marino)
What can salespeople do and say during the selling sequence to maintain the trust of their customers?
38. Dining Room Furniture Product Knowledge (Monday, April 17, 2006 - Furniture World Magazine)
Excerpt from FURNITURE WORLD Magazine’s Dining Room Furniture Guide used by thousands of furniture retailers for product sales education.
39. Sales Ah-Ha’s (Monday, April 17, 2006 - Cathy Finney)
Insights, advice, and practical information that can turn your retail sales Uh,Oh’s, “Oh, No’s,” into “Ah Ha's!” and even “Eureka moments!”
40. How Long Will It Last? (Monday, April 17, 2006 - Peter Marino)
A purchase that lasts a long time, but fails to meet your customer’s other needs can become a lasting headache.
41. "Let Me Think About It!" (Tuesday, February 14, 2006 - Peter Marino)
Is there anything you can do when your customer says, “let me think about it” and asks for your card?
42. Ride The Sales Tornado: Become The Wizard Of "Awes" (Wednesday, December 07, 2005 - Cathy Finney)
Cathy Finney looks at the skill sets you need to possess to end up in the land of “Awes”. Once there, you can take your company, “Me Inc.” to new heights by embracing change in 2006.
43. How To Shop The Competition -Part 2 (Wednesday, October 05, 2005 - Peter Marino)
Peter Marino looks at the benefits of shopping competitive stores and discusses shopping techniques, ethics and courtesy.
44. Know How To Shop The Competition (Thursday, August 11, 2005 - Peter A. Marino)
What happens if you don’t know as much about your competitors’ pricing, quality and service, as do your customers? Peter Marino looks at the benefits of shopping competitive stores as well as technique, ethics and courtesy.
45. Combat Sales Reluctance (Wednesday, June 08, 2005 - Cathy Finney)
Ninety percent of salespeople suffer from some form of sales reluctance. Cathy Finney looks at some of the common problems they face, and provides solutions that can make selling more fun and profitable.
46. Golden Rules Of Retail Phone Communications (Thursday, April 07, 2005 - Peter Marino)
A detailed guide by Peter Marino to the art of keeping customers on the line, calm, receptive and ready to listen to what customer service and sales associates have to say.
47. Use A Tail Waggin' Greeting (Thursday, April 01, 2005 - Michael Bowman)
A 5-8 second investment in greeting your customers properly will pay back huge dividends. Article by FW subscriber Michael Bowman.
48. Paint A Rembrandt... Or Forget It! (Thursday, April 07, 2005 - Cathy Finney)
Will Rogers said, “If you are selling something, try and make it so good that you’d rather be the man who bought it than the man who sold it.” Cathy Finney applies this logic to the fine art of working with clients in retail furniture stores.
49. Most Important 4 Letter Word: GOAL 2005 (Monday, December 20, 2004 - Cathy Finney)
Unstick Yourself. Let your biggest competitor be you!
50. Your Cheapest Mattress (Tuesday, October 05, 2004 - Peter Marino)
The cheapest mattress for any customer is always the used one they already own. Dr. Peter Marino looks at ways to approach customers who mistakenly believe that your cheapest mattress is also the best for them.
Articles Found : 205
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