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Articles Found : 49 : 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. Measure Gross Margin Return On Inventory (Sunday, October 04, 2009 - David McMahon)
Track this inventory metric to understand your customer’s buying patterns, establish a more relevant product mix, satisfy more people and sell more.
3. The Simple Rules Of In-House Financing (Wednesday, January 14, 2009 - Richard Hadad)
If you’ve considered the highly profitable finance end of the business and need to know how to buy contracts for in-house credit, try these simple rules.
4. Wolfgang Kranz leaves Koelnmesse (Friday, November 14, 2008 - Furniture World Magazine)
Organizer of imm cologne, The International Furnishing show announced that Wolfgang Kranz (49) has resigned from his position as Executive Vice President of Koelnmesse.
5. Modern Ways To Increase GMROI - Part 2 (Thursday, September 11, 2008 - David McMahon)
Part 2: Old school ways to increase this critical measure are just not enough anymore!
6. 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.
7. Interactive Discussion Groups At Winter Gift & Home Accessories Show (Friday, December 22, 2006 - Furniture World Magazine )
Experienced panel of top independent retailers to discuss ways to buy more effectively, and sell more gift and home accessory items.
8. Dynamic Inventory Management - Part 1 (Tuesday, December 05, 2006 - David W. McMahon)
A two-part series that looks at tools and techniques you can use to measure and improve the health of your inventory over time.
9. Driving Sales: Consumer Finance Programs - Part 4 (Monday, June 26, 2006 - Glenn Hafner)
This series continues its discussion of financing sources with a look at in-house financing. Strategies and best practices are presented to help you to create additional and larger sales while boosting margins.
10. Driving Sales: Consumer Finance Programs - Part 3 (Monday, April 17, 2006 - Glenn Hafner)
This series continues with a discussion of boosting sales by managing your primary, secondary and in-house credit offerings.
11. Driving Sales: Customer Financing - Part 2 (Tuesday, February 14, 2006 - Glenn Hafner)
This series continues with a discussion of the kinds of programs and relationships retailers can expect to develop with finance companies. Important issues such as customer contact protocol, customer control, and program customization are discussed.
12. Consumer Financing - Part 1 (Wednesday, October 05, 2005 - Glenn Hafner)
The benefits of consumer finance options are considered along with how to market and manage each to help you to drive sales while increasing customer satisfaction and loyalty.
13. Doubling Profits Is Easier Than You Think (Tuesday, October 05, 2004 - Larry Stark, PROFITSystems)
The average store netted 4% pretax to sales last year. Most think they made only 4 cents out of every sales dollar… that's a dangerous misconception.. Larry Stark provides the financial management tools to help uncover the truth about the relationship between fixed/ variable expenses and profits.
14. Understanding Sales Performance Metrics - Part 3 (06/01/2004 - Joe Capillo)
This four part series continues with a discussion of additional sales metrics and begins to outline a system for using metrics to improve sales team performance over time.
15. Understanding Sales Performance Metrics - Part 2 (04/01/2004 - Joe Capillo)
The second article in this series takes a detailed look at close ratio and average sale. Joe Capillo explains how you can use these two measures as part of a system to promote continuous sales improvement.
16. Beat The 80/20 Merchandising Rule (04/01/2004 - Joe Milevsky)
Buying decisions are often unplanned reactions to special deals, the newest hottest item, or something that a buyer has fallen in love with. Merchandising processes should instead rely on detailed information, and be well planned.
17. Understanding Sales Performance Metrics - Part 1 (02/01/2004 - Joe Capillo)
Sales metrics, those calculations we use to measure our effectiveness in dealing with customers, are the most misunderstood and underused measurements in retail furniture stores.
18. New Regulations To Impact Retail Transportation Costs (02/01/2004 - Dan Bolger)
Now is the time for FURNITURE WORLD readers to review scheduling and receiving operations in light of new United States Hours-of-Service (HOS) regulations. Those companies that make their pickup and/or delivery experience more driver friendly will see the least affect on their bottom line and may actually reduce their costs.
19. Micro-Managing vs. Micro-Monitoring Your Business (10/01/2003 - Joe Capillo)
Probably the most destructive outcome of micro-management is that it stifles individual initiatives and innovation and fosters mediocrity. Micro-Monitoring has none of these drawbacks and helps keep furniture retailers on track toward meeting their goals.
20. Advantages Of The Modern Warehouse (08/01/2003 - John McCloskey)
The the name of the “game” has changed from “bulk buying and storage” to “flow and turns”. Retail operations that invest in warehouse assets with this new philosophy in mind can take advantage of changes in technology and inventory management.
21. Excess Furniture Inventory Puzzle (08/01/2003 - Dan Bolger)
Regaining control over inventory puts more cash in the bank, more room in the warehouse and reduces damage. Five inventory categories are presented in a way that makes looking at them less of a puzzle.
22. Revolving Credit Programs - Part 2 (08/01/2003 - Scott Stanberry)
Some of the built-in marketing features that most revolving credit programs offer provide a low cost way for you to remarket and communicate to your captive credit customer base.
23. Leveraging Retail Technology (06/01/2003 - John Egger)
The time when retail managers could grow their businesses by simply adding more bodies is past. Today, the best retailers leverage the efforts of the people they already employ by using technology.
24. Finding The Right Finance Company - Part 1 (06/01/2003 - Scott Stanberry)
Offering retail financing can be a wonderful closing tool and it is still one of the cheapest and most effective ways to advertise. Knowing where to look and what to look for are critical components in building a successful program for your customers.
25. Profit Erosion And Low Margins - Part 2 (04/01/2003 - John Egger)
Retailers may feel that price cutting is their best response to competition, but there is another way. John Egger discusses eight practices your store can adopt to help you to avoid falling into the low price, low margin, low service trap.
26. How To Re-merchandise Your Sales Floor (04/01/2003 - William R. Blake)
Dealing with the challenge of adding new products, clearing out losers and maximizing sales per square foot can be complicated. Bill Blake simplifies the tools, techniques and suggests a few tricks to help you master this process.
27. Profit Erosion & Low Margins - Part 1 (02/01/2003 - John Egger)
When margins are squeezed, most stores reduce the level of customer service they provide. Price cutting is, therefore, a leading cause of bad experiences consumers have in furniture stores. There is an alternative to destructive price competition that can boost margins, customer satisfaction and bottom line results.
28. Casting Off The Inventory Blues (12/01/2002 - John Egger)
This is not another article about GMROI. This installment provides information on inventory age and the impact it has on the logistics and profits of a furniture store.
29. Numbers Game - Part 2 - Is Your Best Salesperson Really Best? (10/01/2002 - John Egger)
This article by John Egger (Winning The Numbers Game) will look at the reasons why it is important to know the distribution of UPs, the spread in closing ratios and the spread in average sale among salespeople.
30. Winning The Numbers Game (08/01/2002 - John Egger)
The factors most retailers focus on in making strategic decisions are merchandise based. The fallacy in this approach is that merchandise does not sell or buy itself. People sell merchandise and people buy it. John Egger explains how Performance Indicator Numbers (PIN) can help you to respond appropriately to changing market conditions.
31. Building Accountability For Performance (04/01/2002 - Joe Capillo)
One of the most difficult management issues for small business owners and managers is the principle of accountability for performance. In most stores this one issue is the root cause of lower than possible performance in all business areas. The process must start by linking bottom line financial numbers with individual job performance.
32. Plan For Stress Free Business Succession (06/01/2001 - Joe Capillo)
One of the most difficult issues now facing family-owned home furnishings businesses is succession. The challenge facing these companies is how to turn the business over to the next generation with a minimum of family stress and maximum financial security for everyone involved.
33. What Salespeople Need To Know About Your Profits (06/01/2000 - Larry Mullins)
Ask a sales associate how much profit an average furniture store makes. Most will guess in the neighborhood of fifty percent. Larry Mullins explains why this impression, that is also shared by your customers, can sabotage your sales and marketing efforts.
34. Preparing For A Recession (12/01/1998 - Patricia M. Johnson and Richard F. Outcalt)
Are we in for a recession? Most experts say no, but it couldn't hurt to monitor for danger signs of decline take preventive measures now.
35. Finding Better Salespeople (08/01/1998 - Joe Capillo)
40% of college graduates start in jobs they're satisfied with at $25,000 to $35,000, and 10% more start at twice that. Most can avoid working weekends and holidays. Many can expect to advance in their professions while drawing a predictably increasing salary. Given the fact that successful retail salespeople need to have many talents and ccomplishments, how can furniture stores expect to attract the people who can do the best possible job?
36. Sales Performance Accountability (07/01/1998 - Joe Capillo)
How many sales dollars do you loose every time your least effective salesperson is UP versus your highest earner? Joe Capillo of Shepherd Management Group explains how you can use a performance index to measure sales performance, motivate salespeople and improve sales per UP.
37. Intra Family Business Transfers (01/01/1998 - Steven Schacter, Esq.)
The private annuity can be an effective way to transfer appreciated property in exchange for lifetime payments to the older generation.
38. New Tax Legislation 1977 (11/01/1997 - Stephen Schacter)
Although the Taxpayer Relief Act of 1997 contains the most dramatic tax reductions in 16 years, there are significant tax traps for the uninitiated. This article summarizes the benefits and exposes some of the traps.
39. Tax Relief For The Family Business (10/01/1997 - Stephen Schacter)
Without up to date estate planning, heirs to many retail furniture operations have been forced to sell real estate or a substantial portion of their assets or actually liquidate the business to meet estate tax obligations. Here are some tax tips and strategies, plus the implications of new family business "tax relief" measures.
40. Selling Your Furniture Store (08/01/1997 - George Spilka)
Middle market furniture store owners can convert their companies into the wealth they deserve if they don't operate under misconceptions and delusions. Instead, they must understand their shortcomings, plug knowledge gaps, and most importantly be willing to pay the price required to convert their company into the "gold mine" it can be.
41. Worker's Compensation Costs (10/01/1996 - Dan Bolger)
Almost every business is aware of the amount spent on workers compensation but most make mediocre efforts at control. The typical approach is to compare rates available based on their own safety record to those available through a group. It is a rare company that really looks at preventing accidents in the first place and managing the situation when an accident does happen.
42. Sales Manager Compensation (09/01/1996 - Ted Shepherd)
How do you know that your sales manager is doing a good job? If he or she is, how do you know that you're compensating him or her adequately? Ted Shepherd looks at why many compensation plans based on total sales volume end up rewarding sales managers improperly... causing bad feelings on the part of both owners and sales managers.
43. Effective Retail Salesperson Compensation Plans (07/01/1996 - Ted Shepherd )
This article reviews several common compensation plans. Although each seems straightforward, a more careful review finds that some plans 'de-motivate' salespeople, overcompensate others and even serve to encourage poor customer service.
44. Feedback Feeds Performance (05/01/1996 - Ted Shepherd)
Salesperson feedback is a critical factor in determining both the success of your sales people and the effectiveness of your sales manager. If you have been reading this series of articles on sales management for the last 10 months, you will recognize this as the next logical step in sales management.
45. Are You Driven By Goals, Or Drifting On Hopes? (04/01/1996 - Ted Shepherd)
Bottom-up goal development, setting personal goals and developing goals for new hires are covered in this important article by Ted Shepherd. Step-by-step calculations make this a valuable reference article.
46. Nurturing Banking Relationships - Ratio Analysis (02/01/1996 - Dell Van Orden)
It has been said that a banker is someone who lends you an umbrella when the sun is shining, and takes it away when it starts to rain. If that's true, then let's deal with the banker when the sun is shining.
47. Inventory Control (02/01/1995 - Dan Bolger)
The first thing that most retailers do to increase store profitability is to try to raise sales revenues. They do this by advertising more, increasing their sales staff, expanding display space, enlarging the store, or running a sale. Every one of these actions increase cost. This article focuses on the real cost savings of reducing excess inventory.
48. EDI And Special Orders (11/01/1994 - Sid Levitz)
Special orders give a tremendous boost to a retailer's bottom line. You sell goods you never had in the first place, get a deposit, never carry them in inventory and never have to take a mark down! EDI can help streamline the process and create additional sales and profits.
49. Tips For Avoiding Bad Checks (10/01/1994 - Furniture World Magazine)
Houston: based TeleCheck Services Inc., a company that provides check acceptance, check guarantee, new account services and recovery services, suggests that retailers follow the following check acceptance procedures this coming holiday season.
Articles Found : 49
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