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Furniture World Articles

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

Articles published in 2022

Retail Guest Productivity Metrics  - 12/30/2022

To compensate for the impact of declining traffic, retailers should consider using guest productivity metrics.

A Surprising Design Forecast from FS  - 12/30/2022

Stay tuned for changes in home furnishing design aesthetics, customer moods and purchasing preferences that will roll out in 2023-24.

Prepare to be Impressed  - 12/30/2022

The debut of the American Home Furnishings Hall of Fame Foundation’s new High Point building in April signals a new focus on how consumers, job seekers and those of us who sell home furnishings see our industry.

Predictions & Insights: What’s in Store For 2023?  - 12/30/2022

Tom Liddell talks about credit lines, inventory reduction, bank covenants, manufacturer discounts, inflation, new competition worries and much more.

Retail Real Estate Options for 2023  - 12/30/2022

As the cost of buying, owning and operating stores increases in 2023 there are still opportunities for retailers to create wealth.

Next Level Training: Closing Training You’ve Missed!  - 12/30/2022

The secret of the most effective retail sales closers is that they don’t treat closing as a separate step in the sales process.

HFA Reports: Employee Engagement  - 12/30/2022

HFA members El Dorado Furniture and Badcock &more weigh in on strategies to keep top performers engaged and happy. ​

Government Advocacy  - 12/30/2022

HFA’s government advocacy programs: looking forward to 2023.

Editor’s Corner  - 12/30/2022

The Earworm Opportunity

Retail Metrics: Cash Crunch 2023?  - 12/4/2022

David McMahon explains why, given current and expected business conditions, nothing is more important for retailers than understanding, measuring and preserving cash.

Retail Success: Great American Home Store  - 12/4/2022

The marketing team at fast-growing, technology-driven GAHS shares their solutions for retail data collection, software integration, analysis and more.

Design & Designer: Future Designers Summit  - 12/4/2022

The Future Designers Summit, a program of High Point’s Bienenstock Furniture Library, brings together some of the best and brightest young minds for the future benefit of the home furnishings industry.

Next Level Training: Better Salespeople Every Day  - 12/4/2022

Contributing editor Scott Morris presents ways to help your retail salespeople get better every day.

HFA Reports: The Right Employee Compensation Strategy  - 12/4/2022

Ideas from the Home Furnishings Association to help retailers stay competitive and increase productivity​.

Editor's Corner: Remembering Barton Bienenstock  - 12/4/2022

Barton Bienenstock, Furniture World’s long-time publisher, recently passed away at 92.

Recession Planning  - 10/2/2022

Eight important strategies for maximizing profits during downturns.

Next Level Sales Training: The Half You've Been Missing!  - 9/30/2022

The need to address room issues is vitally important for closing sales and building tickets in furniture stores.

Traffic Stop Selling  - 9/30/2022

Shoppers may see red and blue flashing lights when approached by an RSA. Here are useful skills to help people relax into the furniture sales process.

Retail Success: American Factory Direct Furniture  - 9/30/2022

In five short years, the Comeaux family has grown AFD from an idea to five store locations serving customers in Louisiana and Mississippi.

Editor's Corner: Store Consciousness (pun intended)  - 9/30/2022

Customer decision-making is more often based on ‘store consciousness’ than engagement with a rational mind.

Retail Success: Miller Waldrop Furniture & Décor  - 9/29/2022

Design-oriented retailer shares success strategies for hiring design associates, product display creation and integrating in-store design areas into its sales plan.

Rational vs. Emotional Design  - 9/29/2022

How do we want our brands to make people feel?

In-Store Design Center Ideas- Part 2  - 9/29/2022

Now that you’ve decided where to position your design center and target it to meet the needs of specific customers types, it’s time to decide what to put in it.

HFA Reports: Lessons From the Road  - 9/29/2022

The inventory shuffle & October Market.

HFA Reports: Retail Benefit Plans  - 9/29/2022

Adapting to four generations in the retail workplace.

Better Bedding & Mattress Sales: Retail Misinformation  - 9/29/2022

If you want to have more trouble-free sales, educate your customers with facts and take care that your RSAs do not spread misinformation or disinformation.

Editor's Corner  - 7/14/2022

Changing times: terriers and weasels.

Mattress Firm Helps Unjunk Sleep  - 7/13/2022

Mark Quinn explains why It’s so much more interesting and satisfying to be in the life improvement business than just selling mattresses.

Design & Designer: Interview with Julie Smith Vincenti  - 7/13/2022

Editor, curator and trends watcher Julie Smith Vincenti explains how she identifies and presents design ideas to retailers and designers in advance of the High Point and Las Vegas shows.

Best Bob's Ever  - 7/13/2022

Bob’s Discount Furniture’s CEO shares his thoughts about strategic planning, team building and plans for growing the 159 store chain “coast-to-coast and border-to-border.”

In-Store Design Center Trends  - 7/13/2022

How to make design centers a bigger part of any in-store shopping experience and further differentiate your retail operation.

Consumer Finance: What a Difference a Year Makes!  - 7/13/2022

Thoughts about what retailers can expect as we transition to a less favorable credit environment.

How to Bring in More Traffic & Avoid Sales Slowdowns  - 7/13/2022

There are seven sources of retail traffic, but only four of them are pillars of traffic that can be managed to get positive sales results over short time frames.

Gamifying Design Choice  - 7/13/2022

The language of furniture styles has become nuanced and complicated. This presents a challenge for furniture retailers.

Multiple Choice Dairy Queen Dilemma  - 7/13/2022

Reducing product selection to chocolate, vanilla and a two-flavor twist will combat customer indecision when choosing furniture and mattresses.

Next Level Training: Sales-Type Coaching  - 7/13/2022

Knowing the positive and negative qualities of these seven sales types will help you to be a better coach or mentor.

HFA Reports: The Sturdy Act  - 7/13/2022

One step closer to full senate consideration.

HFA Reports  - 7/13/2022

Crafting the right benefits packages is good for business.

Editor's Corner: The Thing About Next Big Things  - 5/16/2022

What do motorized furniture delivery trucks, furniture brand holding companies, warehouse furniture showrooms and furniture e-commerce have in common?

Retail Automation - Part 2  - 5/15/2022

Whatever your business model, automation is needed to accomplish more with less time and allow your precious human talent to focus on what they do best.

Advertising Balance  - 5/15/2022

Research shows that more diversification in media buys can be beneficial for many furniture retailers.

The Honey Don’t List  - 5/15/2022

There are many habits on and off the sales floor that can kill sales and reduce customer satisfaction.

Next Level Training: Heart of the Sale  - 5/15/2022

Making an engaging product demonstration that builds value, enlightens customers, and convinces them through comparison, helps get the job done.

HFA Reports: CITY Furniture  - 5/15/2022

How to build a retail culture of accountability and performance.

HFA Reports: Perspectives at HFA  - 5/15/2022

Building a retail culture of accountability and performance

The Impact of Emotional Branding  - 5/14/2022

The most powerful way for any home furnishings company to define an experience, says David Blair, is in emotional terms.

Re-Recruiting Works  - 5/14/2022

Consider the benefits of scheduling bite-sized meetings with employees. The value of these ‘stay’ or re-recruiting talks can be huge.

Why Furniture Recommerce?  - 5/14/2022

Furniture recommerce may be the next big thing for furniture retailers who want to tell sustainable stories, acquire new customers and add income from returned items.

Next Level Training: Closing Moxie!  - 3/21/2022

Sol was the best closer in a chain of 23 furniture stores. He passed along the following three selling “moxies” that are still relevant to salespeople today.

HFA Reports: Talent Acquisition  - 3/21/2022

Nine important considerations for designing retail talent acquisition strategies.

Different Perspectives at HFA  - 3/21/2022

Joining HFAs executive committee are RandiLynn Talsma, Salvador Llanos, Jared Simon and Eric Easter.

Editor's Corner: Nothing New Under The Sun  - 3/21/2022

The rebirth of customer service as the customer experience.

Advertising Can Only Take You So Far  - 3/20/2022

Conversations between retailers and ad agencies need to expand beyond questions of creative and media.

Playing the Retail Bowl Game  - 3/20/2022

Retail owners and managers need to have the skills of both professional and college head coaches.

Lock Yourself in the Kitchen  - 3/19/2022

Ideas by way of Jagger and Richards for Furniture World readers to either consider or dismiss.

Design For In-Store Customer Service  - 3/13/2022

Store planner Jennifer Magee looks at ways to re-imagine customer service areas to give shoppers the very best in-store experiences.

Design & Designer: Young Huh  - 3/13/2022

Interior designer Young Huh talks about current trends and how to engage with clients on an emotional level.

Retail Success: Couch Potatoes & Furniture Mall  - 3/13/2022

An unlikely story of grit, faith, and a belief that there is nothing—people or furniture—that cannot be loved or repaired.

Retail Automation  - 3/13/2022

Whatever your business model, automation is needed to accomplish more with less time and allow your precious human talent to focus on what they do best.

Common Sense Approaches to Customer Service  - 1/10/2022

Remove six major roadblocks to providing great customer service that exist in the vast majority of retail furniture stores.

Does Sales Training Matter?  - 1/10/2022

Personnel turnover is high and training costs time and money.

Offer New Employees a 20 Percent Pay Increase  - 1/10/2022

Help to find your next $500,000 to $1 million dollar closer, organize your business and keep fully staffed in this tight job market.

Next Level Training: After Onboarding  - 1/10/2022

Sales training during onboarding often focuses on what’s important to stores. Ongoing training needs to refocus on what’s important to customers.

HFA Reports: What’s Keeping Retailers Up at Night?  - 1/10/2022

The Home Furnishings Association asked its members. Here’s what they said.

HFA Reports  - 1/10/2022

A review of national and local legislative and regulatory activity initiated on behalf of home furnishings retailers.

Editor’s Corner: The Happiest Man in the World  - 1/10/2022

In an environment where delivery disasters, supply snafus, warehouse worries, and cranky customers are the norm, it has to be tough for retail owners and managers to be happy.

Retail Funnel & Path Metrics  - 1/2/2022

Improve the effectiveness of systems and move customers from an initial inquiry to a repeat purchase.

Trust & Delivery Accountability  - 1/2/2022

Steps you can take to provide truthful delivery time estimates by keeping vendors accountable, plus keep sales and delivery personnel informed.

Design & Designer: Patti Carpenter  - 1/1/2022

Product developer and trend analyst Patti Carpenter provides insight into color, retail trends and ways to connect with the value systems of consumers.