Furniture World Magazine Authors

Alyson Hunter Director of Marketing at Whereoware, Alyson Hunter specializes in content marketing, public relations, and lead generation to increase brand awareness and sales. Whereoware is a leading B2B digital agency and software company supporting Furniture and Gift and Home clients for 19 years. Talk to a Whereoware digital expert or get a demo of our Pharos Product Suite, built to solve B2B marketing, sales, and e-commerce challenges. Email Alyson Hunter View all articles by Alyson Hunter
Amitesh Sinha Amitesh Sinha is a technology consultant based in North America. With over 20 years of experience developing and deploying solutions for retail, Sinha has gained a reputation for home furnishing software solutions, furniture software, POS furniture software, and re-engineering of software with extended features. His company, iConnect offers business technology solutions that integrate with most P.O.S. systems to make them more efficient and user-friendly. For more information about this article or any retail technology question contact Amitesh at 703-471-3964, amitesh@iconnectgroup.com or www.iconnectgroup.com. Email Amitesh Sinha View all articles by Amitesh Sinha
Bill Napier & Ed Tashjian Bill and Ed write Furniture World's popular and controversial Point-Counterpoint series. About Bill Napier: Bill Napier is Managing Partner of Napier Marketing Group. He has been the chief marketing officer of several small, medium and large companies throughout his career, most notably Ashley Furniture Industries Inc. Bill is a featured writer and speaker in the retail industry. His passion is to help retail brands & brick mortar retailers grow their businesses by creating, guiding and deploying successful marketing B2B/B2C solutions integrating traditional marketing with the web/social media. His FREE website www.social4retail.com includes hundreds of articles and “how To” strategies. Bill can be reached at; billnapier@napiermkt.com or 612-217-1297. About Ed Tashjian: Tashjian Marketing provides senior marketing leadership to the Home Furnishings Industry. It specializes in business analytics and in helping its clients to segment the market, define and communicate a sustainable differentiated value proposition. Get more information at www.Tashjianmarketing.com or call (828) 855-0100. Email Bill Napier & Ed Tashjian View all articles by Bill Napier & Ed Tashjian
Cathy Finney Cathy Finney, effervescent sales educator, motivator and management consultant was a longtime contributing editor to FURNITURE WORLD Magazine. Cathy helped retail furniture store sales and design associates to turn customers (she called them Fred and Ethel) into clients. An enthusiastic mentor and friend to up-and-coming salespeople, she told them to remember that they are skilled professionals and that “Ethel” needs them to get the best possible result for her room or project. Finney got her start in the furniture business with Ethan Allen where she worked closely with Furniture Hall of Fame member Nathan Ancell. Her company, Ancell Affiliates \"T 'N T" resulted from that close relationship. She passed away at 59 years of age after a long struggle with Multiple Sclerosis. For more information about Cathy and here work email editor@furninfo.com. Email Cathy Finney View all articles by Cathy Finney
Dan Bolger Contributing editor Dan Bolger of The Bolger Group helps companies achieve improved transportation, warehousing and logistics. See many other articles by Dan in the Operations Management article archives on the furninfo.com website. You can send inquiries on any aspect of transportation, warehousing or logistics issues to Dan Bolger care of Furniture World Magazine at dbolger@furninfo.com or call him direct at 740-503-8875. Email Dan Bolger View all articles by Dan Bolger
David Benbow David Benbow, a twenty-three year veteran of the mattress and bedding industry, is owner of Mattress Retail Training Company. Dave’s company offers mattress retailers a full array of retail guidance; from small store management to training retail sales associates (RSAs.) Dave’s many years of hands-on experience as retail sales associate, store manager, sales manager/trainer and store owner of multiple stores in six different American metropolitan areas uniquely qualifies him as an expert in selling bedding at the retail level. David is the author of the recently published book, “How to Win the Battle for Mattress Sales, the Bed Seller’s Manual”. This book is the first book to systematically present a complete, organized, but easily read and understood text book for mattress and bedding retail sales associates, beginner and experienced professional alike. It is a complete training course in one 292 page book. The book can be purchased on-line at http://www.bedsellersmanual.com. He also offers hands-on training classes for retailers on a variety of subjects and issues as well as on-line classes that can be downloaded from the websites mentioned above. David can be contacted via e-mail at dave@bedsellersmanual.com or in person at 361-648-3775. Email David Benbow View all articles by David Benbow
David Lively David Lively, partner at The Lively Merchant, has over 20 years hands-on experience in the home furnishings industry, from the warehouse to the sales floor to the boardroom. He has walked the walk and talked the talk from the family-owned, single-site store to the multi-state, multi-million dollar operation; from sales training to computer programming; from warehouse construction and operations to financial management; from new store construction to complete renovation. Twice named to the "Beyond the Top 100" list of independent retailers and 1997 "Ohio Retailer of the Year," David's wisdom was won on the front lines of a furniture store and his battle scars have given him compassion for counseling today's retail warrior. David’s experience has led him to address the issues of the transfer of authority, responsibility and wealth from one furniture store generation to the next. The surviving legacy of your family business depends on your plan for transition, and David has developed a system for helping to identify goals, strengths and opportunities during this crucial time. Read more of David Lively’s articles for family furniture businesses on the furninfo.com website. You can reach David by calling 740.415.3192 or email him at davidL@furninfo.com. David has offered free phone consultations to any FURNITURE WORLD readers who would like to talk about topics related to family business transition. Email David Lively View all articles by David Lively
David McMahon David McMahon is a Certified Management Accountant and Consultant with PROFITconsulting, a Division of PROFITsystems. Questions about this article, or to request a similar analysis on your financial statements contact him at Davidm@furninfo.com or call 8oo-888-5565. Email David McMahon View all articles by David McMahon
Gordon Hecht Gordon Hecht is Senior Manager-In Store Concepts for Serta Simmons Bedding Company, introducing and expanding bedding business in conventional and non-traditional venues. He started his 30+ years experience in the Home Furnishings industry in Las Vegas, NV as a delivery helper and driver and later served in sales, retail management and consulting roles. Email Gordon Hecht View all articles by Gordon Hecht
Hal McClamma Founder of Integrity Business Coaching, Hal McClamma has over 30-years in the home furnishings, appliance and electronics industry. He has owned successful furniture stores and sleep shops. McClamma has been a distribution center manager, single and multiple store manager and company VP for Havertys Furniture, Barrow Furniture, Maas Brothers, Burdines and Jordan Marsh. Contact Hal at Hal@IntegrityBusinessCoaching.com or call 334.470.9999. Email Hal McClamma View all articles by Hal McClamma
Janet Holt-Johnstone Janet Holt-Johnstone is retail editor at Furniture World Magazine. Email Janet Holt-Johnstone View all articles by Janet Holt-Johnstone
Jeff Giagnocavo About Jeff Giagnocavo: Jeff Giagnocavo is co-owner of the retailer Gardner’s Mattress & More and the co-creator of Mattress Retailer Weekly. Mattress Retailer Weekly is shared with you every week so you can get new customers, stay ahead of your competition and increase your sales tickets. Get your FREE subscription by visiting www.RenegadeMattressRetailer.com or text MRW to 484-303-4300. Email Jeff Giagnocavo View all articles by Jeff Giagnocavo
Jerry Epperson Wallace W. Epperson, Jr. C.F.A, or “Jerry” to his friends, holds an undergraduate degree from the University of Virginia and graduate degree from the College of William & Mary. He is a principal in the investment banking firm Mann, Armistead & Epperson, offering professional corporate financing services to the home furnishings industry. Mr. Epperson’s publishes a monthly newsletter on the home furnishings industry and conducts larger studies on consumer demographics, housing trends, the economy, shifts in furnishings retailing, imports/exports, styling and on specific product trends. He is a frequent speaker at industry events. His furniture research, investment clients and state department visits gave him reasons to travel throughout North America, Europe and Asia. Recognition for his work has included the Distinguished Service Award from the AFMA Association, the Pillar of the Industry from IHFRA, being named to the American Furniture Hall of Fame and others. Questions about this article or about any related area can be directed to Jerry at wwe@maeltd.com. Email Jerry Epperson View all articles by Jerry Epperson
Joe Capillo Joe Capillo is a 41 year career veteran, experienced in managing and consulting with furniture retail operations. He is also a contributing editor for Furniture World Magazine. He is a contributing editor to FURNITURE WORLD and a frequent speaker at industry functions. See all of Joe’s articles on the furninfo.com website. Email Joe Capillo View all articles by Joe Capillo
Karen Florence Karen Florence is a Certified Professional Coach and founder of Tabula Rasa Coaching, a coaching firm that specializes in transformational coaching for individuals as well as organizations. She works with people who want to explore their lives in a deeper way to create change in their personal, business and spiritual challenges. Karen has worked with CEO's and high level executives around the world, coaching, mentoring and consulting. She has worked one-on-one with executives from Pierce Global Promotions, Pinnacle Foods, Jaguar Land Rover, The Disney Channel, BBDO Russia, New York Life, The St. Croix Foundation, Volvo Italia, Prudential Life, Intel and The Learning Channel among others. When working with Karen, clients’ lives change. With her unique way of digging for the truth and finding the answers within her clients, doors open and circumstances change. Karen's keen intuition and curiosity often helps the truth to bubble up in surprising ways, allowing her clients to see themselves as whole and resourceful individuals moving forward into all that is possible. Questions about this article or related to her consulting practice can be directed to Karen Florence at kfmcmullen@gmail.com, or call 610.228.4145. Email Karen Florence View all articles by Karen Florence
Katherine Andes Email Katherine Andes View all articles by Katherine Andes
Kevin Lawrence Kevin Lawrence is vice president, sales and marketing for Versatile Credit, the leading provider of in-store, self-service credit application solutions. Email Kevin Lawrence View all articles by Kevin Lawrence
Lance Hanish Email Lance Hanish View all articles by Lance Hanish
Larry Mullins Larry Mullins is a contributing editor for Furniture World and has 30+ years of experience on the front lines of furniture marketing. Larry’s mainstream executive experience, his creative work with promotion specialists, and mastery of advertising principles have established him as one of the foremost experts in furniture marketing. His affordable High-Impact programs produce legendary results for everything from cash raising events to profitable exit strategies. His newest books, THE METAVALUES BREAKTHROUGH and IMMATURE PEOPLE WITH POWER… How to Handle Them have recently been released by Morgan James Publishing. Joe Girard, “The World’s Greatest Salesman” said of this book: “If I had read Larry Mullins’ book when I started out, I would have reached the top much sooner than I did.” Larry is founder and CEO of UltraSales, Inc. and can be reached directly at 904.794.9212 or at Larrym@furninfo.com. See more articles by Larry at www.furninfo.com or www.ultrasales.com. Email Larry Mullins View all articles by Larry Mullins
Larry Schneiderman Larry Schneiderman is the CEO of the six-store Minnesota-based retailer Schneiderman’s Furniture. He sold his first piece of furniture when he was fifteen and has been hooked ever since. Don’t ask him when he’s going to retire—they don’t have a treatment facility equipped for his kind of customer-service addiction. He is the author of the recently published book, “Call Of The Couch: A Family’s Love Affair With It’s Business.” Says Brian Tracy, the best-selling author, entrepreneur, and business development consultant, “This book tells a memorable and rich story of success in business, lessons learned, and the wisdom that every person can apply.” Comments about this article or questions can be addressed to www.larryschneiderman.com. Offer for Furniture World Readers: Larry’s book is available for sale through www.larryschneiderman.com with a $5 off coupon for Furniture World Readers. Email Larry Schneiderman View all articles by Larry Schneiderman
Lisa Cody Lisa Cody, VP Marketing, Twin Star Home, has over 25 years of consumer-focused marketing expertise with Fortune 500 companies. Lisa’s focus is leading a consumer-centric team that delivers creative solutions to drive growth for retailers and Twin Star Home, the market leader in electric fireplaces. Email Lisa Cody View all articles by Lisa Cody
Liz Castells-Heard Liz Castells-Heard is a 'tell it like it is' strategic thought leader and industry force with a Stanford MBA, finance and psychology training, 37 years of Multicultural, GM and Client experience with hundreds of brands, and unique brand of 'brains, heart and grit' with her analytical acumen, diverse skill-set, energetic style, solid values, and fearlessness. Email Liz Castells-Heard View all articles by Liz Castells-Heard
Margo DeGange, M.Ed. Margo DeGange, M.Ed. is a Business Empowerment Coach, and frequent contributor to Furniture World Magazine on retail sales, interior design and marketing topics. She is the creator of the Twelve Step Go Build a Biz Marketing Program (http://www.GoBuildABiz.com) for a Thriving & Profitable Business Fast! Margo is totally committed to your wild success. She’ll mentor & coach you to get crystal clear on your most ideal target client, connect to them with a magnetic marketing message, establish your unique (and empowering ) value position, build trust through amazing offers and information, and close the sale almost effortlessly. Questions about this article can be directed to editor@furninfo.com or Visit www.MargoDeGange.com for products, programs and coaching to put YOU on the map! Email Margo DeGange, M.Ed. View all articles by Margo DeGange, M.Ed.
Matt Stewart Matt Stewart is co-founder of College Works Painting (www.collegeworks.com), which provides real-world business experience for thousands of college students each year. The award-winning program also offers high-quality house-painting services for homeowners. Email Matt Stewart View all articles by Matt Stewart
Melissa Galt Melissa Galt is a sales generating, referral building, relationship maker who doesn’t just show you and your design team what to do, but leads you through a remarkable experience that will forever change how you do business. You’ll be able to ditch the clichéd sales speak and been-there-done-that strategies that haven’t been working and step into genuine engagement that gets rave results. Melissa is your resource for increasing sales by design. Schedule an in-depth discovery session today. The insights you’ll gain will provide immediate clarity, confidence, and opportunity. Email Melissa Galt View all articles by Melissa Galt
Michael Greene Michael Green a.k.a. Grandpa Mike-e-e! at 90 is a former furniture retailer, author, playwright and past contributor to a well known furniture news publication. He currently writes a weekly column for Furniture World’s e-newsmagazine (subscribe by going to www.furninfo.com). Got a question? Got a comment? Great!! E-mail: grandpamike-e-e!@furninfo.com And, see the new YouTube music video staring Grandpa Mike-e-e! with his granddaughter Becca in a supporting role at http://bitly.com/qALkrX. Email Michael Greene View all articles by Michael Greene
Mike Petersen About Mike Petersen: Dr. Mike Petersen is the president and co-founder of The Furniture Training Company (FTC). Mike's extensive educational background in learning and teaching is why FTC is able to create instruction that actually changes behavior and improves sales success. About The Furniture Training Company: Designed to improve sales success, the Furniture Training Company's online sales training program has been used in more than 1,000 retail locations by over 30,000 salespeople. FTC is the creator of custom sales training for such notable companies as Klaussner, Cozzia, Guardsman, and O.W. Lee. Mike Petersen can be reached by calling 866-755-5996 or emailing mikep@furnituretraining company.com. Email Mike Petersen View all articles by Mike Petersen
Mike Rittler Email Mike Rittler View all articles by Mike Rittler
Mike Root Mike Root is President of Furniture Sales of Mid-America (www.furnituresales.biz), a furniture wholesale and rep company in the Midwest and Rocky Mountain states. His perspective is one of a third generation furniture guy who has been involved in many aspects of the furniture business including furniture retail, wholesale and rental. Mike has his finger on the pulse of the industry by serving on the Executive Committee of the International Home Furnishings Representative’s Association (IHFRA) as well as the CQRID Advisory Board of the Interior Design Society. Mike has been recognized by the Small Business Administration, the Omaha Chamber of Commerce, and numerous national furniture factories for sales and marketing excellence. Mike helps furniture retailers and factories through his company, Get Customers Right Now build their sales through the use of low cost and no cost direct response marketing strategies including online marketing and social media. If you have questions about this article or other marketing topics, email mroot@furninfo.com or visit www.MikeRoot.com. Email Mike Root View all articles by Mike Root
Monte Lee Monte Lee is a Regional Manager for Service Lamp Corporation, a distributor of lighting products such as fixtures, bulbs, plus lighting consulting and design services for retailers. Inquiries on any aspect of furniture store lighting can be sent to Monte care of FURNITURE WORLD at mlee@furninfo.com. See all of Monte Lee’s articles on store lighting posted to the Operations Management article archives on the furninfo.com website. Email Monte Lee View all articles by Monte Lee
Nic Ledoux Email Nic Ledoux View all articles by Nic Ledoux
Pam Danziger About Pam Danziger: Pamela N. Danziger is an internationally recognized expert specializing in consumer insights for marketers targeting the affluent consumer segment. She is president of Unity Marketing, a boutique marketing consulting firm she founded in 1992 where she leads with research to provide brands with actionable insights into the minds of their most profitable customers. She is also a founding partner in Retail Rescue, a firm that provides retailers with advice, mentoring and support in Marketing, Management, Merchandising, Operations, Service and Selling. A prolific writer, she is the author of eight books including Shops that POP! 7 Steps to Extraordinary Retail Success, written about and for independent retailers. She is a contributor to The Robin Report and Forbes.com. Pam is frequently called on to share new insights with audiences and business leaders all over the world. Contact her at pam@unitymarketingonline.com. Email Pam Danziger View all articles by Pam Danziger
Paula Fogarty AA Phi Beta Kappa graduate of Wofford College and art history honors M.A. graduate of Savannah College of Art and Design, Paula S. Fogarty’s professional career has focused on upper-level management in marketing, design, finance, and operations. As President of Kindel Furniture Company, Paula innovated product lines and streamlined operations for greater profitability. As owner of her own marketing and strategic consulting firm, Paula Scott Unlimited, Paula assists both established brands and start-ups in creating consistent communications across all channels. She is currently developing furniture collections that address the needs of the female consumer. Currently a freelance writer, Paula’s blog for Metropolis Magazine follows her book research on the role of women in the American furniture industry. She has written for Chair Culture, Connect Savannah, and served as Managing Editor for South magazine Paula has served as Board Chair of the Irish Georgian Society, The Center for Environmental Study, and The David Wolcott Kendall Memorial Foundation. She is a current board member of the Bernice Bienenstock Furniture Library, American Society of Furniture Designers, Rape Crisis Center of Savannah, Coastal Jazz Association, and Emergent Structures. She lives in Savannah with her Jack Russell Terrier, Charles. Email Paula Fogarty View all articles by Paula Fogarty
Peter A. Marino Corporate trainer, educator and speaker Dr. Peter A. Marino has written extensively on sales training techniques and their furniture retailing applications. Scores of his articles are posted to the "Sales Skill Index" on furninfo.com. He is available for in-store training, and speaking. Email Peter A. Marino View all articles by Peter A. Marino
Peter Palmer Peter Palmer is a sleep expert with over 15 years of experience in the field, and his mission is to find the perfect recipe for a restful sleep. He also collaborates with Topmattress.com in a desire to educate people about the importance of high-quality mattresses for a good night’s sleep. Email Peter Palmer View all articles by Peter Palmer
Peter Schlosser Peter Schlosser is a quality control manager living in middle Tennessee. He is a contributing editor to Furniture World where he writes about service, repair and backend operations. Questions on any aspect of this article or furniture repair can be directed to Peter Schlossser at pschlosser@furninfo.com. Email Peter Schlosser View all articles by Peter Schlosser
Ray Morefield Ray Morefield has been affiliated with leading corporations in the housewares, hardware and coatings industries. He has also served other industries in an advisory capacity through Common Goals, Inc. Questions or comments can be sent to him by emailing editor@furninfo.com. Email Ray Morefield View all articles by Ray Morefield
Rene´Johnston-Gingrich Rene´Johnston-Gingrich is Vice President of Training Development for the Profitability Consulting Group, specializing in delivering the programs Design Trac: Design Skills for Retail Sales People and Sales Trac III: In Home Selling. Rene’ has owned and operated an interior design firm for 17 years and now works with organizations to ensure they have the best possible team environment. Rene´ served as a regular columnist for The Lewiston Tribune Business Profile and is an adjunct faculty member of Lewis-Clark State College’s Business Division. Rene' has a Bachelor of Fine Arts Degree in Interior Planning and Design and a Master’s Degree in Adult Education and Human Resource Development. She can be contacted at reneg@profitabilityconsulting.com. Email Rene´Johnston-Gingrich View all articles by Rene´Johnston-Gingrich
Russell Bienenstock Russell Bienenstock is Editor-in-Chief of Furniture World Magazine, founded 1870. Comments can be directed to him at editor@furninfo.com. Email Russell Bienenstock View all articles by Russell Bienenstock
Scott Hill Scott Hill is the Executive Chairman & Co-Founder, PERQ Email Scott Hill View all articles by Scott Hill
Stephen J Wisocky Stephen J. Wisocky, Home Furnishings Insurance Group President, has over 30 years of experience as a property and casualty insurance broker. He began with the home furnishings industry in 1986. In January 2004 Stephen created HFIG whose mission is exceptional service to the home furnishings industry with the most competitive and comprehensive insurance products. For many years Stephen has been the trusted insurance advisor for National Home Furnishings Association (NHFA), International Home Furnishings Representatives Association (IHFRA), Interior Design Society (IDS) and Tri-State Home Furnishings Association (TSHFA). In 2011 he was named a Dean of IHFRA, and earlier received from TSHFA their President’s Award. Both honors were given in recognition of his accomplishments and dedication to the home furnishings industry. Questions about this article or any insurance related topic or issue can be directed to Steve at 610-366-0105 or email stevew@furninfo.com. Email Stephen J Wisocky View all articles by Stephen J Wisocky

Alyson Hunter

Director of Marketing at Whereoware, Alyson Hunter specializes in content marketing, public relations, and lead generation to increase brand awareness and sales. Whereoware is a leading B2B digital agency and software company supporting Furniture and Gift and Home clients for 19 years. Talk to a Whereoware digital expert or get a demo of our Pharos Product Suite, built to solve B2B marketing, sales, and e-commerce challenges.

Email Alyson Hunter

View all articles by Alyson Hunter

Amitesh Sinha

Amitesh Sinha is a technology consultant based in North America. With over 20 years of experience developing and deploying solutions for retail, Sinha has gained a reputation for home furnishing software solutions, furniture software, POS furniture software, and re-engineering of software with extended features. His company, iConnect offers business technology solutions that integrate with most P.O.S. systems to make them more efficient and user-friendly. For more information about this article or any retail technology question contact Amitesh at 703-471-3964, amitesh@iconnectgroup.com or www.iconnectgroup.com. Email Amitesh Sinha

View all articles by Amitesh Sinha

Bill Napier & Ed Tashjian

Bill and Ed write Furniture World's popular and controversial Point-Counterpoint series.

About Bill Napier: Bill Napier is Managing Partner of Napier Marketing Group. He has been the chief marketing officer of several small, medium and large companies throughout his career, most notably Ashley Furniture Industries Inc. Bill is a featured writer and speaker in the retail industry. His passion is to help retail brands & brick mortar retailers grow their businesses by creating, guiding and deploying successful marketing B2B/B2C solutions integrating traditional marketing with the web/social media. His FREE website www.social4retail.com includes hundreds of articles and “how To” strategies. Bill can be reached at; billnapier@napiermkt.com or 612-217-1297.

About Ed Tashjian: Tashjian Marketing provides senior marketing leadership to the Home Furnishings Industry. It specializes in business analytics and in helping its clients to segment the market, define and communicate a sustainable differentiated value proposition. Get more information at www.Tashjianmarketing.com or call (828) 855-0100.

Email Bill Napier & Ed Tashjian

View all articles by Bill Napier & Ed Tashjian

Cathy Finney

Cathy Finney, effervescent sales educator, motivator and management consultant was a longtime contributing editor to FURNITURE WORLD Magazine. Cathy helped retail furniture store sales and design associates to turn customers (she called them Fred and Ethel) into clients. An enthusiastic mentor and friend to up-and-coming salespeople, she told them to remember that they are skilled professionals and that “Ethel” needs them to get the best possible result for her room or project.

Finney got her start in the furniture business with Ethan Allen where she worked closely with Furniture Hall of Fame member Nathan Ancell. Her company, Ancell Affiliates \"T 'N T" resulted from that close relationship. She passed away at 59 years of age after a long struggle with Multiple Sclerosis. For more information about Cathy and here work email editor@furninfo.com.

Email Cathy Finney

View all articles by Cathy Finney

Dan Bolger

Contributing editor Dan Bolger of The Bolger Group helps companies achieve improved transportation, warehousing and logistics. See many other articles by Dan in the Operations Management article archives on the furninfo.com website. You can send inquiries on any aspect of transportation, warehousing or logistics issues to Dan Bolger care of Furniture World Magazine at dbolger@furninfo.com or call him direct at 740-503-8875. Email Dan Bolger

View all articles by Dan Bolger

David Benbow

David Benbow, a twenty-three year veteran of the mattress and bedding industry, is owner of Mattress Retail Training Company. Dave’s company offers mattress retailers a full array of retail guidance; from small store management to training retail sales associates (RSAs.) Dave’s many years of hands-on experience as retail sales associate, store manager, sales manager/trainer and store owner of multiple stores in six different American metropolitan areas uniquely qualifies him as an expert in selling bedding at the retail level.

David is the author of the recently published book, “How to Win the Battle for Mattress Sales, the Bed Seller’s Manual”. This book is the first book to systematically present a complete, organized, but easily read and understood text book for mattress and bedding retail sales associates, beginner and experienced professional alike. It is a complete training course in one 292 page book. The book can be purchased on-line at http://www.bedsellersmanual.com.

He also offers hands-on training classes for retailers on a variety of subjects and issues as well as on-line classes that can be downloaded from the websites mentioned above.

David can be contacted via e-mail at dave@bedsellersmanual.com or in person at 361-648-3775. Email David Benbow

View all articles by David Benbow

David Lively

David Lively, partner at The Lively Merchant, has over 20 years hands-on experience in the home furnishings industry, from the warehouse to the sales floor to the boardroom. He has walked the walk and talked the talk from the family-owned, single-site store to the multi-state, multi-million dollar operation; from sales training to computer programming; from warehouse construction and operations to financial management; from new store construction to complete renovation. Twice named to the "Beyond the Top 100" list of independent retailers and 1997 "Ohio Retailer of the Year," David's wisdom was won on the front lines of a furniture store and his battle scars have given him compassion for counseling today's retail warrior. David’s experience has led him to address the issues of the transfer of authority, responsibility and wealth from one furniture store generation to the next. The surviving legacy of your family business depends on your plan for transition, and David has developed a system for helping to identify goals, strengths and opportunities during this crucial time.
Read more of David Lively’s articles for family furniture businesses on the furninfo.com website. You can reach David by calling 740.415.3192 or email him at davidL@furninfo.com. David has offered free phone consultations to any FURNITURE WORLD readers who would like to talk about topics related to family business transition. Email David Lively

View all articles by David Lively

David McMahon

David McMahon is a Certified Management Accountant and Consultant with PROFITconsulting, a Division of PROFITsystems. Questions about this article, or to request a similar analysis on your financial statements contact him at Davidm@furninfo.com or call 8oo-888-5565.
Email David McMahon

View all articles by David McMahon

Gordon Hecht

Gordon Hecht is Senior Manager-In Store Concepts for Serta Simmons Bedding Company, introducing and expanding bedding business in conventional and non-traditional venues. He started his 30+ years experience in the Home Furnishings industry in Las Vegas, NV as a delivery helper and driver and later served in sales, retail management and consulting roles. Email Gordon Hecht

View all articles by Gordon Hecht

Hal McClamma

Founder of Integrity Business Coaching, Hal McClamma has over 30-years in the home furnishings, appliance and electronics industry. He has owned successful furniture stores and sleep shops. McClamma has been a distribution center manager, single and multiple store manager and company VP for Havertys Furniture, Barrow Furniture, Maas Brothers, Burdines and Jordan Marsh. Contact Hal at Hal@IntegrityBusinessCoaching.com or call 334.470.9999. Email Hal McClamma

View all articles by Hal McClamma

Janet Holt-Johnstone

Janet Holt-Johnstone is retail editor at Furniture World Magazine. Email Janet Holt-Johnstone

View all articles by Janet Holt-Johnstone

Jeff Giagnocavo

About Jeff Giagnocavo: Jeff Giagnocavo is co-owner of the retailer Gardner’s Mattress & More and the co-creator of Mattress Retailer Weekly. Mattress Retailer Weekly is shared with you every week so you can get new customers, stay ahead of your competition and increase your sales tickets. Get your FREE subscription by visiting www.RenegadeMattressRetailer.com or text MRW to 484-303-4300. Email Jeff Giagnocavo

View all articles by Jeff Giagnocavo

Jerry Epperson

Wallace W. Epperson, Jr. C.F.A, or “Jerry” to his friends, holds an undergraduate degree from the University of Virginia and graduate degree from the College of William & Mary. He is a principal in the investment banking firm Mann, Armistead & Epperson, offering professional corporate financing services to the home furnishings industry.

Mr. Epperson’s publishes a monthly newsletter on the home furnishings industry and conducts larger studies on consumer demographics, housing trends, the economy, shifts in furnishings retailing, imports/exports, styling and on specific product trends. He is a frequent speaker at industry events.

His furniture research, investment clients and state department visits gave him reasons to travel throughout North America, Europe and Asia. Recognition for his work has included the Distinguished Service Award from the AFMA Association, the Pillar of the Industry from IHFRA, being named to the American Furniture Hall of Fame and others. Questions about this article or about any related area can be directed to Jerry at wwe@maeltd.com. Email Jerry Epperson

View all articles by Jerry Epperson

Joe Capillo

Joe Capillo is a 41 year career veteran, experienced in managing and consulting with furniture retail operations. He is also a contributing editor for Furniture World Magazine. He is a contributing editor to FURNITURE WORLD and a frequent speaker at industry functions. See all of Joe’s articles on the furninfo.com website.
Email Joe Capillo

View all articles by Joe Capillo

Karen Florence

Karen Florence is a Certified Professional Coach and founder of Tabula Rasa Coaching, a coaching firm that specializes in transformational coaching for individuals as well as organizations. She works with people who want to explore their lives in a deeper way to create change in their personal, business and spiritual challenges.

Karen has worked with CEO's and high level executives around the world, coaching, mentoring and consulting. She has worked one-on-one with executives from Pierce Global Promotions, Pinnacle Foods, Jaguar Land Rover, The Disney Channel, BBDO Russia, New York Life, The St. Croix Foundation, Volvo Italia, Prudential Life, Intel and The Learning Channel among others.

When working with Karen, clients’ lives change. With her unique way of digging for the truth and finding the answers within her clients, doors open and circumstances change. Karen's keen intuition and curiosity often helps the truth to bubble up in surprising ways, allowing her clients to see themselves as whole and resourceful individuals moving forward into all that is possible.

Questions about this article or related to her consulting practice can be directed to Karen Florence at kfmcmullen@gmail.com, or call 610.228.4145. Email Karen Florence

View all articles by Karen Florence

Katherine Andes

Email Katherine Andes

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Kevin Lawrence

Kevin Lawrence is vice president, sales and marketing for Versatile Credit, the leading provider of in-store, self-service credit application solutions. Email Kevin Lawrence

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Lance Hanish

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Larry Mullins

Larry Mullins is a contributing editor for Furniture World and has 30+ years of experience on the front lines of furniture marketing. Larry’s mainstream executive experience, his creative work with promotion specialists, and mastery of advertising principles have established him as one of the foremost experts in furniture marketing. His affordable High-Impact programs produce legendary results for everything from cash raising events to profitable exit strategies. His newest books, THE METAVALUES BREAKTHROUGH and IMMATURE PEOPLE WITH POWER… How to Handle Them have recently been released by Morgan James Publishing. Joe Girard, “The World’s Greatest Salesman” said of this book: “If I had read Larry Mullins’ book when I started out, I would have reached the top much sooner than I did.” Larry is founder and CEO of UltraSales, Inc. and can be reached directly at 904.794.9212 or at Larrym@furninfo.com. See more articles by Larry at www.furninfo.com or www.ultrasales.com. Email Larry Mullins

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Larry Schneiderman

Larry Schneiderman is the CEO of the six-store Minnesota-based retailer Schneiderman’s Furniture. He sold his first piece of furniture when he was fifteen and has been hooked ever since. Don’t ask him when he’s going to retire—they don’t have a treatment facility equipped for his kind of customer-service addiction. He is the author of the recently published book, “Call Of The Couch: A Family’s Love Affair With It’s Business.” Says Brian Tracy, the best-selling author, entrepreneur, and business development consultant, “This book tells a memorable and rich story of success in business, lessons learned, and the wisdom that every person can apply.”

Comments about this article or questions can be addressed to www.larryschneiderman.com.
Offer for Furniture World Readers: Larry’s book is available for sale through www.larryschneiderman.com with a $5 off coupon for Furniture World Readers. Email Larry Schneiderman

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Lisa Cody

Lisa Cody, VP Marketing, Twin Star Home, has over 25 years of consumer-focused marketing expertise with Fortune 500 companies. Lisa’s focus is leading a consumer-centric team that delivers creative solutions to drive growth for retailers and Twin Star Home, the market leader in electric fireplaces. Email Lisa Cody

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Liz Castells-Heard

Liz Castells-Heard is a 'tell it like it is' strategic thought leader and industry force with a Stanford MBA, finance and psychology training, 37 years of Multicultural, GM and Client experience with hundreds of brands, and unique brand of 'brains, heart and grit' with her analytical acumen, diverse skill-set, energetic style, solid values, and fearlessness. Email Liz Castells-Heard

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Margo DeGange, M.Ed.

Margo DeGange, M.Ed. is a Business Empowerment Coach, and frequent contributor to Furniture World Magazine on retail sales, interior design and marketing topics. She is the creator of the Twelve Step Go Build a Biz Marketing Program (http://www.GoBuildABiz.com) for a Thriving & Profitable Business Fast! Margo is totally committed to your wild success. She’ll mentor & coach you to get crystal clear on your most ideal target client, connect to them with a magnetic marketing message, establish your unique (and empowering ) value position, build trust through amazing offers and information, and close the sale almost effortlessly. Questions about this article can be directed to editor@furninfo.com or Visit www.MargoDeGange.com for products, programs and coaching to put YOU on the map!
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Matt Stewart

Matt Stewart is co-founder of College Works Painting (www.collegeworks.com), which provides real-world business experience for thousands of college students each year. The award-winning program also offers high-quality house-painting services for homeowners. Email Matt Stewart

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Melissa Galt

Melissa Galt is a sales generating, referral building, relationship maker who doesn’t just show you and your design team what to do, but leads you through a remarkable experience that will forever change how you do business. You’ll be able to ditch the clichéd sales speak and been-there-done-that strategies that haven’t been working and step into genuine engagement that gets rave results.

Melissa is your resource for increasing sales by design. Schedule an in-depth discovery session today. The insights you’ll gain will provide immediate clarity, confidence, and opportunity.
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Michael Greene

Michael Green a.k.a. Grandpa Mike-e-e! at 90 is a former furniture retailer, author, playwright and past contributor to a well known furniture news publication. He currently writes a weekly column for Furniture World’s e-newsmagazine (subscribe by going to www.furninfo.com). Got a question? Got a comment? Great!! E-mail: grandpamike-e-e!@furninfo.com And, see the new YouTube music video staring Grandpa Mike-e-e! with his granddaughter Becca in a supporting role at http://bitly.com/qALkrX.

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Mike Petersen

About Mike Petersen: Dr. Mike Petersen is the president and co-founder of The Furniture Training Company (FTC). Mike's extensive educational background in learning and teaching is why FTC is able to create instruction that actually changes behavior and improves sales success.

About The Furniture Training Company: Designed to improve sales success, the Furniture Training Company's online sales training program has been used in more than 1,000 retail locations by over 30,000 salespeople. FTC is the creator of custom sales training for such notable companies as Klaussner, Cozzia, Guardsman, and O.W. Lee.

Mike Petersen can be reached by calling 866-755-5996 or emailing mikep@furnituretraining
company.com.

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Mike Rittler

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Mike Root

Mike Root is President of Furniture Sales of Mid-America (www.furnituresales.biz), a furniture wholesale and rep company in the Midwest and Rocky Mountain states. His perspective is one of a third generation furniture guy who has been involved in many aspects of the furniture business including furniture retail, wholesale and rental. Mike has his finger on the pulse of the industry by serving on the Executive Committee of the International Home Furnishings Representative’s Association (IHFRA) as well as the CQRID Advisory Board of the Interior Design Society.

Mike has been recognized by the Small Business Administration, the Omaha Chamber of Commerce, and numerous national furniture factories for sales and marketing excellence. Mike helps furniture retailers and factories through his company, Get Customers Right Now build their sales through the use of low cost and no cost direct response marketing strategies including online marketing and social media. If you have questions about this article or other marketing topics, email mroot@furninfo.com or visit www.MikeRoot.com. Email Mike Root

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Monte Lee

Monte Lee is a Regional Manager for Service Lamp Corporation, a distributor of lighting products such as fixtures, bulbs, plus lighting consulting and design services for retailers. Inquiries on any aspect of furniture store lighting can be sent to Monte care of FURNITURE WORLD at mlee@furninfo.com. See all of Monte Lee’s articles on store lighting posted to the Operations Management article archives on the furninfo.com website. Email Monte Lee

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Nic Ledoux

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Pam Danziger

About Pam Danziger: Pamela N. Danziger is an internationally recognized expert specializing in consumer insights for marketers targeting the affluent consumer segment. She is president of Unity Marketing, a boutique marketing consulting firm she founded in 1992 where she leads with research to provide brands with actionable insights into the minds of their most profitable customers.

She is also a founding partner in Retail Rescue, a firm that provides retailers with advice, mentoring and support in Marketing, Management, Merchandising, Operations, Service and Selling.

A prolific writer, she is the author of eight books including Shops that POP! 7 Steps to Extraordinary Retail Success, written about and for independent retailers. She is a contributor to The Robin Report and Forbes.com. Pam is frequently called on to share new insights with audiences and business leaders all over the world. Contact her at pam@unitymarketingonline.com.
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Paula Fogarty

AA Phi Beta Kappa graduate of Wofford College and art history honors M.A. graduate of Savannah College of Art and Design, Paula S. Fogarty’s professional career has focused on upper-level management in marketing, design, finance, and operations. As President of Kindel Furniture Company, Paula innovated product lines and streamlined operations for greater profitability.

As owner of her own marketing and strategic consulting firm, Paula Scott Unlimited, Paula assists both established brands and start-ups in creating consistent communications across all channels. She is currently developing furniture collections that address the needs of the female consumer.

Currently a freelance writer, Paula’s blog for Metropolis Magazine follows her book research on the role of women in the American furniture industry. She has written for Chair Culture, Connect Savannah, and served as Managing Editor for South magazine Paula has served as Board Chair of the Irish Georgian Society, The Center for Environmental Study, and The David Wolcott Kendall Memorial Foundation. She is a current board member of the Bernice Bienenstock Furniture Library, American Society of Furniture Designers, Rape Crisis Center of Savannah, Coastal Jazz Association, and Emergent Structures. She lives in Savannah with her Jack Russell Terrier, Charles. Email Paula Fogarty

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Peter A. Marino

Corporate trainer, educator and speaker Dr. Peter A. Marino has written extensively on sales training techniques and their furniture retailing applications. Scores of his articles are posted to the "Sales Skill Index" on furninfo.com. He is available for in-store training, and speaking.
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Peter Palmer

Peter Palmer is a sleep expert with over 15 years of experience in the field, and his mission is to find the perfect recipe for a restful sleep. He also collaborates with Topmattress.com in a desire to educate people about the importance of high-quality mattresses for a good night’s sleep. Email Peter Palmer

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Peter Schlosser

Peter Schlosser is a quality control manager living in middle Tennessee. He is a contributing editor to Furniture World where he writes about service, repair and backend operations. Questions on any aspect of this article or furniture repair can be directed to Peter Schlossser at pschlosser@furninfo.com.

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Ray Morefield

Ray Morefield has been affiliated with leading corporations in the housewares, hardware and coatings industries. He has also served other industries in an advisory capacity through Common Goals, Inc. Questions or comments can be sent to him by emailing editor@furninfo.com.

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Rene´Johnston-Gingrich

Rene´Johnston-Gingrich is Vice President of Training Development for the Profitability Consulting Group, specializing in delivering the programs Design Trac: Design Skills for Retail Sales People and Sales Trac III: In Home Selling. Rene’ has owned and operated an interior design firm for 17 years and now works with organizations to ensure they have the best possible team environment.

Rene´ served as a regular columnist for The Lewiston Tribune Business Profile and is an adjunct faculty member of Lewis-Clark State College’s Business Division. Rene' has a Bachelor of Fine Arts Degree in Interior Planning and Design and a Master’s Degree in Adult Education and Human Resource Development. She can be contacted at reneg@profitabilityconsulting.com. Email Rene´Johnston-Gingrich

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Russell Bienenstock

Russell Bienenstock is Editor-in-Chief of Furniture World Magazine, founded 1870. Comments can be directed to him at editor@furninfo.com. Email Russell Bienenstock

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Scott Hill

Scott Hill is the Executive Chairman & Co-Founder, PERQ Email Scott Hill

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Stephen J Wisocky

Stephen J. Wisocky, Home Furnishings Insurance Group President, has over 30 years of experience as a property and casualty insurance broker. He began with the home furnishings industry in 1986.
In January 2004 Stephen created HFIG whose mission is exceptional service to the home furnishings industry with the most competitive and comprehensive insurance products.

For many years Stephen has been the trusted insurance advisor for National Home Furnishings Association (NHFA), International Home Furnishings Representatives Association (IHFRA), Interior Design Society (IDS) and Tri-State Home Furnishings Association (TSHFA). In 2011 he was named a Dean of IHFRA, and earlier received from TSHFA their President’s Award. Both honors were given in recognition of his accomplishments and dedication to the home furnishings industry.

Questions about this article or any insurance related topic or issue can be directed to Steve at 610-366-0105 or email stevew@furninfo.com. Email Stephen J Wisocky

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Over 149 Years of Service to the Furniture Industry