Furniture World Articles by
There are many habits on and off the sales floor that can kill sales and reduce customer satisfaction.
Retail owners and managers need to have the skills of both professional and
college head coaches.
Help to find your next $500,000 to $1 million dollar closer, organize your business and keep fully staffed in this tight job market.
Create the options you need today, rehearse them with your sales team and keep your ‘Gotham’ safe, secure and viable.
Slasher film characters like Michael Myers come back from the dead in sequel after sequel, but customer issue resolution need not be a series of horror stories
One exceptional salesperson wrote the equivalent of $10,000 every day in 2020, selling furniture and mattresses.
Ringing the register with incrementally higher sales tickets results in pay raises all the way around.
Free delivery and give-a-ways like free pillows and protectors do more harm than just eroding margins. They lessen perceived value.
Gordon Hecht chats with a 2,000-year-old man about his experiences in the furniture industry over the past 150 years.
Eight simple steps to improve the effectiveness of your sales meetings.
A true detective story about finding the right questions to ask to make that all-important mattress sale.
Grabbing back the sale from an online or down the street retail competitor can be fun.
A post COVID-19 fairy tale from the pages of the Brothers Grim starring your very own sales team.
Things you can do to respond when a large competitor goes out with a bang instead of a whimper.
You only need to look at the innovators and disruptors in our world to see the value in asking WHY.
Many store owners claim that their sales teams are knowledgeable and
Advice from a half- dozen half pints that may just help you grow your retail furniture business.
Take a few cues from Jeopardy's big winner James Holzhauer, and you just might WIN BIG at retail!
Even the best retail marketers often miss the mark on the #1 target group that can affect an up or down swing in a home furnishings store business.
Can you come up with an off-the-wall promotion to boost bedding sales?
Chances are pretty good that William Shakespeare never shopped at a mattress store...
Six retail tools you should take out of your tool box to make sure physical assets, policies and procedures can do a good job for you in 2019.
How to hire the best and most loyal employees in today's tight job market.
A list of seven poor retail habits RSAs hang onto, but give your shoppers a negative impression.
How to make the job of sales the EASIEST high paying position in your company.
Although a pie is finite, retailers can expand their market from a large to extra-large with pepperoni!
RSAs may think a month ahead, and managers may think a year ahead, savvy business people are thinking about 2023.
What can you learn about target marketing from Taco Bell, Amazon and The Big Bang Theory?
Sure, it’s not even Halloween, but here are some planning tips for a happy and successful 2018.
Five steps to help your people develop better phone skills and get rid of phone system features that annoy customers.
Five steps to help retail sales associates serve customers like millionaires so they might become one.
A true retail partner will offer initiatives and programs to help you SELL.
They say “time is money”, but that’s not always true at retail.
As we flip from this year to the next, it’s a great time to get advice from Gordon Hecht for 2017’s Game Plan.
How to grow your business by turning employee leaders Into owners.
The Furniture Godfather once again answers your tough questions about life in the furniture industry.
It takes more than talent/ drive to make it to the BIGS, plus luck, the right team, no injuries, and good coaching.
Every day your service or sales teams end phone calls without suggesting a solution or invitation.
Rules to live by that will help you to build your business, ignite your passion and reduce your level of stress.
Gordon Hecht stakes his reputation on these predictions for what you are certain to see in terms of retail traffic, sales,
government regulations and even major weather disruptions in 2016.
Anticipate these common but often ignored needs that can hinder the pathway to completing a sale.
Avoid them and your business can flourish. Ignore them, and you may lose your retail soul!
Millennials think and shop differently than Baby Boomers and Generation X. Here’s what you need to know.
Planning a BIG EVENT is a lot like planning a wedding. It takes time, thought, and budgeting. Here are ideas to consider if you want to maximize the return on your next big event.
In most home furnishings stores 96% of shoppers leave without buying a mattress. Here are 11 ways to do better in 2015.
Challenge yourself to find at least five opportunities in each example presented in this article to turn good into great customer service!
The last line on the theme song for TV sitcom Cheers went something like, “You want to go where everyone knows your name”. Here are simple inexpensive ideas for keeping your store’s name front and center.
Retail is full of first dates. Gordon Hecht reflects on how a bit of maturity goes a long way in pleasing customers, partners and improving performance in retail organizations.
Readers’ questions answered by the “Teflon Don” of the furniture business. The Furniture Godfather dispenses advice about getting sales associates to show up on time ready to work, how to improve the retail sales process, sell more accessories and achieve a higher percentage of perfect deliveries.
Seven ways to adjust your sales and marketing to take advantage of a new reality.
These thirteen practical and detailed tips for retail success from Gordon Hecht will help you to build your furniture business.
Observations on how percentage discounts and some sales goals
expressed as a percent may be harmful to your furniture business.
Do you devote precious showroom space and inventory dollars to merchandise that just doesn’t sell? Do you have low performing salespeople who are costing you lost sales every day? If so, here’s what you can do about it.
Replace your sales associate’s sagging excuses and you will replace more of your shoppers sagging beds with brand new bedding!
The top 7 New Year’s resolutions for 2012 that can help to build your business.
Lessons a veteran furniture guy learned watching people browse, decide and negotiate at a garage sale.
Retail furniture stores are different than other retail formats, but we can and should learn from the best practices of good retailers in other industries. Gordon Hecht identifies mindsets about credit, consumer buying behavior, inventory management and recruiting that furniture retailers should be thinking about.
You get her to test-rest your best selling model and ask her if it’s comfortable. She buys it-and a week after delivery she wants to return it, saying that she’s awake tossing and turning all night. Why was she comfortable in the store and not comfortable at home?
When you present your store’s Mattress Protection not as another “Add-On”, but as a necessary component in providing your shopper with a Great Night’s Sleep, your shopper will see the health benefits and value of this product.
Veteran sales people sometimes say that they won’t show the cheapest bed, or tell the shopper it won’t work for them. That may be true, but until the shopper’s needs, wants, and motivation have been discovered, making a derogatory comment about merchandise in our store can stop the demonstration and kill the sale.
Smart retailers know that kids’ tastes are different from Mom and Dad, and they have designed products geared to satisfy the junior set.
Some rooms are too small to accommodate a King Bed. But when you do the math, most master bedrooms can fit the larger size.
Bedding experts like the Better Sleep Council and Consumer Reports agree that individuals need to re-evaluate what they are sleeping on every 5-7 years, but that's not what most of our customers do.
Cost-Value-or Price, it’s all relative, for some shoppers $699 is too much, and for others $2000 is a bargain. Just don’t try to guess your shopper’s pocket book. Warranty comes in last on shoppers’ lists.
The simple question “BETTER or WORSE?” can help you understand if a customer really likes it. Many customers have been sleeping on a substandard mattress for years, and may not understand how proper comfort and support really feels!
By looking at your customer’s spinal alignment, you can determine which mattress will provide proper support.
Who is the customer for adjustable bases? The answer is everyone.
How many times have you brought a shopper into your store’s bedding area and they just would not “test drive” a bed by lying down?
A mattress that is too hard or “FIRM” will arch and stretch the lower back muscles if your customer is a back sleeper. It will increase the pressure points on the shoulder and hips if they are a side sleeper.
Here are some qualifying questions that will help you fulfill your customer’s need for a Great Night’s Sleep.
A recent survey discovered that more than 50% of Full-line furniture store shoppers don’t even know that you sell mattresses.
Customers who nap during the day may be suffering from sleep deprivation. Some will even tell you that when they can’t sleep in their bed, they move to their recliner.