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Furniture World Articles by Russell Bienenstock

Read Editor's Corner: The Thing About Next Big Things

Published: 5/16/2022
What do motorized furniture delivery trucks, furniture brand holding companies, warehouse furniture showrooms and furniture e-commerce have in common?

Read The Impact of Emotional Branding

Published: 5/14/2022
The most powerful way for any home furnishings company to define an experience, says David Blair, is in emotional terms.

Read Editor's Corner: Nothing New Under The Sun

Published: 3/21/2022
The rebirth of customer service as the customer experience.

Read Design & Designer: Young Huh

Published: 3/13/2022
Interior designer Young Huh talks about current trends and how to engage with clients on an emotional level.

Read Retail Success: Couch Potatoes & Furniture Mall

Published: 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.

Read Editor’s Corner: The Happiest Man in the World

Published: 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.

Read Design & Designer: Michelle Lamb

Published: 11/21/2021
The trend and design consultant comments on trend styles and colors, plus discusses how retailers might adjust the percentage of core vs. trend merchandise in their stores.

Read Editor’s Corner: 2022 Forecast & The Old Farmers’ Almanac

Published: 11/21/2021
I hope that the business climate in 2022 will be less chilling for our industry than the Almanac’s forecast.

Read Editor's Corner: The Importance of Designing Joyful Retail

Published: 9/26/2021
The feature article in this issue of Furniture World provides insight into the “design of joyful retail.”

Read Design & Designer: Ingrid Fetell Lee

Published: 9/25/2021
Designer and “Joyful” author discusses how retailers can adapt in-store environments to influence moods and affect shopping behaviors.

Read Editor's Corner: Don't Kill that Fly!

Published: 7/30/2021
Are we stuck in the furniture industry’s version of flypaper—sticky, pandemic-created—where the end to the inconvenience and uncertainty is endless?

Read Consumer Financing For a Post COVID World

Published: 7/29/2021
Best retail practices using consumer financing options to increase close rates and average sale through 2022.

Read Furniture Leasing: Fernish Has A New Model

Published: 5/9/2021
Online furniture retailer Fernish targets a young mobile audience that sees traditional furniture retail as clunky, costly, inefficient and hassle intensive.

Read Ad Targeting: Big Opportunity For Brick & Mortar

Published: 5/9/2021
Changes coming from Apple and Google promise to rock the ecommerce industry, creating opportunities and challenges for furniture retailers.

Read Editor's Corner: Not Everyone Loves Cookies

Published: 5/9/2021
No, not that kind of cookie.

Read Retailer’s Guide to Digital Advertising

Published: 3/20/2021
Here’s what’s going on in retail with IP targeting, OTT, mobile ID targeting, programmatic, targeted Facebook ads and much more.

Read Editor's Corner: Don’t Trip On The Dismount

Published: 3/20/2021
Nobody in our industry can deny that the past months have been grueling.

Read Furniture World: 150 Years of Furniture Retailing

Published: 1/23/2021
Retailers are arrested, die of apoplexy, visit furniture shows, and pioneer DTC mattress sales models. It's the same old home furnishings business!

Read Editor's Corner

Published: 1/23/2021
150 years of never changing needs.

Read Design & Designer: SCAD

Published: 1/22/2021
A discussion of furniture design trends consumers will be looking for as we exit the pandemic.

Read Editor's Corner: Potential to get ugly out there.

Published: 11/20/2020
Supply chain issues are unavoidable, but it is useful to mitigate damage to your brand.

Read Advertising Strategies for 2021

Published: 11/19/2020
Tips and advertising strategies for furniture and bedding retailers who want to grow market share in 2021 and beyond.

Read Editor's Corner: The Good, bad and ugly.

Published: 9/24/2020
I count three goods, three bads and two uglies.

Read Retail Success: Great American Home Store

Published: 9/23/2020
After a rocky start with its online sales platform, GAHS achieved growth in eCommerce sales of 1,200 percent during the pandemic.

Read Editor's Corner: When Fortune Knocks

Published: 8/7/2020
'When Fortune knocks, open the door,' they say. But why should one make fortune knock by keeping the door shut?

Read Advertising: What's Working at Retail

Published: 8/5/2020
Advertising specialists weigh in on what's working right now to make customers comfortable, generate inquiries and increase store traffic.

Read Darvin Furniture & Mattress Celebrates 100 Years

Published: 8/4/2020
Three generations have built this top-100 single-store operation into Chicagoland’s largest furniture & mattress store.

Read Editor's Corner: Should You Get On An Elevator With Me?

Published: 6/6/2020
At Market, if you see me getting on an elevator, will you follow me through the doors or take the stairs instead?

Read Editor's Corner: Patience and a Bit of Luck

Published: 4/7/2020
Conditions change, but human nature stays more or less the same. That is a cause for optimism.

Read Roby's Presents: A model for Community Service

Published: 4/5/2020
This retail chain has an emphasis on serving local communities while being extra nice.

Read Design & Designer: Corey Damen Jenkins

Published: 4/3/2020
Designer Corey Damen Jenkins shares his experience about persistence and emerging design trends.

Read Editor's Corner: A Delightful Sense of Mischief

Published: 1/6/2020
With the passing of 2019 Furniture World lost its good friend and retail editor Janet Holt-Johnstone.

Read Need To Know Guide to Consumer Financing

Published: 1/3/2020
A close-up look at the various types, features & advantages of consumer financing plans.

Read Design & Designer: It's Madcap!

Published: 1/2/2020
Madcap Cottage's John Loecke and Jason Oliver Nixon explain how to take retail customers on a journey.

Read Editor's Corner: Your attitude Stinks Today... You're Fired!

Published: 12/8/2019
True FRIENDLY salespeople can turn a shopper into a friend by treating their store like a home and inviting guests to visit.

Read Retail Success: Jennifer Furniture

Published: 12/7/2019
Jennifer Furniture has risen like a Phoenix following a chapter 11 bankruptcy filing in 2010 and its acquisition by Morris Holdings.

Read Editor's Corner: Don't Fall Off the Roof!

Published: 10/14/2019
How the in-store furniture shopping experience can be more like going to the emergency room than urgent care.

Read Design & Designer: Lisa Mende

Published: 7/15/2019
Interior designer, blogger, style spotter and influencer Lisa Mende shares her perspectives on uniquely southern design, new trends and more.

Read Editor's Corner

Published: 7/15/2019
Here come the lizards! Words and phrases RSAs should avoid.

Read Editors Corner: Thinking About Retail Ethics

Published: 6/2/2019
I don't see how any retailer can go wrong by keeping these principles in mind.

Read Editor's Corner: Everyone Loves An Underdog

Published: 1/11/2019
How can independent retailers compete with online behemoths and expansion hungry top-25 chains?

Read Editor's Corner: "Bear of Very Little Brain"

Published: 11/30/2018
Winnie-the-Pooh, Lael Thompson, and Things that seem Thingish.

Read Editor's Corner: Do No Harm?

Published: 9/22/2018
The desire to do business with companies that embrace an umbrella of sustainable causes is trending upward.

Read Design & Designer Series: Kim Salmela

Published: 7/4/2018
Kim Salmela doesn’t believe in making safe furnishings decisions. She says, “There are no rules. That’s the rule!”

Read Editor's Corner: The Rapport Report

Published: 7/4/2018
Rapport is the glue that binds people together in families, organizations and relationships, including sales.

Read Design & Designer Series: Catina Suarez Roscoe

Published: 5/23/2018
Furniture designer and ASFD president discusses women in our industry and the value of leaving open avenues for creativity in product design & retail displays.

Read 100 Years Ago In Furniture World

Published: 5/23/2018
Excerpts from summer 1918 issues of Furniture World about women, World War I, furniture shortages at retail and advances in technology.

Read Every Shopper A Knocker

Published: 5/23/2018
100 years ago the word "knocker" was common furniture industry parlance (often used in Furniture World Magazine) to mean a wholesale sales rep or manufacturer's rep.

Read EDITOR'S CORNER

Published: 3/23/2018
The Answer Is a-Trendin'

Read Design & Designer: Nancy Fire

Published: 1/14/2018
Product designer and trend expert Nancy Fire talks about consumer design preferences, color and style trends for 2018.

Read EDITOR'S CORNER: Workplace harassment... what can be done?

Published: 1/14/2018
I’m confident that many of you have given some recent thought to updating your workplace harassment policies and education.

Read EDITOR'S CORNER: Turkeys Of The World Unite!

Published: 11/29/2017
This holiday season my mind muses on season-appropriate themes of gratitude and turkeys. With regard to gratitude, it is generally accepted that grateful people have less stress, which scientists say translates into better health and longer lives.

Read Smarter, Faster, More Efficient Delivery - Part 2

Published: 9/23/2017
Discussion of self-driving vehicles, commingled delivery models, augmented reality & more.

Read EDITOR'S CORNER: Advertising That Clicks!

Published: 7/7/2017
In this edition of Furniture World, our Point/Counterpoint duo, Bill Napier and Ed Tashjian, debate the efficacy of print vs. digital.

Read Editor's Corner: Rembering Thelma Mason

Published: 6/1/2017
62 years of service to the furniture industry.

Read Design & Designer Series: Todd Bracher

Published: 3/29/2017
An interview with award-wining designer Todd Bracher about design, consumer & retail trends.

Read Smarter, Faster & More Efficient - Part 1

Published: 3/29/2017
Run-down of the most exciting opportunities for furniture retailers coming up in the area of transportation and logistics.

Read Editor's Corner: Sitting on the fulcrum a changing industry.

Published: 3/29/2017
Some days I come to work believing that not much has changed in our industry. Other mornings, like this one, the world seems full of possibilities.

Read EDITOR’S CORNER

Published: 12/28/2016
Customer Service & The Parable Of The “Horrible Dib Dib”

Read Editor's Corner: Make American Homes “Great Again”

Published: 11/29/2016
Before the recent election, my friend Ed Tashjian let me know about an article he wrote, “Five Lessons Marketers Can Learn from Trump.”

Read Design & Designer Series: Gary Inman

Published: 9/30/2016
Furniture designer Gary Inman discusses design, consumer & retail trends and how to tell a story at retail.

Read Editor's Corner: The Power of Coaching and Grit in Retail Sales

Published: 9/30/2016
“The most successful retailers have been able through nurturing, to obtain and develop exceptional employees throughout all areas of their businesses - whether it be sales, administration or distribution,” says Wayne McMahon in his “State-of-the-Industry” report.

Read Design & Designer Series: Jena Hall

Published: 7/7/2016
Legendary designer talks about home furnishings design, visual merchandising and store display.

Read Should You Hire A VP of Trust?

Published: 7/7/2016
My suggestion is to look at how you and your company create trust at every touch point, and from every angle.

Read Editor's Corner: The day after tomorrow?

Published: 6/2/2016
I’m thinking about disruptive change, the type that could make furniture factories and retail stores as we know them obsolete; the kind that could do to furniture manufacturers and retailers what the last 20 years of the 19th Century did to cabinet makers.

Read Editor`s Corner

Published: 3/25/2016
Would It Help?

Read Design & Designer Series: Richard & Catherine Frinier

Published: 1/4/2016
Award winning design team Richard and Catherine Frinier discuss the past, present, and future of outdoor furniture.

Read EDITOR'S CORNER: Who will you be in 2016?

Published: 1/4/2016
Since the year is new, considering, “who the hell are ya?” both personally and for your business, can be an illuminating exercise. The question is a sidewalk restatement of Socrates’ observation, “An unexamined life is not worth living”.

Read EDITOR'S CORNER: Turn your banana upside down in 2016.

Published: 11/27/2015
Is peeling a banana an apt metaphor for your retail business?

Read Furniture Trends: Design & Designer - Part 1

Published: 9/28/2015
Three generations of furniture designers at Otto & Moore reflect on furniture design’s past and future.

Read EDITOR'S CORNER: You want a tiny... what?

Published: 9/28/2015
For those of you who haven’t heard, there’s a (big) tiny home movement brewing.

Read Trending Accessories

Published: 6/9/2015
Best practices for buying, merchandising and profiting from the category.

Read Hall of Fame

Published: 6/9/2015
For those of you who haven’t given much thought to the American Furniture Hall of Fame lately, it’s time to take another look.

Read Marketing Made In America

Published: 3/24/2015
Tips from retailers and marketing experts on how to position your company for success if you choose to promote domestically sourced furniture.

Read EDITOR’S CORNER

Published: 12/30/2014
A Positive Tipping Point For Furniture In 2015?

Read Sell More Rugs Than You Thought Possible - Part 2

Published: 11/21/2014
More success strategies from rug experts of vital interest to retail furniture store owners, buyers and sales professionals. The discussion continues (from September/October Furniture World) with an emphasis on retail sales training programs and sales techniques.

Read Sell More Rugs Than You Ever Thought Possible - Part 1

Published: 9/29/2014
Thoughts and success strategies from rug experts for retail furniture store owners, buyers and sales professionals.

Read EDITOR’S CORNER

Published: 9/29/2014
Formula For Success: Become Relevant

Read Furniture Library Debuts Hadley Court Center For Design Collaboration

Published: 9/29/2014
The Hadley Court Center for Design Collaboration is a high tech meeting room where designers, students, manufacturers, academics, industry associations and local High Point civic and cultural organizations can collaborate on projects, hold seminars, meetings and educational events.

Read Leather Education Guide -Part 3

Published: 9/29/2014
Panel of industry retailers and manufacturers give Furniture World readers advice on how to position leather offerings for maximum sales through intelligent sales and advertising practices. A leather identification chart and glossary of terms rounds out this three part series.

Read Leather Education Guide -Part 2

Published: 7/9/2014
Panel of industry experts follows up on it’s discussion of current leather trends covered in the last issue, with leather buying facts, advice on servicing and cleaning leather, plus warranties.

Read EDITOR’S CORNER

Published: 7/9/2014
Larry Schneiderman's Eight Foot Rule

Read Editor's Corner: Taming power of the small.

Published: 5/22/2014
Often, organizational change is the result of exposure to big ideas that can transform the nature of a business and how its employees, customers and supplers interact.

Read EDITOR’S CORNER

Published: 3/17/2014
Winter Retail Lessons

Read Leather Sales Education Guide - Part 1

Published: 3/16/2014
This two-part series is a complete guide for retail owners, buyers and sales professionals that details leather features, benefits and advantages. It also includes best retail practices from a panel of industry experts.

Read EDITOR’S CORNER: If It Ain’t Broke...

Published: 1/3/2014
Retailers make myriad important decisions every day. Each of these can be a choice to tweak, alter, destroy, build, or do nothing at all.

Read EDITOR’S CORNER: Those Naughty and Nice Emails.

Published: 12/10/2013
There are cases where strongly worded communications with employees and others are required, but before you press “send”, I suggest the following five steps...

Read Editor's Corner: The Best Get-Away At High Point Market

Published: 9/30/2013
For those of you who make the biannual trek to High Point, I encourage you to visit the Bernice Bienenstock Furniture Library.

Read Better Bedding & Mattress Sales: Part 11 - Oh Natural!

Published: 7/11/2013
Part 11: Are we in the middle of a bedding revolution, an evolution, or is it a non-starter for your operation?

Read Editor's Corner July 2013: “Groundhog Day”

Published: 7/11/2013
Are you a fan of the movie “Groundhog Day”? If so, you may remember the following lines which have implications for furniture retailers... "It's the same thing your whole life, wash your hands, sit up straight, don't chew with your mouth open,... Oh yea, don't drive on the railroad tracks!”

Read Editor's Corner June 2013: Are You In Love With Your Customers?

Published: 5/30/2013
Without proper attitude, even superior sales skills and impeccable product knowledge can fail to create customer buy-in. So, what is an optimal attitude for retail salespeople?

Read Bedding Anatomy 104: More Components

Published: 4/1/2013
The 10th installment in our Better Bedding & Mattress Sales series continues with a close look at the latex and gel used in mattresses, their features and benefits.

Read Bedding Anatomy 103: Foam Used In Mattresses

Published: 1/10/2013
The 9th installment in Furniture World Magazine's Better Bedding & Mattress Sales series continues with a close look at foam.

Read Charitable Giving: Sleep Train’s Focus

Published: 1/10/2013
Sleep Train is dedicated to its community through pioneering philanthropic programs that provide at-risk youth with important material items.

Read Editor's Corner: A World Of Change Coming In 2103

Published: 1/10/2013
Thoughts about change and Furniture World's Magazine's

Read Charitable Giving Series: Bob’s Creative Giving

Published: 9/25/2012
Bob’s Discount Furniture combines random acts of kindness with institutional giving in a uniquely structured charitable giving program.

Read From Trash To Treasure

Published: 7/12/2012
Habitat ReStore and Louisville area furniture stores Haverty’s and Ashley Furniture Homestores create a win-win-win for the retailers, customers and the community by encouraging furniture donations and pick up.

Read Give Without Borders

Published: 6/6/2012
Jenny & Dennis Jones offer advice to fellow retailers based on their experience helping rug weavers in India through the Alternative Education Program.

Read Charitable Giving: A Hope To Dream

Published: 4/5/2012
Interview with Kendra Maggert, Interactive Marketing Manager, Ashley HomeStores, Ltd., the first in a series focusing on furniture industry charitable initiatives.

Read Dreaming Of Better Bedding Sales - Part 2

Published: 7/12/2011
This month, our series on how to sell more higher-end bedding continues with additional ideas to help you and your salespeople create a focused and consistent marketing approach. See what the experts say about shifting the emphasis away from price by creating a plan for advertising, approaching customers, greeting them and asking appropriate questions to advance the sale.

Read Dreaming Of Better Bedding Sales?

Published: 3/15/2011
This is the first part in a series that looks at how retailers can sell more higher-end bedding. In this issue, we define the luxury bedding category, present information on customer demographics and start to look at what experts say about best sales practices.

Read Special Anniversary Issue: 1870-1895 Birth Of The Modern Furniture Industry

Published: 3/29/2010
Changes in retail and wholesale distribution, the formation of large scale furniture exhibitions and the last depression  period of the 19th century helped to shape the way we do business today.

Read Special Anniversary Issue: Furniture Industry In The Great Depression

Published: 3/29/2010
This is a story of missed warning signs, failed furniture industry initiatives and impossible consumer buying behavior.

Read Special Anniversary Issue: Furniture Industry In World War 2

Published: 3/29/2010
The good, the bad and the ugly. A tale of the lead-up to the war through its end, 1938-1945. A remarkable story of difficult times in which the ingenuity of manufacturers and retailers, against all odds triumphed.