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
Sales Coaching 2014
A detailed explanation of the best sales metrics to follow in 2014. Plus, Hal McClamma explains the best ways to coach your sales team based on this information.
Dear Furniture Godfather
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.
Strategic Planning 2014
David McMahon outlines the advantages of putting in place a strategic growth plan for the new year. For your business, strategic growth planning is the GPS for your retail future. It helps your business stay on course.
Ninety Seconds To Successs Series
This 90 Seconds To Success Series article looks at furniture coatings and their impact on the long-term beauty of our products. It will also touch on how sales associates might address some of the health/environmental concerns that relate to the furniture making process.
Play By Play Coaching In Five Steps
Some salespeople close at 30%, and some close at 15%. In most stores there is no plan, no strategic selling system, and no coaching initiative in place to fix this. Joe Capillo suggests a 5-step method to help you coach for success.
Mattress Series: The Mattress Warehouse Part 2
Here is a collection of ideas on how to arrange and run a mattress warehouse for optimum efficiency. This article can be useful as a check list when opening a new warehouse or as a training guide for new warehouse personnel.
Retail Success: Exclusive Furniture
Houston-based Exclusive Furniture is known as the place “Where Low Prices Live!”. This focus on price has been paired with a store-wide effort to create a relaxed and friendly customer experience.
Selecting The Mattress Warehouse
If you haven’t set up a mattress warehouse before, are looking for new/additional space, or want a quick review of important considerations, read on.
Sales Metrics Coaching
Most retailers capture dependent sales performance metrics such as sales volume, traffic, average sale, etc., but stand-alone, this data is not very useful. Here’s how to use precedent metrics to really get results.
Are you losing sales to competitors who offer a better mobile experience? Find out if your website measures up and what you need to do if it doesn’t.
New Trucking Regulations
Reduce the impact of new driver rules that promise to cause higher costs and delivery delays for retailers.
Creative Retailing In Five Steps
There are so many tactical things an independent can do that big boxes cannot. But before they can employ killer tactics with maximum effectiveness they must first have a
creative, strategic game plan. Here’s how to get started developing that game plan.
Better Bedding & Mattress Sales Series: Shorthanded Again?
Training new-hires, as every small and large store owner knows, is a problem that never ends. This article provides step-by-step instructions on how to structure a program for new hires that will set them up for success and longevity on your sales floor.
Should We Meet?
Seven important meeting types that set the stage for retail success.
Customer Connection is multifaceted. Let’s explore connecting on three levels. Store image, marketing message, and the personal connection brought about by our sales team’s charm and expertise.
Editor's Corner July 2013: “Groundhog Day”
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!”
Dealing With Retail Bottlenecks
The difference between operations that run smoothly and those that are chaotic is often the number and severity of operational bottlenecks.
If you answer this question “Why?” and deliver the answer to your staff, they will follow you. And, so will your customers!
Are You An Absentee Manager?
You may be an absentee manager if you aren’t connecting with and mentoring your employees in a meaningful way. Here are tips for applying participative management techniques.
A Baker’s Dozen: Retail Ideas
These thirteen practical and detailed tips for retail success from Gordon Hecht will help you to build your furniture business.
Romance & The Big Ticket Sale
A fascinating article on how to apply the concepts of romance and love to furniture sales. The article advocates for a profound shift in the attitude of retail salespeople away from a purely profit motive toward a more intense focus on service.
They are rightly named “Profit Parasites”. Like thieves in the night their insatiable appetites silently steal our working capital. Furthermore, they often evade the focus of our time and attention until they have done irreparable damage.
Risky Business - Part 2
Prudent furniture retailers in large and small operations purchase Time Element coverage to provide protection for loss due to reduced sales/income and to restore a business to its condition prior to a catastrophic loss. This article by Stephen J. Wisocky explains how to purchase this type of insurance wisely.
Transportation Cost Cutting: 7 Steps
When shipping choices – including setting rates, choosing carriers and assigning classification codes – are left to your vendors, you have little control over the inflow and transportation charges related to your goods. By using the seven steps outlined in this article, even smaller retailers can achieve savings of tens of thousands of dollars per year.
Retail Success Stories Part 19: Sit ‘n Sleep
With his long-time partner and friend, Nelson Bercier, President of Sit ‘n Sleep, Larry Miller just opened his thirty-second store. They have plans for expansion to 40 stores over the next three years. More than 300 highly trained employees serve Sit ‘n Sleep’s clients’ needs and sales have surged past $100 million annually.
Believe In Furniture... Again!
Jerry Epperson tells Furniture World readers why demographics, changing lifestyles, the economy and technology all promise to make our industry’s immediate future bright indeed.
Drop Those Percentages
Observations on how percentage discounts and some sales goals
expressed as a percent may be harmful to your furniture business.
Risky Business - Part 1
With extreme weather on the rise, take a close look at your store’s insurance coverage, especially the policy exclusion endorsement.
Reinvent Your Company
Perhaps you have a compelling Mission. And, you may have a clear vision of where you want to be this time next year. But these are only potential powers until every person in your organization understands and can express them. Larry Mullins gives step by step instructions on how to translate your mission into action.
Eight Secrets of Successful Retailers
In this issue, David McMahon speaks about eight practices that separate successful home furnishings retailers from their struggling competitors.
Bedding Anatomy 104: More Components
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.
Retail Display Trends
Ideas for using color to create eye-catching displays on your retail floor.
Time To Dump That Loser In 2013
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.
Reinvent Your Company In 2013 - Part 1
Why should you reinvent your company? Because, as Steve Chandler, author of Wealth Warrior, points out: “Companies and individuals who reinvent themselves are more
prosperous than those who stay stuck where they are.”
Use The Furniture Warehouse Cube
If your operation is positioned for growth in 2013, you may need additional warehouse space. Before you build or expand, try these strategies for increasing efficiency.
Resistance To Change At Furniture Retail
A major mental construct that has sabotaged many businesses is resistance to change. Ray Morefield takes a look at how companies respond to changing market circumstances.
Chain Of Operations 2013
David McMahon presents a checklist for eliminating weak links to help you improve retail furniture store efficiency in 2013
Furniture Retail Success Stories Part 17: Crest Furniture
Simon Kaplan, CEO of 14-store Crest Furniture explains his philosophy of continuous improvement based on the teachings of such management and leadership luminaries as W. Edwards Deming, Major Dick Winters and Lao Tsu.
Charitable Giving: Sleep Train’s Focus
Sleep Train is dedicated to its community through pioneering philanthropic programs that provide at-risk youth with important material items.