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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 2010

FurnitureWorldTV Information Page  - 12/21/2010

Powerful video for furniture manufacturers, importers and industry suppliers.

Retail Furniture Stories -Part 4  - 11/24/2010

FURNITURE WORLD’s retail readers share their stories of survival, growth and service. Due to overwhelming response, this series that began in the March/April 140th year anniversary issue, will be continued into 2011.

Six Ways To Improve The Customer Experience  - 11/24/2010

Store traffic around the country is down, and for many salespeople, earnings have dropped as well. This has resulted in a palpable sense of low or negative energy on many furniture sales floors that can be felt by customers. Here are six tips that can help you to turn this situation around.

Essential Tool For Furniture Stores: Family Boards  - 11/24/2010

To achieve generational success, families must implement an organized process that allows each key family member to discuss relevant business issues, and express their ideas.

Pay For Performance!  - 11/24/2010

A prime reason why top performing companies out perform their average performing peers is because they pay people extra when they perform better. Here is how to go about taking this path to success.

Pay For Performance!  - 11/24/2010

A prime reason why top performing companies out perform their average performing peers is because they pay people extra when they perform better. Here is how to go about taking this path to success.

Sales Associates Must Make Friends For The House  - 11/24/2010

The founder of the famous Statler Hotel Chain E. M. Statler once said: “The [salesperson] who thinks that his first duty is selling, is absolutely wrong. Selling is only one of the two important things a [salesperson] is supposed to do – and it is not the more important of the two. The [salesperson’s] first duty is to make friends for his house.”

Your Golden Sales Opportunity: Gender Awareness  - 11/24/2010

Your business will vault 10 steps ahead if you take gender differences seriously and adjust your sales and customer service approaches to meet the requirements, needs and wants of male and female customers.

Costly Retail Headache: Buyer's Remorse  - 11/24/2010

Two to ten percent of furniture deliveries result in a return or exchange when there is nothing wrong with the furniture. This fact points to opportunities to drastically reduce returns by attending to a few details before, during and after delivery.

Free Advertising For Less Than Two Cents A Day!  - 9/22/2010

Presented are seven ways that furniture stores can implement an effective personal business card marketing strategy. Salespeople often neglect this inexpensive and surprisingly effective way to increase the number of customers who come in to the store asking specifically for them.

Let’s Simplify Your Furniture Inventory - Part 2  - 9/22/2010

This article is about selling more inventory and improving inventory buying. David McMahon presents a coordinated approach to age your inventory, mark it down and provide sales compensation incentives to improve profitability.

Retail Solutions For Preventing Employee Theft  - 9/22/2010

Theft by trusted employees is a big problem for furniture retailers. So what kinds of employee monitoring and process controls should you consider?

Trial Closing: The Art of Getting to YES!  - 9/22/2010

Trial closing questions ask for an opinion. Closing questions ask for a decision.The benefit of trial closing is that it helps you to get to a favorable decision at the end, by encouraging lots of small yeses along the way. Plus, you can check on the customer’s level of approval of the things you’re showing.

Retail Furniture Stories -Part 3  - 9/22/2010

FURNITURE WORLD’s retail readers share their stories of survival, growth and service. Due to overwhelming response, this series, that began in the March/April 140th year anniversary issue of FURNITURE WORLD, will be continued throughout 2010.

Your Next Big Money Making Idea - Part 2  - 9/22/2010

This short series of articles delves into the process of creative thinking, gets into some more practical guidelines for fostering creativity in your organization, and ends with an 8-step process for monetizing your creative efforts.

Multiply Your Ad Effectiveness With The What Factor  - 9/22/2010

Discover how to start using the principles presented in the first part of this series by making sure that you address the “WHAT” factor in your advertising and other customer communications.

Furniture Retailers Guide To Intellectual Property - Part 3  - 7/9/2010

IP issues arise internally when creating and protecting your catalogues, websites, advertisements, and trademarks. External concerns over knock-offs, competitive advertising, and improper trademark use are omnipresent in this highly competitive industry.

Furniture Retailers Guide To Intellectual Property - Part 3  - 7/9/2010

IP issues arise internally when creating and protecting your catalogues, websites, advertisements, and trademarks. External concerns over knock-offs, competitive advertising, and improper trademark use are omnipresent in this highly competitive industry.

Embracing Creativity In Your Furniture Business  - 7/9/2010

This short series of articles delves into the process of creative thinking, gets into some more practical guidelines for fostering creativity in your organization, and ends with an 8-step process for monetizing your creative efforts.

Let's Simplify Your Inventory  - 7/9/2010

David McMahon shows you the core practices that the most profitable businesses follow to achieve the highest return on their inventory investment.

I’m Just Looking... For Ideas!  - 7/9/2010

Research shows that many customers are really just looking for ideas towards the beginning of the shopping process. Trying to close them before they are ready can, therefore, contribute to overall low closing rates. Instead, work to get them back for a second visit.

The End For Your T-12 Fluorescents?  - 7/9/2010

Major legislation was just passed that affects T12 fluorescent lighting.

A Time To Speak About Generational Change  - 7/9/2010

Most family furniture businesses are not prepared to handle wealth transfer. In fact, the majority have made few or no provisions for turning the business over to the next generation.

Multiply Your Ad Effectiveness With The Who Factor - Part 2  - 7/9/2010

Discover how to start using the principles presented in the first part of this series to create a Unique Selling Proposition)and set a new wave of profitable business into motion for very little cost.

New Approach To Furniture Delivery Truck Safety  - 7/9/2010

Here's what retailers, manufacturers, importers and specialized carriers need to know about compliance issues related to the new CSA2010 regulations to avoid difficulties.

New Approach To Furniture Delivery Truck Safety  - 7/9/2010

Here's what retailers, manufacturers, importers and specialized carriers need to know about compliance issues related to the new CSA2010 regulations to avoid difficulties.

Major Retailers Share Thoughts On Home Delivery Programs  - 6/7/2010

Topics discussed in a Home Delivery panel discussion at the 2010 International Furniture Transportation & Logistics Council (IFTLC) conference provides Furniture World readers with tips on how to improve operations.

Feel Your Customer’s Pain & Sell Lots More  - 6/7/2010

Learn to deliver the four “magic” sentences that will relieve your customer’s pain and you will sell more home furnishings... lots more.

Best Furniture Retailers Share Their Histories - Part 2  - 6/7/2010

Many of our most enterprising home furnishings retailers have shared their stories of survival, growth and service with FURNITURE WORLD readers. This is the second installment in a series that commemorates the 140th anniversary year of FURNITURE WORLD Magazine.

A Theory Of How Women Buy Furniture  - 6/7/2010

Most furniture retailers focus on selling features and what we call “benefits”, and leave the customers to choose the things she likes best or that she believes best fit her needs. This has little to do with how most women want to shop for furniture and accounts for the 20-30% close rates in our stores.

Hiring Digital Retail Furniture Employees  - 6/7/2010

People have changed, consumption has changed, technology has changed, but - most importantly - what is cool has changed. So, have you changed? Tomorrow’s leading companies are changing hiring criteria and measurements of performance.

Getting Caught In The Cheap Furniture Trap  - 6/7/2010

Retailers like COSTCO don’t lose customers when they sell furniture that fails to live up to customer expectations for quality. The same cannot be said for local furniture retailers. Here are five ways to avoid the cheap furniture trap.

Furniture Retailers Go Tribal - Part 3  - 6/7/2010

This is the third in a series on how to take a leadership position in the new decade by creating tribal loyalty among your customers.

Special Anniversary Issue: The Good Old Days 1960-1975  - 4/6/2010

Mike Dugan compares the current decade with those good old days... an era when the Baby Boomers were just entering their furniture buying years.

Special Anniversary Issue: Big time Bling - 1950s Furniture Design & Color  - 4/6/2010

Style and color expert Stephen Bernasconi looks at how furniture styles and colors are determined by the social and economic conditions under which we live.

Special Anniversary Issue: Retailers 25-165 Years Old Share Their Stories - Part 1  - 4/6/2010

Some of the best home furnishings retailers share their stories of survival, growth and service with FURNITURE WORLD readers. Due to overwhelming response from our retail readers, this will be the first installment of a multi-part series.

Special Anniversary Issue: Furniture Industry In The Great Depression  - 3/29/2010

This is a story of missed warning signs, failed furniture industry initiatives and impossible consumer buying behavior.

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

Special Anniversary Issue: Furniture Industry In World War 2  - 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.

Customer Service-Oriented Salespeople: The Most Effective Way to Practice Side-by-Side Buying  - 3/1/2010

Part 1: Peter Marino presents an updated sales skill manual for retail salespeople and managers in retail furniture stores.

Top Ten Tips To Hire Great Furniture Delivery & Warehouse Managers  - 1/19/2010

The failure rate for new warehouse and delivery managers in retail furniture stores is high. Retailers that promote from within often run up against the Peter Principle. When an outsider is selected, his or her individual style may conflict with your corporate culture or they may have flat out lied about their experience. Here’s how to avoid these problems.

Six Steps to Juggle Aggressive Sales Goals  - 1/19/2010

If you can create a goal achievement culture in your sales department, you can structure information gathering, strategic sales process development, salesperson training, management training, and performance coaching in a seamless way to achieve your most aggressive revenue goals.

Happy Days Are Here Again?  - 1/19/2010

Three furniture retailers in areas of high unemployment are enthusiastic about doing lots more business in 2010.

Build A Home Furnishings Sales Machine - Part 3  - 1/19/2010

The third and final installment in this series explains how you can get way out front of your competition by working to deliver uncompromising Integrity, Excellence, and Caring.

Turn Furniture Supervisors Into Retail Leaders  - 1/19/2010

The best retailers teach their managers to work with subordinates in ways that help employees to feel good about their jobs. Skills that allow managers to accomplish this important objective can be divided into two categories. The first category is designed to maintain and enhance performance. The second is designed to encourage employees to change unacceptable performance.

Furniture Retailers Go Tribal Part 2  - 1/19/2010

This is the second in a series on how to take a leadership position in the new decade by creating tribal loyalty among your customers.

Create A Family Furniture Store Money Plan  - 1/19/2010

Most families in the retail furniture business just don’t talk about money. Money entices us with opportunities. Money torments us with uncertainty, and leads us to decisions we normally would not make. If you’re not careful, money and possessions will become the downfall of your family and your business.

Create A Family Furniture Store Money Plan  - 1/19/2010

Most families in the retail furniture business just don’t talk about money. Money entices us with opportunities. Money torments us with uncertainty, and leads us to decisions we normally would not make. If you’re not careful, money and possessions will become the downfall of your family and your business.