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WHFA & NHFA Announce 2013 Winter Las Vegas Market Seminar Series

Furniture World News


The Western Home Furnishings Association (WHFA) and National Home Furnishings Association (NHFA)  announced the Winter Las Vegas Market educational seminar schedule, sponsored by Furniture Wizard Software. The Retailer Resource Center (RRC), located in C-496, is designed to provide buyers with every business need and convenience. All buyers are welcome in the RRC.

During Market, the RRC will host a powerful selection of industry speakers on a diverse range of specific retail issues. These complimentary workshops are designed to motivate, educate and accommodate busy buyer schedules while still providing a wealth of quality information. Sessions feature topics such as sales and sales management, social media, design, operations, promotions and much more.

RRC seminars, brought to you by Furniture Wizard Software, WHFA and NHFA, are offered Monday, January 28 through Thursday, January 31 during the Winter Las Vegas Market.

For more information about WHFA’s Retailer Resource Center or the seminar series, visit www.WHFA.org or call (800) 422-3778.

A complete listing of the dates and times of WHFA seminars follows:

All seminars are in the WHFA/NHFA Retailer Resource Center, C-496.

Monday, January 28, 2013
9:00 - 10:00 a.m.

Multiple Generations = Many Opportunities

Next Generation-NOW Panel
With so many generations in the industry today and many retailers working together with family members, how do they find the balance needed to learn from each other, be open to a different perspective and ultimately grow their business?

Michael and Butch Faber of Royal Furniture and Trey, Jonathan & Ivan Smith of Ivan Smith Furniture will be on hand to candidly share their challenges and successes when working in a multi-generational family business. Listen to how they keep their relationships strong while pushing the envelope to stay agile and relevant in today’s changing marketplace.
Facilitated by: Alex Macias, Del Sol Furniture, Phoenix, AZ
Join us for breakfast at 8:00 a.m.

10:30 - 11:30 a.m.

The Seven Deadly Sins of Salespeople

Philip M. Gutsell, GutSELL & Associates
As you may know the seven deadly sins are pride, envy, gluttony, lust, anger, greed and sloth. This seminar identifies and exposes the seven deadly sins of retail salespeople. These deadly sins cause more customers to leave without buying and few, if any, be backs raising your advertising costs. Find out what is holding your salespeople from consistent peak performance. This must attend seminar diagnoses the everyday sins and then gives you the prognosis for retail selling health.

12:30 - 1:30 p.m.

Proven Mobile Marketing Success

Crystal Vilkaitis, Crystal Media
A hot trend for 2013 is to incorporate mobile into your marketing efforts if you haven’t done so already. In this session, you’ll learn how retailers effectively use mobile marketing tools like QR codes, location-based services, apps and SMS/MMS marketing to increase sales and, most importantly, how you easily can too!

2:00 - 3:00 p.m.

What Were You Thinking?

Brad Huisken, IAS Training
Unlock the mystery of why some companies are fun and productive places to work and others are not. In today’s retail environment the only thing that separates one company from the competition are its people. The main responsibility of a storeowner and/or manager is to provide the sales staff with the tools and benchmarks needed through accountability, nonnegotiable standards, incentives, consequences, training, and knowledge in order to achieve success.

Brad Huisken will lead participants through a fun, motivational and educational seminar on how to effectively manage your people to increase productivity.

3:30 - 4:30 p.m.

Maximize Profit and Sales

John Egger, Profitability Consulting Group
John Egger is the guru in the furniture industry on how to maximize your dollars to the bottom line. This seminar will give you real time, real life examples from the hundreds of retail furniture stores that have helped improve their net income. This will be your most rewarding and profitable hour at market.

Tuesday, January 29, 2013
10:30 - 11:30 a.m.

Prepare Your Website for Smartphone Users!

Ronald Gordon, MicroD, Inc.
There are currently over 280 million smartphones in use within the Americas. In this presentation, we will share with you the most important factors that will make your website attractive and highly useful when accessed from a smartphone. Come away with real life examples and best practices that will attract smartphone users and keep them coming back to your website.

Know how to best design your site for this important and growing market share.

12:30 - 1:30 p.m.

Break-Even Sales Workshop

Wayne McMahon & David McMahon, PROFITsystems, Inc.
  • Can you accurately figure your break-even sales?
  • Do you know what actions to take to improve your profits and cash flow through break-even analysis?
  • Would you like to know what sales level you need to target to achieve your desired level of net income?
If you wish to know the answers to these questions, this workshop is for you!

2:00 - 3:00 p.m.

4 Ways to Grow Your Business Now!

Doug Knorr, Knorr Marketing
Today, retailers are at a crossroads. Where should I invest my advertising? What do I do with social media, and which ones are important? With this economy, how do I grow my business?

In this fast-paced seminar, Doug Knorr, president of Knorr Marketing, will present the four major things you can do to increase sales NOW!

3:30 - 4:30 p.m.

Selling Interior Design

Jody Seivert, One By One Companies
Design business is up and retail furniture business is DOWN.

Come and see how to increase your current design service or get started in this lucrative value-added service!

Wednesday , January 30, 2013
9:00 - 10:00 a.m.

Mattress Sales Training: Preparing for Today’s Empowered Shoppers

Gerry Morris, Inner Spring
Today’s mattress shopper is armed with knowledge and is seeking value. She is no longer relying upon what companies and brands say about themselves. Consumers are seeking advice of what and where to buy from their social networks. Word-of-mouth now travels at light speed. Retail sales associates must be up to the task! This exciting new seminar will teach you up to date training methods for sales associates, to help make sure shoppers buy from you and share positive experiences with their friends.

10:30 - 11:30 a.m.

Anatomy of a Salesperson

Joe Milevsky, JRM Sales & Management
Give me a beautiful store with a terrible sales team, and I will most likely fail.
Give me an ugly store with a great sales team, and I will probably succeed.

I may want both, but which is the most critical?
  • What makes one salesperson succeed while others fail?
  • What is the magic profile for a strong furniture salesperson?
  • Where do I find my best candidates?
  • How do I entice top sales candidates to work for me?
  • How do I increase the probability that salespeople will succeed?
  • What is the correct number of salespeople for my store?
12:30 - 1:30 p.m.

How Delivery Follow Ups Increase Business

Kevin Truett, Speedy Delivery, LLC.
In this seminar, we’ll dive into the importance of the “Post Delivery Survey” or customer follow-ups after delivery. A strong follow-up system can divert potential issues, provide valuable data pertinent to employee incentive programs and strengthen customer loyalty. Don’t miss any of the great opportunities that come with a simple follow up.

2:00 - 3:00 p.m.

Advertise BIG…Use your Trucks!

Joe Lapekas and Jordan White, TruckSkin
When most retailers load their trucks for home deliveries, they make sure that they maximize the use of truck interior space so they don’t waste fuel, time and man hours. Yet, many retailers waste money by not effectively using blank space on their trucks, cars and vans. So why not get the attention of everyone around you, just by driving around or parking creatively?

Think of your vehicles as blank canvases you can use to grab the attention of your customers. Don’t assume that potential customers will find your advertisements; take your message directly to them so they can’t miss it!

3:30 - 4:30 p.m.

Merchandising to Show Your Customers How to Use Your Product

Bob Moorman, JRM Sales & Management
Do your in-store presentations invoke a customer’s emotional reaction? How should your merchandise line-ups be structured? What message should be at your front entrance?

How are you merchandising your floor; what’s new? How should you use lifestyle graphics? How do you develop merchandising themes that yield category dominance?

Merchandising must enhance the customer experience and create environments that make customers want to buy.

Thursday, January 31, 2013
9:00 - 10:00 a.m.

Furniture and Mattress Stores: How To Sell More with an Effective Web Presence

Jennie Gilbert, Retailer Web Services
Over 88 percent of U.S. consumers will research their purchases online this year. Some will complete their shopping on the web and many more will continue their experience by calling or visiting a local retailer based on their online research.

Whether your store is new to online marketing, or you have had a site for years, this session will help you evaluate and fulfill the four critical requirements of all successful retail web presences and investigate all the latest related developments like mobile, social networking, apps, QR codes and tablets.

10:30 - 11:30 a.m.

In-Store Technology for Tomorrow...Not Today

Kyle Doran, R&A Marketing; Dan Wieczorek, Best Buy For Business
Your customer experience starts online and the final customer experience is your physical storefront. Making sure that your online experience is a seamless transition to your physical experience is important in converting sales today. Explore ways to enhance your in-store environment through technology and marketing that will help deliver sales for today and tomorrow.

12:30 - 1:30 p.m.

What to do About “I’m Just Looking” Customers

Mike Petersen, The Furniture Training Company
Are your salespeople tired of hearing people say, “I’m just looking?” Do your salespeople struggle to turn “I’m just looking” customers into buyers? If you answered yes then you have a real problem.

Research shows that 80 percent of all shoppers say, “I’m just looking.” Come to this seminar and I’ll teach you why customers say it, and I’ll show you how to respond so you can sell to “I’m just looking” customers. Just for coming, you will receive a free Salesperson Inventory for evaluating each member of your sales staff.

2:00 - 3:00 p.m.

Every Army Needs a General

Michael Jensen, High Impact Furniture Sales
Did you know that the majority of furniture stores either do not have a sales manager or are not using their sales manager effectively? This session will discuss the role of a sales manager and how they can increase sales and energize their sales team.

About the WHFA and NHFA:
 The Western Home Furnishings Association (WHFA) is the largest affiliate of the NHFA, representing nearly 1,000 independent home furnishings retailers in more than 2,200 stores in 12 western states.

National Home Furnishings Association (NHFA) is the nation’s largest organization devoted specifically to the needs and interests of home furnishings retailers. NHFA’s membership comprises 2,800 corporate entities representing 10,000 stores in all 50 states and several foreign countries.

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