Romance & The Big Ticket Sale  - 5/30/2013

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.  

Drop Those Percentages  - 4/1/2013

Observations on how percentage discounts and some sales goals expressed as a percent may be harmful to your furniture business.  

Time To Dump That Loser In 2013  - 1/10/2013

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.  

Furniture Retail Success Stories Part 17: Crest Furniture  - 1/10/2013

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.  

The Touchpoint Experience  - 9/25/2012

Multi-touchpoint analysis leads to a new era of branding.  

Building Your Dream Team - Part 1  - 7/12/2012

This is the first in a series of articles you can use to build a Dream Team from the ground up. This time you will get an overview of the three skills your team has to master to excel at home furnishings sales.  

Ninety Seconds To Success Series: Your Biggest Competitor  - 4/5/2012

"Who is your biggest competitor?" We answer this question and explain why seemingly small things in the “profession of persuasion” make a significant difference.  

Retailer's Stories - Part 11 Hermann Furniture  - 3/20/2012

Part 11: Retailers share interesting stories of growth, hardship and their strategies for success.  

90 seconds to $uccess Series: The Impact Of One More Sale Out Of 20.  - 12/2/2011

Making perseverance and constant improvement our daily motto, achieving one more sale out of 20 can improve a bottom line as much as 44%. Few investments in your time, interest and energy will provide you a greater return.  

The Sales Management Game: Your Next Buyer  - 12/2/2011

The one more customer out of ten you need to improve your sales revenue by 50%, is NOT among the next new first-visit shoppers you bring in.