Over 146 Years of Service to the Furniture Industry

Article Series List

Advertising Insight From FurnitureAdTracker

Reviews of what major furniture retailers advertised over major holidays.

Helping Before Selling

Part 1: Free yourself from a “churn and burn” attitude that ignores the true value of your customers.

Advertising That Sells

Furniture store specific tips and techniques from advertising expert David Love

Retail Stories: The RoomPlace

The RoomPlace celebrates 100 years in business. Marketing foresight and a focus on family are keys to its success.

Retail Success: Astone Home Studio

Vertically integrated retailer relies on word of mouth to appeal to the high end.

Retail Success Story: Schneiderman’s- The Call Of The Couch

Larry Schneiderman, head of the Minnesota-based six-store chain Schneiderman’s furniture talks about his life at retail, what he learned and who he learned if from along the way.

Bold Retail Predictions for 2016

Gordon Hecht stakes his reputation on these predictions for what you are certain to see in terms of retail traffic, sales, government regulations and even major weather disruptions in 2016.

Bedroom Sales Tips From L&P

As series of tips based on Leggett & Platt’s “Bedroom Battles” survey published in 2013 that can help retailers to better address consumer needs.

Best Retail Hiring Practices

Series on how to hire and keep the best retail furniture salespeople.

Better Bedding & Mattress Sales Series

A comprehensive sales and marketing series on how to merchandise, promote and sell everything in the mattress deparatment including pillows, mattress protectors and power foundations.

Selling Sleep Essentials - Pillows & Mattress Protectors

Part five of Furniture World’s selling better bedding series features expert sales tips and techniques for furniture and bedding retailers that want to sell more pillows and mattress protectors

Selling Better Bedding & Mattresses Series - Power Bases

Part six of Furniture World’s selling better bedding series features expert sales tips and techniques that will help you to increase attachment rates on power bases.

Bedding Anatomy 101

The past seven installments in this series on selling better bedding presented tools and techniques the best retail furniture stores use to price, promote and present mattresses, pillows, mattress protectors and foundations. This time, we start an exploration of mattress components and construction with when, why and how to bring up components and construction.

Better Bedding & Sales Series - Part 8: Bedding Anatomy 102

This time, we continue our exploration of mattress anatomy by looking at springs and their role in mattress support, comfort and durability.

Bedding Anatomy 103: Foam Used In Mattresses

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

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 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.

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

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

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.

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.

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.

Better Bedding & Mattress Sales: Sizing Up Your Competition

How to get information on your mattress competition, profile them, and use this information to close more sales.

Better Bedding & Mattress Sales: Control Every Mattress Sale!

The final outcome of the mattress sales process depends almost entirely on whether the RSA keeps control or gives up control to the customer. Here’s how to stay in control.

Better Bedding & Mattress Sales Series: What’s On Your Floor?

Ideas for merchandising your mattress showroom so you can show enough beds, the right beds, and the ones your customers want to buy.

Better Bedding & Mattress Sales Series: What’s On Your Floor?

Ideas for merchandising your mattress showroom so you can show enough beds, the right beds, and the ones your customers want to buy.

Better Bedding & Mattress Sales Series: Money Under Your Mattresses

How Gardner’s Mattress & More turned a fax offering into a profitable Sign Sleep Dream promotion.

Better Bedding & Mattress Sales Series: Money Under Your Mattresses

How Gardner’s Mattress & More turned a fax offering into a profitable Sign Sleep Dream promotion.

Better Bedding & Mattress Sales: A Bed Seller’s Guide To Customer Service

What policies should you set to respond intelligently to a customer’s (buyer’s) after-the-sale enquiries or complaints?

What To Do About Those RSA’s In 2015

Tips on how to find, hire, evaluate and compensate what could be your most important assets.

RSA Boot Camp For New Hires

A structured, two-week training program for new bedding (and furniture) RSAs.

Better Bedding & Mattress Sales: RSA Bedding Sales Training - Part 2

This installment provides a checklist of everything your R.S.A.’s need to know, inside and out, about the background knowledge that supports and sustains the sales process.

The Meet & Greet: Advanced RSA Training

Part 3 of our Steps-Of-The-Sale series. The ‘Meet and Greet,’ is where the R.S.A. makes a first impression.

Better Bedding & Mattress Series: Qualifying Questions - Advanced RSA Training

Part 5 of our Steps-Of-The-Sale series. Do your RSAs fail to ask even the most fundamental qualifying questions?

Better Bedding & Mattress Sales: Qualifying Questions

Part 6 of our Steps-Of-The-Sale series. Qualifying questions RSAs need to know to complete more mattress sales.

Steps of the Sale: Selection Step

If not executed properly, the selection step can wind up badly for both RSA and the customer. Here’s how to do it right.

Create Your Furniture Dream Sales Team

An ongoing series by Rene Johnston-Gingrich for furniture retailers that explains how to create a team of professional retail sales associates.

Building Your Dream Team - Part 1

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.

Building Your Dream Team By Teaching Product Knowledge

Get the dream sales force you deserve by establishing standards, committing to ongoing learning and communicating the right information to your customers.

Building Your Dream Team By Creating Team Players - Part 3

To create a group of sales associates who are real “team players” you must develop and maintain a healthy working environment as measured by four criteria: attitude, connection via communication, having fun and walking the walk.

Building Your Dream Team By Wowing The Crowd - Part 4

Rene’ Johnston-Gingrich finishes up her four-part series with a discussion of ways your sales team can “wow the crowd” by exceeding your customers’ expectations.

Sales Connect!

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.

Difficult Customers

Larry Mullins' series on how to identify and deal with difficult customers.

The Lost Secrets Of Scientific Selling - Part 1

This article illuminates the basic principles of a selling technique that is based upon behavioral science. Want to reach the top much sooner? Want to serve customers better? Is your mind open? Good! The code to human behavior has been cracked. Get ready for some revolutionary selling ideas!

The Lost Secrets Of Scientific Selling - Part 2

In the second part of this series we will examine the lost art of mastering our relationships with difficult customers. We will learn how to develop productive and mutually beneficial relationships with the toughest and most elusive personality types.

The Lost Secrets Of Scientific Selling - Part 3

We learned how to develop productive relationships with tough personality types. Read on to find out how to use this information to improve your sales performance.

The Lost Secrets Of Scientific Selling - Part 4

In the first three installments of this series, Furniture World readers learned to identify and develop productive and mutually beneficial relationships with the toughest and most elusive personality types. Read on to find out how salespeople in your organization can increase sales performance by questioning some of the conventional assumptions they hold about success and selling furniture.

Editor's Corner

An introduction to each Furniture World issue, plus observations and editorial comments from Russell Bienenstock.

Editor's Corner: July/August Issue

Selling mattresses is about to get more adversarial.

Editor's Corner: September/October 2012 Issue

How positive, empathetic and effective are your employees?

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

Thoughts about change and Furniture World's Magazine's

Editor's Corner April 2013: Our Industry Is Coming of Age

In 1980, the year I joined Furniture World, Jerry penned a six-part series our editor brilliantly titled, The Epperson Report...

Employee Stock Ownership Plans Series

Four part series on why you should look at using an Employee Stock Ownership Plan for your business transition.

Energy Saving Store Tips

Series by EES Consulting that details a number of strategies for reducing heating, cooling and lighting costs.

Furniture Product Liability

Latest on the product liability landscape for furniture retailers and manufacturers.

Furniture Charitable Programs

Monthly series in Furniture World Magazine highlighting interesting and innovative charitable efforts that help to improve local communities and solve local, national and international problems.

Charitable Giving: A Hope To Dream

Interview with Kendra Maggert, Interactive Marketing Manager, Ashley HomeStores, Ltd., the first in a series focusing on furniture industry charitable initiatives.

Charitable Giving Series: Bob’s Creative Giving

Bob’s Discount Furniture combines random acts of kindness with institutional giving in a uniquely structured charitable giving program.

Give Without Borders

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

From Trash To Treasure

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.

Furniture Copyright & Patent Law

Articles on copyrights, patents and intellectual property issues in the furniture industry

Furniture Theft, Employee Fraud

Articles on employee theft, inventory shrinkagge and retail store fraud.

Employee Theft

Theft is a big problem in our industry. Here are simple ways to protect your business.

Grandpa Mike-e-e

Advice from the furniture industry's most senior humorist and columnist Grandpa Mike-e-e at 90! AKA Michael Greene

Hazz Design

This series delves into the terms typically used by knowledgeable, expert furniture salespeople, but often end up confusing customers.

Hiring Tips

Tips for attracting and keeping superior employees by Bill O'Malley

Intellectual Property

Everything furniture retailers and manufacturers need to know about intellectual property including design patents and copyright protection.

Interior Design: Put On An In-Store Seminar Series

Series of scripts for putting on a series of in-store interior design seminars for your retail customers.

Leather Furniture Educational Guide

A complete three-part series. Everything retailers need to know about selling leather furniture.

Leather Sales Education Guide - Part 1

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.

Leather Education Guide -Part 2

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.

Leather Education Guide -Part 3

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.

Logistics Tips From Shiphawk

Tips for home furnishings retailers on transportation and logistics.

Lost Secrets Of Scientific Selling

Larry Mullins explains how Furniture World readers can identify and develop productive and mutually beneficial relationships with the toughest and most elusive personality types... and use this information to boost sales performance.

The Lost Secrets Of Scientific Selling - Part 1

This article illuminates the basic principles of a selling technique that is based upon behavioral science. Want to reach the top much sooner? Want to serve customers better? Is your mind open? Good! The code to human behavior has been cracked. Get ready for some revolutionary selling ideas!

The Lost Secrets Of Scientific Selling - Part 2

In the second part of this series we will examine the lost art of mastering our relationships with difficult customers. We will learn how to develop productive and mutually beneficial relationships with the toughest and most elusive personality types.

The Lost Secrets Of Scientific Selling - Part 3

We learned how to develop productive relationships with tough personality types. Read on to find out how to use this information to improve your sales performance.

The Lost Secrets Of Scientific Selling - Part 4

In the first three installments of this series, Furniture World readers learned to identify and develop productive and mutually beneficial relationships with the toughest and most elusive personality types. Read on to find out how salespeople in your organization can increase sales performance by questioning some of the conventional assumptions they hold about success and selling furniture.

McMahon's Retail Finance & Inventory Articles

Financial management and inventory control articles for furniture stores by retail consultant David McMahon of PROFITSystems.

Gross Margin Is In Your Head

David McMahon presents proven strategies that can produce 50 to 60 percent gross margins even in highly competitive markets.

Think Profit!: In-Depth P&L Analysis

An in-depth look at how to analyze one of your three critical financial statements: the Profit and Loss.

Think Profit! -Part 2: Your Balance Sheet

An in-depth look at how to analyze one of your three critical financial statements: the Balance Sheet.

Think Profit! - Part 3: Cash Flow

An in-depth look at how to analyze one of your three critical financial statements: your statement of cash flow.

Business Intelligence & Mobile Dashboards

No matter which software system you are running, you have thousands of report queries available. How you sift through this data and make sense of it all is the purpose of business intelligence or “BI”.

Mega Motion

Aging Gracefully Home Furnishing Ideas are brought to you by Mega Motion, Power Recline with Lift Chairs, to meet the health needs of America’s aging Baby Boomers.

Mindful Sales & Management Skills

Practical sales and management training tips that apply the proven power of mindfulness to stress management, communication, sales education, team building and creativity

More Bedding Sales Education Articles

Articles from Furniture World Magazine's article archives on mattresses, bedding and sleep.

Do Your Customers Value Mattress Innovation?

GoodBed.com conducted a survey of 1000 visitors and found out that a large number of consumers would buy a new mattress that’s an exact replica of their current one. This article reviews the data and examines the surprising implications at retail.

Mullins' Advertising & retail leadership articles

Series by larry Mullins on retail advertising, sales and management leadership.

The Lost Secrets Of Scientific Selling - Part 1

This article illuminates the basic principles of a selling technique that is based upon behavioral science. Want to reach the top much sooner? Want to serve customers better? Is your mind open? Good! The code to human behavior has been cracked. Get ready for some revolutionary selling ideas!

The Lost Secrets Of Scientific Selling - Part 2

In the second part of this series we will examine the lost art of mastering our relationships with difficult customers. We will learn how to develop productive and mutually beneficial relationships with the toughest and most elusive personality types.

The Lost Secrets Of Scientific Selling - Part 3

We learned how to develop productive relationships with tough personality types. Read on to find out how to use this information to improve your sales performance.

The Lost Secrets Of Scientific Selling - Part 4

In the first three installments of this series, Furniture World readers learned to identify and develop productive and mutually beneficial relationships with the toughest and most elusive personality types. Read on to find out how salespeople in your organization can increase sales performance by questioning some of the conventional assumptions they hold about success and selling furniture.

Media Mix Magic - Part 4

By putting the proven principles of evidence-based advertising to work, you will be able to leverage media to revitalize your market share like nothing else can.

OnlineSalesTips

There are five things your furniture website should accomplish to become a good "sales person".

Operations Articles By Dan Bolger

Articles on operations, logistics & transportation for furniture retailers.

Employee Theft

Theft is a big problem in our industry. Here are simple ways to protect your business.

Perfect Furniture Delivery Index

The Perfect Delivery Index is a measure that assumes that problem deliveries are within the control of the operations department, with the exception of customer errors and well hidden manufacturers’ defects. Here’s how to use this tool and others to move toward making 100% perfect deliveries.

Retail LeadershipTips

These weekly Retail Leadership Tips are jointly provided by both Country View Woodworking and Furniture World.

Retail Traffic Tips

Series that looks into how to increase both retail traffic and close rates.

Rug Sales Series

Two part series on how to buy, display, advertise, merchandise and sell more rugs than you ever thought possible.

Sell More Rugs Than You Ever Thought Possible - Part 1

Thoughts and success strategies from rug experts for retail furniture store owners, buyers and sales professionals.

Sell More Rugs Than You Thought Possible - Part 2

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.

Sales Metrics

A complete series for retail managers on how to understand and impliment sales metrics to improve sales performance.

Sales Promotion Tips From PMP

Promotional ideas and observations on innovative retail marketing and furniture promotions.

From Trash To Treasure

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.

Sexy Sleep Tips Series

Series looks at consumer attitudes about intimacy and their mattress purchases. The SexySleep research was commissioned by Leggett & Platt and conducted in Las Vegas by independent research group POCO Labs.

Smart Furniture Web Tips

Website tips to help furniture retailers sell more online from SmartFurniture.com,

Research: How Are Mattress Companies Doing On Facebook And Twitter?

While Facebook and Twitter certainly represent an enormous potential audience, how effective have they really been as a marketing platform for businesses?

Social Media Room

Series on social media tools, tips and techniques for furniture retailers.

Store Insurance: Risky Business

Multi-part series outlining best practices for insuring your furniture store business against loss.

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.

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.

Risky Business - Part 3: Insuring Your Store & Stock

Everything you should know to protect your assets including your store, showroom, warehouse and the stock/inventory contents contained therein from loss.

Technology Tips From Storis

Storis shares technology insights for furniture retailers to help drive profitability and foster growth.

Tribal Retailers

Series of articles about how furniture retailers can take leadership positions by creating tribal loyalty among your customers.

Truckskin Tips

Series of outdoor advertising and marketing tips from TruckSkin for furniture retailers.

Turning Data Into Furniture Sales

Series on Predictive Analytics, and why you, as a furniture retailer, need to care about it.