Train the Trainee
Published:
11/20/2020
Eight simple steps to improve the effectiveness of your sales meetings.
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A Mattress Detective Story
Published:
9/24/2020
A true detective story about finding the right questions to ask to make that all-important mattress sale.
Read A Mattress Detective Story
The Price Match Game
Published:
8/5/2020
Grabbing back the sale from an online or down the street retail competitor can be fun.
Read The Price Match Game
Sales Management: Grim Retail Personalities
Published:
6/6/2020
A post COVID-19 fairy tale from the pages of the Brothers Grim starring your very own sales team.
Read Sales Management: Grim Retail Personalities
Lots To Keep You Up at Night
Published:
4/4/2020
Things you can do to respond when a large competitor goes out with a bang instead of a whimper.
Read Lots To Keep You Up at Night
Welcome to WHY2K20
Published:
1/3/2020
You only need to look at the innovators and disruptors in our world to see the value in asking WHY.
Read Welcome to WHY2K20
So-Called Knowledgeable & Friendly Salespeople
Published:
12/8/2019
Many store owners claim that their sales teams are knowledgeable and
friendly.
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Kids Say the Darndest Things
Published:
10/12/2019
Advice from a half- dozen half pints that may just help you grow your retail furniture business.
Read Kids Say the Darndest Things
Jeopardy!: I'll Take Bedding for $800
Published:
7/15/2019
Take a few cues from Jeopardy's big winner James Holzhauer, and you just might WIN BIG at retail!
Read Jeopardy!: I'll Take Bedding for $800
Missing the Media Mark? Your Best Inside Ad Campaign Ever!
Published:
6/2/2019
Even the best retail marketers often miss the mark on the #1 target group that can affect an up or down swing in a home furnishings store business.
Read Missing the Media Mark? Your Best Inside Ad Campaign Ever!
Crazy Bedding Promotions!
Published:
3/23/2019
Can you come up with an off-the-wall promotion to boost bedding sales?
Read Crazy Bedding Promotions!
The Stuff Retail Dreams Are Made On
Published:
1/11/2019
Chances are pretty good that William Shakespeare never shopped at a mattress store...
Read The Stuff Retail Dreams Are Made On
850 Shades of White
Published:
12/19/2018
Just as music is more than dots and lines printed on paper, product specs are more than pretty pictures with descriptions.
Read 850 Shades of White
Open up your Retail Toolboox for 2019
Published:
11/26/2018
Six retail tools you should take out of your tool box to make sure physical assets, policies and procedures can do a good job for you in 2019.
Read Open up your Retail Toolboox for 2019
The Curse of 4 Percent Unemployment
Published:
9/22/2018
How to hire the best and most loyal employees in today's tight job market.
Read The Curse of 4 Percent Unemployment
Seven Tiresome Habits of Moderately Successful Salespeople
Published:
7/4/2018
A list of seven poor retail habits RSAs hang onto, but give your shoppers a negative impression.
Read Seven Tiresome Habits of Moderately Successful Salespeople
Selling Face To Face
Published:
5/23/2018
How to make the job of sales the EASIEST high paying position in your company.
Read Selling Face To Face
Are Customers Ready for You To Pick the Mattress they Want?
Published:
4/16/2018
Changes in online grocery delivery business are a look into the future of online furniture shopping.
Read Are Customers Ready for You To Pick the Mattress they Want?
Getting Your Slice of The Pie
Published:
3/23/2018
Although a pie is finite, retailers can expand their market from a large to extra-large with pepperoni!
Read Getting Your Slice of The Pie
Time To Party Like It's 2023
Published:
1/14/2018
RSAs may think a month ahead, and managers may think a year ahead, savvy business people are thinking about 2023.
Read Time To Party Like It's 2023
Taco Bell Your Store In 2018
Published:
11/29/2017
What can you learn about target marketing from Taco Bell, Amazon and The Big Bang Theory?
Read Taco Bell Your Store In 2018
The Frightful Five: Five Questions that are Rarely Used in Retail Stores
Published:
10/12/2017
Here are five questions that are rarely used in retail stores, but when answered can provide a clear picture into needs and wants.
Read The Frightful Five: Five Questions that are Rarely Used in Retail Stores
Advance Planning For 2018
Published:
9/23/2017
Sure, it’s not even Halloween, but here are some planning tips for a happy and successful 2018.
Read Advance Planning For 2018
Retail Phone Talk
Published:
7/7/2017
Five steps to help your people develop better phone skills and get rid of phone system features that annoy customers.
Read Retail Phone Talk
Who Wants To Greet a Millionaire?
Published:
6/1/2017
Five steps to help retail sales associates serve customers like millionaires so they might become one.
Read Who Wants To Greet a Millionaire?
5 Tips For Shopping High Point
Published:
3/29/2017
A true retail partner will offer initiatives and programs to help you SELL.
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Don’t Get Peppered With Efficiency
Published:
12/28/2016
They say “time is money”, but that’s not always true at retail.
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Planning For 2017 And The Poetry of Robert Burns
Published:
11/29/2016
As we flip from this year to the next, it’s a great time to get advice from Gordon Hecht for 2017’s Game Plan.
Read Planning For 2017 And The Poetry of Robert Burns
The Traveling Retailer's Tip #32: The Bakery Store Inventory
Published:
11/21/2016
In Black November, it's never been more important to follow the lessons of a baker: have one extra item on the shelf at the end of the day.
Read The Traveling Retailer's Tip #32: The Bakery Store Inventory
Under New Ownership
Published:
9/30/2016
How to grow your business by turning employee leaders Into owners.
Read Under New Ownership
The Traveling Retailer's Tip #28: It’s Halftime
Published:
7/18/2016
There are still 5 ½ months of opportunity in 2016.
Read The Traveling Retailer's Tip #28: It’s Halftime
Dear Furniture Godfather
Published:
7/7/2016
The Furniture Godfather once again answers your tough questions about life in the furniture industry.
Read Dear Furniture Godfather
The Traveling Retailer's Tip #26: Tips From The Field
Published:
6/5/2016
TIPS = To Insure Prosperous Sales.
Read The Traveling Retailer's Tip #26: Tips From The Field
Pete Rose- Furniture Salesperson
Published:
6/2/2016
It takes more than talent/ drive to make it to the BIGS, plus luck, the right team, no injuries, and good coaching.
Read Pete Rose- Furniture Salesperson
The Traveling Retailer's Tip #25: How You Gonna Keep Them Down On The Farm
Published:
5/13/2016
Your big city competition may be winning the battle because of what they can offer.
Read The Traveling Retailer's Tip #25: How You Gonna Keep Them Down On The Farm
The Traveling Retailer's Tip #22: Don't Take 25% off a Good Night’s Sleep
Published:
4/13/2016
We have all experienced that shopper who believes you have an extra 25-75% discount to offer.
Read The Traveling Retailer's Tip #22: Don't Take 25% off a Good Night’s Sleep
The Traveling Retailer's Tip #23: A Completely Non-Scientific Review of Media Outlets
Published:
4/13/2016
Cable companies are hemorrhaging viewers, so plan to invest your marketing dollars wisely.
Read The Traveling Retailer's Tip #23: A Completely Non-Scientific Review of Media Outlets
The Traveling Retailer's Tip #24: Rules, Guidelines, Policies, And Beliefs
Published:
4/13/2016
It's much easier to ignore a situation and say No. Give your team the power to say yes!
Read The Traveling Retailer's Tip #24: Rules, Guidelines, Policies, And Beliefs
Opportunity Doesn’t Knock, It Rings!
Published:
3/25/2016
Every day your service or sales teams end phone calls without suggesting a solution or invitation.
Read Opportunity Doesn’t Knock, It Rings!
The Traveling Retailer's Tip #19: Six Tips For Furniture Stores To Increase Mattress Sales
Published:
3/23/2016
Your store does not have to be a victim of shrinking bedding sales.
Read The Traveling Retailer's Tip #19: Six Tips For Furniture Stores To Increase Mattress Sales
The Traveling Retailer's Tip #20: Five For Fighting
Published:
3/23/2016
Don’t go into today’s battle short-handed!
Read The Traveling Retailer's Tip #20: Five For Fighting
The Traveling Retailer's Tip #21: Sign Up For Your Downgrade
Published:
3/23/2016
Selling is an ART, and it is up to your RSA team to paint that picture of sleep satisfaction.
Read The Traveling Retailer's Tip #21: Sign Up For Your Downgrade
The Traveling Retailer's Tip #18:Two Things Are For Certain!
Published:
3/5/2016
In this world nothing can be said to be certain, except SLEEP and taxes.
Read The Traveling Retailer's Tip #18:Two Things Are For Certain!
The Traveling Retailer's Tip #16: It’s Just A Bunch Of B.L.S
Published:
2/1/2016
It's crucial to separate yourself from the competition.
Read The Traveling Retailer's Tip #16: It’s Just A Bunch Of B.L.S
The Traveling Retailer's Tip #17: Are They Getting The Message?
Published:
2/1/2016
Is the information you are sending down (or up) the chain getting diluted and revised until it is barely recognizable?
Read The Traveling Retailer's Tip #17: Are They Getting The Message?
The Traveling Retailer's Tip #15: Don’t Get Caught Where the Uber Meets the Road
Published:
1/8/2016
Someone is looking to "Uber" your business model.
Read The Traveling Retailer's Tip #15: Don’t Get Caught Where the Uber Meets the Road
Ten Retail Commandments 2016
Published:
1/4/2016
Rules to live by that will help you to build your business, ignite your passion and reduce your level of stress.
Read Ten Retail Commandments 2016
The Traveling Retailer's Tip #14: Portrait of the RSA as an Artist
Published:
12/21/2015
If you can hire this mattress salesperson you will sell a lot more!
Read The Traveling Retailer's Tip #14: Portrait of the RSA as an Artist
The Traveling Retailer's Tip #13: Picture This In 2016!
Published:
11/30/2015
Success starts with imagining the results you want to achieve.
Read The Traveling Retailer's Tip #13: Picture This In 2016!
Bold Retail Predictions for 2016
Published:
11/27/2015
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.
Read Bold Retail Predictions for 2016
The Traveling Retailer's Tip #12: It’s a Winter Wonderland!
Published:
11/25/2015
The holiday season has arrived and it's time to perk up sales. Here are a few ways you can bring some sunshine into your sales books!
Read The Traveling Retailer's Tip #12: It’s a Winter Wonderland!
The Traveling Retailer's Tip #11: Don’t Be An Angry Bean
Published:
11/17/2015
Plan today to recruit and sustain your sales and operations force.
Read The Traveling Retailer's Tip #11: Don’t Be An Angry Bean
The Traveling Retailer's Bedding Sales Tip #10: Go to the Beach and Learn How to Sell
Published:
10/12/2015
Thoughts on how to get customers relaxed and open to BUYING better sleep, instead of being SOLD a mattress.
Read The Traveling Retailer's Bedding Sales Tip #10: Go to the Beach and Learn How to Sell
The Traveling Retailer's Bedding Sales Tip #9: Don’t ask them to BUY!
Published:
10/6/2015
There are probably a few of you, like me, that learned to SELL in the mid-1970s. The sales process was based around three letters A-B-C which stood for Always Be Closing!
Read The Traveling Retailer's Bedding Sales Tip #9: Don’t ask them to BUY!
Anticipation: It’s Making You Money!
Published:
9/27/2015
Anticipate these common but often ignored needs that can hinder the pathway to completing a sale.
Read Anticipation: It’s Making You Money!
The Traveling Retailer's Bedding Sales Tip #8: Delivering Great Sleep (And Great Furniture) Can be a Nightmare!
Published:
9/22/2015
Whether your scenario involves delayed delivery, wrong or missing items, no-fits, soils or tears, it often seems like your customer's reaction is over the top. Here is where it comes from. . .
Read The Traveling Retailer's Bedding Sales Tip #8: Delivering Great Sleep (And Great Furniture) Can be a Nightmare!
The Traveling Retailer's Bedding Sales Tip #4: That New Camry, Mobile Media, and The Perfect Mattress
Published:
9/2/2015
Recent USA Today story concerned Millenials and their car shopping experience. And in almost every sentence, you could take out the word CAR and replace it with MATTRESS or FURNITURE.
Read The Traveling Retailer's Bedding Sales Tip #4: That New Camry, Mobile Media, and The Perfect Mattress
The Traveling Retailer's Bedding Sales Tip #5: The Chicken, The Egg and USA This Weekend
Published:
9/2/2015
If your investment in newspaper adverting is more than 50% of your investment in electronic media, you are fishing in the wrong pond!
Read The Traveling Retailer's Bedding Sales Tip #5: The Chicken, The Egg and USA This Weekend
The Traveling Retailer's Bedding Sales Tip #6: I Scream, You Scream!
Published:
9/2/2015
The SELLINNG SEASON is here, and it’s time to turn on your GUERILLA MARKETING campaign.
Read The Traveling Retailer's Bedding Sales Tip #6: I Scream, You Scream!
The Traveling Retailer's Bedding Sales Tip #1: Marie Osmond and The Other 20 Days This Month
Published:
7/31/2015
Sell the 20 days your SHOPPER is AWAKE and chances are the Mattress, Base, and Accessories will go with it.
Read The Traveling Retailer's Bedding Sales Tip #1: Marie Osmond and The Other 20 Days This Month
The Traveling Retailer's Bedding Sales Tip #2: You Can’t Learn From What They Do Lousy!
Published:
7/31/2015
During this past week, I went on a Competitive Shopping Trip. You know, getting out of the comfort zone to learn why we don’t close sales at 100%.
Read The Traveling Retailer's Bedding Sales Tip #2: You Can’t Learn From What They Do Lousy!
The Traveling Retailer's Bedding Sales Tip #3: It’s Time to Get Rid Of Those Leftovers
Published:
7/31/2015
Tips for selling off old and worn inventory off like it was yesterday’s fried mush. Cash trumps damaged goods every day!
Read The Traveling Retailer's Bedding Sales Tip #3: It’s Time to Get Rid Of Those Leftovers
Seven Deadly Sins of Retail
Published:
7/17/2015
Avoid them and your business can flourish. Ignore them, and you may lose your retail soul!
Read Seven Deadly Sins of Retail
Millennials: Congratulations Mom & Dad, It’s a Customer!
Published:
6/3/2015
Millennials think and shop differently than Baby Boomers and Generation X. Here’s what you need to know.
Read Millennials: Congratulations Mom & Dad, It’s a Customer!
Six Rules For Planning Your Next Big Event
Published:
3/24/2015
Planning a BIG EVENT is a lot like planning a wedding. It takes time, thought, and budgeting. Here are ideas to consider if you want to maximize the return on your next big event.
Read Six Rules For Planning Your Next Big Event
Get Your Fair Share of Bedding Sales In 2015
Published:
12/29/2014
In most home furnishings stores 96% of shoppers leave without buying a mattress. Here are 11 ways to do better in 2015.
Read Get Your Fair Share of Bedding Sales In 2015
The Customer Service Challenge
Published:
11/21/2014
Challenge yourself to find at least five opportunities in each example presented in this article to turn good into great customer service!
Read The Customer Service Challenge
Win At the Name Game!
Published:
7/8/2014
The last line on the theme song for TV sitcom Cheers went something like, “You want to go where everyone knows your name”. Here are simple inexpensive ideas for keeping your store’s name front and center.
Read Win At the Name Game!
Retail: Just Like Your First Date
Published:
1/3/2014
Retail is full of first dates. Gordon Hecht reflects on how a bit of maturity goes a long way in pleasing customers, partners and improving performance in retail organizations.
Read Retail: Just Like Your First Date
Dear Furniture Godfather
Published:
12/10/2013
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.
Read Dear Furniture Godfather
Mattress-7: The New Reality
Published:
7/11/2013
Seven ways to adjust your sales and marketing to take advantage of a new reality.
Read Mattress-7: The New Reality
A Baker’s Dozen: Retail Ideas
Published:
5/30/2013
These thirteen practical and detailed tips for retail success from Gordon Hecht will help you to build your furniture business.
Read A Baker’s Dozen: Retail Ideas
Drop Those Percentages
Published:
4/1/2013
Observations on how percentage discounts and some sales goals
expressed as a percent may be harmful to your furniture business.
Read Drop Those Percentages
Time To Dump That Loser In 2013
Published:
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.
Read Time To Dump That Loser In 2013
Sales Excuses
Published:
6/6/2012
Replace your sales associate’s sagging excuses and you will replace more of your shoppers sagging beds with brand new bedding!
Read Sales Excuses
Retail Resolutions For 2012
Published:
12/2/2011
The top 7 New Year’s resolutions for 2012 that can help to build your business.
Read Retail Resolutions For 2012
Garage Sale Lessons For Furniture Retailers
Published:
10/5/2011
Lessons a veteran furniture guy learned watching people browse, decide and negotiate at a garage sale.
Read Garage Sale Lessons For Furniture Retailers
Think Like A Retailer... Not Like A Furniture Guy!
Published:
5/30/2011
Retail furniture stores are different than other retail formats, but we can and should learn from the best practices of good retailers in other industries. Gordon Hecht identifies mindsets about credit, consumer buying behavior, inventory management and recruiting that furniture retailers should be thinking about.
Read Think Like A Retailer... Not Like A Furniture Guy!
Weekly Better Bedding Selling Tip #15 - The Best Bed for Your Shopper is the Bed that's Best for Your Shopper
Published:
5/9/2011
You get her to test-rest your best selling model and ask her if it’s comfortable. She buys it-and a week after delivery she wants to return it, saying that she’s awake tossing and turning all night. Why was she comfortable in the store and not comfortable at home?
Read Weekly Better Bedding Selling Tip #15 - The Best Bed for Your Shopper is the Bed that's Best for Your Shopper
Weekly Bedding Sales Tip #14 - Providing Mattress Protection
Published:
5/2/2011
When you present your store’s Mattress Protection not as another “Add-On”, but as a necessary component in providing your shopper with a Great Night’s Sleep, your shopper will see the health benefits and value of this product.
Read Weekly Bedding Sales Tip #14 - Providing Mattress Protection
Weekly Bedding Sales Tip #13 - What's your Cheapest Mattress?
Published:
4/25/2011
Veteran sales people sometimes say that they won’t show the cheapest bed, or tell the shopper it won’t work for them. That may be true, but until the shopper’s needs, wants, and motivation have been discovered, making a derogatory comment about merchandise in our store can stop the demonstration and kill the sale.
Read Weekly Bedding Sales Tip #13 - What's your Cheapest Mattress?
Weekly Bedding Sales Tip #12 - Kids' Beds-The Worthwhile Investsment
Published:
4/18/2011
Smart retailers know that kids’ tastes are different from Mom and Dad, and they have designed products geared to satisfy the junior set.
Read Weekly Bedding Sales Tip #12 - Kids' Beds-The Worthwhile Investsment
Weekly Bedding Sales Tip #11 - King versus Queen-Room Requirements
Published:
4/11/2011
Some rooms are too small to accommodate a King Bed. But when you do the math, most master bedrooms can fit the larger size.
Read Weekly Bedding Sales Tip #11 - King versus Queen-Room Requirements
Weekly Better Bedding Selling Tip #9 -How long should a mattress last?
Published:
3/28/2011
Bedding experts like the Better Sleep Council and Consumer Reports agree that individuals need to re-evaluate what they are sleeping on every 5-7 years, but that's not what most of our customers do.
Read Weekly Better Bedding Selling Tip #9 -How long should a mattress last?
Weekly Better Bedding Selling Tip #10 - The Eight Features that are the Most Important to Your Shopper
Published:
3/28/2011
Cost-Value-or Price, it’s all relative, for some shoppers $699 is too much, and for others $2000 is a bargain. Just don’t try to guess your shopper’s pocket book. Warranty comes in last on shoppers’ lists.
Read Weekly Better Bedding Selling Tip #10 - The Eight Features that are the Most Important to Your Shopper
Weekly Better Bedding Selling Tip #8 - Better or Worse?
Published:
3/22/2011
The simple question “BETTER or WORSE?” can help you understand if a customer really likes it. Many customers have been sleeping on a substandard mattress for years, and may not understand how proper comfort and support really feels!
Read Weekly Better Bedding Selling Tip #8 - Better or Worse?
Weekly Better Bedding Selling Tip #7 - Comfort and Alignment Selling
Published:
3/14/2011
By looking at your customer’s spinal alignment, you can determine which mattress will provide proper support.
Read Weekly Better Bedding Selling Tip #7 - Comfort and Alignment Selling
Weekly Better Bedding Selling Tip #6 - Who Needs an Power Base?
Published:
3/6/2011
Who is the customer for adjustable bases? The answer is everyone.
Read Weekly Better Bedding Selling Tip #6 - Who Needs an Power Base?
Weekly Better Bedding Selling Tip #5 - Body Language and Positioning
Published:
2/27/2011
How many times have you brought a shopper into your store’s bedding area and they just would not “test drive” a bed by lying down?
Read Weekly Better Bedding Selling Tip #5 - Body Language and Positioning
Weekly Better Bedding Selling Tip #4 - The Four Letter "F" Word-FIRM
Published:
2/21/2011
A mattress that is too hard or “FIRM” will arch and stretch the lower back muscles if your customer is a back sleeper. It will increase the pressure points on the shoulder and hips if they are a side sleeper.
Read Weekly Better Bedding Selling Tip #4 - The Four Letter "F" Word-FIRM
Weekly Better Bedding Selling Tip #3 - Five Qualifying Questions to Help Select the Right Bed
Published:
2/14/2011
Here are some qualifying questions that will help you fulfill your customer’s need for a Great Night’s Sleep.
Read Weekly Better Bedding Selling Tip #3 - Five Qualifying Questions to Help Select the Right Bed
Weekly Bedding Selling Tip #2 - How to Get Customers into the Bedding Gallery
Published:
2/7/2011
A recent survey discovered that more than 50% of Full-line furniture store shoppers don’t even know that you sell mattresses.
Read Weekly Bedding Selling Tip #2 - How to Get Customers into the Bedding Gallery
Weekly Better Bedding Selling Tip #1 - Who is the Bedding Customer?
Published:
1/31/2011
Customers who nap during the day may be suffering from sleep deprivation. Some will even tell you that when they can’t sleep in their bed, they move to their recliner.
Read Weekly Better Bedding Selling Tip #1 - Who is the Bedding Customer?