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
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.
Try using this “no-fail” color palette in at least one of your furniture store displays each season and see the results!
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”.
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.
Retail Success Stories - Part 16
This month’s retail history tracks the progress of retailer Bothwell Furniture founded as a furniture and bedding manufacturer in 1904. Today at 40,000 square feet it is one of southwestern Ontario’s largest furniture showrooms
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.
Parallel Performance Furniture Profit Analysis
There are many strategies furniture retailers use to involve and motivate employees, but an important and often overlooked one, is to share with them financial information about how your business performance is trending.
If you are negative about the state of the world and the tone of political discourse, it couldn’t hurt to read Ray Morefield’s latest article.
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.
Retail Stories: The RoomPlace
The RoomPlace celebrates 100 years in business. Marketing foresight and a focus on family are keys to its success.
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 Merits of “Show & Tell”
Sales personnel who fail to explain industry terminology and the unique features that benefit the potential buyer, frequently fall back on price and discounts to close the sale.
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.
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.
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.
Retail Success Stories - Part 14
Design oriented Insideout Homestore, has fun while expanding its business with a new store theme, social networking initiatives and selling condo packages.
Get Noticed Online!
In a cluttered online world, attending to the basics of good website design and marketing can make a huge difference to your furniture business. Covered are practical tips and techniques.
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!
Article Marketing - Part 2
In the March/ April issue, Margo DeGange discussed what article marketing is, and what its benefits are. This time she provides guidelines for writing and using your articles.
The Merits of Questions & Answers
In this installment of Furniture World’s 90 Seconds To Success Series, Ray Morefield discusses how to listen, when to talk, and the role of persistence in selling furniture at retail.
Replace your sales associate’s sagging excuses and you will replace more of your shoppers sagging beds with brand new bedding!
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.
Display Ideas 2012
A review of the Trends display at the recent Canadian Home Furnishing Market featuring twelve instructive vignettes. A little bit of whimsy can make the sale!
60 Retail Success Stories - Part 13
This series, commemorating Furniture World’s 142nd year of publishing, continues with the story of how, after two decades of business in an expanding economy, an Alberta-based retailer successfully re-brands to express its vision, and attract new customers.
Theft is a big problem in our industry. Here are simple ways to protect your business.
Retail Success Stories - Part 12
This series, commemorating Furniture World’s 142nd year of publishing, continues with the interesting history of iconic Massachusetts based retailer Bernie & Phyl’s.
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.
Mattress Wars - Part 2
How can you benefit from changing mattress retailing trends? By embracing them.
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.