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WHFA & NHFA Announce Las Vegas Summer Market Seminar Line Up

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The Western Home Furnishings Association (WHFA) and National Home Furnishings Association (NHFA) announced the 2008 July Summer Market seminar schedule. The Retailer Resource Center (RRC), located in Building B, 16th floor, suite 1630 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. In response to buyers’ requests, WHFA & NHFA has extended sessions to accommodate the topic and bring greater depth to certain topics. WHFA & NHFA seminars are offered Monday, July 28, 2008 through Friday, August 1, 2008 at the Las Vegas Summer Market. One highlight of the summer seminar series in the Retailer Resource Center is the Fast Forward sponsored Legacy 1.0: Surviving Generational Change, where attendees will learn about barriers to communicating transfers of authority, the importance of transition planning and organizational stability and the Seven C’s of Intergenerational Leadership. Fast Forward is a community of passionate, young, up-and-coming home furnishings executives working together to gain the tools, knowledge and networking abilities in a fun environment to become tomorrow’s industry leaders. Another seminar highlight was created just for interior designers and is a Market first. Open to local and industry interior designers, the Master’s Class is a half-day session that allows attendees to earn 0.4 CEU’s (Continuing Education Credits). During this session, attendees will learn valuable, practical instruction on the topics critical to growing an interior design business, including: Marketing – Attracting the clients you really want Pricing – Charging the most you can for each client Sales – Effectively sell product and service, after the contract is signed The Master’s Class will take place on Friday, August 1, in the Retailer Resource Center (RRC) located on the 16th floor of World Market Center’s Building B. The $100 fee for the program includes lunch. This program is sponsored by Western Home Furnishings Association (WHFA), National Home Furnishings Association (NHFA), World Market Center and Interior Design Society. A complete listing of the dates and times of WHFA & NHFA seminars follows: Monday, July 28, 2008 10:00 – 11:30 a.m. He Shops, She Shops... Differently Rich Kizer & Georganne Bender Kizer & Bender Speaking! Men and women are different. But you would never know it by the way some retailers run their stores. A woman requires more from her stores of choice than a man does, but whatever changes you make to accommodate her, he will also appreciate. He just won’t tell you. This is not an ordinary seminar on how you can attract female shoppers. We’ll show you up-to-the-minute strategies to use immediately to ready your store for both male and female shoppers. You’ll learn: • What male and female shoppers like in a shopping experience, and what drives each of them nuts. • Why men like one-stop shopping and women prefer choice. • How to look at your store through your customers’ eyes. • How men and women navigate your sales floor. • Relationship building techniques to keep customers close. 12:00 – 1:00 p.m. Growing Your Business When Facing Challenging Conditions Philip Gutsell GutSELL & Associates Come learn the seven strategic steps you can take to profitably increase your business: increasing your advertising in key areas, converting and remodeling unproductive displays, expanding your showroom, converting warehouse into display, buying out competitors, moving to a new location, and the No. 1 way to grow your business with minimal investment. Discover the necessary steps to expand your thinking, business and profits. Hear the exciting case studies of clients that met these challenges and are still growing today! 1:30 – 3:00 p.m. 10 Power Ideas to Keep Your Customers Close! Rich Kizer & Georganne Bender Kizer & Bender Speaking! There’s a celebrated saying in the retail industry: If you don’t make dust, you eat dust. To be competitive today you have to be the dust maker; doing things that both surprise and delight your customers. You also have to do those surprising and delightful things on a consistent basis. This seminar focuses on 10 things you can do right now to keep your customers close. You’ll learn: • How to treat your customers like guests • Why it’s the customer’s definition that counts, not yours • Easy ways to exceed customer expectations • How to anticipate customer needs • Stealth marketing tactics your competition can’t trace You’ll leave this seminar armed with the strategies, tactics, tips and techniques to help you keep your customers closer than ever before! 3:30 – 5:00 p.m. Legacy 1.0: Surviving Generational Change David Lively The Lively Merchant Four out of five family-owned businesses are led by their founder, but 40 percent will change hands in the next five years. You’ll hire lawyers and accountants to plan your estate, but will your company survive? In Legacy 1.0, you’ll learn barriers to communicating transfers of authority, the importance of transition planning and organizational stability and Seven C’s of Intergenerational Leadership. Tuesday, July 29, 2008 8:30 – 9:30 a.m. Identity Crisis in Cyberspace — the Cause and the Cure Linda Forte CDS Solutions Group Craft your website to connect with your target market, fulfill your customers’ needs and differentiate yourself from your competition. Remember image is power — and “cyber-anonymity” can wreak havoc in a business. The personality of your website (or lack thereof) is vital. Online marketing has much in common with interpersonal face-to-face marketing. Your website can be your top salesperson — or wipe out potential revenue with just one click. Find out how to overcome the two biggest obstacles to success — invisibility and lack of credibility, by designing, implementing and maintaining a truly effective website that sends both conscious and subconscious image-marketing messages tailored to your audience. 10:00 – 11:30 a.m. Why Sales Management in Most Stores is Just Not Working — and What to Do About It Iris & Jay Byers Byers Guide Store owners and sales managers: Identify sales management changes you can make now that will increase your sales performance. Understand the role of today’s coach versus manager and key elements of their success. Learn how coaching benefits your sales staff and today’s demanding consumers. 12:00 – 1:00 p.m. WOW Your Bedding Customer Gerry Morris SleepTrust Guarantee Discover how to get consumers to buy in a slow economy by turning reluctant customers into raving advocates! Learn the best tips and techniques guaranteed to increase sales. Delivering fresh ideas and new selling concepts to owners, managers and retail sales associates across the country, this seminar is not to be missed. 1:30 – 3:00 p.m. Removing the Invisible Killer — Lost Sales Brad Huisken IAS Training This fun and motivational seminar will detail powerful ways to maximize your traffic, sales, and profits. In today’s retail environment, people come into a furniture store not necessarily looking for furniture. Customers are looking for a place and a person from whom to buy products. With the competition increasing from mass merchandisers, other retailers, the Internet, catalogs, and other places where customers can spend their disposable income, retailers must learn how to sell themselves and the store. We can no longer sit back and wait for customers to come to us; we have to do something to get them to come back repeatedly. We’ll share strategies on how salespeople can help “brand” the store, telephone campaigns, three responsibilities of a salesperson, company stories, customer follow-up, analyzing lost sales and much more. Wednesday, July 30 8:30 – 9:30 a.m. Effective Market Research Equals Success Brian Crozier CDS Solutions Group Effective marketing doesn’t come naturally to most businesses. When reaching out to customers, many companies describe what the products are; explain how their products are better, and why customers should buy them. This is also how most salespeople make sales presentations. Too often, they leave out the part about how the product benefits the customer. But the only time the customer is ever interested is when you tell him how the products will improve his or her life. You can’t highlight your product’s benefits if you don’t know what your customers want. That’s where market research comes in. This seminar explores simple research methods to learn more about what your customers really want and to better understand why they want it. 10:00 – 11:30 a.m. Fear or Fearless? The Choice is Yours! Doug Knorr Knorr Marketing With today’s doom and gloom headlines of mortgage foreclosures and lower consumer confidence levels, it is evident that the retail landscape has changed! What worked a few years ago isn’t working today. This change has caused many retailers to become fearful of what tomorrow may bring. In this seminar you will learn how to address the changes we are seeing today and how to turn fear into…Fearlessness! We will discuss four simple steps you can take to assure your success even in today’s difficult retail climate. Learn how to: 1. Differentiate your company from the competition. 2. Reduce costs. 3. Know where to invest your advertising and how to hold it accountable. 4. Build more loyal customers. Become a fearless retailer and turn it around in 2008. 12:00 – 1:00 p.m. A New Calendar: One Year’s Worth of Display and Promotion Ideas Mary Liz Curtin Leon & Lulu Your store’s promotion calendar should be as full as Scarlett O’Hara’s dance card to maximize your fourth quarter profits. Join Mary Liz Curtin for a look at her new calendar, based on a schedule of promotions, special events and marketing ideas. In addition, you will learn tips and tricks for publicizing and promoting the happenings in your store. Bring your ideas, too — prizes will be awarded for the best ideas. 1:30 – 2:30 p.m. Rock Your Inventory! David McMahon PROFITconsulting, PROFITsystems Would you like an extra $370,000 per year from your inventory? This is the difference between a high profit operation and an average operation. With respect to GMROI, a 37 cent difference produces an extra $370,000 in gross margin dollars per million invested in inventory. You can increase cash flow even if sales are sluggish. Hear what the best managers do to maximize the return on their inventory and stay cash flow positive. Rock your inventory — don’t let it rock you! 3:00 – 4:00 p.m. Email Marketing Done Right. A Case Study: Mor Furniture Ken Mahar Axis 24/7 Marketing, Inc. Find out why email marketing is the hottest sales tool available today. Your previous customers and their friends are a gold mine that you are ignoring if you are not personally staying in touch on a monthly basis and email marketing is the most cost-effective way to do that. In this challenging economy, using the most cost-effective marketing tool that has a huge response rate makes even more sense — but it’s not easy. See how Mor Furniture has created a world-class campaign and is reaping big rewards. Bring a business card for a free demo and have a chance at winning a door prize. 4:30 – 5:30 p.m. Your Salespeople Need Your Help Joe Milevsky JRM Sales & Management, Inc. Every customer is precious. Learn to help your salespeople maximize their potential with every customer interaction by: • Finding, interviewing and hiring the right salespeople for your company’s culture • Training and coaching • Properly setting sales goals • Using measurements to coach improved salesperson performance • Creating a positive and fun selling environment • The keys to developing and keeping top performers • Dramatically improve your company’s sales performance Thursday, July 31 8:30 – 9:30 a.m. Capturing the Value Driven Customer John Egger Profitability Consulting Group How do you get the value driven customer in your store? How do you make the sale? How do you keep them returning? This is a tough market but some furniture retailers are doing well by maximizing their customer’s assets and keeping the traffic count up. Learn what other retailers are doing to be successful in today’s slow economy. 10:00 – 11:30 a.m. Designers and Green Design Dann Foley Dann Foley Design How do we keep up? More importantly, how do we make money with “green?” This seminar will give discerning designers more insight, tips and sources on the topic of green design. Learn the sales techniques to encourage your clients to live better lives with green products and bring your clients the highest quality and most sustainable products on the market. Come to this seminar and gain valuable information to go green and make more green. 12:00 – 1:00 p.m. Color Stimulates Sales Margi Kyle The Designing Doctor, LLC Understanding the power of color is the key to increasing sales. Retailers, vendors and designers can all learn from the trends that are driving this new world that is rich and vibrant with color. Now more than ever, customers are inspired by palettes that appeal to their dramatic or playful lifestyles. Every sale starts with color — come and explore its direction up to 2010. 1:30 – 3:00 p.m. 18 Great, Creative Advertising Ideas Sally Morse Hunter Douglas Do you spend the bulk of your advertising budget on newspaper advertising and just advertise discounts? Then this is the seminar for you. In this session, you will learn who your customers are, and how to target your advertising to attract the right customer for your business. Learn 18 great ideas that are low-cost and work better than just advertising discounts. What is room-of-the-month and limo lunch? These are just two of the fun ideas that will be unveiled. Discover how to track sales and find out what advertising ideas work best for you. 3:30 – 4:30 p.m. The 12 Most Important Elements Needed to Build a Profitable Retail Organization Ron Wolinski Profitability Consulting Group Are you too busy trying to do business that you don’t have time to manage your business? Are you trying to do everything yourself? Are your old process and procedures no longer working? Are you just putting out fires, rather than progressing? We will discuss the 12 key elements to building a profitable and successful organization. You will receive a road map on how to transition into a growing organization that’s goal related, not task related. Friday, August 1 8:30 a.m. – 9:30 a.m. Jump on the e-Train Mark Lacy The Furniture Training Company Computers and the Internet are helping home furnishing store owners to better manage and operate every aspect of their businesses except for training their sales associates to sell more furniture. Furniture sales training has remained old school lectures from talking heads, boring and passive videos or DVDs, and books that never get read beyond chapter one. In addition, when training occurs it is usually “too little, too late” to keep new hires or under-performing sales associates from failing. This seminar will introduce furniture store owners and others to new 24/7, self-paced, interactive, multimedia Internet technologies to better train their furniture sales associates to sell more furniture to more customers. 10:00a.m. – 3:00 p.m. Designer Workshop — Designers Master’s Class - 0.4 CEUs In these lean economic times, the last thing you need as an interior designer is a class on color theory. What you need are tips and tools to give yourself a competitive edge in a tough market. This half-day Master’s Class session provides valuable, practical instruction on the topics critical to growing an interior design business, including: Marketing – Attracting the clients you really want Pricing – Charging the most you can do for each client Sales – Effectively sell product and service, after the contract is signed. Fee: $100 Credits Earned: 0.4 Continuing Education Units (CEUs). Register: http://www.toolstothetrade.com/#byo For more information about the Retailer Resource Center or the seminar series, please visit www.WHFA.org or call (800) 422-3778. About the WHFA and NHFA: The Western Home Furnishings Association (WHFA) is the largest affiliate of the NHFA, representing more than 1,100 independent home furnishings retailers in more than 2,800 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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