The National Home Furnishings Association announced that it will host 23 educational seminars April 25-28, 2009, at the Retailer Resource Center during the upcoming High Point Market. Seminars are free and will cover a wide range of industry-related topics designed to provide attendees with new ideas and strategies for their businesses.
The Retailer Resource Center (RRC) has moved to a new location on the first floor of Merchandise Mart Properties’ Plaza Suites. During Market, the RRC is home to numerous exhibitors who specialize in areas such as advertising, consulting, financing, software, store design and much more.
Visitors at the RRC will also find complimentary food, beverages and web access at the Retailer Lounge.
A complete listing of NHFA seminars follows:
-continued on page 2-
Saturday, April 25
8:30-9:30 a.m.
Transforming Order Takers into Order Makers
Presented by: Philip Gutsell, GutSELL & Associates
Are your salespeople behaving like order takers? Do they give up too easily when presented with common objections? Do they fail to close even when given solid buying signals? If your answers are yes to any of these questions, this seminar is for you. Phil Gutsell has researched thousands of retail salespeople and has uncovered the critical skills that transform order takers into order makers. Attend this seminar and learn the key factors that will propel your staff to earn more closes and satisfied customers.
www.gutsell.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
10:00-11:00 a.m.
How Can Conventional Retailers Leverage the Internet to Achieve Multi-Channel Success?
Presented by: Andy Bernstein, FurnitureDealer.net
Today’s furniture consumer wants to buy from local stores like yours, but is looking to the Internet first as part of the shopping process. In this seminar, we will look at several successful furniture websites and discuss what you can do to win online. Our focus will be multi-channel (stores and internet), local (not shipping across the country), and we will NOT focus on deep discount prices as a strategy. This seminar is appropriate for brick and mortar retailers and manufacturers who sell through brick and mortar channels.
www.furnituredealer.net
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
11:30 a.m.-12:30 p.m.
Help Wanted! My Sales Associates Can’t Sell Water to a Thirsty Camel
Presented by: Mark Lacy, The Furniture Training Company
Attend this seminar and learn innovative and easy to understand training techniques for teaching your sales associates the product knowledge, selling skills and room design abilities required to increase sales. These techniques have increased the sales of over 95% of the associates trained with them. After you train your associates using these proven techniques, they will be able to sell snow to Eskimos.
www.furnituretrainingcompany.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
1:00-2:00 p.m.
KNOWING Green: 10 Things Everyone Needs to Know
Presented by: Jeffrey Hiller
Sponsored by Sustainable Furnishings Council and BiOH
The green movement is well on its way, and it’s time to do some catching up. This starter seminar provides a simple understanding of the complex issues involved in sustainable home furnishings. What’s the current state of our industry? How important is it to consumers? When is it going to be a big seller? Based on a thorough review of all pertinent research, including a proprietary consumer survey, this presentation is guaranteed to get you highly motivated while providing the essential information you need to get moving in the right direction.
www.sustainablefurnishings.org
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
2:30-3:30 p.m.
Advertising Strategies Designed to Turn Around a Furniture Sales Slowdown!
Presented by: Charles Horich, Jon Parks, Brad Lebow, Chip Hector; Horich Parks Lebow Advertising
This seminar will share specific ideas to help retailers generate more traffic and sales in 2009. Make this the year for sales increases with creative ways to drive product category growth with particular emphasis on selling more mattresses. Go on the offensive with hard-hitting television and direct mail promotions that have been proven effective in difficult market conditions.
www.hpladv.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
4:00-5:00 p.m.
Performance Groups: Your Key to Success!
Presented by: Ron Huddleston, Impact Consulting Services, Inc.
The concept is simple and effective: successful business owners sharing best practices and ideas in order to help all members dramatically improve their volume and profitability. This presentation will cover the things to look for when selecting a provider to use and a performance group to join. You will take back information that will help you make the right decisions concerning this valuable service.
www.impactconsultingservices.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
Sunday, April 26
8:30-9:30 a.m.
An Overview of the Furniture Industry
Presented by: W.W. “Jerry” Epperson, Jr., Mann, Armistead & Epperson
Using the latest statistics, furniture research specialist Jerry Epperson will present insights into the furniture industry’s prospects for 2009-2010. You won’t want to miss this seminar.
www.maeltd.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
10:00-11:00 a.m.
Can You Grow Your Business Through Effective Outreach to Hispanic Consumers?
Presented by: Jane Martin, Makin’ It Work Pronto!
Sponsored by Home Furnishings Retailer
Hispanics are the largest minority in the U.S. at more than 47 million strong with the average Hispanic household earning over $52 thousand dollars in income. Makin’ It Work Pronto!, a Hispanic marketing and communications company, will assist you in learning how to effectively communicate with this growing population segment. Topics covered include Hispanic buying power growth trends; Hispanic culture and communications; what Hispanics are buying when it comes to homes, furniture and accessories; how to effectively market to Hispanics; and working with Hispanic media.
www.miwpronto.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
11:30 a.m.-12:30 p.m.
What a Difference Display Makes
Presented by: Martin Roberts, GRID2
Design industry expert Martin Roberts will share his vision for what makes for truly effective and impactful retail environments in 2009. He’ll cover the furniture category from both the retailer and customer point-of-view, providing a framework from which attendees can learn how to transform browsers into brand-loyal buyers. Topics include seasonal display techniques, the critical importance of lighting, the store as brand ambassador, and key strike zones within the store.
www.grid2.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
1:00-2:00 p.m.
GROWING Green: 10 Things Everyone Needs to Do
Presented by: Jeffrey Hiller
Sponsored by Sustainable Furnishings Council and BiOH
If you are ready to get started on greening your business, this is the how-to manual. From sourcing to operations, this seminar provides a panoramic perspective on practical steps that virtually any business can begin doing tomorrow to increase green offerings while reducing expense and your carbon footprint. Certified wood, rapid renewables, low VOC finishes, natural leathers, organic textiles, flooring, and lighting are just some of the topics covered, focusing on practical solutions you can implement immediately.
www.sustainablefurnishings.org
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
2:30-3:30 p.m.
Developing a High Performance Sales Force
Presented by: Joe Milevsky, JRM Sales & Management, Inc.
During this seminar you will learn how to dramatically improve your company’s sales performance by capitalizing on your company’s current assets and without wasting more money on additional advertising, etc. Topics covered include how to hire top salespeople; how to use measurements to coach improved salesperson performance; how to hold salespeople accountable for performance; how to create a positive and fun selling environment; and how to keep top performers.
www.jrmsales-mgmt.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
4:00-5:00 p.m.
The Modern World of Customer Relations with the Power of e-Marketing
Presented by: Chris Millet, PROFITsystems, Inc.
Wouldn’t it be great to be able to market directly to prospects and clients with campaigns that match their specific needs? Learn how to use e-marketing/e-commerce techniques that are rooted in permission-based marketing. You will focus on building customer relationships that lead to brand loyalty, and the use of measurable metrics to help you improve over time.
www.profitsystems.net
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
Monday, April 27
8:00-9:00 a.m.
15 Ways to Increase Profits
Presented by: John McCloskey, Profitability Consulting Group
This seminar will feature 15 specific items that any furniture retailer can do to quickly reduce costs in their store. New technologies will also be presented, which can not only decrease costs, but also increase customer satisfaction.
www.profitabilityconsulting.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
9:30-11:00 a.m.
The Sky Has Fallen, Now What? 10 Affordable Solutions to Get Customers to Your Store
Presented by: Connie Post, The Connie Post Companies
A powerful 90 minute presentation on the latest 2009 trends and how to harness them for your bottom line. Fast paced, energetic and idea driven, Connie Post always scores big with retail ideas that will change your business!
www.conniepost.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
11:30 a.m.-12:30 p.m.
The 80% Phenomenon: How Women Can Make or Break Your Business
Presented by: Kimberlie Hiltachk & Kathryn Baird, Torus Marketing
A comprehensive analysis of the female consumer and how retailers can connect best with this lucrative target—now making more than 80% of purchasing decisions on everything from diapers to drywall. In this discussion, you will learn why women are the most powerful economic force on the planet and how to create an experience that increases sales and market share. You’ll also leave the session with specific, tactical steps you can take to transform your business.
www.torusmarketing.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
1:00-2:00 p.m.
SHOWING Green: 10 Questions Every Salesperson Needs to Answer
Presented by: Jeffrey Hiller
Sponsored by Sustainable Furnishings Council and BiOH
The most eco friendly showroom means nothing if you can’t sell what’s in it. This seminar is a cheat sheet for managers, designers, and sales staff in the form of compelling answers to the most FAQ. What’s the difference between green and sustainable? Who’s going to be most interested? How important is green vs. style or price? What does it say about the rest of my products? Developed by a long-time retailer and high-growth importer, this comes from the real world perspective of working a showroom floor to make sure there will be no deer in the headlights.
www.sustainablefurnishings.org
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
2:30-4:00 p.m.
Capturing Customers in a Down Economy Using Google
Presented by: Tim Freeth, Google Inc.
Attend this seminar and learn how to use Google and the Internet to capture customers and increase your business' profitability. Tim Freeth of Google will cover a variety of topics including how to use the internet and search engines in your marketing mix and how to leverage the tracking capabilities of the internet to grow your customer base and business. Come prepared to have your questions answered by a representative of the "world's best search engine."
www.google.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
Tuesday, April 28
8:30-9:30 a.m.
Increase Profits with this Proven 10 Step Plan to Create Successful Promotions
Presented by: Denise Scattergood, Sale-in-a-Box
Denise Scattergood will teach you 10 proven steps to create a successful promotion or event that motivates customers to stay and buy today. From targeting the right audience to choosing the right message to creating the right atmosphere, this presentation will give you the tools you need to make the right decisions.
www.saleinabox.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
10:00-11:00 a.m.
Making Social Media Work for You
Presented by: Angela Connor, Capitol Broadcasting/WRAL.com
The pressure to get involved with social media is on! But the path to social media success is not one-size-fits-all. Do you microblog on sites such as Twitter or create niche groups in larger online communities like Facebook or MySpace? This seminar will help you focus on your business goals and make decisions about your social media strategy that will serve you in the long run.
www.golo.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
11:30 a.m.-12:30 p.m.
2009 Survival Skills: 12 Ways to Get Your Team to Create Their Own Sales
Presented by: Jeffrey Hiller, PROaction Marketing Group
Most owners and managers find it tough to get their sales staff to do more than compete for whatever UPS come through the front door. Not any more. This seminar delivers a dozen specific, proven tools to build their personal trade up to 50% of sales. Double their pre-qualified traffic through systematic outreach. Improve contact data capture to 70% of all UPS. Increase close rates up to 3 points. Answers, not anecdotes, developed and presented by a top sales and marketing consultant, former owner of a thriving specialty furniture retail chain and VP Marketing & Retail for a 3-time Inc 500 Fastest Growing Company importer.
proactionnow@gmail.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
1:00-2:00 p.m.
Reclaiming Wood for Furniture: A Recycling Story
Presented by: Amy Miller, Turning House
Sponsored by Sustainable Furnishings Council and BiOH
If vintage wood could talk, it would have quite a story to tell. Turning House Millworks provides extinct and rare Appalachian hardwoods for Turning House Furniture by painstakingly deconstructing old abandoned buildings. Learn from an environmental deconstructionist and wood expert about the reclamation processes that give new life to old growth hardwoods, saving thousands of trees as well as our landfills.
www.sustainablefurnishings.org
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
2:30-3:30 p.m.
Implement Sustainable Lighting for Savings
Presented by: Monte Lee, Service Lamp Corp.
This presentation shows how to implement sustainable lighting in furniture stores. Learn how to move toward sustainable lighting without additional investment and sacrificing the appearance of the sales floor. We will also discuss when to make an investment in sustainable lighting for real cost reduction.
www.servicelamp.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
4:00-5:00 p.m.
How to Conduct a Consumer Seminar
Presented by: Sally Morse, HunterDouglas
This in-depth session will explain the benefits of holding a consumer seminar in your store or at outside events. Learn how to become a fashion leader in your community and see the results for a very long time. This is great advertising for little cost.
www.hunterdouglas.com
No charge and no RSVP to attend.
NHFA Retailer Resource Center, Plaza Suites, 1st Floor
In addition to the 23 free seminars, a certified sustainability training program will be held at the RRC on Wednesday, April 29 from 9:30 a.m. until 3:30 p.m. The Sustainable Furnishings Council is presenting their GREENleaders six-hour certification course, which is designed to provide manufacturers, retailers, reps and designers with on-site accreditation as an expert in green residential. Modules include Environmental Concerns, Consumer Understanding, Product Sourcing, Sales Technique, Interior Design and Showroom Operations. This is a fee-based course. Pre-registration is required by contacting Susan Inglis at 919-621-2202 or susan@sustainablefurnishings.org.
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. For more information, visit www.nhfa.org.