2004 NHFA / WHFA All Industry Convention Educational Programs May 15-17, 2004 at the Sheraton Wild Horse Pass Resort and Spa in Phoenix, AZ.

Furniture World Magazine

“HOW TO SELL FURNITURE TO WOMEN” - REBECCA MADDOX: Marketing and selling to women has changed over the past 20 years, and it is now a "competitive necessity" to develop skills and competencies desired by this marketplace. Companies which choose to ignore this new "economic buyer" do so at great risk to their success and survival. Rebecca will build a case for change in your organization with concepts like: specific competencies required to sell to women, "Gateway into the Home", and how gender differences are impacting your business success everyday. This will be a thought provoking, educational, inspirational, and uplifting presentation not to be missed. Rebecca Maddox M.B.A. is a Founding Principal of Maddox Smye LLC, an international consulting firm helping Fortune 1000 companies increase market share and profitability by sharpening their marketing approach and selling skills to exceed the expectations of women. “HOW TO SELL AT PRICES HIGHER THAN YOUR COMPETITORS” - LAWRENCE L. STEINMETZ: Any idiot can give stuff away by cutting the other guy's price. Selling occurs when your prices are higher, but you are still able to close the deal. If you want to give stuff away, work at the Welfare Department; if you want to learn how to sell at a high price, come to this seminar. This program teaches the secrets used to sell at significantly higher prices in intensively competitive situations. This seminar not only exposes the tricks used by customers who beat up the sales rep on price; but gives specific instructions on how to handle complaints that your prices are too high. You will learn: • Why customers buy because the price is high • How to face down competitors’ price cuts • Things sales people can't do and expect to sell at a high price • Tricks customers use to get the sales person to cut their price Lawrence L. Steinmetz is a former professor of management at the Graduate School of Business at the University of Colorado who has become well-known for his work in getting profitable results in business. This workshop brought to you courtesy of Simmons Company. “The Power of Branding” - Kathy Ireland: Enjoy a luncheon presentation by one of the country’s best known branding icons. Kathy Ireland is committed to creating customer satisfaction through constant innovation in product, an extraordinary commitment to quality and continuing to establish alliances with corporations who share her core values. Her Design Mission: “…finding solutions for families, especially busy moms.” Kathy is Chief Designer of Kathy Ireland Home by Standard and CEO of Kathy Ireland Worldwide (KIWW). This presentation brought to you courtesy of Kathy Ireland Home by Standard. Government Affairs Update - John S. Satagaj: John will report on the 108th Congress and discuss the status of industry issues such as: bankruptcy reform, fair credit reporting, and Interstate Sales and Use Tax collection. John will also assess the impact of initiatives in health care and tax policy on the home furnishings industry. Finally, 2004 is a presidential and congressional election year. John will "handicap" the campaigns and assess the ramifications for retailers. John S. Satagaj, Attorney at Law, serves as NHFA’s Washington, D.C. legislative counsel. He is well known as a top scholar lobbyist “On The Hill” and has successfully helped our industry on many key issues, and possesses an insider’s knowledge of Capitol Hill. “How to Hire Top Performers for Your Retail Business” - Carol Hacker: The ability to interview and make sound hiring decisions is critical to your success as an owner or manager. Mistakes go beyond losing the services of one person. There are administrative expenses and indirect costs to your business, including diminished productivity in the weeks before an employee leaves. In this workshop you’ll learn how to recruit for retention, not just fill a void on the organizational chart. Presentation highlights include how to: • Recruit the right people with the right skills for the right jobs • Save time with behavior-based interview questions • Determine if candidates can do what they claim • Get references to speak candidly • Evaluate candidates and make hiring decisions that are right for both parties Carol Hacker, President of Carol A. Hacker & Associates, is a business consultant, speaker, and author with over 25 years of management experience serving large and small businesses in the areas of staffing, retention, change management, and employee development. She has been working in the home furnishings industry for over fifteen years. “Legendary Customer Service” - Robert B. Tucker: Are customers demanding more from you, yet negotiating to pay less? Are you faced with new competitors whose pricing you can never match? Is loyalty even possible? In this practical program, Robert will reveal the essential strategies for succeeding in today’s crowded markets. You will learn new sales and service approaches that leading companies use to build distinction in customers and employees alike. The presentation will show you how to: • Involve everyone on your team in delivering “best total solution value” • Get closer to customers in order to identify their hidden “decision drivers” • “Tangibalize” your unique/exceptional value proposition to buyers • Involve your team in spelling out your company’s values Robert B. Tucker is an internationally recognized leader in the field of innovation. Formerly an adjunct professor at the University of California, Los Angeles, Tucker has been studying innovators and innovative companies for two decades. ” Increase Profits with Continuous Improvement” - James L. Hess: Back room operations a mess? Warehouse processes nonexistent? Learn time tested, proven Continuous Improvement techniques you can apply directly to your own retail and service-oriented environment. Involve your office and warehouse staff without a major investment in time to improve morale and your bottom line. Case studies will show you step-by-step how to make Continuous Improvement work for you. James L. Hess, PhD is Staff Vice President - Operations for Leggett & Platt, Incorporated. Jim has responsibility for the company’s Continuous Improvement efforts. Leggett & Platt’s approach to continuous improvement focuses on reducing variability, managing constraints, and eliminating waste. This workshop brought to you courtesy of Leggett & Platt. Networking Luncheon with Wallace W. “Jerry” Epperson, Jr.: Join Jerry as he moderates a continuing discussion of the wealth of ideas that were dug up during the Networking Session. Hear all of the best ideas that were shared and miss nothing. Perennial furniture industry guru and probably the most quoted person in the industry, Jerry has been a furniture research specialist since 1970. “How to Keep People Who Keep You in Business” - Carol Hacker: Retention of skilled employees can be a tightrope act. Getting your employees to understand the importance of creating stability, continuity and long-term relationships among employees and customers can be a challenge. Make your business “raid-resistant” by becoming an employer of choice. In this seminar you will learn how to: • Identify and eliminate the hard and soft costs of turnover in your business • Equip managers and supervisors with the necessary skills for building a positive work environment • Make immediate and practical changes to improve employee morale • Provide retention resources and tools for your managers “Growth Strategies for Challenging Times” - Robert B. Tucker: You’ve read creativity books, or even attended courses on thinking outside the box, but innovation is much more. It’s bringing new ideas to life! Only retailers that can consistently anticipate consumer direction and respond with imaginative, differentiated value propositions will survive and grow in today’s rapidly-changing market. In this propelling session, Robert will take you behind the scenes in 23 innovation vanguard companies to benchmark how they have revamped their innovation processes. In this presentation you will: • Develop new ways of discovering and fulfilling the unarticulated needs of customers • Enliven meetings with proven, powerful techniques that spark innovative thinking • Identify the 6 Driving Forces of Change and master new ways to mine the future • Create a system to ensure that good ideas don’t get lost Panel Discussion - B2B: The Competitive Advantage: This panel discussion will highlight the NHFA B2B program and provide reasons business-to-business electronic commerce has such a competitive advantage for those using the system. Moderated by Rodney Finger, Finger Furniture, Houston, TX, this session will focus on an overview of the process, answers to technical questions, and first hand experience using the system and will end with a question and answer period for the elite panelists. Panelists Include: Tom Mauro, President, Treasures, Poway, CA, Small store, new B2B user, West Coast member, Vice Chair, IT Committee Manoj Nigam, President, Exim Technologies, Greenville, SC, B2B software provider, NHFA program provider, technical expert on the subject Pedro Capo, VP, El Dorado Home Furnishings, Miami, FL, Large store, established B2B user, East Coast member, President NHFA, FurnishNet user. Manufacturer/Retailer Panel Discussion - The Furniture Posse: Manufacturers and Retailers Working Together to Corral New Customers: Facilitator, Ron Hoesterey, has rustled up an impressive group to discuss innovative ways to improve distribution and marketing to the consumer. Experts from across the nation will gather together to share ideas and discuss concerns relating to consumer satisfaction and retention. Retailers and Manufacturers will sit together in a dynamic interchange answering questions and presenting valuable solutions. Panelists Include: Dave Cavitt, Furniture Enterprises of Alaska, Anchorage, AK; Retailer Scott Haigh, Fairchild Fine Furniture, CA; Manufacturer Nancy Farina, California Design Center, Tucson, AZ; Retailer Tom Tilley, Thomasville Furniture Industries, NC; Manufacturer Larry Miller, Sit N’ Sleep, Carson, CA; Retailer Gene Stoltz, Wolf Furniture, Bellwood, PA; Retailer This panel discussion brought to you courtesy of California Furniture Manufacturers Association. “From Ordinary To Extraordinary, It's a Journey Not A Destination” - Robert Stevenson: With increasing global competition and pressure to make better and faster decisions, success in today's business environment requires businesses to be creative, aggressive and innovative. The new business mantra is: If we are going to remain successful in the marketplace, we must constantly strive to learn more, improve our quality of service, increase customer satisfaction, increase market share and do it in less time with fewer people. This double edged sword presentation cuts deep to the core of performance, both business and personal performance. As a catalyst this program will: • Renew past convictions • Deal with handling and accepting change • Delve into removing limiting personal paradigms • Show the best ways to deal with stress • Explain the most common trait of all successes Robert Stevenson is known for raising the level of peoples' performance overnight. He brings over 20 years of corporate and entrepreneurial experience to his programs. Robert has owned several companies and sold in over 20 countries while managing a worldwide sales force. He is now committed to helping others reach their Optimum Performance Level.