OFDealer July/August 2012 Issue by Alicia Ellis

ROMA SEATING ™

GLOBAL A+D PORTFOLIO

greenguard

roma seating.

certified

level 2 certified

visit us at neocon. showroom 1035, 10th floor, the merchandise mart 1.800.220.1900 usa 1.877.446.2251 can globaladportfolio.com

news NJ Dealer Office Furniture Partnership Provides Troops with Hugs from Home

Doing Good While Doing Well is a Good Thing! It’s not exactly news that office furniture dealers are often generous and enthusiastic supporters of worthy causes but for our current issue, we have the good fortune to highlight some particularly outstanding examples of dealers’ ability to do good while doing well. From New Jersey comes word of a dealer, who for the past five years, has sent over 12,000 gift tubes to members of our Armed Forces in places like Afghanistan and Iraq, to let them know they are not forgotten and that their service is appreciated.

Major Lee Johnson and some of his troops in Afghanistan were among this year’s recipients of “Hugs from Home” gift tubes from the Office Furniture Partnership. For the fifth straight year, Morristown, NJ-based Office Furniture Partnership (OFP) has organized a special program in support of service men and women serving abroad. OFP’s Hugs from Home, with an enthusiastic assist from National Office Furniture, has sent over 12,000 gift tubes filled with friendly notes and useful items to U.S. troops throughout the world. OFP employees spearhead this campaign annually and reach out to organizations to fill gift tubes which OFP then collects and ships overseas to various Armed Forces units. OFP partner Bob Rigby came up with the original idea for the program and it has grown in scope ever since. Donated items range from the basic necessities of toothbrushes, foot powder, deodorant and bug spray, to fun stuff like sports magazines, puzzles, games, chewing gum and most importantly, hand-written notes. OFP has introduced the program to many of its clients including real estate groups that in turn share with their tenants to fulfill these tubes of appreciation. This year the 4th grade class from St. John’s in Morristown, NJ collected items to fill tubes and the students also wrote letters and drew pictures for the troops to enjoy. “Anything we can do to make a soldier’s time abroad more normal should be done,” says Rigby. “The Hugs tubes are a small token of our appreciation for their sacrifices. The letters, emails and pictures we receive from the troops are truly inspiring.” “Packages like these, from people who care, mean the world to us. It keeps us going and gives us the understanding of why we are here doing what we do,” commented Supply Sergeant Kenneth Maas in a letter to OFP.

From Northern Virginia comes word of another dealer who was recently honored by his Chamber of Commerce as the first recipient of its “Doing Good” award for a multi-year record of support for a local food bank, homeless shelter and similar organizations. And in Dayton, OH, a dealer recently earned recognition from their local Better Business Bureau for outstanding customer service and community involvement. The remarkable thing about these dealers—and indeed, the many other dealers across the country just like them—is that their good deeds have taken place during some of the most challenging years our industry has seen. In good times and in bad, dealers—and let’s not forget their manufacturer partners, too—still find time to give back to the community in some generous and innovative ways and that’s very much worth celebrating in our book. So hat’s off to the civic-minded entrepreneurs featured in this issue and the ways they are making an important difference in their communities. And if you and your dealership have a similar example of your own, we’d love to hear about it so that we can let the rest of the industry know. Just drop an e-mail to managing editor Alicia Ellis (aellis@ofdanet.org) and we’ll take it from there.

CONTINUED ON PAGE 4

JULY/AUGUST 2012

OFDEALER

PAGE 3

dealer news continued from page 3 The troops also use the gift tubes to strengthen relationships on the ground. “Not only do the items that you sent help us personally, but we will use them to ‘barter’ and improve relations,” explained Major Lee Johnson, who is currently stationed with 30 other soldiers on a small base within an Afghan Army compound. “I bet you never thought that the items you sent would actually be directly improving the safety of American soldiers!” Major Johnson added. If you’d like to participate in the Hugs from Home program or coordinate a program through your company or in your area, please contact Bob Rigby at bobr@OfficeFurniturePartnership.com.

John Murphy of Washington Workplace Honored for Community Good Deeds Our congratulations go to John Murphy, president of Arlington, VA-based Washington Workplace, who was honored recently by his local chamber of commerce. Murphy received the Arlington Chamber of Commerce’s first ever "Doing Good" award, to recognize an outstanding record of community involvement since founding his dealership in 1991. Among the community groups that have benefited from Murphy’s expertise and support over the past twelve years are a local food bank, a homeless shelter and a local medical center that provides healthcare services to low income patients. “As a small business owner, I bring the kind of management skills to the table that the non-profit community needs,” says Murphy. “The work they do to make life better for people in need is truly inspiring and I can help them manage their own organizations better and more efficiently.”

Kayhan came to the U.S. from Iran more than 40 years ago. In 1982, after working her way through a number of entry-level jobs in various industries and rising to a management position at a Chicago-area trucking company, she founded the dealership that bears her name. Today, reports president Pat Turnbull, that dealership boasts an average employee tenure of 17 years and a 90% repeat client track record. Along the way, Kayhan has built an impressive record of her own for her community involvement and support of worthy causes. She is a member of the Chicago area Entrepreneurship Hall of Fame, earned recognition as a Women Business Enterprise Star by the Women’s Business Enterprise National Council and in 2009 she received an Honorary Doctorate of Humane Letters degree from Chicago’s EastWest University. Our congratulations and here’s to the next 30 years!

Better Business Bureau Honors Dayton, OH Dealer Elements IV Interiors Also earning special community kudos recently are Mark Williams and his team at Elements IV Interiors in Dayton, OH, winners this year of a prestigious Eclipse Integrity Award from the Dayton Better Business Bureau. The award honors businesses that have demonstrated a “significant, unique and continuous commitment to exceptional customer service, trust and fair play in the marketplace and day-to-day living.” Over 240 nominations were received for this year’s awards and Elements IV won in the 26-50 employee category.

“Being committed to serving others—whether they’re clients, employees, or the community at large—is part of who we are as a company and as office furniture dealers, our management expertise can truly make a difference,” Murphy added.

"Our team members go above and beyond to ensure customer satisfaction in pursuit of delivering the 'WOW' factor to clients," says Williams, president and CEO. “With a strong belief in giving back to Dayton, Elements IV Interiors selflessly gives time, talent and treasure to make the community a better place to live and work.”

Thirty Years and Counting for Chicago Area Dealer Kayhan International

Local community organizations that benefit from the dealership’s support include Habitat for Humanity, the Children’s Medical Center of Dayton and the Dayton “Canstruction” event. Reflecting the extent of the dealership’s community involvement, founder Kim Duncan was also recognized recently by the Dayton Area Chamber of Commerce as its 2011 Volunteer of the Year.

New Acquisition for CA Dealer Tangram Santa Fe Springs, CA-based Steelcase dealer Tangram recently announced a significant expansion northward, with the purchase of Floyd’s Office Solutions, also a Steelcase dealer, in Bakersfield. The purchase makes Tangram the area’s sole authorized Steelcase dealer and marks the company’s second Steelcase dealership acquisition in the Central Valley in just over a year. The deal connects Tangram’s Fresno operations, which it acquired in April 2011, with its established presence in the Southern California market with offices in Newport Beach, Riverside, Woodland Hills in addition to its Santa Fe Springs corporate headquarters and warehouse.

Daniel and Kayhan Hellriegel celebrated their dealership’s 30th anniversary in style. Congratulations are also in order for Kayhan Hellriegel and her team at Schaumburg, IL-based Kayhan International, who recently celebrated the dealership’s 30th anniversary with a gala evening at the Chicago Art Institute. JULY/AUGUST 2012

“It is an honor to take the helm from the McCune family, which has worked hard to maintain the legacy of their founding father Floyd Burcham, and to be able to introduce the unparalleled service for which Tangram is known to Floyd’s Office Solutions’ existing customers,” said Nick Greenko, chief financial officer at Tangram.

OFDEALER

PAGE 4

Try it TODAY!

Get all the versatility of ECi software on a fully hosted server! • Access ECi software—and your business—from your computer, iPad, or tablet using any Internet connection • Free up your business from the limitation of hardware and software that continually go out of date • Focus on your business not a server—ECi manages the server for you

Member of

866-440-8664 ext. 89172 • info@ECiSolutions.com • www.ECiSolutions.com

LATEST BIFMA NUMBERS:

May Orders Down 2%; Shipments Up 1% The Business and Institutional Furniture Manufacturers Association (BIFMA) released its market statistics for May earlier this month and showed orders down 2% year-over-year, while shipments were up 1%. Analyst Budd Bugatch of the Raymond James investment house described the May numbers as “relatively encouraging.” Bugatch said he had expected May order rates to be down slightly due to tough comparisons. “Broadly, the numbers were better than we might have guessed and the data remain largely consistent with our thesis that 2012 will be a tale of two halves (a difficult first half; reacceleration in the second half),” Bugatch indicated. “We continue to hold the view that the recent slowdown in BIFMA order

growth rates is more indicative of a transient slow patch than an end to the cyclical recovery, which began in early 2010,” he added.

Index to 45.8 in May, marking its second consecutive reading below 50 (the line of demarcation between expansion and contraction).

Positively, the industry’s key economic drivers appear to be (unevenly) improving, Bugatch contended, and said current market data remain “consistent with modest economic growth.”

Bugatch said he views office furniture demand as experiencing an awkward “handoff” between declining sales to budget-constrained federal and state government customers and improving demand from the private sector.

On the positive front, Bugatch cited improved corporate profitability and cash-rich balance sheets, along with rising business confidence, positive net absorption of office space and stable new construction rates (though at a depressed level). In addition, he suggested high vacancy rates should support continued office churn, as corporations move and/or consolidate space. On the negative side, Bugatch pointed to a drop in the Architects’ Billing

“Despite some near-term challenges, we remain confident that improving corporate demand and the cycling of initial government declines will drive better order growth in the second half of the year, though we continue to anticipate choppy order rates for the next few months. Ultimately, we believe the industry will experience modest positive (likely low single digit) order growth in 2012,” Bugatch concluded.

New BIFMA Goal: 10,000 Industry Professionals Trained on level Program by End of 2013 The Business and Institutional Furniture Manufacturers Association (BIFMA) has set a goal to train 10,000 furniture industry professionals and end-user clients on its level sustainability standard program by the end of 2013. Over the past two years, BIFMA has trained over 3,500 interior designers, architects, facility managers and others on sustainability and the level certification program. Developed in accordance with American

National Standards Institute (ANSI) procedures, level is the label awarded to office furniture products that meet numerous criteria of the stringent, multi-attribute ANSI/BIFMA e3 Furniture Sustainability Standard. Earning the level mark requires validation by an approved third-party certification body. “As the ANSI/BIFMA e3 Furniture Sustainability Standard has grown to become the #1 furniture sustainability standard used in North America, we have recognized the

importance of increasing the number of level CEU sessions as well as the number of cities that they will be held in,” said Tom Reardon,” BIFMA’s executive director. “We want to increase exposure to this important sustainability standard and certification program for commercial furniture products, and will be making the training easily accessible to those industry professionals that can benefit from it,” Reardon added. Upcoming courses are listed on the levelcertified.org website. CONTINUED ON PAGE 7

JULY/AUGUST 2012

OFDEALER

PAGE 6

INDUSTRY NEWS continued from page 6 Paul Holland Joins Solomon Coyle Dealer Development Consulting Team Paul Holland, a dealer development specialist with more than 25 years of office furniture industry experience, has joined Solomon Coyle LLC as a principal consultant. The Solomon Coyle consulting team, led by David Solomon, specializes in helping office furniture dealers achieve significant improvements in efficiency, performance and profitability. Holland brings to the organization a strong background that includes leadership roles with both a major office furniture manufacturer and a $15 million dealership. He specializes in sales and marketing, financial management, market share growth, operations management, strategic planning and leadership development. “Paul Holland not only brings a wealth of industry experience and expertise to the Solomon Coyle team, but most importantly, he shares our commitment to helping our clients improve their performance and profitability,” said Solomon. “His unique back-

ground gives him a deep understanding of both the dealer and manufacturer perspective, and keen insight as to distribution strategy opportunities and channel evolution.” “It is exciting to be a part of Solomon Coyle whom I have admired and worked with over many years. We share common values and a vision aligned around channel innovation,” said Holland. “That vision is all about helping the dealer optimize their business creating differentiation and value.”

BBF Awarded PA State Contract BBF, the commercial furniture division of Bush Industries, has been added to the Commonwealth of Pennsylvania purchasing contract for furniture and related services. The award establishes set discount pricing for all BBF offerings to any agency, facility, or educational entity that has access to the PA contract. “We are delighted to have met all the requirements and be recognized by the Commonwealth as a viable product and service solution,” said Steve Phelan, executive vice president of sales. “Along with our GSA contract and Navy BPA, we can now more effectively assist state and federal government agencies in the procurement and installation of quality office furniture through our expanding dealer network.” CONTINUED ON PAGE 8

Call For Entries E ntries 27 T

A N N U A L

Design Com Competition! pe ettition! 2012 celebrates the 27th anniversar y of our leading edge compeettition for o innovative furniture par ts, components and accessories.

Rick Lewis Palo Alto, CA

Over the past two and a half decades we have honored many wonderful neew ideas and concepts

2011 WINNE R

Lily Pad Charging Station

mockett.com/contest /

www.mocke tt.com Ü 800-523-1 12 269 JULY/AUGUST 2012

OFDEALER

PAGE 7

INDUSTRY NEWS continued from page 7 National’s Santa Claus facility is the first LEED-certified office furniture manufacturing facility in Indiana and the 11th location in the state to earn a LEED certification in the industrial manufacturing category. Of the more than 12,000 LEED-certified projects globally, only 540 reside under the industrial manufacturing category.

National Office Furniture’s Santa Claus Facility is Indiana’s First LEEDCertified Office Furniture Manufacturing Facility National Office Furniture's casegoods and tables manufacturing facility in Santa Claus, IN, has been awarded LEED for Existing Buildings: Operations and Maintenance (LEED EB: O&M) Silver by the U.S. Green Building Council (USGBC). The certification marks National’s seventh facility to earn a LEED green building rating.

“National Office Furniture has proved their leadership in the manufacturing sector through their LEED Silver certification,” said Rick Fedrizzi, president, CEO and founding chair of the U.S. Green Building Council. “By targeting sustainability, National has raised the bar for manufacturing facilities everywhere. We commend them on this great achievement.”

Inscape Opens New York City Showroom Inscape recently opened a 6,500 square foot showroom in New York City to showcase its smart applications for workspaces. Designed by Studios Architecture, the space is intended to be warm and inviting while showcasing Inscape’s creative solutions for the workspace. The showroom is located in Manhattan’s fashionable Meatpacking District, home to high-end bou-

tiques and retail stores such as Apple, Hugo Boss and Alexander McQueen. The showroom is located at 414 W. 14th Street, 6th floor, New York, NY 10014-1030. Call or email to book a showroom tour: tel. 212-242-1630 email: pbarnum@inscapesolutions.com

Global Introduces GC Belong Global-The Total Office's new GC Belong series is positioned to provide a complete solution for the most demanding environments, with the intensive cleaning procedures associated with today's infection control requirements. The series includes individual chairs for patient rooms, interlocking configurations for public spaces and specialty items such as hip replacement chairs, bariatric seating, flexback chairs and models with mobility casters. A complementary table series completes the program. Belong is constructed with a reinforced, steel frame that incorporates a welded crossbar to connect the leg and arm uprights for strength and durability. Both the seat cushion and the back cushion are fitted with high-density, Ultracell Bio Foam for long life and superior comfort. CONTINUED ON PAGE 9

Inscape Showroom New York City

JULY/AUGUST 2012

Global GC Belong

OFDEALER

PAGE 8

INDUSTRY NEWS continued from page 8 Configura Introduces Enhancements

Sound Off on BIM and 3D Space

Dealer technology provider Configura has added several major enhancements to version 3.0 of its CET Designer design and specification tool. The enhancements include a new, user-based license model and the addition of MyConfigura, a portal to all of Configuraâ&#x20AC;&#x2122;s cloud-based services. Enhancements also include the following: â&#x20AC;˘ Movie Studio â&#x20AC;&#x201C; the ability to create fly-thru videos of a space â&#x20AC;˘ RevLink Extension â&#x20AC;&#x201C; integration with Revit â&#x20AC;˘ Reconfiguration Tool â&#x20AC;&#x201C; an Extension that provides an easy way to manage product inventories and reconfigurations of complex facilities â&#x20AC;˘ Watermark feature â&#x20AC;&#x201C; a post-processing option enabling Users to insert a company logotype into renderings with only a few clicks â&#x20AC;˘ Edit Graphics â&#x20AC;&#x201C; an Extension that lets users create and visualize specials â&#x20AC;˘ Photo Lab â&#x20AC;&#x201C; the ability to produce renderings with extreme photorealism â&#x20AC;˘ Google SketchUp Extension â&#x20AC;&#x201C; seamless access to Google SketchUp and Googleâ&#x20AC;&#x2122;s 3D Warehouse

Planning with New Survey Ĺ?Ć&#x152;Ĺ˝Ç Ĺ?ĹśĹ? ĹśĆľĹľÄ?Ä&#x17E;Ć&#x152; Ĺ˝Ä¨ Ä?Ĺ˝ĹśĆ&#x161;Ć&#x152;Ä&#x201A;Ä?Ć&#x161; Ĺ˝Ä¸Ä?Ä&#x17E; Ä¨ĆľĆ&#x152;ĹśĹ?Ć&#x161;ĆľĆ&#x152;Ä&#x17E; Ä&#x161;Ä&#x17E;Ä&#x201A;ĹŻÄ&#x17E;Ć&#x152;Ć? Ć&#x152;Ä&#x17E;Ć&#x2030;Ĺ˝Ć&#x152;Ć&#x161; Ć&#x161;Ĺ&#x161;Ä&#x201A;Ć&#x161; Ć&#x161;Ĺ&#x161;Ä&#x17E; Î&#x2DC; Ä?Ĺ˝ĹľĹľĆľĹśĹ?Ć&#x161;Ç&#x2021; Ĺ?Ć? Ĺ?ĹśÄ?Ć&#x152;Ä&#x17E;Ä&#x201A;Ć?Ĺ?ĹśĹ?ĹŻÇ&#x2021; ĆľĆ?Ĺ?ĹśĹ? ĆľĹ?ĹŻÄ&#x161;Ĺ?ĹśĹ? /ĹśÄ¨Ĺ˝Ć&#x152;ĹľÄ&#x201A;Ć&#x;Ĺ˝Ĺś DĹ˝Ä&#x161;Ä&#x17E;ĹŻĹ?ĹśĹ? Íž /DÍż Ĺ?Ĺś Ć&#x2030;Ć&#x152;Ĺ˝ĹŠÄ&#x17E;Ä?Ć&#x161;Ć? Ä&#x201A;ĹśÄ&#x161; Ä&#x201A;Ć?ĹŹÍ˛ Ĺ?ĹśĹ? Ć&#x161;Ĺ&#x161;Ä&#x17E;Ĺľ Ć&#x161;Ĺ˝ Ä&#x201A;Ä&#x161;Ĺ˝Ć&#x2030;Ć&#x161; ZÄ&#x17E;Ç&#x20AC;Ĺ?Ć&#x161; Ä&#x201A;ĹśÄ&#x161;ÍŹĹ˝Ć&#x152; ĆľĆ&#x;ĹŻĹ?Ç&#x152;Ä&#x17E; Ä?Ĺ˝ĹľĆ&#x2030;Ä&#x201A;Ć&#x152;Ä&#x201A;Ä?ĹŻÄ&#x17E; ĎŻ Ć?Ć&#x2030;Ä&#x201A;Ä?Ä&#x17E; Ć&#x2030;ĹŻÄ&#x201A;ĹśĹśĹ?ĹśĹ? Ä&#x201A;ĹśÄ&#x161; Ć&#x2030;Ć&#x152;Ĺ˝Ä&#x161;ĆľÄ?Ć&#x161; Ć?Ć&#x2030;Ä&#x17E;Ä?Ĺ?ÄŽÄ?Ä&#x201A;Ć&#x;Ĺ˝Ĺś Ć&#x161;Ĺ˝Ĺ˝ĹŻĆ?Í&#x2DC; Ä&#x17E;Ä&#x201A;ĹŻÄ&#x17E;Ć&#x152; Ć&#x2030;Ć&#x152;Ĺ?ĹśÄ?Ĺ?Ć&#x2030;Ä&#x201A;ĹŻĆ?Í&#x2022; Ć?Ä&#x201A;ĹŻÄ&#x17E;Ć? Ć&#x152;Ä&#x17E;Ć&#x2030;Ć? Ç Ĺ?Ć&#x161;Ĺ&#x161; Ä&#x201A;Ĺś ĆľĹśÄ&#x161;Ä&#x17E;Ć&#x152;Ć?Ć&#x161;Ä&#x201A;ĹśÄ&#x161;Ĺ?ĹśĹ? Ĺ˝Ä¨ /D Ä&#x201A;ĹśÄ&#x161; Ä&#x161;Ä&#x17E;Ä&#x201A;ĹŻÄ&#x17E;Ć&#x152;Ć?Ĺ&#x161;Ĺ?Ć&#x2030; Ä&#x161;Ä&#x17E;Ć?Ĺ?Ĺ?ĹśÄ&#x17E;Ć&#x152;Ć?ÍŹ Ć?Ć&#x2030;Ä&#x17E;Ä?Ĺ?ÄŽÄ&#x17E;Ć&#x152;Ć? Ä&#x201A;Ć&#x152;Ä&#x17E; Ä?Ä&#x17E;Ĺ?ĹśĹ? Ä&#x201A;Ć?ĹŹÄ&#x17E;Ä&#x161; Ć&#x161;Ĺ˝ Ä?Ĺ˝ĹśĆ&#x161;Ć&#x152;Ĺ?Ä?ĆľĆ&#x161;Ä&#x17E; Ć&#x161;Ĺ&#x161;Ä&#x17E;Ĺ?Ć&#x152; Ä&#x201A;ĹśĹ˝ĹśÇ&#x2021;ĹľĹ˝ĆľĆ? Ĺ˝Ć&#x2030;Ĺ?ĹśĹ?Ĺ˝ĹśĆ? Ä&#x201A;Ä?Ĺ˝ĆľĆ&#x161; /D Ĺ?Ĺś Ä&#x201A;Ĺś Ä&#x17E;ÄŤĹ˝Ć&#x152;Ć&#x161; Ć&#x161;Ĺ˝ Ä?Ä&#x17E;ĆŠÄ&#x17E;Ć&#x152; ĆľĹśÄ&#x161;Ä&#x17E;Ć&#x152;Ć?Ć&#x161;Ä&#x201A;ĹśÄ&#x161; Ä&#x201A;ĹśÄ&#x161; Ć&#x2039;ĆľÄ&#x201A;ĹśÍ˛ Ć&#x;Ä¨Ç&#x2021; Ć&#x161;Ĺ&#x161;Ä&#x17E; Ä&#x17E;Ç&#x2020;Ć&#x161;Ä&#x17E;ĹśĆ&#x161; Ć&#x161;Ĺ˝ Ç Ĺ&#x161;Ĺ?Ä?Ĺ&#x161; Ä&#x161;Ä&#x17E;Ä&#x201A;ĹŻÄ&#x17E;Ć&#x152;Ć? Ä&#x201A;Ć? Ä&#x201A; Ĺ?Ć&#x152;Ĺ˝ĆľĆ&#x2030; Ä&#x201A;Ć&#x152;Ä&#x17E; Ć&#x152;Ä&#x17E;Ć?Ć&#x2030;Ĺ˝ĹśÄ&#x161;Ĺ?ĹśĹ? Ć&#x161;Ĺ˝ Ć?ĆľÄ?Ĺ&#x161; Ć&#x152;Ä&#x17E;Ć&#x2039;ĆľÄ&#x17E;Ć?Ć&#x161;Ć?Í&#x2DC; Ä&#x17E;Ä&#x201A;Ä&#x161;ĹŻĹ?ĹśÄ&#x17E; Ĺ?Ć? ^Ä&#x17E;Ć&#x2030;Ć&#x161;Ä&#x17E;ĹľÄ?Ä&#x17E;Ć&#x152; ĎĎąĆ&#x161;Ĺ&#x161; Ç Ĺ?Ć&#x161;Ĺ&#x161; Ć&#x152;Ä&#x17E;Ć?ĆľĹŻĆ&#x161;Ć? Ć&#x2030;ĆľÄ?ĹŻĹ?Ć?Ĺ&#x161;Ä&#x17E;Ä&#x161; Ĺ?Ĺś Ä&#x201A;Ĺś ĆľĆ&#x2030;Ä?Ĺ˝ĹľĹ?ĹśĹ? K& Ä&#x17E;Ä&#x201A;ĹŻÄ&#x17E;Ć&#x152;Í&#x2DC; www.surveymonkey.com/s/SpacePlanningSurvey

Make Mak e Your Yo our Manufacturer Manufacturer Opinions Opinions Coun Countt 3DUWLFLSDWH LQ 2)'$ÂśV 'HDOHU &KRLFH 6XUYH\ DQG ,PSURYH 'HDOHU 0DQXIDFWXUHU 5HODWLRQV 3DUWLFLSDWH LQ 2)'$ÂśV 'HDOHU &KRLFH 6XUYH\ DQG ,P 2 2)'$ LQYLWHV FRQWUDFW IXUQLWXUH GHDOHUV RI DOO VL]HV ZKHWKHU DOLJQHG RU QRQ-DOLJQHG WR UDWH WKHLU )'$ LQYLWHV FRQWUDFW IXUQLWXUH GHDOHUV RI DOO VL]HV ZKHW VDWLVIDFWLRQ RQ D YDULHW\ RI VHUYLFH DQG VXSSRUW WRSLFV SURYLGHG E\ WKHLU WRS-YROXPH QRQ-DOLJQHG VDWLVIDFWLRQ RQ D YDULHW\ RI VHUYLFH DQG VXSSRUW WRSLFV SUR VXSSOLHUV LQ DQ\ RU DOO VL[ %,)0$ UHFRJQL]HG SURGXFW FDWHJRULHV VXSSOLHUV LQ DQ\ RU DOO VL[ %,)0$ UHFRJQL]HG SURGXFW FDWH x 6\VWHPV :RUNVWDWLRQV 6\VWHPV : RUNVWDWLRQV x &DVHJRRGV &DVHJRRGV x 6HDWLQJ 6HDWLQJ x )LOLQJ )LOLQJ x 7DEOHV 7DEOHV x 6WRUDJH 6WRUDJH $ $LPHG DW SURYLGLQJ EURDG IHHGEDFN RQ WKH VXSSRUW LPHG DW SURYLGLQJ EURDG IHHGEDFN RQ WKH VXSSRUW GHDOHUV UHFHLYH IURP QRQ-DOLJQHG VXSSOLHUV GHDOHUV G HDOHUV UHFHLYH IURP QRQ-DOLJQHG VXSSOLHUV GHDOHUV FFDQ VHH KRZ D PDQXIDFWXUHU UDWHV DQG PDQXIDFWXUHUV DQ VHH KRZ D PDQXIDFWXUHU UDWHV DQG PDQXIDFWXUHUV ZLOO ILQG WKH IHHGEDFN RQ ZKDWÂśV LPSRUWDQW WR WKH GHDOHU LQYDOXDEOH Z LOO ILQG WKH IHHGEDFN RQ ZKDWÂśV LPSRUWDQW WR WKH GHDOHU LQ

) )RU LQIRUPDWLRQ YLVLW ZZZ RIGDQHW RUJ 2)'$-'HDOHU-&KRLFH-$ZDUG RU LQIRUPDWLRQ YLVLW ZZZ RIGDQHW RUJ 2)'$-'HD RRU LI \RX DUH UHDG\ WR WDNH WKH VXUYH\ FOLFN KHUH U LI \RX DUH UHDG\ WR WDNH WKH VXUYH\ FOL JULY/AUGUST 2012

OFDEALER

PAGE 9

Preview

The Best Bet you’ll ever make

in Las Vegas JULY/AUGUST 2012

OFDA’s 2012 Dealer Strategies Conference is the perfect setting to meet, network and build personal relationships with a very broad crosssection of progressive dealer principals, top sales and operations executives and manufacturers and service providers committed to the future profitable growth of their businesses and the office furniture industry. This year's 2012 conference theme “Going All In to Win” reflects the dramatic changes in our economic environment and the critical need for clear strategic thinking and decisive execution among dealers and their industry partners to reshape their organizations for future success. A fully integrated conference program focused on interactive education, vendor-dealer relationship building and networking, the Dealer Strategies Conference offers a compelling mix of in-depth workshops, thought-provoking general sessions and practical breakout sessions designed to help contract office interiors dealers – principals and senior sales and operations managers – to beat the odds and take their businesses to the next level. Combined with a select number of informative manufacturer and service provider displays in and around education and break areas, the Conference has proven itself over the past three years with a 45% increase in dealer attendance and a 55% increase in overall conference satisfaction. Informal networking breaks during the conference and evening social events round out OFDEALER

the conference with extensive one-on-one interaction among industry business partners, presenters and dealer peers.

Ante Up The fun begins with a round of golf at the Desert Pines Golf Club on the Saturday afternoon and/or Sunday morning before the conference begins. Nestled in the historic part of Las Vegas, Desert Pines is minutes from the Strip and features thousands of mature pine trees lining the fairways, white sand bunkers, and water coming into play on nine out of 18 holes. With transportation and beverage cart sponsored by Facilities Services Network (FSN), all you need to do is register and bring or rent your clubs. Once again, the Dealer Strategies Conference will offer three half-day intensive workshops on Sunday, October 28 by three of the industry's most knowledgeable consultants...Jim Heilborn, Debbie Junge and David Solomon:

n Positioning Your Company’s Value with Influencers and End-Users It is increasingly becoming more difficult to overcome the “pricing wars” and to differentiate yourself from the competitors. This interactive workshop by Debbie Junge, Junge + Associates, will share concepts on effectively penetrating accounts, building trust and rapport and profitably positioning your company as a trusted resource. CONTINUED ON PAGE 12

PAGE 11

OFDA Conference Preview continued from page 11 n Benchmarking Your Operations and Financial Performance: Applying Surveys/Business Models to Improve Profitability David Solomon of Solomon Coyle will review the results of the 2012 OFDA Dealer Financial Comparison & Benchmarking Guide and share how to use benchmarking results to develop concrete, measurable strategies for increased efficiency and profitability. David will provide a dealer economics overview and discuss Solomon Coyle’s Dealer Business Operational Models, based on actual financial benchmarks from a variety of dealerships. You’ll learn indicators of financial success, gain an understanding of the implications of your staffing and organizational structure, and discover what financial controls need to be in place to fully realize the profitability of your business. David will also review guidelines on how to use the report findings to support the budgeting and planning process. He will share strategies for managing to plan, developing Key Performance Indicators (KPIs) and analyzing trending. You will gain an understanding of how you can use the benchmarking report to identify areas in need of improvement, aid your management team with goal setting, and help establish reasonable targets for improved cost management, revenue generation and profitability.

n The R.O.I of the Right Hiring and Compensation Processes Even with a return to a better economy and increased business activity, employee turnover is still one of main threats to productivity and profitability. Industry consultant Jim Heilborn of Heilborn Associates, will lead an interactive workshop covering hiring, orientation, training, and compensation – all keys to helping new employees reach their expected productivity and contribution goals. Participants in this session are asked to arrive prepared to discuss their companies’ hiring and orientation processes, along with their compensation strategies and are encouraged to bring any samples they would like to share or have discussed by the group.

Immediately following our Sunday afternoon workshop program, new OFDA members and first-time attendees are invited to join OFDA president, Chris Bates, and members of the OFDA board on Sunday evening at 5:00 pm for an informal discussion about how to capture the fullest possible value from the conference, the association's initiatives and programs and the industry in general. OFDA also will hold two ‘Town Hall’ breakout sessions to gather input on how OFDA can become a more proactive and valuable resource to members.

Going All-In Throughout the entire event, there will a number of 30-45 minute centrally located networking breaks that provide ample time for chatting with industry peers and perusing manufacturers’ and service providers’ displays. Free conference-wide Wi-Fi has been made available to all attendees thanks to a generous sponsorship by Global - The Total Office. This year's Conference jumps into high gear on Monday morning with OFDA’s opening breakfast, welcome and association update by OFDA president Chris Bates and this year's chair and president/COO Of Sidemark, Sandi Jacobs. Their remarks will be followed by the first of two excellent general session speakers. Ross Shafer, CEO of Ross Shafer Consultants, is a multiple Emmy award winner, leading keynote speaker and seminar presenter on business success who will outline how contract dealers and other CONTINUED ON PAGE 13

JULY/AUGUST 2012

OFDEALER

PAGE 12

OFDA Conference Preview continued from page 12 OFDA members can Grab more market share from lazy competitors. An expert on customer empathy, personal motivation and business relevance, Ross has produced numerous HR training films and written five books on customer service, leadership and motivation. With the world's top economists predicting dismal 1-2% average growth through 2015, the only way to grow an organization is to take market share away from your less-committed competitors. Ross will demonstrate how progressive companies are getting 1525% growth, even when their available market is stagnant or declining. Attendees will then have the opportunity to choose from three 90minute morning education sessions that focus on marketing, operations and organizational development:

n Strategic Use of Social Media to Find and Win New Business Moderator: • Mickey Spooner, Vice President, Allstate Office Interiors Panelists: • Trey Harris, Director of A&D Marketing, BKM Total Office of TX • Scott Kriech, Principal, Santa Monica Office, Sidemark • Mitchel Zelinger, Vice President-Sales, Tangram Interiors A growing number of contract furniture dealers, manufacturers and other industry firms are experimenting with social media to market their companies, but many are just beginning to develop explicit strategies to connect social media initiatives with an overall e-marketing and new business development process. This interactive panel discussion will highlight social media and related e-marketing strategies that several leading contract dealers and others in our industry are implementing new business opportunities and enhance their ongoing relationships with customers and prospective customers. It also will identify key metrics for evaluating success and the expected and realized ROI from social media initiatives.

n Best Practices in Leveraging Technology to Raise Productivity and Profits Moderator: • D. Gentry, Consultant, DG Consulting Panelists: • Bob Bacic, CPA/CFO, Furniture Marketing Group • Stephan Edwards, President, The Systemcenter • Scott Jamison, Director of Operations, Intereum • Dave Jarka, Principal, JEI Corporate Services This panel discussion will feature contract dealers and an installation services company principal who will share their experiences in implementing technologies to streamline warehouse/delivery/installation and other company operations activities, reduce costs and improve results for customers and their own businesses. They also will address measures taken to maximize integration of these operations technologies with their primary business system.

n Leverage the Great Workplace Revolution – Tailor Your Workplace to Attract/Retain the Best People from Five Generations Presenter: • Tom Klobucher, Author & Principal, Thomas Interior Systems In this interactive session, Tom will share and encourage dialog about 12 essential, practical strategies for creating a great place to work to take maximum advantage of what he call The Great Workplace Revolution. This revolution – triggered by the uniting of five generations of knowledge workers that is on the immediate horizon – will generate unprecedented opportunities to pool diverse talents into a unified team of engaged, service-oriented individuals. Participants will discuss proven strategies drawn from organizational experiences within our industry and beyond to build and sustain dynamic, highly effective workplaces. Lunchtime is always enjoyable at OFDA's Conference and this year is no exception. OFDA has organized a panel of leading manufacturers’ workplace strategists who will discuss and have Q&A on The Next 10 Years – Evolution and Revolution in the Workplace – Are You Prepared? Moderated by Bryant Rice, Vice President of Strategic Accounts for Sidemark. This year's exceptional general session panel line-up includes: • Richard Kadzis, Vice President, Strategic Communications, CoreNet Global • Kay Sargent, ASID, CID, IIDA, LEED AP ID+C, Vice President, Architecture, Design and Workplace Strategies, Teknion Corporation • Brian Scott, Workplace Strategist, Haworth Ideation, Haworth, Inc. • Margaret Gilchrist Serrato, PhD MBA AIA ASID LEED AP, Workplace Strategist, Herman Miller • Terry Sullivan, Director, Applied Research and Consulting, Steelcase • Tracy D. Wymer, Vice President Workplace Strategy, Knoll, Inc. To win more business and achieve reasonable profitability, contract dealers increasingly must position themselves as knowledgeable consultants who can help clients and their A&D and commercial real estate project management advisors design and install cost-effective, productive and appealing interior workspace solutions that meet defined needs. These strategists and a representative from CoreNet Global will discuss the latest research findings, workplace trends and their practical applications. Panelists also will exchange views on how dealers can effectively work with their primary manufacturers to help clients find solutions that address rising workforce mobility, collaboration and technology use; pressures for improved space utilization and flexibility; sustainability and privacy concerns and the need to support distinct work styles and needs associated with multiple generations in the workforce. The afternoon brings more education with several 90-minute sessions for attendees to choose from.

CONTINUED ON PAGE 14

JULY/AUGUST 2012

OFDEALER

PAGE 13

OFDA Conference Preview continued from page 13 n BIM, IPD and Revit – Assessing Business Opportunities and Defining Your Role as an Office Interiors Dealer

n OFDA Town Hall Meeting: New Initiatives on Education/Certification and Industry Communications

Moderator: • Bruce Allum, Director, Manufacturers/Retailers Sales-Commercial, 20-20 Technologies

Facilitators: • Sandi Jacobs, OFDA Chair & President, Sidemark • Chris Bates, OFDA President

Panelists: • Katie Arthur, eBusiness Designer, Allsteel • Peter Brandinger, Vice President, Business Development, Configura • Jack Carson, President, Carson Design • Kyle Haakenson, President, Haakenson Group • Brian Hilvert, IIDA, LEED AP, Senior Interior Designer at SHP Leading Design & Project Manager at Shape Environments

With participation from many of OFDA's board members, Sandi and Chris will outline a variety of new and proposed management educational offerings, strategic industry communication initiatives and plans to develop a new professional certification program for full-service contract dealers and invite member input on them.

Building Information Modeling (BIM), Integrated Project Delivery (IPD) and Revit are gaining significant traction within the architectural, construction/engineering and interior design communities. Dealers, particularly in major metro markets, increasingly are participating as bidders in projects that require familiarity with Revit and other BIM tools. They also may have opportunities to position themselves as office interiors product consultants at an earlier stage in projects if they have a deeper understanding of BIM and IPD, have working experience with Revit and understand how widely used industry specification/space planning tools can work in tandem with it. This interactive panel session – including knowledgeable industry software solution providers and representatives from the interior design, manufacturing and dealer communities – will provide a current snapshot of BIM, IPD and Revit use in our industry. Panelists also will offer practical guidance to help dealers evaluate the business case in their own markets for building expertise in the effective use of these concepts and tools.

n Integrating Technology Products and Service Solutions into Your Business Strategy Moderator: • Mark Lorenson, Leadership Team/Partner, Intereum A growing number of full-service contract office interiors dealers are offering an expanding array of workplace collaboration technology products and services that can be combined with their primary furniture lines to deliver integrated solutions to their customers. This interactive session with panelists will bring together dealers who are implementing a variety of strategies to address this growing market opportunity with standalone technology products and add-on electronic network components that enable flexible workplace and online collaboration by connecting advanced technology products. Learn practical tips on how to develop this new area of business profitably in a variety of market environments.

n Effective NBD/Sales Strategies for Architectural Walls and Other Systems Moderator: • Mark Vignoles, President, Service West Panelists: • Dean McIntyre, CEO, McIntyre Group • Mike Eble, President, FCI • Marlene McKnight, Owner, AOI • Ryan McMillan, President, McCrum's Office Furnishings OFDA has recruited a knowledgeable panel of dealership and installation service company principals to share their experiences and best practice strategies to position their organizations to develop new business opportunities and close sales for architectural walls and other systems. Following brief presentations by panelists on their respective organizations’ experiences and strategies, questions will be encouraged from the audience.

n Dealer Best Practices in Applying Sales/Marketing/CRM and Customer-Facing Software Technologies to Differentiate Your Business Moderator: • D. Gentry, Consultant, DG Consulting Panelists: • Annette Gerow, Director of Sales, Systems Furniture Gallery • Mark St. Clair, Senior Vice President, Creative Office Pavilion • Kris VanDierendonck, Principal, KV Workspaces This panel discussion will feature contract dealers who will share their experiences in implementing technologies to efficiently manage marketing, sales/NBD and CRM activities and enhance the online and overall service experiences of clients and their long-term retention. Panelists also will address measures taken in their dealerships to maximize integration of these customer-facing technologies with their primary business system.

n Web Design, SEO and Social Media: Building Your Search Marketing Strategy Facilitator: • Jennifer Schulman, Fortune Web Marketing As advertising dollars shift away from traditional media, online marketing keeps growing at a rapid pace. The Internet is the most cost-effective solution to close the gap between a potenCONTINUED ON PAGE 15

JULY/AUGUST 2012

OFDEALER

PAGE 14

OFDA Conference Preview continued from page 14 tial client and the services your company offers. Utilizing information and examples from dealers, this seesion will teach you how to optimize your website to achieve better search engine optimization, make the most of social media opportunities, uncover the potential of online marketing strategies and achieve your desired online goals. Monday's Casino Night Reception will feature all the excitement and entertainment that Las Vegas has to offer, but without putting your own money at risk! Generously sponsored by INDEAL, the Casino Night event will feature food, drinks, gambling, prizes and a few surprises thrown in just for fun. Always one of the most valuable components of the conference, the reception brings dealers, manufacturers, consultants and other service providers together for an evening of fun and networking. Tuesday morning's OFDA Sponsor Recognition and Awards Breakfast will bring out the best in everyone as OFDA recognizes those who support the dealer community. Announcing the winners of this year’s newly revamped Dealer Choice Awards (formerly Manufacturer of the Year Awards), OFDA will showcase the unaligned manufacturers in six categories who have scored the highest in dealer service and support. In addition, 20-20 Technologies will be announcing the winner of a $1,000 cash from its conference-based contest. Keeping things upbeat, Tuesday morning’s general session speaker, internationally acclaimed motivational speaker, author and president of Floyd Consulting, Matthew Kelly will teach dealers How to Build a World-Class Team in a Mediocre Culture. This general session presentation is based on the belief that a dealership can only become the best version of itself if the people in the dealership are striving to become the best version of themselves. Matthew Kelly's high-energy, interactive session will encourage each participant to become a “talent fanatic,” obsessed with searching for the talent necessary to achieve a bigger future for their company. He will also teach the audience how to spot, develop and when and why to discard talent. One more set of breakout sessions will round out the conference, which will adjourn by noon and allow conference goers to catch afternoon flights or give those who plan to stay a much needed afternoon respite.

n Strategic Use of Social Media to Find and Win New Business Moderator: • Mickey Spooner, Vice President, Allstate Office Interiors Panelists: • Trey Harris, Director of A&D Marketing, BKM Total Office of TX • Scott Kriech, Principal, Santa Monica Office, Sidemark • Mitchel Zelinger, Vice President-Sales, Tangram Interiors A growing number of contract furniture dealers, manufacturers and other industry firms are experimenting with social media to market their companies, but many are just beginning to develop explicit strategies to connect social media initiatives with an overall e-marketing and new business development process. This interactive panel discussion will highlight social media and related e-marketing strategies that several leading contract dealers and others in our industry are implementing and considering to generate new business opportunities and enhance their ongoing relationships with customers and prospective customers. It also will identify key metrics for evaluating success and the expected and realized ROI from social media initiatives.

n Successfully Implementing Digital Product Information to Boost Productivity and Profits Moderator: • Suzanne Swift, President, Spec Simple, Inc. With everything online, why do dealers still need a library? Most dealers are interested in implementing online product information tools providing they guarantee increased productivity and reduced staffing and real-estate requirements. Of special concern is how to effectively manage the digital divide, harnessing information tools embraced by the Internet generation without damaging older client relationships or established sales peoples' productivity. Respected resource consultant Suzanne Swift and a dealer panel chosen for their experience in using online product tools will let you know where we are in the migration from resource library to online library and help you answer the question "Can I get rid of my library?"

n OFDA Town Hall Meeting: New Initiatives on Education/Certification and Industry Communications Facilitators: • Sandi Jacobs, OFDA Chair & President, Sidemark • Chris Bates, OFDA President. This is your second opportunity to talk with OFDA and a cross section of its Board, who will outline a variety of new and proposed management educational offerings, strategic industry communication initiatives and plans to develop a new professional certification program for full-service contract dealers and invite member input on them.

We invite you to become part of the single most important dealer-focused industry event of 2012 – one that will energize and further empower everyone who participates. We look forward to seeing you at the spectacular Cosmopolitan of Las Vegas for a business changing, action-oriented conference. To register or obtain further information visit www.ofdanet.org/conference or call 800.542.6672. JULY/AUGUST 2012

OFDEALER

PAGE 15

Norton Cancer Institute

in Healing

By Alicia Ellis Creating a space to treat cancer requires not only the best doctors, medicines and state-of-the-art equipment, it also requires patience and nurturing, support, and positive thinking to promote healing—not only on the part of the patient but for the families and caregivers who are also struggling during difficult times. That was the challenge facing the creators of the Norton Cancer Institute, a $26.4 million cancer treatment and research center adjacent to Norton Healthcare's campus in Louisville, KY. The 65,000-square-foot facility, designed to serve both adult and pediatric patients, would feature a first-floor radiation center with world-class technology; a secondfloor multidisciplinary center, including coordinated specialty care, along with cancer research via patient clinical trials; and third-floor shelled-in space for future growth of cancer services. JULY/AUGUST 2012

The facility’s interior and exterior environment was to be designed to incorporate evidence-based design principles recognized for improving health, healing and quality of life. These principles – related to shapes, lighting, colors, forms, function, texture, materials and art – would be applied throughout the center to reflect an environment of warmth and healing. As one of two preferred “A” dealers for Norton Healthcare, ID+A, a local Herman Miller dealer, was approached about providing furnishings for two parts of the massive project. Working with both a representative of Norton and of Bittners, the facility's interior design firm, the goal was to include a selection of natural finish materials and colors to provide an overall soothing and calming environment for patients and visitors. The first part of the project was to supply furnishings for the center's examination OFDEALER

rooms and two custom nurses' stations on the second floor. "Because Norton was familiar with ID+A and Herman Miller's Compass line of healthcare furnishings, this part of the contract was won without a bid," said Carol Bennett Brown, healthcare account executive for ID+A. Bennett Brown stressed though that just because they had the contract didn't mean they didn't have to win over the client. "We were very instrumental in the design and specification of the Compass product in the exam rooms and the custom designed nurses’ stations. This was definitely a team project where we were involved in meetings prior, during and after the completion." "ID+A took a team consisting of the project architect, designer, project manager, CONTINUED ON PAGE 17

PAGE 16

Healing continued from page 16 the director of Norton's design and construction department and their design manager to Herman Millerâ&#x20AC;&#x2122;s Chicago showroom to see the Compass product. We installed a mock up for the review of the hospital staff so they could take part in the planning of the exam rooms," said Rebecca Mott, design manager at ID+A, who worked closely with Bennett Brown. "The nurses' stations featured Corian tops and custom fascia that was a challenge because of the ceiling detail and curve that the transaction tops had to follow, but it came together nicely." The second part of the project involved hospitality, reception and traditional office furnishings for the radiation center. Put out to bid between ID+A and Norton's other "A" dealer, Bennett Brown believes that "ID+A won because of their understanding of needs and the use of products that reflected the look and feel that Norton wanted to portray." All in all the project took about nine months from bid to installation and drew on a variety of manufacturers and products including OFS Impulse wood furniture; Herman Miller Aerons, Compass System; La-Z-Boy Dialogue lounge chairs and recliners, Cherryman casegoods, JSI casegoods, CONTINUED ON PAGE 16

JULY/AUGUST 2012

OFDEALER

PAGE 17

you need it. (just tell us where.) Your client needs an office. You need to get it there profitably. With BBF’s proprietary Install 360™ program, transactional sales are simple, quick and painless. We have the right products and services that allow you to sell, specify and install beautiful offices - across the street or across the country. What you get: 5 5 5 5 5 5

Did visiting NeoCon help you Realize™ a smarter approach?

A range of products for every application No cost space planning and speciﬁcation Co-branded sales tools and custom proposals Comprehensive project management Shipping within 48 hours Installation in under 10 business days to any zip code in the continental US at one ﬂat rate.*

Ideally suited for corporate work-at-home, branch or satellite locations transactional sales and standards programs. What you need. Where you need it. When you need it. *Some locations may take longer

Learn More

Visit bbﬃts.com or call us at 716-665-2510, Ext. 3862

Healing continued from page 17 Wieland seating, SitOnIt task and guest seating and Versteel tables. "We conducted our own in-house meetings and our project manager worked closely with the facility's general contractor to coordinate all deliveries and installation," said Bennett Brown, who added that their only complications came from having to work around other trades involved in the construction of the building. "The installation was done using a combination of our own and outsourced crews when needed and was phased in depending on the completion of the floors," she explained. Completed on time, the center is a model for healing environments and includes areas for contemplation, reflection, relaxation and play. It considers the health of the patient, the caregiver and the people who work at the Institute. "From the moment people walk into the facility, you are met with a feeling of hope," said Bennett Brown. "I am very honored to have been a part of this amazing facility."

Flexibility. Convenience. LEVITY ! ™

Levity™ – The New Standard in Task Lighting Simply lift cap and it automatically turns on its LED lights and raises to 6”. Then pull up to 20” or anywhere in between. Two telescoping arms move in any direction, wherever you need light. Levity™ offers 360° of controlled, directed, focused task lighting. Push down closed when done, lights go out and Levity™ hides away. Includes two 15A/125VAC outlets. ETL listed and tested to meet UL153.

Moves from right to left, front to back and anywhere in between. “FINE ARCHITECTURAL HARDWARE FOR YOUR FINE FURNITURE”®

w w w . m o c k e t t . c o m Ü 8 0 0 - 5 2 3 - 12 6 9 JULY/AUGUST 2012

OFDEALER

PAGE 19

Cover Story continued from page X

By Brian Hilvert

revise plans simultaneously and in real time.

By now, most of you have heard of building information modeling (BIM) or Autodesk Revit Architecture. But do you, your designers and your client architects know exactly what BIM is and how it can affect or impact a business? In this article, we discuss what exactly BIM is, the advantages BIM is bringing to the building industry and how dealer adoption can bring a competitive advantage to a business.

The model is a live, interactive, information-rich database that can optimize resources, control costs and manage change throughout a construction project’s lifecycle.

BIM is an intelligent, model–based process that provides insight for creating and managing building projects faster, more economically and with less environmental impact. Ultimately, a building information model is a shared knowledge resource to support decision-making about a facility from the earliest conceptual stages, design and construction, right through its operational life. Simply put, BIM, enabled through software like Revit, affords architects and designers the opportunity to integrate the entire design, development and construction process into a single model enabling all members of a project team to view, use and JULY/AUGUST 2012

Additionally, Revit can facilitate threedimensional renderings, providing a comprehensive view of what is being built and ultimately minimizing the risk of errors virtually before physical construction even begins. This greatly reduces costly requests for information (RFIs) and change orders from the field, saving time, money and materials. With BIM, users can also model their design using actual building components, materials and manufacturers’ products that contain pertinent product information, like the manufacturer, size, material, cost, warranty, etc.

The BIM Revolution BIM is experiencing a rapid adoption rate. Based on the 2010 McGraw-Hill BIM SmartMarket report, 50% of the industry is using BIM, with a proposed 75% inOFDEALER

crease of users in the next two years. Fifty percent of contractors are currently using BIM as well. Why such a rapid adoption? For architects, engineers and designers, the benefits are simple: • Better integration and coordination among all disciplines means fewer mistakes and fewer changes. • Better visualization tools help place the client in the space before it is built and allows for a more informed decision-making process. • By requiring more information earlier in the design process, project teams can limit late change orders that frequently account for project budget overages. For the construction industry, there are just as many benefits. The ability to more accurately phase a project, provide scheduling and material take-offs and to review clash detections in the model before they become an issue during the build are paramount. Other benefits can come from better shop drawings from manufacturers and the posCONTINUED ON PAGE 21

PAGE 20

The BIM Revolution continued from page 20 sibility of prefabrication from the BIM model itself. For example, SHP Leading Design, a fullservice design firm headquartered in Ohio, handled a recent project that used a BIM family of Porter Athletic basketball backstops in its project BIM model. When it came time for the shop drawings, Porter Athletic was able to use the BIM rendering with its accurate Revit components to generate shop drawings based on what the architect had placed in the model. For owners, the benefits are also becoming obvious. The BIM SmartMarket Report states that 70% of owners report a positive ROI from BIM. More than 50% see BIM providing an overall better construction project outcome. Changes during construction are more expensive than changes during the design process, so using BIM to help minimize all of the coordination issues prior to construction can translate into real cost savings for the owner. What happens once the construction is fin-

JULY/AUGUST 2012

ished and the owner takes over? Traditionally, all of the specifications, drawings and specification books would be turned over to the owner for use in building management. With BIM, we are now able to provide owners with the model at the end of the project to help them manage their building. With this data, owners can access the model and navigate anywhere in the digital facility, select specific products or components and instantly have access to up-to-date information. Several facilities management solutions on the market can interface with BIM to give owners even more connection to the information in their facilities. Companies such as FM Systems, Archibus and EcoDomus are working on different solutions that ease the transition from design and construction BIM to facility BIM to work properly.

The Dealer Connection So, how will BIM affect your dealership and why should you care? In the current economy, dealers are being asked to do much more in shorter time frames for more com-

OFDEALER

petitive fees. As a dealer, it is also becoming harder to differentiate oneself from competitors and win projects. The need to stay current and progressive in the marketplace is paramount for survival. Ultimately, it is going to come down to when—not if—dealers adopt this technology in order to stay engaged in the process. Geoffrey Moore, in his book Crossing the Chasm, talks about the typical adoption rate of high-tech products and how difficult it is for some industries to bridge the chasm in a technology adoption lifecycle. It also shows where different types of adopters are on the curve. BIM has gone through a similar adoption curve and is on its way to becoming a mature market. All that is missing now are the dealers. Are dealers content to become “laggards” and eventually be pulled into the technology by force, or are they going to embrace it and becoming early adopters? When the rest of the building environment industry is moving CONTINUED ON PAGE 22

PAGE 21

The BIM Revolution continued from page 21 down a path to a new future, can dealers afford not to be on that path as well? As companies make the switch to BIM, support for the older, more traditional drawing programs is likely to become harder to acquire from software manufacturers. The workforce of today and tomorrow is being taught to think, work and create in a 3-D world with little or no knowledge of its 2-D legacy. They are being exclusively taught Revit in school and are expecting to use it in their future professions.

standards, the industry reacted with a significant sales increase for Autodesk Revit software, driven by the desire of many regional architectural firms to be able to take part in the new projects. The feeling of being left out and not able to propose on a project became a reality for many firms seeking work in the area and these firms quickly made the switch to BIM to stay competitive.

Dealer Benefits

Mary Knapp, an interior designer, recently switched jobs from an architecture firm to a furniture dealership and understands the visualization benefits that Revit can bring to the dealer.

Besides being in technology and workflow compatibility with the building industry, there are other notable benefits for a furniture dealer embracing BIM.

“For almost five years, I exclusively used Revit,” explains Knapp. “The ease with which I could show my client a 3-D visual of what their space would look like is unparalleled. In CAD there would be several extra steps just to show a typical workstation.”

1. At what stage of the project are you typically brought into the design process? Early in the design or more toward the end?

Client Demand As the A/E/C industry adopts a BIM workflow, an ever-increasing number of owners are demanding it on their projects. Given the benefits, why shouldn’t they? If clients are going to ask for a BIM process, no one can really afford to say no. In the not-so-distant future, the use of BIM is projected to determine bid participation. Currently there are about 150 BIM standards in the marketplace for several higher education, healthcare and government entities. Several states, such as Ohio, Wisconsin and Texas, have also implemented BIM standards. Government agencies, like the General Services Administration, the Veterans Administration and the U.S. Central Command, have already implemented their standards or are in the process of completing them. The higher education facilities of Indiana University, Pennsylvania State University, State University of New York at Albany and many others have already put BIM standards in place for all future building projects. Once established, BIM standards have a huge impact on the industry. For example, when Indiana University issued its BIM JULY/AUGUST 2012

Start by asking a few questions:

2. Would you say that you work collaboratively with your architect? Or do you do your own thing and they do theirs and then you put them together at the end? 3. Do you react to design problems or do you help to influence the design? If you answered “early in the design process” to the first question, then you are ahead in the game.

many of their mechanical/electrical/plumbing (MEP) and structural consultants, so why not with the furniture dealer? Firms should be expecting integration, not inefficiencies. Shannon Testerman from Price Modern LLC, a furniture dealership in the Baltimore-Washington, D.C. market, embraces this mentality by saying, “Once dealerships are on board with Revit, we will be able to create interior spaces that work hand in hand with the architect and architectural building model. This will yield a much more cohesive interior space.” The current segregated process is not very collaborative and leads to the second question. If the dealer answers “no” to working collaboratively, then the BIM process may be the way to help achieve integrated collaborative design. True integration means bringing all of the players to the table at the beginning of the project, including furniture dealers. Certain furniture elements need to be modeled for other trades to understand where they are and what they affect. Take architectural walls, for example. These are furniture pieces, but they affect where other permanent walls and ceilings fall in the model.

Typically the furniture dealer is brought in to the project late in the process, when a majority, if not all, of the design work is complete. If dealers are brought in earlier, they are usually working in a fragmented way, separate from the architects.

The architects need these walls modeled during the design process, so that all of the other trades can understand the effects they could have on structural, electrical and even mechanical issues. A truly integrated process with a dealer can minimize those disconnects.

An architect typically starts to design the space and takes a snapshot in time of the design and sends it to the dealer. The dealer then uses that snapshot and begins to populate the space with furniture.

Finally, question three asks whether the dealer reacts to design problems or influences them. In a traditional process a dealer is brought in late in the game and is able to react to the design only.

At the same time, the architect is potentially still working on the design and making changes that the dealer is unaware of until he receives a new snapshot of the design and then has to possibly start over depending on the scope of the changes.

However, it would be beneficial for the dealer—and the entire project—if the dealer were able to help influence the design, with the furniture being designed and placed at the same time the architect is working.

If both the architect and the dealer are working in a BIM process, they can share and link the models and understand the changes as they are occurring.

Utilizing software that integrates and supports BIM, dealers have the opportunity to participate much farther upstream in the design process and can have real impact in the final design solutions.

Architects are already doing this with

CONTINUED ON PAGE 23

OFDEALER

PAGE 22

The BIM Revolution continued from page 22 Lauren Adams, director of design at the Spencer Company, a contract furniture dealer serving the Dallas market says, “It’s exciting to work hand in hand with the A&D firm to provide the client with exactly what they want. The ability to start earlier in the design process is extremely beneficial. The sooner the lines of communication are opened, the better it is for all involved parties.” A final benefit is the potential to improve a client’s business and stay current in the marketplace. A down economy presents an opportunity to re-evaluate a company’s potential and the services offered. Through the use of BIM, dealers could potentially offer new or improved services not currently offered by the competition. The ability to communicate visually with clients is also very important. Using BIM, one is able view the project in 3-D from any angle and any perspective with the click of a button. This approach lets clients visualize their space before they move in and allows for real-time changes in front of the client. BIM also enables dealers to offer better phas-

JULY/AUGUST 2012

ing and scheduling tools. Through BIM, dealers have the ability to schedule any product and show quantity, accurate finishes, options for each product, room locations and even in which phase it will be complete. The best way to sell a product is for the client to see it. BIM gives dealers the opportunity to put their clients in the space and in front of a dealer’s products before the project is complete and give them the best designs for their budgets. Through better visualization and rendering tools, dealers can now put their clients in the space more quickly than before. The earlier on in the project that this happens, the easier it should be to sell the client. BIM allows designers to use intelligent models and expand on their existing visualization software to create compelling, dynamic visualizations that can more effectively and accurately communicate your ideas and demonstrate how work can be executed. BIM is not the future of design; it is the design reality of the present day. It truly is the first process that brings together all the dif-

OFDEALER

ferent disciplines of a project—from design through construction and into the operations of a building. A graduate of the University of Cincinnati, Collage of DAAP with a degree in Interior Design, Brian Hilvert has worked as a senior interior designer for SHP Leading Design, a 100+ year old architectural and design firm for the past 14 years. Through SHP’s LLC called SHAPE Environments, a provider of creative and technical solutions for the built environments industry, Brian has worked as a BIM and Revit project manager for the past seven years, building content for manufacturers like Haworth, Versteel and Armstrong Flooring For more information, go to www.shapeenvironments.com.

Brian will be a panelist at this year's OFDA Dealer Strategies Conference being held in October. Participating in the session BIM, IIPD and Revit - Assessing Business Opportunities and Defining Your Role as an Office Interiors Dealer, Brian will answer questions and offer guidance about the dealer of the future and the effective use of these concepts and tools.

PAGE 23

By Alicia Ellis

Happy.

Wrapup

Such a simple yet powerful word that seemed to define this year's NeoCon World's Trade Fair. The attendees were happy, the exhibitors were happy, the products were designed to make the user happy. Even the colors were happy with bright shades of orange, red and blue. Smiles, and I mean real smiles and not those "there is no business but I'll pretend there is" fake smiles we've seen over the past several years were abundant, even among those waiting at the elevators or in the stairwells. Everyone I met with, talked to or saw, seemed happy. The showroom floors carried a pretty steady stream of more than 40,900 industry professionals throughout the three-day event. Classes were well attended and networking events were packed with people eager to discuss the latest industry trends. Dealers met with their key business partners and honed up on product knowledge and selling points; top designers from across

the globe flitted from showroom to showroom with their entourage of minions taking notes and pictures, and design students searched for inspiration among the thousands of products. While there were a few new product introductions, most of the focus seemed to be on existing product enhancements and technology integration for better functionality and ease of use. While new work styles are still the rage, the inherent problems that come with open space environments are renewing the market for private offices, creating a huge opportunity for demountable walls and creating a need for quiet and/or collaborative spaces for meetings and discussions. If the NeoCon show is any kind of indicator to the future of our industry, right now things are looking up. It may not be (and most likely will never be) what it once was, but I’m happy with it. How ‘bout you?

CONTINUED ON PAGE 25

The following pages contain just a small sampling of new products and enhancements from this year’s show. For more information, visit www.neocon.com or check out OFDA’s NeoCon Pinterest board at https://pinterest.com/ofda/2012-neocon-show-products/.

izzy’s Nemo Bar and Trellis offers a hub for connection and collaboration, where ideas may be freely shared.

Lighthouse by Vanerum Stelter, transforms the floors space into an interactive desktop and encourages students to play, share and interact, helping teachers bring lessons to life.

The Lightline from KI is a pre-engineered, movable glass wall solution that features flexible elements including “butt-glazed” construction that promotes reuse. JULY/AUGUST 2012

OFDEALER

PAGE 24

NeoCon Wrapup continued from page 24 HON's Flock is designed for those workplace spaces where people migrate for collaboration and features modular elements to create distinctive environments that are also conducive to dialog, engagement and teaming.

SleepToo by WIELAND is a "virtual family room," designed to encourage visitors to stay by providing comfort while working, dining, resting or interacting.

Swish by JSI was designed with people in mind and so named to signify the light, open aesthetic and collaborative team-oriented work flow that it creates. CONTINUED ON PAGE 26

EPIC

Design spectacular with Epic

Epicâ&#x201E;˘ delivers what you need and want in one sustainable package via a clean, modern design that functions optimally in any environment.

800.482.1717 www.NationalOfficeFurniture.com

JULY/AUGUST 2012

Green product information made simple certified by SCS

NationalOfficeFurniture.ecoScorecard.com

OFDEALER

PAGE 25

NeoCon Wrapup continued from page 25 From Teknion, Sidewise is new style of compact, collaborative casegoods workstation with an integrated technology bridge that links the storage to the worksurface while functioning as the discreet power/data interface.

Berco's Anywhere is a mobile and wireless media tower with true task “sharing” in collaborative environments with Tidebreak’s Teamspot collaboration software that allows members of a team to take control of the screen—without ever connecting a cable—and participate in real-time.

Contemporary style without the traditional cost! A new Vision from HPFI.

JULY/AUGUST 2012

OFDEALER

PAGE 26

The Top 10 Reasons Smart Companies Have a LinkedIn Company Page By Wayne Breitbarth

When LinkedIn was launched in 2003, it appeared to be little more than a place for job seekers and recruiters to connect. Since then, it has evolved into the world’s largest database of business professionals and is currently reporting more than 160 million members across the globe. Its self-proclaimed purpose is “connecting you to your trusted contacts and helping you exchange knowledge, ideas and opportunities with a broader network of professionals.” As a national speaker and LinkedIn trainer, I spend a great deal of time analyzing the new features and enhancements LinkedIn unveils. Since the company’s IPO in May 2011, the vast majority of these introductions have focused on the corporate “you.” In other words, it appears LinkedIn has recognized the key to its future financial success goes beyond the individual membership. LinkedIn is being embraced by both small and large companies, and there are currently more than 2.5 million company pages on the site. The marketing potential of these pages is endless, and at the present time most of the features are free of charge.

Does Your Company Have a Company Page? I ask that question on a regular basis, and I am amazed by how many businesspeople either don’t have a company page or are unsure whether their company has its own LinkedIn page. In addition, many of those who have company pages are failing to maximize the vast marketing and branding potential these pages possess. Regardless of which category you fall into, here are ten great reasons you need to JULY/AUGUST 2012

develop or improve your own LinkedIn company page.

1. It's free and provides great exposure for your company. Need I say more? Yes, I know, everything takes time and time is money, but most of us have more time than money—so why not get started?

2. It will probably show up on the first page of a Google search for your company. Many of us hire SEO experts to increase the search ranking of our company websites. Well, the search ranking sites love social media and give preferential weight to information that originates from sites like LinkedIn.

3. It is a great way to showcase your products, services and your most important asset—your valued employees. The Products & Services section of your company page is like having your own online storefront to show off your wares to anyone who happens to stop by, usually as a result of a search for whatever you sell. And your company page also includes a list of everyone at your company who has a LinkedIn account. The more employees you have on LinkedIn, the greater chance people will take a look at your company page.

services, events, awards, honors, and, of course, special offers and promotions. This is good old-fashioned marketing and to a very targeted audience. If you buy a television or radio spot, advertise on a billboard or place a newspaper ad, you never know whether you really hit the right audience. Your LinkedIn messages go directly to people who have expressed an interest in what you do. That’s why they signed up to follow your company page.

5. Encouraging all your employees to create individual profiles and attach them to your company page helps your company page ranking and LinkedIn audience reach. When you search in the company section of LinkedIn, the search results are arranged from most relevant to least relevant, but how is relevance determined? As with all search engines, the exact formula is top secret, but from my experience it appears extra weight is given to your relationships with people who are employed at the company. For example, if you search in the LinkedIn company section for office furniture in Milwaukee, the list of search results will include companies that have included the words “office furniture” on their company page and have also listed the Milwaukee area as their location. However, the first company on the list will probably be the one that employs the greatest number of people who are in your network.

From your company page you can send messages (status updates) to people (followers) who have given you permission to tell them about your new products and

Your competitors probably already have one. Go ahead and check. With almost 2.5 million LinkedIn company pages, chances

OFDEALER

CONTINUED ON PAGE 28

PAGE 27

Smart Companies have LinkedIn Pages continued from page 27 are they might have beaten you to the punch and are already reaping the benefits.

7. Company pages have separate tabs for careers, products and services, follower and page statistics and other company insights, with some great opportunities for customization. Your Products & Services page can be enhanced with video and include links to your website. You can share special promotions and include detailed descriptions of your products and services. ROI from social media sites is often difficult to determine but the statistics provided on your company page can be very helpful for analyzing ROI.

8. You can request, receive, and proudly display customer recommendations of your products and services. Nothing turns a potential customer into a real customer faster than seeing satisfied customers talking

JULY/AUGUST 2012

about your great products, services or employees. Online recommendations are the new elixir of social marketing.

9. Your latest blog post and Twitter updates can appear on your company page. If you regularly share valuable information on Twitter and your blog, you may find it advantageous to link these other social media accounts to your company page. These additional touch points and exposure will enhance your credibility with the LinkedIn community.

10. Company pages are easy to set up, and they increase your exposure on the web. Getting started is as simple as clicking “Companies” on the top toolbar of your LinkedIn account and choosing “Add a Company.” After you enter your basic company information and logo and include your products and services, do an Internet

OFDEALER

search of your company name and see how high in the rankings your LinkedIn company page appears. Creating a LinkedIn company page will not only improve your presence on the world’s largest business networking site, but it increases your exposure on the worldwide web. Don’t miss this opportunity to join the 2.5 million smart companies that have LinkedIn company pages and begin engaging with your target market today. Wayne Breitbarth has shared his passion for social media with more than 12,000 business professionals through private business consulting and dynamic presentations to local and national audiences, including last year’s OFDA Dealer Strategies Conference. Wayne is the author of the critically acclaimed book The Power Formula for LinkedIn Success: Kick-start Your Business, Brand, and Job Search. He is also the CFO of M&M Office Interiors in Pewaukee, WI.

PAGE 28