Seminars • Warehouse Products • Programs • Services • Complementary Refreshments • Internet CafÉ
est.1944
Western Home Furnishings Association (800) 422-3778 • www.WHFA.org
Join us in the RRC during the Las Vegas Market B-1630 C-496
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Making Retailers More Profitable
Software | Consulting | Advanced Education | Sales Training Performance Groups | Freight Program | e-Commerce | e-Marketing
Join us in the RRC during the Las Vegas Market B–1630 C–496 est.1944
Buyers attending the Las Vegas Market need to make the WHFA Retailer Resource Center (RRC) a “must-see” stop during their market adventure. With practical, up-todate business education, industry service providers, refreshments and opportunities to relax and network with colleagues, the Retailer Resource Center is a favored destination for buyers each market.
Visit the HOT SPOT Internet Café and Retailer Lounge The RRC offers a comfortable retailer lounge where you and your colleagues can relax and network with other industry peers. Start your day with a complimentary Retailer Buyers’ Breakfast from 7:30 a.m. – 9:00 a.m. (Monday - Thursday) Visit throughout the day for a “pick-me-up” specialty cup of coffee and cookies, and Winedown from 5:00 p.m. – 6:00 p.m. (Monday - Thursday) with a refreshing beer or glass of wine before heading off to dinner. The Café also offers four Internet stations available all day to check emails and communicate with the office back home.
Retailer Resource Center Marketplace Market is more than inventory, and at the RRC, you can visit over 30 business service provider companies in the areas of advertising, software, finance, transportation, fabric protection and much more. Come by and visit these vendors to see how they can help solve your business needs and find out what market specials are in store for you.
Educational Seminars Educational seminars continue to be a favorite RRC staple for buyers while at market, and this market’s 21 sessions will not disappoint. WHFA is once again partnering with the World Market Center to offer the Business Survival Academy Series on Monday and Tuesday afternoon and Wednesday morning. Monday’s session will feature, The Retail Revolution: New World, New Way, presented by Rich Kizer & Georganne Bender. Tuesday’s session is by Mary Liz Curtin, Creating a Brand with Personality, and on Wednesday, Jeff Hiller will speak on Intensive Management Training: Morale, Motivation and Measurement. The rest of the week features sessions on sales and sales management, advertising and promotions, delivery tips and tricks and much more.
Benefits of WHFA Membership The WHFA membership team is eager to welcome you and help in every possible way to better your business! If you have questions about our valuable programs and services, we’ll help you find the answers in the Retailer Resource Center.
Warehouse Products Don’t pass up a visit to the WHFA Store in the Retailer Resource Center, where you will find great deals on warehouse and touch-up products. WHFA staff will be there to help you with your selections, whether you are looking for touch-up pens, furniture pads, safety equipment and more. Come see what market specials are on hand. Plus, place your order of $100 or more and receive a 10 percent discount. Contact WHFA at www.WHFA.org or (800) 422-3778
Retailer Resource Center — B-1630 & C-496
August 2-6 2010
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Harkness Furniture
(L-R) Kellen Harkness, Cyndi Harkness, Dave Harkness, John Opland and Melissa Dressler
A Day in a Buyer’s Shoes
M Melissa Dressler Western Retailer managing editor
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any of us in the home furnishings industry have uttered the phrase, “I am going to Market,” at least once in our lifetime. Whether you are a buyer, a store owner, manufacturers’ rep or vendor, this phrase ultimately means a week of buying, networking and exhaustion. During last February’s Las Vegas Market, I was given the opportunity to spend half a day on the Harkness Furniture buying team. Harkness Furniture is a full-line, family-owned business which started in 1920. Today it furnishes the homes in the Tacoma, WA area with the best midline products available in the market. As a third generation store owner, Dave Harkness has used his 35-years of experience to build a successful business and is also very involved in the home furnishings industry by serving on the WHFA Board of Directors and participating in the PFD buying group. From the second I met up with the team, which consisted of Dave, his wife Cyndi, son Kellen, and their sales manager, John Opland, I knew I was in for a day full of buying, learning, fun and sore feet! The day started off with breakfast in the Retailer Resource Center on the 16th floor of Building B, where we all fueledup on food and coffee before the busy day. The
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Retailer Resource Center — B-1630 & C-496
Harkness team already had their morning planned with four 1-hour appointments that would conclude with lunch in one of the showrooms. As we were walking to the first showroom, Dave explained how he prepares for each market and how his process is different than most. Prior to market, Dave meets with each of his major vendors and creates a plan for who they will visit, and what items they are looking for during market, “I meet with each of our major vendors 10 days to a week before each major market,” he said. “I sit down with them, look at our current line-up, and then come up with a game plan of what we need to do. The manufacturer might be canceling items, or we may need to fill holes in our inventory. Then, our sales staff gets together the Saturday prior to leaving for market, and we have an hour discussion with them on the types of requests they have received from customers on merchandise that we do not currently carry. We also have each salesperson turn in a written report to me on the requests, and then I summarize it on the plane ride to Market and make a laundry list of areas we need to look at both with current vendors and new vendors.” We eventually make it to our first location, Stein World in Building A, which features hand-painted products from around the world with a focus on accent and occasional furniture and lighting. Dave Contact WHFA at www.WHFA.org or (800) 422-3778.
and the team meet their Stein World reps and greet them like they are part of the family. The reps move quickly to show us the showroom since we only have one hour to view all of the product. As we walk around the showroom, Dave is constantly taking notes on what is being introduced to him, keeping in mind his price points, needs and current product line-up. Kellen and John join the process by testing out items and discussing how the product might fit into the Harkness Furniture showroom. As the three men are discussing which occasional tables would best fit their needs, Cyndi and I start browsing the showroom for items we like, “It is very hard to not purchase items that you like personally,” she said. “You always have to keep your customer in mind, and what works best for your store.” Dave added that while it is difficult to keep his personal opinion out of his purchasing decisions, his final decisions are based on price points rather than style, and he always knows that he needs to have a breadth of products. “You may hate floral sofas with skirts, but there is some little, old lady moving into a retirement home and that is exactly what she needs—a 6-foot floral sofa in mauve, blue and beige color,” he said. “It is knowing that you have to have a breadth of product, and hopefully, I have done enough research before I have gone to market to know what my current line-up is, and what areas could use a supplement to what I am currently doing.” While most times Dave is quickly able to spot what will and won’t work for his store, he occasionally asks the entire team for their opinion. At one point, Dave stops at a chair and asks for Cyndi and my opinion on the style and if we would purchase it—in order to get the female perspective. Our slight hesitation was enough for him to skip the chair and move onto the next item.
Contact WHFA at www.WHFA.org or (800) 422-3778
“When deciding what to buy for our store, it isn’t about recreating the wheel with any of our vendors,” Dave said. “I go in, and ask them what their best sellers are, or I will have them lead me through and if something piques my interest, I will buy it. Over the 35 years I have been doing this, I have the tendency to be able to pick out things that are definite bargains or holes that we need to fill within our store. A lot of my choices are based on a ‘seat of the pants’ feeling and the experience I have. It’s all on how I feel about the look and pricing, and if I am on the fence about an item, then I will get the input of everyone else on the team. There are some things that are no brainers, and I have already made the decision that we are going to do it, but then there are some items where I want to get the opinion of the entire team.” Once Dave purchased the new lines at Stein World, we moved onto our next showroom, Jofran, which offers dining and occasional tables from around the world. We are first introduced to the dining options while taking a world tour through Malaysia, Thailand, China and Vietnam—the various countries where Jofran manufacturers product. While walking through the showroom, Dave keeps in mind where the product is manufactured in order to successfully group products for the minimum order quantities from the specific points of origin. continued on page S-6
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The first dining set that we are introduced to makes us all stop. There is no doubt that it was a great deal and product for the Harkness showroom. Even I, being new to the team, knew it was a great fit. As we walk further through the showroom, Dave, Cyndi, Kellen and John give me a little insider tip—it’s all about the candy and food! Scattered in bowls throughout the Jofran showroom were M&Ms and other candies to increase our blood sugar and help us get through the busy morning. “We do try to plan our day around food,” Dave said. “Food is important. 07-07-customdesignnhfa_furniture world 6/2/10 4:11 PM Page 71 We know that Jofran will always have bowls of candy around, and we always try to schedule lunch in one of the showrooms.”
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August 2-6 2010
Retailer Resource Center — B-1630 & C-496
As we walk around, Cyndi pulls out her digital camera and hands it to Kellen to take photos. Kellen then heads back through the showroom to photograph the new items that they would be purchasing for the store. “When we get back home, I put all of the product photos on a CD to share with the salespeople,” Cyndi said. “It gives the team a sneak peek of what is coming in and gets them excited about the new lines we will be selling.” After all the new lines had been purchased, photos taken and plenty of candy consumed, it was time to leave for the next appointment. We head to the Powell showroom where the team looks around and buys the deals that best fit their store. After Powell, our stomachs began to growl and our legs needed a rest, which made it a perfect time to stop in for lunch at Aspenhome. While the morning didn’t include any visits to new vendors, Dave tries to visit a handful of new people every market. He rarely walks by a showroom and decides to randomly check out a vendor. Most of his new vendor visits are pre-planned prior to market. “Since we are a part of PFD and have a great credit rating, we are constantly being invited to do business with new vendors,” said Dave. “A week before market, John and I go out to lunch, and we talk about our needs. We will then make a list of three or four new vendors that we want to see that have specific intentions on adding something to our store. If they don’t add to our store, I don’t want to look at them. Also, if I can’t do a minimum of about $20,000 to $40,000 at cost with a new vendor, it doesn’t make any sense on their side or my side to put them into our line-up.” After lunch and a brief tour of the Aspenhome showroom, it was time for me to leave the Harkness team. As I sadly said goodbye to my new furniture family, I thought about how efficient and productive the morning was. I learned the Harkness Furniture team comes to market with a purpose, and they efficiently know how to work market. By setting up meetings prior to the show, Dave and his vendors know exactly what products they needed to fill in their store, and what items can be passed. Every part of the buying process is wellthought out and executed at Harkness Furniture—making for an excellent experience at Market. Contact WHFA at www.WHFA.org or (800) 422-3778.
FREE Educational Seminars Building B-1630 Monday August 2
Tuesday August 3
Wednesday August 4
Thursday August 5
The 12 R's of Selling
Salvaging the Good Ship Retail
There is No Such Thing as a Browser
The Myths About Professional Sales Promotion & Liquidation Companies
Philip Gutsell GutSELL & Associates
Jim Grandillo JRM Sales & Management, Inc.
Cathey Manley Cathey Manley & Associates, Ltd.
Free Advertising For Less Than 2 Cents
Signs, Signs, Everywhere a Sign
Turning Your Delivery Department into a PROFIT Center!
Shopping Reinvented: How Emerging Technologies Will Shape Next Generation Big Ticket Retailing
The Marketing Trifecta—Email, Google Local and Video
The Art of Merchandising
Four Things You Can Still do to Make 2010 Successful!
True Cost of Home Delivery
The Psychology of the Sale
It Ain't Just About Sales
Thriving in the New Retail Climate
3:00 - 4:00 pm
1:30 - 2:30 pm
10:30 - 11:30 am
Profit Management Promotions
12:00 pm - 1:00 pm
9:00 - 10:00 am
Time
Mark Lacy The Furniture Training Company
John McCloskey Profitability Consulting Group
Joe Lapekas TruckSkin, LLC
Turning Your Website into an ROI Powerhouse Mark Van Winkle STORIS, Inc.
Ken Mahar Email Broadcast
Granting Credit— Risks & Rewards
Pat Nanda Creative Business Decisions
Bob Moorman JRM Sales & Management, Inc.
Dave Bruno Escalate Retail
Creating a Compelling Culture—How to Find Your Niche Gerry Morris InnerSpring
The Science of Sleep— Don't Sell Mattresses, Sell the Quality of Life Ron Wolinski Profitability Consulting Group
Business Survival Academy Series Sponsored by:
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Kevin Truett Speedy Delivery
Brad Huisken IAS Training
Doug Knorr Knorr Marketing
Joe Milevsky JRM Sales & Management, Inc.
Brad Huisken IAS Training
Sponsored by:
est.1944
Building B—World Forum Room Monday August 2
Tuesday August 3
Wednesday August 4
4:00 – 5:00 pm
4:00 – 5:00 pm
9:00 – 10:00 am
Retail Revolution: New World, New Way
Creating a Brand with Personality
Intensive Management Training
Rich Kizer & Georganne Bender KIZER & BENDER Speaking
Mary Liz Curtin Leon & Lulu
Jeff Hiller PROaction Marketing Group
Join us for FREE SeminarS during the Las Vegas Market Retailer Resource Center, B-1630 World Forum Room, Building B, 16th floor
2010 August WHFA Seminar Series Monday, August 2, 2010 9:00 – 10:00 a.m.
Turning Your Delivery Department into a PROFIT Center!
Philip Gutsell, GutSELL & Associates
John McCloskey, Profitability Consulting Group
The 12 R’s of Retail Selling The three R’s of learning are Reading, “Riting” and “Rithmatic”! In today’s highly competitive economy, your sales team must reliably respond to your customers more than ever. Phil Gutsell will review the R’s of retail requirements your salespeople must resolve to learn and get you the return on investment you require. With the high cost of advertising and rent, you cannot afford the repercussions of inadequate selling representatives. If you’re tired of hearing your sales teams’ same old excuses for walking customers and waiting for be-backs to return, then attend this seminar and rev up your sales team with the 12 R’s of Retail Selling that will rejuvenate your results.
10:30 – 11:30 a.m.
Free Advertising for Less Than 2 Cents Mark Lacy, The Furniture Training Company Business cards costing less than 2 cents are the most powerful and scientifically proven advertising method ever found. So, why are your salespeople leaving them in their pockets or desk drawers? Mark Lacy, will show you how to train your salespeople to fill your store with traffic—by handing out business cards like candy. Leave Vegas to go home and teach your salespeople seven magic ways to use the “lowly” business card to bring in new customers, easily generate word-of-mouth referrals, and make sure that the be-back customer really does return to buy, again and again.
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12:00 – 1:00 p.m.
August 2-6 2010
Come learn how to transform one of your biggest expenses into a source of revenue. In the midst of higher fuel, insurance and labor prices, you can still make money delivering furniture to your customers. This seminar teaches you the tips and tricks to build better systems in order to hold on to more of your hard earned dollars.
1:30 – 2:30 p.m.
Create A Compelling Culture— Find Your Niche Gerry Morris, Gerry Morris Training & Consulting What is it about the companies that lead their categories? The common element is that they have created such a compelling culture from within that consumers want to step into their world, take a piece of it home, tell others and come back for more. Come hear this exciting new seminar from Gerry Morris and learn how your company can find a niche and rise to the top in your market.
3:00 – 4:00 p.m.
The Science of Sleep—Don’t Sell Mattresses, Sell “Quality of Life” Ron Wolinski, Profitability Consulting Group We, as home furnishings retailers, have the power to improve the “quality of life” of our customers when working with them in our bedding galleries if we choose to do so. It all depends on our selling approach. We can simply sell products or commodities, or we can educate our customers to understand the benefits of quality sleep, and how it affects every aspect of their daily lives. We can differentiate ourselves from the competition by providing answers and solutions for a better “quality of life” by utilizing the science of sleep in working with our customers and establishing a deeper and more professional relationship.
Retailer Resource Center — B-1630 & C-496
Contact WHFA at www.WHFA.org or (800) 422-3778.
4:00 – 5:00 p.m.
12:00 – 1:00 p.m.
Business Survival/WHFA Academy Series sponsored by World Market Center – World Forum Room
Retail Revolution: New World, New Way Rich Kizer & Georganne Bender, KIZER & BENDER Speaking! Today’s consumers have more choices than ever before. And where you once had competition, you now are faced with hyper-competition that comes at you from all sides. Customers can buy what you sell in any number of places: your competitors, online, catalogs, TV shopping channels—you name it. This means you must be better than ever, doing things that make your store different; special, memorable—cool things that make customers choose your store above all others. Join Rich Kizer & Georganne Bender as they share what it takes to be successful in today’s crazy and competitive marketplace. You’ll learn what today’s demanding customers have to say about the “State of Customer Service”; what customers expect from their stores of choice; how to look at your store through your customers eyes; positive perception building strategies that lead to increased sales; street savvy relationship building techniques to spin your doors, plus KIZER & BENDER’s secret weapon to keep customers close—it works every time!
Tuesday, August 3, 2010 9:00 – 10:00 a.m.
Salvaging the Good Ship Retail Jim Grandillo, JRM Sales & Management, Inc. How do you stay afloat while others around you are sinking? This seminar will cover the 10 warning signs that might be indicators of a slow leak and how to plug it. You will learn what you can do in the next 60 days to “Raise the Titanic!”; how to move away from the rocks and towards the smooth waters ahead; and how you can tell if your crew is ready to mutiny. We will focus on getting ahead of the competition, and what you can do to survive and even profit in these challenging economic times.
10:30 – 11:30 a.m.
Signs, Signs, Everywhere’s a Sign Joe Lapekas, Truckskin, LLC Is your message getting out, and what message might that be? Are you taking advantage of all the ways your store can brand itself inside and outside? Visuals are stimulating, create an emotional connection and can say so much about you and your brand. What do your visuals say, or what are they not saying? Join the discussion on the exciting visual graphics that can make you stand apart from the rest of the crowd. See what other retailers are doing to engage an overstimulated, bored consumer.
Contact WHFA at www.WHFA.org or (800) 422-3778
Shopping Reinvented: How Emerging Technologies Will Shape NextGeneration Big Ticket Retailing Dave Bruno, Escalate Retail Rapidly evolving market conditions, technology and connectivity are changing the way that consumers search for, evaluate and purchase home furnishings. In the session, Dave Bruno, will explore how mobility, social networks, augmented reality, advancements in multi-touch technology and visual search tools can help you reinvent shopping and meet the escalating expectations of today’s home furnishings consumer.
1:30 – 2:30 p.m.
Four Things You Can Still do to Make 2010 Successful! Doug Knorr, Knorr Marketing If you are not meeting sales or gross profit expectations, then this seminar will be important to you! In this fast-paced seminar with Doug Knorr, you will learn how to integrate four strategic practices that will hold the vital areas of your business accountable. Keeping a measuring device on everything from inventory to sales and advertising effectiveness will allow you to turn even the most difficult year around.
3:00 – 4:00 p.m.
It Ain’t Just About Sales Joe Milevsky, JRM Sales & Management, Inc. Ultimately we are in business to make a profit and to use this profit to improve the quality of our lives. If we improve our businesses in just one area (say sales), without holistically understanding the implications on all other areas of our businesses, we set ourselves up for ultimate disappointment and failure. During this seminar you will be given insight into maximizing the potential of all aspects of your business. This will position you for sustainable increases in sales and profits while building an environment that is enjoyable and minimizes stress. Isn’t this why you went into business in the first place? Stop suffering results and begin to engineer holistic positive outcomes.
4:00 – 5:00 p.m. Business Survival/WHFA Academy Series sponsored by World Market Center – World Forum Room
Building a Brand with Personality Mary Liz Curtin, Leon & Lulu A brand is more than a logo and a snappy color palette: A brand is the image a shopper has of a business and encompasses everything from customer service to merchandising, from product assortment to price points, charitable giving to advertising. Your store’s brand defines
Retailer Resource Center — B-1630 & C-496
August 2-6 2010
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...Your Road to Success
Affordable
Reliable
Scalable
Customizable
Customized software to fit your needs
888.495.7876 S-10
August 2-6 2010
www.furnserve.com
Retailer Resource Center — B-1630 & C-496
Contact WHFA at www.WHFA.org or (800) 422-3778.
who you are, what you stand for and how you tell your story—the complete package. Every store has a character of its own and building a brand that showcases that individuality will distinguish your store from the competition, strengthen the connection with your customers and increase sales. Mary Liz Curtin, co-owner of Leon & Lulu and author of A Shopkeeper’s Manual, will show you examples of great brands, both large and small, and tell you how she and her husband have made their 15,000-square-foot lifestyle store an award-winning destination in southeastern Michigan. She will discuss what works and what does not and give you ideas to help you build a brand that is yours alone... without breaking the bank.
Wednesday, August 4, 2010 9:00 – 10:00 a.m.
There is No Such Thing as a Browser Cathey Manley, Cathey Manley & Associates, Ltd. This is an upbeat seminar that helps you to understand “WHY” the customer says, “I am just looking” and how to get your salespeople to understand it and answer it.
9:00 am – 10:00 am Business Survival/WHFA Academy Series sponsored by World Market Center – World Forum Room
Intensive Management Training: Morale, Motivation and Measurement Presented by Jeff Hiller Most managers believe they should be getting more from their staff, but few know where to begin. This is a handson presentation where retailers can learn how to foster a proprietary sense for the business, set mutual expectations and encourage performance. Recommendations are specific, well-supported and proven in the market.
10:30 – 11:30 a.m.
Turning your Website into an ROI Powerhouse Mark Van Winkle, STORIS, Inc.
The Marketing Trifecta— Email, Google Local and Video Ken Mahar, Email Broadcast This all-new seminar will focus on the three best ways to get people in the door and keep them coming back once they are customers. No other marketing tools offer the same power/cost ratio than expertly implementing email, Google and video marketing. This dynamic presentation by Ken Mahar is sure to be well attended so get there early. Bring a business card for a door prize!
1:30 – 2:30 p.m.
True Cost of Home Delivery Kevin Truett, Speedy Delivery LLC. One of the most common complaints we hear from furniture dealers today is the headache they receive when dealing with home deliveries. This workshop is designed to identify the true cost of home delivery and how to eliminate the headaches. We’ll outline over a dozen hard costs directly associated with home delivery, from employee wages to damage and liabilities; we’ll talk about reducing your cost and improving your bottom line. Join us as we also compare side-by-side the advantages and disadvantages of outsourcing your home deliveries. Save time, save money and increase profits!
3:00 – 4:00 p.m.
Thriving in the New Retail Climate Brad Huisken, IAS Training Brad Huisken will detail in a fun and motivational seminar how to thrive in today’s retail environment. It is the consistent application of good, sound retail business principles that will allow a furniture retailer to not only survive, but thrive. The retail furniture pie isn’t getting bigger. However, a furniture retailers piece of the pie can increase substantially. Join us for this vital and informational seminar!
Thursday, August 5, 2010 9:00 – 10:00 a.m.
Do you currently have an eCommerce presence, however you’re not using it to your full advantage? Or have you contemplated creating an online store, but fear it’s not the right fit for your customer? This dynamic seminar will provide numerous tips, including the features necessary for an eCommerce site to be a revenue generator, while also maximizing your customer’s shopping experience. Learn how eCommerce can boost sales and improve processes for your retail enterprise. Whether you’re an SMB, or a large size retailer, this seminar is for you.
Contact WHFA at www.WHFA.org or (800) 422-3778
12:00 – 1:00 p.m.
The Myths & Realities about Professional Sales Promotion & Liquidation Companies Mike Egan, Ron Cooper, Hector Mustafa, Profit Management Promotions You’ve heard stories of unbelievable sales volume as well as slick operators and unfulfilled promises. So let’s discuss the myths and realities of professional sales promotion and liquidation companies. The reality is promotion companies often save stores from closing. During this informative seminar, you will learn how promotion companies operate—what services they
Retailer Resource Center — B-1630 & C-496
August 2-6 2010
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perform and how companies differ? You will learn if their services will benefit your business and you will leave with a good understanding of this “behind the scenes” segment of the furniture business.
Granting Credit – Risks & Rewards
methodology for maximizing your investment dollars in your inventory. You will gain invaluable insight into how to best determine the breadth of your assortments to ensure your store reflects your vision. Learn how to determine your open-to-buy dollars in just a few steps monthly. You will learn how to measure your effectiveness as a merchandiser.
Pat Nanda, Creative Business Decisions
1:30 – 2:30 p.m.
10:30 – 11:30 a.m.
In this day of credit changes, credit approvals from primary lenders have become much tighter. Retailers cannot afford to lose customers at the point-of-sale if the customer does not qualify through their credit sources. Hence, there is a greater need to extend credit to your customers. Although granting credit may be highly profitable, there are potential risks involved in lending. The answer is to properly manage the risk in lending. Managed risk can improve the bottom line by intelligently approving more customers, reducing charge-offs, increasing sales, negotiating favorable discount rates, making consistent decisions and cross selling.
12:00 – 1:00 p.m.
The Art of Merchandising Bob Moorman, JRM Sales & Management, Inc. Proper merchandising and buying takes time and skill. This seminar is designed to show you how to acquire the skills and
The Psychology of Sales! Brad Huisken, IAS Training Brad Huisken will lead participants through a fun and motivational seminar on the psychology of sales. Brad will discuss what customers are thinking when they enter a furniture store for the first time along with their subconscious thoughts. In addition, this session will detail the real goal of a sales presentation and the three types of customers that come into a furniture store and how to maximize each potential customer type. Most salespeople believe that the goal of a sales presentation is to make a sale. When in reality, making a sale is only half of the job. The real goal is to get them to come back repeatedly. When a customer comes into a furniture store today, they are not looking for furniture, they are looking for a place and a person from whom to buy furniture. This session will detail how to sell the store during the selling process.
Our team can help Pump Up your Business
Next Generation-Now
JRM brings Business related Consulting Services to the Independent Retailer Business Analysis Sales Training and Sales Management Organization Development Merchandising Business Plans Financial Budgeting and Controls Succession Planning Come see us in Las Vegas at the WHFA Retailer Resource Center Building B, 16th floor
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JRM
If you are part of a family business and/or a future leader in the home furnishings industry, The Next Generation-Now invites you to attend an informal reception. Listen as past members share how this peer group helped broadened their industry knowledge and business skills. Join us and help shape the future direction of this dynamic group. The Next Generation is NOW.
Next Generation-NOW Social Event Sales & Management
Planning Success for Retailers
Contact us at 678-574-0937 www.jrmsales-mgmt.com
Tuesday, August 3, 2010 5:00 p.m. - 6:00 p.m. One Six Club, Building B 16th Floor
Retailer Resource Center — B-1630 & C-496
Contact WHFA at www.WHFA.org or (800) 422-3778.
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Retailer Resource Center — B-1630 & C-496
August 2-6 2010
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Slash Your Overhead! Improve Customer Service!
Are you scheduling more than 25 deliveries a day? ™
SchedulePoint Calls & emails your customers for you! Lowers overhead costs Improves customer satisfaction Increases inventory turnover Improves cash flow Integrates with most route scheduling packages
To see if SchedulePoint is a good fit for your business, call 866.838.6932 or watch a demonstration at www.serverlogic.com/schedulepoint Our mission is creating software solutions that help companies leverage the power of technology to lower costs and increase sales
The RRC is brought to you by:
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Visit over 30 industry service providers dedicated to improving your performance and your bottom line. Check out www.WHFA.org and click on the RRC logo to view a complete listing of service providers showing at the two RRC locations.
Now you have access to over 30 business providers at the two RRC locations:
Las Vegas Market B–1630 C–496 August 2 – 6, 2010
ACA/Advertising Concepts of America - B-1630 Argo Select - B-1630 B&B/CMK - Banker & Brisebois Advertising - B-1630 BA Merchant Services - B-1630 Citi Retail Services - B-1630 Custom Design Software - B-1630 Diakon Logistics - B-1630 Escalate Retail - B-1630 Furniture Smart - C-496 Furniture Training Company - B-1630 Furniture Transportation Group - B-1630 Furniture Wizard - B-1630 FurnitureDealer.net - B-1630 FurnServe - C-496 GE Money - B-1630 Genesis Software Systems - B-1630 Guardian Protection Products - B-1630 Guardsman, a business Unit of Valspar - B-1630 iFurniture.net - B-1630 JRM Sales & Management - B-1630 Mail America - B-1630 MicroD Inc. - B-1630 Myriad Software & Consulting - B-1630 National Home Furnishings Association - B-1630 NuGard Surface Protection, a division of Castar Companies, LLC - C-496 Profitability Consulting Group - B-1630 PROFITsystems, Inc. - B-1630 Serta Mattress - C-496 STORIS Management Systems - B-1630 Truckskin - B-1630 & C-496 Western Home Furnishings Association - B-1630 Western Retail Services Corporation - B-1630 as of 6/23/10
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August 2-6 2010
Retailer Resource Center — B-1630 & C-496
Contact WHFA at www.WHFA.org or (800) 422-3778.
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GE Money
What are you waiting for? We’ll see you at the Las Vegas Market
Find out why hundreds of WHFA members have already made the change to the GE Money/WHFA financing program which is designed to help you: • Offer attractive financing options to close more sales • One stop access to your financing program online • Convenient online training for all of your associates
Enter to win!* Daily drawing to win an iPod nano: one will be given away each day of the Market*
Does your current provider do all that? Experience the GE Money/WHFA finance program difference. Stop by booth #14 at the WHFA RRC-Building B 1630 and try us Risk Free for 90 days***
Not going to the Market? Learn more at www.gemoney.com or call 800-422-3778.
Plus! Exclusive Show Special — Enroll in the WHFA/GE Money finance program and you can earn a tropical vacation.**
* Stop by booth #14 at the WHFA RRC-Building B 1630 to enter the daily drawing for iPod Nano. Need not be enrolled to win. **$500 VISA Gift Card awarded to new enrolled dealers who complete 3 simple steps by 9/30/2010. (1) Register on Business Center. (2)Opt in to receive marketing email communications while registering. (3) Process 10 applications on Business Center by 9/30/10. Further details available at the GE Money Booth #14 at the WHFA Conference. ***Experience GE Money’s financing program for Free for 90 Days with no minimum application fee.