World Market Center Las Vegas Visit Us: Building C, 4th Floor
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Western Home Furnishings Association National Home Furnishings Association
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Buyer’s Club • Seminars • Resource Marketplace est.1944
Western Home Furnishings Association
Western Home Furnishings Association • www/WHFA.org • 800-422-3778 National Home Furnishings Association • www.NHFA.org • 800-888-9590
randy StEwart
relationship Manager, GE Money
lEE GOOdMan
President and CEO, Jerome’s Furniture
JErOME’S COMES tO GE MOnEy and thEy COME tO US FOr thE BESt CUStOMEr EXPErIEnCE. Jerome’s Furniture made a number of changes to make buying from them as easy as possible. One change was to offer GE Money financing at the beginning of the sales process so customers knew what they could really afford. Customers appreciate knowing their financing options up front and are more comfortable making a purchase decision. “By staying focused on selling furniture and creating the best customer experience with GE Money,” Lee Goodman says, “we’ll set ourselves apart, stay strong, and gain market share.” GE Money is invested in Jerome’s Furniture.
gemoney.com
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ACCESS RRC MarketPlace
A robust tradeshow at market. Visit business service providers eager to save you money and revitalize your operations. Market is the best place to find resources for every part of your business. Marketing and advertising programs, systems software, logistics solutions, fabric protection and much more can be found in the RRC MarketPlace. Your success is more than inventory, and the RRC MarketPlace is where you belong.
EDUCATE RRC Seminars Attending RRC Seminars at market gives you the opportunity to catch up on trends, learn new skills, find fresh ideas and discuss issues relevant to your specific operation. Arrive early and come back as often as you like. Attending seminars at market could have a dramatic impact on your operations and help you thrive financially.
CONNECT The Buyer’s Club inside the RRC Open to all buyers, The Buyer’s Club located inside the Retailer Resource Center, is the destination of choice for relaxation, technology access, conversation and a moment of calm. Providing you with a quiet place out of the sales environment, you can enjoy complementary continental breakfast, coffee, afternoon lite-bites, beer, wine, and a place to plug-in at our Internet stations and charging bar.
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Contact WHFA at www.WHFA.org or (800) 422-3778
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RETAIL RESOURCE CENTER C-496
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Location C-496
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2:00-3:00pm
12:30-1:30pm
11:00-12:00pm
9:30-10:30am
National Home Furnishings Association Western Home Furnishings Association
MONDAY August 1
TUESDAY August 2
WEDNESDAY August 3
THURSDAY August 4
8 Great Closings! Philip Gutsell GutSELL & Associates
Public Relations: The Secrets Revealed Kathy Wall The Media Matters, Inc.
Creation + Sharing + Engagement divided by Marketing = Social Media Kevin Doran R&A Marketing
The Magic 3’s Sally Morse HunterDouglas
We Can’t Wait for Customers, Go Get Them! Brad Huisken IAS Training
Measuring and Maximizing the Value of Your Website Steven McLendon MicroD Inc.
Hire Google! Seth Weisblatt Nulution Google Certified Small Business Trainer (repeat)
The Real Estate Market is Ready for You! Douglas Kays Douglas Kays Real Estate
Profit NOW! John Egger Profitability Consulting Group
How to Prepare for Today’s Emboldened Mattress Shoppers Gerry Morris Inner Spring, Inc.
Dynamics of a Family Business What is Your Succession Plan? Carolynne Ruccereto, STORIS Management Systems
Get a Grip on Your Business Financials Bob Moorman JRM Sales & Management, Inc.
Web-based Intelligence Bob George FurnitureCore.com
Anatomy of a Salesperson Joe Milevsky JRM Sales & Management, Inc.
Nobody Notices Normal Sally Morse HunterDouglas
True Cost of Home Delivery Kevin Truett Speedy Delivery
My Associates Have Been Trained; They Don’t Need or Want More Training! Mark Lacy The Furniture Training Company
Hire Google! Seth Weisblatt Nulution Google Certified Small Business Trainer
3:30-4:30pm
4:00 - 5:00 PM GenerationSpeak! Rich Kizer & Georganne Bender Kizer & Bender SPEAKING! Business Survival Series Hosted by WMC & WHFA
Visit the Buyer’s Club or the MarketPlace—it’s where you belong!
Attend sessions during any time frame or for a break visit the Buyer’s Club, the MarketPlace or the Store... S-4
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RETAIL RESOURCE CENTER C-496
Contact WHFA at www.WHFA.org or (800) 422-3778
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Monday, aUGUST 1, 2011
software service applications to improve top line and bottom line profitability. Know the available gauges that measure your performance and enable you to make fact-based business decisions in real time.
9:30 a.m. 8 Great Closings Philip Gutsell, GutSELL & Associates How often have you seen or heard the following from your customers? “This is the first place I’ve shopped”; “It’s more than I want to spend”; “I have to check with my significant other, room size, etc.”; “I have to think about it”; “I saw it elsewhere for less.” Philip Gutsell will show and demonstrate the most effective methods to teach your salespeople how to close today. Each of these eight techniques will be elaborately exposed with step-by-step procedures to cut down the number of walks you currently experience.
11:00 a.m. We Can’t Wait For Customers, Go Get Them! Brad Huisken, IAS Training No longer can furniture retailers wait for customers—sometimes they aren’t coming. Dealers today have to create business. Most salespeople believe the goal when a customer walks in is to make the sale—Brad Huisken says the real goal should be to make a friend. Learn to increase your personal trade, repeat business and referral business through building relationships with your customers. Brad will share how salespeople can get more people coming into the store than ever before, how to sell more of the people that are already coming in and how to sell more to the people you are already selling.
12:30 p.m. Profit NOW John Egger, Profitability Consulting Group Profit is the bottom line—period. John Egger, drawing on years of industry experience, education and consulting observations, will show you how stores, even during the recession have kept profit for their companies.
2:00 p.m.
My Associates Have Been Trained & Don’t Need or Want More Training Mark Lacy, The Furniture Training Company Retailers large and small too often believe that their salespeople don’t need or want more sales training. Nothing could be further from the truth. They absolutely need and want better training. This seminar, for corporate executives and furniture store owners, examines the impact an organized, ongoing furniture training program has on store sales. Attendees will review eyeopening, never-before-seen data collected from thousands of furniture sales associates. Learn the differences between the training needs of newly hired and veteran sales associates. Discover the differences in attitudes towards training between poor producers and million dollar sellers.
Tuesday, august 2, 2011
9:30 a.m. Public Relations: The Secrets Revealed Kathy Wall, The Media Matters, Inc Kathy Wall, from The Media Matters, unveils the mysteries of public relations, and how you can make it work for your company. What is the purpose of PR? Do you know the difference between good PR and advertising? How do you identify what is newsworthy without being self-serving? How can you use PR to increase your traffic and increase sales? What does the press need from you to cover your story? Kathy will also share ideas, stories and great examples of public relations opportunities.
11:00 a.m. Measuring and Maximizing the Value of your Website Steven McLendon, MicroD, Inc.
Web-based Intelligence Bob George, FurnitureCore.com Would you buy a car without any gauges? That decision would be the equivalent of running your business without knowing your numbers. A recent survey in a major technology magazine listed the leading investment for small and mid-sized businesses in 2011 as Business Intelligence Technology applications. Learn how retailers and manufacturers alike can use groundbreaking Contact WHFA at www.WHFA.org or (800) 422-3778
3:30 p.m.
Relative to your peers, how does your website compare? What are the key attributes that provide superior performance? This program will present simple metrics and key objectives to measure the performance of your site while providing business advancing “best practices” to maximize your website’s performance.
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11:00 a.m.
12:30 p.m. How to Prepare for Today’s Emboldened Mattress Shoppers Gerry Morris, Inner Spring, Inc. In recent years, mattress shoppers have become empowered because of the proliferation of choices, the abundance of research information on the Internet, and the influence of social media networks to determine what and where to buy. Now the slow economy is turning these consumers into emboldened shoppers. Armed with knowledge they are wielding their power to seek and find that elusive “best value” for a mattress. What’s a retailer to do? This seminar will help you meet the challenge and turn discriminating shoppers into satisfied customers.
2:00 p.m. Anatomy of a Salesperson Joe Milevsky, JRM Sales & Management, Inc. What makes one salesperson succeed while others fail? Is there a magic profile? Do you know where to find the best candidates and if so, why would they come work for you? Do you position them for success? Join Joe Milevsky for an in-depth discussion that will give you the much needed information to identify, hire and retain the best sales team you could ever hope for.
3:30 p.m. Hire Google Seth Weisblatt, Nulution A Google Certified Small Business Trainer and furniture store owner, Seth will teach you how to use Google to get your business found online. Make the world’s largest search engine work for your company. Topics include Google Places, Google Analytics, Google Apps, and Google AdWords.
wednesday, august 3, 2011
9:30 a.m. Creation + Sharing + Engagement ÷ by Marketing = Social Media! Kevin Doran, R&A Marketing First things first, there are no exact answers on how to make sales from social media. Don’t let anyone tell you that they have the greatest solution to start getting you sales from social media. Social media is an ever-changing media. Every day something new is introduced or taken away. What you need to learn is how to best reach and understand your Facebook marketplace. From there you can start making sales and start growing your social media presence.
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RETAIL RESOURCE CENTER C-496
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Hire Google (repeated from Tuesday) Seth Weisblatt, Nulution A Google Certified Small Business Trainer and furniture store owner, Seth will teach you how to use Google to get your business found online. Make the world’s largest search engine work for your company. Topics include Google Places, Google Analytics, Google Apps, and Google AdWords.
12:30 p.m. Dynamics of Family Business—What is Your Succession Plan? Carolynne Ruccereto, STORIS Management Systems Join us for a powerful presentation of multi-generational planning within a retail business. The statistics may surprise you. We will discuss the importance of understanding succession planning and the unique challenges in running a family business. This topic will touch on the statistics, the pillars and pitfalls of family business and also provide insight for planning a future successful enterprise.
2:00 p.m. Nobody Notices Normal Sally Morse, HunterDouglas In this session you will learn how to set yourself apart from your competition. Maybe you are doing the same type of advertising marketing and networking as your competition but there are ways to garner your potential customer’s attention. This seminar will make you see your business through your customer’s eyes. Learn why your customer will buy from you and what they want from you as a retailer/designer.
4:00 p.m. SPECIAL SESSION! ** Business Survival Series hosted by World Market Center and Western Home Furnishings Association**
GenerationSpeak!—What you Need to Know about the Diverse Generations of People who Shop and Work in Your Business. Rich Kizer & Georganne Bender, Kizer and Bender Speaking! Do you speak the same language that your customers speak? Do you understand generational nuances—the things that make each generation who they are? Getting a handle on your changing customers has never been easier! Kizer & Bender host yearly focus groups with each generation. They’ve observed how they shop and what they look for in their businesses of
Contact WHFA at www.WHFA.org or (800) 422-3778
choice. You’ll come away from this presentation with a clear understanding of each generation, what they expect and what to do about it. You’ll leave armed with the know-how to give each generation what they want, when they want it, the way that they want it!
Join us after this session for a hosted reception sponsored by WMC and WHFA.
thursday, aUGUST 4, 2011
2:00 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 and time consumers 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 sideby-side the advantages and disadvantages of outsourcing your home deliveries. Save time, save money and increase profits!
9:30 a.m. The Magic 3’s Sally Morse, HunterDouglas How many colors work well together in a room? How many colors make up a triadic color scheme? An analogous color scheme? How many times must a color be used to make it an accent color? To what proportion do you mix patterns in a room? This fact-filled presentation points out the many times the number three is used in the rules of design, showing proportion in a fun-filled way. These and many other questions are answered in this lively presentation. Just think about the number three…
11:00 a.m.
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The Real Estate Market is Ready for You Douglas Kays, Douglas Kays Real Estate If you are ready to think about expanding or reducing, you need to understand today’s changing commercial real estate market. Whether you own or lease, learn how the changes in the market and market conditions have created opportunities that we haven’t seen in 25 years.
12:30 p.m. Get a Grip on Your Business Financials Bob Moorman, JRM Sales & Management, Inc.
RESOURCE CENTER
National Home Furnishings Association Western Home Furnishings Association
Where you are always welcome
Gain penetration insights into your financials. Learn how every financial document tells you a story, understand and identify how a P&L or budget gives you the initiatives you should be going after. Learn the early warnings that can appear in your financial documents. Understand what it takes to keep a company safe and how to have predictable net profits.
Contact WHFA at www.WHFA.org or (800) 422-3778
RETAIL RESOURCE CENTER C-496
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Bringing in the Next Generation of Home Furnishings Professionals Tech Savvy & Tuned in—working
together to develop its next group of leaders, Next Generation-NOW will provide professional development, networking and hosted forums to give a voice to the unique needs of young furniture professionals.
Join the group. Join the discussion
Attend the NGN Reception and have a chance to mingle with retailers, vendors and manufacturers who have “been there, done that”. During the event, there will be seasoned home furnishings professionals on hand to share their stories and offer advice for the next generation of the industry. Meet new people, gain new ideas, and take in the stunning views of Las Vegas.
chatter over cocktails Tuesday August 2nd, 2011 5:00-6:00 p.m. @ One-Six Club
World Market Center, Building B, 16th Floor Networking, Cocktails & hors d’ oeuvres
Sponsored by:
RSVP cwilliams@whfa.org facebook.com/NextGenNow
Make the Most of Your Market Time
The Las Vegas Market campus is comprised of three buildings that contains a total of 5 million square feet and 900 showrooms. The Summer Las Vegas Market runs from August 1-5, 8:00 a.m.–6:00 p.m. and 8:00 a.m.– 4:00 p.m. on Friday. Shopping this weeklong event can equal long days, sore feet, and even longer nights!
Here are four tips to make the most of your time at the Las Vegas Market: ❶ Pre-register for the event at www.lasvegasmarket.com. When you pre-register, your badge will be sent to you before the event. No need to wait in the long registration lines! Just get to Vegas and start shopping. ❷ Visit the World Market Center website and view the interactive showroom floor plans before the event. Learn which showrooms your top suppliers are located in and base your days around each building (example: Visit Building A on Monday, Building B on Tuesday, Building C on Wednesday, Temporary spaces on Thursday, etc.) ❸ Schedule time for business-building educational sessions you want to attend. You might just learn how to increase your business through social media or a new tool on training salespeople and increase your profits. The World Market Center* and WHFA Retailer Resource Center* hold seminars throughout the week. ❹ Be sure to plan for a little fun, whether it is at the World Market Center campus or afterwards with vendors. Market is a great time to network, talk shop and let loose while enjoying great food and a terrific city.
Contact WHFA at www.WHFA.org or (800) 422-3778
RETAIL RESOURCE CENTER C-496
*World Market Center seminars will be held in the World Forum, 16th floor of Building B, as well as C-1. All WHFA Retailer Resource Center seminars take place in C-496.
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RRC RETAILER
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The WHFA RRC MarketPlace is where you can find nearly 30 business service providers eager to help revitalize your operations. Market is the best place to find resources for every part of your business. Your success is more than inventory and the RRC MarketPlace is more of what you need. Check out www.WHFA.org and to view a complete listing of service providers showing at the August Las Vegas Market.
COMPANY
BOOTH NUMBER
ACA - Advertising Concepts of America.......................... 26 Credit Source Insurance & Finance.................................. 31 CrossCheck...................................................................... 35 Custom Design Software................................................. 13 Delivery Solutions, Inc...................................................... 38 Diakon Logistics............................................................... 10 Forearm Forklift, Inc........................................ Launch Pad Furniture Training Company............................................. 19 Furniture Wizard..................................................................1 FurnitureDealer.net.................................................... 4, 5, 6 FurnServe......................................................................... 28 GE Money......................................................................... 16 Genesis Software Systems.............................................. 27 Guardian Protection Products.............................................7 iFurniture.net.......................................................................2 Impact Consulting Services............................................. 36 JRM Sales & Management............................................... 40 Mail America..................................................................... 24 MicroD.............................................................................. 11 Myriad Software..................................................... 14 & 15 NuGuard Surface Protection ........................................... 39 Profitability Consulting Group.......................................... 30 RedPrairie.................................................................... 8 & 9 PROFITsystems, Inc............................................... 32 & 33 Speedy Delivery, LLC..........................................................3 Springleaf Financial Services........................................... 37 STORIS Management Systems.............................. 17 & 18 Truckskin, LLC.................................................................. 23 ViewIT Technologies......................................................... 12 Western Home Furnishings Association WHFA Warehouse Store
The RRC is brought to you by:
List as of June 23, 2011—visit www.whfa.org for up-to-date information.
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Western Home Furnishings Association
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RETAIL RESOURCE CENTER C-496
Contact WHFA at www.WHFA.org or (800) 422-3778
Contact WHFA at www.WHFA.org or (800) 422-3778
RETAIL RESOURCE CENTER C-496
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RRC LOCATION
join us @
Building C, 4th Floor, C-496
The
Buyer’s Club Join us & enjoy these amenities: • Internet & Charging Stations • Complimentary Coffee & Continental Buyers’ Breakfast • Afternoon Lite-bites, Beer & Wine • Open to all Buyers
HAVE A CUP OF COFFEE
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Contact WHFA at www.WHFA.org or (800) 422-3778
Membership in
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Western Home Furnishings Association
The National Home Furnishings Association & The Western Home Furnishings Association
Come visit our new WHFA Showroom
C496
• Education, Information & Advocacy • WHFA Discount Programs • Retailer2Retailer Community • Responsive Association Support
Let Our Members Tell You Why I have to say that if there was one word that would sum up why I am part of WHFA it would be n e t w o r k i n g . Where else can you pick the brains of some of the best people in the industry? People in the WHFA—from the staff, all the way to the newest members—always seem to offer some sort of input or suggestions that really help in our day-to-day operations.
Greg Follett, president, Follett’s Furniture WHFA Member Since 1987
I am a member of WHFA because of their g r e a t b u s i n e s s p r o g r a m s a n d s e r v i c e s that we use. We save so much money on the discount rate with the bankcard program. Networking at the conferences is invaluable, meeting with new people and making friends.
Mike Shuel, Owner, Meredith Furniture, Yakima, WA, WHFA Member Since 1986
My membership in WHFA gives me s t r e n g t h i n n u m b e r s . It is an opportunity to share and learn from my peers, my vendors and the experts in my industry. Together, we accomplish more and have a louder voice. We learn from each other’s successes and mistakes. Together we are more powerful. It makes my WHFA membership invaluable. Contact WHFA at www.WHFA.org or (800) 422-3778
RETAIL RESOURCE CENTER C-496
Chuck Kill, CEO, Bedmart, Inc. WHFA Member Since 2005
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You never get a second chance to make a first impression ✔ White glove home delivery ✔ Dedicated well-equipped modern fleet ✔ Custom truck branding ✔ Warehousing ✔ State-of-the-art technology and reporting ✔ Consumer surveys ✔ On-site management and staff
The Difference is in the Details
703.530.0677 www.diakonlogistics.com Visit Us In High Point & Las Vegas High Point Market Retailer Resource Center, Plaza Suites Las Vegas Market Retailer Resource Center, Building C
Retailer Retailer
: How do you excite your sales staff
on new products from Market?
“After Market, we’re usually ‘pumped’. It’s not always easy to transfer that feeling to our staff who have spent the week being overworked in our absence.
“We always have a meeting with the entire staff and tell them all about the new products. I take pictures of what I like, what I will or did buy, as well as funky, outrageous cool things (to throw in some laughs). It has become a standard that I will have a picture of a funky piece and tell one of the staff members I bought it for them! This keeps their attention, and makes it fun so they always look forward to our ‘after market’ meeting!”
We like to have a sales meeting and talk about the new colors, styles and textures that we’ve found. I try to take some pictures while at market to share with our staff. (I’ve got to say, however, that sometimes the items with which we’ve become most attached to never show up because they don’t make the cut.) We talk about new venders we’ve found and share any fun or exciting furniture news that we hear throughout Market.”
Valerie Watters, Owner Valerie’s Furniture & Accents Cave Creek, Arizona
Pam Rudolph, Owner Rudolphs Furniture Butte, Montana
images: www.hstudio.com Contact WHFA at www.WHFA.org or (800) 422-3778
RETAIL RESOURCE CENTER C-496
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attend market when there is no need for you to buy?
YOU
should always be challenging your lineup. Your goal should be to improve your return on investment on your inventory dollars (gain gross margin dollars and better turnover rates). The only way you can do that is by seeking opportunities to improve inventory performance by category, by vendor within each category, and by items within each vendor’s lineup. Items performing below your preset standards become the items you are seeking to replace during market. Approaching markets in this manner encourages you to replace and improve your inventory’s performance and not add to your inventory investment.
We are in the fashion business. Markets afford you opportunity to gain greater insight into trends. Shop your existing vendors to understand their directions. Shop your competitors’ vendors. Your plans should be set to look at new introductions and the best sellers within each vendor’s lineup. You should find the time to shop your competitors’ vendors. This may position you with vendors with whom you
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Contact WHFA at www.WHFA.org or (800) 422-3778
are currently not doing business but their products may fit your merchandise program in the future. This is not necessarily the time to buy as much as it is the time to gain information that you need to make your future merchandise decisions objectively. Take notes and plenty of digital photographs. At the end of each day save some time to review what you saw and compare what you have seen with your merchandise plans. Take digital photographs of displays that you would like to emulate in your showroom. It is important to keep your sales and buying staffs informed and enthusiastic. Share all of this with them when you return to your stores.
Work the Market
accomplished that is good for both your company and theirs.
Attend the after hours functions. The vendors are investing both time and money into knowing you and meeting your individual merchandise needs.
Look for opportunities to network with other retailers. You do not have to live in a vacuum. There are many others out there that have similar problems and concerns as the ones that you are facing. There are many retailers that are doing extremely well right now and many of them are willing to share with you the things that they are doing that are leading to their success.
Joe Milevsky, CEO and founder of JRM Sales & Management, Inc. Calling on his more than 35 years of industry experience, Joe has helped hundreds of clients improve the performance of their companies and prof it as a result of their business relationships with JRM.
Attend educational seminars. Attend these two sessions by
There are seminars on almost any subject that are designed to help you to improve the way you approach your business. There are seminars on social media, advertising, improving Meet with vendors’ off icers, sales processes, improving upper level management, sales merchandising skills, establishing managers, reps and vendors’ greater financial controls, design, clerical staff. etc. Most of these seminars are Come prepared to give them offered to you at no expense. not just negative feedback, but Picking up one or two ideas could also feedback on what they have make your market investment of time and expense worthwhile. Find the time at market to position yourself to get to know the people with whom you do business.
JRM in the RRC:
Anatomy of a Salesperson Seminar by Joe Milevsky Tuesday Aug 2, 2:00 p.m. Get a Grip on your Business Financials Seminar by Bob Moorman Thursday Aug 4, 12:30 p.m.
RRC RETAILER
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Contact WHFA at www.WHFA.org or (800) 422-3778
RETAIL RESOURCE CENTER C-496
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