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Shepherd market seminar series to focus on best retailer practices

By Furniture Today Staff -- Furniture Today, April 7, 2002

HIGH POINT — A series of market seminars at the Shepherd Retail Performance Center will focus on best practices of the best furniture retailers.

The Shepherd center, on the second floor of the Market on Green building, beginning April 18, will host two seminars a day, Thursday through Saturday, and one on Sunday, all with the theme, "How retailing's most successful stay that way."

Featured speakers will include Connie Post, the store-design consultant, and Britt Beemer, the market-research specialist, as well as Ted Shepherd, Pat West and Bob Moorman from Shepherd Retail Performance.

At 9 a.m. Thursday, Beemer, president of America's Research Group, will speak on how what you don't know can hurt you as a furniture retailer. His presentation will focus on how costly it can be to make assumptions about consumer behavior without supporting research.

• At 11 a.m. Thursday, Ted Shepherd will discuss sales management, focusing on the difference between coaching and managing and the need for both.

• At 9:30 a.m. Friday, Pat West, president of Shepherd Performance Groups, will talk about the power of peer benchmarking and networking in a presentation called, "Discover the Power of Performance Groups." West will describe the value of sharing confidential financial composites as well as how best-idea swapping has been a boon to Performance Group members.

• At 11 a.m. Friday, Bob Moorman, president of Shepherd Management Group, will describe assortment planning, the foundation of any successful merchandise program. He will discuss how a quantifiable planning process can lead to higher profits, lower inventories and more cash.

• At 9 a.m. Saturday, Post, president of the Connie Post Cos., will talk about "Creating the Perfect Store." She will provide insights and tips for creating a store that is not just great looking but a sales generator as well.

• At 11 a.m. Saturday, West, who works with hundreds of furniture retailers through Performance Groups, will examine, "How High-profit Retailers Do It." He will focus on how important it is to establish financial performance standards, while also providing advice on what information to use to drive performance improvements at stores.

• At 11 a.m. Sunday, Shepherd will talk about managing managers — finding and cultivating ordinary people who are enthusiastic about performing at a high level.

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