Array of seminars on tap at market

By Furniture Today Staff -- Furniture Today, March 31, 2003

All events held at the National Home Furnishings Assn.'s Retailer Resource Center, International Home Furnishings Center, 12th floor, Main building, unless otherwise noted.

Thursday, April 3

8:30–9:30 a.m.

Growing Your Business in Today's Economy

Philip Gutsell, Gutsell & Associates

This seminar will elaborate on seven strategic steps you can take to increase your company's profitability. Growth strategies could include increasing your advertising in key areas, converting and remodeling unproductive displays, expanding your showroom, converting a warehouse area into display space, buying out competitors and partners, and moving to a new location. This program will outline steps to expand your thinking, business and profits.

10–11 a.m.

Staying Profitable in Challenging Times

Carolyn Crowley, Myriad Software

During this panel discussion, some of the industry's top retailers will discuss what has made them profitable following 9/11 in the face of an unstable economy and declining consumer confidence. Topics include: how they've increased sales and decreased expenses, pros and cons of domestic verses imported goods, narrowing lineups or getting on board with a manufacturer/dealer program.

11:30 a.m.–12:30 p.m.

Power TV: Successful TV Advertising Strategies and Production Techniques for Furniture Retailers

Leo Levinson, Prescott/Levinson Advertising

This seminar will outline TV advertising that home furnishings retailers can put to good use now, Levinson will review techniques to squeeze the most out of the production budget, and analyze competitive situations in which retailers may find themselves and discuss media-buying strategies for overcoming them. He also will offer network and cable TV media buying tips and tricks designed to get more exposure for the money. Case studies and TV spots will be a part of the program.

1–2 p.m.

Seven Steps to Increasing Sales by Building Strong Dealer Relations

Robin Johnston and Bob Blair, Blair Communications

Manufacturers and retailers must contend with budget-conscious comparison shoppers who want information before buying. Today's complex marketing dynamics make it more important to strengthen supplier-dealer partnerships by giving customers the information they want when they want it. Learn seven steps to develop closer relationships with both suppliers and customers.

2:30–3:30 p.m.

The 21st Century Showroom

Stan Bossler, Bossler Design Services

This seminar will identify emerging trends in showroom design, visual merchandising and accessorizing. Aesthetic as well as technical advances in showroom interiors will be discussed. Seminar participants will receive a folder filled with ideas.

4–5 p.m.

Building a Winning Sales Team

Joe Milevsky, JRM Sales & Management

Milevsky will teach you how to discover the potential of your sales team. He will discuss how you can create a positive selling environment and help your sales associates assist customers. He will cover how you can facilitate goal setting, goal accountability and goal achievement. Learn how to use measurements to coach performance improvement, correctly staff your sales floor, properly train new hires and veterans, and coach performance improvement in private training sessions.

Friday, April 4

7:30–9 a.m.

The Market and the Economy: A Woman's Perspective

Julie Nixon Eisenhower, editor, author and public speaker

Eisenhower will discuss how women affect and are affected by our industry. She is a director of Foamex International, helping manage the world's leading producer of comfort cushioning for bedding, furniture, carpet cushioning and other end uses. Sponsored by WithIt, Foamex and the IHFC, this seminar and breakfast is free but reservations are required because of limited seating. RSVP to Gaye Outlaw at IHFC, phone (336) 888-3754, e-mail goutlaw@ihfc.com.

IHFC Green Wing, 11th floor, Club Level, Ballroom A

8:30–9:30 a.m.

Women's Retail Behaviors and Rituals

Carrie McCament, Mullen Advertising

McCament will present a study of the female shopper and outline the rational and emotional factors associated with her shopping habits and purchase decisions. Learn how to build traffic while developing longer-term brand relationships among women consumers.

10–11 a.m.

WOW the Customers! Real Stories of Success

Suzanne Gust, Not So Basic Training

This session will offer 15 tips to wow your customers.

11:30 a.m.–12:30 p.m.

Profits are Walking!

Thom Stenbeck and Eric Mawyer, Guardian Products

Stenbeck and Mawyer will demonstrate techniques to turn sales fear into sales confidence, and help you keep those profit dollars from walking out your door.

Noon

Chris Madden: A Designer's Journey Continues from Oprah's Grounding Room to a Vermont Getaway

Chris Madden

Madden will show how to create living spaces that reflect a personal style using affordable, stylish products, based on her belief that our homes should reflect our personality and be havens from our busy lives. She will sign her book, "New American Living Room."

Sponsored by IHFC and the International Furnishings and Design Assn.-Carolinas Chapter. $15 fee includes lunch. Advance registration recommended. Contact Gaye Outlaw at IHFC, (336) 888-3754, e-mail goutlaw@ihfc.com.

IHFC Green Wing, 11th floor, Club Level, International Ballroom

1–2 p.m.

Warehouse & Delivery Improvement

Dan Bolger, The Bolger Group

Warehouse and delivery operations can boost profits, retain existing customers and increase referrals. Perfecting delivery techniques and controlling operating costs are the keys. Bolger will offer proven techniques to boost profits, whether your problem is receiving goods, merchandise damage, labor productivity, inventory control, customer service or delivery.

2:30–3:30 p.m.

360° Branding

Jack Wallwork and Kim Manning

Learn techniques and strategies for total branding from two advertising executives who serve the furniture industry, including Domain, Steinway & Sons and Aga Ranges. Find out why branding is essential to grow a retail business, with examples of branding communications through TV, radio, direct mail and public relations.

4–5 p.m.

The 16 Principles of Sales Management

Brad Huisken, IAS Training

Details how to productively and effectively manage your sales staff. His strategies and techniques are designed to maximize productivity from salespeople through communication, accountability, coaching, incentives and hands-on training.

Saturday, April 5

8:30–9:30 a.m.

An Update on the Furniture Industry

Jerry Epperson, Mann, Armistead and Epperson

Epperson will discuss the global economic, governmental and strategic challenges the industry faces, and what the future may hold.

10–11 a.m.

10 Ideas for Affordable Change

Connie Post, Connie Post Companies

Success today demands continual change. If retailers expect to attract consumers, stores must always appear fresh, new and exciting. Reinvention doesn't always require capital investment. Post will offer ideas for affordable change.

10–11:30 a.m.

Strategic Alliances: How to Grow Your Business for Free

Melissa Galt

Galt, great-granddaughter of Frank Lloyd Wright and daughter of actress Anne Baxter, is the owner of Linea Interior Design in Atlanta. She will discuss how to grow your business without large amounts of capital, make connections that count, create a network of resources and share marketing and advertising expenses.

Sponsored by The Interior Design Society, $15 per person. For reservations, call IDS at (800) 801-6122.

IHFC Green Wing, 11th floor, High Point Rooms A, B and C.

11:30 a.m.–12:30 p.m.

The Big Three Advertising Channels that Drive Traffic: Television, Direct Mail and Circulars

Charles Horich, Jon Parks and Brad Lebow, Horich Parks Lebow Advertising

Gain insights from a trio of advertising executives whose agency serves more than 30 home furnishings retailers and manufacturers. Learn techniques for creating traffic-building ad campaigns using TV, direct mail and circulars. Participants are invited to bring samples of TV commercials, direct mail and circulars for a courtesy review and critique.

Noon

The Comfort of Color

Susan Sargent, artist, designer and colorist

She will discuss how to court the consumer with color, and also discuss color volume — how to turn it up, tone it down. Learn about color coordination across categories, creating lifestyle vignettes and spaces that speak clearly to the female consumer.

Sponsored by IHFC and the International Furnishings and Design Assn.-Carolinas Chapter. $15 fee includes lunch. Advance registration recommended. For reservations, mail check to IHFC, Gaye Outlaw, P.O. Box 828, High Point, N.C. 27261.

IHFC Green Wing, 11th floor, Club Level, International Ballroom

1–2 p.m.

Is Your Business Recession-Proof?

Terri Bowersock, Furnserve II

Bowersock will outline how she built Terri's Consign & Design Furnishings into a $36 million nationwide company with seed money of only $2,000. She will discuss how trading can double store traffic, get inventory at no upfront costs, triple impulse sales and recession-proof a business.

2–3:30 p.m.

There's No Place Like Home to Make a Profit

Samantha Kurtz

Clinical psychologist Kurtz will discuss how in-home sales are won or lost within the first moments of contact with a customer. She will outline the steps to take to immediately gain the customer's trust, cooperation and ultimate willingness to buy.

Sponsored by The Interior Design Society, $15 per person. For reservations, call IDS at (800) 801-6122.

IHFC Green Wing, 11th floor, High Point Rooms A, B and C.

2:30–3:30 p.m.

Pros and Cons of Outsourcing Your Home Delivery Operation

Patrick Cory, Cory Home Delivery Service

Delivery is one of the most important functions of your store. Have you ever considered outsourcing your home delivery operation? Patrick Cory will highlight the benefits and the risks of that move.

4–5 p.m.

Location, Location, Location

Julius Feinblum, Julius Feinblum Real Estate

Feinblum will discuss store expansion, and dedicated stores. You will learn how to select your next location properly.

Sunday, April 6

8:30–9:30 a.m.

Boosting Your Bottom Line through Supply Chain Automation

Ron Sellers, FurnishNet

The Web, EDI and a host of new technologies make it easier than ever for retailers and manufacturers to get connected to reduce expenses and improve the consumer experience. Learn how to eliminate order errors, shorten delivery cycles and improve communications.

9 a.m.

Mastering the Mix

Lynne Yurosko, vice president of visual merchandising for Brown Jordan International

Yurosko will offer simple suggestions through a hands-on approach to improving your store's visual image and product. She has been involved in all phases of accessory merchandising for over 25 years, from 12 years as accessory buyer at Robb & Stucky to her own product development and direct importing company, and currently is developing outdoor accessories for BJI. Complimentary continental breakfast. IHFC Green Wing, 11th floor, High Point Room.

10–11 a.m.

Wake Up! Move Forward in Store Planning

Ray Anderson and Rex Anderson, Anderson Unlimited

Successful stores are remodeling to include new concepts. The Andersons will show and tell you what to do, what is working, and why.

11:30 a.m.–12:30 p.m.

Avoid Five Expensive Mistakes: Get More Value from Your Software Provider

DeAnne Judd-Wright, ProTech Retail Solutions

Judd-Wright will help you evaluate the effectiveness of dollars spent for software and information technology services. Does your software meet your total needs? Learn the five areas in which you should expect and demand excellence from your software provider.

11:30 a.m.–1:30 p.m.

America at Home: The Tradition of our Past and the Challenge of our Future

David Easton

Easton, designer and partner in the design firm Easton-Moss & Co., will discuss how population growth, demographic change and technology will impact our lifestyles, homes, furniture, architecture and interior design. He will look at homes from our past, show how changes have occurred to bring us to the homes of today, and look at the homes of the future.

Sponsored by IDS, $25 per person, including lunch. Advance reservations necessary. Mail a check or credit card information to IDS, P.O. Box 2396, High Point, N.C. 27261.

IHFC Green Wing, 11th floor, International Ballroom B.

Noon

The Power of POP

Bob Holland, Holland & Holland

Point-of-purchase advertising is an ever-more-powerful medium for reaching the buying public, and big-ticket items like furniture are no exception. This seminar will examine how to build your brand with POP, what tools are available, how to create a POP program and how to satisfy the consumer's hunger for product information. Based in Lenoir, N.C., Holland & Holland helps clients improve sales performance by creating communications programs for the rep-to-dealer and the dealer-to-consumer interfaces. Complimentary lunch.

IHFC Green Wing, 11th floor, High Point Room

1–2 p.m.

How to Make Record Profits in an Unsettled Market

Brian McCarthy, ProfitSystems

New technology has provided new opportunities for profitability, technology your competitors may have overlooked. McCarthy will highlight these new technologies and how they can help you. This seminar will offer the information you need to improve your company's profitability in an unsettled market.

2:30–3:30 p.m.

The Future of Furniture Retailing

John Egger, Profitability Consulting Group

The retail home furnishings operation of the future will be a high-tech endeavor allowing store owners to do more with less, better and faster than they have ever done before. Owners will be introduced to the convergence of technologies used in other industries to streamline the way information and revenue flows throughout the operation to the bottom line.

4–5 p.m.

Recruiting and Retaining Sales Associates

Jonathan Frey, JRM Sales & Management

Frey will discuss what to look for in a salesperson, how to find great salespeople, and how to conduct an effective interview. He also will outline how to properly prepare your new salespeople for your sales floor to improve performance and retention rates.

Monday, April 7

9 a.m.

Sell Yourself! Get Them to Buy from You

Fred Berns

"Why you?" That's the question on the minds of your prospects, your customers and everyone else you need to influence in these challenging economic times. Discover how to answer that question, and how to toot your flute, blow your horn, and meet and exceed your professional goals. Berns is a sales and marketing specialist, author and professional speaker whose keynote speeches and workshops focus on how designers, window-covering professionals, kitchen and bath professionals, retailers, manufacturers and others can make a maximum marketing impact for a minimal investment of time and money. Berns' book, "Sell Yourself! 501 Ways to Get Them to Buy from You," has become a best seller, and his other books, "Celebrate Marketing" and "Confessions of Shameless Self Promoters," also have won widespread acclaim. A CEU-approved course. Complimentary continental breakfast.

IHFC Green Wing, 11th floor, International Ballroom B

Noon

Peclers Paris Presents Key Trends in Color, Influences and Fabrics

Sylma Cabrera, Creative Director, Cobie International Co., agent for Peclers Paris

Based on the top five key trends for fall/winter 2004, the Peclers Paris color range is an essential tool for those who work with color. Reflecting on color is at the basis of Peclers Paris know-how. Each season, color orientations are expressed through color atmospheres, focuses, harmonics and color cards. Cabrera is a respected design and fashion professional with broad international work experience. She is the creative director for Cobie International Co., the founder of Pure Soul and an agent for Peclers Paris. Complimentary lunch.

IHFC Green Wing, 11th floor, International Ballroom B.

Tuesday, April 8

Noon

Styles and Trends in Home Accents

Becky Boswell Smith, editor-in-chief, Home Accents Today

A look at the size and scope of the home accents marketplace combined with the newest styles showing in High Point. Complimentary lunch. IHFC Green Wing, 11th floor, International Ballroom B.