Educational seminars set for market

By Furniture Today Staff -- Furniture Today, October 18, 2005

All seminars are located in the NHFA's Retailer Resource Center on the 12th floor of the IHFC, unless otherwise noted.

Thursday, Oct. 20

8:30–9:30 a.m.

Telling Versus Selling

Philip Gutsell , Gutsell & Associates

This seminar will demonstrate the techniques and skills that separate the professional salespeople from the average to below-average performers. Philip Gutsell will discuss the art and science of professional sales communication that leads to relationship selling, including building rapport with customers, overcoming customers' common objections and closing the sale.

10–11 a.m.

Attacking the Advertising Animal

Janet Nash , Media Max

Advertising doesn't have to be a monster. In this seminar, learn tips on how to make every dollar you spend on advertising more valuable, and how to track the effectiveness of your advertising.

11:30 a.m.–12:30 p.m.

Using Home Delivery as Competitive Advantage

Patrick Cory , Cory Home Delivery

Patrick Cory of Cory Home Delivery will discuss the pros and cons of home delivery and the various ways retailers are using home delivery to their advantage. Some of the ideas that will be discussed include same- day delivery, next-day delivery and allowing the customers to choose their own time frame.

Noon

WGSN Global Trend Direction Presentation for the Interiors Market

Barbara Kennington , WGSN

Barbara Kennington, creative and editorial director of WGSN, will reveal the Fall/Winter 2006/07 influences on color, materials and pattern along with the Spring/Summer 2007 early color directions. Complimentary box lunch provided.

1–2 p.m.

Using Information to Drive Sales Growth and Profits

Alvin Wight , Strategic Decisions

In this seminar, learn how the right information —properly gathered and used — improves the marketing, merchandising, advertising and operations of major companies, and how it helps achieve superior results. Most importantly, learn how you can do the same with your company.

2:30–3:30 p.m.

Developing Solid Merchandising Skills

Bob Moorman , JRM Sales & Management

Stop suffering the results of a poor merchandising process. Learn to engineer positive outcomes through a great merchandising process. Topics that will be discussed include determining your target market, implementing nail-down strategies, utilizing open-to-buys, shopping competition and sound re-order buying processes.

4–5 p.m.

Urgent Security Issues Facing the Home Furnishings Value Chain

Ren Baker , CDS Solutions Group

Wireless convenience and Internet communications offer valuable benefits for retailers. As these technologies evolve, so do the related security requirements. This seminar will explore the fundamental challenges of network and wireless security, the protection of personal data, and the legal system's role in protecting the rights of the consumer and retailer.

4:30 p.m.

Using the Power of Intention to Create Sales

Kathy Goodenbour , Life Transformation, and FFi Magazine

Employ the power of intention to increase your sales results, and learn to use "inner speech" to stay focused on what you want. Create the ideal customer who sees the value of the services and skills you provide. Break through the barriers of self-doubt in the selling process and bring positive impact to your personal and professional life. Attendees receive .1 CEU credits. Cost is $65 ($55 before Oct. 10) for the combination of this seminar and "Designing with Stone" at 6 p.m. Registration is required. Send checks payable to Grace McNamara Inc., 4215 White Bear Parkway, Suite 100, St. Paul, Minn. 55110-7635; or call (651) 293-1544 to register by phone with a credit card. 200 Steele Building Cafe on Steele.

6 p.m.

Designing with Stone

Lew French , stone artist and author, and FFi Magazine

From incredible fireplace surrounds to amazing outdoor rooms and environments, this Minnesota-born stone artist currently crafts landscapes and homescapes for Martha's Vineyard residents. Be inspired and motivated by his unusual artistry and ideas. Receive a copy of his recently-released book, Stone by Design, with your registration fee. Book signing will follow his seminar. Attendees receive .1 CEU credits. Cost is $65 for the combination of this seminar and "Using the Power of Intention to Create Sales" at 4:30 p.m. Registration is required. Send checks payable to Grace McNamara Inc., 4215 White Bear Parkway, Suite 100, St. Paul, Minn. 55110-7635; or call (651) 293-1544 to register by phone with a credit card. 200 Steele Building Cafe on Steele.

Friday, Oct. 21

7:30–9 a.m.

WithIt Breakfast: Consumer Magazines Capture Changing Lifestyles

IHFC, WithIt

A panel of leading magazine executives will share their insights on the world of today's home furnishings consumer. Sponsored by IHFC and WithIt. The seminar and breakfast are free, but reservations are required. Call (336) 888-3754. IHFC Green Wing, 11th floor, Club Level, Ballroom A.

8:30–9:30 a.m.

The Art of the Sale

Joseph F. Connolly , Daniel Lynch Sales Co.

Is business sluggish? Your market share diminishing? Profits down? Employee morale sagging? Are you working harder than ever before and enjoying it less? Why not visit this seminar and come learn how to put fun and excitement back into your business? You know — like it used to be!

10–11 a.m.

The 29 Most Common Advertising Mistakes Furniture Retailers Make

Leo Levinson , Prescott/Levinson Advertising

Over the course of Prescott/Levinson's 30-plus years experience working with furniture retailers, it has collected some of the most common mistakes that retailers make in their advertising programs. Leo Levinson will share these mistakes and discuss marketing strategy, developing a creative message and media buying.

11:30 a.m.–12:30 p.m.

15 Ways to Increase Profits Immediately

John McCloskey , Profitability Consulting Group

This seminar will feature 15 specific items that furniture retailers can do to quickly reduce costs in their stores. New technologies also will be presented that not only decrease costs, but also increase customer satisfaction.

Noon

Bringing Interior Design into the Forefront of Mainstream America

Doug Wilson , Real Lifestyle Aficionado

Doug Wilson, Real Lifestyle Aficionado, will discuss his accomplishments as an interior designer, showman and author. Book signing of his debut book, "Doug's Rooms," will follow. Sponsored by IHFC and the IFDA, Carolinas Chapter. The $15 fee includes lunch. Advance registration is recommended. Call (336) 888-3754. IHFC Green Wing, 11th floor, Club Level International Ballroom.

1–2 p.m.

Grow Your Business with Creative Marketing Communications

Jennifer Appleby , Wray Ward Laseter

In today's highly competitive home furnishings marketplace, your marketing communications program has to be highly creative, reaching consumers on an emotional level. Jennifer Appleby, president and chief creative officer with Wray Ward Laseter, will outline how you can add creativity to your marketing communications program for increased sales and profits.

2:30–3:30 p.m.

There is Help Out There

Phyllis Zaepfel , PROFITgroups

From hiring to marketing, procedural changes to financial advice, sharing information is the most powerful tool you can use if applied effectively. This seminar will demonstrate how resource sharing among peers, industry associates and others can assist in all areas of your business. Attend this seminar and receive the help that your business needs.

4–5 p.m.

What Does the Internet Consumer Do?

Sev Ritchie , FurnitureFan

This seminar will discuss the characteristics of the consumer who researches home furnishings on the Internet. Where do they buy? What do they buy? How much do they spend? All of these answers and more can be found at this seminar.

4:30 p.m.

Design, Design, Design!

Kathryn Ireland , Designer, and FFi Magazine

Meet and hear singular design talent Kathy Ireland, whose original home is England, but who brings her own brand of humor and experiences to the U.S., particularly Los Angeles. As head of Kathy M. Ireland Design and Fabrics, Ireland will enlighten and engage on the compelling topics of working for "challenging" clients, and bringing her name to her own line of fabrics. Attendees receive .1 CEU credits. Cost is $75 for the combination of this seminar and "Contemporary Western Design" at 5:30 p.m. Registration is required. Send checks payable to Grace McNamara Inc., 4215 White Bear Parkway, Suite 100, St. Paul, Minn. 55110-7635; or call (651) 293-1544 to register by phone with a credit card. 200 Steele Building Cafe on Steele.

5:30 p.m.

Contemporary Western Design

Thea Marx , author and former director of the Western Design Conference, and FFi Magazine

Gain insight into the craft that has paved the way for this fresh, design style, so beloved by people across this country and internationally. As a spokesperson for Cowboys and Indians magazine, Marx will delight you with the imagery of Western rooms and how western artists incorporate often surprising elements like upscale fabrics, precious gems and luxurious woods into their rustic designs for bathrooms, libraries, offices and specific furnishings items. Receive a copy of her recently-released book, "Contemporary Western Design," with the registration fee. Book-plate signing with follow her seminar and her book will be shipped to you after the seminar. Attendees receive .1 CEU credits. Cost is $75 for the combination of this seminar and "Design, Design, Design!" at 4:30 p.m. Registration is required. Send checks payable to Grace McNamara Inc., 4215 White Bear Parkway, Suite 100, St. Paul, Minn. 55110-7635; or call (651) 293-1544 to register by phone with a credit card. 200 Steele Building's Cafe on Steele.

Saturday, Oct. 22

8:30–9:30 a.m.

This is a Recovery

Jerry Epperson , Mann, Armistead and Epperson, LTD

Jerry Epperson will present a focused review of where the home furnishings industry is during the fourth year of economic recovery. He will discuss how the furniture industry continues to face unusual challenges and changes.

10–11 a.m.

Advertising for Image and Results

Herb Gross , Herb Gross & Co.

Avoid killing your image by always being on sale. In this seminar, retail advertising results expert Herb Gross will show how to build an advertising campaign that blends image with promotion.

10–11:30 a.m.

Deciding What You Are Worth and Charging It

Lloyd Princeton , business coach to interior design industry

Learn how to qualify a prospect, thoroughly interview and ask questions to understand the motivation of a client, and then prepare and articulate a contract in a concise and effective manner, with confidence. This interactive presentation will provide specific ideas for charging in today's unique economic climate and selling environment. Cost is $15 per person; advance registration may be made by mailing a check or credit card information to IDS, 3910 Tinsley Dr., Suite 101, High Point, NC 27265. IHFC Green Wing, 11th floor, High Point Rooms A, B and C.

11:30 a.m.–12:30 p.m.

Pull Your Head Out of the Sand: How Efficient is Your Warehouse, Home Delivery and Customer Service?

David Duff , David Duff Warehouse Consulting

This seminar will discuss the "acceptable standards" by which to measure the efficiency of your warehouse, customer service and home delivery. Some of the topics addressed: the standard for receiving, the three delivery standards, and what constitutes a full, productive, 8-hour day for a delivery team.

Noon

Decorating Secrets

Nina Campbell , designer and author

Designer Nina Campbell will present techniques on how to solve problems that may arise while decorating, how to make the most of the space available, furniture layout and the finishing touches that make a house a home. Book signing of her new design book, "Nina Campbell's Decorating Notebook," will follow. Sponsored by IHFC and the IFDA, Carolinas Chapter. The $15 fee includes lunch. Advance registration is recommended. For reservations or more information, call (336) 888-3754. IHFC Green Wing, 11th floor, Club Level, International Ballroom.

1–2 p.m.

Who Let the Dogs Out? Tips and Tricks for Moving Those Slow Sellers

Mary Liz Curtin , Mary Liz Curtin & Company

Everybody makes mistakes (including buyers), but once you've got those dogs, you don't have to live with them forever! Mary Liz Curtin will show you how to re-merchandise, re-package and renew old items for another chance at full price. You will also learn how to buy for, promote and stage a successful sale, and tips and tricks for selling on eBay.

2–3:30 p.m.

How to Handle Difficult Clients

Margi Kyle , professional speaker and designer

Explore the 10 different personalities of your clients. Learn why clients become difficult and how to use visual tricks to help your clients better understand your design ideas. Cost is $15 per person; advance registration may be made by mailing a check or credit card information to IDS, 3910 Tinsley Dr., Suite 101, High Point, NC 27265. IHFC Green Wing, 11th floor, High Point Rooms A, B and C.

2:30–3:30 p.m.

Managing for Accountability and Performance

Joe Capillo , ProfitConsulting

Retailers are notoriously famous for accepting less than acceptable performance at all levels — particularly sales. Setting goals and expectations, and providing employees with all they need to get it done are part of a critical management discipline. Joe Capillo of ProfitConsulting will share concepts you can implement to make accountability part of a work culture.

4–5 p.m.

How Promotional Kiosks Add Incremental Profit

David C. Weyher , Showroom Technology

Promotional kiosks in retail showrooms can immediately and measurably improve sales and profits. This seminar will discuss how kiosks offering customer self-service applications, such as electronic promotional credit application and targeted advertising, will entice consumers to purchase while visiting the showroom.

4:30 p.m.

Defining High-End Furniture

Panel Discussion

Grace McNamara, IFDA's 2005 Trailblazer Award winner, and CEO of Grace McNamara Inc., publishers of FFi-Fine Furnishings International magazine, will be the host. McNamara, along with a robust panel of industry experts, will help you define true high-end products and resources, to visualize the high-end market of tomorrow, and plan for its impact on your business. Attendees receive .1 CEU credits. Cost is $55 for the combination of this seminar and "Design and Color Directions for 2006–07" at 6 p.m. Registration is required. Send checks payable to Grace McNamara Inc., 4215 White Bear Parkway, Suite 100, St. Paul, Minn. 55110-7635; or call (651) 293-1544 to register by phone with a credit card. 200 Steele Building Cafe on Steele.

6 p.m.

Design and Color Directions for 2006–07

Robin Culbreath , Robin Culbreath Limited, and FFi

Robin Culbreath presents her trend and color directions for designers and high-end retailers. Always insightful, and rewarding, Culbreath makes quick work of understanding the upcoming trends and how to bring them into your projects. Receive a free copy of loopreports Trend and lifestyle report with your registration. Attendees receive .1 CEU credits. Cost is $55 for the combination of this seminar and "Defining High-End Furniture" at 4:30 p.m. Registration is required. Send checks payable to Grace McNamara Inc., 4215 White Bear Parkway, Suite 100, St. Paul, Minn. 55110-7635; or call (651) 293-1544 to register by phone with a credit card. 200 Steele Building Cafe on Steele.

Sunday, Oct. 23

8:30–9:30 a.m.

What the Numbers Say: A Quantitative Study of Design Trends in Home Furnishings

Gwen Toma and Rick Babick , Design Research Reports

Design Research Reports, working in conjunction with product development consultant Gwen Toma, has developed a quantitative trends tracking mechanism for the home furnishings industry. Called Home Furnishings Monitor, this service tracks product types, visual design types, materials and colors, and combines that information with manufacturer and price data to deliver a comprehensive picture of what consumers are actually seeing as they thumb through magazines and catalogs.

9 a.m.

Ten Steps to the Perfect Room

Sally Morse , design expert

Sally Morse, design expert, will give tips on how to arrange furniture to create conversational groupings. Complimentary continental breakfast included. IHFC Green Wing, 11th floor, High Point Room.

10–11 a.m.

Increase Sales 20% or More — Tips for Aligning Your Organization to Make It Happen

Leslie Carothers , The Kaleidoscope Partnership

Learn how to align your organizational goals with your sales goals to create an environment that is primed for 20% sales increases or more. This seminar will teach you innovative ideas on how to enhance the effectiveness of every area of your organization — from management to delivery — so that your sales consultants are positioned for exceptional performance.

11:30 a.m.–12:30 p.m.

eCommerce: The Inside Scoop

John McDonald , eBay

The Internet, eBay in particular, is a strategic channel to move clearance, returns and damaged product at superior cost recovery. Join John McDonald, director of eBay's Home & Garden Category, for an in-depth look at the evolution of eCommerce. McDonald will share examples of innovative retailers and manufacturers as well as provide practical steps for you to get started turning excess inventory into profits and new customers.

11:30 a.m.–1:15 p.m.

Famous Voices on the Future of Design

Michelle Lamb , trend guru/senior editor of The Trend Curve

This panel, led by Michelle Lamb, will discuss 2006–2008 trends with some of the industry's most celebrated trendsetters. The panel will consist of Larry Laslo, world-class arbiter of style, who will share his perspective on the look of glamor; Lillian August, acclaimed for her updates to traditional style, who will explain the new twists on tradition; Vladimir Ka-gan, one of the most important furniture designers of the 20th century, who will discuss his perspective on the future of modern design; Jill Rosenwald, who will talk about the youthful point of view that makes metro style hot; and Kathy Imes, with Lauren Brooks, who will reveal why vintage style is returning and what makes it right for the years ahead. A book signing follows the seminar. Cost is $25 per person and includes lunch; advance registration is required and may be made by mailing a check or credit card information to IDS, 3910 Tinsley Dr., Suite 101, High Point, NC 27265. IHFC Green Wing, 11th floor, International Ballroom B.

Noon

Designer Marketing for a Changing Economy

Lloyd Princeton , business coach to the interior design industry

Lloyd Princeton gives techniques on generating appointments from the clients you want through an interactive presentation. Complimentary lunch included. IHFC Green Wing, 11th floor, High Point Room.

1–2 p.m.

Branding Your Store: How to Make Prospects Think of You First

Mark Mathis , ME&V

How can your brand become memorable or, more importantly, how can you make your store top-of-mind when customers decide that it's time to shop for furniture? Mark Mathis shares over 25 years of communications experience in building brands and moving prospects to become customers for a wide range of industries. Learn about "The Big You Statement" and how to "Humanize to Advertise."

2:30–3:30 p.m.

What is Your Showroom Message?

Stan Bossler , Bossler Design Services

Remember the golden rule in showroom design: Confuse and you lose. This seminar will give you the tools to view your showroom from your customer's perspective. Trade secrets in developing a cohesive showroom message in both store planning and visual merchandising will be graphically represented.

4–5 p.m.

Statistical e-Surveys: How to Measure the Factors that Affect Productivity

Philip Michael Pugh , Tribune US

Statistical e-Surveys can play an important role within business measuring the factors that affect the productivity of people. This seminar will show you how the new generation of statistical validated surveys takes businesses from benchmarking to continuous improvement.

Monday, Oct. 24

9 a.m.

The 50+ Market: Your Next Great Opportunity

Marsha Cohen and Ann D. Middleman , The Second Half

Learn about the three segments within the 50+ population and how they can be the next targeted audience. Complimentary continental breakfast included. IHFC Green Wing, 11th floor, International Ballroom B.

Noon

Color Pulse 207: A Color Trend Forecast

Doty Horn , Benjamin Moore Paints

Learn about the new color trends for 2007 and beyond. Book-signing of Benjamin Moores' design book, "Interior Style — How to Use Color Throughout Your Home," will follow. Complimentary lunch included. IHFC Green Wing, 11th floor, International Ballroom B.

Tuesday, Oct. 25

Noon

Market Trends and Styles

Kara Cox , Home Accents Today

Hear an exclusive review of current and emerging styles in home accents. The seminar will provide an overview of trends and new products debuting this market. Admission is free and includes a complimentary lunch. IHFC Green Wing, 11th floor, International Ballroom B.