Educational seminars set for market

By Furniture Today Staff -- Furniture Today, April 9, 2006

All seminars will be held in NHFA's Retailer Resource Center, IHFC Main, 12th floor, unless otherwise noted.

Thursday, April 27

8:30–9:30 a.m.

The Closing Code

Philip Gutsell , Gutsell & Associates

How often have you seen or heard your sales associates and designers miss sales opportunities they could have had? This seminar will give you the "closing code" to pre-empt the excuses and solve your most consistent closing problems. Each of the seven codes will be discussed, with step-by-step procedures to reduce the number of "walks" you currently experience.

10–11 a.m.

Fraud and Data Security Best Practices

Pam Stockard , American Express

During this seminar, participants will learn about fraud schemes, data compromise and identity theft, and how consumers and merchants are both affected by these important issues. Subjects that will be covered include trends in fraud, types of data security, where compromises occur, and tools and resources for reducing and protecting against credit card fraud and chargebacks.

11:30 a.m.–12:30 p.m.

Why is My Web Site Important?

Sev Ritchie , FurnitureFan.com

Almost 40% of the consumers who consider buying from you in your market will look at your Web site. Does it depict who you are and what you are about? This seminar will show you what you should be doing with your Web site.

Noon

In Furniture's In Fashion Report

Mark McMenamin , InFurniture

How can you tell fashion from fad, must-have from also-ran? Join McMenamin, senior editor for fashion and trends at InFurniture magazine, as he filters through the thousands of new product introductions to focus on the market's most directional style statements. You'll see dozens of brand-new items available at the spring market and get a head start by gazing into the crystal ball at trends from other industries that might be heading toward furniture-land. Complementary box lunch. IHFC@Green, 11th floor, Ballroom B.

1–2 p.m.

Five Inventory Management Keys to Greater Profitability

Terry Nelson , ProfitSystems

As retailers, our inventory is the biggest asset we have that needs constant management to maximize profitability. Attend this seminar and learn how to increase your profitability by mastering the factors that affect your inventory.

2:30–3:30 p.m.

The Power of Someone Else's Money

Jill Abrahams , EZ Process ProSoftware

Harness the power of financing by learning the skills required to build a strong and profitable financing department. This seminar will teach you how to sell financing to your customers and how to increase your approval rate. By mastering a few simple skills, you will increase your company's profits overnight and keep your customers returning to buy over and over again, using someone else's money.

4–5 p.m.

Traffic Counting: Maximizing Store Performance

Darcy Frunchak , St. Michael's Strategies

This seminar will look at maximizing store marketing and operations through the use of store traffic counters. Come and learn how store traffic counting can increase your profits and help you understand your true performance in marketing, merchandising, staffing and training.

Friday, April 28

7:30–9 a.m.

WithIt Breakfast: Carving a Niche in Today's Market

Connie Post , Connie Post Companies

Companies in all industries are embracing retail principles to build their brands, trying to stay relevant and competitive in today's business world. Whether manufacturer, retailer or supplier, you'll benefit from this fast-paced, thought-provoking presentation and come away armed with new ideas and methods to survive and thrive in a changing world. Sponsored by IHFC and WithIt. Seminar and breakfast are free, but reservations are required for the limited seating. RSVP to Gaye Outlaw at IHFC via phone, (336) 888-3754, fax (336) 882-1873, or e-mail goutlaw@ihfc.com. IHFC@Green, 11th floor, Club Level, Ballroom A.

8:30–9:30 a.m.

Out of Commission: Sales

Compensation for the 21st Century

Samantha Kurtz , Kurtz & Associates

You've heard the old saw: If people are going to sell big-ticket items, they have to be on commission. However, many other industries (electronics and automotive, to name two) have found a different formula, one that challenges the way we typically think about sales compensation. These approaches will be reviewed, and the methods covered that can be immediately employed to move you from the pay plans you're currently utilizing.

10–11 a.m.

Big Moves for Little Dollars

Connie Post , Connie Post Companies

Join retail design guru and brand strategist Connie Post for her take on new directions in store design and the shopping experience, as well as new skill sets needed to market in the 21st century. Post will explore how to attract luxury buyers, Hispanic customers and the emerging home buyer, along with key color and merchandising trends.

11:30 a.m.–12:30 p.m.

Improving Your Financial Matrix

John Egger , Profitability Consulting Group

Everything you do after the sale determines your financial matrix. Egger will show you what the most profitable stores in the country do to increase their bottom line. Improving your processes can be more profitable than increasing your sales. This seminar could give you real bottom-line improvements in your financial matrix.

Noon

Candice Olson on Design

Candice Olson , acclaimed designer

Olson's signature style incorporates creativity, practicality and timelessness to create sophisticated yet accessible designs. "Divine Design with Candice Olson" airs on HGTV and the W Network. A book signing will follow the presentation. Sponsored by IHFC and IFDA's 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. Reservations may also be secured with a credit card; e-mail goutlaw@ihfc.com to request a credit card authorization form. Tickets will be held at the door and must be picked up by 12:10 p.m. on the day of the seminar. Call (336) 888-3754 for more information. IHFC Green, 11th floor, Club Level, International Ballroom.

1–2 p.m.

It's on TV! Successful Broadcast TV and Cable Advertising for Furniture Retailers

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

Whether you have one store or 20, you'll want to learn how to maximize this powerful advertising vehicle and make your TV commercials stand out from the competition. Bonus: Horich Parks Lebow Advertising's latest arsenal of best ideas.

2:30–3:30 p.m.

Furniture Store Lighting Design and Control

Monte Lee , Service Lamp Corp.

Furniture store lighting design has come under severe limitations as a result of national energy policy. Learn the latest energy rules, lighting technologies and design techniques for retail showrooms. Also discussed will be project management and operations issues to keep control of the look of your sales floor.

4–5 p.m.

High Performance Warehouse and Delivery

Dan Bolger , The Bolger Group

The focus of this seminar is on design and function from inbound over-the-road trucks through receiving, warehousing, prep, repair, delivery to customers, customer pickup and service. Several case studies from successful retailers with warehouses between 12,000 and 125,000 square feet will demonstrate the key elements that can achieve success with your warehouse and delivery operations.

Saturday, April 29

8:30–9:30 a.m.

A Furniture Industry Overview

W.W. "Jerry" Epperson Jr. , Mann, Armistead and Epperson

The industry analyst and Furniture/Today columnist will discuss the issues and opportunities facing the furniture industry, based on the latest studies and statistics.

10–11 a.m.

Deciding What You Are Worth and Charging It

Lloyd Princeton , Design Management Co.

This updated program is geared to the business management and development aspects of the design industry. Topics to be discussed include how to value services, how to present a case for charging late fees, how to not give more than what is being compensated for, and how to collect monies that are due. This program is ideal for all levels of experience.

10–11:30 a.m.

Trends in Residential Finishes — Wood, Walls, Concrete and Metal

Sheri Thompson and John Draughn , Sherwin-Williams Co.

Join these color and design experts as they explore the future of finishes. From coatings for residential interiors, furnishings and accessories to concrete acid stains and metallic glazes, this seminar will prepare designers, product developers and manufacturers for the future. Free professional fan deck to attendees. IDS members, $15; non-members, $20. Advance reservations payable with credit card or check to: IDS, 3910 Tinsley Drive, Suite 101, High Point, N.C. 27265. Tickets will be held at the door and must be picked up before the seminar starts. For reservations, visit www.interiordesignsociety.org or call (800) 888-9590, ext. 6122. IHFC Green, 11th floor, High Point Room.

11:30 a.m.–12:30 p.m.

What Keeps You Up at Night?

Managing the Controllable and Uncontrollable Issues

Jody Seivert , One by One Cos.

This seminar will provide you with three steps to help mollify the pervasive issues that plague store owners and their sales and support staff. Seivert will provide you with a structure to dismantle a variety of daily, nagging issues that derail and deflate the best of us.

Noon

Decades of Design and Mark Hampton

Alexa Hampton , president and designer, Mark Hampton

Hampton shares the evolution of her classic, traditional and eclectic design style. She will take you on a tour of her parents' first New York City apartment where she grew up. She also will share images of her apartment and discuss her new furniture line, The Alexa Hampton Collection by Hickory Chair. Sponsored by IHFC and IFDA's 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. Reservations also may be secured with a credit card; e-mail goutlaw@ihfc.com to request a credit card authorization form. Tickets will be held at the door and must be picked up by 12:10 p.m. on the day of the seminar. Call (336) 888-3754 for more information. IHFC Green, 11th floor, Club Level, International Ballroom.

1–2 p.m.

How to Find the Best Location for Your New Store and How to Market an Old Store

Julius M. Feinblum and Doug Kays , Julius M. Feinblum Real Estate

This seminar will cover such topics as the process of finding the best, most profitable store locations; how to dispose of a bad location; where the strongest growth areas are; and how the furniture retailer can participate in the non-furniture disposition of real estate.

2–3:30 p.m.

Interior Design and Retail Furniture: Happy Under One Roof

Lloyd Princeton , Design Management Co.

It is becoming more challenging for independent professional designers to make a profit on furniture alone. Interior designers will learn how to make money doing what they love while capitalizing on stores and servicing that market segment as well. Learn how to offer services your clients need and how to charge for your expertise. IDS members, $15; non-members, $20. Advance reservation payable with credit card or check. Tickets will be held at the door and must be picked up before the seminar. For reservations, visit www.interiordesignsociety.org or call (800) 888-9590, ext. 6122. IHFC Green, 11th floor, High Point Room.

2:30–3:30 p.m.

Developing a High Performance Sales Force

Joe Milevsky , JRM Sales & Management

Attend this seminar and learn how to develop a high-performance sales force. Learn how to find, interview and hire top salespeople, develop the customer experience that best fits your company's culture, hold salespeople accountable for performance, create a positive and fun selling environment, and dramatically improve your company's sales performance.

4–5 p.m.

How to Increase Store Traffic Using Fashion, Not Price

Mary Cynthia Knowles , Martin Durr Caldwell Interior Designers

Tired of selling goods at less than full price? Knowles, a radio and television personality on design, and her father, Joe Martin, have devised a program to separate your store from the competition by focusing on fashion, not price. Profit from tips on color, fashion, furniture placement, accessories and more. These tips have been used for more than 30 years to turn prospects into repeat customers.

6–8 p.m.

Competitive Intelligence: Trends Forecast

Jena Hall , Aspenhome

The topic of this panel discussion is "Macro & Micro Trends of the Market: Understanding the Difference and What it Means to your Business." Aspenhome's Hall will moderate, and panelists include Ellen Gefen, Gefen Productions, trade and media; Christy Johnson, Maitland-Smith, manufacturing; Britt Albright, Henredon Furniture, manufacturing; Claire Goldhagen, Robb & Stucky, retail; and Betty Lyn Eller, Country Living magazine, shelter publications. Aspenhome showroom, IHFC Main, 13th floor

Sunday, April 30

8:30–9:30 a.m.

How Independent Retailers Can Compete with the National Brands

Cliff Zeber , Altered Spaces

Many consumers want to create personalized, eclectic looks in their homes. Independent retailers offer these potential customers far more product choices than single-line stores. Discover how to leverage this important selling proposition through display and merchandising in order to compete with the growing number of nationally branded stores.

8:30 a.m.–Noon

Student Mentoring

WithIt

Volunteer to mentor students by contacting WithIt at director@Withit.org.

High Point Theater

9 a.m.

Selling Clients What They Need, Not What They Ask For

Lloyd Princeton , Design Management Co.

Consumers frequently ask for products and services they think they need, based on a lack of information. When presented with what they have requested, they don't make a purchase. Learn the psychology of the sale and ways to teach design professionals how to ask the right questions to steer clients toward what they need and will buy. Coffee and doughnuts. IHFC Green, 11th floor, High Point Room.

10–11 a.m.

Gallery Programs: Who Are They Good For?

The Retailer? The Manufacturer?

Gilles Morais , Morais International

How do you evaluate a promotional program that is presented to you by a manufacturer? Learn how to choose and negotiate gallery programs as well as how to use them to improve your brand identity.

11:30 a.m.–12:30 p.m.

How to Fix Your Slice and Other Golfing Advertising

Secrets

Mark Mageau , Knorr Marketing

As in golf, the difference between the pros and the amateurs is their grasp of some basics, and of often overlooked secrets. Mageau will describe some well-guarded branding and advertising secrets practiced by only the most successful home furnishings retailers, and share a case story demonstrating how to increase your advertising/media return on investment, your slice of market share and your bottom line.

11:30 a.m.–1:15 p.m.

Trend Focus: Eight Incoming Looks for 2007

Michelle Lamb , Trend Curve

If color and design affect your bottom line, this is one seminar you won't want to miss. Lamb, senior editor of the Trend Curve, reveals eight trend-savvy looks that will drive decor business in 2007. Her insights will help you to create and innovate your way into a trend-conscious palette. IDS members, $25; non-members, $35 (price includes lunch and seminar). Advance reservations required for the luncheon, payable with credit card or check. Tickets will be held at the door and must be picked up no later than the scheduled starting time. For reservations, visit www.interiordesignsociety. org or call (800) 888-9590, ext. 6122. IHFC Green, 11th floor, International Ballroom B. Seminar only: noon, IDS members, $15; non-members, $20 (perimeter seating only).

Noon

How to Capture New Business

Through In-Store Design Seminars

Jeané Shurtliff , National Sales Director, The Phillips Collection

This seminar will provide you with a 12-month strategy outlining how to capture new accessories and in-home design business. Shurtliff will walk you through a step-by-step, proven method on how to promote, advertise, schedule and profit with little or no investment from the company. Complimentary box lunch. Reservations not required. IHFC Green Wing, 11th floor, High Point Room.

1–2 p.m.

You Absolutely Must Control Your Delivery Expenses

Michael Stock , Routeview Technologies

The average cost to operate a furniture delivery truck in today's environment is $100,000 to $125,000 per year — about $2.50 per mile! This seminar will teach you how to take this money off the road and put it back in your pocket.

2:30–3:30 p.m.

Selling to Your Grandmother

Chris Coltran , C2 Unlimited

Coltran, author of the book "Selling To Your Grandmother," will demonstrate his Grandmother Philosophy on selling and customer service. Customer intimacy is the key to selling and it all starts with trust. Come see how a simple concept and new philosophy will forever change the way you approach your customers.

4–5 p.m.

The Customer Financing

Spectrum: How to Optimize Your Revenue

Dr. Pat Nanda and Glenn Hafner , Approval Ware

If you want to turbo-charge your bottom line, you must deploy the most profitable customer financing options at the point-of-sale. This seminar will show you how to achieve results by incorporating sophisticated application and credit-decision software within your existing infrastructure. Low-cost and no-cost solutions will be demonstrated, and recent case histories will be reviewed.

Monday, May 1

9 a.m.

Color ID

Mark Woodman , Duron Paints & Wallcoverings and Color Mktg.

Do you need color in your project, your office, your life? You bet! But where do all these colors come from? What are the inspirations and directions? Whatever the source, inspiration is the key and Woodman will take you on a tour of inspiration through examples, anecdotes and video. Learn about upcoming color directions, from where they stem and what they mean to interior design, decoration and your life. Complimentary coffee and doughnuts. IHFC Green, 11th floor, International Ballroom B. CEU Approved Course (0.2 Credits).

Noon

Market Trends and Styles

Jenny Heinzen York , Home Accents Today

Join Jenny Heinzen York, managing editor of Home Accents Today, for an exclusive look at trends, styles and new products introduced this market. Box lunch available; first come, first served. IHFC@Green, 11th floor, Ballroom B.