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Educational seminars set for market

HIGH POINT - Unless otherwise stated, High Point Market seminars will take place in Plaza Suites, NHFA Retailer Resource Center, 1st floor.


Saturday, Oct. 13-Tuesday, Oct. 16
10-10:45 a.m.
First Time Buyer Orientation Seminar
Learn tips on navigating the High Point Market and making the best use of your time during this Q&A session. You can also view videos on the market's website High Point Theatre, at the Transportation Terminal

Saturday, Oct. 13
8:30-9:30 a.m.
How to Sell Value Instead of Price
Philip Gutsell, Gutsell & Associates
Most salespeople end up selling price instead of value. If they understood the mathematical formula, they would close more often and with larger tickets. The net results: more value, more margin and most importantly, more customer relationships.


10-11 a.m.
6 Major Things That Will Make 2013 a Success
Doug Knorr, president, Knorr Marketing
Knorr will present the six major things retailers can do to increase sales and make 2013 more profitable.

10-11:30 a.m.
Design Dollars: Mobile and Social Commerce: Prepare to Win
Leslie Carothers, founder, The Kaleidoscope Partnership
A social media specialist for furniture, interior design, lifestyle and media brands, Carothers will show you how you can you prepare your business to win in this fast-paced, short-attention span environment. Sponsored by Market Square, Antique & Design Center, Lecture Room on Mezzanine Level

11-11:45 a.m.
Designer Orientation
Lisa Ferguson, founder, Decor Mentor, and Lisa Kahn
Ferguson and Kahn present tips and tools to help you make the most of your trip. Get the inside track on how to work the largest home fashion show in the world. High Point Theatre, at the Transportation Terminal

11:30 a.m.-12:30 p.m.

Before and After
Martin Roberts, M Roberts Design
Roberts will share recent projects, showing how clients have chosen to renovate or redesign their stores in order to "sell more, more often."

Noon-1 p.m.
Modern Meets Traditional


Candice Olson, HGTV star, and Ann Maine, editor in chief of Traditional Home
Olson and Maine will discuss design and color trends as well as Olson's new collection of upholstery and case goods with Highland House. $20 includes lunch. Limited seating, advance registration required. Reservation is secured upon receipt of payment. Mail check to IMC, Attn: Leigh Chastain, P O Box 828, High Point NC 27261, or email to request a credit card authorization form. Sponsored by IMC and IFDA, Carolinas Chapter. IHFC, Green Wing, 11th Floor, Ballroom A

Noon-1:30 p.m.
The Mutual Mentorship Model: Peer Sharing for a Collective Win
Lisa Ferguson, founder, Décor Mentor
Ferguson offers a unique way to exchange tips, tools, and ideas with other designers and retailers through peer mentoring. Ferguson and Decor Mentor design pros Kati Curtis, Jennifer Brouwer and Lisa Kahn will share best practices and case studies, showcasing how working with your competition can elevate your business. High Point Theatre, at the Transportation Terminal

1-2 p.m.
"Appy" Marketing - Increase Sales with Your Own Mobile App


Kim Hershon-Miller, DesignInside
Mobile apps are an affordable, accessible and powerful means to reach your customers and prospective customers. Find out how to create an app, market it and use it to supercharge your sales results.

2-3:30 p.m.
Trend Forecast 2013 for the Home Furnishings & Antiques Industry
Bill Indursky, co-founder,
Indursky returns for the fourth time to offer his popular design trend forecast for the home furnishings and antiques industry, as well as explain the larger context that shapes his forecast. Market Square, Antique & Design Center Lecture Room on Mezzanine Level

2:30-3:30 p.m.
So You've Got a Website. Now What?
Bob George, Impact Consulting Services
Many retailers have a website but are struggling to maximize its impact. This session will show you steps to turn your website into a traffic generator for your store.

3:30-5 p.m.
Antiques - The Luxury of Green Living for the 21st Century
David Lindquist
Nothing defines today's interiors as much as the desire for space infused with the owner's personality. In this lecture with hands-on materials and slides, nationally known authority on antiques and design, David Lindquist, will offer tips on buying smart - whatever the price range of the design plan. Ensure your clients know the keys to value and authentication, and have the ultimate confidence in your ability to create the perfect environment. Sponsored by Market Square, Antique & Design Center Lecture Room on Mezzanine Level

4-4:45 p.m.
Elevate Your Business Workshop
Lisa Ferguson, founder, Décor Mentor
Ferguson and her team of mentors will offer proven, fresh tips and tools to elevate your design business. This intensive workshop for design pros will show you how to work through top "pain points." Must pre-register to attend. Email 220 Elm

Sunday, Oct. 14
7:30-9 a.m.
WithIt Educational Breakfast: Bootstrapping Your Brand in a Challenged Economy


Moderated by Julia Rosien, president, WithIt. Panelists Angelo Surmelis and Kathy Ireland
Surmelis and Ireland have lessons to share that can help all companies go beyond surviving to thriving. They will discuss how to forecast from the bottom up, focus on each battle instead of the whole war, forget the proven team and work with startup minded people. Breakfast and Seminar are free. Reservation is

required. Email or Sponsored by IMC and WithIt. IHFC, Green Wing, 11th Floor, Ballroom A

8:30-9 a.m.
The Outlook for the Furniture Industry
Jerry Epperson, Mann, Armistead & Epperson
Furniture industry guru Epperson will offer his furniture research expertise on the current state of the furniture industry and how it affects you today and tomorrow.

10-11:30 a.m.
Couture Kitchens: Fashion Trends in Kitchen Furnishings, Appliances, Flooring, Tile and Cabinetry
Rebecca Reynolds, Culinary Kitchen Designs
Reynolds, a luxury kitchen designer, blogger and contributor to, will discusses couture kitchens and how to bring personal style into your design by incorporating unique pieces that tell a story about a home's inhabitants. Market Square, Antique & Design Center Lecture Room, Mezzanine Level

10-11:30 a.m.


Let Buy-Gones Be Buy-Gones
Connie Post, CEO, Affordable Design Solutions
Join retail strategist Post for a fast paced plan for updating your store with can't miss ideas for getting on trend and on-track. She'll also reveal five must-have paint colors to jazz up your store in 2013.

11:45 a.m.-12:30 p.m.
Traffic Down? See Some New Ideas from Promotional Retailers that Drove Traffic and Increased Sales
Charles Horich, Brad Lebow and Chip Hector, Horich, Parks, Lebow Advertising
Have you fallen into a promotional rut, running the same events with the same media support week after week? It may be time to change your sale events, alter your media mix and step up your creative. Horich, Parks and Hector will show you the top performing sale events from retailers around the country and give you insights into media strategies to help maximize your ad budget. Complimentary boxed lunch.

Noon-1:30 p.m.
Using Social Media to Define and Establish Your Presence as a Designer
Traci Zeller, interior designer and blogger
Ever feel lost in the crowd of design professionals? Why should a client choose to work with you over any other designer with a similar look? If you or your clients can't answer this, join Zeller, a market Style Spotter for the second year, as she explains how to create a compelling online presence that will set you apart from your peers. Zaar Design Center, 741 W. Ward Ave.

Noon-1:30 p.m.
Design Viewpoint Series: Lights, Camera, Action
Panelists Nathan Turner; Lori Dennis and Kelli Ellis, cofounders of; and Shay Geyer, design expert for "Good Morning Texas"
This panel of design experts will reveal how they found their broadcast niches and will provide tips to help you make the most of local, national and international media. Following the presentation, Turner will sign copies of his new book, "Nathan Turner's American Style." 0.1 CEU credit. Complimentary boxed lunch. Co-sponsored by ASID. High Point Theatre at the Transportation Terminal

Noon-1 p.m.
Rugs 101
Cyrus Loloi, Cherisse Jensen and Emily Lancaster, Loloi product developers
This seminar will cover the basics - rug construction, fiber types, tips and tricks for selecting rug sizes for your room, and more. The team will also share what's hot right now in the rug market, explore upcoming trends, and have a Q&A session. Sponsored by IMC and Loloi Rugs. Lunch, seminar free of charge. Limited seating, reservations recommended. Email IHFC, Green Wing, 11th Floor, Ballroom B

1-2 p.m.
The Changing 401(k) World - Fee Disclosures and Fiduciary Liability
Joe Youngblood, III, Hamilton Benefits
The presentation will go over the changing laws involving 401(k) accounts, specifically fee disclosures and the difference between a broker dealer and RIA advisor, employer liability and additional protections and discounts afforded by the RIA model.

2-3:30 p.m.
Anatomy of a Collection - What Is It and How Do You Value It?
Ken Farmer, Ken Farmer Auctions and guest appraiser on the PBS series "Antiques Roadshow"
Farmer's company recently sold a prominent collection from a home in Crozet, Va., and this presentation will describe the processes used - from the initial home visit, research and marketing to the results. Market Square, Antique & Design Center Lecture Room on Mezzanine Level

2-4 p.m.
Profit Mystery Solved: Simple Solutions to Reclaim Your Value and Your Money
Angela Merola
Designers are giving away millions of dollars simply because they devalue their talent. A 25-year veteran in Fortune 500 companies and an entrepreneur, Merola offers an interactive session to share specific verbiage on asking for fees that comes from a place of strength and confidence. She will help participants reframe thinking to find ways to say "yes" - or saying "no" to the wrong client - and will share innovative ideas for identifying new revenue streams. Interactive session will feature live demonstrations, or email your situation beforehand to Cost is $20. Earn 0.2 CEUs. Registration required at Sponsored by ASID. High Point Theatre at the Transportation Terminal

2:30-3:30 p.m.
The Art of Merchandising
Bob Moorman, JRM Sales & Management
Today every inch of your sales floor and every dollar you invest in your inventory are critical. During this seminar you will gain a greater understanding of what the top merchandise managers in our industry do, in order to manage their open-to-buy dollars and insure great in store presentations.

3:30-5 p.m.
Creative Entrepreneurship in the "Conceptual" Age of the 21st Century
Jan Detter, owner, Third Eye Studio
In this presentation on creative entrepreneurship, Detter will explain how her improbable dream came true. She is the former director of The Virginia Center for Art and Design in Richmond, Va., executive director of Piedmont Craftsmen in Winston Salem, N.C., and co-founder of Urban Artifacts in Greensboro, N.C. Market Square, Antique & Design Center Lecture Room, Mezzanine Level

4-5 p.m.
The Myths & Realities of Professional Promotion & Liquidation Companies
Mike Egan, Ron Cooper and Hector Mustafa of Profit Management Promotions
Learn how promotion companies operate, what services they perform and how companies differ. Walk away with a good understanding of this "behind the scenes" segment of the furniture business.

Monday, Oct. 15
8-9 a.m.
Interior Design's New Formula for Success: Specialization


Mary Knackstedt, author, designer and business consultant
In this program, interior design authority Knackstedt provides examples of what others are doing to achieve success today, and demonstrates how incorporating some of the various specialties into your practice will enhance your opportunity to service your clients in a more professional and profitable way. Breakfast served. 118 N. Main St., Maria Yee showroom

8:30-9:30 a.m.
Marketing: What Works, What Doesn't & How Do You Know
Alvin Wight, Strategic Decisions Inc.
With today's changing consumer, changing markets and changing competition, getting your message out convincingly and affordably is more difficult than ever. Learn how you can be better at identifying and feeding the winning approaches and starving the losers.

10-11 a.m.
Best Marketing Practices for E-commerce
Susan Waldes, senior account manager, PPC Associates
Online marketing - whether it's search, display, Facebook, or mobile - is one of the biggest opportunities for any furniture vendor, from manufacturers selling direct to third-party retailers. This presentation will cover best practices for establishing a brand, designing high converting landing pages, writing and designing ads that attract clicks while staying consistent with a brand or product, and more.

11 a.m.-noon
Partnering with Interior Designers to Increase Volume and Profit
Mary Knackstedt, author, designer and business consultant
In this seminar, Knackstedt will provide furniture retailers and manufacturers with practical guidance for creating profitable relationships with independent interior designers in their marketplaces. 414 N. Wrenn St., McKinley Leather showroom

11:30 a.m.-12:30 p.m.
Changes in Lighting Due to Legislation.
Tom Borga, Regency Lighting.
Over the past year, old track lighting and linear fluorescent products have gone away because of lighting legislation requiring more efficient products. Learn what new products need to be ordered and how that affects the furniture industry.

Noon-1:30 p.m.
Design Viewpoint Series: What Your Clients Want
Liza Hausman, vice president of marketing, Houzz
Exclusive research from Houzz will reveal insights into the changing behavior of consumers and how they work with interior designers. Hausman will share results that show what homeowners say are th

eir favorite projects, how much they are willing to spend, the demographics for consumers who are ready to hire a designer, how new tools have changed the design process, and more. One lucky audience member will win an iPad, courtesy of Houzz. 0.1 CEU credit. Complimentary boxed lunch. Co-sponsored by ASID. High Point Theatre, at the Transportation Terminal

1-2 p.m.
Stop the Madness - Open Your New Web Location Now
Johne Albanese, senior executive for business development, MicroD
Albanese will present an informative overview of the Web channel landscape and will discuss how every retailer can have an effective and business-generating Web presence at a fraction of the cost most people think.

2-3 p.m.
Business Development and the Business of Interior Design
Mary Knackstedt, author, designer and business consultant
Interior designers today don't need to work harder, they need to work smarter. In this program, Knackstedt presents examples of what others are doing to achieve profitable results with professional systems and

techniques that work today. 415 W. High Ave., Red Egg showroom

2:30-3:30 p.m.
The ROI of Internet Marketing
Denise Keniston and Sev Ritchie, Web4Retail.
Web4Retail will continue its presentation of case studies illustrating retailers who are achieving significant returns via Internet marketing.

3-4 p.m.
Libby Langdon: Afternoon Tea, Trends and Tastemakers
Libby Langdon
Take tea with designer, author and television personality Langdon and get her take on what the tastemakers and consumers all across the country want today. Q&A. 310 S. Elm St., Braxton Culler showroom

4-5 p.m.
Product Knowledge: The Ultimate Confidence Builder
Mark Lacy, The Furniture Training Company
Learn what it means to be a product knowledge expert, and how to turn salespeople quickly into product knowledge experts who can sell.

Tuesday, Oct. 16
8:30-9:30 a.m.
Social Media... What's the Big Deal?
Kevin Doran, R&A Marketing
This seminar will explore the right and wrong ways a furniture retailer can use social media to sell more furniture. You'll walk away with the surefire tools to increase your social media presence and improve your business. Sponsored by RetailerNow Magazine.

9-10 a.m.
Style Spotters Live
Enjoy a complimentary breakfast buffet while four of the High Point Market Style Spotters share their favorite looks and on trend products found at market. Spotters include Gretchen Aubuchon, Fashion + Decor; Cassandra LaValle, coco+kelley; Julia Buckingham Edelmann, Material Girls; and Stacy Naquin, Stacy Naquin Blog. Breakfast and seminar are free. Reservations required by emailing Sponsored by IMC and High Point Market Authority. IHFC, Green Wing, 11th Floor, Ballroom A

10-11 a.m.
Styles Evolve... So Should Your Lighting
Terry Cline, retail national account manager, Philips Lighting


Cline will detail how LED lighting products can enhance your store while helping your budget. Keeping up to date means more than the furniture styles you carry, it also applies to the lighting you select for your store. Hosted by Service Lamp.

11:30 a.m.-12:30 p.m.
Differentiate or Die. Online Strategies for Independent Retailers
Andy Bernstein,
Showrooming has become one of the most critical issues facing independent retailers today. Bernstein will detail a variety of strategies that successful brick and-mortar retailers are implementing right now to turn the power of the Internet to their advantage.

Noon-1 p.m.
Turning the Table on Showrooming
Barry Abraham
Every 50 years, retail goes through a major change. Showrooming is a shopping practice that shows us how our customer's buying habits have forever changed. Showrooming is here to stay - it's time retailers change to keep up with their customers. Abraham, a sales and marketing strategist and entrepreneur, shares his vision of how retailers can embrace showrooming and win in the process. Sponsored by International Market Centers and Pure Home. Reservations not required. Complimentary box lunch. IHFC, Green Wing, 11th Floor, Ballroom B

Noon-1:30 p.m.
Design Viewpoint Series: Outside Influences on Interior Design
Charlotte Moss, Wall Street Journal Magazine contributing editor
Moss will take you on a journey that highlights the top influences on interior design trends, from travel and fashion, to food and culture. After the presentation, she will sign copies of her newest book, "A Visual Life: Scrapbooks, Collages, and Inspirations." 0.1 CEU credit. Complimentary box lunch. High Point Theatre, at the Transportation Terminal

1-2 p.m.
Social Media - Connecting the Dots to ROI
Tim O'Neill, Storis
O'Neill will discuss today's key social media channels and the importance of tracking your social media utilizing ROI cycles. Understand how to estimate your return through sales, client feedback and customer service.

2-3 p.m.
Luxury Design Insight 2012
Moderated by Ellen Gefen. Panelists include Allison Paladino, Sarah Kammlah and Cecilia Berber-Thayer
Gefen, host of Home Fashion Report and editor of the, queries these design talents for their insights into key trends and the changing needs of the high-end consumer. Light refreshments. Limited seating. Reservations requested by emailing 116 S. Lindsay St., E.J. Victor showroom

2:30-3:30 p.m.
Engaging Your Sales Team
Rich Schlentz, Extraordinary Inc.
Schlentz, a leadership coach and business consultant, will teach you how to become more engaged in your business so you can inspire your sales team to new heights in achieving your business goals.

4-5 p.m.
More Morey in Your Pocket by Selling Mattresses
Robert Cates
From research, travels and owning and selling at his own store, Cates has developed a unique system of putting more money in your pocket.

Wednesday, Oct. 17
8 a.m.-6 p.m.
ASID REGREEN Implementation Workshop
Annette K. Stelmack, Allied ASID, LEED AP BD+C, Sustainable Design Consultant with Inspirit
This workshop addresses the industry-specific challenges interior designers face and is designed for professionals who want to create sustainable, healthy residential interiors. The workshop employs faculty-led instruction and team charrettes to prepare designers to identify, evaluate and implement strategies to green their projects. It is the capstone course in the REGREEN Trained certificate program and offers 0.8 CEUs. Register at Cost is $240 (ASID member)/$290 (non-member). A prerequisite is REGREEN: A Guide for REGREEN Remodeling Projects (online course), $39.99/$59.99. Enroll at High Point Theatre, at the Transportation Terminal

9 a.m.-5 p.m.
GREENleaders Certified Sustainability Training
The Sustainable Furnishings Council presents this six-hour exam course. 6 CEU. To register, call (919) 967-1137 or Showplace, 5th floor

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