Educational seminars set for Vegas market
By Furniture Today Staff -- Furniture Today, February 5, 2007
Las Vegas — Thirty free seminars offering a variety of how-to advice and business insights are on tap for this month's Las Vegas Market.
Unless otherwise noted, the seminars listed are sponsored by the Western Home Furnishings Assn. and will be in the WHFA's Retailer Resource Center on the 16th floor of the WMC's Building B. For more information about the WHFA seminars, contact Cindi Williams at the association at (800) 422-3778.
Monday, Jan. 29
9–10 a.m.
Extreme Advertising Make-Over
Leo Levinson, Prescott/Levinson Advertising
Consumers ages 20 to 40 have as much discretionary income as the baby boomer generation, now passing 50, but don't respond the same as boomers to advertising, media and motivation, says industry advertising expert Levinson. He will present ideas on how to give your advertising and marketing program an extreme makeover with new media strategies, media selection, copy techniques and merchandising tactics designed to build traffic from this important customer group.
10:30–11:30 a.m.
Leveraging the Internet — You Don't Have to Be Wal-Mart
Roy Martin, Escalate Retail
The Internet is no longer just for the big guys. Smaller companies can — and should — leverage the business opportunities available. This seminar will examine six things that can be done today to help your business at little cost.
11 a.m.-noon
Colorwatch Seminar
Christine Chow, The Color Assn. of the United States
Learn about the latest colors, textures and fabrications that will affect the home furnishings landscape, and how these trends will shape buyers' purchase decisions in the months to come. Held in WMC's Seminar Room in Building B. Sponsored by Furniture Style magazine and WMC.
Noon-1 p.m.
What Keeps You Up At Night? Overcoming Common Retailer Challenges and Nightmares
Jody Seivert, One by One Companies
This is a highly interactive and directed "best practices" peer discussion. Arrive with one of your most difficult issues and leave with a goal and strategy.
1:30–2:30 p.m.
The Three House-keteers, All for One, One for All: Bringing Designers, Sales Specialists and Retailers Together for One Common Good
Pamela White, sponsored by IDS
This seminar offers basic design skills for sales specialists and anyone entering the residential interior design industry. Essential information will be provided to increase your confidence, sales and customer satisfaction.
3–4 p.m.
Satisfied with Your Warehouse and Delivery Performance?
Daniel Bolger, The Bolger Group
Updating warehouse and delivery operations are an essential part of meeting customer expectations and profit goals. Industry expert Bolger will share proven techniques that have made a difference for retailers of all sizes.
4:30–5:30 p.m.
Forward-Thinking Marketing Concepts for Generations X & Y Retailers
Brett Kitchen, Traffic Guys
Unconventional marketing tips and techniques can fill a store with traffic and minimize expense. These cutting-edge strategies can be used in a family business when traditional advertising isn't cutting it.
Tuesday, Jan. 30
8:30–9:30 a.m.
Fundamentals of Space Planning
Paul Thompson, OneCoast
A presentation designed to arm retailers with information on great window and in-store displays. Thompson will review a series of very successful window displays and fixtures from leading retailers and will help independent retailers translate these fundamentals to work in their stores. Held in WMC's Seminar Room in Building B. Sponsored by OneCoast.
9–10 a.m.
Retail Advice: Motivate and Persuade on a Budget
Horich Parks Lebow Advertising
This advice on planning, budgeting and buying media will help increase sales and market position. Learn how smart retailers use network television, direct mail, circulars, point-of-sale, community relations and more to create successful advertising.
10 a.m.-noon
Candice Olson on Design
A popular TV host, Olson believes you can have a room that's both beautiful and practical when you begin being honest with yourself. She will show dramatic before-and-after room makeovers and share tips, advice and insights into the essentials of great interior design. A book signing and opportunity to meet her follows. Held in the Cashman Center Theater. Sponsored by the WMC.
10:30–11:30 a.m.
How Outside Trends Influence Your Store
Ren Baker, CDS Solutions Group
Think that trends in the fashion, paint, electronics or automotive industries have little impact on your store? Well, think again. Baker, president and CEO of software provider CDS Solutions Group, will highlight key trends, including what's coming next, how it could affect your store, and how to prepare.
Noon-1 p.m.
Increase Sales by Maximizing Each Consumer Opportunity
Jay and Iris Byers, Byers Guide
Do you have salespeople or sales consultants? Find out the difference between the two, and how to maximize the value of each consumer in your store. Before investing more advertising dollars in an effort to increase traffic, learn the selling skills, how to train each skill, and how to increase sales by helping your staff become more productive with each consumer.
1:30–2:30 p.m.
Trends in Residential Finishes
Lisa Jenkins, sponsored by Sherwin-Williams
Jenkins, who has given more than 100 lectures on color forecasting and trends, launched the new partnership agreement between Sherwin-Williams and the National Home Furnishings Assn. and serves as the liaison to the home furnishings industry. This seminar will prepare designers, retailers and product developers for the future by highlighting trend directions in concrete, metals, wood and walls.
3–4 p.m.
Showcasing the Healthy Bottom Line
Phyllis Zaepfel and Wayne McMahon
Using actual financial data from the Profitgroup that proves double-digit profitability actually exists, these experts will share ideas, concepts and best practices that promote superior profitability. This will include ways to improve margins and minimize expenses.
Wednesday, Jan. 31
10:30–11:30 a.m.
Hot Trends and Timeless Traditions: What's Selling, Who's Buying and Where are They Shopping?
Mary Liz Curtin
Take a look at the hottest trends, newest colors and what customers really want. You'll learn what's in, what's out and what's on the horizon, as well as ways to expand a brand's reach on the Web. Sponsored by eBay.
Noon-1 p.m.
Contracts & Clients: How to Handle Both
Dann Foley, Dann Foley Design
Learn the specifics of successful contract negotiations and terminology, including tools of effective client interaction for the professional designer. Foley will discuss his triumphs and challenges over the past 18 years as a designer and help you refine verbal and written skills in order to maximize profit and remain in control of your project.
1:30–2:30 p.m.
The Horseless Carriage
Ken Guerrero, A Future Vision
Just like advancements in transportation have taken us from horses to cars, retailing in the 21st century is going through changes in society and technology that are changing the way people shop. To remain successful, retailers need to begin making changes to the way they sell to keep the buying and selling systems in harmony.
3–4 p.m.
Examining the Customer Experience
Toni Lester, ProfitConsulting
This seminar, based on experiences in home furnishings stores across the country, will examine the industry from the customer's perspective and provide simple, proven methods to make shopping more fun and rewarding. Small changes in how sales associates approach, assist and follow through with customers will increase sales, referrals and repeat business.
Thursday, Feb. 1
9–10 a.m.
Executing the Real Science of Sales Management
Steve Smith, Profitability Consulting Group
Find out what it takes to institute professional and productive sales management in a retail operation. Smith, a 16-year industry expert, will offer real-world, practical ideas that can bring immediate results.
9–10 a.m.
Trendwach Live!
Michelle Lamb
Lamb will offer her up-to-the-minute home forecast, sharing the type of insights she offers in her monthly Trendwatch column in Accessory Merchandising magazine, illustrated by emerging looks scouted out at trade events around the globe. Sponsored by WMC and Vance Publishing. Held in WMC's Seminar Room in Building B.
10:30–11:30 a.m.
How to Turn Up the Profits with New Technology
Margi Kyle, IDS, The Design Doctor
Not everyone can imagine a room transformed. Help your client see your creations spring to life with ease and reality using new 3-D technology. Product can be sourced from integrated catalogs, and sold with true-to-life renderings and virtual tours of the spaces you create.
Noon-1 p.m.
Where is the Profit?
John Egger, Profitability Consulting Group
Too many furniture retailers are investing too much time and money and ending up with little or no profits. Egger, who has helped more than 600 furniture stores in North America, guarantees that this seminar will help increase a store's bottom line.
1:30–2:30 p.m.
Inventory Allowance and Open to Buy Systems
Bob Moorman, JRM Sales & Management.
Learn to understand how an open-to-buy system works and how inventory allowance is determined. Learn how to quickly evaluate a financial statement and how it can be an early warning signal to bad buying habits and potential cash flow issues. Gain an in-depth understanding of turn rate, not as an outcome but as a planning tool to help determine the inventory level for your company. Gain tips on how to determine how many weeks of supply are on hand and what is needed to achieve your company's goals.
3–4 p.m.
The Importance of Having the Right Location for Your Furniture Store
Doug Kays and Julius Feinblum, Julius M. Feinblum Real Estate
Learn how to select a good store location, how to properly negotiate a lease and how to take advantage of opportunities pertaining to the real estate for furniture stores.
4:30–5:30 p.m.
Perception is Reality
Charles Stiles, Business Evaluation Services
Does your customer's perception of the service you are providing match what you believe you are delivering? In today's economy, it is vital that stores are competitive in price, quality and in the level of service provided to customers.
Friday, Feb. 2
9–10 a.m.
Cracking the Barcode Cryptogram
Ren Baker, CDS Solutions Group
No single technological adoption can create more efficiency in home furnishings retail than the use of barcode technologies. Learn ways to demystify bar coding and RFID, and how to make the best use of these profit-driving technologies.
10:30–11:30 a.m.
Technology for 360 Retailing: Strategies for Successful Retailing beyond the Store
Manoj Nigam, MicroD
Furniture retailing is no longer about retailing just from a storefront. Successful retailers are using technology to provide a world-class experience to consumers even before they come to the store, and long after they leave. Using the right technology for product presentation, consumer experience and vendor interfaces can put a business ahead of the competition and can help enhance the top line while improving the bottom line.
Noon-1 p.m.
The 3 Most Important Elements of Successful Recruiting, Interviewing and Hiring
Ronald Wolinski, Profitability Consulting Group
To be effective and productive, an organization must "start with the right people and put them in the right seat on the bus," according to Jim Collins, author of "Good to Great." Learn what avenues are available for recruiting; how to structure, place and position employment ads; where to look for qualified candidates; how to develop profiles, job descriptions and skill requirements; how to establish required characteristics and prepare for the interview; how to gather information and ask legal questions; and how to assess applicants and make a hiring decision.
1:30–2:30 p.m.
Implementing a Productivity Improvement Program
Brad Huisken, IAS Training
Learn the five benchmarks for productivity improvement. Huisken also will explain non-negotiable sales and customer service standards, training techniques and his training checklist for salespeople and sales managers. The main responsibility of a sales manager is to give people the help and guidance they need to achieve success.
3–4 p.m.
15 Ways to Improve Your Business Now
John McCloskey, Profitability Consulting Group
This fast-paced seminar will focus on procedures, techniques and technologies that can be implemented quickly to generate fast improvements in your bottom line.
