Educational seminars set for market
By Furniture Today Staff -- Furniture Today, July 23, 2007
All seminars are held in the Retailer Resource Center on the 16th floor of WMC's Building B unless otherwise noted.
Monday, July 30
8:30–9:30 a.m.
Getting to First — How to Score Runs!
Jody Seivert, One by One Companies
Focus on the "series of firsts" that will get your salespeople, sales manager and store owner to score runs with your customers. Make the right pitch to your sales team and find out what your customers really want.
10–11 a.m.
ColorWatch
Presented by Christine Chow, The Color Assn.
Chow will discuss the downtrending of certain colors from the association's 2008 palette (presented during the winter Las Vegas Market), ultimately by sharing an early look at the group's new 2009 forecast. The seminar will be held at World Forum in World Market Center's Building B and is co-sponsored by Vance Publishing's Furniture Style.
10–11:30 a.m.
How to Market When the Customer is in Control
Douglas Knorr, Knorr Marketing
We all know at least one power driven customer, and these days they're the norm rather than the exception. The landscape is changing. Are we? Take a look back at old mass marketing habits and develop a new approach by connecting the traditional branding messages and the Internet together. This seminar is part of WHFA's Academy Training Series
Noon–1 p.m.
The 10 Commandments of Selling
Philip Gutsell, GutSELL & Associates
Are you wandering in a desert of lost opportunities? Does your sales team lack direction and focus? This seminar will provide 10 distinct skills your salespeople can develop.
1–2 p.m.
"Who are today's bedding consumers and what do they want?"
David Perry, Furniture/Today
Furniture/Today's bedding editor will address this question at the World Forum on the 16th floor of World Market Center's Building B. He will present the newspaper's latest consumer research on the mattress industry. The comprehensive survey reveals the bedding size, price and retail store preferences of today's mattress shoppers. It also documents the continuing move in the market toward high-end bedding, and reveals why bedding remains a standout on retail sales floors.
1:30–2:30 p.m.
Color for Fall 2007 and Winter 2008
Fran and Arnold Sude, Design Options
Looking to turn "blah" into fabulous? Turn your customer's home into a one-of-a-kind creation with visuals designed to merge the apparel and fashion markets. A free yarn box ($250 value) containing the fall 2007 and winter 2008 home colors will be given away.
3–4 p.m.
The Secrets of Recruiting the Best Professionals
Jim Grandillo, JRM Sales & Management
Who is the "ultimate sales professional?" Is it the salesperson with 20 years of accumulated sales experience, or is it the person standing next to us that we're not even looking for? In fact, effective salespeople are all around us. Learn to evaluate members of your team and understand how to increase the probability of a successful hire.
4:30–5:30 p.m.
Truly Rotten Customer Service...and How to Provide It
Mary Liz Curtin, Leon & Lulu
Curtin delivers a hilarious, fast-paced look at customer service — the good, the bad and the ugly in stores, with manufacturers and in other businesses. She will provide tips on improving versus destroying customer relationships.
Tuesday, July 31
8–9 a.m.
Sustainable Furniture Council meeting
This market meeting for members and potential members of the council will be held in room B-210 of the World Market Center. For more information, contact Susan Inglis at susan@sustainablefurniturecouncil.com.
8–9:30 a.m.
Roundtable: Consumer Behavior Trends in Home Furnishings
This is an exclusive, invitation-only, in-depth look at how to better reach and target consumers in the home furnishings industry. BIGresearch will be sharing information on consumer behavior, purchase intentions and key challenges specific to the industry. For additional information, e-mail michelle.s.graham@aexp.com or leena.b.mistry@aexp.com. The roundtable will be held in the World Forum in World Market Center's Building B and is sponsored by American Express and Home Furnishings News.
8:30–9:30 a.m.
Innovative Advertising Strategies for Web site & Internet
Leo Levinson, Prescott/Levinson Advertising
Do you know where your customers are? Today's consumers spend more time on the Internet than ever before, yet many home furnishings retailers have little or no experience with Internet advertising strategies. Learn how these trends will affect us all.
10–11 a.m.
ConsumerWatch
Maxine Lauer, Sphere Trending
Discover big-picture macro trends that cause consumers to shop, think and live differently, and how that affects the future. This trend forecaster will illustrate how design is being influenced by the different generations, and societal, environmental and technological innovations and needs. The seminar will be held in the World Forum in World Market Center's Building B.
10–11:30 a.m.
The BIG Middle — Capturing the Value Driven Customer
John Egger, Profitability Consulting Group
Today's consumers are segmented into "price-only," "high-end," "status shoppers," and the toughest segment of all, the "value conscious," well-informed and shopping savvy middle. This seminar will show you how to develop the customer from price-only to value conscious, in order to maintain profitability for your store during these deflationary time in furniture. This seminar is part of WHFA's Academy Training Series
Noon–1 p.m.
Sell the Plan ... Not Just Furniture
Jay and Iris Byers, Byers Guide
Thinking about taking your business to the next level? Increase your store's average ticket by helping your consumers create a process plan. Learn how the plan will enable you to go into the home and develop long-term client relationships, not just one-time customers.
1:30–2:30 p.m.
25 Powerful Ways to Maximize Your Sales
Brad Huisken, IAS Training
In today's retail environment, customers are not necessarily looking for furniture when they enter a furniture store. They may be looking for a place and person from whom to buy the furniture. With the increasing competition from mass merchandisers, other retailers and the Internet, retailers need to know how to sell themselves and their store more than ever.
3–4 p.m.
The Inside Secrets of Charismatic Retailers
Rich Kizer and Georganne Bender, Kizer & Bender
Is your store great, or is it just another place to buy stuff? The retailer makes the difference. You can be one of many commodity retailers who merely survive, or you can be a charismatic retailer and thrive on creating unique, one-of-a-kind experiences that thrill your customers and keep them coming back for more.
3–4:30 p.m.
The Retail Sustainability Panel
Panelists will address what they are doing to respond to consumer demand for environmentally conscious practices and how they are incorporating sustainability in their businesses. Moderator Mike Italiano is president and CEO of Market Transformation to Sustainability, and founder, director and CEO of the U.S. Green Building Council. Steve Freeman, of Room & Board, a Minneapolis-based furniture retailer, will be one of the panel's participants. The discussion will focus on leadership and the environment, and is presented by Home Furnishings Business and co-sponsored by Foamex Reflex Natural, the World Market Center and the Sustainable Furniture Council. The panel discussion will take place at the Sands Expo.
Wednesday, Aug. 1
8:30–9:30 a.m.
Strategically Planning Your Exit
Ren Baker, CDS Solutions Group
What will happen when you are no longer able — or willing — to run your business? Whether you have someone in line or not, walk through the steps of strategically planning your exit, ensure a successful transition and secure your legacy for generations to come.
10–11 a.m.
TrendWatch Live!
Michelle Lamb, Marketing Directions Inc. and The Trend Curve
Learn the most important influences impacting home décor today in this special live edition of her monthly TrendWatch column in Accessory Merchandising. The presentation will illustrate emerging styles with images from the most recent trade events, including looks fresh from the show floor in Las Vegas. The seminar will be presented at the Sands Expo, Room 104. It is co-sponsored by Vance's Accessory Merchandising.
10–11 a.m.
Sustainability 101
Designed to assist industry professionals looking to embrace sustainable home furnishings, this seminar will be held in the World Forum on the 16th floor of World Market Center's Building B. Sponsored by Home Furnishings Business. For more information, contact Margaret Casey at mcasey@napco.com.
10–11:30
Neutralizing Your Competition
Rich Kizer and Georganne Bender, Kizer & Bender
One retail chain does something cool for its customers, and pretty soon every store is doing the same thing to build traffic. Yet customers fail to take notice. Learn tips and tactics to put your store above the competition. This seminar is part of WHFA's Academy Training Series
Noon–1 p.m.
Become a Great Coach for Your Sales Team
Toni Lester, ProfitSystems
Coaching is an art as well as a science. An effective coach understands how to communicate in a way that gets results. Learn, as a coach, how to guide, inspire and empower your sales team to realize their full potential as you lead by example.
1:30–2:30 p.m.
Ready, Set, Go, Succeed
Brad Huisken, IAS Training
Learn how to implement a productivity improvement program in your store. Discover how creating an environment of personal growth and development for your most valuable asset, your staff, will result in the growth of your retail furniture business.
3–4 p.m.
The Mystery of the Budgeting Process
Scott Lea, JRM Sales & Management
Learn to create and understand a simple budget and benchmark your company's performance. Discover how setting reasonable, achievable and detailed financial goals can make your profit more predictable and hold management team members accountable for their performance to budget.
4:30–5:30 p.m.
Direct Mail Campaigns & Tips for Retail Success
David Lesniak, Imtek Direct Marketing
Learn about five direct marketing campaigns designed to increase store traffic by targeting both new and existing customers. Guarantee the success of your campaign with 10 direct-marketing tips. The presentation will be followed by a Q&A session.
Thursday, Aug. 2
8:30–9:30 a.m.
Special Events are Very Special
Phyllis Macay, Profitability Consulting
Think outside the box and find ways to pull customers into your store without discounts, credit gimmicks or no sales tax. Macay will explore ways to increase employee loyalty, customer retention and bottom-line profits. You will walk away with a list of tried-and-true ideas to set yourself apart from the competition.
10–11:30 a.m.
Mattress Retail Insights, How to Connect: What Consumers Notice
Craig McAndrews, Innovative Retail Group
This session will provide retail insights through the eyes of the consumer. Learn new methods to deliver an exceptional mattress buying experience at point of sale. This seminar is part of WHFA's Academy Training Series
Noon–1 p.m.
Implementing a Successful Gift & Customer Rewards Program
Greg Clark, ProfitPoint
Understand how gift and loyalty card programs work. We will cover program design, implementation and marketing ideas to maximize the value of a gift and loyalty card program. A Q&A session will follow.
1:30–2:30
Breaking Through the Advertising Clutter
Ross Stevens, StevensMcKissick Advertising
A business is, in reality, competing for attention against all advertising messages, not just those of direct competitors. Learn to design memorable advertising messages that break through the clutter.
3–4 p.m.
Panel Discussion: From Asia to the Home — a Complete Supply Chain Review
Panelists include Carl Abernathy and Eric Clarke, Four Truckers, plus featured guests
Curious about the transportation link between Asia and home? Come join us for a presentation on transportation within Asia, the U.S. and Canada to importers, distributors and retailers, ending with the final delivery to the home. The logistics of transporting furniture will be reviewed, as well as the services available. A panel of experts will field your questions and provide answers.
4:30–5:30
The Perfect Delivery Index: A Practical Tool For Warehouse and Delivery
Dan Bolger, The Bolger Group
Learn how to run a warehouse and delivery operation with lower costs, fewer service calls and less exchanges and returns. You'll be introduced to "The Perfect Delivery Index," a practical reporting technique. Learn to simplify comparisons of individual delivery teams and company results within a performance group and much more.
Friday, Aug. 3
8:30–9:30 a.m.
Branding Strategies That Get Results
Brian Crozier, CDS Solutions Group
Learn how to position your brand with innovative thinking and break away from the generic marketing so prevalent today. You'll leave with strategies that you can put into place immediately, building your brand power, as well as your bottom line.
10–11:30 a.m.
The Consumer Power Paradigm
Adam Southam and Jim Gabbert, Reshare Corp.
Customer power is growing, and you must decide what to do about it. This is an interactive forum for participants to explore topics such as the size and growth of the consumer marketplace, the impact of brands, retailers and e-tailers on consumer perception, buying habits and leveraging loyalty in consumers. This seminar is part of WHFA's Academy Training Series.
Noon–1 p.m.
Developing a High Performance Sales Force
Joe Milevsky, JRM Sales & Management
Many organizations today call themselves team-based organizations. However, many teams haven't worked out what kind of team they are and how they need to work together. Learn how to develop a high-performance sales team by finding, interviewing and hiring top salespeople, properly setting sales goals and holding salespeople accountable for performance.
1:30–2:30 p.m.
Burned Out? Stressed Out?
Learn to Beat the Clock!
Dr. Donald Wetmore, Productivity Institute
Who's controlling who? Are you controlling your time, or is it controlling you? If time has a stranglehold and you feel out of balance, this is a must-attend session. Learn how to set realistic and achievable goals to gain maximum results. Come out on the other side a more relaxed, balanced person.
3–4 p.m.
Put Power into Your Next Promotion
Bryant Dempsey, PSS Power Promotions
Lacking punch in your promotions? Learn how to present company promotions that are creative, image-building, market- share building and, most important, profitable. Learn 10 power principles, which include advertising effectively and offering more of what your customers want and less of what you think they want.
