WithIt focuses on leadership
Alex Lemonde-Gray -- Furniture Today, September 2, 2011
RALEIGH, N.C. — Economic hardship in the early 1970s and early 1980s left the home furnishings industry and consumers feeling terrified, but the industry persevered and rose to the challenge thanks to great leaders, according to Bob Maricich.
That was the message the CEO of International Market Centers conveyed to attendees of WithIt's 2011 Professional Conference here last week.
In his keynote address, sponsored by Comfort Solutions and titled "Lessons in leadership: Tactical principles for success," Maricich acknowledged current difficulties in business and urged the women of WithIt to seize the opportunity to become better leaders.
"I'm sick of the term ‘the new normal,'" said Maricich, whose company operates market showroom buildings in Las Vegas and High Point. "Look at turbulent times and say ‘This is a time of incredible opportunity.'"
He said companies in the industry need to examine their strategy. He defined strategy as a business design that creates value, captures value and establishes a sustainable point of difference.
"Most people in the furniture business say they will make better product for less money. That's a formula for mediocrity," Maricich said.
Identifying elements that create value - including price, access, service and experience - he told attendees to pick two elements and differentiate their businesses.
More than 100 members of WithIt started the second day of the three-day conference with an address from Delia Passi, CEO of consulting firm Medelia Inc., founder of the WomenCertified brand, and author of "Winning the Toughest Customer: The Essential Guide to Selling to Women."
Passi said women are the future for corporate America, quoting a statistic that claims 51% of executives or managers are women. However, women in the U.S. still lag behind men in the share of MBA graduates (38%), financial advisors (15%) and executives of Fortune 500 companies (12%), she said.
Passi said that by understanding the different communication methods between men and women, women will become better at advancing their careers and getting what they want. She described men as generally direct, competitive and linear communicators and women as indirect, collaborative and cyclical communicators.
"The big takeaway for today is that different does not mean difficult," Passi said.
To get results, Passi said women may need to adopt some of men's communication styles. Passi encouraged women to be more direct when communicating, but also to recognize that communication style should vary on a case-by-case basis.
For instance, women often succeed in sales because of their ability to "cushion" proposals, Passi said, but women need to be more direct when asking for a raise or celebrating their successes. By outwardly celebrating their success as men do, women will more clearly define their value proposition to the company, she said.
The theme of women helping women to succeed and lead permeated the conference. "Last year was my first WithIt conference," said Cathy Linder, director of marketing research at Tempur-Pedic International. "I was very impressed by how the group uses role models in leadership to help younger women and women new to the industry."
This year Linder held a seminar, "Steps to effective leadership," in which she identified 10 leadership traits exemplified by women who succeeded in business, art, the military and politics.
During the afternoon, conference attendees sat in on roundtable discussions. Ruth Olbrych, president of Antiques by Zaar, led a discussion on blogging. She said the WithIt conference offered the opportunity to share business ideas and to reenergize.
"This is a great organization," she said. "We're all here to reach back and help someone else up the ladder."
-
First Sandow Media Logistics Conference draws 135
Jun 16, 2011 -
WithIt opens WOW Awards nominations
Feb 10, 2011
Merinos Home Furnishings opening display room, Boyles addition
‘Mega vessels' likely to boost capacity, stabilize freight rates
HOM Furniture adds flooring to six Twin Cities stores
Dan Masters joins Furniture Brands as VP, business development
21 companies from Turkey, Taiwan and China to exhibit at Showtime
Featured Company
-
FurnitureCore.com
FurnitureCore.com is a dynamic web application aimed at the furniture industry. Retailers and manufacturers alike will find our deep reserve of tools to be exactly what their furniture business needs.www.furniturecore.com... more
VIEW ALL GALLERIES
