Educational seminars set for market
Furniture Today Staff -- Furniture Today, January 23, 2012
LAS VEGAS - A wealth of educational and entertaining seminars and events is on tap for the Las Vegas Market. Unless otherwise indicated, all seminars are free to marketgoers and will be held in the Retailer Resource Center Seminar Room, World Market Center C-488/496.
Sunday, Jan. 29
iPad tips and tricks for furniture reps
Learn basic to advanced tools for any iPad business user in this seminar just for sales representatives. Web4Retail will share results of studies with retail clients relative to effective social media techniques, as well as discussing new tools available for effective Internet marketing. Cocktail party to immediately follow, compliments of International Market Centers. RSVP to rsvp@web4retail. com. Building B, 16th Floor, World View
Monday, Jan. 30-Thursday, Feb. 2
First-time buyers orientation
This orientation is designed to help attendees maximize buying time and learn about all the resources, destinations, seminars and events market has to offer. C-368
Monday, Jan. 30
What is the essence of effective selling?
Philip Gutsell, Gutsell & Associates
Most salespeople in our industry were hired for their verbal skills. All too often these skills end up as statements about our products. This seminar will demonstrate the techniques and skills that separate the professional salespeople from the average to below average performers. Gutsell will show and demonstrate the art and science of professional sales communication that leads to relationship selling including: building rapport with your customers, uncovering their home furnishings problems, overcoming common customer objections and of course, closing the sale. Sponsored by Western Home Furnishings Assn.
Julie Smith Vincenti, Nine Muses Media, and Monica Pedersen, HGTV
Pedersen and Smith Vincenti will discuss everything hot for the winter season. The duo will divulge the newest looks in bedroom and accent furniture, upholstery, lighting, area rugs, wall décor and more. Noteworthy designs from Gift+Home and Vegas Kids also will be featured. The companion products guide will be given to attendees to help them fast track to the latest trends at market (Limited quantities available). 0.1 CEU credit. Sponsored by WMC. Building B, 16th Floor World Forum
10:30 - 11:30 a.m.
Setting the stage for effective mattress sales training
Gerry Morris, Inner Spring
Mattress sales associates may be the only touch-point shoppers have with a retailer. With today's emboldened consumers, under-prepared associates can be quickly knocked on their heels and on the losing side of a power struggle. With social media spreading word-of-mouth at light speed, retailers can't afford for shoppers to have a bad experience. This seminar will teach mattress retailers how to create a more effective training system to help your sales associates be up to the task of serving customers. Sponsored by WHFA
LuxeEco and One Good World: Designing the future
Moderator: Pamela Jaccarino, editor, Luxe
Jaccarino will interview a panel of Sustainable Furnishings Council's DesigninGreen Leaders - Lori Dennis, Randall Whitehead, Clodagh and Jeff Hiller. Learn how these designers use tools such as the Las Vegas Market's "One Good Guide" to find vendors and products that serve their needs. Sponsored by WMC and the Sustainable Furnishings Council. 0.1 CEU credit. Building B, 16th Floor, World Forum
Speaking from experience: What works in retail social media marketing and what does not
Crystal Vilkaitis, SnapRetail
If only social media came with an instruction book, we would all be doing everything right! But since with social media comes much trial and error, we've created this seminar to uncover what works and what doesn't when marketing your store on Facebook and Twitter. Sponsored by WHFA
A conversation with Priscilla Presley
In a Q&A session, Presley will discuss her new home collection, The Priscilla Presley Collection. Presley is known for unique style statements that reflect her "original and outspoken personality." The collection is a collaboration with HStudio by Shlomi Haziza, which includes subtle accents of the unexpected paired with a sophisticated design sensibility. Presley's style pairs vintage with modern, with a slight rock and roll edge. In her words, "The Priscilla Presley Collection is a lifestyle brand that embodies timeless elegance and beauty. Inspired by classic couture, coupled with contemporary flair, it is an offering of modern sophistication for every home and everyone." Sponsored by WMC, LVDC, HStudio. LVDC Seminar Room, C-176
More clients, more sales, more profit
John Egger, Profitability Consulting Group
Egger will give you the latest on developing more clients and getting more sales with higher profit margins. Sponsored by WHFA
Influential women in the home and design industry
Join HGTV's Libby Langdon, social media maven Lori Dennis, Withit President Julia Rosien and other influential women for an interactive discussion on how to succeed in today's furnishings industry. Sponsored by Withit and WMC. Building B, 16th Floor, World Forum
How to use smartphones, iPads and other mobile devices as furniture sales trainers
Mark Lacy, The Furniture Training Co.
Your sales associates spend down time every day surfing the Web, posting on Facebook, tweeting and watching YouTube videos. They waste time tapping smartphones, swiping tablets, and clicking Web links on laptops. Learn how to easily and affordably turn your associates' time wasted on mobile media for entertainment into mobile education. Turn mobile devices into personal tutors teaching furniture product knowledge, room design, and selling skills that increase furniture sales. Learn how to deliver with mobile technologies the consistent, essential training associates need but you and your managers never have time to provide. Sponsored by WHFA
Canada on the rise: An insider's look at the hottest design trends and condominium projects sweeping Canada and how designers can profit
This new presentation will give an inside look at Canada's hottest trends in condo design by showcasing two of Canada's largest markets, Toronto and Vancouver. A mixer will immediately follow the panel discussion for networking with the panelists, as well as other Canadian-market designers, manufacturers and retailers. Sponsored by WMC and International Designers of Canada. C-176
Tuesday, Jan. 31
2012 bedding forecast and panel discussion
David Perry, bedding editor, Furniture/Today
Perry unveils the newspaper's 2012 Bedding Consensus Forecast, detailing unit and dollar performance in the industry based on the insights of bedding producers. Provides an insider's look at what kind of year bedding's top CEOs are expecting. A panel of producers, retailers and suppliers also will discuss the forecast. Sponsored by Furniture/Today. Building B, 16th Floor, World Forum
It's all about synergy, baby: Combining offline and online media
Kyle Doran , R&A Marketing
Facts and figures are great. They allow us to figure out where the world is moving, and what we are supposed to be looking for. But they are not the game changers to make money today. It's a combination of gut, knowledge and numbers. This seminar will explore not viewing "online" and "offline" as exclusive but inclusive of each other to produce sales for retail today. This seminar will offer five sure-fire ways to combine online and offline media plus figure out what all of these media do today. Sponsored by WHFA
Pamela Jaccarino, Luxe Interiors+Design, and Anthony
Baratta , Diamond Baratta Design
Join the leading source for beautiful surroundings and living well, Luxe Interiors+Design magazine editor-inchief Pamela Jaccarino, along with one of America's most celebrated interior designers, Anthony Baratta of Diamond Baratta Design, as they reveal their favorite pieces from the winter Las Vegas Market, discuss what their readers and clients are looking for today, smart strategies for shopping market and more. The highly visual presentation will be followed by a Q&A. 0.1 CEU credit. Sponsored by WMC and LVDC. LVDC Seminar Room, C-176
How independent retailers can make money using daily offers
Crystal Vilkaitis, Snap Retail
Vilkaitis will explain how daily offers work and how you can increase sales with this new marketing phenomenon; finding your place in the deal space. Sponsored by SnapRetail. C-352
What's all this buzz about QR codes?
Ron Gordon, MicroD
QR codes seem to be appearing everywhere in the home furnishings industry but are they really ready for prime time? Are they practical? Who's using them, and what kind of results are they getting? How are they generated? Where does the data come from? What are the benefits of using QR codes? Are they a "better" way or just "another" way of doing something you're already doing? Sponsored by WHFA
Superior retail selling: 6 powerful principles of influence
Jeff Hiller, ProAction
This seminar will provide valuable perspective on key industry trends and ammunition for retailers to connect, convince and close more customers. Sponsored by WMC. Building B, 16th Floor, World Forum
Strength in numbers: Building effective "buy independent/buy local" campaigns
Jeff Milchen, co-founder, American Independent Business
This presentation will guide you through key components of building a "buy independent/buy local" campaign that can create real shifts in local spending culture, while pointing out common pitfalls to avoid. Sponsored by WMC and Gift+Home. C-352
Making green on "green"
Vicki Worden, president, Worden Associates
Improve sales on high margin mattress and bedding products with the only environmental and safety consumer disclosure program, from industry advocates at the Specialty Sleep Assn. Vicki Worden, environmental consultant and principal of Worden Associates, shares best practices for promoting products that meet criteria, how to correctly market products in order to avoid Federal Trade Commission scrutiny and fines - and how documentation can win over a growing segment of "conscientious" consumers who value these product assurances. Sponsored by Specialty Sleep Assn. C-1350
Sherwin-Williams Colormix forecast
This 2012 color forecast proves that a palette doesn't need to stray far from its roots to make a big design impact. Forget the expected tone-on-tone pairings. Sherwin-Williams color experts draw inspiration from fashion-forward color-washing and ombré dyeing techniques to experiment with color values and hues within color families to create four vibrant palettes. They also embrace the sustainable landscape, which has become an enduring influence on all aspects of décor and design. The 40 hues highlighted in Colormix 2012 stay close to home with earth-inspired color family groupings. 0.1 CEU available. C-176
Social media: Connecting the dots to ROI
Tim O'Neill, Storis Management Systems
Social media is the secret element that drives many great marketing campaigns' success. Today, prospects research your company before moving forward. They listen to what's being said both among friends and complete strangers. What they find will impact the image of your business and sales. In this seminar, we'll discuss the numerous social media tools helping to drive lead generation and sales. We'll review key social and mobile enablers for Web sales, unique social media selling points, and blogging acting as a way to reduce customer calls. Additionally, we'll introduce tools such as social bookmarking and many more essential social media tactics for 2012. Sponsored by WHFA
Proven retailer success using social media. How they did it and how you can, too.
Crystal Vilkaitis, SnapRetail
After working with hundreds of retailers in the past year, Vilkaitis has compiled case studies and listed top tactics that work for retailers. During this seminar she'll help you understand how you can implement them into your stores. Sponsored by SnapRetail. C-352
The skill of asking questions: The key to great sales results
Jody Seivert, Profitable Partnership
While there are personal talents and characteristics that contribute to the success of great salespeople, not to be overlooked are the skills of managing and executing the sales process masterfully. The greatest skill, and one that is present in every step of the process, is the skill of asking questions. Come and learn the questions that connect, qualify, manage concerns, and get commitments to increase your own sales results or those of your sales team. Sponsored by WHFA
Easy-to-implement customer loyalty programs that track themselves
Christi Tullis, Puttin' Out
Join Tullis to learn how to incorporate a loyalty program with little or no work on your part. Build brand loyalty, keep the attention of current customers, and attract potential customers. Sponsored by WMC and Gift+Home. Building B, 16th Floor, World Forum
Creating the ideal sales team
Joe Milevsky, JRM Sales & Management
Do everything else right but this, and your company will dramatically underperform and could fail. What are the "must have" qualities and how do I avoid making a hiring mistake? How do I utilize incentive compensation but avoid conflicts? How do I train, coach and hold salespeople accountable? How do I know if I have the right number of salespeople? What do I need to do to get my lower performers towards the middle, the middle performers toward the top and help the top performers reach their goals? Sponsored by WHFA
Difficult clients and practical solutions
Margi Kyle, The Designing Doctor
What do you do when your dream client turns out to be your worst client? Popular TV host and interior designer Kyle, known as "The Designing Doctor," knows how to avoid such problems before they start and how to handle the problems if they do start. Learn how to run your business, create a brand for your business, and deal with the changing needs of your clients. Figure out which clients will make you money and which clients will take your money. 0.1 CEU credit. LVDC Seminar Room, C-176
Wednesday, Feb. 1
8 a.m.-12:30 p.m.
Come and meet some of our industry's most intriguing and successful women executives who just might introduce you to something new or inspire you to be better at what you do now. This session is perfect for all women who are interested in excelling in the home furnishings industry. An interactive schedule includes roundtable discussions and coordinated showroom tours based upon your preference and interests. Wine reception immediately following in Ergo Bedroom showroom with a book signing and door prizes. Sponsored by WithIt. C-344
Creating a winning team: Strengthening your organization from the inside out
Rene' Johnston-Gingrich, Profitability Consulting Group
This workshop focuses on how we can strengthen our internal team and increase our bottom line. This seminar highlights a positive and proactive approach to creating a highly productive sales team and a harmonious work environment, as well as how to make the most out of every opportunity. Sponsored by WHFA
A perfect match: Integrating social media and email marketing to increase foot traffic
Crystal Vilkaitis, SnapRetail
Vilkaitis will teach how to create a cohesive marketing plan using email and social media to drive feet from the street. Sponsored by WMC, Gift+Home and SnapRetail. C-352
Behind the bulb ban: Incoming lighting legislation and LED technology
Joe Rey-Barreau, AIA
Rey-Barreau will explain how legislation and other shifts are affecting the lighting landscape. He will also demystify emerging technologies and the appropriate applications for them. Sponsored by WMC, Residential Lighting, Gift+Home and Home Fashion Forecast. Building B, 16th Floor, World Forum
The secret's out: What to expect when you hire a promotion company
Ron Cooper and Barry Gevertz, Profit Management Promotions
In this no-holds barred seminar, you'll get a sneak preview of an actual case study of a struggling independent furniture retailer that transformed its image in 2011 and redefined its future by hiring a promotional company to run a high-impact sale. You'll learn how to determine whether you need to rebrand your image - and if so, just how to accomplish this. You'll get the inside scoop on the changes that promotional companies implement when they partner with an independent retailer to run an event. Find out how this retailer produced high volume while maintaining its profit margin, and subsequently unlocked its true potential in the marketplace. Sponsored by WHFA
11 a.m.-1 p.m.
Design icon: Jamie Drake
Drake is the 2012 WMCLV Design Icon Award recipient. The Design Icon Award celebrates modern-day design legends and gives them a platform to share their stores and inspire others. A reception honoring Drake will take place in the Safavieh showroom, A-101, immediately following the presentation. Sponsored by WMC, Las Vegas Design Center and Safavieh. C-176
Strength in numbers: Building effective "buy independent/buy local" campaigns
Jeff Milchen, co-founder, American Independent Business Alliance
This presentation will guide you through key components of building a "buy independent/buy local" campaign that can create real shifts in local spending culture, while pointing out common pitfalls to avoid. Sponsored by World Market Center Las Vegas and Gift+Home. C-352
12:30 p.m.-1:30 p.m.
How to get new customers into your store every day
Daryl Oldenkamp, Color Ad
Advertising is not an option. Good signage inside and out is not an option. They are as critical to the life of your business and its success as the rent, electric bill and payroll. For more than 21 years, Color Ad has guided thousands of retailers to increased profits. Learn about targeting, how to design the right brand for your customer, how to get a customer into his or her "buying cycle" and how to measure, manage and adjust your monthly strategy. Sponsored by WHFA
Marketing in the new world to the world
Adi Tatarko, CEO, Houzz
Learn how mobile, local and social technologies are revolutionizing the way design professionals connect and communicate with clients and prospective clients as Tatarko demonstrates how Houzz, a new website and app, is helping the design industry tap the power of next-gen tools to gain greater exposure, acquire new business locally and beyond borders, collaborate more effectively with clients and more. Sponsored by WMC and Houzz. C-176
Designs on film: A century of Hollywood art direction
Cathy Whitlock, interior designer.
Join Whitlock as she previews her book "Designs on Film: A Century of Hollywood Art Direction," which surveys the history of production design and set decoration, highlighting the marriage of cinema and design. Followed by a book signing and meet and greet. Sponsored by WMC and Las Vegas Design Center. C-176
Merchandising your store in today's ever-changing climate
Bob Moorman, JRM Sales & Management
Does your merchandising engage customers through a better understanding of their preferences and behaviors? How should your merchandise lineups be structured? What does the first 500 square feet near the entrance of your store tell the customer? How are you merchandising your floor, what's new? Your product tagging strategy - is it customer friendly? Your customers - what demographics are you merchandising to? Merchandising must enhance the customer experience and create environments that make customers want to buy. Sponsored by WHFA
Creative merchandising displays on a budget
Patricia Norins, Gift Shop Magazine
There's no question that incredible store merchandising translates to higher store sales. Norins, publisher of Gift Shop Magazine, will share innovative visual merchandising strategies that will inspire you to create more impactful displays that will help you sell more products. In this fast-paced and highly visual seminar, you will walk with strategies to create unique props, new ways to implement color, ideas to create interesting new signage and effective point of sale displays, and great tips for store lighting. Sponsored by WMC, Gift Shop. C-352
Every delivery tells a story
Kevin Truett, Speedy Delivery
Every delivery tells a story - some good, some bad.
This session will recap real life stories of delivery crews that became heroes and some that produced zeros. We'll learn from these stories and discover exactly what went right and what went wrong. From amazing repeat customers to tragic accidents in the field, the delivery tells all. Sponsored by WHFA
Thursday, Feb. 2
Turning display into dollar sales
Barry Rishton, deBarry Designs
This seminar will show dozens of pictured examples of how to take your current retail setting to the next level. Additional sketches and examples will show how to sublet to lessees such as coffee shops, snack bars, bookshops and even clothing boutiques to drive more customers to your showroom. Rishton has a master's in design education and more than 40 years in furniture display at retail. He will share how to showcase your space, whether a large showroom or small store, that will enable the customer to see products better and envision how they will be used in their homes. A final emphasis will show you how to use your sales staff to get customers back into the store, see fresh displays and develop key customer relations. Sponsored by WHFA
Top secret merchandising: Creating socially accepted home décor displays
Christi Tullis, Puttin' Out; Dann Foley, designer.
Join Foley and Tullis as they share ways to engage your audience through creative merchandising and displays. Sponsored by WMC and Gift+Home. Building B, 16th Floor, World Forum
The model store for the new economy
Brad Huisken, IAS Training
When people walk through your door they are not looking to buy furniture. They are looking for a connection with someone and something. Do you know your story? Does your staff? How are you connecting with the customer before, during and after the sale? No longer can you sit back and wait for customers to come to you. How are you en gaging with this new consumer and how are you sharing your unique story to capture that loyal business. The main responsibility of a sales manager is to give his or her people the help, training, and guidance that they need in order to achieve success. Learn how to share stories, share success, and stimulate your business and your staff. Sponsored by WHFA
Antiques in modern rooms
Thomas Jayne, interior designer
Join Jayne as he discusses how he integrates antiques into contemporary environments and modern settings, showing examples along the way. Followed by book signing. Sponsored by WMC and Las Vegas Design Center. C-176
This old dog had to learn new tricks
Bill Napier , Napier Marketing Group
Napier shows you a road map to a successful Internet marketing strategy because your customer today is much different than your customer of five years ago. They are younger and grew up in a wired world. The Baby Boomer generation, 47-65 years old, is not the primary consumers of home furnishings as it once was. Generations X and Y, totaling 112 million, are the new demographic for home furnishings and they are "wired for the Internet." This makes it critical that your Internet strategy attracts these new buyers to your store, and to do this you must be found in online searches. Three out of four furniture purchases (76%) are influenced by online research and 81% of home furnishings shoppers cite the Internet as their number one source of information. In a recent survey of these generations, 59% of use their smartphones to find nearby stores, research product details, research reviews and more. If you are not found in search engines, you risk not making the connection. Sponsored by WHFA
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