Sometimes it doesn't pay to know too much. 

Experience is a great teacher because it results in knowledge that has been lived. But, sometimes this knowledge may be ingrained so tightly, that it excludes other knowledge that may be contradictory, but no less true. 

Let me offer an example: A nightstand is a small piece of furniture, with or without doors and drawers, normally placed beside the head of a bed. It provides a surface to set a lamp or place a glass of water, a book, or pair of reading glasses. BUT…a nightstand might not be a nightstand at all. It may, in fact, be a chairside commode. It also may be a telephone table or a stand for a small 20” TV set. 

A china cabinet isn't necessarily a china cabinet. Indeed, it might be a large curio cabinet or collector’s curio. A large love seat might be an ‘apartment sofa’ and a bachelor chest, a foyer console. The point is, when identifying each of these pieces, as furniture professionals we simply may know too much. We label a piece of furniture by its name rather than by its possible uses. 

While I am not suggesting that retailers spread dressers, nightstands, and china cabinets all over the showroom floor, I am suggesting two things. First, some merchandise, especially in clearance mode, may be liquidated much more quickly and profitably when displayed and presented with a little creativity; when it has been displayed as if it was supposed to be there, rather than being just an oddball piece of furniture. 

Sometimes showing a piece in a unique way, suggesting a purpose for which it wasn't originally intended, may give a customer an idea of how to use it at home. Transferring the piece to the clearance area is certainly easier, but in the end, it may sit for quite a while and ultimately be sold for much less. 

Secondly, new employees just entering the retail furniture business should be encouraged and trained to think beyond labels and to create opportunities beyond those that are obvious. For their individual careers and the good of the company, new initiates need to learn that gray is a shade just like black and white, that occasionally there may be several answers, which are all correct. Sometimes, it just may be that we can learn something from those that know much less. 

So, here is an age-old riddle: When is a dresser, not a dresser? ANSWER: When the customer doesn't need a dresser but needs a buffet, a console, a sideboard or a large credenza. 

We would love to hear from you with your thoughts, comments, and ideas about knowing too much; and if you have personal examples of creatively selling items for use in purposes they were not originally intended, we’d love to hear those too.