2010
I just read Jerry Epperson’s piece written for his company’s monthly furniture business report, “The Furnishings Digest Newsletter” for November, 2009. In it he recaps the recent High Point furniture market and the furniture business in general. He outlined why he felt that business for our industry would likely not begin to rebound significantly until August, 2010.He states, “We believe we are safe in saying that getting your business ready for a recovery in the second half of 2010 would be a sound business move.”
I would like to underscore his viewpoint particularly in one key area. Clearly, in businesses across the country, companies have had to become leaner and more efficient with their personnel and payroll. Sadly, there have been severe lay-offs that have contributed to the country’s unemployment rate of 10.2%. Theoretically, however, the good news for businesses that have survived the downturn is that companies are lean and mean with work forces that are the most effective and the best groups of employees available to operate these businesses. After all, who would fire the best workers and retain the worst?
“…getting your business ready for a recovery…” should go well beyond, updating the showroom or inventorying product geared for a projected increase in sales. As important, is being sure that the management, operational, and selling staff is also ready for an uptick. This means training, training, and training. What better time is there to pay significant attention to training employees at every level than when there is the time to do it. Is it not short-sided to decide to cut spending of dollars or expenditure in time to make the employee base of the company better, more effective, and more efficient for the future?
Whether you choose to use my set of books, “Furniture Industry 101″ available at the Furniture/Today Research Store as a starting point, you choose to train in-house or you choose to employ an outside company, do it now. Do it now BEFORE your business turns north in order to be able to capture every last profitable sales dollar available to you.
Merchant from Houston commented:
What is wrong with Jim selling?
Nothing! If most retailers would get off thier ass and try a little bit more "Selling" and delighting thier customers, it would do wonders for thier business!
Selling is what we do!
wreath loombs commented:
self serving dribble,sell yer book another poor writer and self promoter who says nada about our dead and slowly going even deeper into toilet industry,write a real story just once pleeeeeez,ft is old n moldy hope new owners read this bfr its yanked...........bunch a slacker writers at ft
Jim Green commented:
Thank you, Mark. I remember you from your Broyhill days and you were nothing but a gentleman. I certainly wish you well and would like to hear from you and catch up with what you are doing now. If you find the time, please do write me at jim@furnitureindustry101.com
Mark Summerour commented:
Jim,I couldn't agree more about the training. Truth is that there was a real lack of it even before business got tough and it is necessary for success. I have read you books and they are easy for a retailer to understand and to teach to their respective staff. Now truly is the time to sharpen everyones skills when it's slow.
Sales Rep commented:
Who would fire the best workers and retain the worst? Broyhill's been doing that throughout 2009 with their sales force. They've fired many of the best performing, (and highest paid) Sales Reps and have retained many of the worst.
Jim Green commented:
With apologies to those that believe my message was "self serving" and held no validity my point is that often business is so fast paced that training takes a second, sometimes non-existent, place in a company's priorities. Now that there may be time, use it to advantage so that the future may be faced with greater effectiveness and efficiency. I write this blog BECAUSE I wrote my book set for the novice in furniture retailing. Self serving or not, many independent business owners don't really know what to do with regard to training. If you read this blog regularly, you might note that I mention the book set in my posts very infrequently but this time it seemed appropriate for the topic.
Mathieu Robert commented:
This is so pathethic. I can’t even believe that a company actually pays you to write such verbatims.
Robert Mark commented:
FT never ceases to amaze its readers. This is so self serving that it borders on absurdity and is embarassing. Keep up the great journalism which teaches us nothing new, holds no editorial opinions, and rejoices in perpetuating the mediocrity which is almost finished destroying our industry.
industry veteran commented:
AMEN
Midwest Merchant commented:
Although your point is well-taken that there is a great opportunity to employee training; your self promotion takes away from your otherwise important message.
