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Furniture Biz 101
Jim Green Hi, I’m Jim Green, author of the three volume set of books on the retail furniture business, Furniture Retailing 101 . The set of books looks at the industry from a newcomer’s perspective and covers the fundamentals and basics of nearly every aspect of furniture retailing. Though it has been written for the novice, I believe the book set will have real value to individuals entering the business from other industries, journalists, analysts, manufacturing executives and representatives and anyone with an interest in learning more about our industry. I have over 30 years experience in both the supply and retail sides of the furniture business, and hold an MBA in Management. In this Web log I will write about some of the more basic and rudimentary aspects of our business and present observations of some of what I have learned over the past three decades. Visit my web site at www.furnitureindustry101.com . Contact me at jim@furnitureindustry101.com or phone 727 347-1201.
Loyalty
Posted
by Jim Green
on 2013-03-07 16:26:22
When I was a kid, I remember my father only drove Buicks, my mother only shopped at the A&P, and we only ate Sunbeam bread. For furniture, my parents only went to Lester Brothers, a locally owned, hometown furniture store. I think in today's retail environment, consumers still have their loyalties to some products and retailers. My last four vehicles have been Honda products. We only shop at Publi... Read More
Comments (3)Proactivity
Posted
by Jim Green
on 2013-01-18 21:53:21
I have written about this before, but I think it bears repeating. There are so many marketing opportunities available that are absolutely free or very inexpensive to any furniture retailing business aimed at engaging potential customers to visit the showroom; in my observation most are just not being exploited. In these next few posts I would like to toss out a few ideas.Some retailers seem to thi... Read More
Comments (3)For Sales Associates # 7
Posted
by Jim Green
on 2012-11-09 20:09:10
I have been identifying concepts and tactics which retail salespeople might utilize to better optimize their sales. My hope is that managers will use these as topics for group discussions with their associates. I would love to hear back from readers for feedback.The First 15 SecondsIt has been said, and I fully believe, that most sales are made in the first 15 or 20 seconds of interaction between... Read More
Comments (3)For Sales Associates # 6
Posted
by Jim Green
on 2012-10-12 14:02:29
I have been identifying concepts and tactics which retail salespeople might utilize to better optimize their sales. My hope is that managers will use these as topics for group discussions with their associates. I would love to hear back from readers for feedback.Borrowing SkillsMany years ago, I visited an electronics store to shop for a new stereo hi-fi (that's what they called it in those days).... Read More
Comments (6)For Sales Associates # 5
Posted
by Jim Green
on 2012-10-05 18:40:14
In this series, I have been identifying a few tricks, tips and truths which retail salespeople might use to achieve the sometimes elusive ‘increase in sales'. My hope is that managers will use these as topics for group discussions with their associates. I would love to hear back from readers for feedback.Selling and TrustI was raised in the men's clothing business. My Dad owned a clothing store in... Read More
Comments (1)Industries: Homepage, Business News
For Sales Associates # 4
Posted
by Jim Green
on 2012-09-20 13:49:18
In this series, I have been identifying a few tricks, tips and truths which retail sales people might use to achieve the sometimes elusive ‘increase in sales'. My hope is that managers will use these as topics for group discussions with their associates. I would love to hear back from readers for feedback.FABIn ‘For Sales Associates #3', I spoke of the need on the part of sales people to understan... Read More
Comments (1)9/11
Posted
by Jim Green
on 2012-09-11 18:37:12
11 years ago today, had a profound effect on me as it did on hundreds of millions of other Americans, indeed, hundreds of millions of people around the world. I had spent decades in the furniture business in both the retail and the manufacturing sectors of the industry. The destruction of the twin towers, not only beautiful buildings but also soaring symbols of America's ingenuity, creativity, wor... Read More
Comments (1)For Sales Associates #3
Posted
by Jim Green
on 2012-08-31 17:46:36
In this series, I will try to identify a few tricks, tips and truths which retail sales people might use to achieve the sometimes elusive ‘increase in sales'. My hope is that managers will use these as topics for group discussions with their associates. I would love to hear back from readers for feedback.Getting Them BackThe retail furniture business was very different decades ago, before the adve... Read More
Comments (2)For Sales Associates #2
Posted
by Jim Green
on 2012-08-10 13:45:00
In this series, I will try to identify a few tricks and truths which retail sales people might use to achieve the sometimes elusive ‘increase in sales'. My hope is that managers will use these as topics for group discussions with their associates. I would love to hear back from readers for feedback.Stalking on the Sales FloorIn my opinion, there is one thing that potential customers detest more th... Read More
Comments (3)For Sales Associates #1
Posted
by Jim Green
on 2012-07-20 21:10:00
Some managers view retail sales associates as minor ingredients in the road to success, or worse ‘necessary evils'. Believe me...I've actually heard it said. The reality is, that at the very least they are the direct link between the company and the consumer; at the most the key element in success and growth for the company. In this series, I will identify some truths of which retail sales people... Read More
Comments (6)For New Buyers #11
Posted
by Jim Green
on 2012-06-11 19:02:12
Question: When is a dresser not a dresser? Answer: When it is a buffet, a console, a hall piece or a sofa table. Question: When is a nightstand not a nightstand? Answer: When it is a chairside table, an end table, or an accent piece.Knowing Too MuchSometimes it is possible to know too much. Clearly, a bedroom dresser is meant to be used in a bedroom. That's why it was manufactured. Knowing this is... Read More
Comments (2)For New Buyers #10
Posted
by Jim Green
on 2012-05-18 14:11:56
Buying looks easy. Go to market, select some furniture to set on the showroom floor, write the PO, and then wait for the merchandise to arrive so it can be displayed. Sounds simple, right? This description is...but it is not all the merchant's job description entails. Not by a long shot; and the best merchants understand there is a great deal more organization involved if a store is to maximize it... Read More
Comments (6)Industries: Research / Analysis, Business News
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