Furniture People

Furniture management news and awards involving furniture manufacturers, retailers, suppliers, sales representatives and others in the industry

Videos

  • Black Dog Salvage

    India Inspiration: Destination Design by Black Dog Salvage

    Repurposed, reclaimed and refurbished materials from India are at the heart of a new furniture collection — Destination Design by Black Dog Salvage — coming to spring High Point Market. Get an exclusive behind-the-scenes look at the country that inspired a collection.

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Blogs

  • Mike Root

    A Rep's Perspective

    Mike Root

    April 18, 2017

    Strategy 9: The presentation of product meeting

    In my many years of working for various factories, I have seen the good the bad and the ugly of sales presentations. Since market starts this week, this column should be as helpful to the factory as it is to the rep. The good factories make sure their sales associates have all the tools they need to help a retailer make an informed decision. This includes a good picture, correct pricing, dimensions and fabric swatch if applicable. If the product mixes with other products from a certain factory, then those items that mix together should be identified. Going into market ...

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  • Mike Root

    A Rep's Perspective

    Mike Root

    April 11, 2017

    Strategy 8: Preparation for your meeting with a buyer

    Your goal as a professional sales associate, should you choose to accept it, is to secure a meeting with a buyer and present your product as the best option among all others a buyer has to choose from. That is a tall task in this hyper-competitive market. It requires a good product that matches what the end consumer is looking for, good communication of benefits, and an understanding of the retailer’s needs. In order for those all to match up it requires effort on the part of the sales professional to apply basic sales skills used in any industry ...

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  • Mike Root

    From A Rep's Perspective

    Mike Root

    November 22, 2016

    Happy Thanksgiving

    The work has been done for 2016. Orders have shipped, ads have been placed, and the holiday season is upon us. I hope it has been a good year for you. We of course still have another month to go, but much of a sales rep’s business this next month is working on placements from October market which essentially means building for 2017. In our industry and many retail related industries it is natural to get caught up in the hustle of the fourth quarter retailer’s ad calendars. As important as this time is for the financial pocket ...

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