Educational seminars set for market


All seminars held in WMC Building B, 16th floor, World Forum unless otherwise noted.

Sunday , Jan. 31

9 a.m.-6 p.m.
One Good World ECOngress: Legal Sourcing and Building Green Markets
This all-day summit discusses the critical nature of legal wood sourcing and the revised Lacey Act. Attendees will learn about common concerns and practical solutions for all points in the home furnishings supply chain as well as receive an update on the merger of perspectives of government, academia, supply, manufacturing, retailing, media and marketing. Speakers will include representatives of the Sustainable Furnishings Council, World Wildlife Fund, U.S. Department of Justice, Williams-Sonoma, Architectural Digest, Century Furniture, Yale University, FSC, ASID, LEED, Savannah College of Art & Design and others. Sponsored by World Market Center, One Good World and the SFC. Space C-888

Monday, Feb. 1

9-10 a.m.
How to Use Available Co-Op Advertising Dollars to Pay for Your E-mail Marketing
Greg Panos
This seminar explains how to identify and use funds that many manufacturers make available (yet many retailers do not take advantage of) to cover the costs involved in the marketing medium that still has the highest return on investment — e-mail marketing. Sponsored by WMC and Vegas Kids. Space C-888.
10-11 a.m.
First Look at Las Vegas Market
Monica Pedersen, HGTV
Authored by Julie Smith and presented by guest speaker Monica Pedersen, this presentation will let buyers get fast-tracked to the newest products and trends available on the show floor. Sponsored by WMC.
10:30–11:30 a.m.
Sweat the Small Stuff
Brad Huisken, IAS Training
In today’s retail environment, the difference between a mediocre and spectacular furniture salesperson is the small things. Learn the little things that make the difference between a poor, average and sales record-breaker salesperson. Sales personnel have to be sales professionals today. The days of having clerks are gone forever. Give yourself and your staff the tools to sweat the small stuff and maximize your furniture sales and profits. Retailer Resource Center, B-1630
11 a.m.-Noon
Engaging with Your Customers — the Web Way
Diane Burley, Pure Contemporary
The Web has been the greatest “creative destructor” in the last 100 years — upending business models and trusted channels and forever changing the way customers seek information. But Web technologies can be overwhelming. This presentation will provide an overview of the Web marketing techniques necessary to attract, engage and retain customers. Sponsored by WMC.
Noon–1 p.m.
Five New Ways to Connect with Your Customers
Gerry Morris, Sleep Trust
The mattress industry is being transformed before our eyes. Using social media, today’s enlightened and empowered consumers influence where people shop and what they buy. It’s word of mouth with afterburners. Come learn how retailers can connect and create outstanding customer experiences or get left behind. Sponsored by WHFA & NHFA. RRC, B-1630
Noon-6 p.m.
Design Beyond
Part of the InspireDesign contract show, Design Beyond is a series of installations by visionary architecture and design firms representing the future of hospitality and healthcare design. Sponsored by WMC and Interior Design magazine. Space C-396.
1-2 p.m.
InspireDesign keynote speech
Dewitt Jones, photographer
Jones, a professional photographer, will present the global photo essay “Clear Vision.” He spent 20 years as a freelancer for National Geographic and published nine books and had two films nominated for Academy Awards before he was 30. He also has done advertising campaigns for clients such as Dewar’s Scotch, Canon and United Airlines. Includes a healthy, tasty, eco-friendly boxed lunch. Sponsored by WMC. Space C-352
1:30–2:30 p.m.
Transforming Show & Tellers into Closers
Steve Smith, Profitability Consulting
This seminar will reveal the processes and techniques for turning your chronically underperforming salespeople into true sales professionals. This session will showcase a logical and systematic “paint by numbers” approach to deal with tougher customers. Sponsored by WHFA and NHFA. RRC, B-1630
3-4 p.m.
From Paris and Cologne to You: Merchandising for a Must-See, Must-Be-There Retail Experience
Connie Post, Affordable Design Solutions
Post brings the most invigorating styles, forms, colors and trends from the Milan and Cologne furniture fairs to the retail merchandising experience. Her fast-paced talk will offer energy, aesthetics and tricks of the trade from a leader in spatial design. Post is CEO of Affordable Design Solutions, a design resource for retail and manufacturing showrooms, and author of “A Beautiful Room Will Change Your Life.” Sponsored by WMC and WithIt.
3–4 p.m.
Leave a Legacy, Keep Your Sanity
David Lively, The Lively Merchant
Unless you are over 95 years old, you have never held a job or managed a company in such a time as this. Your world is changing, your customer is changing and your company is changing. In fact, 60% of independent family businesses owners will transfer ownership and control in the next five years. Although there aren’t many nonagenarians among us, we can dig into the past to understand the future. Bring your notebook, your thinking-cap and your debate skills to this comprehensive look at family business, past and future. Sponsored by WHFA & NHFA. RRC, B-1630
4-5 p.m.
Becoming a Retail Superstar: Business Building Lessons from America’s Best Independent Stores
George Whalin, author of “Retail Superstars”
In the middle of the most severe economic downturn in memory, some independent retailers are not only surviving but thriving. Whalin’s new book, “Retail Superstars,” tells the story of 25 stores that redefine what independent retailers can do in a highly competitive environment. Whether just starting out or eager to take business to the next level, retailers can learn what has worked for the best in the business. Followed by a book signing with the author. Part of the Business Survival/WHFA Academy Series. Sponsored by WMC and WHFA.

Tuesday, Feb. 2

8 a.m.-6 p.m.
Design Beyond
Part of the InspireDesign contract show, Design Beyond is a series of installations by visionary architecture and design firms representing the future of hospitality and healthcare design. Sponsored by Interior Design magazine. Space C-396
9–10 a.m.
Government Regulations that Impact Your Consumer Financing Program — Learn How to Grow Your Business in the New Decade
GE Money
This program will look at the regulatory changes in the credit card industry and how this will impact your business. Topics covered: Credit CARD Act of 2009, implications for merchants, how to succeed with financing in the new year. Sponsored by WHFA & NHFA. RRC, B-1630
9-10 a.m.
IIDA/InspireDesign Keynote Panel: The Convergence of Healthcare and Hospitality Design.
Join IIDA’s CEO Cheryl Durst as she leads a panel of healthcare and hospitality design experts: Amy Lopez, Ric Marencic, Jane Rohde, and Lauren Rottet as they have an explicit and candid dialogue revealing how healthcare and hospitality designers are much closer in thought, sensibility and practice than ever before. Sponsored by WMC and Interior Design magazine. Space C-352
9-10 a.m.
Export Experts—NAFTA Update
Andrew Edelfson
From hotels to hospitals, this interactive session will be illustrated with up-to-the-minute examples of projects, products and the process behind successful design solutions that combine the elements and best practices of healthcare and hospitality design. Sponsored by WMC. Space C-884
10-11 a.m.
The New Language of Marketing—Panel Discussion exploring post-recession marketing to the luxury consumer
Moderator: Lloyd Princeton
Panelists: Windosor Smith, Windsor Smith Home; Terese Eyre, Montblanc North America; and Mayer Rus, design and culture editor for the Los Angeles Times
Moderated by design industry guru Lloyd Princeton, the panel will include lifestyle and luxury segment leaders in media, retail and trade marketing. All marketing communities are wondering whether consumers will return to pre-recession spending habits. We know that the affluent community still has money to spend. But will they? How will businesses need to position themselves in order to be heard, understood and purchased from? Sponsored by WMC.
10-11 a.m.
The Green Debate Seminar
Moderator: Lauren Esposito, New Look magazine
Panelists: Brooke Pearsall, HVS Compass; Donald Griner, Choice Hotels – Cambria Suites; Deidre Schwartz, American Hotel Furnishings; Brent Lynch, HFS/Concepts 4; and Peter Hapstak, CORE.
The Green Debate panel will bring together a mix of hospitality executives to explore the obstacles and advancements in the hospitality sustainability movement. Sponsored by WMC and Hotel Business. Space C-344.
10:30–11:30 a.m.
Turning Your Furniture Website into a Lead Machine!
Steven McLendon, MicroD
With the overwhelming majority of the consumers starting their furniture shopping experience online, the effectiveness of your online store’s ability to generate leads that drive the consumer to the store can have a significant impact on sales. This session will explore the practices that lead the consumer to your online store and stimulate inquiries and trips to the store. Sponsored by WHFA & NHFA. RRC, B-1630
11 a.m.-Noon
The Influence of Latin America in Contemporary Design
Adriana Hoyos
Latin America is a region full of creativity and with a special talent for innovation. It has both artisans and organic materials easily available. International furniture and interior designer Adriana Hoyos suggests that Latin American design is ready to evolve to a level of sophistication limited only by the imagination. Sponsored by WMC. Space C-886
11 a.m.-Noon
Las Vegas Market Retail Roundtable
Jenny Heinzen-York and Susan Dickenson, Home Accents Today
What’s really happening at the retail level? Get the scoop straight from the retailers themselves during this interactive panel discussion hosted by Home Accents Today editors Jenny Heinzen-York and Susan Dickenson. Topics will include the consumer mindset, holiday sales reports, buying plans, store operations, and more — showcasing exclusive Home Accents Today and Furniture/Today research. Space C-884
Noon–1 p.m.
Turned On and Excited! Build Sales, Energize Customers & Increase Profits
Rich Kizer and Georganne Bender, Kizer & Bender Speaking!
Regardless of how well prepared you are to do business or how well defined your business plan, if the people in your store — from stock person to store manager — aren’t Turned On and Excited, your customers won’t be either. Sponsored by WHFA and NHFA. RRC, B-1630
Noon-1:30 p.m.
CEO State of the Industry
Co-moderators: Dennis Nessler, Hotel Business, and Greg Sleter, New Look magazine
Panelists: Jon Nehmer, JN&A; Roger Thomas, Wynn Design & Development; Peter Hapstak, CORE; Steve Van, Prism Hotels; and Bill Langmade, Purchasing Management International
This panel will bring together executives from different areas of the hotel industry for a discussion about the current state of development and design along the challenges (and solutions) each is facing. Sponsored by WMC. Space C-352.
1-2:30 p.m.
DESIGNINGreen
Angelo Surmelis; Kathy Ireland; and Michela O’Connor Abrams, Dwell magazine
DESIGNINGreen is a green interior design symposium featuring several prominent figures such as HGTV’s Angelo Surmelis and brand icon Kathy Ireland among others, who are part of a national consumer print campaign set to launch in the very near future. This panel of deeply committed designers will discuss the influence of sustainability in their work and for the future of the industry. Participating in the SFC’s DESIGNINGreen Leadership Team, they add their voices to a campaign to raise awareness among consumers throughout the home furnishings market. Sponsored by WMC and SFC.
1-3 p.m.
City Center Tour
Get a peek into City Center, one of the world’s largest sustainable developments, with a private tour organized by Interior Design magazine. Brought to life by eight world-renowned architects, including Daniel Libeskind, César Pelli and David Rockwell, the $8.5 billion MGM Mirage property is the largest privately funded construction complex in the United States, measuring in at 67 acres. Inspire Design will provide transportation to the complex by luxury “eco” coach. RSVP to leticia.marquez@lasvegasmarket.com. Sponsored by WMC and Interior Design magazine.
1:30–2:30 p.m.
Get on Your Mark, Get Set, Grow!
Phyllis Zaepfel, Profitsystems
In this session you will learn five of the smartest methodologies available to grow your business and outmaneuver your competition. You will learn of “Real Life” strategies compiled from hundreds of retailers that create efficiencies within companies. Best of all, you will leave with tips to put your competition at a serious disadvantage. Sponsored by WHFA and NHFA. RRC, B-1630
2-3 p.m.
Latin Press Spanish Language Conference
Moderated by Julian Arcila, editor-in-chief of Gerencia de Hoteles, with panelists Joel Escalona, Caroline Woodbridge and Adriana Hoyos. Sponsored by InspireDesign and Latin Press. Space C-344
2-3 p.m.
Lasting Luxury
Valerie Moran
Today, fine design has been translated into mid-market and low-end products. Most consumers are more familiar with knockoffs than they are with the original superior design. Products gain value with information, history and the romance and personality of the craftperson’s touch. As you take this guided virtual tour of high-end case goods, upholstery and outdoor woven resin factories, Moran will point out and explain those details and methods of design and construction that set luxury products apart. Learn specifics about the value of purchasing high-end home furnishings and how to identify features that define the quality craftsmanship of luxury products. (Available for 1 hour CEU credit). Sponsored by WMC. Space C-886
2-3:30 p.m.
Environmental Claims: What Marketers and Retailers Need to Know — Terminology, Definitions, Standards and Trends for the Bedding Industry
Vicki Worden, Worden Associates; Dale Read, Specialty Sleep Assn.; and Ken Morgan, Simmons Bedding Co.
A diverse group of industry representatives is building a resource manual to better define green terms used in the industry. The first phase of the “Green Initiative” outlines results of research coupled with recommendations for terminology. Key findings will include the concern consumers have about the environmental impact of the bedding products purchased and the environmental attributes that would affect consumer shopping for bedding. Sponsored by WMC and SSA. Space C-1350.
3–4 p.m.
eCommerce101: Creating Your Online Store is Easier Than you Think
Mark Van Winkle, Storis
This informative presentation highlights the benefits of hosting an online store. Learn how having the right software will allow you to save money, increase your customer satisfaction, track customer activity and drastically cut overhead costs affiliated with opening a new store location. Sponsored by WHFA and NHFA. RRC, B-1630
3-4 p.m.
How the Changing World Influences the Development and Marketing of Leading Designers
Bruno Rinaldi
Join Rinaldi, international designer and founder of Entratalibera Milano, as he explores how global market concerns are influencing the development of designers. Rinaldi has designed product for some of the most influential companies in home furnishings and his furniture gallery, Entratalibera (translation: Free Entry), is a deeply creative environment and a “must see” destination for Milan Furniture Fair attendees. Sponsored by WMC and Alfresco. Space C-888.
3-4 p.m.
A Glass Half Full: Ideas to Navigate Through Change and Challenge
Crans Baldwin, Donghia and Bergamo Fabrics
Join Baldwin, president and CEO of Donghia and Bergamo Fabrics, as he navigates designers through the challenges involved in re-evaluating, restructuring, renewing and reinventing themselves. Structured to help designers manage their business. Sponsored by WMC. Space C-884
4-5 p.m.
Negotiating Techniques for the Furniture Professional: Practical Ideas to Improve your Effectiveness
Paul Friedman
This Business Survival/WHFA Academy Series seminar focuses on the theories behind basic negotiating tips. Learn how to improve the outcome of your negotiations, both professional and personal. Discover tactics to calm situations and achieve desirable results. Friedman has worked in the contract furniture industry for more than 35 years, initially as a dealer and now as the principal of Friedman & Associations, a consulting firm focusing on facility-related issues. His collaboration with major furniture manufacturers in development of strategies and pricing structures ultimately led to successful contract negotiations with numerous Fortune 500 corporations. Sponsored by WMC and WHFA. Space C-886.
5-6 p.m.
Design Excellence Awards Reception
Cindy Allen, Interior Design magazine
Discover the most innovative products being introduced at the show as Allen and the editors of Interior Design magazine launch the first annual Design Excellence Awards for excellence in product design. Sponsored by WMC and Interior Design magazine. Space C-352.

Wednesday, Feb. 3

8 a.m.-3 p.m.
Design Beyond
Part of the InspireDesign contract show, Design Beyond is a series of installations by visionary architecture and design firms representing the future of hospitality and healthcare design. Sponsored by Interior Design magazine. Space C-396.
9-10 a.m.
IIDA/InspireDesign Key Note Panel: Design and the Aging Population
Join IIDA’s panel of experts as they explore the latest trends in senior living as expressed through a variety of communities from healthcare and assisted living to long-term care, assisted care and continuing care. We will explore commonly accepted beliefs about the aging community and challenge traditional design thinking about the spaces that support, accommodate and enhance the aging experience. Sponsored by WMC and IIDA. Space C-344.
9–10 a.m.
Retailers’ Town Hall
A first-of-its-kind opportunity at market. These informative and interactive sessions will provide attendees with a format to ask the experts a multitude of questions on a variety of topics. These co-created sessions will feature consultants who are knowledgeable and experienced in all facets of the home furnishings industry. An exceptional two days of interactive seminars focused on your specific needs and concerns. Get answers and get going! Topics will include marketing and advertising, merchandising, logistics, budgeting and financial controls, sales and sales management. Or submit your questions on www.WHFA.org. Sponsored by WHFA and NHFA. RRC, B-1630
9-10 a.m.
Future Look: Key Trends for 2010
Jeff Hiller, ProAction Marketing
The furniture world has been turned upside down by the economic downturn, the housing collapse and ongoing industry consolidation, but there is good news ahead. Learn when your market is likely to respond, what consumers will be looking for and how to prepare. The media world is undergoing a similarly profound transformation with the social media revolution. Get the facts on current media usage trends with recommendations on how to respond. Developed and presented with an emphasis on proven solutions, not philosophy, by a leading sales and marketing trainer, seven-time award winning ad executive, and former vice president of marketing for a three-time INC 500 fastest-growing company.
10-11 a.m.
New Trends Meet Real Life
Rebecca Orlov and Abby Stone, Apartment Therapy
This discussion, led by Apartment Therapy Los Angeles contributors Orlov and Stone, is not just about the newest trends and accessories for 2010 but how real people are integrating these design styles in their homes right now and how you can use them in your establishment to create a space that’s instantly welcoming and comfortable. A photo montage will showcase our top new accessory picks and we will also show the trends in real life. Sponsored by WMC.
10-11 a.m.
Technology and Design Seminar
Moderator: Chris Ostrowsky, Hotel Business
Panelists: Russ Louderback, White Lodging Services; Derrell Parker, Parker-Scaggiari; and Natalie Norcross, Natalie Norcross & Associates
This InspireDesign panel will focus on the task owners, purchasers and designers have in adapting their designs around the rapidly advancing introductions of guestroom technology. Sponsored by WMC and Hotel Business. Space C-352.
10-11 a.m.
Trendease Market Edge PowWow: Creative Retail Inspirations From Around the World
Jennifer Castoldi, Trendease
A shop where you can buy nothing, a place where everything is sold from 10-liter buckets, a retail concept centered around an ancient philosopher, a mixture of price points from exclusive to mass market under one roof, a boutique where vintage goods are sold alongside contemporary designs and many other intriguing retail locations chock full of inspiration and creative merchandising. From Asia to Europe to North America, attendees will see a plethora of images demonstrating innovative shopping environments. Sponsored by Trendease and WMC. Space C-884.
10-11 a.m.
Engaging Shoppers with Newsworthy Retail Events
Jessica Koster, Cargill BioH Polyols
Based on the successful fall event at Room and Board’s flagship store, “Experience Soy Style: Be in the KnOH,” Koster, Cargill’s marketing manager, will provide a primer for creating conversations with shoppers around the subject of sustainable furnishings. Sponsored by WMC and Cargill BioH Polyols. Space C-888.
10-11 a.m.
Showroom Marketing Strategies for the Decade Ahead
Dave Clark, Clark Communications Group
New media and its messaging have transformed the way lighting showrooms and other independent retailers approach their marketing. Clark will explain how to build true rapport with your customers using the right balance of tools and tactics. Learn the most cost-effective investments you can make and the approaches that consistently drive results, illustrated by tried-and-true examples. Sponsored by WMC, Residential Lighting magazine and Ellington. Space C-886.
10:30–11:30 a.m.
Recovery!
David McMahon, Profitsystems
Now is the time of opportunity — don’t miss it. Let David show you how you can maximize cash and profitability while you ride the bumpy road up the mountain of economic recovery. He has traveled throughout North America and around the world helping operations like yours and has witnessed the most innovative and proven methods of creating cash, in any economy. Come and see how you can make amazing gains by executing various strategies that can affect your entire operations. Sponsored by WHFA & NHFA. RRC, B-1630
11 a.m.-Noon
Rejuvenate and Re-evaluate: Gain New Business and Keep Your Clients Coming Back
Valerie Moran
As you review the three main objectives critical to a thriving design practice — securing current business, developing business and old business — Moran will discuss business practices, methods, marketing ideas and opportunities for growing your client base. Whether you have been in the trade for many years, are just starting out or simply want to rejuvenate your business, you will gain many innovative and useful tips for running a successful design practice. Sponsored by WMC. Space C-888.
Noon –1 p.m.
Is Web-based Interactive Marketing Part of Your Marketing Mix? It Should Be.
Ron Carpenter, Strategic Marketing Solutions
Learn how to leverage your Web site and interactive marketing programs by fully integrating them into your store’s marketing program. We’ll discuss how to select the right key vendors and resources, enhance your site’s capabilities over time, and key tools in marketing your store’s Web site. Sponsored by WHFA and NHFA. RRC, B-1630
1-2 p.m.
Marketing Interior Design
Lloyd Princeton
“Lloyd Princeton’s ‘Marketing Interior Design’ is to the design specialist what Cosmopolitan is to the human libido — a road map for self-assessment and a treasury of good advice to buoy professional expertise and confidence,” said Deborah Sanders, Veranda magazine’s managing editor. “The how-to also offers a forecast of changing markets, which has value for the uninitiated as well as the veteran designer.” Don’t miss this valuable opportunity to hone your business skills. Presentation in C-886 is immediately followed by a reception and book signing in the Jordan Spencer Showroom, space C-188. RSVP to info@jordanspencer.com.
1-4:30 p.m.
Women’s Leadership Development Network
Women in the Home Furnishings Industries Today (WithIt) will host a mentoring day that will present an opportunity for students and young women to network and learn about the furniture industry and potential career paths. The event will start with an introduction and review of the agenda followed by an expert panel discussion on home furnishing industry topics. The panel will include women with experience filling a variety of different roles, including: marketing, special events, product design, showroom design, sales management and leadership development. Students will be able to ask questions and learn how to get started within different careers. There will also be a breakout session with each expert/mentor. Space C-884.
1:30–2:30 p.m.
Exceeding Customer Expectations
Joe Milevsky, JRM Sales & Management
The competition for each customer is more intense then ever before. Are you ready? Does your sales floor make it easier for your salespeople to sell? Do you understand how to truly evaluate and help to improve salespeople’s performance? What are the seven areas of your business that must be consistent with each other? How do you ensure that everyone in your company is customer-centric and on the same page? This seminar focuses on positioning your company to maximize the potential of every customer that calls or visits your store. Attend this seminar and start exceeding your customers’ expectations. Sponsored by WHFA and NHFA. RRC, B-1630
2-4 p.m.
Cool Pools and Other Jewels
Curator: Brad Friedmutter
Tour guide: Suzanne Couture, Friedmutter Group
Take a guided tour of the best and most beautiful Las Vegas resort architecture. Sites are picked by Friedmutter, architect and founder of the Friedmutter Group. Couture, the tour guide, is a designer and conservator of unique and original Las Vegas architecture. Sponsored by WMC. RSVP to coolpools@lasvegasmarket.com. Leaving from the bus tour shuttle area.
3–4 p.m.
Warehouse and Delivery Support for Increased Sales
Daniel Bolger, The Bolger Group
Are you prepared to handle increased volume as the economy rebounds? Home sales are rising. People are feeling more confident about their jobs. They are visiting furniture stores in increasing numbers. Doing the right things now in warehouse and delivery will give your company an immediate competitive advantage. Bolger will guide you through an assessment process that will identify opportunities for increased productivity, lower costs and superior customer satisfaction. Examples will demonstrate before and after situations. Attendees will take home a checklist they can use to audit their own operations. Sponsored by WHFA & NHFA. RRC, B-1630
4-6 p.m.
Design Icon: Honoring Juan Montoya
Juan Montoya
One of the world’s most versatile and inspired interior designers, he is known for reintroducing sophistication and charm into the demanding world of design. Originally from Colombia, Montoya graduated from the Universidad Gran Colombia, Bogota, and is known around the world for his private residence and large commercial projects. His presentation will focus on the current convergence of residential and hospitality design. Followed by a reception and book signing with the author. Sponsored by WMC. RSVP to designicon@lasvegasmarket.com.
4-5 p.m.
Digital Branding in a Multichannel World
Diane Fannon, The Richards Group
A seminar from the Business Survival Series/WHFA Academy. Never in history have people been more bombarded, more saturated and more distracted than they are right now. Marketers have helped createcynical customers and buyers with attention deficit disorder who have the power to fracture a brand as fast as we try to integrate it. Advertising has become harder and harder, because the clients’ dollars that used to be allocated to cover just a few disciplines are now spread across many. Fannon will share innovative, engaging ways retail marketers use the internet as a branding channel. Sponsored by WMC and WHFA.

Thursday, Feb. 4

9–10 a.m.
Retailers Town Hall
A first-of-its-kind opportunity at market. These informative and interactive sessions will provide attendees with a format to ask the experts a multitude of questions on a variety of topics. These co-created sessions will feature consultants who are knowledgeable and experienced in all facets of the industry. An exceptional two days of interactive seminars focused on your specific needs and concerns. Topics will include marketing and advertising, merchandising, logistics, budgeting and financial controls, sales and sales management. Or submit your questions on www.WHFA.org. Sponsored by WHFA and NHFA. RRC, B-1630
9 a.m.-4 p.m.
One Good World Series: GREENleaders
Jeff Hiller, ProAction Marketing
GREENleaders is the industry’s first certified sustainability training and the most comprehensive training program available in green home furnishings — providing designers, manufacturers, reps, and retailers with the knowledge and credentials to become experts in sustainability. This is a six-hour program with more than 150 certified graduates to date. Worth 6 CEUs. Fee-based. Co-sponsored by SFC, ASID Central CA/NV chapter and WMC. To register, e-mail: admin@sustainablefurnsihings.org. Building C, C-888
10-11 a.m.
TrendEase Market Edge PowWow: Global Home Accessory Trends & Innovations
Jennifer Castoldi, TrendEase
Don’t have the chance to travel the world to look for fresh product inspirations? The TrendEase Team travels to over 100 international design events a year to bring its subscribers pertinent design directions for multiple home fashion categories. Join Castoldi, TrendEase’s chief creative director, as she takes attendees on a global journey from Europe to the buildings of the WMC to scope out the latest trends in home fashion accessories. Sponsored by TrendEase and WMC.
10:30– 11:30 a.m.
Active Buyers vs. Passive Buyers; Media Strategies in Today’s Economic Climate
Jeffrey Welsh, Crowl Direct
The age old dilemma: Half of my advertising spending is wasted … I just don’t know which half. Explore the marketing solutions that are available today for furniture retailers. Join Welsh as he shows specific examples of successful MicroTargetMedium strategies that have been successfully implemented by different retailers. MicroTargetMediums form the framework of an effective marketing plan that works in today’s business world. Mediums that reach active buyers without a lot of waste. Sponsored by WHFA and NHFA. RRC, B-1630
11 a.m.-Noon
Design Series: The New Traditional
Darryl Carter
Lawyer-cum-interior designer Darryl Carter is a master of the New Traditional style. For Carter, the New Traditional is also about livability. He designs homes not as set pieces but as environments where people do things (work, cook, entertain, read). When Carter works on a project, he mixes disparate patterns and textures, building unity and seeking perfection in imperfection. Followed by a book signing of “The New Traditional” and a meet and greet with Carter. Sponsored by WMC.
Noon–1 p.m.
Understanding Leather and How to Sell It
Bryan Runyan, Leather Techs
Are you an owner, buyer, rep or salesmen who needs to understand leather at a deeper level? Could you use some hands-on experience? In this session, you will go over the five basic types of leathers tanneries create, how to tell the difference between them, what type of leather a customer should buy and how to take care of each leather discussed. Join this interactive session and grow your knowledge to grow your leather sales. Sponsored by WHFA and NHFA. RRC, B-1630
1:30–2:30 p.m.
Who’s Afraid of the “I’m Just Looking” Shopper?
Mark Lacey, The Furniture Training Co.
Every shopper who comes into your furniture store is just looking. Do your salespeople know the foolproof five-step strategy for turning “just looking” shoppers into customers? Attend this seminar and you will learn this amazing selling strategy and how to teach it to your salespeople. By mastering this proven strategy, even the newest salesperson can confidently turn shoppers who are “just looking” into satisfied buyers. In fact, nine out of 10 of the associates who have learned this five-step strategy have increased their furniture sales. Sponsored by WHFA and NHFA. RRC, B-1630
3–4 p.m.
E-mail Marketing — How to Get Started Right
Ken Mahar, Email Broadcast
Is your e-mail marketing campaign producing huge results? If not, or you still need to get started in e-mail marketing, you should attend this seminar. Learn how Mor Furniture, Ivan Smith Furniture and others are cashing in on e-mail marketing by doing it right. Mahar is returning for another dynamic presentation full of strategies, tips and step-by-step advice. Come early as this seminar has been extremely well-attended and bring a business card for the door prize. Sponsored by WHFA and NHFA. RRC, B-1630

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