Retailer Resource Center Winter 2013 Guide

Western Home Furnishings Association • www.WHFA.org • 800-422-3778 National Home Furnishings Association • www.NHFA.org • 800-888-9590

Buyer’s Club • Seminars • Resource Marketplace

NOT A MEMBER? Save up to $300 when you join during the Las

Vegas Market.Come see us in the

RRC C-496 and let us show you how.

The Retailer Resource Center

C-496

Your ASSOCIATION

All Retailers Welcome

it al

l starts here

Market Highlight

RRCRETAILERRESOURCE CENTERWestern Home Furnishings Association

facebook.com/NextGenNow

Bringing together the Next Generation of Home Furnishings Professionals

Join the group. Join the discussion.Tech Savvy & Tuned in—working together to develop its next group of industry leaders, Next Generation-NOW provides professional development, networking and hosted forums to give a voice to the unique needs of young furniture professionals.

• Howtogrowyourbusiness

• Connectwithandlearnfromsuccessfulretailers

• Utilizingtechnologyinbusiness

Next Generation-NOW is a hosted community of the National & Western Home Furnishings Associations.

C O N N E C T @ M A R k E T

NGN Bash @ the One-Six Club NGN Networking

Multiple Generations = Many OpportunitiesMonday, January 289:00 – 10:00 a.m.RRC C-496With so many generations in the industry today and many retailers working together with family members, how do they find the balance needed to learn from each other, be open to a different perspective and ultimately grow their business?

Michael and Butch Faber of Royal Furniture and Trey, Jonathan & Ivan Smith of Ivan Smith Furniture will be on hand to candidly share their challenges and successes when working in a multi-generational family business. Listen to how they keep their relationships strong while pushing the envelope to stay agile and relevant in today’s changing marketplace.

Facilitated by: Alex Macias, Del Sol Furniture, Phoenix, AZ Join us for breakfast at 8:00 a.m.

Tuesday, January 295:00 – 8:00 p.m.The One-Six ClubTop of Building B

Music – Drinks – Fun

Open every dayThe Social Spot

RRC, C-496

Need a home base at Market? The Social Spot inside the Retailer Resource Center is the place for NGN members to huddle up with peers, check out new technology or just check out, period!

www.ngnow.org | social.ngnow.org

Retailer Panel Discussion

Benefactor Sponsor:

www.retailerNOWmag.com J A N U A R Y | 2 0 1 3 3 RRC 35

Location C-496

MONDAY JANUARY 28

9:00 - 10:00 a.m. Multiple Generations = Many Opportunities NGN Panel Discussion

10:30 - 11:30 a.m. The Seven Deadly Sins of Salespeople Philip M. Gutsell, GutSELL & Associates

12:30 - 1:30 p.m. Proven Mobile Marketing Success Crystal Vilkaitis, Crystal Media

2:00 - 3:00 p.m. What Were You Thinking? Brad Huisken, IAS Training

3:30 - 4:30 p.m. Maximize Profit AND Sales JohnEgger,ProfitabilityConsultingGroup

TUESDAY JANUARY 29

9:00 - 10:00 a.m. WHFA Board Meeting

10:30 -11:30 a.m. Prepare Your Website for Smartphone Users! Ronald Gordon, MicroD, Inc.

12:30 - 1:30 p.m. Break-Even Sales Workshop Wayne & David McMahon, PROFITSystems, Inc.

2:00 - 3:00 p.m. 4 Ways to Grow Your Business NOW! Doug Knorr, Knorr Marketing

3:30 - 4:30 p.m. Selling Interior Design JodySeivert,OnebyOneCompanies

WEDNESDAY JANUARY 30

9:00 - 10:00 a.m. Mattress Sales Training: Preparing for Today’s Empowered Shoppers Gerry Morris, Inner Spring

10:30 - 11:30 a.m. Anatomy of a Salesperson Joe Milevsky, JRM Sales & Management

12:30 - 1:30 p.m. How Delivery Follow Ups Increase Business Kevin Truett, Speedy Delivery, LLC

2:00 - 3:00 p.m. Advertise BIG...Use Your Trucks! Joe Lapekas & Jordon White, TruckSkin, LLC

3:30 - 4:30 p.m. Merchandising to Show Your Customers How to Use Your Product BobMoorman,JRMSales&Management

THURSDAY JANUARY 31

9:00 - 10:00 a.m. Furniture & Mattress Stores: How to Sell More with an Effective Web Presence JennieGilbert,RetailerWebServices

10:30 - 11:30 a.m. In-store Technology for Tomorrow...Not Today Kyle Doran, R&A Marketing & Dan Wieczorek, Best Buy for Business

12:30 - 1:30 p.m. What to do about “I’m Just Looking” Customers Mike Petersen, The Furniture Training Company

2:00 - 3 :00 p.m. Every Army Needs a General Michael Jensen, High Impact Furniture Sales

Sponsored by:

Market Highlight

www.retailerNOWmag.com J A N U A R Y | 2 0 1 3 3 RRC 35

RRCRETAILERRESOURCE CENTERWestern Home Furnishings Association

MONDAY, JANUArY 28, 2013

9:00 - 10:00 a.m.

Multiple Generations = Many Opportunities Next Generation-NOW Panel

With so many generations in the industry today and many retailers working together with family members, how do they find the balance needed to learn from each other, be open to a different perspective and ultimately grow their business?

Michael and Butch Faber of Royal Furniture and Trey, Jonathan & Ivan Smith of Ivan Smith Furniture will be on hand to candidly share their challenges and successes when working in a multi-generational family business. Listen to how they keep their relationships strong while pushing the envelope to stay agile and relevant in today’s changing marketplace.

Facilitated by: Alex Macias, Del Sol Furniture, Phoenix, AZ Join us for breakfast at 8:00 a.m.

10:30 - 11:30 a.m.

The Seven Deadly Sins of Salespeople Philip M. Gutsell, GutSELL & Associates

As you may know the seven deadly sins are pride, envy, gluttony, lust, anger, greed and sloth. This seminar identifies and exposes the seven deadly sins of retail salespeople.These deadly sins cause more customers to leave without buying and few, if any, be backs raising your advertising costs. Find out what is holding your salespeople from consistent peak performance. This must attend seminar diagnoses the everyday sins and then gives you the prognosis for retail selling health.

12:30 - 1:30 p.m.

Proven Mobile Marketing Success Crystal Vilkaitis, Crystal Media

A hot trend for 2013 is to incorporate mobile into your marketing efforts if you haven’t done so already. In this session, you’ll learn how retailers effectively use mobile marketing tools like QR codes, location-based services, apps and SMS/MMS marketing to increase sales and, most importantly, how you easily can too!

2:00 - 3:00 p.m.

What Were You Thinking? Brad Huisken, IAS Training

Unlock the mystery of why some companies are fun and productive places to work and others are not. In today’s retail environment the only thing that separates one company from the competition are its people. The main responsibility of a storeowner and/or manager is to provide the sales staff with the tools and benchmarks needed through accountability, non-negotiable standards, incentives, consequences, training, and knowledge in order to achieve success.

Brad Huisken will lead participants through a fun, motivational and educational seminar on how to effectively manage your people to increase productivity.

3:30 - 4:30 p.m.

Maximize Profit and Sales JohnEgger,ProfitabilityConsultingGroup

John Egger is the guru in the furniture industry on how to maximize your dollars to the bottom line. This seminar will give you real time, real life examples from the hundreds of retail furniture stores that have helped improve their net income. This will be your most rewarding and profitable hour at market.

TUESDAY, JANUArY 29, 2013

10:30 - 11:30 a.m.

Prepare Your Website for Smartphone Users! Ronald Gordon, MicroD, Inc.

There are currently over 280 million smartphones in use within the Americas. In this presentation, we will share with you the most important factors that will make your website attractive and highly useful when accessed from a smartphone. Come away with real life examples and best practices that will attract smartphone users and keep them coming back to your website. Know how to best design your site for this important and growing market share.

J A N U A R Y | 2 0 1 3 5 RRC 3736 RRC 4 J A N U A R Y | 2 0 1 3 www.retailerNOWmag.com

WEDNESDAY, JANUArY 30, 2013

9:00 - 10:00 a.m.

Mattress Sales Training: Preparing for Today’s Empowered Shoppers Gerry Morris, Inner Spring

Today’s mattress shopper is armed with knowledge and is seeking value. She is no longer relying upon what companies and brands say about themselves. Consumers are seeking advice of what and where to buy from their social networks. Word-of-mouth now travels at light speed. Retail sales associates must be up to the task! This exciting new seminar will teach you up to date training methods for sales associates, to help make sure shoppers buy from you and share positive experiences with their friends.

10:30 - 11:30 a.m.

Anatomy of a Salesperson Joe Milevsky, JRM Sales & Management

Give me a beautiful store with a terrible sales team, and I will most likely fail. Give me an ugly store with a great sales team, and I will probably succeed. I may want both, but which is the most critical?

What makes one salesperson succeed while others fail? What is the magic profile for a strong furniture salesperson? Where do I find my best candidates? How do I entice top sales candidates to work for me? How do I increase the probability that salespeople will succeed? What is the correct number of salespeople for my store?

12:30 - 1:30 p.m.

How Delivery Follow Ups Increase Business Kevin Truett, Speedy Delivery, LLC.

In this seminar, we’ll dive into the importance of the “Post Delivery Survey” or customer follow-ups after delivery. A strong follow-up system can divert potential issues, provide valuable data pertinent to employee incentive programs and strengthen customer loyalty. Don’t miss any of the great opportunities that come with a simple follow up.

12:30 - 1:30 p.m.

Break-Even Sales Workshop Wayne McMahon & David McMahon, PROFITsystems, Inc.

Can you accurately figure your break-even sales?

Do you know what actions to take to improve your profits and cash flow through breakeven analysis?

Would you like to know what sales level you need to target to achieve your desired level of net income?

If you wish to know the answers to these questions, this workshop is for you!

2:00 - 3:00 p.m.

4 Ways to Grow Your Business Now! Doug Knorr, Knorr Marketing

Today, retailers are at a crossroads. Where should I invest my advertising? What do I do with social media, and which ones are important? With this economy, how do I grow my business?

In this fast-paced seminar, Doug Knorr, president of Knorr Marketing, will present the four major things you can do to increase sales NOW!

3:30 - 4:30 p.m.

Selling Interior Design Jody Seivert, One By One Companies

Design business is up and retail furniture business is DOWN. Come and see how to increase your current design service or get started in this lucrative value-added service!

Market Highlight

J A N U A R Y | 2 0 1 3 5 RRC 37

2:00 - 3:00 p.m.

Advertise BIG…Use your Trucks! Joe Lapekas and Jordan White, TruckSkin

When most retailers load their trucks for home deliveries, they make sure that they maximize the use of truck interior space so they don’t waste fuel, time and man hours. Yet, many retailers waste money by not effectively using blank space on their trucks, cars and vans. So why not get the attention of everyone around you, just by driving around or parking creatively? Think of your vehicles as blank canvases you can use to grab the attention of your customers. Don’t assume that potential customers will find your advertisements; take your message directly to them so they can’t miss it!

3:30 - 4:30 p.m.

Merchandising to Show Your Customers How to Use Your Product BobMoorman,JRMSales&Management

Do your in-store presentations invoke a customer’s emotional reaction? How should your merchandise line-ups be structured? What message should be at your front entrance? How are you merchandising your floor; what’s new? How should you use lifestyle graphics? How do you develop merchandising themes that yield category dominance? Merchandising must enhance the customer experience and create environments that make customers want to buy.

THUrSDAY, JANUArY 31, 2013

9:00 - 10:00 a.m.

Furniture and Mattress Stores: How To Sell More with an Effective Web Presence JennieGilbert,RetailerWebServices

Over 88 percent of U.S. consumers will research their purchases online this year. Some will complete their shopping on the web and many more will continue their experience by calling or visiting a local retailer based on their online research. Whether your store is new to online marketing, or you have had a site for years, this session will help you evaluate and fulfill the four critical requirements of all successful retail web presences and investigate all the latest related developments like mobile, social networking, apps, QR codes and tablets.

10:30 - 11:30 a.m.

In-Store Technology for Tomorrow...Not Today Kyle Doran, R&A Marketing; Dan Wieczorek, Best Buy For Business Your customer experience starts online and the final customer experience is your physical storefront. Making sure that your online experience is a seamless transition to your physical experience is important in converting sales today. Explore ways to enhance your in-store environment through technology and marketing that will help deliver sales for today and tomorrow.

12:30 - 1:30 p.m.

What to do About “I’m Just Looking” Customers Mike Petersen, The Furniture Training Company

Are your salespeople tired of hearing people say, “I’m just looking?” Do your salespeople struggle to turn “I’m just looking” customers into buyers? If you answered yes then you have a real problem. Research shows that 80 percent of all shoppers say, “I’m just looking.” Come to this seminar and I’ll teach you why customers say it, and I’ll show you how to respond so you can sell to “I’m just looking” customers. Just for coming, you will receive a free Salesperson Inventory for evaluating each member of your sales staff.

2:00 - 3:00 p.m.

Every Army Needs a General Michael Jensen, High Impact Furniture Sales

Did you know that the majority of furniture stores either do not have a sales manager or are not using their sales manager effectively? This session will discuss the role of a sales manager and how they can increase sales and energize their sales team.

38 RRC 6 J A N U A R Y | 2 0 1 3 www.retailerNOWmag.com J A N U A R Y | 2 0 1 3 7 RRC 39

Your success is more than inventory and the RRC MarketPlace is more of what you need.

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LaunchPad

C-496 Your Association’s home at market

Market Highlight

COMPANY BOOTH NUMBERACA - Advertising Concepts of America ....26Bank of America Merchant Services ..........22 Best Buy for Business .........The Social SpotCredit Source Insurance & Finance ......30, 31CrossCheck ................................................35Custom Design Software ...........................13Diakon Logistics .........................................10DispatchTrack .............................................25DSI Delivery ................................................38Furniture Training Company .......................19Furniture Wizard .......................................1, 2FurnitureCore by Impact Consulting ..........36FurnitureDealer.net ...............................4, 5, 6FurnServe ...................................................28GE Capital ..................................................16Genesis Software Systems ........................27Guardian Protection Products ......................7High Impact Furniture Sales .......................34JRM Sales & Management .........................40Mail America ...............................................24MicroD ........................................................11Moso Graphics ...........................................20Myriad Software ...................................14, 15Profitability Consulting Group ....................29PROFITsystems, Inc .............................32, 33R&A Marketing ....................The Social SpotRedPrairie .................................................8, 9Retailer Web Services, LLC ........................37Service Lamp Corporation .........................21Speedy Delivery ...........................................3STORIS .................................................17, 18Truckskin, LLC ............................................23Zucora, Inc. ............................... Launch Pad Western Home Furnishings AssociationWHFA Warehouse Store

J A N U A R Y | 2 0 1 3 7 RRC 39

D.

See us at C-496 booth 28




Market Highlights

DeliveringSatisfied Customers

DSI Delivery’s “Whatever It Takes” approach to customized delivery solutions and distribution services for our home furnishings partners has resulted in long-standing relationships.

Kurt Haines - President, Stoneledge Furniture “DSI Delivery’s expertise and professionalism have enabled us to more than double our delivery volume while providing a high level of service to our customers.“

Larry Miller - President/CEO, Sit ‘N Sleep “We’ve been absolutely thrilled with DSI Delivery. We have hundreds of deliveries going out daily. Outsourcing deliveries allows us to focus on what we do best - retailing.”

Mike Combest - Vice President/Operations, Sleep Train “Our DSI Delivery account personnel and contract drivers strive to satisfy our customers and our consumer surveys show that they succeed.”

• Over 6,000,000 deliveries since 1997• Clearly Defined Core Values & Mission Statement• Specializing in Last-Mile White-Glove delivery

Visit us at the Retailer Resource Center, Building C-496 and learn how our “Whatever It Takes” philosophy can add value to your home furnishings business.

1-800-335-6557 • www.dsicompanies.net 509-536-4739

Inventory Control & Accounting Software for

Furniture Retailers

EASy-to-uSE | PowERFul | AFFoRdAblE

Call for a free info packet or to schedule a demonstration.

SPECIAlmARkEtPRICIng

w w w . G e n e s i s A d v A n t A G e . c o m

All For One Low Price!

Las Vegas Market Direct Mail Package Special

Includes:• The direct mail piece (choose from 4 customizable formats)• Ultra-targeted furniture consumer mailing list• Website landing page with video and trigger marketing

Save even more! Go to:

www.vegasmarket.dmsavings.comYou Could Win A Free Direct Mail Event

1.800.421.2150

See us at C-496 booth 37 See us at C-496 booth 32,33

See us at C-496 on the Launch Pad See us at C-496 booth 13

Market Highlight

WE MAKE OUR CLIENTS MORE PROFITABLE

Retail Furniture Software Easy to Use•Improves Gross Margin•Reduces Inventory Levels•Increases Customer Satisfaction•

www.profitsystems.com800.888.5565

Bldg. C, 4th FloorRetailer Resource Center

Discover the furniture and mattress industries’ most popular web solution:

800-417-2799 | [email protected]

- Fully customized professional design- Pre-populated data for over 700 brands- Dual shopping cart and/or quote request system- Dedicated account manager- Ashley EDI integration- Industry leading SEO- Mobile site included!

Booth 37 in theRetailer Resource Center

Come see the di�erence, hear thetestimonials and learn how easy itis to succeed online with WebFronts™.

37

by Retailer Web Services

All the Whistles & Bells

Call 800.884.0806www.CustomDesignSoftware.net

[email protected]

THE FIRST & ONLY

Since 1991

Furniture Software

QUARZ- the world’s first nanotechnology-engineeredfurniture protection surface barrier that repels liquids, dirt and oil. Safe

for you. Safe for the environment.

THIS CHANGESEVERYTHING

NATURAL.EFFECTIVE.

AMAZING.

SEE QUARZ IN ACTION VISIT THE LAUNCHPAD OR

July 30 - August 3, 2012

See us at C-496 booth 23 See us at C-496 booth 7

Market Highlights

www.guardianproducts.net | 804-381-9430

Outdoor Furniture is the Fastest Growing Segment in the Home Furnishings Industry.

Add revenue and profits with the most comprehensive fully insured outdoor warranty program available in the industry.

Combine the warranty with our eco-friendly Outdoor Furniture Cleaner—guaranteed to remove stains!

RRC_Guardian ad.indd 1 12/6/2012 12:47:05 PM

Custom Delivery Truck GraphicsWraps & Window Graphics...

Call us today for a FREE quote!

TruckSkin.com 877-866-7546

We Install Nationwide!

Come and learn how to “Advertise BIG ”during our FREE seminar on Wednesday in the Resource Center during LV Market.

See us at C-496 booth 40 See us at C-496 booth 16

LEARN: NEW e-integration digital tools

GROW: Private Sale kit, information you can’t afford to miss

WIN: Get a $5 Starbucks Card by joining the online WHFA group

See us at the show: Las Vegas Market Jan 28-Feb 1, 2013 WHFA Retailer Resource Center, Building C - 4th Floor

We’re not just bankers, we’re builders.

Proud WHFA partner

Stop by the booth to sign up for the GE Capital PLCC program!

Plus NEW volume rebate structure & 2013 holiday specials!

1-800-676-4243 • s [email protected] • www.myriadsoftware.com

THINK MOBILE

See us at C-496 booth 14, 15 See us at C-496 booth 11

See us at C-496 booth 21 See us at C-496 booth 30, 31

Market Highlight

2YEARS

1993 - 2013

+ web design & hosting.+ mobile iPad app.+ ecommerce solution.

[email protected]

800-964-3876

Special

onLED

Lamps!

Pricing

See us at C-496 booth 17, 18

Market Highlights


TM

To continue receiving a copy of the award-winning RetailerNOW magazine, we need you to renew today.

Postal regulations could stop your FREE subscription.

Retail Displays & Point

Of Purchase Signage

For The Furniture &Mattress Industry

| 1.877.770. |503.719.6867 MOSO Shop.MosoGraphics.com

www.retailerNOWmag.com/subscribe/renewal

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HOT WAffLESMonday – Thursday7:30 – 9:00 a.m.Serving delicious waffles with all the toppings

Hot Coffee • MoCHas • Lattes • aMeriCanos. . . All day, Every Day

STAY & PLAYMonday – WednesdayStarts at 4:00 p.m.

Sponsored by:

Market Highlight

Sponsored by:

National Home Furnishings Association Western Home Furnishings AssociationWHFANHFA

Hate crowds on the bus & in the garage?Enjoy beer on tap and a few games of Shuffleboard

JOiN US iN THE BUYER'S CLUB

46 J A N U A R Y | 2 0 1 3 www.retailerNOWmag.com

EXCLUSIVE DEALS FOR ASSOCIATION MEMBERS

CALL YOUR MEMBERSHIP REPRESENTATIVE TODAY AND GET STARTED!

Retailers East of the Rocky Mountains, call

(800) 888-9590 www.nhfa.org

Retailers in the 12 Western states, call (800) 422-3778 www.whfa.org

National Home Furnishings Association Western Home Furnishings AssociationSEHFA SHFAWHFANHFA

South Eastern Home Furnishings Association Southern Home Furnishings AssociationNational Home Furnishings Association Western Home Furnishings Association

SEHFA SHFAWHFANHFASouth Eastern Home Furnishings Association Southern Home Furnishings Association

Custom Music & Messaging 75 percent of your customers are influenced by the music playing in your store. Make sure the music you play matches your brand and is 100 percent licensed. Our new program with Retail Radio will help you create the right mood in your store by developing a customized music station just for your store!

Integrated MarketingReach your key customers and inspire them to purchase. Our program with Banner Marketing allows you to reach your customer through:

h Promotional Websites h Circulars & Inserts h Direct Mail Promotions h TV & Web Video h Email & Mobile Marketing h POP (In-store Signage) h Public Relations & Content

TruckSkinCreate exciting opportunities for promotions and profit with TruckSkin’s changeable advertising panels.

h Easily updated by you and your staff. h Easy ordering. h Design and approve online. h Change designs when you change promotions.

Merchandising Tools & Supplies Invite your customer into your store and then draw their attention to your merchandise with coordinated window poster sale signs, banners, sale tags and street flags. These products are available individually or in kits.

Marketplace

Join or renew your Association membership today and start enjoying the benefits of belonging. Whether you are looking for great financing rates, first class

education or a community of peers, your Association provides it all.

(800) 888-9590 (800) 422-3778NHFA WHFA


South Eastern Home Furnishings Association Southern Home Furnishings Association

The WHFA has benefitted us in countless ways over the term of our 36-year membership. We value all that it has to offer: the relationships, connections and of course, the exceptional products and services they offer their members. —Dave Masin, Masins Furniture, Bellevue, WA

I believe that having a unified voice for our industry is important. NHFA provides that voice loud and clear. I am proud to be a member of NHFA. —Shane Spiller, Spiller Furniture, Tuscaloosa, AL


South Eastern Home Furnishings Association Southern Home Furnishings Association

June 2-4, 2013Sheraton New Orleans

www.theHFIC.comNational Home Furnishings Association Western Home Furnishings Association

WHFANHFA

CONFERENCEJune 2-4 • HFIC 2013

HOME FURNISHINGS INDUSTRY

Retailer Resource Center Winter 2013 Guide

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Transcript of Retailer Resource Center Winter 2013 Guide