Seminars
All seminars listed are held in the NHFA Retailer Resource Center located on the first floor of Plaza Suites at 222 S. Main Street, High Point, NC 27260. For more information, please contact Nicole Filippo at nfilippo@nhfa.org or 800.888.9590 ext. 6151.
Ready, Set, Help Clients Right-Size their Homes!
Sunday, October 17, 4 - 5:30 p.m., Market Square Courtyard
Gale Steves, author of Right-Sizing Your Home
Learn how to cultivate more business by understanding the concept of right-sizing a client’s home. Discover how to create environments that are more livable, efficient and flexible to meet the unique needs of each individual client. As former editor-in-chief of HOME Magazine, Gale has inspired millions with creative ideas and solutions for the home. Following the seminar, Gale will sign copies of her book. Limited seating available.
National Home Furnishings Association’s
Retailer Resource Center
2010 Fall High Point Market Seminar Series
Saturday October 16, 2010
8:30-9:30 The Dos and Don’ts of Advertising
Presented by Philip Gutsell
GutSELL & Associates
Learn how to develop a checklist of what works and what doesn’t when it comes to advertising. Follow the steps outlined in this program and return to your store with the necessary information to get immediate positive results in a store’s riskiest investment.
10:00-11:00 Retail Management Remodel: Increasing Initiative,
Accountability & Performance
Presented by Jeff Hiller
PROaction Marketing Group
Most managers feel they should be getting more from their staff, and they are right. This seminar uses the principles of open book management to provide step by step instruction for experienced managers on goal setting, reporting, monitoring, coaching, daily responsibilities, and maximizing the effectiveness of weekly and monthly meetings. What are you doing now that creates frustration for you and your team? What should you be doing to foster a proprietary sense for the business, set mutual expectations, encourage entrepreneurial activity, build staff morale, and ultimately drive superior performance? Recommendations are specific, well-supported, and proven in the market.
11:30-12:30 You’ve Got to Know Her to Sell to Her
Presented by Bob George & Lee Brown
Impact Consulting Services
Take a look forward to the consumer of 2011, plus a comparison profile of the pre-recession consumer and the current consumer including their views on certain economic conditions. Learn the effect age, income, and lifestyle has on the consumer’s decision to purchase as well as discover the 11 elements that shape the consumers response to their retail environment and experience that can encourage them to purchase.
1:00-2:00 TV & Direct Mail Advertising That’s Working Now!
Presented by Charles Horich, Jon Parks, Brad Lebow, Chip Hector
Horich, Parks, Lebow Advertising
This seminar will share specific ideas to help retailers generate more traffic and sales. See creative ways to drive storewide sales and product category growth, including ideas to sell more mattresses. Go on the offensive with hard-hitting television and direct mail promotions that have been proven effective in difficult market conditions.
2:30-3:30 10 Things to Ensure Customers Find Your Website
Presented by Sharon Gillis
JG Sullivan Interactive
Learn how furniture dealers can optimize their websites so that they are listed in the major search engines’ results pages. You’ll also discover resources that you can use to market your website online (SEO, SEM, PPC) so that customers can find you in their local markets when doing their pre-buy research online.
4:00-5:00 Customer-Centric Store Planning & Design to Sell More More Often!
Presented by Martin Roberts
M Roberts Design
Martin will share his insights into the next generation of home furnishings stores and on his recent successes. Martin is a frequent contributor to Home Furnishings Retailer, Furniture Today, Home Furnishings Business, Furniture World and a keynote speaker at the recent Retail Marketing Institute Conference. You can look forward to practical ideas you can use now to turn browsers into buyers, improve your margins and help drive more profitable transactions in your store.
5:00-6:00 The Science of Sleep—Don’t Sell Mattresses, Sell “Quality of Life”
Presented by Ron Wolinski
Profitability Consulting Group
Home furnishings retailers have the power to improve the “quality of life” of our customers when working with them in our bedding galleries if we choose to do so. It all depends on our selling approach. We can simply sell products or commodities, or we can educate our customers to understand the benefits of quality sleep, and how it affects every aspect of their daily lives. We can differentiate ourselves from the competition by providing answers and solutions for a better “quality of life” by utilizing the science of sleep in working with our customers and establishing a deeper and more professional relationship.
Sunday October 17, 2010
8:30-9:30 The Outlook for the Furniture Industry
Presented by W.W. “Jerry” Epperson, Jr.
Mann, Armistead & Epperson, Ltd.
Furniture industry guru Jerry Epperson will once again enlighten us with his furniture research expertise in the current state of future of the furniture industry and how it affects you today and tomorrow.
10:00-11:00 Coaching to Close: Turning Sales Managers into Sales Machines
Presented by Jody Seivert
One by One Companies
Are your sales managers DRIVING sales into the drawer, or managing sales already in the system? Learn how to redirect your sales team with 3 simple questions.
11:30-12:30 The Rewards of Being A CUSTOMER CENTRIC Company
Presented by Alvin Wright
Strategic Decisions, Inc.
Whether retailer or vendor, customers buy your product not because they understand it, but because you understand them. Truly understanding who your customers are, what they want (and are willing to pay for), how to reach them with your message, and how to build their loyalty is the key to surviving and growing in today’s market and economy. Learn how to better focus your resources directly on the consumer and how to reap the rewards of doing so.
1:00-2:00 The Sustainability Journey: Turning Talk Into Action & Opportunity
Presented by Paul Hepperla
Verisae, Inc.
All organizations, up and down the home furnishings supply chain, can reduce operating cost and increase their competitive advantage by actively exploring ways to do more with less. Where there is clear cost savings, efficiency improvement opportunities, positive brand awareness, and revenue gains, organizations can rally around sustainability initiatives.
2:30-3:30 The Search for Active Buyers: Target Marketing Strategies
in Today’s Economy
Presented by Jeff Welsh
Crown Direct
Explore the targeting marketing solutions that are effective for furniture retailers in today’s economic climate. Jeff will show you specific examples of successful Micro Target Medium ™ strategies that can be implemented by furniture retailers. Target medium strategies that reach ACTIVE buyers without all the unnecessary spending.
4:00-5:00 Turning your Website into an ROI Powerhouse
Presented by Mark Van Winkle, Director of New Business
Storis Management Systems
Do you currently have an eCommerce presence, but not using it to your full advantage? Or have you contemplated creating an online store, but fear it’s not the right fit for your customer? This dynamic seminar will provide numerous tips, including the features necessary for an eCommerce site to be a revenue generator, while also maximizing your customer’s shopping experience. Learn how eCommerce can boost sales and improve processes for your retail enterprise. Whether you’re an SMB, or a large size retailer, this seminar is for you!
5:00-6:00 Turning Your Delivery Department into a PROFIT Center!
Presented by John McCloskey
Profitability Consulting Group
Come learn how to transform one of your biggest expenses into a source of revenue. In the midst of higher fuel, insurance and labor prices, you can still make money delivering furniture to your customers. This seminar teaches you the tips and tricks to build better systems in order to hold on to more of your hard earned dollars.
Monday October 18, 2010
8:30-9:30 The #1 Secret to Grow Business in a Down Economy
Presented by Mike Root
Get Customers Right Now
Most retailers are struggling in this economy. They’re doing things wrong! They’re doing things the same way they did them when the economy was good. As a third generation furniture guy with over 27 years of experience, Mr. Root has met and worked with hundreds of retailers and he will share with you the number one secret that all retailers need to know to compete in this down economy.
10:00-11:00 Returning to the Basics: Showroom Planning Techniques
Presented by Stan Bossler
Bossler Design Services, Inc.
In today’s competitive retail market, change is constant. But, not all change is good. With well over 25 years of showroom planning expertise Stan Bossler will provide you with proven trade secrets on building a profitable yet cost effective home furnishings retail environment. You will get it all… including showroom techniques, traffic flow, composition, product selection, accessorization and lighting concepts!
11:30-12:30 Online Marketing: Now or (Maybe) Never!
Presented by David Lively
The Lively Merchant
Learn the difference between SEO and Pay-Per-Click online marketing and how understanding your company’s goals, philosophy, ROI objectives, and numerous other monetary and marketing factors will help you determine which, or what combination of both, offers you the most bang for your buck. This session will examine 5 models that you can implement.
1:00-2:00 Stop Sweaty Palms & Knocking Knees When Closing Sales
Presented by Mark J. Lacy
The Furniture Training Company
When your customers are ready to buy, they’ll let you know. The challenge is to react when they’re ready. Even customers who anxiously want to buy your furniture don’t always say “I’ll take it.” But all customers have a way of letting you know that it’s time to close the sale. Discover when a shopper is ready to buy and learn how to pass these techniques to your sales people so that they can close every sale without fear. 9 out of 10 associates who have implemented these selling techniques have increased their furniture sales.
2:30-3:30 Capitalizing on Your Merchandising Investment
Presented by Bob Moorman
JRM Sales & Management, Inc.
Today every inch of your sales floor is critical. Today every dollar you invest in your inventory is critical. Ineffective merchandising strategies lead to negative sales trends, cash flow issues, overflowing warehouses and also jeopardize vendor relationships. How can you possibly afford to not fully understand how to capitalize on every inventory dollar?
4:00-5:00 Top 5 Things Hindering Your Business’ Growth
Presented by Phyllis Zaepfel
PROFITsystems, Inc.
Regardless of what you hear, many retailers are seeing impressive growth despite current economic conditions. Remember that the six most expensive words in business are: “We’ve always done it that way.” This presentation will examine the top 5 things that keep your business from growing. Learn what you can and should be doing from systems to marketing, relationship management to business culture and most importantly, leadership to grow your business.
Tuesday October 19, 2010
8:30-9:30 Shopping Reinvented: How Emerging Technologies Will Shape
Next-Generation Big Ticket Retailing
Presented by Dave Bruno
Escalate Retail, Inc.
Rapidly evolving market conditions, technology and connectivity are changing the way that consumers search for, evaluate and purchase home furnishings. In this session, Dave Bruno, Director of Marketing for Escalate Retail and a 20-year retail technology veteran, will explore how mobility, social networks, augmented reality, advancements in multi-touch technology, and visual search tools can help you reinvent shopping and meet the escalating expectations of today’s home furnishings consumer.
10:00-11:00 Sales Stimulating Promotions and 5,000 Bucks
Presented by Melissa Maybury & Stephen Wisocky
Home Furnishings Insurance Group
You could win $5,000 at High Point Market! Learn about this new & different sales promotion that can offer your customers a chance for FREE furniture. Come to our session on Insured Promotions (Sports Concepts, Holiday & Weather Related, Chance Games) and listen how to leverage powerful consumer incentives to boost sales. See it in action…. bring your business card, drop it in the bucket, and 1 attendee will be selected to play “The Lucky Envelope Game” with a chance to win $5,000!!
11:30-12:30 Turning Your Furniture Website into a Lead Machine!
Presented by Steve McLendon
MicroD, Inc.
It’s not about being online; it’s about inspiring and engaging the consumer. With over 80% of 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 best practices, including Search Engine Optimization, Pay-Per-Click, and product content, promotional items sometimes referred to as “HOOKS” that entice the consumer to visit your store. After introducing the key elements, our panel will discuss how proper execution of these critical success factors has increased online store traffic and subsequently sales while reducing marketing spending.
1:00-2:00 Warehouse Managers: Skills & Experience Needed in
Today’s Competitive Environment
Presented by David Duff
D. Duff Furniture Warehouse Consulting
Mr. Duff’s 45 years of experience in the furniture warehousing business will guide you through a discussion to identify the key things you need in a warehouse manager – Experience, Productivity & Goal Oriented Leadership.
2:30-3:30 Getting into Lending: Process Benefits
Presented by Pat Nanda
Creative Business Decisions
Join us to learn the advantages of lending for the retailer; problems with the current credit situation with primary lenders; how to get off the ground for lending; lending process and system requirements; how do credit scoring models help in making lending decisions; keeping on top of receivables; and the overall picture of the lending process and reaping its benefits.
4:00-5:00 Color Directions 2010-2011
Presented by Ruthanne Hanlon
PPG Pittsburgh Paints
Review of the newest colors in residential home design and discussion of why these trends are popular now – from demographic to societal to fashion influences. Each attendee will receive a fan deck of our newest colors, Frank Lloyd Wright’s Classic Falling water collection and our trends materials.
Wednesday October 20, 2010
8:30-9:30 Is Your Business Ready For The Next 5 Years?
Presented by Mike Egan, Ron Cooper & Hector Mustafa
Profit Management Promotions.
Your business model may have worked in the past, but it may not be the right model for today. New competitive and brand-positioning strategies are needed. And a host of new considerations must be addressed (i.e., restructuring, liquidation – or capital improvements and expansion). In this timely seminar, senior consultants from PMP will outline the key strategic, financial and operational questions you need to be asking today in order to position your store for substantive growth tomorrow … specifically, in the next 5 years!