Market Highlight
All Retailers Welcome
The Retailer Resource Center Buyer’s Club • Seminars • Resource Marketplace
C-496
it all
st
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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.
Your ASSOCIATION Western Home Furnishings Association • www.WHFA.org • 800-422-3778 National Home Furnishings Association • www.NHFA.org • 800-888-9590
Bringing together the Next Generation of Home Furnishings Professionals Tech Savvy & Tuned in—working
Join the group. Join the discussion.
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. Benefactor Sponsor:
C
• How to grow your business • Connect with and learn from successful retailers • Utilizing technology in business www.ngnow.org | social.ngnow.org Next Generation-NOW is a hosted community of the National & Western Home Furnishings Associations.
onnect
@
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et
Retailer Panel Discussion
NGN Bash @ the One-Six Club
NGN Networking
Multiple Generations = Many Opportunities Monday, January 28 9:00 – 10:00 a.m. RRC C-496
Tuesday, January 29 5:00 – 8:00 p.m. The One-Six Club Top of Building B Music – Drinks – Fun
Open every day The Social Spot RRC, C-496
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?
facebook.com/NextGenNow
RRC RETAILER
RESOURCE CENTER Western Home Furnishings Association
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!
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 multigenerational 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.
Market Highlight
Location C-496
MONDAY JANUARY 28
WEDNESDAY JANUARY 30
9:00 - 10:00 a.m. Multiple Generations =
9:00 - 10:00 a.m. Mattress Sales Training: Preparing for
Today’s Empowered Shoppers
Gerry Morris, Inner Spring
Many Opportunities
NGN Panel Discussion
10:30 - 11:30 a.m. The Seven Deadly Sins of Salespeople 10:30 - 11:30 a.m. Anatomy of a Salesperson
Philip M. Gutsell, GutSELL & Associates
12:30 - 1:30 p.m. Proven Mobile Marketing Success
2:00 - 3:00 p.m.
Crystal Vilkaitis, Crystal Media
What Were You Thinking?
Brad Huisken, IAS Training
3:30 - 4:30 p.m.
Maximize Profit AND Sales
John Egger, Profitability Consulting Group
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
Bob Moorman, JRM Sales & Management
TUESDAY JANUARY 29 9:00 - 10:00 a.m. WHFA Board Meeting
THURSDAY JANUARY 31
10:30 -11:30 a.m. Prepare Your Website for
with an Effective Web Presence
Jennie Gilbert, Retailer Web Services
9:00 - 10:00 a.m. Furniture & Mattress Stores: How to Sell More
Smartphone Users!
Ronald Gordon, MicroD, Inc.
10:30 - 11:30 a.m. In-store Technology for Tomorrow...Not Today
12:30 - 1:30 p.m. Break-Even Sales Workshop
Kyle Doran, R&A Marketing & Dan Wieczorek, Best Buy for Business
Wayne & David McMahon, PROFITSystems, Inc.
2:00 - 3:00 p.m.
4 Ways to Grow Your Business NOW!
Doug Knorr, Knorr Marketing
2:00 - 3 :00 p.m. Every Army Needs a General
3:30 - 4:30 p.m.
Selling Interior Design
Jody Seivert, One by One Companies
12:30 - 1:30 p.m. What to do about “I’m Just Looking” Customers
Mike Petersen, The Furniture Training Company Michael Jensen, High Impact Furniture Sales
Sponsored by:
www.retailerNOWmag.com
JANUARY | 2013
3 RRC 35
RRC RETAILER
RESOURCE CENTER Western Home Furnishings Association
Monday, January 28, 2013
2:00 - 3:00 p.m.
9:00 - 10:00 a.m.
What Were You Thinking?
Multiple Generations = Many Opportunities Next Generation-NOW Panel
Brad Huisken, IAS Training
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?
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, nonnegotiable standards, incentives, consequences, training, and knowledge in order to achieve success.
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.
John Egger, Profitability Consulting Group
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.
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!
12:30 - 1:30 p.m.
Ronald Gordon, MicroD, Inc.
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!
JANUARY | 2013
3:30 - 4:30 p.m. Maximize Profit and Sales
10:30 - 11:30 a.m.
36 RRC 4
Brad Huisken will lead participants through a fun, motivational and educational seminar on how to effectively manage your people to increase productivity.
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.
www.retailerNOWmag.com
Market Highlight
wednesday, january 30, 2013
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!
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.
2:00 - 3:00 p.m. 4 Ways to Grow Your Business Now!
10:30 - 11:30 a.m.
Doug Knorr, Knorr Marketing
Anatomy of a Salesperson
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?
Joe Milevsky, JRM Sales & Management
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!
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.
JANUARY | 2013
5 RRC 37
10:30 - 11:30 a.m.
2:00 - 3:00 p.m. Advertise BIG…Use your Trucks!
In-Store Technology for Tomorrow...Not Today
Joe Lapekas and Jordan White, TruckSkin
Kyle Doran, R&A Marketing; Dan Wieczorek, Best Buy For Business
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!
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
3:30 - 4:30 p.m.
Mike Petersen, The Furniture Training Company
Merchandising to Show Your Customers How to Use Your Product Bob Moorman, JRM Sales & 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.
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
thursday, january 31, 2013
Michael Jensen, High Impact Furniture Sales
9:00 - 10:00 a.m.
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.
Furniture and Mattress Stores: How To Sell More with an Effective Web Presence Jennie Gilbert, Retailer Web Services
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.
38 RRC 6
JANUARY | 2013
www.retailerNOWmag.com
Market Highlight
COMPANY
C-496 Your Association’s home at market
BOOTH NUMBER
ACA - Advertising Concepts of America.....26 Bank of America Merchant Services...........22 Best Buy for Business..........The Social Spot Credit Source Insurance & Finance.......30, 31
40
Custom Design Software............................13
Internet Cafe
er ent
31 30
34 32 33
Seminar Room
36 35
Your Resource at Market
To Building B
37
38
39
CrossCheck.................................................35 Diakon Logistics..........................................10 DispatchTrack..............................................25 DSI Delivery.................................................38 Furniture Training Company........................19 Furniture Wizard........................................1, 2 FurnitureCore by Impact Consulting...........36 FurnitureDealer.net................................4, 5, 6 FurnServe....................................................28 GE Capital...................................................16 Genesis Software Systems.........................27 Guardian Protection Products.......................7
Meeting Room
27
28
29
JRM Sales & Management..........................40
26
The Social Spot
High Impact Furniture Sales........................34 Mail America................................................24 MicroD.........................................................11 Moso Graphics............................................20
10
25
Myriad Software....................................14, 15
12
Profitability Consulting Group.....................29
13
8
Elevator
9
24
22 21 20 19
11
Meeting Room
PROFITsystems, Inc..............................32, 33
R&A Marketing.....................The Social Spot
7
14
Retailer Web Services, LLC.........................37 Service Lamp Corporation..........................21 Hallway
16
15
6
Launch Pad
23
17 18
RedPrairie..................................................8, 9
Speedy Delivery............................................3 STORIS..................................................17, 18
1
2
Entrance
3
4
Reception
5
Truckskin, LLC.............................................23 Zucora, Inc................................. Launch Pad Western Home Furnishings Association WHFA Warehouse Store
Your success is more than inventory and the RRC MarketPlace is more of what you need.
JANUARY | 2013
7 RRC 39
Market Highlights
See us at C-496 booth 27
EA
Sy -to
See us at C-496 booth 38
Delivering Satisfied Customers -u S
E|
Po
wER
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.
Ful |
AFFo Rd AblE
Inventory Control & Accounting Software for Furniture Retailers
SPECIAl mARkEt PRICIng
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
Call for a free info packet or to schedule a demonstration. www
509-536-4739
. G e n e s i s A dvA n tAG e . c o m
See us at C-496 booth 24
Las Vegas Market Direct Mail Package Special Includes: • The direct mail piece (choose from 4 customizable formats) D. • Ultra-targeted furniture consumer mailing list • Website landing page with video and trigger marketing
All For One Low Price! Save even more! Go to:
www.vegasmarket.dmsavings.com You Could Win A Free Direct Mail Event 1.800.421.2150
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
See us at C-496 booth 28
Market Highlight
See us at C-496 booth 37
See us at C-496 booth 32,33
Discover the furniture and mattress industries’ most popular web solution:
by Retailer Web Services
- 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! Come see the difference, hear the testimonials and learn how easy it is to succeed online with WebFronts™. Booth 37 in the 37 Retailer Resource Center 800-417-2799 | info@RetailerWebServices.com
See us at C-496 on the Launch Pad
WE MAKE OUR CLIENTS MORE PROFITABLE Retail Furniture Software • • • •
Easy to Use Improves Gross Margin Reduces Inventory Levels Increases Customer Satisfaction
www.profitsystems.com 800.888.5565
Bldg. C, 4th Floor Retailer Resource Center
See us at C-496 booth 13
THIS CHANGES
EVERYTHING NATURAL. EFFECTIVE. AMAZING.
Since 1991
THE FIRST & ONLY
QUARZ- the world’s first nanotechnology-engineered furniture protection surface barrier that repels liquids, dirt and oil. Safe for you. Safe for the environment.
Furniture Software All the Whistles & Bells
Call 800.884.0806
SEE QUARZ IN ACTION VISIT THE LAUNCHPAD OR
www.CustomDesignSoftware.net Jerryk@CustomDesignSoftware.net
Market Highlights
See us at C-496 booth 23
See us at C-496 booth 7
Outdoor Furniture is the Fastest Growing Segment in the Home Furnishings Industry.
Custom Delivery Truck Graphics Wraps & Window Graphics... Call us today for a FREE quote!
Add revenue and profits with the most comprehensive fully insured outdoor
Come and learn how to “Advertise BIG ” during our FREE seminar on Wednesday in the Resource Center during LV Market.
warranty program available in the industry. Combine the warranty with our eco-friendly Outdoor Furniture Cleaner—guaranteed to remove stains!
TruckSkin.com 877-866-7546
www.guardianproducts.net | 804-381-9430
We Install Nationwide!
See us at C-496 booth 16 Stop by the booth to sign up for the GE Capital PLCC program!
July 30 - August 3, 2012
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
Plus NEW volume rebate structure & 2013 holiday specials! 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
See us at C-496 booth 40
RRC_Guardian ad.indd 1
12/6/2012 12:47:05 PM
Market Highlight
See us at C-496 booth 14, 15
See us at C-496 booth 11
THINK MOBILE 1993 - 2013
2
YEARS
+ web design & hosting. + mobile iPad app. + ecommerce solution. solutions@microdinc.com www.microdinc.com 800-964-3876
1-800-676-4243 • sales@myriadsoftware.com • www.myriadsoftware.com
See us at C-496 booth 21 Special Pricing on
LED
Lamps!
See us at C-496 booth 30, 31
Market Highlights
See us at C-496 booth 20
See us at C-496 booth 17, 18
Retail Displays & Point Of Purchase Signage For The Furniture & Mattress Industry
77.770.MOSO 503.719.6867 | 1.8
| Shop.MosoGraphics.c
om
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TM
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Market Highlight
Join us in the buyer's club
Hot Waffles Sponsored by:
NHFA
National Home Furnishings Association
WHFA
Western Home Furnishings Association
Monday – Thursday 7:30 – 9:00 a.m. Serving delicious waffles with all the toppings
Hate crowds on the bus & in the garage? Enjoy beer on tap and a few games of Shuffleboard
Sponsored by:
Stay & Play Monday – Wednesday Starts at 4:00 p.m.
Hot Coffee • Mochas • Lattes • Americanos. . . All day, Every Day
Marketplace
EXCLUSIVE DEALS FOR ASSOCIATION MEMBERS Custom Music & Messaging
Integrated Marketing
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!
Reach your key customers and inspire them to purchase. Our program with Banner Marketing allows you to reach your customer through: hh Promotional Websites hh Circulars & Inserts hh Direct Mail Promotions hh TV & Web Video
Merchandising Tools & Supplies
hh Email & Mobile Marketing
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.
hh POP (In-store Signage) hh Public Relations & Content
TruckSkin Create exciting opportunities for promotions and profit with TruckSkin’s changeable advertising panels. hh Easily updated by you and your staff. hh Easy ordering. hh Design and approve online. hh Change designs when you change promotions.
CALL YOUR MEMBERSHIP REPRESENTATIVE TODAY AND GET STARTED!
NHFA
National Home Furnishings Association
46
WHFA
Western Home Furnishings Association
Retailers East of the Rocky Mountains, call (800) 888-9590 SEHFA SHFAwww.nhfa.org
South Eastern Home Furnishings Association
JANUARY | 2013
Southern Home Furnishings Association
Retailers in the 12 Western states, call (800) 422-3778 www.whfa.org
www.retailerNOWmag.com
NHFA
National Home Furnishings Association
WHFA
Western Home Furnishings Association
SEHFA
South Eastern Home Furnishings Association
S
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
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 NHFA
(800) 422-3778 WHFA NHFA
National Home Furnishings Association
NHFA
National Home Furnishings Association
WHFA
Western Home Furnishings Association
WHFA
Western Home Furnishings Association
SEHFA SHFA
South Eastern Home Furnishings Association
Southern Home Furnishings Association
SEHF
South Eastern Home Furnishings
HOME FURNISHINGS INDUSTRY
CONFERENCE June 2-4 • HFIC 2013
Sheraton New Orleans
June 2-4, 2013
NHFA WHFA
National Home Furnishings Association
www.theHFIC.com
Western Home Furnishings Association