Archive for April, 2012


Thursday, April 19th, 2012

MicroD launches iPreVue App: an iPad Application at High Point Market

MicroD Inc. introduces a powerful iPad-based mobile application at the upcoming High Point Market for home furnishings. This application, branded as iPreVue App, is initially designed for the manufacturers’ sales representatives, providing them with a multitude of time-saving and revenue-generating tools to present and create product line-ups; to browse, configure and visualize products; and to place orders.

iPreVue App offers features for both case goods and upholstery manufacturers to represent their product catalogs on any version of Apple’s iPad. The high-resolution images and merchandising features in this application utilize MicroD’s exclusive fabric- and finish-draping as well as visualization capabilities consistent with the product displays found on world-class websites that use MicroD’s ePreVue and ePiphany platforms. iPreVue App is the only industry iPad application that supports both case goods and upholstery catalogs with dynamic fabric and finish visualization, providing ordering capabilities for both standard as well as highly-configurable custom products.

“Consistent with MicroD’s mission for providing leading-edge technology solutions for the home furnishings industry, we believe the iPreVue App brings substantial benefits in terms of time savings and ease of product line ups, product visualization and order placement—especially since many of the leading manufacturers’ representatives are now equipped with mobile devices like iPhones, iPads or other tablet devices,” said Manoj Nigam, President and CEO of MicroD Inc. “This unique and robust application is a further example of MicroD’s commitment to the industry in continuing to develop and introduce comprehensive solutions as a technology partner for the furniture industry’s leading manufacturers and retailers.”

Among its many features, iPreVue App will allow sales representatives to select manufacturer-authorized retailers, browse and visualize items, add items to purchase orders for those retailers, review order histories, add notes, and bookmark items for later review. Additionally they will be able quickly to email tear sheets and product information pages, conform to manufacturer rules for merchandising and order minimums, add new customer information, and manage current customer information: all while seamlessly integrating with the manufacturer’s ERP or management information system.

Because iPreVue App is a native iPad application, sales representatives are able to use the application with or without an Internet connection. Once the user has an Internet connection, the stored order information and notes can be transmitted to the manufacturer and emailed to the retailer.
After iPreVue App’s initial introduction at the High Point Market, MicroD expects to have a full production version of iPreVue App operating in many of the manufacturer showrooms at this summer’s home furnishings’ Las Vegas Market. Additionally, MicroD’s longer range plans are to offer iPreVue App as a merchandising tool for retailers.
%0

Tags: , ,
Posted in Industry News | Comments Off

Tuesday, April 17th, 2012

FURNITURE WIZARD® Unveils the Next Evolution in Technology for the Furniture Industry

Technology supplier, Furniture Wizard, released this week the next evolution of technology for the furniture industry.  Additions to its core product Furniture Wizard facilitate the latest in web and mobile technology.

New mobile features to the iPad point-of-sale system include new increased search capabilities that make it quicker than ever to find the products customers are looking for.  Incorporation of swipe gestures takes advantage of native iPad features making for a more intuitive user experience.   A merchandising feature was recently added that allows for the creation of item relationships directly on the iPad so upselling has never been easier.

Enhancements to the growing web presence include a new Room Builder feature that allows customers to build packages on the fly with controlled options.  “Allowing people to design their own packages has always interested us,” said Martin Fischbein, Founder and President of Furniture Wizard.  “Finding a way to let people build and purchase the rooms is the easy part, the challenge that we overcame with this feature was creating a simple intuitive way for retailers to administer the website function,” said Fischbein.  Included in Furniture Wizard’s latest websites is the integration of full social media support, also including the new sharing forum Pintrest.

“Furniture Wizard has undergone one of its largest updates ever to support the new web and mobile technology,” said Evan Faller, Business Development Officer at Furniture Wizard.  Advanced features include a delivery system that centralizes the delivery process including a calendar and map view of the deliveries, printable delivery slips, picks lists, and manifests.  A simplified delivery processing procedure with one click posting saves time and eliminates errors.  A new partnership with ChargeItPro, a leading payment processing provider, gives retailers access to integrated credit card processing that will match or outperform current fee structures.

Furniture Wizard is a privately held company serving home furnishing retailers with market-leading point-of-sale software and Web solutions. It serves more than 2,000 retail stores across the globe with easy-to-use, powerful and flexible technology. For more information about Furniture Wizard or to request a system demonstration, call 619-869-7200 or email sales@furniturewizard.com.  Information can also be found at www.furniturewizard.com.  See the Furniture Wizard team during the High Point market in in the resource center at the Plaza Suites 1st floor booth 42.

Posted in Industry News | Leave Comment

Wednesday, April 11th, 2012

Del Sol Furniture Partners With Local First Arizona For Spanish Campaign

Fuerza Local Effort to Incorporate Hispanic Businesses in “Shop Local” Movement

Del Sol Furniture recently partnered with statewide non-profit Local First Arizona in an effort to expand the organization’s programs to Spanish-speaking businesses and patrons.  The new movement, branded Fuerza Local, held its first event on Monday, April 2nd at Del Sol Furniture’s newest location on 83rd Avenue and Indian School.  The event was attended by more than fifty business owners, community leaders and politicians.

With Hispanics forming nearly 30% of Arizona’s population and growing, the future health of the state’s economy depends ever more on the Hispanic consumer.  The Local First Arizona/Fuerza Local movement seeks to promote the benefits of consumers shopping at locally-owned businesses.  It is estimated that for every $100 spent at a locally-owned business, $73 re-circulates within the local economy.  Compare that to only $43 out of $100 when shopping at a national chain.  This shift translates to more local jobs, higher wages, more donations to local charities and higher tax revenue in government coffers.

Monday’s event focused on introducing owners of Hispanic businesses to the Local First philosophy and founder Kimber Lanning was on hand to deliver the message about how Fuerza Local came about.  “I made several presentations to Hispanic business coalitions, but my message wasn’t resonating.  I believe I was choosing the wrong words to explain the concept.  This is the first time we made it ‘en español’ and it made a huge difference!  I owe it all to the steering committee for lending their support, ideas and professionalism!”

Rosa Macias, owner of Del Sol Furniture and member of the Fuerza Local steering committee gave a presentation on the topic of preserving family, education and culture, which resonated with the group of entrepreneurs.  “As an immigrant family, we have worked to adapt to this society through education and helped others do the same, as our own business has adapted, our customers are adapting to a new way to live, work and consume and I think Fuerza Local is a great opportunity to bring our community together and improve our economy.”

Next, the Fuerza Local steering committee is planning a routine of regular meetings, as well as more marketing through print and radio to grow the movement.  Bilingual materials and campaigns are being promoted to encourage consumers to shift 10% of their purchases to local businesses to benefit the Arizona economy.  Del Sol Furniture is proud to be a locally-owned enterprise and is excited to be a part of this movement.

Opened in 1997 as Muebleria Del SoI by Venancio and Rosa Macias, the company has grown to four valley locations including Red Tag Furniture at Arizona Mills Mall, which coincided with a rebrand from a mostly Hispanic market segment to a more general consumer reach.  The company has evolved into a second generation family-owned furniture retail business with son Alex Macias and Daughter Minerva Macias-Maestas now at the helm.

Posted in Industry News | Leave Comment

Tuesday, April 10th, 2012

360 Degree Pass-by

One good thing about being on the road is that when you return to what’s familiar, you have a fresh perspective. After a few days away we always see our office in a different light, and we usually make a few positive changes. Time away from our office allows us to see it more clearly through the eyes of our clients: the furniture placement that made sense when we left town now looks unbalanced, and those piles of paper on our desks that we always plan to get to, but somehow never do, just make our office look disorganized and, well, messy. Sometimes you just have to step back and be your own customer.

If we’ve said it once, we’ve said it 1,000 times: there is no reality in retailing, only perception—the customers’ perception of your store is the only one that counts. You can have the best product at the best price, fabulous, caring and knowledgeable sales associates, great sales and even better in-store events BUT the second a customer walks in your door and finds you having a bad day, their perception changes. And usually not for the better. We all make an unconscious value judgment about the stores we shop in within the first 10 seconds of contact. It isn’t fair but it happens. That’s why you have to constantly be on guard about how your store looks through your customers’ eyes.

How often do you look at your store through the objective eye of the customer? Notice that we said “objective”. You’re not being objective if you look at a really tired display and think, “Oh, that display is a mess, but I still need to sell more of that product. I can leave it up another day or two.” No, you can’t. Customers will look at that same display and think less of your store. Ideally, you should do an in-depth tour of your store at least once a month, but to keep things in balance, do a 360 Degree Pass-By each morning before you unlock the doors for business. The parking lot is a good place to start.

Survey the Parking Lot: Is the parking lot easily accessible? Are store associates cars parked in the best spaces? Is the parking lot clean and brightly lit?
Size Up the storefront: Does your storefront require paint or repair? Is there clutter to be cleaned up or exterior displays to be reorganized? Have the flowers in your planters seen better days? Can customers easily see your storefront sign? Are all the bulbs in working order? Are your windows clean and free of old signs? Do the window displays need some attention?

Access the Decompression Zone: The Decompression Zone (DZ) is the 5 to 15 feet just inside the front door of the store. Its purpose is to slow down rushed and distracted customers so they can concentrate on shopping. Is your DZ uncluttered, inviting and easy to navigate?

Work Your Speed Bumps: Do your Speed Bump displays—small tables loaded with home décor items or a small, inviting, and completely accessorized, room setting placed just beyond the Decompression Zone—need to be fluffed or re-stocked? Work your Speed Bumps—they sell product. These displays should be changed at least once a week.

Power Wall Ahead: Look Right: 90 percent of shoppers will enter the store and look or turn to the right—that’s where you’ll find your main Power Wall. This is a premium location that is highly visible and heavily shopped; it should be used to merchandise hot product stories, new items, and high demand items. Are your Power Wall displays set to sell? Do they need to be re-stocked or re-merchandised?

Review Your In-store Signage: Does your signage reflect the style and personality of the store? Can customers easily read them? Is there old sale or product signing that needs to be removed? Are there hand-written signs with cutesy references to breakage and unwatched children present that need to go away?

Check Out the Cash Wrap Counter: Is there enough room at the cash wrap for a customer to comfortably complete the transaction? Are there impulse items displayed at the cash wrap to encourage add-on sales? Is there an interesting display behind the cash wrap counter that will keep customers thinking about product? Is your policy and procedure signing customer friendly?

Walk the Aisles: Is there product spilling over into the aisles? Are there dump displays blocking the main aisles? Can customers easily maneuver a stroller, wheel chair, motorized chair down the aisles? Can people comfortably pass one another throughout the store?

Survey Your Merchandise Presentation: Are your displays fresh? Do they encourage customers to stop and look, and entice them to buy? Are there empty spots that need attention or empty shelves of accessories that need to be restocked? Is the product “faced” (brought to the front of the shelf or hook)? Are there bin tickets missing?

If you do a 360 Degree Pass-By each day, you will soon become attuned to things that are out of place or need your immediate attention. Once a month dig deeper with KIZER & BENDER’s No-Fail Perception Exercise: Look at the same things that you review during your daily 360 Degree Pass-By. During this exercise, you will spend more time observing each area.

Don’t fix, move or adjust anything in the store before you do this exercise. You want a clean vision of what the store really looks like on a typical day. Survey your store during regular business hours—not before opening or after closing. You want to do this exercise while customers are in the store shopping.
Dress in the same attire as a typical customer. If it’s cold outside, put on a winter coat. If your customers tend to shop with children, haul a diaper bag with you. You want to recreate the customers experience as closely as possible.

Don’t just put on your coat and walk out the door. Hop in your car and drive down the street. Re-enter your parking lot and drive by your store from all directions so you can see it from different perspectives.

Carry a notepad and make a list of things to do; you can prioritize your list later and make changes as necessary. You might even want to ask a store associate to do the same exercise—you can compare notes later.

Remember that perception becomes reality. If you do not control how your store is perceived, it just might get away from you. Customers will create their own perception of your store and you might not like the one they choose. Your daily diligence will help ensure that customers see your store as you want them to see it. That alone is worth the 10 minutes of time it takes to do a daily walk-thru!

© KIZER & BENDER . ALL RIGHTS RESERVED Rich Kizer and Georganne Bender, Kizer & Bender Speaking! are professional speakers, authors and consultants whose client list reads like a “Who’s Who” in business. Companies internationally depend upon them for timely advice on consumers and the changing retail market place. KIZER & BENDER are well known for their unique and intensive consumer research. Any speaker can talk about customers, but Georganne and Rich actually become them. Contact Kizer and Bender at (630) 513-8020 or www.kizerandbender.com.

Posted in Customer Experience, Recent Articles | Leave Comment

Monday, April 9th, 2012

Trust Training—Setting The Stage For Effective Sales Training

There are many challenges for home furnishing retailers, but arguably, the biggest challenge is not competition, merchandising, or marketing. It’s sales training.

None of the other efforts that retailers make account for anything if the product is not sold. There is an inverse ratio between RSA (Retail Sales Associates) competence and “just lookers”.

Most retailers understand this and have terrific ongoing sales training programs.

It’s important to note the dramatic difference between training for mattress sales as opposed to home furnishing sales. The reason? It’s the shopper’s attitude and mindset that makes the difference. Consumers think of mattresses as utilitarian and they approach the process using intellect logic and reason to discern value. Whereas home furnishings shoppers typically are motivated to upgrade their lifestyle and emotion plays a big role. RSA’s need to be trained to know the difference and to be able to adapt accordingly.

But there is an overarching issue that, if acknowledged, focused upon and incorporated, can set the stage to make all sales training more effective. TRUST.

At the end of the day, most shoppers elect to buy from a sales associate they like and trust. Trust is achieved through competence, being up to the task, conscience, having a core set of principles, and concern, caring for others’ well being.

Trust is the intangible and transcending assurance that creates loyalty and compels people to buy with confidence. The assumption is if the RSA is trustworthy, it’s likely the company and brand are trustworthy as well.

Can trust be taught? Actually, yes it can.

I call it Trust Training: a holistic, comprehensive approach to sales training that involves all three aspects of each individual: Mind, Body and Spirit…

The 3 P’s of Trust Training

1. Perspectives (What we know)
2. Practices (What we do)
3. Principles (Who we are)

Perspectives

Consumers trust confident, knowledgeable sales associates. Perspective skills training should be an ongoing evolving program to raise the competency level of all associates and should include the following:

Product knowledge: Not a rote memorization of specs, but the actual qualities, features, benefits and comfort characteristics of all products. RSA’s must learn how to objectively navigate their way around the sales floor in response to each customer’s unique needs and preferences.

Selling skills: A focus on customer satisfaction using real life situational selling. Use your own experiences and draw upon experts in our field. There are many resources available including, tapes, DVDs, books and magazines. Of course there is a plethora of information on the Internet. Furniture Training Company is an excellent resource.

Awareness skills: Perspective skills training should include a big picture look at the importance of each and every customer, the effect that a quality mattress has upon the customer’s health and well-being and the important role the sales associate plays in the selection process.

Company information: All sales associates should learn and know as much about the company as possible, including policies and procedures and company history. They should also spend time with all other departments, accounting, delivery, maintenance, etc. to see how everyone in the company plays a role in creating a positive experience for the customer.

Practices

Practical sales training can put knowledge and skills into action. Training includes three phases, (more P’s) Preparation: what to do before working with a customer, Presentation: what to do and say in the presence of a customer, and Post Sale Care: what to do after the sale to ensure that the customer is satisfied with their purchase and experience.

Preparation

Preparation begins with daily rituals, including checking on inventory, sales, events, or any other issue that may impact the customers’ experience. This includes cleaning and straightening up the sales floor, making sure all models, signage, and POP materials are in place and in good order. Each salesperson should get in the habit of looking at the store as if he or she were a customer shopping visiting the store for the first time. A clean, well-kept store evokes positive feelings. Bathrooms are the litmus test.

Presentation

Sales associates should be encouraged to use a consultative style and an unbiased approach dealing with consumers as individuals, without letting his or her own personal preferences or motivations influence the selection process. An attitude of serving rather than selling is crucial. Shoppers perceive motive.

Customers want to buy from associates who care about their needs. One of the best ways to communicate care is by asking meaningful questions and giving well-informed answers that address the customer’s particular situation. The entire selling process should be an exchange between buyer and seller with the common goal of finding the best possible mattress and closing the sale!

Not asking for the sale is a disservice and waste of time for the buyer and seller.

Post Sale Care

Follow up may be the most important element of all practices to make sure every customer has peace of mind, is satisfied with both the product and their shopping experience and to thank them for their business.

Unfortunately, customer service issues can sometimes occur. When that happens RSA’s must go above and beyond the customer’s expectation to resolve it. By promptly solving a customer issue, one can in fact create more trust.

It’s true when a customer has a problem that is resolved beyond their expectation, it creates a more favorable feeling towards the company than not having a problem in the first place! (However, I don’t suggest creating problems to achieve that goal. LOL)

Principles

Can people be trained to have good principles? I’m not sure, but we can set and enforce a standard of expectation as to how customers are to be treated.

Most customer service problems don’t arise from a lack of care as they do from a lack of awareness. It’s just human nature that we sometimes fail to see the impact that we can have on others and they upon us.

Through daily reminders, issues of honesty, integrity, compassion, and service should be stated and reinforced in a variety of ways.

A mission statement is a great way to set your standards and it should be posted for all to see. Yes, even customers.

Every day should begin with a conscientious review of that mission with an all-consuming focus on how to provide an outstanding customer experience. Over time, that shared vision becomes second nature, company identity.

Retailers that incorporate Trust Training can set the stage to make their existing training programs more effective. Creating a culture of trust will most certainly bring a new, higher level of success.

Gerry Morris is an author, speaker, sales trainer and consultant with over 25 years of experience in the home furnishings industry.

Gerry is the author of two widely-read books, Spring Training and Sell More Beds Guaranteed! He currently writes the Closing Words column together with feature articles for Sleep Savvy Magazine. For more information visit SellMoreBeds.com

Posted in Recent Articles, Sales and Sales Management | Leave Comment

Monday, April 9th, 2012

Simply Amish outruns sluggish U.S. economy

Who would have thought that a group of furniture builders with an aversion to power tools and automobiles could outpace the influential U.S. economy in 2011? North Americans, that’s who.

Simply Amish, known for its hand-crafted, solid-wood furniture, logged a 338 percent surge in internet traffic on its website, opened new stores, expanded current ones, even had a first-calendar-year store post a million dollars in sales in 2011, according to company cofounder Kevin Kauffman. He attributes a tidal wave of demand for domestic products for keeping the firm riding high last year. Comments from dealers and licensed store owners from across North America seem to support Kauffman’s synopsis.

Morgan Houck has owned a Simply Amish licensed store in Overland Park, KS since 2009, and opened a second one in Topeka, KS in 2011.

“I don’t think I could be selling a better product,” Houck said. “I feel like I may be selling the best furniture money can buy. (Simply Amish) is a small, American business with a big product. I can talk to an owner or a craftsman any time I want.”

Pam Stone opened her licensed Simply Amish store in Albuquerque, NM in 2007. Last year, she nearly doubled the store’s showroom space by moving to a larger, more visible location.

“We’ve been seeing a lot more traffic in the past 9 months,” Stone said. ‘It would be impossible to show all the styles and options Simply Amish offers. But we can definitely show a lot more now — something for every room of the house.”

“Made in America” is not only appealing to U.S. furniture buyers, but to Canadians as well. Ty Irwin is the new owner of Simply Amish of Edmonton, Alberta, CA. His store opened in mid-July of 2010. But in 2011, it sold more than a million dollars worth of the solid-wood furniture in its first full calendar year.

“It’s a really unique experience for customers to be able to get their taste out on the table — the kitchen table,” Irwin said. “Customers often have something pictured in their mind, but can’t find it anywhere. Simply Amish is great because I can tell the customer ‘yes’ all the time. If they ask for it, we can build it. And with the quality of the product, we have zero buyer’s remorse.”

Across the country in Newfoundland, Barry Imhoff said he is experiencing a similar phenomenon with his customers. He switched his furniture store, which he opened to 2009, to a licensed store in 2011, selling only Simply Amish furniture.

‘We pride ourselves in having 100 percent customer satisfaction,” Imhoff said. “Nothing ever goes wrong with our products.”

It would be hard to find a product more “made in America” than a piece of Simply Amish furniture: forged out of a way of life that requires religious freedom, by the hands of idealistic craftsman, from domestically grown, renewable resources.

Simply Amish, based in Arcola, IL, uses wood grown in U.S. forests, harvested and sustained by U.S. companies and their U.S. employees, Kauffman said. Its other raw materials, such as fabric and hardware, are American-made as much as feasibly possible. Kauffman also explained that not all Amish craftsmen have equal skill. Therefore, Simply Amish selects craftsmen that it has found to be the best, which are mostly in central Illinois.

Customers can buy Simply Amish products at one of its 12 licensed stores or at 250 other furniture dealers in the United States and Canada.

Posted in Industry News | Leave Comment

Friday, April 6th, 2012

Will bedding sales grow even in a slow economy? You bet!

As I travel and work with many clients, I’m pleased to see a shift in the way manufacturers and retailers have come to embrace a philosophy that I’ve attempted to champion for many years. In short, I believe that we don’t sell mattresses, we sell “quality of life”. This approach removes the bedding products from a commodity status to providing answers and solutions to health and lifestyles of our customers and their families. We focus on the every day realities of life and how a night of quality sleep can help our customers experience a better existence.

This industry approach is based on research and educating the consumer to invest in themselves and their family by understanding what they can gain through the proper “sleep system”. This research is being promoted by the National Sleep Foundation and the Better Sleep Council. The education process promotes health and wellness as a result of a quality sleep system (e.g. mattress, foundation, pillow, bedding and improved sleep environment suggestions). We are illustrating the “big picture” and how these elements contribute to “quality of life” through quality sleep. This consultative approach eliminates a product or commodity purchase and generates and investment in people’s quality of life. Less than positive economic conditions have provided much stress among consumers. A survey by the Better Sleep Council has verified that stress is a major cause of loss of sleep. Many retailers are sharing this information with their customers as a solution to stress and help them view the sleep system in a different light. The research identified:

65% of Americans lose sleep over stress

32% of Americans lose sleep at least one night per week due to stress

In short, stress has had negative effects on the customer’s ability to perform daily tasks, make good decisions, deal with different situations and even relate well to family members. We can help them deal with these issues by helping them achieve better quality sleep. Because of more education to the consumer, and an awareness of better health through better sleep, HGTV and Furniture/Today found that consumers are willing to invest more when they believe a new/better sleep set will improve their health and life.

The increased spending range was based on a $699 base price that would increase to $899. Twenty-eight percent of respondents responded that they would spend that much more. The high range of the investment went from $699-$1699. Twenty-nine percent of the respondents said they would spend this amount. Additional research by HGTV and Furniture/Today with 7,000 consumers found an overwhelming interest in products that protect mattresses and pillows from negative issues (e.g. dust mites, bed bugs and stains/spills). This awareness by enlightened retailers have educated consumers as to how these issues can be solved. They are now selling solutions and solving problems rather than selling commodities or products. The research indicated: 76% of consumers interested in protection from dust mites 73% of consumers were interested in protection from allergens 70% of consumers were interested in protection from bed bugs 4% of consumers were interested in protection from stains/spills With the focus on awareness and education, the Better Sleep Council published information on another category of consumers, teenagers, and their incredible need for quality sleep and the resulting issues from the lack of that sleep. The condition was called “Zombie-Itus” which can result in irritability, depression, anxiety, apathy, decreased brain function and a distracted disposition. Believe me, I raised five children and these conditions really exist.

New scientific research continues to unmask the effects of chronic sleeplessness, and its results. Here are four devastating effects, courtesy of the American Heart Association.

  1. Sleep loss can lead to Diabetes. A recent study shows that people who sleep less than six hours per night appeared to have a higher risk of developing impaired fasting glucose—a condition that can precede Type 2 Diabetes.
  2. Sleep loss can raise your blood pressure. Another recent study found that a lost hour of sleep—one hour or less than the recommended eight—increased the odds of developing high blood pressure on an average of 37 percent over five years; skipping two hours raises the blood pressure risk 86 percent. This condition can lead to heart attack, stroke or kidney failure
  3. Sleep loss can make you gain weight. Several recent studies have confirmed that there is a link between the loss of sleep and weight gain. In one study, participants who slept six hours per night were 27 percent more likely to become obese than those sleeping 7-9 hours; people getting five hours of sleep per night were 73 percent more likely become obese.
  4. Sleep loss can make you vulnerable to cancer. Yet another recent study showed that even when people take preventive actions that have been proven to lower cancer risks such as exercising and eating right, inadequate sleep seems to counteract those benefits.

The National Institute of Urological Disorders and Stroke found that Americans spend at least $50 billion each year on lower back pain, the biggest cause of job-related disability and leading contributor to missed work. The proper sleep system will provide proper support, spinal alignment and comfort to make a big difference in back health. Dr. Mehmet Oz, of The Dr. Oz Show, stated that most cases of back pain are mechanical or are non-organic, meaning they aren’t caused by serious conditions like arthritis or injury. Improper posture and lack of spinal support are the true causes.

Another dynamic of the growth of the bedding category is due to the constant introduction of new products and new approaches that contribute to better sleep. The growth of the specialty sleep category is due to introducing new products to the consumer. The first half numbers from 2011 introduced by ISPA (International Sleep Products Association) illustrated an increase in mattress units of 20.4 percent. Also, the dollar value of mattress shipments rose 20.9 percent.

The bottom line, as I see it, is the fact that progressive manufacturers and retailers are not selling products or commodities, they are selling “quality of life”. They also present a complete “sleep system” solution through the mattress, pillows, sheets, protectors against dust mites, allergens, bed bugs, stains/spills and concrete suggestions as how to create a healthy and clean sleep environment. This approach focuses on the industry’s ability to make a difference in the lives of consumers and connect with them regarding health, wellness and how to achieve it.

By educating the consumer, especially the female consumer, who represents over 85 percent of the bedding purchases, and has special sleep-related needs, we can illustrate the methods that quality sleep can provide a better quality of life. This approach will continue to succeed and provide sustainability to the bedding category even in slow economic conditions.

Ron Wolinski is a Vice President with The Profitability Consulting Group. His expertise in management stems from the positions he has held such as Manager of Training and Development for Art Van Furniture, VP Sales and Marketing with Contract Interiors, President of Behavioral Dimensions, Training Consultant to Thomasville and architect of the Thomasville University, Director Sales Education for Simmons and establisher of the Simmons Academy, National Director of Education and Development for Value City Furniture and most recently Director of Education and Retail Services for La-Z-Boy, Inc. He consults with retail organization internationally on consultative selling, communications, leadership skills, interviewing and recruiting, customer service and the science of sleep. Questions relating to this article or two other related topics can be directed at RonW@profitabilityconsulting.com.

Posted in Recent Articles | Leave Comment

Friday, April 6th, 2012

Paramount Sleep will celebrate Earth Day and boutique hotels at High Point Market

Paramount Sleep will feature four mattress lines in its showroom (IHFC M540) at High Point Market, April 21-26: Boutique Hotel Collection, Nature’s Spa, Heavy Duty Super Duty, and A.H. Beard. In separate drawings, the company will give away a Nature’s Spa mattress set and a weekend getaway to one of the fine properties that features its bedding.

In honor of Earth Day, Paramount Sleep will give away a new Nature’s Spa sleep system. Visitors to the Paramount Sleep showroom (IHFC M540) can enter to win until 6:00 p.m. on Sunday, April 22, when the winner’s name will be drawn.

Nature’s Spa 100 percent natural Talalay latex mattresses have a CertiPUR-US® certified flexible polyurethane foam support system with an air core. All Nature’s Spa eco-friendly mattress systems are designed for an ideal balance between comfort, support and pressure relief. The new Nature’s Spa collection also features an organic cotton cover, cotton border and 100 percent organic merino wool—all designed to lower the carbon footprint while offering a great night’s sleep.

Many fine hotels and resorts throughout the country now feature Paramount Sleep mattresses. One resort guest raved about his experience: “I have never slept so well!  With the mountain air and the perfect Nature’s Spa beds at Blackberry Farm, I left my weekend getaway more refreshed and feeling younger than I have in years.”

Paramount Sleep invites High Point Market attendees to stop by its showroom (IHFC M540) to find out why top resorts and hotels in the U.S. choose the Paramount as their vendor of choice. One lucky visitor will win a weekend getaway at one of the hotels where Paramount Sleep mattresses are featured including: Hotel Mela, 21c Museum Hotels, Savannah Bed and Breakfast Inn, and Blackberry Farm.

Posted in Industry News | Leave Comment

Friday, April 6th, 2012

Elite Leather Unveils a New Division: Bespoke, Tailormade Furniture, Collection at High Point Market

Elite Leather, one of America’s leading domestic furniture manufacturers, is pleased to announce the debut of new division Bespoke, tailormade furniture.  Bespoke will be distinct from Elite Leather’s other divisions as the collection will be in stock at Elite Leather’s California factory and ready for immediate shipping. As an added advantage to retailers, special orders will be accommodated.

The European-influenced collection will include 40-50 pieces of upholstered furniture and promises to add charm and character to Elite Leather’s selection of styles. The collection is of eight-way hand-tied construction and will retail at approximately $2999 for sectionals, $1599 for sofas, and $799 for chairs. The company believes that this program will be attractive to existing customers and instrumental in welcoming new accounts and consumers to the brand, as it is already being picked up by several major accounts.

With the resurgence of vintage-inspired upholstery in the market, Elite Leather is responding to the trend by adding additional value to an already impressive assortment of products. The new Bespoke division is of exceptional quality and craftsmanship with handsome, European designs, upholstered in leathers, linens, and wools, and slipcovered in linens as well (seen in the sectionals, sofas, chairs, ottomans and accent pieces), giving this aesthetically pleasing collection the versatility that both consumers and retailers will enjoy.

Bespoke will debut at the Elite Leather showroom (IHFC, C-661) during April 2012 High Point Market, and will continue to evolve over ensuing markets.

Posted in Industry News | Leave Comment

Wednesday, April 4th, 2012

Southern Home Furnishings Association announces 2012 Conference

Southern Home Furnishings Assn. (SHFA) will meet June 10-12, at the Pawleys Plantation in Pawleys Plantation, SC for its 2012 Annual Conference.

“Conference is an excellent opportunity for retailers to come together, learn together and share best ideas while networking with industry peers,” says SHFA President Robert Dossenbach of Dossenbach’s Finer Furniture in Sanford, NC.

“The Ten Building Blocks to Grow Sales” is Monday’s opening workshop led by C. Britt Beemer.  Mr. Beemer is recognized nationally as a premier marketing strategist. This focused workshop will help you plan a strategy to better help meet your consumer’s needs and improve your profitability.

On Tuesday morning, there will be a second workshop on “Getting Your Business Listed with Google” led by Brian Shealy from Economy Furniture Company Inc. in Leesville, SC. Mr. Shealy will share his story on how he increased his stores’ visibility to consumers by improving search engine optimization by use of Google Ad words and other Google tools.

The conference registration fee is $69 for each SHFA member and guest.  If your company has never attended a SHFA Conference before, please call 800.888.9590 ext 6116 and ask about our new attendee discount.

Call (800) 888-9590 or email owash@nhfa.org for details.

Posted in Industry News | Leave Comment