Furniture World 01-02 2008.pdf

The Business Solutions Magazine For Furniture Retailers

FOUNDED 1870 • Visit www.furninfo.com The Industry’s Most Extensive Furniture Site

SALES skills/management

uncluttered, media to reach the public

and tell your story. He does a post

mortem on those pervasive Big Box

ads and provides tips to help you to

make your ads really pull. PAGE 16.

Decorating School Crash

Course - Part 5, Placement

Decorating seminars help customers

solve problems, and they position you

as a home furnishings expert.

Margarett DeGange presents a script

you can use to put on a Furniture

Placement Seminar for your

customers and prospects. PAGE 62.

Cover Photo:

The new, innovative Matrix Glider from

Dutailier allows consumers to

choose among a selection of

components to "build" a glider that is

perfectly adapted to their physical

morphology. Interchangeable seats,

armrests and mechanisms permit the

glider to comfortably fit a short, average

or tall person. The modular design also

allows stock parts to be used to create

instant custom design configurations.

See page 1 in this issue or visit

www.dutailier.com for more information.

Double Your Store

Traffic - Part 6

Direct mail is proving to be more and

more effective, even while traffic and

sales slump for most furniture retail-

ers. If, however, you find that your

direct mail results are flagging, read

this article for tips and techniques

that are guaranteed to improve your

returns. PAGE 44.

Meet The Retail

Sales Power Players

Sales tips and training tools from

some of the best sales associates and

Cathy Finney. PAGE 38.

Retail Profile:

Conway Furniture

Retailer uses light and entertaining

radio commercial format to promote

a “Shop North America”, environ-

mental and quality message.

PAGE 72.

FURNITURE WORLD MAGAZINE

1333A North Ave. #437

New Rochelle, NY 10804

Tel: 914-235-3095 Fax: 914-235-3278

www.furninfo.com editor@furninfo.com

Staying Alive During

Tough Times - Part 4

Even with a great strategy and

professional players, without a

coaching staff who observe, adjust,

consult with individual players, and

perform ongoing training, and who

measure everything, the results will

not be good. PAGE 56.

BARTON BIENENSTOCK -Publisher

RUSSELL BIENENSTOCK -Editor

THELMA MASON-DAVIS -VP Sales

LARRY STEIN - Associate Publisher

GARY SIEGEL - Sales Manager Eastern Region

JON SIEGEL- Sales & Customer Service Rep

S.T. BIENENSTOCK - Associate Editor

JANET H. JOHNSTONE - Canadian Editor

BARBARA BIENENSTOCK - Art/Design

GIFFORD DORIVAL - Comptroller

SUSANNE LEBOVIC - Circulation

PETER MARINO -Sales Ed. Feature Editor

DAN BOLGER - Operations Feature Editor

CATHY FINNEY - Sales Skills Feature Editor

LARRY MULLINS - Marketing Feature Editor

BPA Association of Business Publishers

FURNITURE WORLD: (ISSN0738-890X) - Published

every other month by Towse Publishing Co., 1333-A

North Avenue, #437 New Rochelle, NY 10804.

Subscription: $19 per year; $39.00 for 3 years, $26

Canada, $4/copy; Foreign $85; (U.S. currency only).

Periodical postage paid at New Rochelle, NY and addi-

tional mailing offices. POSTMASTER: send address

changes to FURNITURE WORLD, 1333A North Avenue,

in whole or in part is strictly prohibited.

OPERATIONS management

Second FURNITURE WORLD

Beautiful Truck Contest

FURNITURE WORLD readers,

Majors and Independent Stores

entered their amazingly beautiful

trucks this year along with advertis-

ing, maintenance and delivery tips.

Winners are presented in a number of

categories including a new one, Retail

Show Trucks. PAGE 28.

MARKETING management

14 Things Furniture “Guys”

Don’t Know About Women

Informative and humorous look at the

ways our male dominated industry is

missing out on really connecting with our

target customers. PAGE 6.

DEPARTMENTS

Lost Ad Secrets Part 3:

Go Tell Your Story

Larry Mullins explains how to

effectively use new, inexpensive,

DESIGN SECTION

Best selling furniture and

accessories. PAGES 80-85.

2 FURNITURE WORLD January/February 2008

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