Furniture World 05-06 2008.pdf

IN THIS ISSUE

Cover Photo: Featured is Manchester & Britania from Kathy Ireland

Home by Omnia Furniture. These classic pieces were designed with the

most sophisticated furniture purchaser in mind. Attention to detail, deep

seating, nail heads and tufting will allow your customers to turn their

living rooms into libraries. See page 1 in this issue or visit

www.omnialeather.com for more information.

OPERATIONS management

04 FOAM PACKAGING

MATERIALS RECYCLING BASICS

Recycling EPS now makes sense for fur-

niture retailers. There are a number of

processing alternatives that can change

its disposal from a big expense to one

that can actually generate a payback.

and/or create revenue opportunities by

installing Google Analytics on his or her

website. Here are the top ten ways you

can use analytics to generate more

offline sales from your online efforts.

24 FORGET OLD MEDIA

USE PEOPLE MEDIA ™ -- PART 5

People Media™ begin at the top. Your

store’s Brand begins with your own per-

sonal Brand. All of us have a Brand. You

cannot fake it. Here are easy and inex-

pensive tips for using People Media on

your website, on your sales floor, in your

direct mail and even at the point of

delivery.

36 RETAIL PROFILE: DECORIUM

Once customers walk in the front door

of Decorium, this retailer’s focus is on

engaging them and keeping them

focused on the home furnishings buying

process.

SALES SKILLS / management

18 16 BEDDING SALES TIPS

Sixteen ways you can boost bedding

sales... from developing rapport (#1) To

handling customer objections by treat-

ing them as implied needs.

MARKETING management

12 REVENUE OPPORTUNITIES

WITH FREE WEBSITE ANALYTICS

Google has empowered any home fur-

nishings retailer who wants to uncover

46 WHEN SHE SAYS, “I’LL

KNOW IT WHEN I SEE IT.”

The main reason salespeople should

not handle the “I’ll know it when I see it”

with resigned reticence is that to do so is

to betray their role as consultants. Here

is how you might, in this situation, get

the customer’s permission to assist them

in finding the home furnishings that they

truly need and deserve.

FURNITURE WORLD MAGAZINE BPA Association of Business Publishers

1333A North Ave. #437, New Rochelle, NY 10804

Tel: 914-235-3095 Fax: 914-235-3278 www.furninfo.com

Publisher Barton Bienenstock barton@furninfo.com

Editor Russell Bienenstock russ@furninfo.com

Vice President Sales Thelma Mason Davis thelma@furninfo.com

Associate Publisher Larry Stein larryboy303@gmail.com

Sales Manager Eastern Region Gary Siegel gary@furninfo.com

Account Executive Eastern Region Jon Siegel jon@furninfo.com

Associate Editor S.T. Bienenstock editor@furninfo.com

Canadian & Feature Editor Janet Holt-Johnstone editor@furninfo.com

Art/ Design Editor Barbara Bienenstock barbara@furninfo.com

Comptroller Gifford Dorival gifford@furninfo.com

Design Feature Editor Cathy Finney editor@furninfo.com

Sales Education Feature Editor Cathy Finney editor@furninfo.com

Marketing Feature Editor Larry Mullins editor@furninfo.com

16 HELP YOUR BEDDING

CUSTOMERS TO COOL IT!

This article is the first in a two-part series

exploring the physiology of sleep, the

evolution of bedding products, value

promises and how to accurately convey

these messages to consumers at the

point of sale.

DEPARTMENTS

50 BEST SELLING DESIGNS

FURNITURE WORLD editors’ picks of

best selling furniture and accessory

designs.

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

additional mailing offices. POSTMASTER: send address changes to FURNITURE WORLD, 1333A North

Reproduction in whole or in part is strictly prohibited.

2 FURNITURE WORLD May/June 2008

The Business Solutions Magazine For Furniture Retailers

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

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