2011 sitcom furniture

8/4/2019 2011 Sitcom Furniture

1/73


2/73

LAS VEGAS WMC B-370 AUGUST 1-5

THE

SURYAEXPERIENCE

S E R V I C E S

Complete Training ProgramsDiverse Special Order Displays

Free Sampling Policy

P R O D U C TOver 1300 Rug StylesStocked in 5-22 Sizes

Coordinating Textiles/Wall Art

I N V E N T O R Y

Top 250 Quick Ship ProgramShip within 72 hours

150,000 sq/ft Warehouse

T E C H N O L O G Y

Exclusive MicroD PartnershipState of the Art Website

C O M M U N I T Y

Corporate Sponsor of NHFAProud Supporter of SmileTrain

M E R C H A N D I S I N G

Fabric Coordinating ProgramUpdated Catalog Twice a Year

Retail POP Packages


3/73

Visit us at www.facebook.com/SuryaExperienceTo become a Surya dealer please call 1.877.275.7847 or email us at [email protected]


4/73


5/73


6/73

WELCOME VIDEO FROM AMY KYLE,Publisher of Home Furnishings Business

MEET THE TEAMAmy KylePublisherphone: (336) [email protected]

Tracy JohnsonDirectorphone: (336) [email protected]

Trey WhiteheadSalesphone:(540) [email protected]

Jane CheroVP Production/Project Manager

phone: (215) 238-5fax: (215) [email protected]

Howard WhitmanEditorphone: (215) 238-5fax: (215) [email protected]

Tim DupnakArt Directorphone: (215) [email protected]

S UME-MARKET PREVIEW

LAS VEGAS EDITIONISSUE 1

6 + E - M A R K E T P R E V I E W

+CLICK HERE TO REG


7/73

E R 2 0 1 1MARKET INFORMATIONWHEN & WHERE

LAS VEGAS MARKET | AUGUST 1-5, 2011

+ Monday-Thursday: 8:00am - 6:00pm+ Friday: 8:00am - 4:00pmSHOW HOURS FOR TEMPORARY EXHIBIT HOURS(B2, C4 & C5 onLy)+ Monday-Thursday: 9:00am - 6:00pm+ Friday: 9:00am 2:00pm

FUTURE MARKET DATES:

+ January 30, 2011 February 3, 2012+ July 30 August 3, 2012

LAS VEGAS CONTACTINFORMATION:

WORLD MARKET CENTER LAS VEGAS:

495 S. Grand Central Parkway

Las Vegas, NV [email protected]

MAIN OFFICE:

702-599-9621 Telephone888-416-8600 Toll Free702-599-9622 Fax

REGISTRATION INQUIRIES:

866-229-3574 Telephone301-694-5124 Fax

HOUSING INQUIRIES:

301-644-4981

LEASING INQUIRIES:

702-599-9621 Telephone888-416-8600 Toll Free702-599-9622 [email protected]

MEDIA INQUIRIES:

702-599-3062 Telephone

+ CLICK HERE

for Hotel Information

+ CLICK HERE

for Airline Information

TABLE OF CONTENTS

+Seminars+Events

+WHFA Events

+Feature:Picky Shopper

+Parties+Social Events

E - M AR K E T P R E V I E

A big thank you goes to The

Bramble Company from

Home Furnishings Busi-

ness Media for the beautiful

image on the first issue of

E-Market Preview,

Las Vegas Summer Edition.

You can view The Bramble

Companys collection inperson during the Las Ve-

gas Summer 2011 market in

Building B space 500.

The Bramble Company

Phone: 877.272.6253

www.brambleco.com


8/73


9/73


10/7310 + E - M A R K E T P R E V I E W

T First Look9:00 am - 10:30 am | World Forum, 16th Floor of Building BSpeakers:Julie Smith, Nine Muses Media, Monica Pedersen, HGTV

HGTVs Monica Pederson and home trends editor Julie Smith Vincenti will d

about everything hot for the winter season during Las Vegas Markets First LoFast-paced and highly-visual, the duo will divulge the newest looks in bedroand accent furniture, upholstery, lighting, area rugs, wall dcor and more. N

worthy designs from Gift+Home and Vegas Kids also will be featured. The companion ucts guide will be given to attendees to help them fast track to the latest trends at Marke(Limited quantities available).Sponsored By Accent Decor

B

First-Time Buyer Orientation10:00 am - 11:00 am | Building C, C364Take advantage of this special orientation, designed to help you maximize your buyingand inform you about the many resources, destinations, seminars and events that Las VMarket has to offer. For more information or to RSVP, please [email protected] By WMCLV

B THE 3/50 PROJECT: It Takes A Village2:00 pm - 3:00 pm | World Forum, 16th Floor of Building BSpeaker:Cinda Baxter, Always Upwards

Todays economic climate is challenging for independent business owners, rgardless of type or size. As a result, they have a choice: look backward anddwell on what got us hereor look ahead, forging new paths. Born in a blopost, then exploding as a viral, international movement, The 3/50 Project re

unites local merchants and consumers with its positive, effective message, strengtheningcommunities at the same time. Learn how the 3/50 Project came to be, what its growntoday, and how you can use it to strengthen your own business.Sponsored By GIFT + HOME

T TRENDS B BUSINESS SURVIVAL G

ONE GOOD WORLD D

MONDAY + AUGUST 01

S

EM

IN

AR

S&EVEN

TS


11/73

D Where Modern Meets Traditional3:00 pm - 4:00 pm | Building C, C176Speaker: Pamela Jaccorino, LUXE interiors+Design editor-in-chief

LUXE Interiors + Design editor-in-chief Pamela Jaccarino will lead an engaging

and informative panel discussion with top interior designers about the New Tra-ditional design grounded in the classics yet entirely modern in feel. Discover hothese designers put a fresh spin on tradition. And, in honor of keynote speaker

President Bill Clinton, well have some fun and view the designers contemporary interpretation of classic White House rooms. Featuring Todd Davis and Robert Brown, Tobi Fairleyand Amanda Nisbet.Sponsored By LVDC

TUESDAY + AUGUST 02

T

Introducing Color Pulse 2012: Preservation9:00 am - 10:00 am | Building C, C176Speaker:Fran Mooney, Benjamin Moore

Color Pulse is Benjamin Moores international award-winning forecast. For 201preservation and protection are the connecting links between human beingsand their environment. Our lives are enriched by conservation and enhancing

the natural world. Preservation is a call to embrace the wonder of nature and thrhythms of its changes. The journey along the way becomes as important as the outcome.We are enlightened to move toward a kaleidoscopic vision for a sustainable future. Let thebig picture unfold. For Color Pulse 2012 Preservation, four key supportive themes will bepresented: Heritage, Process, Protection and Enlightenment.Sponsored By Benjamin Moore

MONDAY + AUGUST 0

E - M A R K E T P R E V I ET TRENDS B BUSINESS SURVIVAL G

ONE GOOD WORLD D DESIGN


12/73

Trendy. Chic. NOW.

IHFC Building [H511/H512]

336 887 6464

World Market Center B [B601] San Rafael California

702 380 8122 415 455 8000


13/73

www.gotoeurostyle.com


14/7314 + E - M A R K E T P R E V I E W

B Visual Merchandising for Independent Retailers10:00 am - 11:00 am | WorldForum, 16th Floor of Building BSpeaker:Linda Cahan

Its been said that you cant paint until you learn to draw. This seminar on Dand Visual Merchandising will offer new insights to both experienced and nretailers. Some topics covered in this seminar are: Retail Color Psychology, sory Merchandising, Basic Design Techniques as they relate to retail, Lightin

Signage and Display. Visual Merchandising and Display are two affordable and highlyfective ways to differentiate your store brand through simple visual presentation techniqSponsored By WMCLV, GIFT + HOME

B

First-Time Buyer Orientation10:00 am - 11:00 am | Building C, C364Take advantage of this special orientation, designed to help you maximize your buyingand inform you about the many resources, destinations, seminars and events that Las VMarket has to offer. For more information or to RSVP, please [email protected] By WMCLV, Vegas Kids, GIFT + HOME

D

Profitable Partnerships11:00 am - 1:00 pm | Building C, C176Speaker:Jody Seivert , Profitable Partnership

Profitable Partnerhips: A highly interactive seminar with three key points: (1)Marketing Your Design Services, (2) Selling Your Services and (3) Partneringwith Showrooms to Build Profitability. Jody will address these key areas withintention to help designers to grow their business and increase their profitab

Demonstrations by the presenter and roleplay practice for participants help forward the

plication of this insightful and immediately usable material. CEU available. Followed byluncheon in the Jordan Spencer Showroom C-188.Sponsored By WMCLV, Jordan Spencer


ONE GOOD WORLD D

TUESDAY + AUGUST 02

S

EM

IN

AR

S&EVEN

TS


15/73


16/7316 + E - M A R K E T P R E V I E W

G Make Sure Organic and Green Work For You and Not Against You!11:00 am - 12:00 pm | 16th Floor of Building B, World ForumSpeakers:Vicki Wardon, President, Worden Associates Inc.; Lori Wyman, Certificatiand Outreach Manger, Control Union Certifications

Recent government actions could result in penalties for retailers and manufaers that are using the word organic in marketing. Attend this seminar to lefrom two experts on how to ensure that your methods for marketing your oic or green products dont put your company on the firing line.

Sponsored By WMCLV, Specialty Sleep Association

D

Survival Techniques for the Small Design Firm

2:00 pm - 3:30 pm | Building C, C176Speaker:Michael Thomas, ASIDASID KEYNOTE with ASID President Michael Thomas. Michael A. Thomas iident of The Design Collective Group Inc., and an interior designer with a sinterest in creating environments that are functional, practical and accessibleanyone, no matter age or ability. He is a Certified Aging In Place (CAPS)

cialist who has written numerous trade-related articles about the design profession, covuniversal design and the business of design for several to-the-trade magazines. Chair aspokesperson for the Council on Aging in Place, in 2004 he was honored by his ASID

with the designation of Fellow of the Society. In his current volunteer role with ASID, Mnow serves as ASIDs national president, leading the organizations 36,000 members. available.Sponsored By WMCLV, ASID, LVDC

G Critical Facts and Solutions Retailers and Consumers Need to Know Abo

Allegies, Asthma and the Real Health and Well-being Dangers in Our Sle

Environment4:00 pm - 5:00 pm | 16th Floor of Building B, WorldForumResearch reporting and presentation underwritten by Fabrichtech International: Armed facts, statistics and the best people-protection options in years, retailers no longer needfear negatives concerning health and wellness issues in the bedroom. In fact, with the per tools and solution, retailers can now market and sell positively, offering people-prote


ONE GOOD WORLD D

TUESDAY + AUGUST 02

S

EM

IN

AR

S&EVEN

TS


17/73

w w w . s u n n y d e s i g n s . c o m

Los Angeles Office San Francisco Office High Point Showroom Las Vegas Show

....Come and Discover

We Ship ItDirect Container, Split Con

Truckload, LTL

We Mix ItOver 700 SKUs to Choos

We Stock ItAt Our Warehouses in

China, Indonesia and U.S

We Build ItIn Our Own & Partner Fact

in China & Indonesia

Direct Container, Split Con

Over 700 SKUs to Choose

At Our Warehouses inChina, Indonesia and U.Shina, Indonesia and U.S

In Our Own & Partner Fact

Direct Container, Split Conirect Container, Split Con

Over 700 SKUs to Choosever 700 SKUs to Choos

China, Indonesia and U.S

In Our Own & Partner Factn Our Own & Partner Fact

Discoveriscover

ExpandedLas Vegas Showroom

WMC #B-866

The Best Direct

Container ProgramOur Excellence proven by 40 of theTop 100 U.S. retailers


18/7318 + E - M A R K E T P R E V I E W

solutions that will earn them extra business, margins and goodwill while addressing crihealth and wellness issues for the consumer. Fabrictech International is proud to underwthis compilation of diverse but extensive research on allergies, bio-contaminants and asin the sleep environment. Retailers looking to know more about the actual extent of serihealth issues related to allergies, asthma and disturbed sleep should plan to attend this

nar presentation on positive steps to take to improve the lives of the consumer.Sponsored By WMCLV, Specialty Sleep Association

B

WITHIT Presents: Digital Design Magazines4:00 pm - 4:45 pm | 16th Floor of Building B, World ForumSpeakers:Lisa Bingham, Entra Magazine; Cassandra La Velle, Rue MagazineEditors Lisa Bingham from Entra Magazine and Cassandra La Velle from Rue Magazin

speak candidly about their move into digital publishing and their personal success withonline magazines. As a consequence of the economic strife that shelter magazines havfaced over the last few years, these former editors from high-profile shelter magazines reinvented themselves by creating their own brands through digital publications. Hear leading industry editors about the move and how effective it has been. Moderated byKassie Smith. Sponsored by WithIt, the womens leadership development network and Las Vegas Market.Sponsored By WMCLV, WITHIT

G

WITHIT Presents: DESIGNINGreen with SFC5:00 pm - 5:45 pm | 16th Floor of Building B, World ForumSpeakers:Susan Inglis, Sustaining Furniture Council

Moderated by SFCs Executive Director and WithIt WOW Awards winner SusanInglis. Join leading designers featured in the Sustainable Furnishings Councils nawide media campaign why not? as they share stories about current priorities abest practices for green projects. A Q&A session will follow when the floor ope

for a lively debate between designers and panelists about whats working and whats needenext as we grow our businesses and green them at the same time. Sponsored by WithIt, thewomens leadership development network, the Sustainable Furnishings Council (SFC) and thVegas Market. Please join us afterwards on the Sky Terrace for Up on the Roof, a receptiocelebration of Gift for Life at the Las Vegas Market. Tickets are $20. All proceeds go to DIFFASponsored By Sustainable Furnishings Council, WMCLV, WITHIT


ONE GOOD WORLD D

TUESDAY + AUGUST 02

S

EM

IN

AR

S&EVEN

TS


19/73

Come see our exciting new product and pick up our ne2011 catalog!

Las Vegas World Market Center Building B # B500

August 1st5

th

www.brambleco.com [email protected] 1-877-BRAMBL


20/7320 + E - M A R K E T P R E V I E W

D

Ahead of the Curve9:00 am - 10:00 am | Building C, C352Speaker:Susanna Salk, iVillage and Today Show contributor, Diamond & Baratta;

Jeffrey Alan MarksOnce again offering Market attendees an exclusive preview of the hottest nehome design trends, World Market Center Las Vegas signature Ahead of thCurve presentation will be back for its fifth installment at the Summer Las VeMarket. With their fingers on the pulse of whats hot and trendy, renowned

sign team William Diamond and Anthony Baratta will join Jeffery Alan Marks, a highlyclaimed designer and star of Bravo TVs Million Dollar Decorators, to bring Summer ket to the masses as they deliver their top picks during a live panel discussion and WebModerated by Today Show contributor Susanna Sulk, the designers will give an excl

look at what they consider the hottest new items and trends discovered while scouting WMarket Centers expansive campus. Live panel discussion and Webcast includes a queand answer segment.Sponsored By WMCLV

D

European Bedrooms and the Quality of Sleep11:00 am - 12:30 pm | Building C, C176Speaker:Dr. Neil Stanley

European consumers have always placed a higher value on the benefits of agood nights sleep and the product innovations that enhance a quality lifestyWorld-renowned sleep expert Dr. Neil Stanley will be sharing discoveries frthe University of Surrey, where he was Director of Sleep Research. Dr. Stanl

has been involved in sleep research for 27 years and he is widely quoted by the Europmedia as a sleep expert, making numerous appearances on international radio and TVprograms. Retailers who successfully market bedding products are also selling better sleand the insights provided by Dr. Stanleys extensive research will be invaluable to all w

attend this enlightening seminar. Sponsored by Ergo Bedroom and Vi-Spring Beds. Rection and Book Signing will follow at Ergo Bedroom in showroom C184, located next toseminar room.Sponsored By WMCLV


ONE GOOD WORLD D

WEDNESDAY + AUGUST 03

S

EM

IN

AR

S&EVEN

TS


21/73

The Difference is in the Detai

703.530.0677www.diakonlogistics.com

White glove home delivery

Dedicated well-equipped modern fleet

Custom truck branding

Warehousing

State-of-the-art technology and reportin

Consumer surveys

On-site management and staff

You never get a second chanceto make afirst impression

High Point Market

Retailer Resource Center, Plaza Suit

Las Vegas Market

Retailer Resource Center, Building C

Visit Us In High Point & Las Vega


22/7322 + E - M A R K E T P R E V I E W

T

Italian Furniture Always Classically ON Trend1:00 pm - 2:00 pm | Building C, C176Speaker:Marco Felicioli

Learn how classical laws of proportion and historically correct details combine to makeriod pieces enduring, sophisticated and purposeful. Incorporating such timeless and elepieces into any styleeven modernnot only adds richness to your space, but keeps ilooking dated. Sponsored by Jordan Spencer Showroom, C-188Sponsored By WMCLV, Jordan Spencer

B Lighting Forecast with Michelle Lamb2:30 pm - 3:30 pm | World Forum, 16th Floor of Building BSpeaker:Michelle Lamb, The Trend Curve

Theres no question that trends shape the home fashion landscape. But how the overarching themes in the marketplace translate into the individual prodon the sales floor? Residential Light and Home Fashion Forecast, in partnerswith World Market Center Las Vegas and sponsored by Ellington, bring a p

mier forecaster to focus on one product categorylightingand digest how broader trare defined within that segment. Michelle Lamb is one of the leading trend resources inhome furnishings industry. Through her publication, The Trend Curve, Lamb helps manuturers, retailers and designers stay ahead of emerging looks. She also consults for comnies such as Pier 1 Imports, Day-Timers, Uniek, Comapny C, Mannington Mills, AmiscoAmes True Temper and the Victor Group.Sponsored By WMCLV, Residential Lighting, GIFT + HOME


ONE GOOD WORLD D


S

EM

IN

AR

S&EVEN

TS


23/73

HIGH PERFORMANCE

HIGH GEARPROVEN FORMULA

Our National Advertising

Your Local Advertising

Our Owner Satisfaction

Your Customer Service

Our Product Offering

Your Sales Expertise

#

1Source: Gallup July 2010

Brand ConsumersAre Most Interested InPurchasing Next.(among all adults who named a brand)

LAS VEGAS MARKET C

AUGUS

TEMPURPEDIC

1-866-368-


24/7324 + E - M A R K E T P R E V I E W

D Sherwin Williams Color Forecast 20122:30 pm - 3:30 pm | Building C, C176

Speaker:Jackie Jordan , Sherwin-Williams

Sherwin-Williams colormix 2012; An Elemental Journey for Interior DesigColor is always on the move, and right now, its exploring its origins. Colorm2012 surveys the landscape to find core palettes inspired by Mother Earth. J

Jackie Jordan, Director of Color Marketing and Design for Sherwin-Williams, as she guyou through the inspirations and influences for the upcoming year. Please note this couis open to Professional Interior Designers and Architects. Seating is limited and closed opresentation begins. (0.1 CEU)Sponsored By WMCLV, Robert Allen

G Green High Rise Design Dos and Donts:Elevating High Rise Design through a Green approach4:00 pm - 5:00 pm | Building C, C176

Speaker:Sophie Azouaou, SophiStiacte InteriorsSophie Azouaou, the founder of SophiStiacte Interiors, Creator of the High RDesign Service concept and a Green design specialist, will share with you sGreen High Rise Design Dos and Donts. She will explain why this High Rise

Design service concept is fast becoming the new trend in major urban cities. Questionsanswers will follow the educational session.Sponsored By WMCLV


ONE GOOD WORLD D


S

EM

IN

AR

S&EVEN

TS


25/73

WHAT'S ON YOUR TO-DO LIST

Sell quality furniturethat sticks.

Improve yourbedroom business.

Make margin on goodsmy sales teamlikes to sell.

Work withfun, experienced, hands-on

owner-managers.

Offer my customers more

sustainably-producedmerchandise.

Find vendors thatcare about my success.

Order what I want, when I need it.

SOLID FURNITURE WITH A CONSCIENCE

Richard Tomkins (615) 975-4862 [email protected] www.cresent.com

GET IT ALL DONE, BUY

Las Vegas Showroom C-1124


26/7326 + E - M A R K E T P R E V I E W

D

The Lifestyle Report: What Fashion Comes Home To11:00 pm - 12:30 pm | World Forum, 16th Floor of Building BSpeakers:Fran and Arnie Sude, Design Options Inc.

Design Options applies years of insight and experience into forecasting inteindustry fused trends. The Lifestyle Report is a bi-yearly report that bridges thgap between the apparel and home fashion worlds. Published for Spring/Smer and Fall/Winter, this forecast is predicted on the premise that the trend

sees in the fashion industry find their way into the home and vice versa. In each issue oLifestyle Report, six trends are analyzed and supported with 35 to 40 beautiful imagestendees will receive handouts and have the opportunity to participate in a lively Q&A.Sponsored By WMCLV, GIFT + HOME

THURSDAY + AUGUST 04

D

Faux Demystified9:00 am - 10:00 am | Building C, C176Speaker:Ed Mattingly, Sherwin-WilliamsFaux DeMystified: Join us for a special preview of the industrys newest and best prfessional faux finishing system. Meet Ed Mattingly, Director of Product Development, as

presents the Sherwin-Williams line of Faux Products, Faux Impressions. Ed will explain various layers and building blocks that go into each of the finishes as well as discuss apropriate specification guidelines for your next project. You will leave this session prepto engage with your contractors and properly communicate and direct your next decorfinish project to a successful and profitable end.Sponsored By WMCLV, Sherwin-Williams


ONE GOOD WORLD D

S

EM

IN

AR

S&EVEN

TS WEDNESDAY + AUGUST 03


27/73

MASTER BEDROOM OCCASIONAL ENTERTAINMENT YOUTH

To learn more, visit us at the Las Vegas Market, August 1st 4that the World Market Center: Building A Space 730 magnussen.com

NextGener

ationisalsopartofou

r

QuickFle

x250prog

rammaking

it

easierforde

alerstoman

ageinvento

ry

withlowmin

imumorder

s,mixed

shipmentsa

ndsuperfast

delivery.

Visitoursho

wroom

tolearnmo

re.

Plus...

MADE TO GROW.

BUILT TO LAST.

Were excited to introduce the Magnussen Next Generation

youth program featuring 8 fresh collections perfectly suited

for todays youth. These consumer tested collections

have styling, features and quality construction that are

Made to Grow and Built to Last. Their ability to transition

over time and compliment other rooms also makes

them ideal choices for 2nd and 3rd bedrooms.

The Twilight Collection

The Cameron Collection

The Bennett Collection


28/7328 + E - M A R K E T P R E V I E W

G GreenLeaders9:00 am - 4:00 pm | World Forum, 16th Floor of Building BSpeaker:Jeff Hiller, JB Training Solutions

GREENLeaders is the industrys first certified sustainability training and the mcomprehensive training program available in green home furnishihngs. Thishour seminar boasts more than 200 certified graduates to date. Fee-based. register, e-mail [email protected]

Sponsored By Sustainable Furnishings Council, WMCLV

D

The Basics of Specifying Automated Window Coverings10:00 am - 11:00 am | Building C, C176

Speaker:Jeff Sinclair, Hartmann and ForbesJoin Hartmann & Forbes Director of Automation Jeff Sinclair as he presents basics of specifying automated window coverings. Earn .7 CEU credit whilelearning various motor, control and integration technologies, each of their requirements, and who can help you along the way.

Sponsored By WMCLV, LVDC

T

Daily Sales Sites: How One Kings Lane Found Success withAffordable Luxury for the Masses11:30 am - 12:30 pm | Building C, C176Speaker:Susan Feldman, One Kings Lane

Co-founder Susan Feldman discusses how the emergence of the daily sales shas innovated the home and living market for vendors and consumers. SusaFeldman is the co-founder and chief merchandising officer of One Kings Lanaddition to overseeing all buying and merchandising, she travels the world w

leading tastemakers to bring exciting and unique products to customers through the com

nys specialized sales. Susan also serves as company spokesperson, appearing on vensuch as The Martha Stewart Show to talk about products she loves.Sponsored By WMCLV


ONE GOOD WORLD D

S

EM

IN

AR

S&EVEN

TS THURSDAY + AUGUST 04


29/73


30/7330 + E - M A R K E T P R E V I E W T

TRENDS B BUSINESS SURVIVAL G ONE GOOD WORLD D

MONDAY + AUGUST 01

W

HFA

SEMINARS

&

EVENTS

B 8 Great closings9:30 am - 10:30 am + RRC Building C-496Speaker:Philip Gutsell, GutSELL & AssociatesHow often have you seen or heard the following from your customers?

This is the first place Ive shopped; Its more than I want to spend; Ihave to check with my significant other, room size, etc.; I have to thinkabout it; I saw it elsewhere for less. Philip Gutsell will show and demonstrate the meffective methods to teach your salespeople how to close today. Each of these eight tniques will be elaborately exposed with step-by-step procedures to cut down the numof walks you currently experience.

B

We Cant Wait For Customers, Go Get Them!11:00 am - 12:00 pm + RRC Building C-496Speaker: Brad Huisken, IAS TrainingNo longer can furniture retailers wait for customerssometimes they arentcoming. Dealers today have to create business. Most salespeople believethe goal when a customer walks in is to make the saleBrad Huisken saysthe real goal should be to make a friend. Learn to increase your personal trade, repebusiness and referral business through building relationships with your customers. Brawill share how salespeople can get more people coming into the store than ever befo

how to sell more of the people that are already coming in, and how to sell more to thpeople you are already selling.

B

Profit now!12:30 am - 1:30 am + RRC Building C-496Speaker: John Egger, Profitability Consulting GroupProfit is the bottom lineperiod. John Egger, drawing on years of industry

experience, education and consulting observations, will show you howstores, even during the recession, have kept profit for their companies.


31/73

Immediate ShipAvailable!

High Point | Market Square #204

2306 Howard Lane, Suite B | Austin, TX 78728512-804-5450 | [email protected] | www.htddirect.com




MONDAY + AUGUST 01

W

HFA

SEMINARS

&

EVENTS

B Web-based Intelligence2:00 pm - 3:00 pm + RRC Building C-496Speaker: Bob George, FurnitureCore.comWould you buy a car without any gauges? That decision would be the equivalent of

ning your business without knowing your numbers. A recent survey in a major technoogy magazine listed the leading investment for small and mid-sized businesses in 20as Business Intelligence Technology applications. Learn how retailers and manufacturers alike can use groundbreaking software service applications to improve top-line abottom-line profitability. Know the available gauges that measure your performance aenable you to make fact-based business decisions in real time.

B My Associates Have Been Trained and Dont Need or Want More Train3:30 pm - 4:30 pm + RRC Building C-496Speaker: Mark Lacy, The Furniture Training CompanyRetailers large and small too often believe that their salespeople dontneed or want more sales training. Nothing could be further from thetruth. They absolutely need and want better training. This seminar, forcorporate executives and furniture store owners, examines the impactan organized, ongoing furniture training program has on store sales.Attendees will review eye-opening, never-before-seen data collected from thousands

furniture sales associates. Learn the differences between the training needs of newlyhired and veteran sales associates. Discover the differences in attitudes towards trainbetween poor producers and million-dollar sellers.

RRCRETAILERRESOURCE CENTER

Western Home Furnishings AssociationNational Home Furnishings Association


33/73

Finely DetailedVersatile and Vivacious

B 559




TUESDAY + AUGUST 02

S

EM

IN

AR

S&EVEN

TS

B Public Relations: The Secrets Revealed9:30 am - 10:00 am + RRC Building C-496Speaker: Kathy Wall, The Media Matters Inc.Kathy Wall from The Media Matters unveils the mysteries of public relations, and howyou can make it work for your company. What is the purpose of PR? Do you know thdifference between good PR and advertising? How do you identify what is newswortwithout being self-serving? How can you use PR to increase your traffic and sales? Wdoes the press need from you to cover your story? Kathy will also share ideas, storiesand great examples of public relations opportunities.

B Measuring and Maximizing the Value of your Website

11:00 am - 12:00 pm + RRC Building C-496Speaker: Steven McLendon, MicroD Inc.Relative to your peers, how does your website compare? What are the key attributesthat provide superior performance? This program will present simple metrics and keyobjectives to measure the performance of your site while providing business-advancinbest practices to maximize your websites performance.

B How to Prepare for Todays Emboldened Mattress Shoppers

12:30 pm - 1:30 pm + RRC Building C-496Speaker: Gerry Morris, Inner Spring Inc.In recent years, mattress shoppers have become empowered becauseof the proliferation of choices, the abundance of research informationon the Internet, and the influence of social media networks to determinewhat and where to buy. Now the slow economy is turning these consum-ers into emboldened shoppers. Armed with knowledge, they are wield-ing their power to seek and find that elusive best value for a mattress.

Whats a retailer to do? This seminar will help you meet the challenge and turn discrnating shoppers into satisfied customers.


35/73

World Market Center Las VegasVisit us: Building C, 4th floor, C-496

AUGUST 1-5

Western HomeFurnishings Association

RRCRETAILERRESOURCE CENTERWestern Home Furnishings Association

National Home Furnishings Association




TUESDAY + AUGUST 02

W

HFA

SEMINARS

&

EVENTS

B Anatomy of a Salesperson2:00 pm - 3:00 pm + RRC Building C-496Speaker: Joe Milevsky, JRM Sales & Management Inc.What makes one salesperson succeed while others fail? Is there a magic pro-

file? Do you know where to find the best candidatesand if so, why wouldthey come work for you? Do you position them for success? Join Joe Milevskyfor an in-depth discussion that will give you the much-needed information toidentify, hire and retain the best sales team you could ever hope for.

B Hire Google3:30 pm - 4:30 pm + World Forum - Building B, 16th FloorSpeakers: Seth Weisblatt, NulutionA Google Certified Small Business Trainer and furniture store owner, Seth will teach yohow to use Google to get your business found online. Make the worlds largest searchengine work for your company. Topics include Google Places, Google Analytics, GoogApps and Google AdWords.


B Creation + Sharing + Engagement by Marketing = Social Media!9:30 am - 10:00 am + RRC Building C-496Speaker: Kevin Doran, R&A MarketingFirst things first, there are no exact answers on how to make sales fromsocial media. Dont let anyone tell you that they have the greatest solution tostart getting you sales from social media. Social media is an ever-changingmedia. Every day something new is introduced or taken away. What youneed to learn is how to best reach and understand your Facebook mar-

ketplace. From there, you can start making sales and growing your socialmedia presence.


37/73


38/73


39/73

Inspire your wo

one room at a t

Celebrating 10 years of wo

class design

High Poi

MarketOctober 22-27, 2011




W

HFA

SEMINARS

&

EVENTS

B

GenerationSpeak!What You Need to Know About the DiverseGenerations of People Who Shop and Work in Your Business4:00 pm - 5:00 pm SPECIAL SESSION+RRC Building C-496Speakers: Rich Kizer & Georganne Bender, Kizer and Bender Speaking!

Do you speak the same language that your customers speak? Do you understand geational nuancesthe things that make each generation who they are? Getting a hanon your changing customers has never been easier! Kizer & Bender host yearly focusgroups with each generation. Theyve observed how they shop and what they look foin their businesses of choice. Youll come away from this presentation with a clear understanding of each generation, what they expect and what to do about it. Youll leaarmed with the know-how to give each generation what they want, when they want the way that they want it!

Join us after this session for a hosted reception sponsored byWMC and WHFA.

est.1944

Western Home Furnishings Association



41/73

AMISH FURNITURE REDEFINED.

MANY STYLES. ONE STANDARD.

HAND-CRA FTED IN THE HEARTL AND OF AMERICA.

CREATED BY STEVE KAUFFMAN

showroom: WMCLV C1184

217.268.4504 | WWW.SIMPLYAMISH.COM





W

HFA

SEMINARS

&

EVENTS

B The Magic Threes9:30 am - 10:00 am + RRC Building C-496Speaker: Sally Morse, HunterDouglasHow many colors work well together in a room? How many colors makeup a triadic color scheme? An analogous color scheme? How many timesmust a color be used to make it an accent color? To what proportion doyou mix patterns in a room? This fact-filled presentation points out themany times the number three is used in the rules of design, showing pro-portion in a fun-filled way. These and many other questions are answered in this livepresentation. Just think about the number three

B The Real Estate Market is Ready for You11:00 am - 12:00 pm + RRC Building C-496Speaker: Douglas Kays, Douglas Kays Real EstateIf you are ready to think about expanding or reducing, you need to under-stand todays changing commercial real estate market. Whether you ownor lease, learn how the changes in the market and market conditions havecreated opportunities that we havent seen in 25 years.

B Get a Grip on Your Business Financials12:30 pm - 1:30 pm + RRC Building C-496Speaker: Bob Moorman, JRM Sales & Management Inc.Gain penetration insights into your financials. Learn how every financial document teyou a storyand understand and identify how a P&L or budget gives you the initiativyou should be going after. Learn the early warnings that can appear in your financiadocuments. Understand what it takes to keep a company safe and how to have predable net profits.


43/73




W

HFA

SEMINARS

&

EVENTS

B True Cost of Home Delivery2:00 pm - 3:00 pm + RRC Building C-496Speaker: Kevin Truett, Speedy Delivery LLCOne of the most common complaints we hear from furniture dealerstoday is the headache they get when dealing with home deliveries. Thisworkshop is designed to identify the true cost of home delivery and howto eliminate the headaches. Well outline over a dozen hard costs and time consumerdirectly associated with home delivery, from employee wages to damage and liabilitiand well talk about reducing your cost and improving your bottom line. Join us as wealso compare side-by-side the advantages and disadvantages of outsourcing your homdeliveries. Save time, save money and increase profits!



45/73

DESIGNERLOOKBOOKSPRING 2011

magazin

www.hfbusiness.com/designersspring11find it online at

Please submit your nominations for Best Retail Designer for inclusion inour pages to [email protected].

stay tuned...THE FALL EDITION PREMIERES SEPTEMBER 28TH

HFBHOME FURNISHINGS BUSINESS MEDIA

another smart product by

HFBPING US

FOR ADVERTISING IN


46/73

E-MARKET PREVIEW



47/73

Yes, shes coming tofurniture stores, and

yes, shes buyingmore furniture, buttodays shopper islooking for more outof her dollars thanever before. Morethan that, she wants

bargain offers she can believe.In March, overall retail sales increased for

the ninth straight month, according to theU.S. Department of Commerce numbers.

Believe it or not, a surge in furniture ahome furnishings sales led the way, ju

ing 3.6 percent for the month, the bigggain for the sector in more than six yeDont start celebrating just yet. Whil

Furniture Buying Index from AmericaResearch Group has crept up recentlypoint each month since Decemberanstood at 76 in April, Britt Beemer, CEOthe Charleston, S.C., company, said cosumers remain extremely bargain-conscious.

When you look at the numbers, you

The number of consumers thinking about zero percentinterest is half of where it was one, two years ago.Britt Beemer

Americas Research Group

PickyShoppersBy Powell Slaughter

IF YOU WANT THE SALE, BARGAINS AND VALUES

MUST MAKE SENSE TO WARY CONSUMERS

E - M A R K E T P R E V I E


48/73

see more shoppers outthere, but theyre extremelymarket-drivenyou haveto look at the upper end,where theres no demand,he said. In middle pricepoints, consumers are stillreacting to all the free pro-

motionsfree televisions, afree loveseat with sofa.

Like it or not, priceremains a barrier: A recentsurvey commissioned byfinancial consultant Deloittefound that 74 percent ofU.S. consumers said higher

prices curtail their spenThe survey was conduc

by an independent resecompany between Mar 3, and polled a sampl1,050 consumers. (See from the Deloitte survethroughout this issue.)

A Consumer PerspectiveTwo Recent Furniture Shoppers Give Their Take on the Experience

Shely Allen and Burgin Riley both live in

Columbia,

S.C. They also both bought sectional sofas recent-

ly. Home Furnishings Business asked them to sum up

their experience.

How would you rate your overall experience with

your

furniture purchase?

Shely Allen: My overall experience was a positive one.

It took a few weeks to come in, since it was a custom

order. Well worth it!

Burgin Riley: On a scale of 1-5, with 5 being the best,the purchase was a 4, but the pickup was a 2. Overall,

(the)

experience was a 3. (Riley and her husband carried the

sectional home themselves.)

What in particular did you like about the experience?

SA: Picking out my own fabric. I was allowed to bring

the fabric samples home, which was very helpful.

BR: Someone was ready to help me when I was ready,

and the sofa was exactly what I had been looking for.

I was able to make the purchase on my lunch hour. It

helped that I knew exactly what I was looking for and I

didnt care about the brand.What are some ways your experience could have

improved?

SA: An easier way of visualizing it in my home. Will it

really fit?

BR: The salesperson could have been more knowl-

edgeable about the sofa. The sofa was discontinued but

you could still order the sofa in certain colors. She could

not tell me what color the sofa was that was on the f

My experience could have also been improved by

them delivering the sofa to me. I would have paid a

delivery fee. They would not deliver discontinued flo

samples. I had to find two trucks to take the sofa ho

I was also told that the sofa would be wrapped in pla

when I got there to pick it up. It was not, and the pe

helping us load the truck said he was not told to do

and doesnt know why the salesperson would tell us

it would be wrapped.

What can furniture stores do to get consumers

excited about buying furniture?SA: I think they do a pretty good job already. How

I would say ... lower cost on occasion. Places like R

To Go have a constant saleso it leads me to believ

not really a sale. And, make it a worthwhile discount

BR: I believe when people are shopping for furnit

they are already excited about having something new

a new or complete look for their room/home. Person

we had been talking about buying a sofa, but we had

planned on buying one so soon. I just happened to l

at an ad (which I rarely do) and saw exactly what I h

been picturing for the room.

I measured the space, went to the store and it waexact measurement that we needed. The room is so

fortable and cozy now. It has become my favorite roo

the house.

I think price gets people excited. This is the other

son I was excited about the sofa. Not only was it exa

what I pictured, but it was an awesome price. It was

deal I didnt want to pass up.



49/73

While consumers provedmore resilient the pastyear than he expected,Impact Consulting ServicesManaging Partner BobGeorge agreed that theyre

in a bargain-hunting mode.The industry has grown

more than I expected, butsome of thats from all theGOBs weve seen at placeslike Robb & Stucky andRoomful Express, he said.There are a lot of bargainsout there.

Consumers are especiallyvalue-oriented because theyare relying more on cash.

Just over 10 percent willuse credit cards to buy fur-niture, Beemer said. It lim-its how much theyll spend,

because they dont alwayshave the cash in the bank.

Credit shyness has takensome luster off extendedno-interest promotions.The number of consumersthinking about zero percent

interest is half of where itwas one, two years ago,Beemer said. Consumersshopping now are lookingfor that big discount. Or,more consumers are going

back to clearance centerswhere theyll get 70 to 80percent off.

George concurs that such

offers dont carry as muchweight these days. Thepeople that are continuingwith no-no-no and pro-moting that as their totalstory are hurting, he said.The consumer hears no-no-no, and theyre saying

Retailers

Take 1

Its hard to read

consumer attitudes

these days, said

Keith Koenig, president of City Fur-

niture, Tamarac, Fla.

In 2010, January, February and

March had big gains over 2009,

he recalled. We expected to see

those gains continue in the second

and third quarter, but the rate of

increase slowed dramatically.

Now January, February and

March are done, and weve seen

a modest increase over 2010. My

perception is we should see some

pretty good gains in the second and

third quarter because those quarters

were slow in 2010.

While optimistic, Koenig wants to

see some better numbers: I sensethe consumer feels better about the

world, but I had that same sense

this time a year ago.

Koenig noted that last year at this

time, consumers faced the end of a

home-buying tax credit for the first

time.

This year, were not going up

against that incentive that ran out

after the first quarter, he said.


50/73

Do you think were dum-

mies?He added that the preva-lence of pre-shoppingon the Internet demandsinstant action on retailerspart.

If someone asks a ques-tion on the Internet, youhave minutesnot hours ordaysto respond, he said.If you wait too long to get

back to them, theyve for-gotten what theyre lookingfor.

RETHINKING PRIORITIESEach autumn, theSustainable FurnishingsCouncil (SFC) conducts astudy of consumer buyingattitudes toward eco-friend-

ly furniture; the most recentsurvey of 345 consumersdefinitely reflected a bar-gain-seeking attitude amongshoppers. Almost everysingle question SFC askedseemed to be influenced byfinancial exhaustion, saidSFC President Jeff Hiller.

One of our screens forthe sample is that they had

to have bought at least $500worth of home furnishingsin the past year, he noted.In this years survey, ittook us twice as many con-tacts to get our sample base.That was the first sign of

trouble.Another theme from the

survey: Any time a concernabout environmental issueswas raised, that issuesimportance in the purchasedecision fell 3 to 4 percent-age points. You expect theirability to be high-mindedand philanthropic woulddiminish (in a difficult econ-omy), and that played out,Hiller said. When we ask,How much more wouldyou pay for sustainable fur-nishings? weve seen the

nothing more and up percent more move to percent of the sample. Tyears ago that was 65 pcent.

Consumers expectatithat sustainable furnishcost more also increasechecking in at No. 2 on

surveys results on roadblocks to buying green.(Lack of awareness thasuch product is availablalways No. 1, Hiller sai

I believe it costs mohas risen three or four


7 COMMANDMENTS OF BRANDING

Branding expert, speaker and author Liz Goodgold

shared her Seven Commandments of Branding

and building consumer loyalty with retailers

attending retail software vendor Myriad Softwares

annual education conference this past March.

Youll see these commandments throughout this

months

package of cover articles. Well get started with the first

commandment.

Thou shalt create an extraordinary brand experience.

By the time of the Myriad conference, March already had taken

Goodgold to Denver, Portland and Phoenix before the software ve

dors meeting in New Orleans.

All four trips, I took Southwest Airlines, she said. Why Southwes

Goodgold believes the airline brands fun.

Southwest has branded a federally mandated safety requirement

she noted, pointing out the airlines whimsical take on the standa

pre-flight announcement: for example, This is a non-smoking flig

but if you must smoke, we have two special sectionson the wing

How do they brand fun? What do they wear? Khakis and shorts,

Goodgold said. What do they do when they pass out peanuts? Th

throw them to you. When you call the airline and get put on hold,

listen to jokes.


51/73

points the lastthree years,Hiller noted.Theres con-tinuing concernabout that, andit affects peo-ples buying atti-tudes.

To get pastthat bar-gain mindset,

Beemer saidconsumers need

to see more improvement inthe housing market.

The consumer needs tosee more value return totheir homefor many, thatstheir greatest investment,he noted. The consumer hasto feel they have some free-dom from this mortgage situ-

ation, even if theyre not fac-ing foreclosure themselves.Foreclosed homes in theirneighborhood diminish theirhomes value, and manyhave low equity already.

Beemer also creditssome of the increase in theFurniture Buying Index tothe timing of tax refunds

this year.You have more consum-ers getting refund checks (inApril) instead of Februaryor March, and theres somepent-up demand from con-sumers planning to use partof that for furniture, he

THOU WILL BUILD A GREAT BRANDTHAT CEMENTS LOYALTY, DECREASESPRICE COMPARISON SHOPPING, BOOSTS

WORD-OF-MOUTH BUZZ, AND IMPROVESMARGINS.

Consumers are coming back to stores, butthey want to feel good about spending theirmoney, says branding expert Liz Goodgold.They want to be appreciated.

The Forum Shops at Caesars in Las Vegasaverage $1,400 per square foot in sales. TheChanel shop manager writes 1,100 thank-younotes a year.

Retailers Take 2

Consumers remain

very promotion-

driven, said Dave

Harkness, president

of Harkness Furniture,

Tacoma, Wash.

It seems people dont voluntarily

stumble in to furniture stores these

days, he noted. We find our busi-

ness to be very event-driven.

Lately, Harkness Triple Choice

event has proved a winner in get-

ting consumers to the store.

Were in a state with a 9.3

percent sales tax, he pointed out.

Triple Choice offers no sales tax,

free delivery and one-year free

financing. That seems to have beenthe most effective for us.

Its still a challenge out there.

Until housing gets back to where it

was a few years ago, I dont think

any of us will have the days we had

in 2006 and 2007.


52/73

said.

Until housing values pickback up to levels whereconsumers dont feel asthreatened, Beemer saidretailers can expect stingyshopping habits.

Look at the retailers thatare growing, Beemer said.Who would have thoughtfive years ago that Robb &Stucky would be in trouble?

Thats a sad situation, it wasa great company.

Its also incumbent on fur-niture retailers to explainvalue. Take the SFC sur-vey, which indicated con-sumer concern about thecost of sustainable goods.Hiller said most green ele-ments in furniture such as

recycled content dont add to

costs, and elements such as

organic textiles and certifiedwoods are within accept-able amounts added to cost.He did note some positivesabout the survey.

Projected trial rates forsustainable furnishingsif you like the style and itcosts about the sameare37 percent, which is verystrong, Hiller said. And

second, most sustainableoptions dont cost anymore.People still arent aware ofthat.

REACHING OUT So whenit comes to attracting thesenew consumers, what arethe best media vehicles forretailers?

This will depend upon

the size of the retailer

the market the retailerin, said advertising anmedia specialist LanceHanish. For most withthe home furnishings itry, the top media to ufor retail to gain the faresponse for the investis television.

This medium is one best in reaching large a

ences quickly. ... All ading today must incorporesults now executionWith the demand for ptive ROI, there is no othalternative.

Hanish, principal ofSophis1234 data.digital.direct, noted that a lot olocal advertising is quickshifting to online and mcommunications, and reers who ignore that trenso at their own peril.

The transition from ditional media to Intermobile is happening intaneously, he said. Ifdoes not incorporate mnow, they will be left

behind. ... U.S. smartph

penetration is expectedhit 50 percent by the eof this year, according Nielsen. There are curr73.3 million smartphonusers, according to eMketer.


THOU SHALT SPEAK THE LANGUAGE OF YOUR PEOPLE.

Branding expert Liz Goodgold says retailers need your own sort of

language to connect with consumers and build loyalty.

She offered examples: Petes Coffee calls fans Peteniks. Go to a lot

of San Diego Padres games? Youre a Frequent Friar.

Dont go stealing other brands language, Goodgold cautioned.

First, customers will think of those other brands, not yours. Second,

you might get sued.

If you call your store Furniture r Us youll get sued, because Toys r

Us has created an interestingand proprietarylanguage.

More than your own language, speak your customers language.

Do you say physician or doctor? Attorney or lawyer? Goodgold

pointed out. I was at a party, and someone said they design modular

office systems. Doesnt everyone call that a cubicle? If youre talk-

ing about case goods, trust me that as a consumer I dont know what

youre talking about. It doesnt matter what we call it, we need to call

it what they call it.


53/73

For that reason, Hanishsuggests a Mobile-Firststrategy. The first step is toinclude quick response (QR)codes into all advertising.

These codes, which looklike small boxes with funkydesigns inside them, muchlike bar codes on prod-

ucts, are printed codes thatcan be scanned by smart-phones or other deviceswith Internet connectivity.Users point their phone at

the code to scan it. Once thecode is scanned, the usercan follow its Internet linkto anything from a YouTube

THOU SHALT USE COLOR APPROPRIATELY AND

CONSISTENTLY.Studies show people remember the color of the brand more than the

logo, notes branding expert Liz Goodgold.

Starbucks brand, for example, is green; Mary Kay is pink; UPS is

brown.

You see the color, you think about the brandcolor has great recall

rates, she says.

Take Tiffanys blue box: Women see that blue box, and their heart rate

increases, Goodgold points out. They dont even know whats inside.

Thats the power of packaging, the power of color.

If youre inside a store, do you know which store youre in?

A lot of people are leery of uniforms, but Goodgold said some stan-dardization of dress can help build a brand, citing work with a credit

union that offered employees a choice of two blazers and two pants

options: Turnover decreased, and new accounts increased 12 percent

at the end of the first year. The customers thought it looked more pro-

fessional, and they knew whom to ask when they had questions.


54/73

video to a sweepstakes sign-

up page to an online storeor a Web-based game.

QR Codes are now thehottest thing in media,Hanish said. These easy-to-generate boxes can be placedon just about any type ofprinted media, and electron-ic media, where people canscan them with their smart-phones. A QR Code is a

low-cost addition to an out-of-home campaign and is agreat way to get potentialcustomers to interact directlywith the brand. Because QRCodes are scanned usingsmartphones or other mobiledevices, the audience isobviously an attractive one:mostly young, affluent and

tech-savvy.QR codes also offer a directresponse element thats rarein out-of-home advertising.

If a billboard piques apasserbys interest, he or she

can interact with the brandimmediately using their

smartphone, Hanish said.We can use them as sig-nage within a dealers show-room, to bring the potentialcustomer to our Web siteor page that will give themmore information and/or theability to ask questions onthe spot and receive answersand/or take them directly to

a purchase page. It allowsinstant gratification in gain-ing a response.

He cited a recent surveyby the marketing firm MGHfinding that 72 percent of

smartphone users said t

would likely recall an awith a QR Code, and nthat marketing commution experts such as GoBorrell predict that mobwill account for the maity of what we know asonline advertising witthe next five years.

Borrell suggests thatlot of Web programmin

will move to mobile devand be delivered on mo

browsers or apps, Hansaid. Local advertising go along with it. If you a local home furnishingretailer today and are gto hold a sale this weekdirect mail probably is nlonger a good investme

because it is expensive typically needs longer ltime. Borrell believes rais too fragmentedhipcountry, adult contemprary, news-talkand hesuggests you probably cafford newspaper becauthats wasted coverage

because your customerically come from a five-

radius of your store. Thmakes online your obvichoice.

A Mobile-First stratedemands online choicesinclude a mobile ingredPeople are on the mov

THOU SHALT AWAKEN THE SENSE OF SMELL.

Less than 2 percent of all communication is scent-based, but the

most underused sensesscent and touchare the most powerful for

recall, says branding expert Liz Goodgold.

The scent of chocolate chip cookies wafts throughout Doubletree Inn.

Nike found that sales increased 40 percent in a fresh-scented room

compared with a non-scented room. Venetian in Las Vegas and Westin

have a scent. Crayola, Play-Doh and Johnson & Johnson baby powder

have trademarked their smells.

Scent is a great way to unlock a lot of experiences, Goodgold notes.

It doesnt have to relate, just be pleasant.


THOU SHALT SMILE ANDSPREAD THE GOOD WORD.

When employees are smiling,

the customer remembers the

employees name, says brand-

ing expert Liz Goodgold. The

customer was willing to spend

more, pay more and enjoy the

experience.


55/73

today, Hanish said. Andtheir smartphone is part oftheir attire. Its called hand-

held for a reason.

SETTING THE HOOK Nowthat you have her attention,what are some promotionsand offers that are gettingconsumers into the store?Brad Lebow, president ofBaltimore advertising agen-cy Horich, Parks, Lebow,

which specializes in adver-tising for home furnishingsretailers, offered thoughtson traffic-generating pro-motions at the most recentFurniture Marketing Groupconference.

We had a lot of goodstories in 2010 about suc-cessful furniture advertis-

ing. The three keys werean aggressive, offer-driventelevision presence; cus-tomer retention, which wefeel is best done throughmore sophisticated directmail; and mattress categorygrowthif mattresses arentat least 15 percent of your

busines,s you arent paying

enough attention to it.Words such as free andadditional carry a lot ofweight: As the econo-my worsened, our offers

became bigger and moredynamicits all about

the deal, Lebow said. Fdiscount events, showthe value. If its half off

you have to say what thmeans. Discount offersencourage a bigger tickIf you take the loveseaget an additional .... Wafford the extra marginif we get the bigger sale

While free is a powword in retail advertisinhas to represent a mean

ful benefit to the consuFor example, Lebow poed to Darvin Furniturelaboration with Best Bua free television promoin which the more furnthe shopper buys, the b

THOU SHALT IGNORE THE SOUNDS OF SILENCE.

Use an employeeseven the CEOsvoice on voice mail messages.

We dont have relationships with big, inanimate companies, says branding expert Liz Goodgold.

Give information during hold time: Every time you have a voice mail, give more information: store hours,sale, something of a brand message, she suggests. AFLAC gets 11 million phone calls a year. Like all lacompanies, they delegate as many of those as possible to a computer-animated system, which costs 35cents versus $3 to $11 for a live person handling the call.

Using a cheerier, happier womans voice, which also spoke slower, led to a 20 percent decline in people ing to speak with anoperator.

With that many calls, the savings had a lot of zeros in the number, she points out.

How about music in the store?

The faster the music, the faster they leave your store, and the longer theyre there, the more they buy,Goodgold notes.

McDonalds and Taco Bell, on the other hand, rely on turnover, so the music is lively, and the locations feture a lot of orange and red, active colors.

Go to a store, and listen how music is zoned to different departments, she suggests.



56/73

the screen.

Another example: WalkerFurnitures Super Bowlweek ad in which shoppersgot their entire purchasefree if the games openingkickoff was returned for atouchdown. (For this andother similar promotions,get an insurance policy incase you have to pay off.)

A sign that these work

is when retailers use themagain, and this is the thirdconsecutive year were run-ning a Super Bowl tie-inwith Walker, Lebow said.

Such events can generategood PR: In Greensboro,N.C., television stationscame to (Colfax Furniture)and did a feature, Lebow

noted, adding that retail-ers can take advantage ofincreased credit approvalrates: The key benefit tothe consumer is low month-ly payments. They can buymore and afford more.

That benefit can beexplained in your advertis-ing. Morris Furnitures pro-motion for five-years, no

interest financing showedan 11-piece living room forwhich the consumer wouldpay $50 a month. The adran the week before BlackFriday, and according toMorris CEO Larry Klaben,

sales were up 114 percent

versus the same prior-yearweek.

BUILDING LOYALTY,BUSINESS With a shrink-ing universe of furnitureshoppers, retaining custom-ers is more important thanever. With targeted events,Lebow suggests retailerscover more bases.

Expand your definition

of a customer from, say

someone whos purchawithin the past three yeto someone whos pur-chased within the past years, he said.

Mattresses represent ahigh-margin segment, aLebow suggests the folling keys to building busness there: Plan separatpromote aggressively, h

a mattress offer out eve



57/73

week, and get the message

on television if affordable.Mattresses are animpulse buy. If someoneslooking for a mattress,they want it now, he said.You can increase mat-tress impressions withoutincreasing your costs toomuch. Rotate 30-secondmattress commercials inone in five or one in six

rotations with promotionalcommercials each week. Use15-second commercials asstand-alones or as bookendsfor other commercials.

For high-end mattresses,stay away from price andconcentrate on benefits.

Manufacturers are doinga great job explaining bene-

fits, and high-end mattress-es have sold well even dur-ing tough economic times,Lebow said.

Look for and make themost out of public relationsopportunities. Freeds HomeFurnishings in Dallas andVaughan-Bassett, for exam-ple, capitalized on recentABC Made In America

reports.For its furniture segment,

ABC wanted a family in aone-story ranch house, withtwo kids and a dog, a typi-cal middle income family.Working through the Council

of PTAs, ABC found Jon and

Anna Usry of Dallas for a seg-ment filmed Feb. 27-28.Howard Freed of Freeds

Home Furnishings rodealong for delivery of aVaughan-Bassett bedroom,and while it didnt men-tion the manufacturer, theABC story noted that the

bedroom cost $60 less thanthe Asian import it replaced,

and the networks DianeSawyer referred viewersto its Made in AmericaWeb site to find the com-panys whose products wereshown.

For a while this made-in-America (concept) didnthave legs, but were hearingmore of it from our deal-

ers, said Vaughan-BassettExecutive Vice PresidentDoug Bassett. The com-pany developed Made inAmerica in-store signageand videos to support retail-er requests for point-of-pur-chase support.

Like many American con-sumers, the Usrys didntthink much about where

the products they buy comefromuntil their experi-ence with ABC brought it totheir attention. That wasnta big part of our purchasingdecision before, said JohnUsry in an interview during

High Point Market, whe

Vaughan-Bassett hosted couple to visit other U.Sintensive manufacturers

Thats changed: Everwe know watched it anthinks more about it notoo, Anna Usry noted.And our kids really paattention now. When win a store theyre checklabels. People who mak

products here need to lknow.

Jon agreed that U.S. cpanies have an opportuamong consumers.

If someone were to aus if you had a choice, percent would want to a product made here, said. This story, and w

so many other things gon around the globe notheres a consumer inteest in making a differenIf you have good signagthe store you can maketop-of-mind.

When asked their opiion of furniture shoppingeneral, the Usrys haveitive thoughts. Theyd b

shopping shortly beforeABC contacted them fotheir daughters bedroothey have a 6-year-olddaughter and a 7-year-son.

Our daughter needed



58/73

trundle bed, Anna said.We were changing froma toddlers to a little girls

room. We had a good expe-rience, low-pressure andhelpful.

Jon, who works for intelecommunications, hopesfurniture stores will takeadvantage of emerging

technology for easier deci-sion-making on consum-ers part, especially when

spouses cant shop together.It ought to be beneficialif they have QR codes (onproduct) so I dont have tomake an extra trip to thestore if Anna goes while Imat work.

Bassett said the ABC

story produced measurconsumer response.

The day after the stran, our Web site traffiwas up 1,600 percent,said. Second, we wereactually contacted byabout 300 consumers aing where they could gfind the bedroom set. Thas led so far to just u

100 bedroom sets with$200,000 total retail vathat were sold directly

because of the show.In February, Vaughan

Bassett retailers sold 6VB4 Hamilton bedroomthe group featured onthe ABC segment, whiaired in early March. T

month, dealers sold 10Hamilton groups.Vaughan-Bassett also

offered dealers incen-tives to capitalize on thPR opportunity. One wa drawing at High PoinMarket for two nightsstay at the U.S. hotel othe dealers choice up $1,000. Also, every tim

dealer makes a sale linto the ABC story, the ctomer receives a letterfrom John Bassett on hpersonal stationery thaing them for their choto buy American. HFB



59/73

Available on the App Store

Download the app for your iPhone or iPad.www.hfbusiness.com/iPhoneApp www.hfbusiness.com/iPad

@HFBusiness @HFBusinessFOLLOW US


60/7360 + E - M A R K E T P R E V I E W

GIFT + HOME Breakfast8:30 am - 10:30 am | GIFT+HOME Floorsin Buildings A, B and CPlease join us forcomplimentary break-

fast throughout theGIFT+HOME floors atLas Vegas Market: A3,A4, B3, B4, B5, C5, C6, C7, C8, C9Sponsored By WMCLV, GIFT + HOME

Artes Imports New Collection Unveiling9:00 am - 11:00 am | Booth B201-32

Artes Imports will be presenting their newCopper Collection that will bring breathtak-ing dcor accents to fit all decoration styles.Please join us in our Showroom B201-32!

Veneman Collections Grand OpeniCelebration and Ribbon Cutting10:00 am - 10:30 am | Building A, A1Join Veneman Collections as they celebthe opening of their new LVDC Showroo

Guildmaster Raymond WaitesMiniature Chair Signing10:00 am - 11:00 am | Building A, A2Iconic trend-setting designer Raymond Wes and GuildMaster have joined forces creating a comprehensive new collectiofurniture seating accent items lighting a

accessories. New America Coming Horeflects Waites modernized vision of onational traditional roots in some 200 ifor the way we live today. Raymond wiin the GuildMaster showroom A-225 toa knot back chair with Queen Anne legminiature version on August 12.

MONDAY + AUGUST 01

RE

C

EPTIO

N

S&

SO

C

IALS


61/73


62/7362 + E - M A R K E T P R E V I E W

Meet Supermodel Sabrina Barnett11:00 am - 12:00 pm | Building C,C-524-65

Come and meet Sports Illus-trated supermodel, songwriter

and fashion designer SabrinaBarnett for an autograph andphoto session. Sabrinas Lov-able Tees are inspiring wom-

en from all walks of life and have reached300+ retail locations in the first year! GIFT-BEAT featured The Sabrina Barnett Collectionin their Buzz from Dallas August 2010edition as a hot new brand. All registered

buyers will receive a FREE GIFT signed bySabrina during the event. Come and Sharethe LOVE!

Habersham Candle CompanyNew Solid Lotion Disc Giveaway11:00 am - 12:00 pm | Building C,C599-91

Come try samples of our new Solid LotionDisc, a unique blend of natural emollients forsoothing softening and pampering skin. Therich natural moisture will nourish and protectwhile promoting healing of dry, crackedskin. Great for use on all problem areas:hands, elbows, knees and feeteverywhereyou need pampering. Showroom C599-91

Leftbank Art Lunch11:30 am - 1:00 pm | Building A, A148Please join Left bank Art for Lunch and re-freshments in their showroom A148.

New Century PicturesChicago Hot Dogs andTasty Treats11:30 am - 1:30 pm |Building A, A124

Elite Home Theatre Seating GrandOpening Celebration and RibbonCutting1:30 pm - 2:00 pm | Building A, A238Join Elite Home Theatre Seating as theycelebrate the opening of their new LVDCShowroom!

Kalco Lighting Grand Re-OpeningCelebration and Ribbon Cutting2:00 pm - 2:30 pm | Building A, A208Join Kalco Lighting as they celebrate thenewly expanded LVDC Showroom.

High Tea

3:00 pm - 5:00 pm | Building C, C512Enjoy complimentary tea sandwiches, ctails and a selection of gourmet teas in new Gift+Home Garden area.Sponsored By WMCLV, GIFT + HOM

MONDAY + AUGUST 01

RE

C

EPTIO

N

S&

SO

C

IALS


63/73


64/7364 + E - M A R K E T P R E V I E W

New Century Pictures Meet and Greetwith John Butler3:00 pm - 6:00 pm | Building A, A124Meet artist John Butler, well known for hisbroad selection of contemporary to tradi-

tional artworks. John Butler is a leader onthe cutting edge in the field. Please join usat New Century Picture Gallery ShowroomA124.

A Studio-A Global Views CompanyGrand Opening Celebration and Rib-bon Cutting

4:00 pm - 4:30 pm | Building A, A154Join A Studio as they celebrate the openingof their new LVDC Showroom!

Design & Living Wine Bar4:00 pm - 6:00 pm | Building C, C454Celebrate the new location of Design &Living in Building C daily from 4:00 to6:00 pm.Sponsored By WMCLV

Industry Mixer5:00 pm - 7:00 pm | Building A, A202

In the true spiritof bringingpeople togeth-er, the Phillips

CollectionIndustry Mixerhas become the

go-to event for the first day of Market. Join usand five great organizations for an evening

of food, drink and fun! If you are a memor would like to learn more about WithSustainable Furnishings Council, The Amcan Society of Furniture Designers, A.Rthe Young Home Furnishings Profession

this is your event. Phillips Collection Shoroom A202Sponsored By WMCLV, PhillipsCollection

WithIt/Four Hands NetworkingReception5:00 pm - 6:30 pm | Building A, A146

Please Join WithIt and Four Hands for anetworking reception and earn a FreeMembership to WithIt!

UP ON THE ROOF Gift for LifeReception6:00 pm - 8:00 pm | 16th Floor of BuiB, Skyview TerraceWMCLV proudly presents its inauguralGift for Life charity event benefitting DIFGather with us at the top of the stairs enjoy cocktails, appetizers, live music, and a breathtaking view of the glitteringVegas skyline. Join industry leaders andleagues for a night of entertainment andall in support of a tremendous cause. Tiare only $20 a person and can be purc

by clicking here.Sponsored by World Market Cen

MONDAY + AUGUST 01

RE

C

EPTIO

N

S&

SO

C

IALS


65/73

@HFBusiness

LIKE US ON FACEBOOK

@HFBusiness www.hfbusiness.com HFB


66/73

GIFT + HOME Breakfast8:30 am - 10:00 am | GIFT+HOME Floorsin Buildings A, B, CPlease join us for a complimentary break-fast on the GIFT+HOME floors at Las Vegas

Market: A3, A4, B3, B4, B5, C5, C6, C7,C8, C9Sponsored By WMCLV, GIFT + HOME

Ergo Bedroom Grand OpeningCeremony and Ribbon Cutting10:00 am - 10:30 am | Building C, C184Join Ergo Bedroom as they celebrate the

opening of their new LVDC Showroom!New Century Pictures Chicago HotDogs and Tasty Treats!11:30 am - 1:30 pm | Building A, A124Come have lunch with New Century Picturesand view the latest art and wall dcor!

Sushi Style Wasabi + MasagoCollection Unveiling2:30 pm - 3:30 pm | Building C,Booth C495-1

New Century Pictures Wine andCheese Reception3:00 pm - 6:00 pm | Building A,

Showroom A124View New Century Pictures latest art andwall dcor while enjoying wine and cheese.Please join us at New Century Picture Gal-lery Showroom A124.

High Tea3:00 pm - 5:00 pm | Building C, C512Enjoy complimentary tea sandwiches,cocktails and a selection of gourmet teain the new Gift+Home Garden area.

Sponsored By WMCLV, GIFT + HOM

Plume Luxury Furniture SamplesGrand Opening Ceremony and Rbon Cutting4:00 pm - 4:30 pm | Building C,Showroom C140Join Plume Luxury Furniture Samples as

celebrate the opening of their new LVDCShowroom.

Design & Living Wine Bar4:00 pm - 6:00 pm | Building C, C454Join us in celebrating Design & Livings home in Building C.Sponsored By WMCLV

NOVA Lighting MexicanMartini Madness4:00 pm - 6:00 pm | Building A,Showroom A355Come join NOVA Lighting for complimetary food and drinks. Meet Jon Gilmoregenius behind Jon Gilmore Designs.

Objects with Purpose Wearable Cdle Demonstration and Giveawa4:00 pm - 5:00 pm | Building C,Booth C-544-1Burn it or wear it? Why not both? See h

TUESDAY + AUGUST 02

RE

C

EPTIO

N

S&

SO

C

IALS



67/73

wearable this organic coconut derivedcandle is! Complimentary hand or arm mas-sages (first-come, first-serve) and samples willbe given away!

Vegas Kids Reception4:00 pm - 6:00 pm | Building C, Floor 2Youth buyers are invited to enjoy complimen-tary cocktails and appetizers as well as finda fun place to relax and network with col-leagues.Sponsored By WMCLV, Vegas Kids

Karastan Grand Re-Opening andRibbon Cutting Ceremony4:30 pm - 5:00 pm | Building C,Showroom C312Join Karastan as they celebrate the openingof their newly expanded LVDC showroom!Sponsored By Karastan

WHFA - Next GenerationNOW Reception5:00 pm - 7:00 pm | One Six Club,16th Floor of Building BIf you are part of a family business and/or afuture leader in the home furnishings indus-try, the Next Generation NOW invites you toattend an informal reception. Listen as pastmembers share how this peer group helped

broaden their industry knowledge and busi-ness skills. Join us and help shape the futuredirection of this dynamic group.Sponsored By WHFA

Las Vegas, GIFT + HOME, and the G& Home Trade Association (GHTA)Gift for Life is the gift and home industriesnational charity funding the fight againstHIV/AIDS. All monies raised benefit DIFFA

Sponsored By WMCLV, GIFT +HOME, GHTA

Courtyard Uber Lounge6:00 pm - 8:00 pm | Grand Plaza

Keynote Speech byPresident Bill Clinton

6:45 pm - 8:00 pm | World PavilionsSpeaker:President Bill ClintonSponsored by WMCLV, Serta

President Bill Clinton servethe United States for eightyears during a time of un-precedented prosperity anchange. Now, home furnisings industry professionalswill have the unique oppo

tunity to hear his insights and solutions onthe most pressing economic and social issuin the United States and abroad.

President Clinton will focus on the chal-lenge of globalization, emphasize our growing interdependence, and point the waytoward a common future based on sharedgoals and values. Following his keynote address, President Clinton will participate in amoderated question and answer session.

TUESDAY + AUGUST 0



68/7368 + E - M A R K E T P R E V I E W

GIFT + HOME Breakfast8:30 am - 10:00 am | GIFT + HOME Floorsin Buildings A, B, and CEnjoy complimentary breakfast at GIFT +HOME at Las Vegas Market: A3, A4, B3,

B4, B5, C5, C6, C7, C8, C9.Sponsored By WMCLV, GIFT + HOME

International Buyer Brunch8:30 am - 1:00 pm | International LoungeBuilding C, C484Please join us for the International BuyersBrunch in the International Lounge, Building

C484 from 8:30 AM - 1:00 PM.Sponsored By WMCLV

New Century Pictures Chicago HotDogs and Tasty Treats!11:30 am - 1:30 pm | Building A, Show-room A124Come have Lunch with New Century Picturesand view the latest art and wall dcor!

Zwear How to Tie a ScarfDemonstration1:00 pm - 2:00 pm | Building C,Booth C596-21Learn 15+ ways to tie a scarffor yourbody and your home decor. Zwears Debo-rah Zwetsch will demonstrate different ways

to wear her hand-painted original art silkscarves. Create casual to high fashion eve-ning looks with a simple rectangle of lumi-nous and colorful silk!

New Century Pictures Wine andCheese Reception3:00 pm - 6:00 pm | Building A,Showroom A124View New Century Pictures latest art a

wall dcor while enjoying wine and chPlease join us at the New Century PictuGallery Showroom A124.

High Tea3:00 pm - 5:00 pm | Building C, C512Enjoy complimentary tea sandwiches, ctails and a selection of gourmet teas in

new Gift+Home Garden area.Sponsored By WMCLV, GIFT + HO

Design & Living Wine Bar4:00 pm - 6:00 pm | Building C, C454Join us in celebrating Design & Livings home in Building C.Sponsored By WMCLV

NOVA Lighting Cosmo ManiaReception4:00 pm - 6:00 pm | Building A,Showroom A355Come join NOVA Lighting for complimefood and drinks.

Showroom Event:Please Join G. DeBrekht Artistic Studios fSpecial Presentation by Andr Gabricht!4:00 pm - 5:00 pm | Building C,Booth C599-150Andr Gabricht, Creative Director, will


RE

C

EPTIO

N

S&

SO

C

IALS


69/73

a special presentation in the G.DeBrekhtBooth. Learn what makes G.DeBrekht uniqueand how we can help you boost your sales.Learn about the G.DeBrekht Dealer Network.

Learn why NOW and why G.DeBrekht ad-vantages are superior. Space is limited soattendance is on a first-come basis.

Lodge Living Reception4:00 pm - 6:00 pm | Building C, C1376The Lodge Living tradition continues with thisbi-annual co-mingling of Lodge Living fans.Join us for cocktails and appetizers.Sponsored By WMCLV

Courtyard Uber Lounge6:00 pm - 8:00 pm | Grand PlazaEase your way into the evening with a re-freshing beverage and a comfortable seat.Sponsored By WMCLV


GIFT + HOME Breakfast8:30 am - 10:00 am | GIFT + HOME Floorsin Buildings A, B and CEnjoy complimentary breakfast throughoutGIFT + HOME at Las Vegas Marketlocatedon the following floors: A3, A4, B3, B4, B5,

C5, C6, C7, C8, C9.Sponsored By WMCLV, GIFT + HOME

New Century Pictures Chicago HotDogs and Tasty Treats11:30 am - 1:30 pm | Building A,Showroom A124

Come have Lunch with New Century Pictureand view the latest art and wall dcor!

New Century Wine and CheeseReception3:00 pm - 6:00 pm | Building A,Showroom A124View New Century Pictures latest art andwall dcor while enjoying wine and cheesePlease join us at New Century PictureGallery.

Design & Living Wine Bar4:00 pm - 6:00 pm | Building C, 454Join us for a relaxing afternoon and networwith colleagues in the new home of DesignLiving in Building C.

Sponsored By WMCLV

NOVA Lighting PomegraniteDelight Reception4:00 pm - 6:00 pm | Building A,Showroom A355Come join NOVA Lighting for complimentafood and drinks.

Courtyard Uber Lounge5:00 pm - 7:00 pm | Grand PlazaEase your way into the evening with a re-freshing beverage and a comfortable seat.Sponsored By WMCLV

THURSDAY + AUGUST 0



70/73


71/73

ECIAL THANKSNDS AND PARTNERS

SEE YOU SOON IN VEGA


220 Elm ........................................................................

Bramble ........................................................................

City of Hope...................................................................

Cresent .........................................................................

Diakon Logistics .............................................................Donco Trading Co. .........................................................

Euro Style ...................................................................11

Four Hands ...................................................................

Guardian Products .........................................................

Home Furnishings Business .....................................45, 59

Home Trends & Design ...................................................

Magnussen ...................................................................

Planned Furniture Promotions ...........................................

Shaw Living ...................................................................

Simply Amish.................................................................

Sitcom ..........................................................................

Star International/Orient Express .....................................

Sunny Designs ...............................................................

Surya ...........................................................................

Tempur-Pedic .................................................................Truckskin .......................................................................

Twinstar ........................................................................

WHFA ..........................................................................

Connect with Home Furnishings Business on facebook

World Market Center Las VegasVisit us: Building C,4th floor, C-496

AUGUST 1-5

Western HomeFurnishings Association

RRC

RETAILERRESOURCE CENTERWesternHome FurnishingsAssociation

National Home FurnishingsAssociation

WHAT'S ON YOUR TO-DO LIST?

Sell quality furniturethat sticks.

Improveyourbedroombusiness.

Make margin on goodsmy sales teamlikes to sell.

Work withfun, experienced, hands-on

owner-managers.

Offer my customers moresustainably-produced

merchandise.

Find vendors thatcare about my success.

Order what I want, when I need it.

SOLID FURNITURE WITH A CONSCIENCE

Richard Tomkins (615) 975-4862 [email protected] www.cresent.com

GET IT ALL DONE, BUY

LasVegas ShowroomC-1124


72/73


73/73

Knowledge is PoweSUBSCRIBE TODAY

Get Your FREEDigital Subscriptions

2011 sitcom furniture

Documents