Category Archives: Retailers

Create a Compelling Culture: A Seven Step Plan for Furniture Retailers

This article appeared in The Western Retailer published by the Western Home Furnishings Association a few years ago. I hope you still find it to be relevant. The publication has now become: Retailer NOW and I still write for them.  … Continue reading

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Hit and Run Mattress Sales

Hit & Run vs. Relational Selling There really are two basic types of selling even though there are countless categories of goods and services.  While referred to by various names, I call them hit and run, vs. relational selling. What separates … Continue reading

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LET’S GET REAL: Increase Mattress Sales with Scenario Based Learning

Dealing with Reality It is a harsh reality. When it comes to retail mattress sales, most often sales associates have one chance to make the sale. That’s a lot of pressure but as the saying goes, it is what it … Continue reading

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I Feel Like Singing! About Mattresses? Come on.

 “I’m so excited, and I just can’t hide it  I’m about to lose control                         and I think I like it!”    While I’m not really about to lose control, … Continue reading

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Trends that Can Help Mattress Retailers Increase Sales and Profits

Note: This is a reprint of an article I wrote for Retailer Now last year. The publication for the National Home Furnishings Association. Thought I’d share it with you. What’s New? Every so often a new trend will start in … Continue reading

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Retail Mattress Pricing and Discounts

A Matter of Policy When retailers seek my advice on how to get their pricing and discounts under control.  Here is an example what I suggest in general terms. It’s wise to address pricing and discounts as a matter of … Continue reading

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Tilting Our Trampolines

Las Vegas -Attending Home Furnishings Market Well, you would never know we are in a “recession” by the number of people on the strip.  To me, Las Vegas or, Lost Wages, as it is known by more than a few, … Continue reading

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Remembering the Dallas Market

While preparing to go to the Las Vegas Market, I can’t help remembering all the years I participated in the Dallas Home Furnishings Market. How sad it is no more. At one time Furniture Today headlines proclaimed “Dallas Destined to … Continue reading

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What If? Why Not?

What if you were to create an experience shoppers were so thrilled with that they couldn’t wait to tell all their friends? “I don’t care if you need a mattress or not, you should just go visit the store!” Do … Continue reading

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Is It Any Wonder, Consumers Don’t Value Mattresses?

A Good Deal? Our industry may have made some progress getting word out to consumers, that the real value of mattresses is they are good for you!  Unfortunately the great majority of shoppers still have one priority in mind, getting … Continue reading

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