Furniture World Articles by
Using data to target the right people at the right time with the right messages about the right products cuts waste and gets better measurable results.
The re-entry challenge.
Magriñá says holistic design begins with being mindful that every shape, color and material affects people’s health, social interactions and well-being.
Is the home furnishings industry on the verge of a new way of thinking about
marketing and selling? The co-founders of Science in Design believe it is.
Finding and hiring team members is a challenge. Here are ways to cope.
Getting back to basics is the secret to advertising success.
The Next Big Thing
Apollo Award-winning retailer, Gasper Exterior Furnishings Studio shares its approaches and insights for selling casual home furnishings.
Richard Frinier answers questions about the present and future of outdoor
furnishings trends and design.
A new home for 130 outdoor furniture exhibitors will greet retailers at
AmericasMart in July. Interview with ICFA’s Jackie Hirshhaut.
The roughly 100,000 square feet of showroom space, Village Green Home and garden is a casual furniture destination like no other.
Our industry could use the help of Al Roth, the Stamford Professor of economics and 2012 Nobel Prize winner, to help us match hiring needs with qualified candidates.
It’s a perfect storm for digital marketers that threatens substantial legal exposure, increased compliance costs and reduced clarity in linking digital spending to adeffectiveness measures.
Designer, retailer, furniture industry consultant and manufacturer Dixon Bartlett shares his views on ways to improve retail merchandising and buying.
Many retailers need to focus more on managing their warehouse cube. That requires identifying and updating poor performing systems. Many cost-saving fixes are low-cost or no-cost.
Time Capsule: History will be made at the spring High Point market.
Stay tuned for changes in home furnishing design aesthetics, customer moods and purchasing preferences that will roll out in 2023-24.
The debut of the American Home Furnishings Hall of Fame Foundation’s new High Point building in April signals a new focus on how consumers, job seekers and those of us who sell home furnishings see our industry.
Tom Liddell talks about credit lines, inventory reduction, bank covenants,
manufacturer discounts, inflation, new competition worries and much more.
As the cost of buying, owning and operating stores increases in 2023 there are still opportunities for retailers to create wealth.
The Earworm Opportunity
Barton Bienenstock, Furniture World’s long-time publisher, recently passed away at 92.
Customer decision-making is more often based on ‘store consciousness’ than engagement with a rational mind.
Design-oriented retailer shares success strategies for hiring design associates, product display creation and integrating in-store design areas into its sales plan.
How do we want our brands to make people feel?
Changing times: terriers and weasels.
Mark Quinn explains why It’s so much more interesting and satisfying to be in the life improvement
business than just selling mattresses.
Editor, curator and trends watcher Julie Smith Vincenti explains how she identifies and presents design ideas to retailers and designers
in advance of the High Point and Las Vegas shows.
Bob’s Discount Furniture’s CEO shares his thoughts about strategic planning, team building and plans for growing the
159 store chain “coast-to-coast and border-to-border.”
What do motorized furniture delivery trucks, furniture brand holding companies, warehouse furniture showrooms and furniture e-commerce have in common?
The most powerful way for any home furnishings company to define an
experience, says David Blair, is in emotional terms.
The rebirth of customer service as the customer experience.
Interior designer Young Huh talks about current trends and how to engage with clients on an emotional level.
An unlikely story of grit, faith, and a belief that there is nothing—people
or furniture—that cannot be loved or repaired.
In an environment where delivery disasters, supply snafus, warehouse worries, and cranky customers are the norm, it has to be tough for retail owners and managers to be happy.
The trend and design consultant comments on trend styles and colors, plus discusses how retailers might adjust the percentage of core vs. trend merchandise in their stores.
I hope that the business climate in 2022 will be less chilling for our industry than the Almanac’s forecast.
The feature article in this issue of Furniture World provides insight into the “design of joyful retail.”
Designer and “Joyful” author discusses how retailers can adapt in-store environments to influence moods and affect shopping behaviors.
Are we stuck in the furniture industry’s version of flypaper—sticky, pandemic-created—where the end to the inconvenience and uncertainty is endless?
Best retail practices using consumer financing options to increase close rates and average sale through 2022.
Online furniture retailer Fernish targets a young mobile audience that sees traditional furniture retail as clunky, costly, inefficient and hassle intensive.
Changes coming from Apple and Google promise to rock the ecommerce industry, creating opportunities and challenges for furniture retailers.
No, not that kind of cookie.
Here’s what’s going on in retail with IP targeting, OTT, mobile ID targeting, programmatic, targeted Facebook ads and much more.
Nobody in our industry can deny that the past months have been grueling.
Retailers are arrested, die of apoplexy, visit furniture shows, and pioneer DTC mattress sales models. It's the same old home furnishings business!
150 years of never changing needs.
A discussion of furniture design trends consumers will be looking for as we exit the pandemic.
Supply chain issues are unavoidable, but it is useful to mitigate damage to your brand.
Tips and advertising strategies for furniture and bedding retailers who want to grow market share in 2021 and beyond.
I count three goods, three bads and two uglies.
After a rocky start with its online sales platform, GAHS achieved growth in eCommerce sales of 1,200 percent during the pandemic.
'When Fortune knocks, open the door,' they say. But why should one make fortune knock by keeping the door shut?
Advertising specialists weigh in on what's working right now to make customers comfortable, generate inquiries and increase store traffic.
Three generations have built this top-100 single-store operation into Chicagoland’s largest furniture & mattress store.
At Market, if you see me getting on an elevator, will you follow me through the doors or take the stairs instead?
Conditions change, but human nature stays more or less the same. That is a cause for optimism.
This retail chain has an emphasis on serving local communities while being extra nice.
Designer Corey Damen Jenkins shares his experience about persistence and emerging design trends.
With the passing of 2019 Furniture World lost its good friend and retail editor Janet Holt-Johnstone.
A close-up look at the various types, features & advantages of consumer financing plans.
Madcap Cottage's John Loecke and Jason Oliver Nixon explain how to take retail
customers on a journey.
True FRIENDLY salespeople can turn a shopper into a friend by treating their store like a home and inviting guests to visit.
Jennifer Furniture has risen like a Phoenix following a chapter 11 bankruptcy filing in 2010 and its acquisition by Morris Holdings.
How the in-store furniture shopping experience can be more like going to the emergency room than urgent care.
Interior designer, blogger, style spotter and influencer Lisa Mende shares her perspectives on uniquely southern design, new trends and more.
Here come the lizards! Words and phrases RSAs should avoid.
I don't see how any retailer can go wrong by keeping these principles in mind.
How can independent retailers compete with online behemoths and expansion hungry top-25 chains?
Winnie-the-Pooh, Lael Thompson, and Things that seem Thingish.
The desire to do business with companies that embrace an umbrella of sustainable causes is trending upward.
Kim Salmela doesn’t believe in making safe furnishings decisions. She says, “There are no rules. That’s the rule!”
Rapport is the glue that binds people together in families, organizations and relationships, including sales.
Furniture designer and ASFD president discusses women in our industry and the value of leaving open avenues for
creativity in product design & retail displays.
Excerpts from summer 1918 issues of Furniture World about women, World War I, furniture shortages at retail
and advances in technology.
100 years ago the word "knocker" was common furniture industry parlance (often used in Furniture World Magazine) to mean a wholesale sales rep or manufacturer's rep.
The Answer Is a-Trendin'
Product designer and trend expert Nancy Fire talks about consumer design preferences, color and style trends for 2018.
I’m confident that many of you have given some recent thought to updating your workplace harassment policies and education.
This holiday season my mind muses on season-appropriate themes of gratitude and turkeys.
With regard to gratitude, it is generally accepted that grateful people have less stress, which scientists say translates into better health and longer lives.
Discussion of self-driving vehicles, commingled delivery models, augmented reality & more.
In this edition of Furniture World, our Point/Counterpoint duo, Bill Napier and Ed Tashjian, debate the efficacy of print vs. digital.
62 years of service to the furniture industry.
An interview with award-wining designer Todd Bracher about design, consumer & retail trends.
Run-down of the most exciting opportunities for furniture retailers coming up in the area of transportation and logistics.
Some days I come to work believing that not much has changed in our industry. Other mornings, like this one, the world seems full of possibilities.
Customer Service &
The Parable Of
The “Horrible Dib Dib”
Before the recent election, my friend Ed Tashjian let me know about an article he wrote, “Five Lessons Marketers Can Learn from Trump.”
Furniture designer Gary Inman discusses design, consumer & retail trends and how to tell a story at retail.
“The most successful retailers have been able through nurturing, to obtain and develop exceptional employees throughout all areas of their businesses - whether it be sales, administration or distribution,” says Wayne McMahon in his “State-of-the-Industry” report.
Legendary designer talks about home furnishings design, visual merchandising and store display.
My suggestion is to look at how you and your company create trust at every touch point, and from every angle.
I’m thinking about disruptive change, the type that could make furniture factories and retail stores as we know them obsolete; the kind that could do to furniture manufacturers and retailers what the last 20 years of the 19th Century did to cabinet makers.
Would It Help?
Award winning design team Richard and Catherine Frinier discuss the past, present, and future of outdoor furniture.
Since the year is new, considering, “who the hell are ya?” both personally and for your business, can be an illuminating exercise. The question is a sidewalk restatement of Socrates’ observation, “An unexamined life is not worth living”.
Is peeling a banana an apt metaphor for your retail business?
Three generations of furniture designers at Otto & Moore reflect on furniture design’s past and future.
For those of you who haven’t heard, there’s a (big) tiny home movement brewing.
Best practices for buying, merchandising and profiting from the category.
For those of you who haven’t given much thought to the American Furniture Hall of Fame lately, it’s time to take another look.
Tips from retailers and marketing experts on how to position your company for success if you choose to promote domestically sourced furniture.
A Positive Tipping Point For Furniture In 2015?
More success strategies from rug experts of vital interest to retail furniture store owners, buyers and sales professionals. The discussion continues (from September/October Furniture World) with an emphasis on retail sales training programs and sales techniques.
Thoughts and success strategies from rug experts for retail furniture store owners, buyers and sales professionals.
Formula For Success: Become Relevant
The Hadley Court Center for Design Collaboration is a high tech meeting room where designers, students, manufacturers, academics, industry associations and local High Point civic and cultural organizations can collaborate on projects, hold seminars, meetings and educational events.
Panel of industry retailers and manufacturers give Furniture World readers advice on how to position leather offerings for maximum sales through intelligent sales and advertising practices. A leather identification chart and glossary of terms rounds out this three part series.
Panel of industry experts follows up on it’s discussion of current leather trends covered in the last issue, with leather buying facts, advice on servicing and cleaning leather, plus warranties.
Larry Schneiderman's Eight Foot Rule
Often, organizational change is the result of exposure to big ideas that can transform the nature of a business and how its employees, customers and supplers interact.
Winter Retail Lessons
This two-part series is a complete guide for retail owners, buyers and sales professionals that details leather features, benefits and advantages. It also includes best retail practices from a panel of industry experts.
Retailers make myriad important decisions every day. Each of these can be a choice to tweak, alter, destroy, build, or do nothing at all.
There are cases where strongly worded communications with employees and others are required, but before you press “send”, I suggest the following five steps...
For those of you who make the biannual trek to High Point, I encourage you to visit the Bernice Bienenstock Furniture Library.
Part 11: Are we in the middle of a bedding revolution,
an evolution, or is it a non-starter for your operation?
Are you a fan of the movie “Groundhog Day”? If so, you may remember the following lines which have implications for furniture retailers... "It's the same thing your whole life, wash your hands, sit up straight, don't chew with your mouth open,... Oh yea, don't drive on the railroad tracks!”
Without proper attitude, even superior sales skills and impeccable product knowledge can fail to create customer buy-in. So, what is an optimal attitude for retail salespeople?
The 10th installment in our Better Bedding & Mattress Sales series continues with a close look at the latex and gel used in mattresses, their features and benefits.
The 9th installment in Furniture World Magazine's Better Bedding & Mattress Sales series continues with a close look at foam.
Sleep Train is dedicated to its community through pioneering philanthropic programs that provide at-risk youth with important material items.
Thoughts about change and Furniture World's Magazine's
Bob’s Discount Furniture combines random acts of kindness with institutional giving in a uniquely structured charitable giving program.
Habitat ReStore and Louisville area furniture stores Haverty’s and Ashley Furniture Homestores create a win-win-win for the retailers, customers and the community by encouraging furniture donations and pick up.
Jenny & Dennis Jones offer advice to fellow retailers based on their experience helping rug weavers in India through the Alternative Education Program.
Interview with Kendra Maggert, Interactive Marketing Manager, Ashley HomeStores, Ltd., the first in a series focusing on furniture industry charitable initiatives.
This month, our series on how to sell more higher-end bedding continues with additional ideas to help you and your salespeople create a focused and consistent marketing approach. See what the experts say about shifting the emphasis away from price by creating a plan for advertising, approaching customers, greeting them and asking appropriate questions to advance the sale.
This is the first part in a series that looks at how retailers can sell more higher-end bedding. In this issue, we define the luxury bedding category, present information on customer demographics and start to look at what experts say about best sales practices.
Changes in retail and wholesale distribution, the formation of large scale furniture exhibitions and the last depression period of the 19th century helped to shape the way we do business today.
This is a story of missed warning signs, failed furniture industry initiatives and impossible consumer buying behavior.
The good, the bad and the ugly. A tale of the lead-up to the war through its end, 1938-1945. A remarkable story of difficult times in which the ingenuity of manufacturers and retailers, against all odds triumphed.