| If you have gone into a furniture retailer lately | | | | employees to make decisions. What I mean by |
| you have probably saw the same style of | | | | that is allow them to do whats in the best |
| furniture you saw 10 years ago. Lets not forget | | | | interest of the customer. Allow them to get |
| that prices are a little higher but still affordable. | | | | management involvement when large purchases |
| Retailers are challenged by the economy and | | | | are on the table. Offer the customer Free |
| purchase the same old standard style of products | | | | shipping. Whats $60.00 to a profit margin when |
| that made them successful. Some have closed | | | | you make a customer happy and they return to |
| their door blaming the Economy. Other operate on | | | | the store. If the customer is not coming through |
| a whim and prayer. | | | | the door don't blame the economy. Remember |
| Retailer today are wondering why their Profits are | | | | You lost them well before the economy hit |
| down. Is it because of the economy? Is it | | | | because you took advantage of them in the past. |
| because of staff? The answer is NO. Retailers are | | | | To solve these issues start offering a more |
| not in touch with their customers. Does it surprise | | | | diversified variety of products. There are many |
| you that major furniture retailer don't even know | | | | other vendors and products besides the big boys |
| their target market, know their lifetime value of | | | | suppliers. Companies in a Growth stage like Natural |
| their customer spending habits, but management | | | | Fine Furnishings would be a great fit of new and |
| continue to spend thousands of dollars on | | | | unique products. Check out other sustainable |
| advertisement and purchase the same old | | | | companies. Offer an area in your store for these |
| product over and over again. Sounds like throwing | | | | type of companies. The Green movement is |
| a lot of stuff against the wall to me and hoping it | | | | happening. Start offering sustainable furniture or |
| sticks. Wake up furniture industry this is your | | | | Green furniture. This is capturing what consumers |
| problem. Get out of the 80's and catch on YOUR | | | | want. Another note, stop offering value adds and |
| consumers want more. | | | | make it part of the price that you offer the |
| So do your employees. You expect a lot out of | | | | customer. They want it is a win win for everyone. |
| your employees. Working many hours even | | | | Set up time deliveries instead of windows. We all |
| weekends. But when the customers doesn't come | | | | work. Treat your customers as you would want |
| through the door the first thing management | | | | to be treated. With technology you can make it |
| blames is their staff for not selling. I'm sure you | | | | cost effective and part of your program. These |
| heard that one before. I sure that if your listened | | | | are all MARKETING 101 concepts, people. Can we |
| to your employee concerns you could solve a lot | | | | say point of purchase material. Allow vendors to |
| of issues and increase sales. They deal with your | | | | demonstrate their products like Costco Wholesale |
| customers on a regular basis and our a wealth of | | | | offers. It a free helping hand in your store to |
| information on what they want. A few retailers | | | | drive sales. The vendors want to move their |
| do get feedback from sales associates but | | | | products so let them help you sell it off the floor. |
| management is not willing to make changes or | | | | No cost to you. |
| take risks at this time. I guess a MBA degree is | | | | Right now I see a lot of furniture retailers on a |
| better then Common sense. Buyers, have you | | | | very bumpy road and if you don't make drastic |
| been outside in the real world? Besides the parties | | | | changes your eventually will go out of business. |
| at Shows, get in touch with what your customer | | | | DID we forget the basics: Sales and cash. Forget |
| want. Why not sell on the sales floor for two | | | | expansions, raises, consultants, think tanks. Get to |
| months and then go back to buying what your | | | | the basics, no money no funny. Customers want |
| customer ask for. Rotate your responsibilities | | | | to know you care about them. Building relationship |
| save money for your company by helping with | | | | are key. By the Way, I would address your |
| sales and learning what will make great purchases. | | | | customers with an apology. Tell them that you |
| Here are a few more suggestions. Stop paying | | | | are sorry for treating them unfairly and want to |
| commission to street hustling sales people. It is | | | | earn their trust and loyalty back. A little honestly |
| alienating your customers. Your customers know | | | | will go a long way. |
| the games and avoid being taken advantage of. | | | | There is a large market out their to be captured. |
| Guess where they go after that happens, YOUR | | | | Lets not blame the economy anymore and take |
| competition! Offer professionally kind hearted | | | | responsibility. It wasn't just the economy that |
| trained sale associates to assist customers on a | | | | stopped consumers from buying. Consumers are |
| fixed salary. No stress now on hitting numbers | | | | still going to buy. Just like you they will be more |
| from your sales employees and customers are | | | | selective and cost conscience. Earn back their |
| put in a more comfortable situation to make a | | | | loyalty. Word of mouth is key to driving your |
| major purchase for their home. Also, Allow your | | | | business out of the red. |