Education
SUNDAY 5:00 - 6:30 PM
The Truth Be Told
Larry Winget
Based on his two bestsellers, Shut Up, Stop Whining & Get a Life and It’s Called Work for a Reason, Larry teaches universal principles that work for anyone, in any business, at any time. From sales to customer service, to teamwork and leadership, Winget attacks traditional business wisdom and offers simple truths in his caustic, thought-provoking, and hilarious style.
Attend this session and receive Larry's new book,
People are Idiots and I can Prove It.
MONDAY 9:30 - 11:00 AM
Retailer: Pedro Capo, El Dorado Furniture, Miami Gardens, FL
Manufacturer: Satya Tiwari, Surya Rugs, Calhoun, GA
TUESDAY 9:30 - 11:00 AM
Retailer: Larry Miller, Sit ‘n Sleep, Gardena, CA
Manufacturer: Bruce Cochrane, Lincolnton Furniture, Lincolnton, NC
There is no better way to learn about the industry than through success stories. History, challenges and triumphs all serve to educate and elevate. Surviving and certainly thriving, these companies are exceptional examples of “Gaining the Edge” in business. Thinking outside the box, giving back to their communities, leading during challenging times, celebrating family and much more. Listen as these industry leaders share their journey, inspiring you to turn dreams into reality.
ROUND ONE - MONDAY 2:00 - 3:10 PM
Jody Seivert, One by One Consulting
Asking questions and listening to the answers are keys to building trust and intimacy in relationships, sales interactions and customer partnerships. Yet most salespeople cannot pass up an opportunity to tell the customer everything about the product and services they have to offer. Learn how to build questions to layer information and develop trust and connection—and how to use social media and blogging to support the ongoing inquiry and communication between you and your customers.
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David Szen, Szen, Inc.
Technology has changed incredibly over the past decade. It has changed people, decision makers and the sales process. This session looks at how much professional sales and people have changed, opening the door to new human skills that have been lost in the shuffle. In order to succeed in the new world, humans must get reacquainted with key skills that will allow us to communicate with a decision maker who is smarter, does not want to be sold, listens less and can’t focus for long. Sounds fun, huh? You will come away with practical skills, techniques and a new perspective on how to advance the selling process in a very different world with a wildly different human.
Kevin Doran, R & A Marketing
Tweets, YouTube, Facebook, Foursquare and social media—you hear these words every single day. In fact, you’re probably tired of hearing about them. But do you ever ask yourself, “How can I use them to improve my business and make money?” This seminar will explore the right and wrong ways a furniture retailer can use social media to sell more furniture. You’ll walk away from this seminar with the surefire tools to increase your social media presence and improve your business.
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David McMahon, PROFITconsulting
Today’s consumer is technically savvy. Are you? In this session, David will demonstrate mobile tools that can help your salespeople and customers communicate better, together. Communication is the way to sales. See how to cross the sea of resistance and impress your customers. This can be your bridge to improving business.
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Kim Miller-Hershon, Design Inside
Learn the 5-Step Sales System that will help you increase sales, attract more of your ideal clients, and ultimately, create the business and life you really love.
A Glimpse:
- Three of the biggest mistakes interior designers make when it comes to sales (and how you can avoid them).
- How to stop leaving buckets of money on the table and increase your profits by 50% (or more).
- The secrets to authentic selling without being “salesy”, “pushy” or “mushy”.
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Mary Liz Curtin, Leon & Lulu
Many of our tried and true metrics need a little tweak in this new economy. Furniture is not business as usual for most retailers these days and those who are prospering are questioning every part of their business, from inventory levels to showroom sales approaches. This lively and interactive presentation will discuss new approaches to sales, merchandising and marketing for success in this retail environment. Bring your ideas, questions and be ready to share what is working in your store—and what is not. Your presenter, Mary Liz Curtin, and her husband opened their furniture store just in time for the downturn... and survived, possibly due to their contrarian approach to furniture retail. You will hear about their experiences and learn from the biggest panel of experts around: YOU!
ROUND TWO - MONDAY 3:40 - 4:40 PM
Jody Seivert, ONE by ONE Companies
Using personal examples of how blogging has kept her visible and relevant, Jody will show you how blogging and social media has worked for her and can work FOR you and your business. Also included, what social media is and isn’t, how to weed through the wide field of social media options to find what you can manage and what will support and further your business opportunities.
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David Lively, Grey Suit Retail
For the first time in the history of planet Earth, five generations are simultaneously living, working and breathing side by side. Advances in health care and medicine have allowed us to live longer than ever—unfortunately, conflicts in your business can make those years miserable. This one-hour presentation introduces Pendulum theory, which explains, “where we’ve been as a society, how we got here, and where we’re headed.” If you want to know where your business is headed, take a look at the past to foretell the future. Lessons from New York Times and Wall Street Journal bestselling author Roy H. Williams are adapted specifically for today’s independent retailer.
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Mary Liz Curtin, Leon & Lulu
“If you build it they will come,” applies to more than just ballparks. Successful businesses of all kinds are building their volume with event-based marketing, and furniture stores are ideal venues for parties, charity events, seminars and events of all kinds. Having something special draws people to the shop, gets them excited and encourages them to pull out their wallets and spend. Mary Liz Curtin, hostess to approximately 65 events each year in her store Leon & Lulu will share her secrets for generating big crowds, big sales and lots of word of mouth with event-based marketing. She has found that a party atmosphere (and some food) breaks the ice around the wallets and gives a much-needed boost to the economy in your store.
Kevin Doran, R&A Marketing
Facebook fans are much more than simply just an average fan of your business page. They’re your customers, and they’re ready to buy from you at any given moment. Consider this: On average fans spend an extra $71.84 on products and businesses in which they are fans of. After this seminar you’ll be equipped with the knowledge and tools to harness the power of a Facebook fan and turn them into loyal customers.
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Larry Shinkle, Leggett & Platt
How do you increase your bottom line by using consultative selling techniques and more specifically, how will this technique give you the ability to increase your attachment rates? Join this session and learn what consultative selling is, and what it focuses on. Go in-depth as to why it should be used in today’s economy with its value and benefits-focused approach. And more specifically, learn how to develop questions that count, get the add-on and close the deal. Lastly, learn to train your sales staff on this technique.
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Jeff Hiller, Pro-Action Marketing
Four years of economic turmoil have unsettled the market while direct sourcing, mass discounters, flash sale sites and other phenomena are now profoundly altering traditional channels for manufacturers and retailers alike. This seminar breaks down customer and consumer behavior at various levels of the home furnishings supply chain, provides understanding of their motivations and recommends techniques for influencing the outcome in your favor. While the market is changing at an amazing rate, human beings are not. It is the manner and means of reaching, engaging and affecting them in the most effective ways possible that counts. Attention is also given to the management skills necessary to get your people to put new ideas into practice on a consistent basis and promote a winning attitude.
ROUND THREE - TUESDAY 10:45 - 11:45 AM
David Szen, Szen Inc.
Given the wildly different decision makers we are faced with, it takes the development of key skills to get better results. This session reviews the fundamental skills and concepts discussed in Part A while taking a deeper dive with exercises. Focus is on: Understanding buying styles, listening skills, questioning skills, handling sales resistance and being much more strategic with the words you do select. You will come away with new ways to improve the communication process and be able to spot that new decision maker who is smarter, does not want to be sold, listens less and can’t focus for long.
David Lively, Grey Suit Retail
Did you hear that? It was the dull thud of companies who are stuck in the past as they fall to the ground, usually just before complete financial collapse and just after they mutter, “Our only problem is traffic,” “Our advertising reaches the wrong customer,” “There’s enough business out there for everyone,” “Our secret is our people,” or, “We can’t compete on the Internet”. This 45-minute presentation followed by 15 minutes of interactive questions will provide you real solutions and relevant discussion about your challenges. If you intend to stay in business and see your company prosper for generations to come, this will be the best hour you can spend in Palm Springs.
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John McCloskey, Profitability Consulting Group
See the latest and greatest technology available to our industry to minimize effort and maximize effectiveness. Technology vendors from across the country will share the coolest, the best, the easiest, the fastest and the latest and greatest. Get the opportunity for hands-on fun in this look into the best the industry has to offer and simplify your life.
Jeff Hiller, Pro-Action Marketing
The last decade has been a wild ride for all participants in the home furnishings business. One of the safest, most predictable, some might say “boring” industries of the 20th century has become one of the most volatile, from the unprecedented run up through 2007 to the terrifying decline through 2009 and the uneasy uncertainty since. Second and third generations of management in established companies in manufacturing and retail have found much of what they knew to be true doesn’t hold any more. This seminar examines in detail the underlying causes, fundamental shifts and most importantly, where the business is going so you don’t get left behind. Based on rigorous data analysis and firsthand experience, you will receive practical guidance applicable to your specific business, not general philosophical observations.
Kevin Truett, Speedy Delivery
There is little doubt that work-related stress and work-family balance are problems for many families. So how do you find balance with so much on your plate? How do you prioritize, simplify, edit, and enjoy your life while still meeting all your obligations? Can it be done? YES! Come on in, sit down, share a few stories, and do a few interactive exercises. Learn new skills that can have an amazing impact on all aspects of your life.
Larry Shinkle, Leggett & Platt
How do you increase your bottom line by using consultative selling techniques and more specifically, how will this technique give you the ability to increase your attachment rates? Join this session and learn what consultative selling is, and what it focuses on. Go in-depth as to why it should be used in today’s economy with its value and benefits-focused approach. And more specifically, learn how to develop questions that count, get the add-on and close the deal. Lastly, learn to train your sales staff on this technique.
ROUND FOUR - TUESDAY 1:45 - 2:45 PM
Sally Morse, Hunter Douglas
This highly interactive session will help you discover what your self-image is, and how to improve it with your attitude. Learn what true goals are and have the opportunity to set both business and personal goals. Learning to live your dream, you will come away understanding how your actions of today will affect your lives one year from now!
John McCloskey, Profitability Consulting Group
See the latest and greatest technology available to our industry to minimize effort and maximize effectiveness. Technology vendors from across the country will share the coolest, the best, the easiest, the fastest and the latest and greatest. Get the opportunity for hands-on fun in this look into the best the industry has to offer and simplify your life.
- Winning Session One
- Winning Session Two
- Winning Session Three
- Winning Session Four
TUESDAY 3:15 - 4:45 PM
Today We Are Rich—Harnessing the Power of Total Confidence
Tim Sanders, former CSO at Yahoo!
Total confidence is rocket fuel for your business life. Studies show that self-confidence, trust in team and belief in mission are the top drivers of success. In this action-oriented keynote, Sanders will share secrets to maintaining confidence based on habitual skills, not economic environment. He should know; these practices catapulted him from sales executive at Mark Cuban’s broadcast.com to Chief Solutions Officer at Yahoo in less than four years. Audience members will learn how to elevate leadership thinking, generate momentum in their groups, build a promise-keeping culture and find strength for any challenge.
Attend this session and receive a complimentary copy of Tim’s latest book, Today We Are Rich.
