Articles
Traffic Challenge: The Five-Star Formula—Why It Matters
Boost furniture sales and profits with David McMahon’s Five-Star Formula—an expanded traffic metric covering ads, follow-ups, prospecting, and lead strategies.
Solve Today’s Nine Most Urgent Retail Challenges |
Thriving retailers don’t wait for the next boom—they build systems that succeed in any market. After 25 years consulting in furniture retail, I’ve identified nine recurring challenges and practical solutions to keep your business resilient and profitable.
Retail Innovation: 10 Ways to Succeed
After 25 years in the furniture industry, I’ve learned innovation isn’t luck—it’s leadership, culture, execution, and perseverance. This article shares 10 proven practices that help retailers turn ideas into lasting success.
Sales Management: Project Mindset Practices |
When walk-in traffic slows, top retailers act fast—shifting from single-product sales to full customer projects that build loyalty and boost revenue.
Adapting to Change in 2025
Actionable strategies and predictions to help your retail business thrive and expand market share in 2025.
The Promising Future Of Retail Furniture Store AI
AI will help build connections with customers and make retailers more competitive and adaptable in today’s rapidly evolving business environment.
Checklist For Growing Sales In Challenging Times
Eighteen ways to navigate challenging conditions to achieve sustainable growth and long-term retailing success.
Are You A Furniture Or Technology Retailer?
In today’s rapidly evolving business landscape, retail technology integration is not just an advantage but a necessity for every furniture operation.
Metrics: Look Forward To Improve Performance!
Focusing only on what already happened will have the unfortunate effect of making your business more reliant on economic factors beyond your control.
Sales Pipeline Management
Traditional Up systems need to co-exist with innovative selling pipeline systems and processes.
Top 12 Retail Metrics 2024
Twelve ways to prepare to maximize profitability and market share acquisition. 2024 will generate pent-up demand and be a time of opportunity.
Appointment Power
Scheduling appointments in advance with shoppers at multiple points throughout the sales process has proven to substantially increase close rates.
Not All Doom & Gloom
News flash! Some furniture retailers continue to report increases in sales and profitability. Here’s how the best in our industry get above-average results.
Traffic & Ways To Get More
Seven traffic sources and 10 ways to boost your traffic numbers.
13 Ways to Make the Most of Your Retail Traffic
Working to improve the Sales Per Guest metric is one of the most important things a retailer can do right now to dramatically improve sales performance.
Time to Refocus on GMROI
Now is the time for furniture retailers to get back to monitoring and improving GMROI, a master measure of retail productivity, in an organization wide way.
Retail Guest Productivity Metrics
To compensate for the impact of declining traffic, retailers should consider using guest productivity metrics.
Retail Metrics: Cash Crunch 2023?
David McMahon explains why, given current and expected business conditions, nothing is more important for retailers than understanding, measuring and preserving cash.
Recession Planning
Eight important strategies for maximizing profits during downturns.
How to Bring in More Traffic & Avoid Sales Slowdowns
There are seven sources of retail traffic, but only four of them are pillars of traffic that can be managed to get positive sales results over short time frames.
Retail Automation – Part 2
Whatever your business model, automation is needed to accomplish more with less time and allow your precious human talent to focus on what they do best.
Retail Automation
Whatever your business model, automation is needed to accomplish more with less time and allow your precious human talent to focus on what they do best.
Retail Funnel & Path Metrics
Improve the effectiveness of systems and move customers from an initial inquiry to a repeat purchase.
Funnels and Paths
Funnels create customer experience paths that boost retention, generate positive word of mouth marketing and turn more customers into repeat customers.