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Declining store traffic is a problem. The Five-Star metric helps furniture retailers increase traffic, sales volume, store revenue and bottom line profitability.
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.
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.
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.
Operations: Organize Your Service Experience
Why is there a huge variation in the open service per million dollars in sales volume metric among furniture retailers? And, what can be done about it?
Fourteen Ways to Find & Retain Employees
Most retail businesses have systems in place to attract external customers. Why should processes to attract and keep employees be much different?
Articles
Intro to eXperience Management Part 2
Discover how furniture retailers can increase close rates, improve follow-up, and save time using proven CXM workflows built for the home furnishings industry.
Intro to eXperience Management Part 1
Learn how furniture retailers can simplify lead management, improve follow-up, and increase close rates using a CXM system built specifically for the furniture industry.
eXperience Management – Maloufs
A candid discussion with Malouf Furniture on how a relationship-driven retailer improved customer experience, follow-up, and visibility using CXM—without losing the human touch.
Field Tips Book: Ch. 12 Dynamic Inventory Management (Part 2)
A practical guide to dynamic inventory management, explaining how retailers can improve cash flow and profitability by tracking key metrics, managing best sellers and slow movers, and using data-driven buying decisions.
Field Tips Book: Ch. 8 Relationship Marketing
An overview of relationship marketing from Field Tips, explaining how customer segmentation, relevant communication, and long-term engagement drive loyalty, repeat sales, and sustainable growth.
Field Tips Book: Ch. 7 Winning Characteristics
A concise look at the winning characteristics of top-performing business leaders, highlighting continuous learning, decisiveness, integrity, and taking action to drive growth and opportunity.
Field Tips Book: Ch. 6 Get Your Sales Back
Learn the Five Smart Steps to boost your retail business profits in David McMahon’s guide. Discover how to spot and maintain best-selling products, eliminate non-selling inventory, reward high-margin sales, and target your best customers with effective segmentation for long-term success.
Field Tips Book: Ch. 5 Five SMART Steps
Learn the Five Smart Steps to boost your retail business profits in David McMahon’s guide. Discover how to spot and maintain best-selling products, eliminate non-selling inventory, reward high-margin sales, and target your best customers with effective segmentation for long-term success.
Field Tips Book: Ch. 4 Operational Bottlenecks
A practical overview of operational bottlenecks and productivity constraints, explaining how inefficiencies disrupt workflow, hurt cash flow, and how to identify and eliminate them through continuous improvement.
Introduction to Field Tips Book
An introduction to *Field Tips* by David McMahon, sharing practical best practices from years of real-world experience to help business owners improve performance, profitability, and long-term success.
Field Tips Book: Ch. 2 The Family Factor in Business
Family businesses can thrive or fail based on how well family members work together. This chapter explores professionalism, clear roles, accountability, and leadership as keys to long-term success.
Field Tips Book: Ch. 1 What are you seeing?
David McMahon shares lessons from Field Tips on profitability, efficiency, and why smart businesses stay strong before, during, and after downturns.
eXperience Management with Critelli Furniture
See how a 110-year-old retailer boosted sales performance by replacing sketchbooks with PerformNOW CXM’s simple, furniture-focused pipeline.
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.