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Learn how furniture retailers can boost same-store sales and profitability using structured traffic funnels, better lead management, and improved sales productivity—without expanding locations or increasing major costs.
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?
CXM Workflows Defined
Retailers use CXM to automate sales and service processes. Automation triggers save time and produce meaningful results quicker.
Customer Experience Management
CXM is a tool that will help you to grow your furniture business and outperform competitors large and small.
12 Ways to Avoid the Coming Cash Flow Trap
Twelve cash flow enhancing ideas for managing your retail furniture store pipeline in these chaotic times.
Customer Journey Lead Management
Guide non-physical leads into a funnel of care that will deliver the highest level of service you are capable of providing.
How Retailers Can Do More With Less
In the coming months, retailers will need to do more with less. Here are 16 strategies to help you cope.
New Front Doors: Customer Journey Management
The new front door was not invented during the pandemic; however, it has become critically important for furniture retailers over the past few months.
New Front Doors to Home Furnishings Retail
The source and the management of every door to your operation are critical elements for retail business success.
The Power of Family Product Reporting
Here’s how one retailer adopted product family reporting to seize control of its inventory and increase GMROI.
Coaching And Mentoring
How one retailer used the GROW and Cascade of Change models to improve sales performance.
The Turnover Challenge
Tracking employee turnover will lead to greater sales and profit.
How to Grow Your Business
This sales formula for growth will help you take actions that will directly impact the strength of your retail business.
Case Study: Marketing Effectiveness Metrics
Retailer “A” has a bigger ad budget. Retailer “B” uses more digital media. Which one gets better returns?
The North Star of Retail: Average Sale
How one retailer grew sales volume by creating a strategy and a company-wide laser-focus based on average sale improvement.
How to Choose the Right Supplier
30 Supplier Criteria that should be considered for potential suppliers.
Planning For Uncertainty in 2019
Downturns can be times of opportunity, and it’s best to prepare for uncertain economic times.
Warehouse Improvement Metrics
Here are the metrics every home furnishings retailer needs to use to improve warehouse facilities and processes.
Warehouse Improvement Checklist
Scores of ideas to help furniture retailers improve facilities, processes and warehouse metrics.
Increase Gross Margin Seven Ways – Part 2
Field-proven ways to maximize your realized gross margin.
Find Your Top Line Performance
Does your total Gross Margin after deducting Cost of Goods Sold give you a full performance picture?
Case Study: Written & Delivered Sales
Attention to written & delivered sales increased annual cash flow more than $100,000 for this average sized retailer.
Inventory and Sales Performance Metrics 2018
If you are a furniture retailer who wants to continuously improve, but needs to know where to start, this article is for you!
Articles
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.
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?
CXM Workflows Defined
Retailers use CXM to automate sales and service processes. Automation triggers save time and produce meaningful results quicker.