2011 Sitcom Furniture

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LAS VEGAS WMC B-370 AUGUST 1-5, 2011
THE
SURYA
EXPERIENCE
SERVI CES
Complete Training Programs
Diverse Special Order Displays
Free Sampling Policy
PRODUCT
Over 1300 Rug Styles
Stocked in 5-22 Sizes
Coordinating Textiles/Wall Art
I NVENTORY
Top 250 Quick Ship Program
Ship within 72 hours
150,000 sq/ft Warehouse
TECHNOLOGY
Exclusive MicroD Partnership
State of the Art Website
COMMUNI TY
Corporate Sponsor of NHFA
Proud Supporter of SmileTrain
MERCHANDI SI NG
Fabric Coordinating Program
Updated Catalog Twice a Year
Retail POP Packages
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Visit us at www.facebook.com/SuryaExperience
To become a Surya dealer please call 1.877.275.7847 or email us at info@surya.com
WELCOME VI DEO FROM AMY KYLE,
Publisher of Home Furnishings Business
MEET THE TEAM
Amy Kyle
Publisher
phone: (336) 601-9011
akyle@napco.com

Tracy Johnson
Director
phone: (336) 906-8925
tjohnson@napco.com

Trey Whitehead
Sales
phone:
(540) 520-8183
trey@napco.com

Jane Chero
VP Production/
Project Manager
phone: (215) 238-5300
fax: (215) 238-5457
jchero@napco.com
Howard Whitman
Editor
phone: (215) 238-5417
fax: (215) 238-5346
hwhitman@napco.com

Tim Dupnak
Art Director
phone: (215) 238-5367
tdupnak@napco.com
S U MME R 2 0 1 1
E-MARKET PREVIEW
LAS VEGAS EDITION
ISSUE 1
6 + E- MAR KET PR EVI EW
+CLI CK HERE TO REGI STER
S U MME R 2 0 1 1
MARKET I NFORMATI ON
WHEN & WHERE
LAS VEGAS MARKET | AUGUST 1-5, 2011
+ Monday-Thursday: 8:00am - 6:00pm
+ Friday: 8:00am - 4:00pm
SHOW HOURS FOR TEMPORARY EXHIBIT HOURS
(B2, C4 & C5 onLy)
+ Monday-Thursday: 9:00am - 6:00pm
+ Friday: 9:00am 2:00pm

FUTURE MARKET DATES:
+ January 30, 2011 February 3, 2012
+ July 30 August 3, 2012

LAS VEGAS CONTACT
INFORMATION:

WORLD MARKET CENTER LAS VEGAS:
495 S. Grand Central Parkway
Las Vegas, NV 89106
info@wmclv.com

MAIN OFFICE:
702-599-9621 Telephone
888-416-8600 Toll Free
702-599-9622 Fax

REGISTRATION INQUIRIES:
301-694-5124 Fax

HOUSING INQUIRIES:
301-644-4981

LEASING INQUIRIES:
888-416-8600 Toll Free
702-599-9622 Fax
leasing@wmclv.com
MEDIA INQUIRIES:

+ CLICK HERE
for Hotel Information

+ CLICK HERE
for Airline Information
TABLE OF CONTENTS
+ Seminars + Events
+ WHFA Events
+ Feature: Picky Shopper
+ Parties + Social Events
E- MAR KET PR EVI EW + 7
A big thank you goes to The
Bramble Company from
Home Furnishings Busi-
ness Media for the beautiful
image on the rst issue of
E-Market Preview,
Las Vegas Summer Edition.
You can view The Bramble
Companys collection in
person during the Las Ve-
gas Summer 2011 market in
Building B space 500.
The Bramble Company
Phone: 877.272.6253
www.brambleco.com
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First Look
9:00 am - 10:30 am | World Forum, 16th Floor of Building B
Speakers: Julie Smith, Nine Muses Media, Monica Pedersen, HGTV
HGTVs Monica Pederson and home trends editor Julie Smith Vincenti will dish
about everything hot for the winter season during Las Vegas Markets First Look.
Fast-paced and highly-visual, the duo will divulge the newest looks in bedroom
and accent furniture, upholstery, lighting, area rugs, wall dcor and more. Note-
worthy designs from Gift+Home and Vegas Kids also will be featured. The companion prod-
ucts guide will be given to attendees to help them fast track to the latest trends at Market
(Limited quantities available).
Sponsored By Accent Decor

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First-Time Buyer Orientation
10:00 am - 11:00 am | Building C, C364
Take advantage of this special orientation, designed to help you maximize your buying time
and inform you about the many resources, destinations, seminars and events that Las Vegas
Market has to offer. For more information or to RSVP, please e-mail
info@giftandhomelv.com
Sponsored By WMCLV

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THE 3/50 PROJECT: It Takes A Village
2:00 pm - 3:00 pm | World Forum, 16th Floor of Building B
Speaker: Cinda Baxter, Always Upwards
Todays economic climate is challenging for independent business owners, re-
gardless of type or size. As a result, they have a choice: look backward and
dwell on what got us hereor look ahead, forging new paths. Born in a blog
post, then exploding as a viral, international movement, The 3/50 Project re-
unites local merchants and consumers with its positive, effective message, strengthening their
communities at the same time. Learn how the 3/50 Project came to be, what its grown into
today, and how you can use it to strengthen your own business.
Sponsored By GIFT + HOME

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TRENDS B BUSINESS SURVIVAL G

ONE GOOD WORLD D DESIGN
MONDAY + AUGUST 01
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Where Modern Meets Traditional
3:00 pm - 4:00 pm | Building C, C176
Speaker: Pamela Jaccorino, LUXE interiors+Design editor-in-chief
LUXE Interiors + Design editor-in-chief Pamela Jaccarino will lead an engaging
and informative panel discussion with top interior designers about the New Tra-
ditional design grounded in the classics yet entirely modern in feel. Discover how
these designers put a fresh spin on tradition. And, in honor of keynote speaker
President Bill Clinton, well have some fun and view the designers contemporary interpreta-
tion of classic White House rooms. Featuring Todd Davis and Robert Brown, Tobi Fairley
and Amanda Nisbet.
Sponsored By LVDC

TUESDAY + AUGUST 02

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Introducing Color Pulse 2012: Preservation
9:00 am - 10:00 am | Building C, C176
Speaker: Fran Mooney, Benjamin Moore
Color Pulse is Benjamin Moores international award-winning forecast. For 2012,
preservation and protection are the connecting links between human beings
and their environment. Our lives are enriched by conservation and enhancing
the natural world. Preservation is a call to embrace the wonder of nature and the
rhythms of its changes. The journey along the way becomes as important as the outcome.
We are enlightened to move toward a kaleidoscopic vision for a sustainable future. Let the
big picture unfold. For Color Pulse 2012 Preservation, four key supportive themes will be
presented: Heritage, Process, Protection and Enlightenment.
Sponsored By Benjamin Moore

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E- MAR KET PR EVI EW + 11 T


Trendy. Chic. NOW.
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www.gotoeurostyle.com
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Visual Merchandising for Independent Retailers
10:00 am - 11:00 am | WorldForum, 16th Floor of Building B
Speaker: Linda Cahan
Its been said that you cant paint until you learn to draw. This seminar on Display
and Visual Merchandising will offer new insights to both experienced and novice
retailers. Some topics covered in this seminar are: Retail Color Psychology, Sen-
sory Merchandising, Basic Design Techniques as they relate to retail, Lighting,
Signage and Display. Visual Merchandising and Display are two affordable and highly ef-
fective ways to differentiate your store brand through simple visual presentation techniques.
Sponsored By WMCLV, GIFT + HOME

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First-Time Buyer Orientation
10:00 am - 11:00 am | Building C, C364
Take advantage of this special orientation, designed to help you maximize your buying time
and inform you about the many resources, destinations, seminars and events that Las Vegas
Market has to offer. For more information or to RSVP, please e-mail
info@giftandhomelv.com
Sponsored By WMCLV, Vegas Kids, GIFT + HOME

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Protable Partnerships
11:00 am - 1:00 pm | Building C, C176
Speaker: Jody Seivert , Protable Partnership
Protable Partnerhips: A highly interactive seminar with three key points: (1)
Marketing Your Design Services, (2) Selling Your Services and (3) Partnering
with Showrooms to Build Protability. Jody will address these key areas with the
intention to help designers to grow their business and increase their protability.
Demonstrations by the presenter and roleplay practice for participants help forward the ap-
plication of this insightful and immediately usable material. CEU available. Followed by a
luncheon in the Jordan Spencer Showroom C-188.
Sponsored By WMCLV, Jordan Spencer

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TUESDAY + AUGUST 02
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Make Sure Organic and Green Work For You and Not Against You!
11:00 am - 12:00 pm | 16th Floor of Building B, World Forum
Speakers: Vicki Wardon, President, Worden Associates Inc.; Lori Wyman, Certication
and Outreach Manger, Control Union Certications
Recent government actions could result in penalties for retailers and manufactur-
ers that are using the word organic in marketing. Attend this seminar to learn
from two experts on how to ensure that your methods for marketing your organ-
ic or green products dont put your company on the ring line.
Sponsored By WMCLV, Specialty Sleep Association

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Survival Techniques for the Small Design Firm
2:00 pm - 3:30 pm | Building C, C176
Speaker: Michael Thomas, ASID
ASID KEYNOTE with ASID President Michael Thomas. Michael A. Thomas is Pres-
ident of The Design Collective Group Inc., and an interior designer with a special
interest in creating environments that are functional, practical and accessible to
anyone, no matter age or ability. He is a Certied Aging In Place (CAPS) spe-
cialist who has written numerous trade-related articles about the design profession, covering
universal design and the business of design for several to-the-trade magazines. Chair and
spokesperson for the Council on Aging in Place, in 2004 he was honored by his ASID peers
with the designation of Fellow of the Society. In his current volunteer role with ASID, Michael
now serves as ASIDs national president, leading the organizations 36,000 members. CEU
available.
Sponsored By WMCLV, ASID, LVDC

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Critical Facts and Solutions Retailers and Consumers Need to Know About
Allegies, Asthma and the Real Health and Well-being Dangers in Our Sleep
Environment
4:00 pm - 5:00 pm | 16th Floor of Building B, WorldForum
Research reporting and presentation underwritten by Fabrichtech International: Armed with
facts, statistics and the best people-protection options in years, retailers no longer need to
fear negatives concerning health and wellness issues in the bedroom. In fact, with the prop-
er tools and solution, retailers can now market and sell positively, offering people-protection
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TUESDAY + AUGUST 02
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w w w . s u n n y d e s i g n s . c o m
Los Angeles Office San Francisco Office High Point Showroom Las Vegas Showroom
....Come and Discover
We Ship It
Direct Container, Split Container
Truckload, LTL
We Mix It
Over 700 SKUs to Choose From
We Stock It
At Our Warehouses in
China, Indonesia and U.S.
We Build It
In Our Own & Partner Factories
in China & Indonesia
China, Indonesia and U.S. China, Indonesia and U.S.
Direct Container, Split Container Direct Container, Split Container
Over 700 SKUs to Choose From Over 700 SKUs to Choose From
In Our Own & Partner Factories In Our Own & Partner Factories
Discover Discover
Expanded
Las Vegas Showroom
WMC #B-866
The Best Direct
) X O O 6 S O L W 0 L [ H G
Container Program
Our Excellence proven by 40 of the
Top 100 U.S. retailers
solutions that will earn them extra business, margins and goodwill while addressing critical
health and wellness issues for the consumer. Fabrictech International is proud to underwrite
this compilation of diverse but extensive research on allergies, bio-contaminants and asthma
in the sleep environment. Retailers looking to know more about the actual extent of serious
health issues related to allergies, asthma and disturbed sleep should plan to attend this semi-
nar presentation on positive steps to take to improve the lives of the consumer.
Sponsored By WMCLV, Specialty Sleep Association

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WITHIT Presents: Digital Design Magazines
4:00 pm - 4:45 pm | 16th Floor of Building B, World Forum
Speakers: Lisa Bingham, Entra Magazine; Cassandra La Velle, Rue Magazine
Editors Lisa Bingham from Entra Magazine and Cassandra La Velle from Rue Magazine
speak candidly about their move into digital publishing and their personal success with
online magazines. As a consequence of the economic strife that shelter magazines have
faced over the last few years, these former editors from high-prole shelter magazines have
reinvented themselves by creating their own brands through digital publications. Hear from
leading industry editors about the move and how effective it has been. Moderated by
Kassie Smith. Sponsored by WithIt, the womens leadership development network and the
Las Vegas Market.
Sponsored By WMCLV, WITHIT

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WITHIT Presents: DESIGNINGreen with SFC
5:00 pm - 5:45 pm | 16th Floor of Building B, World Forum
Speakers: Susan Inglis, Sustaining Furniture Council
Moderated by SFCs Executive Director and WithIt WOW Awards winner Susan
Inglis. Join leading designers featured in the Sustainable Furnishings Councils nation-
wide media campaign why not? as they share stories about current priorities and
best practices for green projects. A Q&A session will follow when the oor opens
for a lively debate between designers and panelists about whats working and whats needed
next as we grow our businesses and green them at the same time. Sponsored by WithIt, the
womens leadership development network, the Sustainable Furnishings Council (SFC) and the Las
Vegas Market. Please join us afterwards on the Sky Terrace for Up on the Roof, a reception in
celebration of Gift for Life at the Las Vegas Market. Tickets are $20. All proceeds go to DIFFA.
Sponsored By Sustainable Furnishings Council, WMCLV, WITHIT
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TUESDAY + AUGUST 02
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Come see our exciting new product and pick up our new
2011 catalog!
Las Vegas World Market Center Building B # B500

August 1
st
5
th

www.brambleco.com cs@brambleco.com 1-877-BRAMBLE

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Ahead of the Curve
9:00 am - 10:00 am | Building C, C352
Speaker: Susanna Salk, iVillage and Today Show contributor, Diamond & Baratta; and
Jeffrey Alan Marks
Once again offering Market attendees an exclusive preview of the hottest new
home design trends, World Market Center Las Vegas signature Ahead of the
Curve presentation will be back for its fth installment at the Summer Las Vegas
Market. With their ngers on the pulse of whats hot and trendy, renowned de-
sign team William Diamond and Anthony Baratta will join Jeffery Alan Marks, a highly ac-
claimed designer and star of Bravo TVs Million Dollar Decorators, to bring Summer Mar-
ket to the masses as they deliver their top picks during a live panel discussion and Webcast.
Moderated by Today Show contributor Susanna Sulk, the designers will give an exclusive
look at what they consider the hottest new items and trends discovered while scouting World
Market Centers expansive campus. Live panel discussion and Webcast includes a question
and answer segment.
Sponsored By WMCLV

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European Bedrooms and the Quality of Sleep
11:00 am - 12:30 pm | Building C, C176
Speaker: Dr. Neil Stanley
European consumers have always placed a higher value on the benets of a
good nights sleep and the product innovations that enhance a quality lifestyle.
World-renowned sleep expert Dr. Neil Stanley will be sharing discoveries from
the University of Surrey, where he was Director of Sleep Research. Dr. Stanley
has been involved in sleep research for 27 years and he is widely quoted by the European
media as a sleep expert, making numerous appearances on international radio and TV
programs. Retailers who successfully market bedding products are also selling better sleep,
and the insights provided by Dr. Stanleys extensive research will be invaluable to all who
attend this enlightening seminar. Sponsored by Ergo Bedroom and Vi-Spring Beds. Recep-
tion and Book Signing will follow at Ergo Bedroom in showroom C184, located next to the
seminar room.
Sponsored By WMCLV
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WEDNESDAY + AUGUST 03
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The Difference is in the Details
703.530.0677
www.diakonlogistics.com
White glove home delivery
Dedicated well-equipped modern eet
Custom truck branding
Warehousing
State-of-the-art technology and reporting
Consumer surveys
On-site management and staff
You never get a second chance
to make a rst impression
High Point Market
Retailer Resource Center, Plaza Suites
Las Vegas Market
Retailer Resource Center, Building C
Visit Us In High Point & Las Vegas

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Italian Furniture Always Classically ON Trend
1:00 pm - 2:00 pm | Building C, C176
Speaker: Marco Felicioli
Learn how classical laws of proportion and historically correct details combine to make pe-
riod pieces enduring, sophisticated and purposeful. Incorporating such timeless and elegant
pieces into any styleeven modernnot only adds richness to your space, but keeps it from
looking dated. Sponsored by Jordan Spencer Showroom, C-188
Sponsored By WMCLV, Jordan Spencer

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Lighting Forecast with Michelle Lamb
Speaker: Michelle Lamb, The Trend Curve
Theres no question that trends shape the home fashion landscape. But how do
the overarching themes in the marketplace translate into the individual products
on the sales oor? Residential Light and Home Fashion Forecast, in partnership
with World Market Center Las Vegas and sponsored by Ellington, bring a pre-
mier forecaster to focus on one product categorylightingand digest how broader trends
are dened within that segment. Michelle Lamb is one of the leading trend resources in the
home furnishings industry. Through her publication, The Trend Curve, Lamb helps manufac-
turers, retailers and designers stay ahead of emerging looks. She also consults for compa-
nies such as Pier 1 Imports, Day-Timers, Uniek, Comapny C, Mannington Mills, Amisco,
Ames True Temper and the Victor Group.
Sponsored By WMCLV, Residential Lighting, GIFT + HOME

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LAS VEGAS MARKET C1512
AUGUST 1-5
TEMPURPEDIC.COM
1-866-368-1733
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Sherwin Williams Color Forecast 2012
2:30 pm - 3:30 pm | Building C, C176
Speaker: Jackie Jordan , Sherwin-Williams
Sherwin-Williams colormix 2012; An Elemental Journey for Interior Designers.
Color is always on the move, and right now, its exploring its origins. Colormix
2012 surveys the landscape to nd core palettes inspired by Mother Earth. Join
Jackie Jordan, Director of Color Marketing and Design for Sherwin-Williams, as she guides
you through the inspirations and inuences for the upcoming year. Please note this course
is open to Professional Interior Designers and Architects. Seating is limited and closed once
presentation begins. (0.1 CEU)
Sponsored By WMCLV, Robert Allen

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Green High Rise Design Dos and Donts:
Elevating High Rise Design through a Green approach
4:00 pm - 5:00 pm | Building C, C176
Speaker: Sophie Azouaou, SophiStiacte Interiors
Sophie Azouaou, the founder of SophiStiacte Interiors, Creator of the High Rise
Design Service concept and a Green design specialist, will share with you some
Green High Rise Design Dos and Donts. She will explain why this High Rise
Design service concept is fast becoming the new trend in major urban cities. Questions and
answers will follow the educational session.
Sponsored By WMCLV

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WHAT'S ON YOUR TO-DO LIST?
Sell quality furniture
that sticks.
Improve your
bedroom business.
Make margin on goods
my sales team likes to sell.
Work with
fun, experienced, hands-on
owner-managers.
Offer my customers more
sustainably-produced
merchandise.
Find vendors that
care about my success.
Order what I want,
when I need it.
SOLID FURNITURE WITH A CONSCIENCE
Richard Tomkins t (615) 975-4862 t rtomkins@cresent.com t www.cresent.com
GET IT ALL DONE, BUY
Las Vegas Showroom C-1124
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The Lifestyle Report: What Fashion Comes Home To
Speakers: Fran and Arnie Sude, Design Options Inc.
Design Options applies years of insight and experience into forecasting inter-
industry fused trends. The Lifestyle Report is a bi-yearly report that bridges the
gap between the apparel and home fashion worlds. Published for Spring/Sum-
mer and Fall/Winter, this forecast is predicted on the premise that the trends one
sees in the fashion industry nd their way into the home and vice versa. In each issue of the
Lifestyle Report, six trends are analyzed and supported with 35 to 40 beautiful images. At-
tendees will receive handouts and have the opportunity to participate in a lively Q&A.
THURSDAY + AUGUST 04
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Faux Demystied
9:00 am - 10:00 am | Building C, C176
Speaker: Ed Mattingly, Sherwin-Williams
Faux DeMystied: Join us for a special preview of the industrys newest and best pro-
fessional faux nishing system. Meet Ed Mattingly, Director of Product Development, as he
presents the Sherwin-Williams line of Faux Products, Faux Impressions. Ed will explain the
various layers and building blocks that go into each of the nishes as well as discuss ap-
propriate specication guidelines for your next project. You will leave this session prepared
to engage with your contractors and properly communicate and direct your next decorative
nish project to a successful and protable end.
Sponsored By WMCLV, Sherwin-Williams
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MASTER BEDROOM OCCASIONAL ENTERTAINMENT YOUTH
To learn more, visit us at the Las Vegas Market, August 1st 4th
at the World Market Center: Building A Space 730 1 magnussen.com
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BUILT TO LAST.
Were excited to introduce the Magnussen Next Generation
youth program featuring 8 fresh collections perfectly suited
for todays youth. These consumer tested collections
have styling, features and quality construction that are
Made to Grow and Built to Last. Their ability to transition
over time and compliment other rooms also makes
them ideal choices for 2nd and 3rd bedrooms.
The Twilight Collection
The Cameron Collection
The Bennett Collection
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GreenLeaders
9:00 am - 4:00 pm | World Forum, 16th Floor of Building B
Speaker: Jeff Hiller, JB Training Solutions
GREENLeaders is the industrys rst certied sustainability training and the most
comprehensive training program available in green home furnishihngs. This six-
hour seminar boasts more than 200 certied graduates to date. Fee-based. To
register, e-mail admin@sustainablefurnishings.org
Sponsored By Sustainable Furnishings Council, WMCLV

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The Basics of Specifying Automated Window Coverings
10:00 am - 11:00 am | Building C, C176
Speaker: Jeff Sinclair, Hartmann and Forbes
Join Hartmann & Forbes Director of Automation Jeff Sinclair as he presents the
basics of specifying automated window coverings. Earn .7 CEU credit while
learning various motor, control and integration technologies, each of their re-
quirements, and who can help you along the way.
Sponsored By WMCLV, LVDC

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Daily Sales Sites: How One Kings Lane Found Success with
Affordable Luxury for the Masses
11:30 am - 12:30 pm | Building C, C176
Speaker: Susan Feldman, One Kings Lane
Co-founder Susan Feldman discusses how the emergence of the daily sales site
has innovated the home and living market for vendors and consumers. Susan
Feldman is the co-founder and chief merchandising ofcer of One Kings Lane. In
addition to overseeing all buying and merchandising, she travels the world with
leading tastemakers to bring exciting and unique products to customers through the compa-
nys specialized sales. Susan also serves as company spokesperson, appearing on venues
such as The Martha Stewart Show to talk about products she loves.
Sponsored By WMCLV
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MONDAY + AUGUST 01
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8 Great closings
9:30 am - 10:30 am + RRC Building C-496
Speaker: Philip Gutsell, GutSELL & Associates
How often have you seen or heard the following from your customers?
This is the rst place Ive shopped; Its more than I want to spend; I
have to check with my signicant other, room size, etc.; I have to think
about it; I saw it elsewhere for less. Philip Gutsell will show and demonstrate the most
effective methods to teach your salespeople how to close today. Each of these eight tech-
niques will be elaborately exposed with step-by-step procedures to cut down the number
of walks you currently experience.

B

We Cant Wait For Customers, Go Get Them!
11:00 am - 12:00 pm + RRC Building C-496
Speaker: Brad Huisken, IAS Training
No longer can furniture retailers wait for customerssometimes they arent
coming. Dealers today have to create business. Most salespeople believe
the goal when a customer walks in is to make the saleBrad Huisken says
the real goal should be to make a friend. Learn to increase your personal trade, repeat
business and referral business through building relationships with your customers. Brad
will share how salespeople can get more people coming into the store than ever before,
how to sell more of the people that are already coming in, and how to sell more to the
people you are already selling.

B

Prot now!
Speaker: John Egger, Protability Consulting Group
Prot is the bottom lineperiod. John Egger, drawing on years of industry
experience, education and consulting observations, will show you how
stores, even during the recession, have kept prot for their companies.
Immediate Ship
Available!
High Point | Market Square #204
2306 Howard Lane, Suite B | Austin, TX 78728
512-804-5450 | info@htddirect.com | www.htddirect.com


MONDAY + AUGUST 01
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Web-based Intelligence
2:00 pm - 3:00 pm + RRC Building C-496
Speaker: Bob George, FurnitureCore.com
Would you buy a car without any gauges? That decision would be the equivalent of run-
ning your business without knowing your numbers. A recent survey in a major technol-
ogy magazine listed the leading investment for small and mid-sized businesses in 2011
as Business Intelligence Technology applications. Learn how retailers and manufactur-
ers alike can use groundbreaking software service applications to improve top-line and
bottom-line protability. Know the available gauges that measure your performance and
enable you to make fact-based business decisions in real time.

B

My Associates Have Been Trained and Dont Need or Want More Training
Speaker: Mark Lacy, The Furniture Training Company
Retailers large and small too often believe that their salespeople dont
need or want more sales training. Nothing could be further from the
truth. They absolutely need and want better training. This seminar, for
corporate executives and furniture store owners, examines the impact
an organized, ongoing furniture training program has on store sales.
Attendees will review eye-opening, never-before-seen data collected from thousands of
furniture sales associates. Learn the differences between the training needs of newly
hired and veteran sales associates. Discover the differences in attitudes towards training
between poor producers and million-dollar sellers.
RR
C
RETAILER
RESOURCE CENTER
Western Home Furnishings Association
National Home Furnishings Association
Finely Detailed
Versatile and Vivacious
B 559


TUESDAY + AUGUST 02
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Public Relations: The Secrets Revealed
Speaker: Kathy Wall, The Media Matters Inc.
Kathy Wall from The Media Matters unveils the mysteries of public relations, and how
you can make it work for your company. What is the purpose of PR? Do you know the
difference between good PR and advertising? How do you identify what is newsworthy
without being self-serving? How can you use PR to increase your trafc and sales? What
does the press need from you to cover your story? Kathy will also share ideas, stories
and great examples of public relations opportunities.
B

Measuring and Maximizing the Value of your Website
Speaker: Steven McLendon, MicroD Inc.
Relative to your peers, how does your website compare? What are the key attributes
that provide superior performance? This program will present simple metrics and key
objectives to measure the performance of your site while providing business-advancing
best practices to maximize your websites performance.

B

How to Prepare for Todays Emboldened Mattress Shoppers
Speaker: Gerry Morris, Inner Spring Inc.
In recent years, mattress shoppers have become empowered because
of the proliferation of choices, the abundance of research information
on the Internet, and the inuence of social media networks to determine
what and where to buy. Now the slow economy is turning these consum-
ers into emboldened shoppers. Armed with knowledge, they are wield-
ing their power to seek and nd that elusive best value for a mattress.
Whats a retailer to do? This seminar will help you meet the challenge and turn discrimi-
nating shoppers into satised customers.

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Visit us: Building C, 4th oor, C-496
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RETAILER
RESOURCE CENTER


TUESDAY + AUGUST 02
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Anatomy of a Salesperson
Speaker: Joe Milevsky, JRM Sales & Management Inc.
What makes one salesperson succeed while others fail? Is there a magic pro-
le? Do you know where to nd the best candidatesand if so, why would
they come work for you? Do you position them for success? Join Joe Milevsky
for an in-depth discussion that will give you the much-needed information to
identify, hire and retain the best sales team you could ever hope for.
B

Hire Google
3:30 pm - 4:30 pm + World Forum - Building B, 16th Floor
Speakers: Seth Weisblatt, Nulution
A Google Certied Small Business Trainer and furniture store owner, Seth will teach you
how to use Google to get your business found online. Make the worlds largest search
engine work for your company. Topics include Google Places, Google Analytics, Google
Apps and Google AdWords.


B

Creation + Sharing + Engagement by Marketing = Social Media!
Speaker: Kevin Doran, R&A Marketing
First things rst, there are no exact answers on how to make sales from
social media. Dont let anyone tell you that they have the greatest solution to
start getting you sales from social media. Social media is an ever-changing
media. Every day something new is introduced or taken away. What you
need to learn is how to best reach and understand your Facebook mar-
ketplace. From there, you can start making sales and growing your social
media presence.


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Hire Google (repeated from Tuesday)
Speaker: Seth Weisblatt, Nulution
A Google Certied Small Business Trainer and furniture store owner, Seth will teach you
how to use Google to get your business found online. Make the worlds largest search
engine work for your company. Topics include Google Places, Google Analytics, Google
Apps and Google AdWords.

B

Dynamics of Family BusinessWhat is Your Succession Plan?
Speaker: Carolynne Ruccereto, STORIS Management Systems
Join us for a powerful presentation of multi-generational planning within a retail busi-
ness. The statistics may surprise you. We will discuss the importance of understanding
succession planning and the unique challenges in running a family business. This topic
will touch on the statistics, the pillars and pitfalls of family business and also provide
insight for planning a future successful enterprise.

B

Nobody Notices Normal
Speaker: Sally Morse, HunterDouglas
In this session you will learn how to set yourself apart from your competi-
tion. Maybe you are doing the same type of advertising marketing and
networking as your competition, but there are ways to garner your po-
tential customers attention. This seminar will make you see your business through your
customers eyes. Learn why your customer will buy from you and what they want from
you as a retailer/designer.
Inspire your world
one room at a time.
Celebrating 10 years of world
class design
High Point
Market
October 22-27, 2011


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GenerationSpeak!What You Need to Know About the Diverse
Generations of People Who Shop and Work in Your Business
4:00 pm - 5:00 pm SPECIAL SESSION+RRC Building C-496
Speakers: Rich Kizer & Georganne Bender, Kizer and Bender Speaking!
Do you speak the same language that your customers speak? Do you understand gener-
ational nuancesthe things that make each generation who they are? Getting a handle
on your changing customers has never been easier! Kizer & Bender host yearly focus
groups with each generation. Theyve observed how they shop and what they look for
in their businesses of choice. Youll come away from this presentation with a clear un-
derstanding of each generation, what they expect and what to do about it. Youll leave
armed with the know-how to give each generation what they want, when they want it,
the way that they want it!
Join us after this session for a hosted reception sponsored by
WMC and WHFA.
est.1944
AMISH FURNI TURE REDEFINED.
MANY STYLES. ONE STANDARD.
HAND-CRAFTED IN THE HEARTLAND OF AMERICA.
CREATED BY STEVE KAUFFMAN
showroom: WMCLV C1184
217.268.4504 | WWW.SIMPLYAMISH.COM


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The Magic Threes
Speaker: Sally Morse, HunterDouglas
How many colors work well together in a room? How many colors make
up a triadic color scheme? An analogous color scheme? How many times
must a color be used to make it an accent color? To what proportion do
you mix patterns in a room? This fact-lled presentation points out the
many times the number three is used in the rules of design, showing pro-
portion in a fun-lled way. These and many other questions are answered in this lively
presentation. Just think about the number three

B

The Real Estate Market is Ready for You
Speaker: Douglas Kays, Douglas Kays Real Estate
If you are ready to think about expanding or reducing, you need to under-
stand todays changing commercial real estate market. Whether you own
or lease, learn how the changes in the market and market conditions have
created opportunities that we havent seen in 25 years.

B

Get a Grip on Your Business Financials
Speaker: Bob Moorman, JRM Sales & Management Inc.
Gain penetration insights into your nancials. Learn how every nancial document tells
you a storyand understand and identify how a P&L or budget gives you the initiatives
you should be going after. Learn the early warnings that can appear in your nancial
documents. Understand what it takes to keep a company safe and how to have predict-
able net prots.


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True Cost of Home Delivery
Speaker: Kevin Truett, Speedy Delivery LLC
One of the most common complaints we hear from furniture dealers
today is the headache they get when dealing with home deliveries. This
workshop is designed to identify the true cost of home delivery and how
to eliminate the headaches. Well outline over a dozen hard costs and time consumers
directly associated with home delivery, from employee wages to damage and liabilities;
and well talk about reducing your cost and improving your bottom line. Join us as we
also compare side-by-side the advantages and disadvantages of outsourcing your home
deliveries. Save time, save money and increase prots!
DESIGNER LOOK BOOK
SPRING 2011
magazine
www.hfbusiness.com/designersspring11
nd it online at
Please submit your nominations for Best Retail Designer for inclusion in
our pages to designerlookbook@hfbusiness.com.
stay tuned...
THE FALL EDITION PREMIERES SEPTEMBER 28
TH
HFB
HOME FURNISHINGS BUSINESS MEDIA
another smart product by
HFB
PING US
FOR ADVERTISING INFO
E-MARKET PREVIEW
Y
es, shes coming to
furniture stores, and
yes, shes buying
more furniture, but
todays shopper is
looking for more out
of her dollars than
ever before. More
than that, she wants
bargain offers she can believe.
In March, overall retail sales increased for
the ninth straight month, according to the
U.S. Department of Commerce numbers.
Believe it or not, a surge in furniture and
home furnishings sales led the way, jump-
ing 3.6 percent for the month, the biggest
gain for the sector in more than six years.
Dont start celebrating just yet. While the
Furniture Buying Index from Americas
Research Group has crept up recentlya
point each month since Decemberand
stood at 76 in April, Britt Beemer, CEO of
the Charleston, S.C., company, said con-
sumers remain extremely bargain-con-
scious.
When you look at the numbers, you S
The number of consumers thinking about zero percent

interest is half of where it was one, two years ago.
Britt Beemer
Americas Research Group
Picky
Shoppers
N By Powell Slaughter
IF YOU WANT THE SALE, BARGAINS AND VALUES
MUST MAKE SENSE TO WARY CONSUMERS

see more shoppers out
there, but theyre extremely
market-drivenyou have
to look at the upper end,
where theres no demand,
he said. In middle price
points, consumers are still
reacting to all the free pro-
motionsfree televisions, a
free loveseat with sofa.
Like it or not, price
remains a barrier: A recent
survey commissioned by
financial consultant Deloitte
found that 74 percent of
U.S. consumers said higher
prices curtail their spending.
The survey was conducted
by an independent research
company between March 1
3, and polled a sample of
1,050 consumers. (See more
from the Deloitte survey
throughout this issue.)
A Consumer Perspective
Two Recent Furniture Shoppers Give Their Take on the Experience
S
hely Allen and Burgin Riley both live in
Columbia,
S.C. They also both bought sectional sofas recent-
ly. Home Furnishings Business asked them to sum up
their experience.
How would you rate your overall experience with
your
furniture purchase?
Shely Allen: My overall experience was a positive one.
It took a few weeks to come in, since it was a custom
order. Well worth it!
Burgin Riley: On a scale of 1-5, with 5 being the best,
the purchase was a 4, but the pickup was a 2. Overall,
(the)
experience was a 3. (Riley and her husband carried the
sectional home themselves.)
What in particular did you like about the experience?
SA: Picking out my own fabric. I was allowed to bring
the fabric samples home, which was very helpful.
BR: Someone was ready to help me when I was ready,
and the sofa was exactly what I had been looking for.
I was able to make the purchase on my lunch hour. It
helped that I knew exactly what I was looking for and I
didnt care about the brand.
What are some ways your experience could have
improved?
SA: An easier way of visualizing it in my home. Will it
really fit?
BR: The salesperson could have been more knowl-
edgeable about the sofa. The sofa was discontinued but
you could still order the sofa in certain colors. She could
not tell me what color the sofa was that was on the floor.
My experience could have also been improved by
them delivering the sofa to me. I would have paid a
delivery fee. They would not deliver discontinued floor
samples. I had to find two trucks to take the sofa home.
I was also told that the sofa would be wrapped in plastic
when I got there to pick it up. It was not, and the person
helping us load the truck said he was not told to do that
and doesnt know why the salesperson would tell us that
it would be wrapped.
What can furniture stores do to get consumers more
excited about buying furniture?
SA: I think they do a pretty good job already. However,
I would say ... lower cost on occasion. Places like Rooms
To Go have a constant saleso it leads me to believe it is
not really a sale. And, make it a worthwhile discount.
BR: I believe when people are shopping for furniture,
they are already excited about having something new and
a new or complete look for their room/home. Personally,
we had been talking about buying a sofa, but we had not
planned on buying one so soon. I just happened to look
at an ad (which I rarely do) and saw exactly what I had
been picturing for the room.
I measured the space, went to the store and it was the
exact measurement that we needed. The room is so com-
fortable and cozy now. It has become my favorite room of
the house.
I think price gets people excited. This is the other rea-
son I was excited about the sofa. Not only was it exactly
what I pictured, but it was an awesome price. It was a
deal I didnt want to pass up.
While consumers proved
more resilient the past
year than he expected,
Impact Consulting Services
Managing Partner Bob
George agreed that theyre
in a bargain-hunting mode.
The industry has grown
more than I expected, but
some of thats from all the
GOBs weve seen at places
like Robb & Stucky and
Roomful Express, he said.
There are a lot of bargains
out there.
Consumers are especially
value-oriented because they
are relying more on cash.
Just over 10 percent will
use credit cards to buy fur-
niture, Beemer said. It lim-
its how much theyll spend,
because they dont always
have the cash in the bank.
Credit shyness has taken
some luster off extended
no-interest promotions.
The number of consumers
thinking about zero percent
interest is half of where it
was one, two years ago,
Beemer said. Consumers
shopping now are looking
for that big discount. Or,
more consumers are going
back to clearance centers
where theyll get 70 to 80
percent off.
George concurs that such
offers dont carry as much
weight these days. The
people that are continuing
with no-no-no and pro-
moting that as their total
story are hurting, he said.
The consumer hears no-
no-no, and theyre saying
S
Retailers
Take 1
Its hard to read
consumer attitudes
these days, said
Keith Koenig, president of City Fur-
niture, Tamarac, Fla.
In 2010, January, February and
March had big gains over 2009,
he recalled. We expected to see
those gains continue in the second
and third quarter, but the rate of
increase slowed dramatically.
Now January, February and
March are done, and weve seen
a modest increase over 2010. My
perception is we should see some
pretty good gains in the second and
third quarter because those quarters
were slow in 2010.
While optimistic, Koenig wants to
see some better numbers: I sense
the consumer feels better about the
world, but I had that same sense
this time a year ago.
Koenig noted that last year at this
time, consumers faced the end of a
home-buying tax credit for the rst
time.
This year, were not going up
against that incentive that ran out
after the rst quarter, he said.
Do you think were dum-
mies?
He added that the preva-
lence of pre-shopping
on the Internet demands
instant action on retailers
part.
If someone asks a ques-
tion on the Internet, you
have minutesnot hours or
daysto respond, he said.
If you wait too long to get
back to them, theyve for-
gotten what theyre looking
for.
RETHINKING PRIORITIES
Each autumn, the
Sustainable Furnishings
Council (SFC) conducts a
study of consumer buying
attitudes toward eco-friend-
ly furniture; the most recent
survey of 345 consumers
definitely reflected a bar-
gain-seeking attitude among
shoppers. Almost every
single question SFC asked
seemed to be influenced by
financial exhaustion, said
SFC President Jeff Hiller.
One of our screens for
the sample is that they had
to have bought at least $500
worth of home furnishings
in the past year, he noted.
In this years survey, it
took us twice as many con-
tacts to get our sample base.
That was the first sign of
trouble.
Another theme from the
survey: Any time a concern
about environmental issues
was raised, that issues
importance in the purchase
decision fell 3 to 4 percent-
age points. You expect their
ability to be high-minded
and philanthropic would
diminish (in a difficult econ-
omy), and that played out,
Hiller said. When we ask,
How much more would
you pay for sustainable fur-
nishings? weve seen the
nothing more and up to 5
percent more move to 80
percent of the sample. Two
years ago that was 65 per-
cent.
Consumers expectation
that sustainable furnishings
cost more also increased,
checking in at No. 2 on the
surveys results on road-
blocks to buying green.
(Lack of awareness that
such product is available is
always No. 1, Hiller said.)
I believe it costs more
has risen three or four

7 COMMANDMENTS OF BRANDING
Branding expert, speaker and author Liz Goodgold
shared her Seven Commandments of Branding
and building consumer loyalty with retailers
attending retail software vendor Myriad Softwares
annual education conference this past March.
Youll see these commandments throughout this
months
package of cover articles. Well get started with the first
commandment.
Thou shalt create an extraordinary brand experience.
By the time of the Myriad conference, March already had taken
Goodgold to Denver, Portland and Phoenix before the software ven-
dors meeting in New Orleans.
All four trips, I took Southwest Airlines, she said. Why Southwest?
Goodgold believes the airline brands fun.
Southwest has branded a federally mandated safety requirement,
she noted, pointing out the airlines whimsical take on the standard
pre-flight announcement: for example, This is a non-smoking flight,
but if you must smoke, we have two special sectionson the wings.
How do they brand fun? What do they wear? Khakis and shorts,
Goodgold said. What do they do when they pass out peanuts? They
throw them to you. When you call the airline and get put on hold, you
listen to jokes.
S
points the last
three years,
Hiller noted.
Theres con-
tinuing concern
about that, and
it affects peo-
ples buying atti-
tudes.
To get past
that bar-
gain mindset,
Beemer said
consumers need
to see more improvement in
the housing market.
The consumer needs to
see more value return to
their homefor many, thats
their greatest investment,
he noted. The consumer has
to feel they have some free-
dom from this mortgage situ-
ation, even if theyre not fac-
ing foreclosure themselves.
Foreclosed homes in their
neighborhood diminish their
homes value, and many
have low equity already.
Beemer also credits
some of the increase in the
Furniture Buying Index to
the timing of tax refunds
this year.
You have more consum-
ers getting refund checks (in
April) instead of February
or March, and theres some
pent-up demand from con-
sumers planning to use part
of that for furniture, he
THOU WILL BUILD A GREAT BRAND
THAT CEMENTS LOYALTY, DECREASES
PRICE COMPARISON SHOPPING, BOOSTS
WORD-OF-MOUTH BUZZ, AND IMPROVES
MARGINS.
Consumers are coming back to stores, but
they want to feel good about spending their
money, says branding expert Liz Goodgold.
They want to be appreciated.
The Forum Shops at Caesars in Las Vegas
average $1,400 per square foot in sales. The
Chanel shop manager writes 1,100 thank-you
notes a year.
Retailers Take 2
Consumers remain
very promotion-
driven, said Dave
Harkness, president
of Harkness Furniture,
Tacoma, Wash.
It seems people dont voluntarily
stumble in to furniture stores these
days, he noted. We nd our busi-
ness to be very event-driven.
Lately, Harkness Triple Choice
event has proved a winner in get-
ting consumers to the store.
Were in a state with a 9.3
percent sales tax, he pointed out.
Triple Choice offers no sales tax,
free delivery and one-year free
nancing. That seems to have been
the most effective for us.
Its still a challenge out there.
Until housing gets back to where it
was a few years ago, I dont think
any of us will have the days we had
in 2006 and 2007.
said.
Until housing values pick
back up to levels where
consumers dont feel as
threatened, Beemer said
retailers can expect stingy
shopping habits.
Look at the retailers that
are growing, Beemer said.
Who would have thought
five years ago that Robb &
Stucky would be in trouble?
Thats a sad situation, it was
a great company.
Its also incumbent on fur-
niture retailers to explain
value. Take the SFC sur-
vey, which indicated con-
sumer concern about the
cost of sustainable goods.
Hiller said most green ele-
ments in furniture such as
recycled content dont add to
costs, and elements such as
organic textiles and certified
woods are within accept-
able amounts added to cost.
He did note some positives
about the survey.
Projected trial rates for
sustainable furnishings
if you like the style and it
costs about the sameare
37 percent, which is very
strong, Hiller said. And
second, most sustainable
options dont cost anymore.
People still arent aware of
that.
REACHING OUT So when
it comes to attracting these
new consumers, what are
the best media vehicles for
retailers?
This will depend upon
the size of the retailer and
the market the retailer is
in, said advertising and
media specialist Lance
Hanish. For most within
the home furnishings indus-
try, the top media to use
for retail to gain the fastest
response for the investment
is television.
This medium is one of the
best in reaching large audi-
ences quickly. ... All advertis-
ing today must incorporate
results now execution.
With the demand for posi-
tive ROI, there is no other
alternative.
Hanish, principal of
Sophis1234 data.digital.
direct, noted that a lot of
local advertising is quickly
shifting to online and mobile
communications, and retail-
ers who ignore that trend do
so at their own peril.
The transition from tra-
ditional media to Internet to
mobile is happening instan-
taneously, he said. If one
does not incorporate mobile
now, they will be left
behind. ... U.S. smartphone
penetration is expected to
hit 50 percent by the end
of this year, according to
Nielsen. There are currently
73.3 million smartphone
users, according to eMar-
keter.
THOU SHALT SPEAK THE LANGUAGE OF YOUR PEOPLE.
Branding expert Liz Goodgold says retailers need your own sort of
language to connect with consumers and build loyalty.
She offered examples: Petes Coffee calls fans Peteniks. Go to a lot
of San Diego Padres games? Youre a Frequent Friar.
Dont go stealing other brands language, Goodgold cautioned.
First, customers will think of those other brands, not yours. Second,
you might get sued.
If you call your store Furniture r Us youll get sued, because Toys r
Us has created an interestingand proprietarylanguage.
More than your own language, speak your customers language.
Do you say physician or doctor? Attorney or lawyer? Goodgold
pointed out. I was at a party, and someone said they design modular
office systems. Doesnt everyone call that a cubicle? If youre talk-
ing about case goods, trust me that as a consumer I dont know what
youre talking about. It doesnt matter what we call it, we need to call
it what they call it.
For that reason, Hanish
suggests a Mobile-First
strategy. The first step is to
include quick response (QR)
codes into all advertising.
These codes, which look
like small boxes with funky
designs inside them, much
like bar codes on prod-
ucts, are printed codes that
can be scanned by smart-
phones or other devices
with Internet connectivity.
Users point their phone at
the code to scan it. Once the
code is scanned, the user
can follow its Internet link
to anything from a YouTube
S

THOU SHALT USE COLOR APPROPRIATELY AND
CONSISTENTLY.
Studies show people remember the color of the brand more than the
logo, notes branding expert Liz Goodgold.
Starbucks brand, for example, is green; Mary Kay is pink; UPS is
brown.
You see the color, you think about the brandcolor has great recall
rates, she says.
Take Tiffanys blue box: Women see that blue box, and their heart rate
increases, Goodgold points out. They dont even know whats inside.
Thats the power of packaging, the power of color.
If youre inside a store, do you know which store youre in?
A lot of people are leery of uniforms, but Goodgold said some stan-
dardization of dress can help build a brand, citing work with a credit
union that offered employees a choice of two blazers and two pants
options: Turnover decreased, and new accounts increased 12 percent
at the end of the first year. The customers thought it looked more pro-
fessional, and they knew whom to ask when they had questions.
video to a sweepstakes sign-
up page to an online store
or a Web-based game.
QR Codes are now the
hottest thing in media,
Hanish said. These easy-to-
generate boxes can be placed
on just about any type of
printed media, and electron-
ic media, where people can
scan them with their smart-
phones. A QR Code is a
low-cost addition to an out-
of-home campaign and is a
great way to get potential
customers to interact directly
with the brand. Because QR
Codes are scanned using
smartphones or other mobile
devices, the audience is
obviously an attractive one:
mostly young, affluent and
tech-savvy.
QR codes also offer a direct
response element thats rare
in out-of-home advertising.
If a billboard piques a
passerbys interest, he or she
can interact with the brand
immediately using their
smartphone, Hanish said.
We can use them as sig-
nage within a dealers show-
room, to bring the potential
customer to our Web site
or page that will give them
more information and/or the
ability to ask questions on
the spot and receive answers
and/or take them directly to
a purchase page. It allows
instant gratification in gain-
ing a response.
He cited a recent survey
by the marketing firm MGH
finding that 72 percent of
smartphone users said they
would likely recall an ad
with a QR Code, and noted
that marketing communica-
tion experts such as Gordon
Borrell predict that mobile
will account for the major-
ity of what we know as
online advertising within
the next five years.
Borrell suggests that a
lot of Web programming
will move to mobile devices
and be delivered on mobile
browsers or apps, Hanish
said. Local advertising will
go along with it. If you are
a local home furnishings
retailer today and are going
to hold a sale this weekend,
direct mail probably is no
longer a good investment
because it is expensive and
typically needs longer lead
time. Borrell believes radio
is too fragmentedhip-hop,
country, adult contempo-
rary, news-talkand he
suggests you probably cant
afford newspaper because
thats wasted coverage
because your customers typ-
ically come from a five-mile
radius of your store. That
makes online your obvious
choice.
A Mobile-First strategy
demands online choices
include a mobile ingredient.
People are on the move
THOU SHALT AWAKEN THE SENSE OF SMELL.
Less than 2 percent of all communication is scent-based, but the
most underused sensesscent and touchare the most powerful for
recall, says branding expert Liz Goodgold.
The scent of chocolate chip cookies wafts throughout Doubletree Inn.
Nike found that sales increased 40 percent in a fresh-scented room
compared with a non-scented room. Venetian in Las Vegas and Westin
have a scent. Crayola, Play-Doh and Johnson & Johnson baby powder
have trademarked their smells.
Scent is a great way to unlock a lot of experiences, Goodgold notes.
It doesnt have to relate, just be pleasant.
THOU SHALT SMILE AND
SPREAD THE GOOD WORD.
When employees are smiling,
the customer remembers the
employees name, says brand-
ing expert Liz Goodgold. The
customer was willing to spend
more, pay more and enjoy the
experience.
today, Hanish said. And
their smartphone is part of
their attire. Its called hand-
held for a reason.
SETTING THE HOOK Now
that you have her attention,
what are some promotions
and offers that are getting
consumers into the store?
Brad Lebow, president of
Baltimore advertising agen-
cy Horich, Parks, Lebow,
which specializes in adver-
tising for home furnishings
retailers, offered thoughts
on traffic-generating pro-
motions at the most recent
Furniture Marketing Group
conference.
We had a lot of good
stories in 2010 about suc-
cessful furniture advertis-
ing. The three keys were
an aggressive, offer-driven
television presence; cus-
tomer retention, which we
feel is best done through
more sophisticated direct
mail; and mattress category
growthif mattresses arent
at least 15 percent of your
busines,s you arent paying
enough attention to it.
Words such as free and
additional carry a lot of
weight: As the econo-
my worsened, our offers
became bigger and more
dynamicits all about
the deal, Lebow said. For
discount events, show
the value. If its half off,
you have to say what that
means. Discount offers
encourage a bigger ticket ...
If you take the loveseat you
get an additional .... We can
afford the extra margin hit
if we get the bigger sale.
While free is a powerful
word in retail advertising, it
has to represent a meaning-
ful benefit to the consumer.
For example, Lebow point-
ed to Darvin Furnitures col-
laboration with Best Buy on
a free television promotion
in which the more furniture
the shopper buys, the bigger
THOU SHALT IGNORE THE SOUNDS OF SILENCE.
Use an employeeseven the CEOsvoice on voice mail messages.
We dont have relationships with big, inanimate companies, says branding expert Liz Goodgold.
Give information during hold time: Every time you have a voice mail, give more information: store hours, a
sale, something of a brand message, she suggests. AFLAC gets 11 million phone calls a year. Like all large
companies, they delegate as many of those as possible to a computer-animated system, which costs 35
cents versus $3 to $11 for a live person handling the call.
Using a cheerier, happier womans voice, which also spoke slower, led to a 20 percent decline in people opt-
ing to speak with an
operator.
With that many calls, the savings had a lot of zeros in the number, she points out.
How about music in the store?
The faster the music, the faster they leave your store, and the longer theyre there, the more they buy,
Goodgold notes.
McDonalds and Taco Bell, on the other hand, rely on turnover, so the music is lively, and the locations fea-
ture a lot of orange and red, active colors.
Go to a store, and listen how music is zoned to different departments, she suggests.
the screen.
Another example: Walker
Furnitures Super Bowl
week ad in which shoppers
got their entire purchase
free if the games opening
kickoff was returned for a
touchdown. (For this and
other similar promotions,
get an insurance policy in
case you have to pay off.)
A sign that these work
is when retailers use them
again, and this is the third
consecutive year were run-
ning a Super Bowl tie-in
with Walker, Lebow said.
Such events can generate
good PR: In Greensboro,
N.C., television stations
came to (Colfax Furniture)
and did a feature, Lebow
noted, adding that retail-
ers can take advantage of
increased credit approval
rates: The key benefit to
the consumer is low month-
ly payments. They can buy
more and afford more.
That benefit can be
explained in your advertis-
ing. Morris Furnitures pro-
motion for five-years, no
interest financing showed
an 11-piece living room for
which the consumer would
pay $50 a month. The ad
ran the week before Black
Friday, and according to
Morris CEO Larry Klaben,
sales were up 114 percent
versus the same prior-year
week.
BUILDING LOYALTY,
BUSINESS With a shrink-
ing universe of furniture
shoppers, retaining custom-
ers is more important than
ever. With targeted events,
Lebow suggests retailers
cover more bases.
Expand your definition
of a customer from, say,
someone whos purchased
within the past three years
to someone whos pur-
chased within the past five
years, he said.
Mattresses represent a
high-margin segment, and
Lebow suggests the follow-
ing keys to building busi-
ness there: Plan separately,
promote aggressively, have
a mattress offer out every
week, and get the message
on television if affordable.
Mattresses are an
impulse buy. If someones
looking for a mattress,
they want it now, he said.
You can increase mat-
tress impressions without
increasing your costs too
much. Rotate 30-second
mattress commercials in
one in five or one in six
rotations with promotional
commercials each week. Use
15-second commercials as
stand-alones or as bookends
for other commercials.
For high-end mattresses,
stay away from price and
concentrate on benefits.
Manufacturers are doing
a great job explaining bene-
fits, and high-end mattress-
es have sold well even dur-
ing tough economic times,
Lebow said.
Look for and make the
most out of public relations
opportunities. Freeds Home
Furnishings in Dallas and
Vaughan-Bassett, for exam-
ple, capitalized on recent
ABC Made In America
reports.
For its furniture segment,
ABC wanted a family in a
one-story ranch house, with
two kids and a dog, a typi-
cal middle income family.
Working through the Council
of PTAs, ABC found Jon and
Anna Usry of Dallas for a seg-
ment filmed Feb. 27-28.
Howard Freed of Freeds
Home Furnishings rode
along for delivery of a
Vaughan-Bassett bedroom,
and while it didnt men-
tion the manufacturer, the
ABC story noted that the
bedroom cost $60 less than
the Asian import it replaced,
and the networks Diane
Sawyer referred viewers
to its Made in America
Web site to find the com-
panys whose products were
shown.
For a while this made-
in-America (concept) didnt
have legs, but were hearing
more of it from our deal-
ers, said Vaughan-Bassett
Executive Vice President
Doug Bassett. The com-
pany developed Made in
America in-store signage
and videos to support retail-
er requests for point-of-pur-
chase support.
Like many American con-
sumers, the Usrys didnt
think much about where
the products they buy come
fromuntil their experi-
ence with ABC brought it to
their attention. That wasnt
a big part of our purchasing
decision before, said John
Usry in an interview during
High Point Market, where
Vaughan-Bassett hosted the
couple to visit other U.S.-
intensive manufacturers.
Thats changed: Everyone
we know watched it and
thinks more about it now,
too, Anna Usry noted.
And our kids really pay
attention now. When were
in a store theyre checking
labels. People who make
products here need to let us
know.
Jon agreed that U.S. com-
panies have an opportunity
among consumers.
If someone were to ask
us if you had a choice, 99
percent would want to buy
a product made here, he
said. This story, and with
so many other things going
on around the globe now,
theres a consumer inter-
est in making a difference.
If you have good signage in
the store you can make it
top-of-mind.
When asked their opin-
ion of furniture shopping in
general, the Usrys have pos-
itive thoughts. Theyd been
shopping shortly before
ABC contacted them for
their daughters bedroom
they have a 6-year-old
daughter and a 7-year-old
son.
Our daughter needed a
trundle bed, Anna said.
We were changing from
a toddlers to a little girls
room. We had a good expe-
rience, low-pressure and
helpful.
Jon, who works for in
telecommunications, hopes
furniture stores will take
advantage of emerging
technology for easier deci-
sion-making on consum-
ers part, especially when
spouses cant shop together.
It ought to be beneficial
if they have QR codes (on
product) so I dont have to
make an extra trip to the
store if Anna goes while Im
at work.
Bassett said the ABC
story produced measurable
consumer response.
The day after the story
ran, our Web site traffic
was up 1,600 percent, he
said. Second, we were
actually contacted by
about 300 consumers ask-
ing where they could go to
find the bedroom set. This
has led so far to just under
100 bedroom sets with a
$200,000 total retail value
that were sold directly
because of the show.
In February, Vaughan-
Bassett retailers sold 656
VB4 Hamilton bedrooms
the group featured on
the ABC segment, which
aired in early March. That
month, dealers sold 1012
Hamilton groups.
Vaughan-Bassett also
offered dealers incen-
tives to capitalize on the
PR opportunity. One was
a drawing at High Point
Market for two nights
stay at the U.S. hotel of
the dealers choice up to
$1,000. Also, every time a
dealer makes a sale linked
to the ABC story, the cus-
tomer receives a letter
from John Bassett on his
personal stationery thank-
ing them for their choice
to buy American. HFB
Available on the App Store
Download the app for your iPhone or iPad.
www.hfbusiness.com/iPhoneApp www.hfbusiness.com/iPadApp
@HFBusiness @HFBusiness
FOLLOW US
GIFT + HOME Breakfast
8:30 am - 10:30 am | GIFT+HOME Floors
in Buildings A, B and C
Please join us for
complimentary break-
fast throughout the
GIFT+HOME oors at
Las Vegas Market: A3,
A4, B3, B4, B5, C5, C6, C7, C8, C9

Artes Imports New Collection Unveiling
9:00 am - 11:00 am | Booth B201-32
Artes Imports will be presenting their new
Copper Collection that will bring breathtak-
ing dcor accents to t all decoration styles.
Please join us in our Showroom B201-32!

Veneman Collections Grand Opening
Celebration and Ribbon Cutting
10:00 am - 10:30 am | Building A, A114
Join Veneman Collections as they celebrate
the opening of their new LVDC Showroom!

Guildmaster Raymond Waites
Miniature Chair Signing
10:00 am - 11:00 am | Building A, A225
Iconic trend-setting designer Raymond Wait-
es and GuildMaster have joined forces in
creating a comprehensive new collection of
furniture seating accent items lighting and
accessories. New America Coming Home
reects Waites modernized vision of our
national traditional roots in some 200 items
for the way we live today. Raymond will be
in the GuildMaster showroom A-225 to sign
a knot back chair with Queen Anne legs in a
miniature version on August 12.
MONDAY + AUGUST 01
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Nake that hrst step. 0a|| or 0||ck today!
1-800-472-5242
www.pIpromot|oos.com iice iuecx zvsxs sics !eez
hear th|s comp|ete story
aod others oo o0r webs|te!
||!|1
K|!K
TO OUM CLtEMT TOMtE
AMOUT TMEtM UCCEE
UCCE TOMV #VOO
As 8ussan Furniture in Dickinson, Texas fnished a successful liquidation in Feoruar] (2O11j that
marked the end of the three-generation famil] ousiness, owner Janet 8ussan-Berman was
estaolishing a new ousiness, J. 8ussan lnteriors, which opened in April. 8he worked on J. 8ussan
lnteriors after hiring Planned Furniture Promotions (PFPj to manage a liquidation sale at 8ussan
Furniture. 8ecause PIanned Furniture Prcmcticns had such a gccd and ccmpetent management
team running the (Iiquidaticn) saIe, it gave me the freedcm tc wcrk tc deveIcp the new business.
| was abIe tc spend severaI mcnths dcing that," she said | trusted them ccmpIeteIy."
Meet Supermodel Sabrina Barnett
11:00 am - 12:00 pm | Building C,
C-524-65
Come and meet Sports Illus-
trated supermodel, songwriter
and fashion designer Sabrina
Barnett for an autograph and
photo session. Sabrinas Lov-
able Tees are inspiring wom-
en from all walks of life and have reached
300+ retail locations in the rst year! GIFT-
BEAT featured The Sabrina Barnett Collection
in their Buzz from Dallas August 2010
edition as a hot new brand. All registered
buyers will receive a FREE GIFT signed by
Sabrina during the event. Come and Share
the LOVE!

Habersham Candle Company
New Solid Lotion Disc Giveaway
11:00 am - 12:00 pm | Building C,
C599-91
Come try samples of our new Solid Lotion
Disc, a unique blend of natural emollients for
soothing softening and pampering skin. The
rich natural moisture will nourish and protect
while promoting healing of dry, cracked
skin. Great for use on all problem areas:
hands, elbows, knees and feeteverywhere
you need pampering. Showroom C599-91

Leftbank Art Lunch
11:30 am - 1:00 pm | Building A, A148
Please join Left bank Art for Lunch and re-
freshments in their showroom A148.

New Century Pictures
Chicago Hot Dogs and
Tasty Treats
11:30 am - 1:30 pm |
Building A, A124

Elite Home Theatre Seating Grand
Opening Celebration and Ribbon
Cutting
1:30 pm - 2:00 pm | Building A, A238
Join Elite Home Theatre Seating as they
celebrate the opening of their new LVDC
Showroom!

Kalco Lighting Grand Re-Opening
Celebration and Ribbon Cutting
2:00 pm - 2:30 pm | Building A, A208
Join Kalco Lighting as they celebrate their
newly expanded LVDC Showroom.

High Tea
3:00 pm - 5:00 pm | Building C, C512
Enjoy complimentary tea sandwiches, cock-
tails and a selection of gourmet teas in the
new Gift+Home Garden area.

MONDAY + AUGUST 01
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New Century Pictures Meet and Greet
with John Butler
3:00 pm - 6:00 pm | Building A, A124
Meet artist John Butler, well known for his
broad selection of contemporary to tradi-
tional artworks. John Butler is a leader on
the cutting edge in the eld. Please join us
at New Century Picture Gallery Showroom
A124.

A Studio-A Global Views Company
Grand Opening Celebration and Rib-
bon Cutting
4:00 pm - 4:30 pm | Building A, A154
Join A Studio as they celebrate the opening
of their new LVDC Showroom!

Design & Living Wine Bar
4:00 pm - 6:00 pm | Building C, C454
Celebrate the new location of Design &
Living in Building C daily from 4:00 to
6:00 pm.
Sponsored By WMCLV

Industry Mixer
5:00 pm - 7:00 pm | Building A, A202
In the true spirit
of bringing
people togeth-
er, the Phillips
Collection
Industry Mixer
has become the
go-to event for the rst day of Market. Join us
and ve great organizations for an evening
of food, drink and fun! If you are a member
or would like to learn more about WithIt, the
Sustainable Furnishings Council, The Ameri-
can Society of Furniture Designers, A.R.T. or
the Young Home Furnishings Professionals,
this is your event. Phillips Collection Show-
room A202
Sponsored By WMCLV, Phillips
Collection

WithIt/Four Hands Networking
Reception
5:00 pm - 6:30 pm | Building A, A146
Please Join WithIt and Four Hands for a
networking reception and earn a Free
Membership to WithIt!

UP ON THE ROOF Gift for Life
Reception
6:00 pm - 8:00 pm | 16th Floor of Building
B, Skyview Terrace
WMCLV proudly presents its inaugural
Gift for Life charity event benetting DIFFA.
Gather with us at the top of the stairs to
enjoy cocktails, appetizers, live music, prizes
and a breathtaking view of the glittering Las
Vegas skyline. Join industry leaders and col-
leagues for a night of entertainment and fun
all in support of a tremendous cause. Tickets
are only $20 a person and can be purchase
by clicking here.
Sponsored by World Market Center
MONDAY + AUGUST 01
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@HFBusiness
LIKE US ON FACEBOOK
@HFBusiness
www.hfbusiness.com HFB
8:30 am - 10:00 am | GIFT+HOME Floors
in Buildings A, B, C
Please join us for a complimentary break-
fast on the GIFT+HOME oors at Las Vegas
Market: A3, A4, B3, B4, B5, C5, C6, C7,
C8, C9

Ergo Bedroom Grand Opening
Ceremony and Ribbon Cutting
10:00 am - 10:30 am | Building C, C184
Join Ergo Bedroom as they celebrate the
opening of their new LVDC Showroom!

New Century Pictures Chicago Hot
Dogs and Tasty Treats!
11:30 am - 1:30 pm | Building A, A124
Come have lunch with New Century Pictures
and view the latest art and wall dcor!

Sushi Style Wasabi + Masago
Collection Unveiling
2:30 pm - 3:30 pm | Building C,
Booth C495-1

New Century Pictures Wine and
Cheese Reception
3:00 pm - 6:00 pm | Building A,
Showroom A124
View New Century Pictures latest art and
wall dcor while enjoying wine and cheese.
Please join us at New Century Picture Gal-
lery Showroom A124.

High Tea
3:00 pm - 5:00 pm | Building C, C512
Enjoy complimentary tea sandwiches,
cocktails and a selection of gourmet teas
in the new Gift+Home Garden area.

Plume Luxury Furniture Samples
Grand Opening Ceremony and Rib-
bon Cutting
Showroom C140
Join Plume Luxury Furniture Samples as they
celebrate the opening of their new LVDC
Showroom.

4:00 pm - 6:00 pm | Building C, C454
Join us in celebrating Design & Livings new
home in Building C.
Sponsored By WMCLV

NOVA Lighting Mexican
Martini Madness
Showroom A355
Come join NOVA Lighting for complimen-
tary food and drinks. Meet Jon Gilmore, the
genius behind Jon Gilmore Designs.

Objects with Purpose Wearable Can-
dle Demonstration and Giveaway
Booth C-544-1
Burn it or wear it? Why not both? See how
TUESDAY + AUGUST 02
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wearable this organic coconut derived
candle is! Complimentary hand or arm mas-
sages (rst-come, rst-serve) and samples will
be given away!

Vegas Kids Reception
4:00 pm - 6:00 pm | Building C, Floor 2
Youth buyers are invited to enjoy complimen-
tary cocktails and appetizers as well as nd
a fun place to relax and network with col-
leagues.
Sponsored By WMCLV, Vegas Kids

Karastan Grand Re-Opening and
Ribbon Cutting Ceremony
Showroom C312
Join Karastan as they celebrate the opening
of their newly expanded LVDC showroom!
Sponsored By Karastan

WHFA - Next Generation
NOW Reception
5:00 pm - 7:00 pm | One Six Club,
16th Floor of Building B
If you are part of a family business and/or a
future leader in the home furnishings indus-
try, the Next Generation NOW invites you to
attend an informal reception. Listen as past
members share how this peer group helped
broaden their industry knowledge and busi-
ness skills. Join us and help shape the future
direction of this dynamic group.
Sponsored By WHFA

Las Vegas, GIFT + HOME, and the Gift
& Home Trade Association (GHTA)
Gift for Life is the gift and home industries
national charity funding the ght against
HIV/AIDS. All monies raised benet DIFFA.
Sponsored By WMCLV, GIFT +
HOME, GHTA

Courtyard Uber Lounge
6:00 pm - 8:00 pm | Grand Plaza

Keynote Speech by
President Bill Clinton
6:45 pm - 8:00 pm | World Pavilions
Speaker: President Bill Clinton
Sponsored by WMCLV, Serta
President Bill Clinton served
the United States for eight
years during a time of un-
precedented prosperity and
change. Now, home furnish-
ings industry professionals
will have the unique oppor-
tunity to hear his insights and solutions on
the most pressing economic and social issues
in the United States and abroad.
President Clinton will focus on the chal-
lenge of globalization, emphasize our grow-
ing interdependence, and point the way
toward a common future based on shared
goals and values. Following his keynote ad-
dress, President Clinton will participate in a
moderated question and answer session.
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TUESDAY + AUGUST 02
8:30 am - 10:00 am | GIFT + HOME Floors
in Buildings A, B, and C
Enjoy complimentary breakfast at GIFT +
HOME at Las Vegas Market: A3, A4, B3,
B4, B5, C5, C6, C7, C8, C9.

International Buyer Brunch
8:30 am - 1:00 pm | International Lounge
Building C, C484
Please join us for the International Buyers
Brunch in the International Lounge, Building
C484 from 8:30 AM - 1:00 PM.
Sponsored By WMCLV

Dogs and Tasty Treats!
11:30 am - 1:30 pm | Building A, Show-
room A124
Come have Lunch with New Century Pictures

Zwear How to Tie a Scarf
Demonstration
Booth C596-21
Learn 15+ ways to tie a scarffor your
body and your home decor. Zwears Debo-
rah Zwetsch will demonstrate different ways
to wear her hand-painted original art silk
scarves. Create casual to high fashion eve-
ning looks with a simple rectangle of lumi-
nous and colorful silk!

New Century Pictures Wine and
Cheese Reception
Showroom A124
Please join us at the New Century Picture
Gallery Showroom A124.

High Tea
3:00 pm - 5:00 pm | Building C, C512
Enjoy complimentary tea sandwiches, cock-
tails and a selection of gourmet teas in the
new Gift+Home Garden area.

4:00 pm - 6:00 pm | Building C, C454
Join us in celebrating Design & Livings new
home in Building C.
Sponsored By WMCLV

NOVA Lighting Cosmo Mania
Reception
Showroom A355
Come join NOVA Lighting for complimentary
food and drinks.

Showroom Event:
Please Join G. DeBrekht Artistic Studios for a
Special Presentation by Andr Gabricht!
Booth C599-150
Andr Gabricht, Creative Director, will hold
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a special presentation in the G.DeBrekht
Booth. Learn what makes G.DeBrekht unique
and how we can help you boost your sales.
Learn about the G.DeBrekht Dealer Network.
Learn why NOW and why G.DeBrekht ad-
vantages are superior. Space is limited so
attendance is on a rst-come basis.

Lodge Living Reception
4:00 pm - 6:00 pm | Building C, C1376
The Lodge Living tradition continues with this
bi-annual co-mingling of Lodge Living fans.
Join us for cocktails and appetizers.
Sponsored By WMCLV

Ease your way into the evening with a re-
freshing beverage and a comfortable seat.
Sponsored By WMCLV


8:30 am - 10:00 am | GIFT + HOME Floors
in Buildings A, B and C
Enjoy complimentary breakfast throughout
GIFT + HOME at Las Vegas Marketlocated
on the following oors: A3, A4, B3, B4, B5,
C5, C6, C7, C8, C9.

Dogs and Tasty Treats
11:30 am - 1:30 pm | Building A,
Showroom A124
Come have Lunch with New Century Pictures

New Century Wine and Cheese
Reception
Showroom A124
Please join us at New Century Picture
Gallery.

4:00 pm - 6:00 pm | Building C, 454
Join us for a relaxing afternoon and network
with colleagues in the new home of Design &
Living in Building C.
Sponsored By WMCLV

NOVA Lighting Pomegranite
Delight Reception
Showroom A355
Come join NOVA Lighting for complimentary
food and drinks.

Ease your way into the evening with a re-
freshing beverage and a comfortable seat.
Sponsored By WMCLV
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THE HFB TEAM
WOULD LIKE TO SHOUT OUT A SPECIAL THANK
TO OUR FRIEND
SEE YOU
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AMISH FURNI TURE REDEFINED.
MANY STYLES. ONE STANDARD.
HAND-CRAFTED IN THE HEARTLAND OF AMERICA.
CREATED BY STEVE KAUFFMAN
showroom: WMCLV C1184
217.268.4504 | WWW.SIMPLYAMISH.COM w w w . s u n n y d e s i g n s . c o m
Los Angeles Office San Francisco Office High Point Showroom Las Vegas Showroom
....Come and Discover
We Ship It
Truckload, LTL
We Mix It
We Stock It
We Build It
in China & Indonesia
China, Indonesia and U.S. China, Indonesia and U.S.
Direct Container, Split Container Direct Container, Split Container
Over 700 SKUs to Choose From Over 700 SKUs to Choose From
In Our Own & Partner Factories In Our Own & Partner Factories
Discover Discover
Expanded
Las Vegas Showroom
WMC #B-866
The Best Direct
) X O O 6 S O L W 0 L [ H G
Container Program
Our Excellence proven by 40 of the
Top 100 U.S. retailers
@HFBusiness
LIKE US ONFACEBOOK
@HFBusiness www.hfbusiness.com HFB
\il Te:ju:Peoic o: you: oo:, you ~ve :o:e l~: |usl Leos lo se You ~ve
le jowe: lo lu:: you: sow:oo:i:lo ~ HIGH PERFORMANCE s~es :~ci:e
Sil you: Lusi:ess i:lo HIGH GEAR wil ~ PROVEN FORMULA o: ~ccee:~lio:
Our National Advertising
Your Local Advertising
Our Owner Satisfaction
Your Customer Service
Our Product Offering
Your Sales Expertise
#
1
Source: Gallup July 2010
Brand Consumers
Are Most Interested In
Purchasing Next.
(amongall adults whonameda brand)
LAS VEGAS MARKET C1512
AUGUST 1-5
TEMPURPEDIC.COM
1-866-368-1733
Trendy. Chic. NOW.
/PNO 7VPU[ :OV^YVVT
IHFC Building [H511/H512]
336 887 6464
3HZ =LNHZ :OV^YVVT *VYWVYH[L 6MJLZ
World Market Center B [B601] San Rafael California
702 380 8122 415 455 8000 www.gotoeurostyle.com
Inspire your world
one room at a time.
Celebrating 10 years of world
class design
High Point
Market
October 22-27, 2011
Come see our exciting new product and pick up our new
2011 catalog!
Las Vegas World Market Center Building B # B500
August 1
st
5
th

Pue White, schemutic design or Pestless Puinbow, 20. Pue White. Courtesy o the Art nstitute o Chicugo.
ClTY OF HOP'S NATlONAL HOM FUkNlSHlNCS lNDUSTkY COkDlALLY lNVlTS YOU TO
MONDAY, AUCUST 5, 20
AkT lNSTlTUT OF CHlCACO
Modern Wing Entrunce
S9 E. Monroe Dr., Chicugo, L 003
Join City o Hope's National
Home Furnishings lndustry
or an evening at the Art
lnstitute o Chicago to help
support City o Hope's
mission to save
more lives.
To register or or more
inormation, call
626-560-9432, email
bstern_coh.org or visit
www.cityohope.org/midwest-event
The Difference is in the Details
703.530.0677
www.diakonlogistics.com
White glove home delivery
Dedicated well-equipped modern eet
Custom truck branding
Warehousing
State-of-the-art technology and reporting
Consumer surveys
On-site management and staff
You never get a second chance
to make a rst impression
High Point Market
Retailer Resource Center, Plaza Suites
Las Vegas Market
Retailer Resource Center, Building C
Visit Us In High Point & Las Vegas
Immediate Ship
Available!
High Point | Market Square #204
2306 Howard Lane, Suite B | Austin, TX 78728
512-804-5450 | info@htddirect.com | www.htddirect.com
MASTER BEDROOM OCCASIONAL ENTERTAINMENT YOUTH
To learn more, visit us at the Las Vegas Market, August 1st 4th
at the World Market Center: Building A Space 730 1 magnussen.com
Next Generation is also part of our
QuickFlex 250 program making it
easier for dealers to manage inventory
with low minimum orders, mixed
shipments and super fast delivery.
Visit our showroom
to learn more.
Plus...
MADE TO GROW.
BUILT TO LAST.
Were excited to introduce the Magnussen Next Generation
youth program featuring 8 fresh collections perfectly suited
for todays youth. These consumer tested collections
have styling, features and quality construction that are
Made to Grow and Built to Last. Their ability to transition
over time and compliment other rooms also makes
them ideal choices for 2nd and 3rd bedrooms.
The Twilight Collection
The Cameron Collection
The Bennett Collection
LAS VEGAS WMC B-370 AUGUST 1-5, 2011
THE
SURYA
EXPERIENCE
SERVI CES
Complete Training Programs
Diverse Special Order Displays
Free Sampling Policy
PRODUCT
Over 1300 Rug Styles
Stocked in 5-22 Sizes
Coordinating Textiles/Wall Art
I NVENTORY
Top 250 Quick Ship Program
Ship within 72 hours
150,000 sq/ft Warehouse
TECHNOLOGY
Exclusive MicroD Partnership
State of the Art Website
COMMUNI TY
Corporate Sponsor of NHFA
Proud Supporter of SmileTrain
MERCHANDI SI NG
Fabric Coordinating Program
Updated Catalog Twice a Year
Retail POP Packages
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Visit us at www.facebook.com/SuryaExperience
To become a Surya dealer please call 1.877.275.7847 or email us at info@surya.com
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SPECIAL THANKS
OUR FRIENDS AND PARTNERS.
SEE YOU SOON IN VEGAS!
220 Elm ...........................................................................39
Bramble ...........................................................................19
City of Hope .....................................................................72
Cresent ............................................................................25
Diakon Logistics ................................................................21
Donco Trading Co. ............................................................15
Euro Style ...................................................................11, 13
Four Hands ......................................................................29
Guardian Products ............................................................63
Home Furnishings Business .....................................45, 59, 65
Home Trends & Design ......................................................31
Magnussen ......................................................................27
Planned Furniture Promotions ..............................................61
Shaw Living ......................................................................33
Simply Amish....................................................................41
Sitcom ............................................................................ 8-9
Star International/Orient Express ....................................... 4-5
Sunny Designs ..................................................................17
Surya ............................................................................. 2-3
Tempur-Pedic ....................................................................23
Truckskin ..........................................................................37
Twinstar ...........................................................................43
WHFA .............................................................................35
Connect with Home Furnishings Business on facebook
\e.tera |eme |ara|.||a. |..ec|+t|ea www/\|||.er ll-1zz-1II
N+t|ea+| |eme |ara|.||a. |..ec|+t|ea www.N|||.er ll--!l
World Market Center Las Vegas
Visit us: Building C, 4th oor, C-496
AUGUST 1-5
Western Home
Furnishings Association
8uycr's Club Scminars Rcsourcc Markctplacc
RR
C
RETAILER
RESOURCE CENTER
WHAT'S ON YOUR TO-DO LIST?
Sell quality furniture
that sticks.
Improve your
bedroombusiness.
Make margin on goods
my sales teamlikes to sell.
Work with
fun, experienced, hands-on
owner-managers.
Offer my customers more
sustainably-produced
merchandise.
Find vendors that
care about my success.
Order what I want,
when I need it.
SOLID FURNITURE WITH A CONSCIENCE
Richard Tomkins t (615) 975-4862 t rtomkins@cresent.com t www.cresent.com
GET IT ALL DONE, BUY
Las Vegas Showroom C-1124
Nake that hrst step. 0a|| or 0||ck today!
1-800-472-5242
www.pIpromot|oos.com iice iuecx zvsxs sics !eez
hear th|s comp|ete story
aod others oo o0r webs|te!
||!|1
K|!K
TO OUM CLtEMTG GTOMtEG
AMOUT TMEtM GUCCEGGEG
GUCCEGG GTOMV #VOO
As 8ussau Furuiture iu Dickiusou, Texas fuished a successful liquidatiou iu Feoruar] (2O11j that
marked the eud of the three-geueratiou famil] ousiuess, owuer Jauet 8ussau-Bermau was
estaolishiug a uew ousiuess, J. 8ussau luteriors, which opeued iu April. 8he worked ou J. 8ussau
luteriors after hiriug Plauued Furuiture Promotious (PFPj to mauage a liquidatiou sale at 8ussau
Furuiture. 8ecause PIanned Furniture Prcmcticns had such a gccd and ccmpetent management
team running the (Iiquidaticn) saIe, it gave me the freedcm tc wcrk tc deveIcp the new business.
| was abIe tc spend severaI mcnths dcing that," she said | trusted them ccmpIeteIy."
PFP HFB Ad 6-29-11_Layout 1 6/29/11 5:23 PM Page 1
Pue White, schemutic design or Kestless Kuinbow, 20. Pue White. Courtesy o the Art nstitute o Chicugo.
ClTY OF HOP'S NATlONAL HOM FUkNlSHlNCS lNDUSTkY COkDlALLY lNVlTS YOU TO
MONDAY, AUCUST 5, 20
AkT lNSTlTUT OF CHlCACO
Modern Wing Entrunce
S9 E. Monroe Dr., Chicugo, L 50503
Join City o Hope's National
Home Furnishings lndustry
or an evening at the Art
lnstitute o Chicago to help
support City o Hope's
mission to save
more lives.
To register or or more
inormation, call
626-560-9432, email
bstern_coh.org or visit
www.cityohope.org/midwest-event
Knowledge is Power!
www.hfbusiness.com
FOLLOW US T HFB
SUBSCRIBE TODAY!
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Las Vegas World Market Center Building B # B500

The number of consumers thinking about zero percent

E- MAR KET PR EVI EW + 47

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