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Furnishings

Everything Old is New Again

I am often asked by showroom owners to ‘focus on fundamentals of selling’….as if there was anything else. ☺

Selling home furnishings has been a consultative selling approach for as long as I have been involved in it. The archaic ‘borax’ sales approach died out with short-sleeved salesmen with even shorter neckties… and was replaced, with people (often women) who are interested in learning about the problem or the vision and helping solve those with engagement, understanding, and knowledge. Ap…

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High Point Furniture Market

In the spirit of Spring and the transition and blossoming nature of the season, High Point Market was a welcome respite from the isolation of the pandemic.

It ‘felt’ well attended, both in the buildings and on the streets, and had an old and new quality to it.

Old in the sense of seeing lots of people I have missed in the last couple of years, and the chance to sit and talk about how they and their business have changed.

Old and new in revisiting shared experiences (I got a lot of “You once t…

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Problem…plus….

In this series, I am going to share a perspective with you that will have a lasting impact. These three initial points added together create something…something worth sticking around for. 

When people have a home furnishings problem, they seek a solution with a designer or with a retail showroom. They come with a problem to be solved or a vision to be realized – or both. It is up to the professional service provider to find out what that is and to satisfy it. 

To put this into place,…

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