Issue 1 - February 2007

Greetings from the Furniture Training Company. It is our goal to provide you with valuable training resources as you work to create a productive sales force and successful furniture business. To assist you in these efforts, we are pleased to bring you the first issue of The Furniture Training Newsletter. I believe you will find it beneficial.

In This Issue...

• In the News: Certification Program
• Article: Can You Afford Training?
• Tips and Techniques: Greeting Customers
• Feature Story
• Did You Know...

Certification Program for Furniture Industry Gains Momentum

Logan - January 31, 2007. A new and unique certification program for retail furniture associates has been welcomed by the furniture industry in its first three months. Since the introduction of the program in October of last year, 240 retail furniture employees have become certified in furniture product knowledge.

The online training program, Fundamentals of Furniture Product Knowledge, teaches and certifies retail furniture employees in furniture styles, construction, and materials. Individuals must complete a mastery test in each of 36 lessons with a minimum score of 80% in order to become certified. One large chain of furniture stores has certified nearly 50% of its sales associates since November...

Read the full press release...

Can You Afford Training?

You have thought about it and considered doing it, but how many furniture store owners have actually spent time and money on a training course for their employees?

It is tough to stay competitive these days as a furniture store. Margins are slim and there may not be many extra resources for things like training. On the other hand, good sales associates are difficult to find, turnover is high, and you need some kind of competitive edge over big box retailers. But can you afford it?

To properly answer these questions, you may need to re-evaluate the way you think about training...

Read the full article...

Tips and Techniques: Greeting Customers

There is more to greeting customers when they enter your store than just saying "hi." When you greet them, you are offering your personal service and furniture knowledge to them. Keep in mind that only with your assistance will your customer be able to identify his or her real furniture needs and wants. With your knowledge, you can help them understand the following aspects of their purchase:

• The furniture options available to them.

• The benefits their purchase holds for them and their household.

• The information they need to make the best purchase for their needs.

With your help, your customer will make his or her decision with confidence because they have more knowledge about the furniture they are purchasing. Remember that, as a sales associate, you are not just an order taker. You have the knowledge to help your customer see how their furniture needs and wants fit into the big picture. So greet your customers with confidence and be ready to share your furniture expertise.

Feature Story

Mike Petersen, Marketing Vice President of the Furniture Training Company, spoke with a customer recently who reported that the Fundamentals program helped him succeed on the sales floor. The associate was already Fundamentals Certified, but felt inclined to review the Wood Finishes lesson one particular morning. That afternoon a set of "picky" customers came into his store looking for a dining set. The sales associate told Mike that if he had not reviewed the Wood Finishes lesson that morning, he could not have sold an entire dining room set to these customers. This associate told Mike that the Fundamentals training program was the key to his success that day.

Did You Know...

Eco-friendly, or environmentally friendly, furniture is gaining popularity as more customers become concerned about diminishing natural resources and the possibility of a changing global climate. Many manufacturers are responding to this demand by making more environmentally friendly furniture.

There are several ways furniture can be more environmentally friendly. The materials for furniture construction can come from sources that are recycled, reclaimed, or obtained through sustainable practices, reducing the furniture industry's impact on natural resources. The materials can also be processed or produced with fewer chemicals, which reduces pollution.

Retailers who know which pieces of furniture are eco-friendly can include that as a selling point with customers who are concerned about the environment.