About Retail


Wednesday, June 12th, 2013

You’ve got to be kidding me!?!?

 

Let me tell you, conflict is ugly and messy. I personally witnessed this last week because of a major breakdown in communication with a conflict resolutionclose family friend.

The conflict occurred after one of our employees was included in a group for an upcoming event. I provided our family friend, who is heading the event, contact information for our employee. Further, I asked our family friend to reach out to our employee to make them feel comfortable and welcomed in this new group. There was an assurance this would happen. However, after three follow ups with our family friend, I found out no one ever tried to talk with our employee. When I pressed, and let me tell you I pressed extremely hard, I was greeted with dismay and confusion as to why I would be so aggressive. Our friend felt I lacked compassion in the tone of my email. Maybe I did. But after three requests and three assurances, turning up the heat on my end seemed like the thing to do. 

The older I get, the more I come to hate conflict. But nonetheless, conflict is a part of life. There is truly no getting away from this fact. As a business owner, an employee, a family member, you can be certain that you’ll face relational conflicts. No human model exists that will totally eliminate disagreements. However, the tension that comes from conflict can be healthy and beneficial to growth, if and only you deal with it appropriately.

My favorite teacher explained conflict resolution this way, regardless which side caused the problem, the solution should always be the same:

First, approach the person face-to-face and address the conflict. Don’t gossip or involve a third or fourth person. If you do, the problem will likely worsen.  Adding people to the conflict will deepen the issue and cause separation in the relationship.

Second, go to the person quickly and clear the air. Drop what you are doing. Get the ball rolling. You must understand that interpersonal relationships are far more important than who is right and who is wrong. Of course there is no guarantee that the offended person will engage with you. But nonetheless, we should feel obligated to make every effort to clean up our side of the street.

And always remember, when you have done something wrong, go and make it right. When someone else has wronged you, you still take the first step.

I’m fairly sure several of you are thinking; “Now wait just a minute. If your friend has something against you, you go to him? And if you have something against your friend, you go to him?” This has you going to them in both cases, whether I’m at fault, or they are at fault.  When I first was taught this idea, I remember thinking: What a bunch of crap!

Remember this, true leaders don’t ignore conflict. They manage it by creating an environment where people are empowered to work through relational distress on a one-on-one basis. Only after failing to resolve the conflict on a one-on-one basis should others be allowed to enter the conflict, and then only for the purpose of bringing about resolution. Conflicts can’t be avoided. But they can be managed. And a wise leader will always apply their self to learning how to do just that.

As I was thinking about the subject of conflict during the last week, I ran across this summary of a Dr. Martin Luther King, Jr. sermon. It was delivered on Christmas day in 1957 to the Dexter Avenue Baptist Church in Montgomery, Alabama. It was  titled, Loving Your Enemy.Through the course of his sermon, Dr. King suggested three ways by which we can do just that.

First, we must develop and maintain the capacity to forgive. Such forgiveness doesn’t mean that we ignore the wrong committed against us. Rather, it means that we will no longer allow the wrong to be a barrier to the relationship. Forgiveness, according to King, “is a catalyst creating the atmosphere necessary for a fresh start and a new beginning.”

Second, we must recognize that the wrong we’ve suffered doesn’t entirely represent the other person’s identity. We need to acknowledge that our opponent, like each one of us, possesses both bad and good qualities. We must choose to find the good and focus on it.

Third, we must not seek to defeat or humiliate our opponent, but to win his or her friendship and understanding.

I believe Charles H Spurgeon who wrote in Gleaning Among the Sheaves sums things up well when he said; “Conflicts bring experience, and experience brings that growth in grace which is not to be attained by any other means.”

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Thursday, March 10th, 2011

Catalogs Increase Time on Site

Grey Suit Retail, our online marketing and web development company, provided this data to FURNITURE|TODAY

FURNITURE|TODAY MARCH 7, 2011

Does your site include product catalogs or offer online sales? It should. Data from Grey Suit Retail shows that consumers spent, on average last year, 82% longer on sites that contain catalogs. And, e-commerce capabilities increased the consumer’s attention span by another 21%.

Here are the facts. Nearly eight out of 10 U.S. adults use the Internet. And, 58% conduct online research on a product they’re thinking about buying, according to September 2010 figures from the Pew Internet and American Life Project. They’re doing the research more often, too. Pew’s figures show that on any given day, 21% of adults are conducting online product research, up from 9% in 2004.

That’s in line with results from a recent Furniture|Today and HGTV consumer survey. In it, the majority of consumers first shop for furniture online before buying in a physical store. With master bedroom, 60% prefer to shop online and then buy in a store. Does your site give them what they’re looking for?

About the Data

Retailers sell stuff. That’s it. That’s all they do. Grey Suit Retail is the furniture industry’s only SaaS platform that fully integrates a website, e-commerce shopping cart, email marketing, traditional marketing, blogging, analytics, and now Craigslist, in one simple yet powerful tool that gives you complete control of your online strategy. Go to greysuitretail.com to see how everything we do is designed to help you sell more stuff, keep more customers and make more money.

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Monday, February 21st, 2011

Silence isn’t golden when your customer’s on the phone

The door opens, and in walks the customer you were working with last week…what was it they were looking at? Oh yes, the dining room suite. And you were hoping they were going to add the sideboard as well.

(ring-ring) But right as they walk in, the phone rings. And you’re the only one around to answer it.

A problem facing many family owned furniture stores…who do you help? The live prospect that walked in the door…or the customer calling in on the phone. Maybe they’re going to finally buy that premium mattress set they’ve looked at 3 times.

Your best option? Both. Help both. And here’s how.

Before you answer, you can certainly acknowledge the customer who walked in. Then, because the phone won’t stop ringing until the caller hangs up, go ahead and answer that. Now, here is the key part:

Ask them if they can hold…and wait for the answer. If they’re calling for someone else, you may be able to transfer them right away.

But if not, and you place them On-Hold, you can still be helping them…IF you have a custom On-Hold message that is current, relevant, and fresh.

But this can’t just be any On-Hold message. It must be about your customer…not your store. It must talk about the things you would like to tell your customer, but speak in the language of the customer. Tell them an authentic story, and make them the star. Otherwise they will tune it out, and it will have no impact on them at all.

A Custom On-Hold message is a critical piece of your overall Marketing Strategy.

Once that caller is On-Hold, the goal is NOT to leave them there!

The goal is to be able to hand that call off as quickly as possible, so you can help the person standing across the counter from you.

While that caller is On-Hold they are hearing about how the new collection will coordinate with their existing furniture, why the new outdoor collection you are carrying is just right for their deck or patio, and that they’ll never have to pay for delivery again, as long as they shop with you.

Of course, that’s all assuming you have an On-Hold message. (What’s that? You don’t know what customer’s hear when they’re On-Hold? Well by all means, pick up your phone right now, dial your furniture store’s main number, and ask them to put you On-Hold.)

Now, imagine the scenario above, if your “hold music” is just silence. What will be going through your customer’s head?

“Am I still connected?” “Did they forget about me?” “How long have I been On-hold?” “Who did I call?”

Silence is not golden when it comes to phone experiences.

Today, businesses are putting the average caller On-Hold for a cumulative 54 seconds. That means, if one call is On-Hold for 10 seconds, the next call my be On-Hold for 5 minutes!

And here’s the result of simply listening to silence On-Hold:

  • After just 30 seconds, callers begin to get anxious or frustrated.
  • After 45 seconds, callers forget who they’ve called
  • After 60 seconds, 1 out of 3 callers will hang up…frustrated.


Whereas, with a custom On-Hold message, callers will stay on the line for 3 minutes or more.

Would you rather be talking to a customer or a dial-tone when you pick the phone back up?

It’s your choice!

Not sure if you need an On-Hold message?

You can use a Caller Evaluation service to know exactly what your current customers are experiencing.
Improve your Caller Experience, and it will improve your bottom line.

Are you ready to tell your authentic story?

By Guest Blogger Chester Hull

For the first time ever, The Lively Merchant welcomes a guest blogger to our pages. We invited Chester Hull to tell you about his product because we truly believe it can help independent furniture store owners. There’s nothing in it for us, please contact Prosound directly to evaluate your Caller Experience.

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Thursday, February 17th, 2011

Upholstery Sells the Most

Grey Suit Retail, our online marketing and web development company, provided this data to FURNITURE|TODAY

FURNITURE|TODAY FEBRUARY 7, 2011

This week’s e-Intent reveals the most-purchased products through online furniture retailers for the fourth quarter of 2010. Upholstered sofas and chairs, covered in fabric and leather, were bought the most during the three-month period.

According to the exclusive data, fabric upholstery accounted for nearly one-fourth of online unit sales and leather accounted for 17% of sales. Consumers buying fabric upholstery spent an average of $474 on their purchase, while leather buyers spent an average of $801.

Occasional tables were also popular during the last part of 2010, accounting for 15% of online buys. And, mattresses comprised 11% of online purchases during the fourth quarter. Online buyers paid an average of $96 for a new occasional table and an average of $562 for a mattress.

About the data

Retailers sell stuff. That’s it. That’s all they do. Grey Suit Retail is the furniture industry’s only SaaS platform that fully integrates a website, ecommerce shopping cart, email marketing, traditional marketing, blogging, analytics, and now Craigslist, in one simple yet powerful tool that gives you complete control of your online strategy. A fulltime staff of Online Specialists guides you through every step. Go to greysuitretail.com to see how everything we do is designed to help you sell more stuff, keep more customers and make more money.

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Sunday, January 23rd, 2011

The Lively Merchant Headlines in Vegas

Welcome to Las VegasCatch The Lively Merchant in Vegas this week during the first Next Generation-NOW educational session at the Las Vegas Furniture Market on Tuesday, January 25 from 4:00 – 5:00 pm in the new Retailer Resource Center, WMC-C488/496.

In this session, David Lively will teach you how to work with four generations around your conference table and on your sales floor. Differences in each generation will be explained, and you’ll get hands-on methods to use in your business to bridge the generation gaps.

Next Generation-NOW provides professional development, networking and hosted forums to give a voice to the unique needs of young furniture professionals.

Our team is in Vegas through Thursday, January 27. Give us a call if you want to meet up and talk shop.

800-549-9206 ext. 1

  • Generational Transfer Consulting: How to leave a legacy without losing your sanity
  • Online Selling Solutions: Combine our rocket-science web design with 20+ years of award-winning retail ownership for online marketing and selling strategies that will help you make money on the web and in your store

Ante 4 Autism Poker TournamentDon’t forget the Third Annual Ante 4 Autism Texas Hold’em Poker Tournament at Binion’s (Downtown Las Vegas) on Tuesday, January 25, at 7:00 pm. Click here to register or donate online. All donations and $50 from each registration will go to support Autism Speaks, whose mission is to increase awareness about the growing Autism epidemic and raise funds for research, family services and advocacy in local communities and nationwide.

What happens in Vegas, stays in your head and makes life better when you get home.

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Thursday, January 13th, 2011

Snowed in? Here’s something to keep you occupied

While part of the Lively Merchant team is snowbound in Ohio, another part is sitting on a beach in Florida (the only state in the Union without snow). What’s wrong with this picture?

Whether you’re running low on bread and beer after the South’s worst snow event in 15 years or you live south of the Equator, here’s some recently publisher reading material to keep you occupied until you dig out:


Nine Lessons on Proper Use of Retail Authority

Nine Lessons On Proper Use of Retail AuthorityFurniture World Magazine  ::  by David Lively

Four men stand chatting causally in a golf club locker room after their round of 18 holes when a ringing phone interrupts their conversation. “Sure, I can talk,” says the man who answers the call. “You’re out shopping? That’s nice.” His eavesdropping friends smile knowingly at each other. “You want to buy that new living room and dining room group? Okay… and they’ll include the custom rug for an extra five thousand?  Sure, why not?” The grins grow wider among the listeners. “You want to book a week-long vacation in Hilton Head?  What’s that, they’re holding the price at ten thousand? Sounds like a bargain to me! Let’s go for two weeks instead!” Slowly, the smiles fade to expressions of envy. “And you want to give the builder the go-ahead for the new outdoor kitchen and pool? Fifty-five thousand if we say yes today? Sounds fair… sure, that’s fine.” The listeners exchange glances of amazement. “Okay, honey, see you later. I love you, too,” says the man as he ends the call. He looks slyly at his friends and asks… Read more


Essential Tool for Furniture Stores: Family Boards

Essential Tool For Furniture Stores: Family BoardsFurniture World Magazine  ::  by David Lively

“The father buys, the son builds, the grandchild sells, and his son begs,” goes an old Scottish proverb. The Americanized version says, “Shirtsleeves to shirtsleeves in three generations.” The founding generation starts with nothing, works hard and amasses wealth, but by the time their great-grandchildren have come of age, the family is back where it started: nothing. With business under such tremendous pressure and the furniture industry failure rate at its highest in over 25 years, it is useful to reconcile these timeless truths with what is going on in today’s family furniture businesses.

Do you recognize yourself in the stereotypical framework for the family business lifecycle? Read more



Family Affair

Family AffairFamily Businesses Are a Cornerstone of Furniture Retailing—Here Are Ways to Help Keep Them Thriving

Home Furnishings Business  ::  by Powell Slaughter

“With the transition from third to fourth generation, less than 5 percent of companies survive,” Lively said. “The numbers are the same transferring from sibling to sibling. Businesses just don’t get this. They think its only about writing a stock purchase agreement and transferring ownership.”

For his family business clients, Lively conducts an eight-step “Family Health-Risk Assessment.”

“We interview every family member, whether they work at the company or not, and any management within the organization who has decision-making capability, one-on-one, face-to-face,” he said. “Based on the results of those interviews, you have to deal with a lot of different issues—legal, financial and interpersonal. You have to line up the reasons why family businesses get themselves into trouble with the transition.”

Nine reasons typical reasons for trouble include… Read more

Hiring Digital Retail Furniture Employees

Hiring Digital Retail Furniture EmployeesFurniture World Magazine  ::  by David Lively

Have you ever read about a time when people believed the world was flat? Or when it was thought the sun revolved around the earth? Sure you have. Well, just as accepted truth about our physical world changes, so do our notions about doing business. In fact, the business landscape is littered with the carcasses of people who were certain they knew the truth… right up until the day they found out that they didn’t!

So that your furniture business doesn’t end up on that trash heap of out dated truths, you should take some time, before it is too late, to review the kinds of people you hire. Read more


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Monday, July 19th, 2010

The Key to Success

“Success is peace of mind

which is a direct result of self-satisfaction

in knowing you made the effort to become

the best of which you are capable.”

John Wooden

What does the late John Wooden have to do with this generation’s retailer?  Absolutely nothing.  But consider Wooden’s legacy as both a basketball coach and a mentor.  Wooden was VERY successful at his job, he won 10 NCAA championships at UCLA in only 12 years.  He was also a disciplined leader that knew how to get his players to perform at the best of their abilities.  Although it is true Wooden probably lacked the knowledge and expertise to be a successful business owner, retailers should strongly analyze his success earned through leadership and strict values.

Success

Success stems through strong values and respect for others.  This means leading your employees through example and providing your customers with complete satisfaction.  Wooden preached the following values needed to achieve success:

  1. Industriousness
  2. Friendship
  3. Loyalty
  4. Cooperation
  5. Enthusiasm
  6. Self-control
  7. Alertness
  8. Initiative
  9. Intentness
  10. Skill
  11. Team spirit
  12. Poise
  13. Confidence
  14. Competitive greatness

These traits were embodied by Wooden during his life as a teacher, coach and mentor.  They were the catalyst for his success and should be emulated by anyone in a leadership role striving for success.

Leadership

Some people are born strong, natural leaders.  These individuals know how to get the best out of their employees, run a successful business and earn customer satisfaction.  Nonetheless, even the greatest leaders fade when they become complacent.  Wooden recognized this fact and applied the 12 following lessons to his daily life to continually grow as a successful leader:

  1. Good values attract good people
  2. Love is the most powerful four-letter word
  3. Call yourself a teacher
  4. Emotion is your enemy
  5. It takes 10 hands to make a basket
  6. Little things make big things happen
  7. Make each day your masterpiece
  8. The carrot is mightier than the stick
  9. Make greatness attainable by all
  10. Seek significant change
  11. Don’t look at the scoreboard
  12. Adversity is your asset

It’s a mistake to believe Wooden’s lessons only apply to basketball coaches or athletes.  As a business owner, your success is dependent upon the ability to lead your employees and please your customers.  Analyze your core values and never become complacent.  The search for personal growth and self-betterment will radiate success that your employees will follow and your customers will benefit from.

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Monday, July 12th, 2010

Facebook Ain’t a Fad, Pt. 2

This  article that was originally published in the June-July issue of Western Retailer magazine:

…continued from Part 1.  I shared with you five easy tips to begin successfully marketing your business on Facebook and non-traditional platforms.  Those were just the beginning steps.  The following five steps are the conclusion to this series and are intended to give you a complete picture of how to use Facebook to tell your story to the world.

Great marketing is about how well you tell your story – regardless of the medium.

Here are proven marketing techniques to make your Facebook page a powerful piece of your marketing mix:

  • Direct marketing is key: Facebook allows you to communicate to your entire fan base with a single post. Drive traffic to your page, announce events, or share news, design tips, or other customer friendly communication. But don’t overuse it. Just as you wouldn’t email a customer five times a day, do not send Facebook direct messages five times either.
  • Get new email subscribers: Facebook provides a powerful static FBML. This tool allows you (with a very small amount of help from your webmaster) to create a landing page designed to help you communicate directly with your potential customers what you want them to do. I suggest this is the perfect opportunity to build the size of your email list.
  • Know your fan base: The Insights tool allows you to see metrics on your fans, such as how many comments and interactions you have, the number of active fans you have in various age categories, the growth of your fan base, where your fans live, and more. I’m not telling you this is the only research information you will ever need, but it is a nice high level view of the people who are following you.
  • Shop your competition: You had better be shopping your competitors everywhere else, so why not on Facebook? See what they’re doing to promote their page and engage fans. Take note of the features they’re using, how they interact with visitors, the type of content and how frequently they post, and their growth rate.
  • Use every feature: Facebook is packed with tools for sharing videos, importing your blog posts, listing events, conducting polls, starting conversations, and on and on. Literally there are hundreds of ways to interact use them all to your advantage. Don’t expect to gain maximum following without maximum effort.

Facebook is a powerful tool. Take a few hours to learn how to use its many options to drive traffic to your business. Don’t fall into the trap of companies like Concord or Bennett. “Who?” you ask. In 1907, these buggy companies believed they would always have a customer base. Three years later the number of automobiles surpassed buggies in the United States.

If traditional media is all you’re willing to consider, perhaps you should buy a Bennett wagon on eBay to deliver it.

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Thursday, July 8th, 2010

Facebook Ain’t a Fad, Pt. 1

This article was originally published in the June-July issue of Western Retailer magazine:

Social media has become the rage of marketing in the furniture business. Those who have taken a “wait and see” attitude will soon figure out this type of media is here to stay. At last count, Facebook had over 400,000,000 active users.  With these massive numbers, it is time to get on the Facebook bandwagon!  Here are some great tips on how to market your business to a new audience with a free and interactive tool.

Great marketing is about how well you tell your story – regardless of the medium.

Here are proven marketing techniques to make your Facebook page a powerful piece of your marketing mix:

  • Advertise your page: People will NOT come just because you build it. That only happens in the movies. In order for people to know your Facebook page exists, you have to tell them. Include the Facebook icon on your and TV advertising, and link to your page from your website and blog. Make sure your Facebook page is properly set up to link back to your website.
  • Build your brand: Mention your page in brochures, direct mail, business cards, email signatures, advertisements, packing slips, fulfillment materials – in short, everywhere. Don’t assume your customers will find you. Using Facebook and other social media logos in your traditional advertising will help potential customers know you have an understanding of how communication is done today.
  • Share your soul. Facebook Fan Pages are a great place to share lots of company information. This is the perfect place to share your mission or value statement, explain your policies, procedures, and special services to your customer base – even post store hours and parking information. Your Facebook page is also a great place to include links for newsletter sign ups, email sign ups, and links to your other social media outlets like YouTube or Twitter.
  • Get them to your Web site: While we all believe our logos are super cool and easily recognizable, I would suggest you use the space designed for uploading a photo to show your company web address. Just because there is space available in the body of your page doesn’t mean your customers will find it down there.
  • Content is king: Marketing experts have known the power of content for years, and the same holds true online. The more information you provide, the better your page will be at attracting, converting, educating, turning on, and retaining your customers. Post something to your wall at least once a day, though two or three times is better. Also, adjust your wall settings to allow fans to post comments, photos, links, and videos. Train your staff to help you.

These five tips will help you to begin making your Facebook page a powerful marketing tool.  However, I have five more great pieces of advice to give you in the upcoming days.  Be sure to return and get the full-scoop on how to successfully tell your story using non-traditional media.

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Friday, June 25th, 2010

Does The Furniture Business Have Anything In Common With The Bus Stop?

Rarely (maybe never) in the several years we have maintained our website and blog have I felt compelled to simply copy a story I read somewhere else. Today is an exception.

I recently read a post from Seth Godin, who wrote:

Becoming a bus company

We all have a vision of the typical bus company, slowly moving people from place to place, going through the motions and showing a lot of fatigue.

Some of the elements that make an organization feel like a bus company:

  • Aging equipment in need of a functional and design refresh
  • Tired staff, punching the time clock
  • By the book mentality, with no room for humanity or initiative
  • Treating all customers the same (poorly) and knowing (and caring) little or nothing about them
  • Acting like a monopoly, with no easy substitutes in sight
  • Lack of eye contact (between employees or customers)
  • Attitude that tomorrow will be just like today
  • No one to complain to, and if you persist, you’ll get a form letter

American Airlines has officially become a bus company, without a doubt. On a recent non-flight (it got canceled) all of these elements occurred. Only one (1) act of human initiative would have made a huge difference.

More and more, I’m seeing bus company behavior from previously great organizations. It’s a symptom of companies (and cultures) under long-term stress. These are all traits that occur when you allow standards to erode, when you embrace the status quo and when management gives up. You don’t need lots of money or squadrons of people to change this, you just need to care.

Ironically, there are new bus companies that are proving that there’s always a way to avoid this fate.

Does this make you think of the furniture industry? It sure stuck me that way!

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