Would you like an original with that sofa?

These days the furniture might be from Asia, but the painting above it is from down the street. More retailers are selling wall décor, sculptures and other pieces of art from local artists. WHEN IT CAME TIME TO BUY A sectional sofa, Michelle Taylor didn’t... Read More

Made in America

Oh what a difference a decade makes. Ten years ago, many manufacturers believed keeping their production in the United States was becoming a liability. Retailers were focused on filling their showrooms with low-priced designs arriving in containers from... Read More

Survival of the fittest

Here’s how to beat the odds and get your family business to grow According to Verne Harnish’s book Scaling Up, there are about 28 million business firms in America. Of those, only about 4 percent, or 1.12 million, make it to the $1 million sales level.... Read More

Like father, like daughter

After his father died, John Keyes took over Naturwood Furniture. He was 18. Lisa Keyes knows about following in a father’s shoes. The first call came in the morning. It was from Stickley. Ever since he learned the manufacturer was looking for a new store... Read More

Purpose-driven sales meetings

Some sales meetings are where minutes are taken and hours are wasted. Here’s how to avoid those. This is the second of a three-part series on how to conduct more productive sales meetings. In this article, I’ve compiled ideas from some of the leading... Read More

Pricing for Profits

Maximizing your gross margin starts with believing in the products you sell. By David McMahon Growth in sales volume and gross margin are critical to the long-term possibility of a business. After all, if you want to serve your customers, pay your employees,... Read More

Control your inventory before it controls you

The faster you turn your inventory, the more you pad your bottom line. CERTAIN THINGS ARE TRUE ABOUT champion business people: They are constantly looking for ways to improve themselves. They can decide on a strategy. They can prioritize and execute... Read More

Are your sales meetings an excuse to nap?

Maybe it’s time to shake things up. Starting this month, a three-part series designed to do just that. “You are cordially invited to a mandatory meeting.” This is an actual memo greeting one former retail giant used to announce all upcoming sales... Read More

Five Minutes with Tom Gadbois

I spent time working for a non-profit organization in the Twin Cities after graduating from college. I’ve always had a passion for helping others. I think what drew me into the furniture industry, and particularly FurnitureDealer.Net, is that my passion... Read More

Beware the Third Generation

Why do family-owned businesses seem to die just two generations removed? At a recent peer group meeting in western Kansas, we were taking a tour and learning a bit about the history of Foster Farms. In the early 20th century, Benjamin Butler Foster owned... Read More