In a price-driven retail environment, it’s easy to assume customers won’t spend beyond the lowest advertised price. In furniture retail, that assumption is often the greatest barrier to sales success. The difference between transactional and consultative selling determines whether a retailer competes on margin or competes on value. Two stories
How Strong Leadership Drives Performance, Culture, and Consistency Traffic patterns fluctuate, customer expectations continue to evolve, and competition remains strong in retail today. While marketing strategies and product assortments play an important role, long-term profitability is driven by one consistent factor: effective sales management. Sales management is not simply about
The G.R.O.W. Sales Coaching Model Part 2 There is nothing more valuable to ANY business than its people. And yet, so many owners and leaders look right past this crucial asset, focusing on what they consider as more pressing issues, revenue growth, and the many ‘fires’ that crop up during
As the furniture industry evolves and competition increases, we must ensure our sales associates and managers are consistently trained to meet customer needs and deliver great experiences. Today’s customers are more informed, digitally connected, value-driven, and experience-focused than ever before. At the same time, retail teams are navigating staffing challenges,
The G.R.O.W. Sales Coaching Model Part 1 In speaking with hundreds of furniture retailers over the last two years, I have heard that everyone is experiencing economic challenges and feeling the same pain at different levels and in different parts of the business. Challenging times increase the need to look
Retail furniture buying in the United States is undergoing seismic shifts, marked by new technologies, evolving consumer expectations, and changes accelerated by recent global events. The ” What Shoppers Want: U.S. Insights on Furniture & the Future of Retail” presentation in the HFA Retailer Resource Center at the High Point
Furniture is deeply personal. Every day, we meet customers who are excited about finding the right piece, yet also understandably nervous. A shopper discovers a sectional they love, tests the comfort, scrolls through images online, and then pauses with the same questions we hear again and again: Will this really
Today, customers are not just comparing prices, they are comparing experiences. Especially in furniture and mattress retail, where purchases are emotional, personal, and often long-term, shoppers remember how you made them feel far more than what they paid. Independent merchants have a major advantage. You can deliver a buying experience
Many retail buying journeys begin online through research, browsing, comparison, or early product discovery. Shoppers expect digital guidance before they ever enter a store. They look for clarity, inspiration, and confidence in every interaction. A website often influences a purchase more than any single conversation on the sales floor. A
If you’re in furniture retail or manufacturing, chances are you’re sitting on an incredibly valuable marketing asset — and don’t even know it. I’m talking about 3D product data. These are the CAD files, renderings, and digital models that most manufacturers create during product development — not for marketing, but
Geo-fencing is one of the most talked-about tools in local advertising, and one of the most misunderstood. For furniture retailers,
Furniture retailers do not need more random posting. They need content that earns attention, creates intent, and gives shoppers a
What if the biggest threat to revenue isn’t the customer who walks away? What if it’s the customer who stays?
A sweeping Russia sanctions law signed just last month (The Graham Act) is now largely on hold, and the details
The Home Furnishings Association (HFA) is excited to announce that nominations are now open for the 2027 HFA Pillar Awards.
A beautifully merchandised room turns heads — but an intentionally merchandised showroom sparks inspiration and communicates your brand identity in ways a logo never could.
New research from Elevate puts the Gen X woman at the center of the furniture story. Surveying 1,210 Gen X shoppers at every stage of
MEMBER-ONLY DISCUSSION: Merchandising Connect with fellow HFA member retailers to exchange insights, challenges, and successes in merchandising. Share ideas for
