More important, what should they do? At a peer group meeting of eight successful construction industry CEOs years ago, the members began discussing how to get the most out of an industry standard software package. One CEO asked another a question about how to key in data to produce a
In Shakespeare’s King Lear, an aging king divides his kingdom among his daughters based on flattery. The daughter who speaks honestly is disowned, and Lear ultimately loses everything. This story is a cautionary tale for family furniture business owners: poor succession can erode not only the business you’ve built but
“We need to talk.” Those four words can be intimidating in any relationship. In family-run furniture businesses, they can feel even heavier—especially when what you need to say is: “Mom, Dad, I’m ready to lead.” For decades, your parents have poured their energy into building the store, the brand, and
Longevity is one of the most defining shifts of our time. Americans are living longer, healthier lives than ever before, and that reality is reshaping how family-owned and closely held businesses must approach succession planning, leadership, and financial planning for home furnishings retailers, in particular, where family involvement runs deep
Strengthen Your Business While Preserving Family Harmony Compensation planning in a retail furniture business often feels more like an art than a science. You’re balancing the need to motivate and retain top talent—family and non-family—while ensuring the business remains profitable. For family-owned furniture retailers, the conversation becomes even more layered.
Defining Roles, Purpose, and a Path to Leadership Bringing a son, daughter, or younger family member into your retail furniture business can be rewarding and challenging. There’s pride in continuing the family legacy and hope in watching a new generation step forward. But without the right structure, what starts with
Sometimes those extra years play havoc with your retail succession planning Recently the Centers for Disease Control and Prevention produced a paper called “Death in the United States.” While this might seem to be a morbidly unusual article for the Home Furnishings Association, please bear with me because the data
Most furniture retailers are sitting on a goldmine and don’t even realize it. If you have a list of customer
For business owners, change isn’t a seasonal disruption, it’s the daily reality. Customer traffic fluctuates, employee availability shifts, and unexpected
When service contracts are presented alongside customer furniture selection, they feel natural and valuable. When they are saved for the
HFA Announces the 2026 Pillar Award Winners The Home Furnishings Association (HFA) is proud to announce the recipients of the
Many home furnishings retailers are closely watching the possibility of tariff refunds following recent court rulings on IEEPA tariffs. For
Coaching That Closes: How to Develop High-Performing Sales Associates Great sales teams aren’t built by chance, they’re coached with intention. In today’s furniture retail
Selling Like a “Million-Dollar Writer” What separates a good sales associate from a true million-dollar writer? It’s not luck, and it’s not just traffic.
MEMBER-ONLY DISCUSSION: Sales Management Connect with fellow HFA member retailers to exchange insights, challenges, and successes in navigating family business
Great sales teams aren’t built by chance, they’re coached with intention. In today’s furniture retail environment, sales leaders must strike
