Sales

HFA-selling is show business_IHFRA
Jonathan Schulman
Selling is show business

I must preface this blog with the fact that I just got off a red-eye flight, and I’m sitting in the United Airlines lounge in Newark at o’dark thirty in the morning waiting to head to High Point for pre-market, so please bear with me. Don’t let the fact that

HFA CEO Blog_10-21-The Challenge of a Hybrid Business Model
Mark Schumacher
The challenge of a hybrid business model

Have you noticed that you now have to be good at three things? In our case at HFA, like every other business, we have had to create a hybrid business model. COVID world, we now have hybrid gatherings, or in the case of your business, you have a hybrid business

HFA_Blog_Is a Furniture Rep Training your Staff
Jonathan Schulman
Is a Furniture Rep Training your Staff?

I was all set to tap out a blog post about something near and dear to my heart – good profits vs. bad profits. This topic is such a subjective one that it’s probably worthy of a complete book. Hey, there’s an idea. However, the other morning, I woke up

HFA_Company culture reset can serve customers and your team_Jonathan Schulman
Jonathan Schulman
A company culture reset can serve customers and your team

Oh good, you’re still here. You survived the quarantine and figured out how to keep the business going and serve customers. If what they say about the things that don’t kill us makes us stronger, then I gotta believe we all have a little bit of Tom Cruise in us.

Salesperson Mutiny_Jonathan Schulman_HFA
Jonathan Schulman
Salesperson Mutiny: Handling salespeople who hijack your floor

After spending most of the past month doing sales meetings every morning, I’ve been exposed to tons of different kinds of salespeople. I thought that, in this modern age of information and with the benefit of developed high-level management theory, apathy and disengagement would be a thing of the past.

Customers' feet leaving a store
Jonathan Schulman
What are you doing that prevents sales?

Often, talking to staff cannot only let you know what’s working but also what’s not. There might be things that you aren’t even aware of that prevents sales. That’s where perspective comes in. Last week, I had a timely interaction with a fellow soccer dad while waiting for our daughters

The word customer written on a chalk board
Jonathan Schulman
Are you mission-driven or profit-driven?

Customer loyalty. Wouldn’t you love to have all of your customers be loyal? Why? Loyal customers come back more often, spend more money, buy more items, refer their friends, and provide valuable feedback. These are your best customers. When I was working the floor and saw a be back walk

Diverse business leaders standing with arms folded
Home Furnishings Association
Sales leadership improves the bottom line

Great sales begin with proper leadership, and one of the best ways to outperform the competition is with the right sales leadership approach. Recently, HFA’s CEO Mark Schumacher spoke with retail sales management expert Karen Barry from The Friedman Group about how building better sales habits can create a repeatable

Maintenance sign wrench and screwdriver tools.
Cate Gallagher
Digital tools bring sales success in new reality

It seems we are working our way out of the introduction phase of life during a pandemic and entering the phase where we start to adapt. The past few months have brought some sales challenges to light based on how customers want to do business moving forward: digitally. It is

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