JIM HEILBORN | SHOWROOM DESIGN – IT'S ABOUT THE MESSAGE AND PLACEMENT. -
Does your showroom answer the question. "Why buy?" If not, it may be time for a new approach.
STEFANIE INCE | INSIGHTS FROM THE INDEAL AND INDEAL CARES RETURN TO WORK SURVEY -
INDEAL Cares, together with INDEAL, recently conducted a short survey to ask the industry for its thoughts and feelings on returning to the workplace over a year after the beginning of the COVID-19 pandemic.
JULIA MACHADO | DEALER DESIGNER WORK HAS DRAMATICALLY CHANGED -
The way dealer designers work has changed drastically. I am sure this is not the first time you have heard that. As dealer designers we have to be experts in the industry and in product knowledge.
PMC COMMERCIAL INTERIORS USES NEW 'SUNDAY DRIVE' SHOWROOM TO GALVANIZE MESSAGE FOR ITS CAROLINA CUSTOMERS -
To call PMC's Sunday Drive a showroom is an understatement. One of the drivers from the design side was to demonstrate to the marketplace that you can take an average building in this case and really change the interior to reflect something pretty dramatic.
SKG CLIMBS RANKING OF FASTEST GROWING PRIVATE COMPANIES -
SKG's revenue grew 86% from 2017 through 2019, the period used for the regional ranking. The company's 72 employees serve Austin, San Antonio, College Station and West Texas.
THE EATON GROUP IS A MODEL FOR HOW REP GROUPS WORK BEST -
Creating personal connections is key to Eaton's success. He organizes a group of about 20 dealers and manufacturers to visit Bandon Dunes Golf Resort on the southern coast of Oregon every February and has since the bucket list resort opened 20 years ago. Over the last four decades, Dave Eaton has worked as a rep in the furniture industry, so he has seen a few changes over the years.
EZOBORD AND QUIET EARTH MOSS BECOME INDEAL'S NEWEST BRAND PARTNERS -
EzoBord was an early pioneer in the field of design-driven acoustics, pushing the boundaries with a range of fully customizable acoustic products for ceiling, wall, division and furniture applications.
COMMERCIAL FURNITURE DEALER EMPIRE OFFICE GROWS SALES LEADERSHIP IN NEW YORK AND SOUTH FLORIDA -
Erica Cain and Elizabeth Irizarry have joined Empire Office, a provider of contract furniture solutions, in business development and sales leadership roles.
FORBES RANKS FELLOWES BRANDS ONE OF AMERICA'S BEST MID-SIZED EMPLOYERS -
"Our culture and this recognition is made possible by our devoted people who bring the spirit, care and positivity every day," said fourth-generation CEO John Fellowes.
MC OFFICE FURNITURE PARTNERS WITH OFFICE FURNITURE HEAVEN -
Marc Schwartzberg, OFH CEO, said, "Barry has a wonderful reputation in our industry. What has impressed me is his commitment to exceeding client expectations, no matter the size of the company. I'm eager to build on the outstanding foundation of excellence Barry and his team have provided to their clients over the years.
MIEN CATALOG NOW AVAILABLE IN 2020 OFFICE SOFTWARE -
MiEN Environments has a full product line for K-12 and higher education facilities, including tables, chairs, soft seating, whiteboards, mobile storage and more.
JIM HEILBORN | PLANNING FOR THE INEVITABLE -
If you fail to plan, you are planning to fail! The question they asked me was, "When should I start succession planning?" My answer was, "The day you decided to own your business."
STEFANIE INCE | GETTING YOUR WELLNESS PROGRAM STARTED -
Make wellness something that your team will want to commit to. Consider offering tips, incentives like prizes for participation or a random draw, and weekly or monthly corporate challenges – anything you can do to support the team for showing up and making wellness a priority.
ID+A IN LOUISVILLE PUTS THE SUCCESS IN SUCCESSION PLANNING -
Throughout three decades, ID+A has retained its founding concepts and adapted to the changing demands for workplace design and products. What was true at their inception remains true today: Their unwavering client focus and exceeding their expectations.
CUSTER'S EVOLUTION FUELS 40 YEARS OF GROWTH -
Diversification — both geographically and economically — has helped the dealership tremendously.
WHAT IS THE ELASTIC INTERIOR? -
A survey of 2,000 office workers in 10 countries showed a majority want to work remotely over two days a week on average, double from before the pandemic, according to JLL's research.
ALIANZA / LJ DUFFY FORM STRATEGIC PARTNERSHIP -
Alianza and LJ Duffy's teams have a long, successful history of project implementation for Herman Miller.
CUSTER DRIVES MAJOR ENHANCEMENTS AT JW MARRIOTT IN THE MIDST OF A BOOMING ERA FOR GRAND RAPIDS HOSPITALITY INDUSTRY -
To maintain its well-established standard of excellence in the area's hospitality industry, JW Marriott Grand Rapids worked closely with Custer's team of experts to update the hotel's high-traffic interior spaces.
INTERVIEW WITH 2020 OFFICE RENEWAL SPECIALIST DANA SHWARTZMAN -
2020 has announced Dana Shwartzman has joined the 2020 Office team as an account manager.
VS AMERICA'S CATALOGS AVAILABLE IN 2020 OFFICE -
Focused on best practices for educational facilities, VS develops adaptable, ergonomic and sustainable furniture solutions for the creation of agile learning environments.
BII OPENS NEW SHOWROOM IN SPOKANE, WASHINGTON -
The new showroom in Spokane is open now and serves as a hub for client meetings and furniture project design and planning.
ENROLLMENT FOR SOLOMON COYLE SPRING PM TRAINING SESSION NOW OPEN -- INTRODUCING A NEW TRACK FOR NON-ALIGNED DEALERS -
Designed specifically for dealer staff, Solomon Coyle's PM Training program is delivered through 10 interactive webinars, individualized instructor attention, a wealth of field-proven work tools and supporting materials and a final exam to help measure student comprehension.
LEGRAND | AV NAMES NUTECH GROUP AS NEW SALES REP FOR MID-ATLANTIC U.S. -
The NuTech Group has earned a reputation as one of the most highly regarded manufacturer's reps in the country.
PURE WORKPLACE SOLUTIONS ANNOUNCES ALIGNMENT WITH KNOLL FOR THE STATE OF KANSAS -
PURE's new alignment includes access to the full Knoll portfolio of furniture, textiles, leather, architectural products and accessories.
AOS INTERIOR ENVIRONMENTS: CONNECTING TO COMMUNITY IN THE BIG EASY -
AOS has been outfitting New Orleans and the rest of southern Louisiana with great furniture for 45 years. The dealership has grown to be the largest in New Orleans by combining community pride with outstanding products and service. AOS also does things a little differently when it comes to the operations side of the business. The company does all the warehousing, delivery and installation functions largely in house, which is a rarity among dealers these days.
A PERFECT PARTNERSHIP: TECHNOLOGY AND MANUAL LABOR -
Without question, technology has long played a significant role in the design and construction of interior environments. Today, top‐tier installation companies are upping their technological prowess to keep the industry moving amid the worst market collapse in generations.
WORKSCAPES HELPS TAMPA GENERAL HOSPITAL QUICKLY BUILD 17 ICU BAYS -
Workscapes, an office interiors company in Tampa, Florida, recently completed a project with Tampa General Hospital.
FROM THE EDITOR | WELCOME TO THE SECOND ISSUE OF MIDPOINT -
This month we are focusing on installation, a major part of the sales process, especially at the dealer level.
JIM HEILBORN | CHOOSING AN OUTSOURCE INSTALLATION COMPANY -
Operational flexibility is one key to creating an operational profit center as opposed to just another cost center.
STEFANIE INCE | THE CASE FOR SUPPORTING WORKPLACE WELLNESS AND EMPLOYEE WELL-BEING -
INDEAL Cares' first annual employee health and wellness survey found 66% of respondents stated COVID-19 was taking a toll on their physical and emotional health.
CHINA INTERNATIONAL FURNITURE FAIR REMAINS A CONSTANT, DESPITE LOCKDOWN IN OTHER PARTS OF THE WORLD -
With an area of more than 8 million square feet, the China Import and Export Fair Complex in Guangzhou is expected to host 4,000 exhibitors and 300,000 visitors.
JC WHITE AWARDED BEST IN CLASS AGAIN -
Haworth leadership announced JC White has been awarded 2021 Best In Class status.
JK MOVING SERVICES HIRES MARK DINEEN AND ALYSON NASH: OFFICE FURNITURE VETERANS BRING SUBJECT MATTER EXPERTISE TO EXPANDING SERVICE -
JK Moving Services has hired Mark Dineen and Alyson Nash to its commercial business division to expand the furniture and workplace installation service provided to clients.
ARCADIA AND ENCORE APPOINTS ALLYN-RAE GROUP AS INDEPENDENT SALES REPRESENTATIVES FOR FLORIDA -
The Allyn-Rae Group focuses on marketing and branding, not only for their own firm, but the manufacturers they represent.
WHEN FURNITURE INSTALLATION IS LITERALLY A LIFE AND DEATH SITUATION -
Commercial Furniture Transport was the one called recently for a project that is helping people survive the pandemic.
WELCOME TO THE FIRST ISSUE OF MIDPOINT -
Magazines take a few issues to really get rolling. You may not have heard about Midpoint until now, and we don't blame you (we were in the depths of the pandemic when the magazine was announced). Midpoint will be 100% dealer/rep focused. That gives us a lot more latitude in what we publish. The magazine could not have happened without the help and encouragement from our friends at INDEAL, the dealer group that has grown from a purchasing group to the de facto dealer organization in the industry.
THE PHYSICS OF SALES -
By Jim Heilborn | Too many salespeople are busy but not productive. It is often because they have no real daily plan of action. It is critical for salespeople to stay in motion.
STUDIO BY DEKKO'S LUNA SHINES IN EXPANDING GALAXY OF DEKKO DESIGNS AND PRODUCTS -
Luna, unveiled last fall, stands alone as a striking statement piece while providing a powerful charging capability for all kinds of devices — smartphones, tablets, computers — and for settings that include homes, hotels, offices and hybrid spaces. Dekko collaborated with Gensler, serving as product design consultant, for Luna.
'MOVING DESIGNERS' PROGRAM DESIGNED TO HELP DEALERS CONNECT TO CUSTOMERS AND HELP IN THE SALES PROCESS -
The dealer designer is such a critical role, such an important role, and sometimes overlooked or forgotten in the sales process. The job is getting even more challenging since much is now done on Zoom calls, and technology is becoming more complex.
OFFICE REVOLUTION ACCELERATES GROWTH WITH LOCATION IN RALEIGH, NORTH CAROLINA -
The Raleigh location is the first outside of the Midwest market for Office Revolution, which is headquartered in Chicago and has locations in suburban Chicago and Columbus, Ohio. The company is one of the largest Teknion dealers in the country and has been recognized with Teknion's Orion Award for excellence in sales, service, community involvement and customer satisfaction.
HAT CONTRACT / SIS ERGO DOES ITS 'HOMEWORK' -
HomeWork does more than simply sell the product through an e-commerce website. The products are packaged properly for home delivery, installation services are offered and marketing support is provided. HomeWork helps HAT Contract/SiS Ergo maintain and strengthen its relationships with its dealers.
FORWARD SPACE CELEBRATES GRAND OPENING OF NEW MILWAUKEE SHOWROOM -
The new building is at 2020 South Street 4th Street, directly across the Kinnickinnic River from Michels Corporation's new headquarters. In addition to the new Milwaukee showroom, Forward Space has a newly renovated satellite office in Chicago's Merchandise Mart and in December had a ribbon cutting at its more than 100,000 square foot headquarters and warehouse in Wood Dale, Illinois.
RESOLUTIONS FOR A HEALTHY NEW YOU -
Sometimes, the resolutions that people choose are restrictive and unsustainable, leading most people to break their resolutions within a few weeks…resulting in people making the same resolutions year after year. This year try to make resolutions that can improve your health – and can be followed for life!
FURNISHING INSPIRING SPACES - THREE NORTH AMERICAN FURNITURE DEALERS JOIN TOGETHER TO FORM ONE: 'THE COLLECTIVE' -
This new furniture titan will become the largest Teknion furniture dealer in North America, positioning itself to manage furniture standards for its extensive portfolio of clients in the U.S., Canada, and the Caribbean.
SITONIT SEATING CONSOLIDATED CATALOG AVAILABLE IN 2020 OFFICE -
The new catalog provides customers with a one-stop shop experience for products which previously were separated into three different catalogs.
TAMPA DEALER WORKSCAPES SIGNS WAREHOUSE DEAL NEAR YBOR CITY, PLANS TO LEAVE WEWORK PLACE IN DOWNTOWN TAMPA -
The new location will also serve as a last-mile fulfillment facility for Workscapes clients on the Gulf Coast, Founder and CEO Elizabeth Dvorak said. It will be home to 35 employees.
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