The Trend Report

Jeff and Jennifer have spent their entire lives watching the changes in the furniture industry. Their father founded DARRAN Furniture and now they have stepped up to continue his work. Listen as they share their background, their passion for the industry, and what it’s like running a company together as siblings.

It wasn’t just a love of furniture that pushed their father to create DARRAN Furniture. He knew that there was more to offer the industry when it came to casegoods and he was driven to show it. He offered his customers more options and mass customization and created a wealth of jobs for his local area.

Now Jeff and Jennifer manage the business and they’ve started to change the furniture offerings that DARRAN presents. Listen as they share more about why they shifted their products lines and how that shift has helped them.

They are also dedicated to maintaining U.S. based manufacturing to continue to help support their local economy. Their loyalty to the people in their community is the backbone of the company and fits perfectly with their core values.

Jeff and Jennifer are truly a dynamic duo in the industry and you won’t want to miss out on their perspective and their banter. This brother and sister team have made working together work for them and the industry as a whole has been elevated because of it.

Listen in to learn all about DARRAN Furniture and the family that has kept it afloat through some tough economic times!

In this episode:

[01:39] Welcome to the show, Jeff and Jennifer!

[02:48] Jeff discusses the history of the company.

[04:32] How the type of furniture they make has evolved over the years.

[06:47] Jennifer and Jeff share some of the biggest milestones the company has had over the last eleven years.

[11:39] Listen as Jennifer and Jeff discuss why they have kept the company in North Carolina.

[14:41] Jeff speaks about selling to the U.S. only and why they have never gotten into the import business.

[17:25] Jennifer shares some challenges they are facing now through the pandemic.

[22:07] Listen as Jeff and Jennifer discuss their new screen division.

[26:05] Jeff and Jennifer speak about their new product line called Honey.

[30:58] Listen as they share what it’s like to be a dynamic brother sister due and how they work together.

[33:52] Thank you both for being on the show!

Links and Resources:

Connect with Jeff & Jennifer:

2020 is FINALLY behind us. While it certainly didn’t pan out as expected, it wasn’t all bad. I like to focus on the good things, but it’s important to look back on what went wrong to make sure that you make the right changes. I’m digging into 2020 and sharing my goals for 2021.

Just before Covid hit, my family and I took a trip to Europe. We had to cut the trip short by a day, but it was amazing to see my teenage children experience other cultures, foods, and customs.

We also launched this podcast! For years I’ve wanted to share more about our industry by putting content together in a podcast and this year I made it happen. Along with increasing my content output with the podcast, I’ve also written 27 articles for The Business of Furniture Magazine.

My goal was 25 articles, but I definitely surpassed it and I’m proud of the information I’ve been able to share with the audience.

But it wasn’t all good. We definitely had some flops this year, but we learned so much through it all.

Listen in to hear all about the good, the bad, the ugly, and how I plan to use what I’ve learned this year to make next year so much better!

[01:28] Welcome to the first episode of 2021!

[02:06] I highlight some good things that happened to my family and me in 2020.

[05:32] We launched this podcast!

After spending years in sales and managing digital products, Phil Polishook decided it was time to get involved with manufacturing physical products. He had the opportunity to take over DeskMakers and started in on manufacturing office products and furniture. Listen as he shares his story, what it’s like to be a small manufacturer in L.A., and his advice to the leaders of today.

There’s a surprisingly large number of manufacturers in California and it’s very well positioned for a strong local market. However with new changes in the laws, the cost of operations continues to skyrocket. Changing circumstances has had Phil looking to expand into other markets such as Texas.

Phil has also recently acquired Scale 1:1 and shares how that acquisition has fit in beautifully with DeskMakers. He’s continued to make strategic growth decisions that have helped him to better meet customer needs without outgrowing his market or his operations.

Most important to today is how he has led his company during this massive time of change and transition. He has learned so much about leadership in general and has taken his own skills to the next level. Listen as he shares his advice for leaders everywhere.

This was a fantastic conversation with a dear friend and client and I can’t wait for you to hear it.

In this episode:

[01:13] Welcome to the show, Phil!

[01:35] Phil shares his background and his company DeskMakers.

[02:41] Phil speaks about why he bought into the industry.

[05:26] Listen as Phil discusses what it’s like to be a U.S. manufacturer in California.

[09:07] Phil chats about being a small manufacturing company in L.A.

[15:07] Phil shares the acquisition of Scale 1:1 and how it has merged with DeskMakers.

[18:32] How industrial designers make the products tie together.

[22:53] Phil discusses the challenges he has with working through a dealer channel.

[27:46] How his small business stands out in the sea of large manufacturers.

[33:06] Phil gives some advice to leaders who are leading through transition.

[36:20] Thank you for being on the show!

Links and Resources:

Connect with Phil:

What is it called when design meets solving the problems of the world? For Susan Pelcznski this is called design thinking and it is something that she has been doing for her entire career. Creating solutions to problems that make sense from a design and user experience perspective is one of her greatest loves in life.

As an example, Susan was called in to help design a space for families that included activities for young and old. However the space was not family friendly at all. Children were meant to climb to the top of a structure but there was no way for family to follow. She helped work with the architects and designers to create a more family friendly space.

It’s this type of thinking that helps create innovation in all spaces, but also helps as we move into the needs of a post-Covid office space and furniture design.

Susan also creates workshops to further the ideas behind design thinking and innovation. She’s sharing all of her tips on making them fun and interactive even if they must be virtual.

If you’ve been trying to think of creative solutions to new problems, then you’ll want to listen in to hear Susan’s insights. This is a must listen episode as we move into creating solutions in a post-pandemic world.

In this episode:

[01:13] Welcome to the show, Susan!

[01:26] Susan shares her background and where she is now.

[03:37] Listen, as Susan describes what design thinking is.

[05:17] Susan speaks about what got her interested in design thinking.

[08:43] Susan discusses a project where design thinking was used.

[14:31] Susan shares how she sets up a workshop and what prep work she does.

[18:33] Listen as Susan speaks about the workshop she did around the breathing zone.

[22:14] Susan defines what empathy means to her.

[25:20] Susan gives some advice to the listeners in the furniture business to help their customers return to work.

[33:14] Thank you so much for being on the show!

Links and Resources:

Professional coaching is valuable in any field. In the past, coaching was seen as more of a mentoring role, but now it is a key way to build skills and network to increase your efficacy in your field. Listen as I share my thoughts on the importance of coaching while being interviewed on the Privacy Matters Podcast with Andrew Vawter.

Coaching is the new term for professional development and it has become a huge business in the past couple of decades. While this isn’t a new concept and professional coaches have been in the workplace since the 80s, the way we coach now is completely different.

We go beyond simple professional development and dig deeper into your actual goals, desires, and strengths to find the perfect blend of challenge and workplace satisfaction. But there’s more to it than even that.

With Embark CCT we also build out business strategy and help you see the big picture while focusing on the details. I have been in the furniture industry for my entire professional career and what I found was that no matter what area of the industry you’re in, coaching is key.

I’m sharing my thoughts on the evolution of coaching, why it’s important for every team across your business, and how it has impacted my career and those of my clients. If you’ve considered coaching for yourself or bringing someone in for your team but aren’t sure if the benefits are there, then listen in and get ready to be amazed.

In this episode:

[01:02] Sid is being interviewed on the Privacy Matters podcast.

[01:26] Sid shares his background and his journey to where he is today.

[02:23] Business strategy and coaching are the predominant two things that Sid and his  team do. Listen as Sid goes in depth about these two things.

[08:12] Andy discusses how they tried to keep the culture of the business during the pandemic.

[13:20] Sid shares some ways to apply professional development.

[16:07] Sid speaks about the future and how the office furniture dealer needs to focus on an industry expert, not a product expert.

[18:03] Sid defines what neurodiversity in the workplace means.

[22:47] Sid believes what they do is supporting the change that their clients are going through.

[27:09] Understanding problem centric and product centric and trying to be a more problem centric dealer is important.

[29:49] Thank you for listening!

Links and Resources:

Designing functional contract furniture with style isn’t always easy, but it is the passion of both Jeffrey and Lindsay Braun. This husband wife duo has been designing and building furniture for 13 years and their passion is evident. Listen as they share more about their background, how they got into the contract space, and why they love this industry.

Jeffrey and Lindsay met at a coffee shop in Seattle. From there, their relationship evolved as did their love of furniture design. Jeffrey was initially in set design, but hated the impermanence of it. So he moved into interior design. It was then that he realized that furniture was his true love. 

Lindsay says that as her love for Jeffrey grew so too did her love of furniture. They now create new fashionable lines for contract interiors but also custom furniture for some of their high end clients. 

Jeffrey shares how he finds inspiration for new lines of furniture for Emblem and how that process looks different for their clients. They are both very involved in the creative process and work hard to balance creativity with practicality. 

Their story is truly an amazing one. Listen as they share how they run their business and stay in love with their work and their relationship. Their ability to not let work impact their relationship is inspiring. You won’t want to miss this episode. 

In this episode:

[01:15] Welcome to the show, Jeffrey and Lindsay!

[01:30] Lindsay shares what Emblem is and what they do.

[04:02] Lindsay talks about the first time she met Jeffrey and how the relationship grew.

[07:05] Jeffrey discusses his background and how he got into product design.

[12:08] Jeffrey shares where he gets his inspiration and his process when designing furniture.

[16:54] Listen in as Lindsay discusses how the industry has changed with the pandemic and how it has changed their company.

[18:57] Lindsay speaks about how she believes the need for their furniture will grow in the next five years.

[22:14] Lindsay discusses where they have pivoted in their company to create another revenue stream.

[25:13] Jeffrey shares the one thing he designed that he is the proudest of.

[27:13] Listen as Lindsay speaks about why she is so proud of launching Emblem.

[30:43] Jeffrey gives some advice to aspiring product designers.

[33:27] Lindsay believes that patience is the one thing she believes that leaders need to have.

[37:18] Thank you so much for being on the show!

Links and Resources: 

Connect with Jeffrey and Lindsay:

In the last decade, there has been a 208% increase in the overall use of the internet in day to day life. That means that the majority of Americans are on the internet each and every day. Are you capturing those leads with a targeted digital strategy?

Part IV of creating a strategy in a post-Covid world is all about harnessing the power of digital marketing to connect with your customers and clients and generate more sales.

But how can you do this?

Digital marketing is about way more than consistently posting to social media. It’s also about creating content that is relevant to your market and connecting with people day in and day out.

It’s about creating a strong email marketing strategy and creating trusted resources that your clients can use to better understand the industry and your place in it.

Listen as I share the different types of digital marketing platforms, why you don’t need to master all of them to be effective, and why it’s so important to implement a digital strategy today. If you’ve been struggling with your online presence, then you won’t want to miss this episode.

In this episode:

[00:57] Welcome to the show!

[03:03] The role of digital marketing in your business.

[04:41] Ten different types of digital marketing that are the most important to building an online presence.

[06:10] What is involved with digital marketing.

[07:30] Why you need an ecommerce platform as part of your digital strategy.

[08:12] What you need to go down the path of B2C.

[10:03] Hear data about what happens in one minute on the internet.

[11:45] Is text message marketing the next big thing?

[12:38] A quick recap of the four parts to your new sales strategy.

Links and Resources:

Connect with Sid:

No matter what area of a company you work for, you are intrinsically tied to the sales team. Every single customer facing position is selling the company as a whole. So how do you hire the right team to represent your company and the right leaders to inspire them?

Andrew Vawter of MPS has focused his efforts on building cohesive teams with dedicated leaders. Through various personality and aptitude tests he’s learned which types of people excel in which roles and how they prefer to be managed. His focus on the individual has led to a team that is dedicated, focused, and high-achieving.

For leaders one of the most important things to realize is that you cannot manage everyone in the same way. Not every person needs the same type of feedback at the same times. Every person reacts to compliments differently. Each person needs to be managed in a way that makes them feel confident while still addressing how they can be better.

It’s also important to note that there is no such thing as failure. As a leader it is imperative that you realize that a missed goal is not a failure but instead a learning opportunity.

Listen as Andy and I dig deep into creating healthy, well-rounded teams and building a business in the middle of a huge market disruption. It is possible to be successful and grow despite market volatility. Andy and MPS have done it. Listen in to learn more.

In this episode:

[01:08] Welcome to the show, Andy!

The climate of sales has changed dramatically in the past several years and even more so this year. Buyers are more savvy to the typical sales tactics, and while no one has ever liked to be sold to, people now are much more likely to realize they’re being sold. How does this affect your sales strategy?

Well, the most important thing is to create a sales enablement strategy. What does that mean? Essentially, your sales and marketing teams need to work together to build a solid foundation to best appeal to the customer and build buyer engagement.

Listen in to learn how sales enablement works and why you need to embrace this new process in the post-Covid future.

The sales conversation needs to be just that. A conversation. A give and take where the buyer knows that your goal is to take care of their needs. It’s time to stop starting with the sale and to start getting to the bottom of your client and customer’s primary concern.

In this episode:

[01:30] Sid discusses the third element that will allow you to create the most effective sales team.

[02:00] Listen, as Sid defines sales enablement.

[03:50] Sales enablement allows many salespeople to achieve quota in a scalable, predictable, and repeatable fashion.

[05:20] Sid shares the five basic principles on how to enable your sales team.

[07:38] Who owns the sales enablement process?

[08:51] How sales enablement works.

[12:52] Why you need to use social media .

[14:34] Stop going straight for the sale. Learn why.

[16:03] A three-prong strategy for posting on social media.

Connect with Sid:

We’re moving into part two of creating a post-Covid sales strategy. In many ways, now is the time to be more invested in customer service and relationships, but also to invest in your learning!

Think about interior designers. They’re constantly learning and growing because they’re required to take continuing education classes to keep their licenses. We may not be licensed, but why shouldn’t we continue to invest in our knowledge of the industry overall.

Your sales team likely knows all about the products, but do they understand the psychology of sales?

So now is the time to establish yourself and your team as an expert in the industry. People want to work with the best and there’s no better time to invest in learning and spend time understanding the industry in a new way.

You also need to encourage yourself and your teams to look at problem-solving differently. The problems have changed. Have your methods changed as well? I know we’ve only been in this place for a few months, but our industry has truly been forever changed.

Become known as an expert who thrives on solving problems and people will be tripping over themselves to work with you.

Listen in to hear more about the two other elements of this new sales strategy and don’t forget to come back in a couple weeks for part three!

In this episode:

[01:36] At the end of the day, what we sell is change.

[02:48] Let's dive into two of the four core elements that need to be part of your sales strategy and plan going forward.

[03:41] Learn more about the first element, being an expert.

[07:12] One of the best ways to become an expert in our industry is by becoming a student of our industry.

[12:13] The second element is problem-solving.

[17:18] How to incorporate the customer's problem as part of your sales strategy.

Connect with Sid:

Your workforce is the number one expense in your business. It doesn’t matter if you’re an entrepreneur, a CEO, or a manager, the most money you’ll spend in your business will be on the people who work for you. Why aren’t more business owners talking about workforce management?

That is the question that Regan Donoghue has been asking herself for years. After working for a variety of companies in ergonomics and workforce management, she has realized the power of asking poignant questions.

As the conditions of our workforce change due Covid-19 and the increasing ability of employees to work remotely, what does this mean for our management best practices? According to Regan, it means that finding the right amount of flexibility will result in the strongest of teams.

The concept of the workplace has only existed for about the last 140 years and human beings have been rebelling against it almost that entire time. Sure you’ve got several employees who relish the ability to go to work and come home with complete separation between the two facets of their lives.

But what about everyone else?

Listen as we chat about the concept of workforce management and how you can begin to better understand your employee preferences… and more importantly, why their preferences matter.

In this episode:

[01:24] Welcome to the show, Regan!

[02:09] Learn about Regan and what she is doing today in the community that she serves.

[05:56] She chats about the new business she and her father just started focusing on workforce strategy.

[08:20] Why the workforce is where we need to focus.

[12:24] What is workforce strategy?

[18:16] How you can better impact your workforce.

[23:53] Culture does not exist without the people.

[25:21] Ways to check in with your employees around their mental health.

[30:56] Learn more about workforce strategy.

[32:20] Regan highlights the services they offer at SIMCONSULTS.

Connect with Sid:

When someone asks you what you sell, what do you say? For many of us, we immediately think of the actual products that we provide to our customers. However, have you ever stopped to think about the reason behind the products you sell?

I firmly believe that what we’re actually selling is change. When companies want to improve the quality of work and environment for their employees, they’re making a change. When they want to uplevel their outward appearance for clients and customers, they’re making a change.

Change is what makes our industry so profitable, and change is what 2020 has been full of. How will that impact sales for this year and beyond? Listen in as I share the first of a four-part series on ways to update your sales strategy in this new remote climate.

This Covid era will end, but the workforce and the workplace will likely forever be changed. I’m sharing my tips, tricks, and strategies to be an agent of change during this time and in the years ahead. So keep an eye out for Part II coming out in two weeks!

In this episode:

[01:13] Welcome to the show!

[01:25] This is the first installment of a four-part series to spotlight what your sales strategy will look like in 2021.

[03:07] What do you actually sell?

[04:41] Statistics that have a direct impact on our industry.

[06:33] Unofficial statistics that impact our industry.

[09:43] The six keys to unlocking breakthrough value while discovering how to transform your business.

[12:47] Coming up next...

[13:35] Thank you for joining me today!

Connect with Sid:

There isn’t an industry on the planet that hasn’t been hit by the pandemic, but there are many businesses that are now thriving despite the turn in the economy. Why is that? Why have some businesses flourished while others have floundered?

Frank Bucher joins me to discuss how Formaspace has transitioned their business to have better reaction times and amazing customer service allowing them to thrive in this time.

Formaspace is a manufacturer of lab workbenches and industrial furniture. They design and manufacture custom furniture for offices, hospitality businesses, and other markets. What sets them apart from other companies just like them?

Their focus on creating strong, dynamic partnerships with their clients, employees, and vendors.

Listen as we chat about their experience during the pandemic, how they were able to shift and still deliver quality products at lightning fast speeds, and why they’re proud to be a small business. Every big business started as a small business. What Formaspace has done is what makes a small business, big.

In this episode:

[01:07] Welcome to the show, Frank!

There is one thing all the experts can agree on and it's the fact that the workplace is changing and changing rapidly.  It was my pleasure to welcome Kay Sargent, Director of Workplace at HOK to today's podcast!  Kay shares some really insightful information during our conversation and I'd encourage your to listen to it carefully and take notes - this is a great episode!  Hope you enjoy!

Connecting our community in a powerful way, by creating an organization that allows us to give back - that's INDEAL Cares!  In today's episode, Dave Bloch, the founder of INDEAL Cares shares who they are, what they are doing and why this is an important initiative for our industry to get behind!  I hope you enjoy this informative and powerful conversation!  

Facing a host of challenges at the beginning of March 2020, my guest today, Tabatha and Meredith figured out what they needed to do to not only succeed but to thrive!  Today's episode is exciting and fun, but it's also packed with amazing value on how you can overcome the challenges that are put in front of you and thrive.  And, when you have the courage to step up and create value packed videos, that make people smile, laugh and get to know you, it's a winning combination!  I'm excited to share their story with you and how #carpetkaraoke has become a world-wide sensation!

Grab a pen - you're going to want to take notes in this one!  Enjoy!

Burnout is something that all of us can experience, especially now.  In today's episode, I share with you the 5 types of burnout and 5 ways, but a bonus way, you can move through this and thrive!

Today's episode is a great conversation with my friend and fellow coach, Dr. Demetria Henderson!  In this conversation, Dr, Dee shares her story of how she went from the corporate world to becoming a professor then a Certified Professional Coach - and it's a really amazing story!  We also talk about importance of organizational behavior in the work place and how her coaching practice focuses on those in the "marginalized population" can discover where you are, where you want to go and how to get there.

Today's episode is a replay of an interview I did with Bryan Lake of the Bridger Group.  This interview was conducted prior to the rebranding of their organization from Sales Consultants of Grand Rapids to the Bridger Group.  The information and tips Bryan shares in this interview are important and relevant to anyone that is currently in the job market - and give the rising number of people looking for work, I felt this was an important interview to share with you.

Today's episode is a conversation between you and me!  It's a first for me and I know it's not perfect, but I'm sharing my passion for networking - especially the new way - the digital way!

Today's episode is a powerful discussion with Amanda Schneider, the President of ThinkLab - an industry leading research firm helping leads make informed strategic decision in their business. 

Today's episode was an unplanned, unscripted and an off the cuff conversation with my long time friend and fellow entrepreneur, Joe Stradinger.  Joe and I have a conversation about the "art of conversation", the impact of COVID19 and our mutual passion to help people!

We are all dealing with loss in one form or another - right now!  Though it may seem taboo to talk about loss on a business related podcast, but the reality is, that each of us is experiencing some form of loss related to our family, friends and our business, due to the COVID-19 virus that is sweeping the country.  Melanie and I had a great discussion about identifying loss and the steps you can take to overcome it!  

One of the best quotes from Melanie in this episode is "the only way out, is through" - such a powerful statement.

Today's episode is packed with information and tips about leading through a crisis.  I had the pleasure to interview my friend, colleague and fellow coach, April Hamilton, who is a leadership expert, on how to lead your team, company and family through the current crisis.  However, all of the information that April shares in our interview is valuable in almost any situation.