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Market events

SATURDAY, OCT. 13

8:30-9:30 a.m. - How to Sell Value Instead of Price. Presented by Philip Gutsell, Gutsell & Associates. Most salespeople end up selling price instead of value. If they understood the mathematical formula, they would close more often and with larger tickets. The net results: more value, more margin and most importantly, more customer relationships. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

10-11 a.m. - 6 Major Things That Will Make 2013 A Success. Presented by Doug Knorr, president, Knorr Marketing. In this fast-paced seminar Knorr will present the six major things retailers can do to increase sales and make 2013 more profitable. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

10-10:45 a.m. - First Time Buyer Orientation Seminar. Learn tips on navigating the High Point Market and make the best use of your time during this Q&A session. You can also view videos at high point market. org. High Point Theatre, at the Transportation Terminal

10-11:30 a.m. - Design Dollars: Mobile and Social Commerce: Prepare To Win. Presented by Leslie Carothers, founder, The Kaleidoscope Partnership. Sponsored by vandm.com. A social media specialist for furniture, interior design, lifestyle and media brands, Carothers will show you how you can prepare your business to win in this fast paced, short-attention span environment. Market Square, Antique & Design Center, Lecture Room on Mezzanine Level

11-11:45 a.m. - Designer Orientation. Presented by Lisa Ferguson, founder, Decor Mentor, and Lisa Kahn. Ferguson and Kahn present tips and tools to help you make the most of your trip. Join them for the fast paced, fun and free seminar that will give you the inside track on how to work the largest home fashion show in the world. High Point Theatre, at the Transportation Terminal

11:30 a.m.-12:30 p.m. - Before and After. Presented by Martin Roberts, M Roberts Design. Roberts will share recent projects demonstrating how clients have chosen to renovate or redesign their stores in order to "sell more, more often." Plaza Suites, NHFA Retailer Resource Center, 1st FloorCandice Olson

Noon-1 p.m. - Modern Meets Traditional. Presented by Candice Olson, HGTV star, and Ann Maine, editor in chief of Traditional Home. Sponsored by IMC and IFDA, Carolinas Chapter. Olson and Maine will discuss design and color trends as well as Olson's new collection of upholstery and case goods with Highland House. $20 includes lunch. Limited seating, advance registration required. Reservation is secured upon receipt of payment. Mail check to IMC, Attn: Leigh Chastain, P O Box 828, High Point, NC 27261, or email lchastain@imcenters.com to request a credit card authorization form. IHFC, Green Wing, 11th Floor, Ballroom A

Noon-1:30 p.m. - The Mutual Mentorship Model: Peer Sharing for a Collective Win. Presented by Lisa Ferguson, founder, Décor Mentor. Ferguson offers a unique way to exchange tips, tools, and ideas with other designers and retailers through peer mentoring. Ferguson and Decor Mentor design pros Kati Curtis, Jennifer Brouwer and Lisa Kahn will share best practices and case studies, showcasing how working with your competition can actually elevate your business. High Point Theatre, at the Transportation Terminal

1-2 p.m. - App"y" Marketing - Increase Sales With Your Own Mobile App. Presented by Kim Hershon-Miller, DesignInside. Mobile apps are an affordable, accessible and powerful means to reach your customers and prospective customers. Come to this workshop and find out how to create an app, market it and use it to supercharge your sales results. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

2-3:30 p.m. - Trend Forecast 2013 for The Home Furnishings & Antiques Industry. Presented by Bill Indursky, cofounder of vandm.com. Indursky returns for the fourth time to offer his popular design trend forecast for the home furnishings and antiques industry, as well as explain the larger context that shapes his forecast. Market Square, Antique & Design Center Lecture Room on Mezzanine Level

2:30-3:30 p.m. - So You've Got A Website. Now What? Presented by Bob George, Impact ConDavid Lindquist.sulting Services. Many retailers have a website but are struggling to maximize its impact. This session will show you steps to turn your website into a traffic generator for your store. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

3:30-5 p.m. - Antiques - The Luxury of Green Living For The 21st Century. Presented by David Lindquist. Sponsored by vandm.com. Nothing defines today's interiors as much as the desire for space infused with the owner's personality. In this lecture with hands-on materials and slides, nationally known authority on antiques and design Lindquist will offer tips on buying smart-whatever the price range of the design plan. Ensure your clients know the keys to value and authentication, and have the ultimate confidence in your ability to create the perfect environment. Market Square, Antique & Design Center Lecture Room on Mezzanine Level

4-4:45 p.m. - Elevate Your Business Workshop. Presented by Lisa Ferguson, founder, Décor Mentor. Ferguson and her team of mentors will offer proven, fresh tips and tools to elevate your design business. This intensive workshop for design pros will show you how to work through top "pain points." Must pre-register to attend, email editorial@highpointmarket.org. 220 Elm

SUNDAY, OCT. 14

Julia Rosien,

Green Wing,

7:30-9 a.m. -

WithIt Educational Breakfast: Bootstrapping Your Brand in a Challenged Economy. Panel discussion with Angelo Surmelis and Kathy Ireland. Moderated by Julia Rosien, president, WithIt. Sponsored by IMC and WithIt. Surmelis and Ireland have lessons to share that can help all companies go beyond surviving to thriving. Surmelis and Ireland will discuss how to forecast from the bottom up, focus on each battle instead of the whole war, forget the proven team and work with start-up minded people. Breakfast and seminar are free of charge. Reservation required, email lchastain@imcenters.com orwithit.org. IHFC, Green Wing, 11th Floor, Ballroom ABuy-Gones

8:30-9 a.m. - The Outlook for the Furniture Industry. Presented by Jerry Epperson Jr., Mann, Armistead & Epperson, Ltd. Furniture industry guru Epperson will enlighten us with his furniture research expertise in the current state of the furniture industry and how it affects you today and tomorrow. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

10-11:30 a.m. - Couture Kitchens: Fashion Trends in Kitchen Furnishings, Apliances, Flooring, Tile, and Cabinetry. Presented by Rebecca Reynolds, Culinary Kitchen Designs. Reynolds, a luxury kitchen designer, blogger and contributor to fashionanddecor.com, will discuss couture kitchens and how to bring personal style into your design by incorporating unique pieces that tell a story about a home's inhabitants. Market Square, Antique & Design Center Lecture Room, Mezzanine Level

10-11:30 a.m. - Let Buy-Gones Be Buy-Gones. Presented by Connie Post, CEO, Affordable Design Solutions. Join retail strategist Post for a fast-paced plan for updating your store with can't miss ideas for getting on trend and on track. Plus five must-have paint colors to jazz up your store in 2013. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

11:45 a.m.-12:30 p.m. - Traffic Down? See Some New Ideas From Promotional Retailers That Drove Traffic and Increased Sales. Presented by Charles Horich, Brad Lebow and Chip Hector of Horich, Parks, Lebow Advertising. Have you fallen into a promotional rut, running the same events with the same media support week after week? It may be time to change your sale events, alter your media mix and step up your creative. Horich, Parks and Lebow will show you the top performing sale events from retailers around the country and give you insights into media strategies to help maximize your ad budget. Complimentary boxed lunch. Plaza Suites, NHFA Retailer Resource Center, 1st FloorNathan Turner’s

Noon-1:30 p.m. - Design Viewpoint Series: Lights, Camera, Action. Panelists include Nathan Turner, featured on the Today Show, Extra!, and season one of Bravo's Million Dollar Decorators; Lori Dennis, co-founder of DesignCamp.com who has been on HGTV, NBC, Food Network and Oxygen; Kelli Ellis, co-founder of DesignCamp.com, featured on TLC, HGTV and Bravo; and Shay Geyer, design expert for Good Morning Texas since 2006. Co-Sponsored by ASID. The panel of design experts will reveal how they found their broadcast niche and will provide tips to help you make the most of local, national and international media. Following the presentation, Turner will sign copies of his new book, Nathan Turner's American Style. 0.1 CEU Credit. Complimentary boxed lunch. High Point Theatre at the Transportation Terminal

Noon-1 p.m. - Rugs 101. Presented by Cyrus Loloi, Cherisse Jensen and Emily Lancaster, Loloi product developers. This seminar will cover the basics -rug construction, fiber types, tips and tricks for selecting rug sizes for your room, and more. The team will also share what's hot right now in the rug market, explore upcoming trends, and have a Q&A session. Sponsored by IMC and Loloi Rugs. Lunch, seminar free of charge. Limited seating, reservations recommended. Email lchastain@imcenters.com. IHFC, Green Wing, 11th Floor, Ballroom BMoorman, JRM

1-2 p.m. - The Changing 401(k) World - Fee Disclosures & Fiduciary Liability. Presented by Joe Youngblood III, Hamilton Benefits. The presentation will go over the changing laws involving 401(k), specifically fee disclosures and the difference between a Broker Dealer and RIA Advisor, Employer Liability & Additional Protections and Discounts afforded by the RIA model. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

2-3:30 p.m. - Selling a Folk Art Collection - What Is It and How Do You Value It. Presented by Ken Farmer, owner of Ken Farmer Auctions and guest appraiser on the PBS television series Antiques Road show. Farmer's company recently sold a prominent collection from a home in Crozet, Va., and this presentation will describe the processes used-from the initial home visit, research and marketing to the results. Market Square - Antique & Design Center Lecture Room on Mezzanine Level

2-4 p.m. - Profit Mystery Solved: Simple Solutions to Reclaim Your Value and Your Money. Presented by Angela Merola. Sponsored by ASID. Designers are giving away millions of dollars simply because they devalue their talent. A 25-year veteran in Fortune 500 companies and an entrepreneur herself, Merola offers an interactive session to share specific verbiage around asking for fees that comes from a place of strength and confidence. She will help participants reframe thinking to find ways to say "yes" to saying "no" to the wrong client and will share innovative ideas for identifying new revenue streams. Interactive session will feature live demonstrations, or email your situation beforehand to hsalati@asid.org. Cost is $20. Earn 0.2 CEUs. You must register for the event at profitmysterysolved.eventbrite.com. High Point Theatre at the Transportation Terminal

2:30-3:30 p.m. - The Art of Merchandising. Presented by Bob Moorman, JRM Sales & Management, Inc. Today every inch of your sales floor and every dollar you invest in your inventory is critical. During this seminar you will gain a greater understanding of what the top merchandise managers in our industry do, in order to manage their open-to-buy dollars and insure great in-store presentations. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

3:30-5 p.m. - Creative Entrepreneurship in the "Conceptual" Age of the 21st Century. Presented by Jan Detter, owner of Third Eye Studio in Winston Salem, N.C., artist, design entrepreneur, and Wake Forest University professor of Creativity and Innovation in Entrepreneurship. In this presentation on creative entrepreneurship, Detter will explain how her improbable dream came true. She is the former director of The Virginia Center for Art and Design in Richmond, executive director of Piedmont Craftsmen in Winston Salem and co-founder of Urban Artifacts in Greensboro, N.C. Market Square, Antique & Design Center Lecture Room, Mezzanine Level

4-5 p.m. - The Myths & Realities of Professional Promotion & Liquidation Companies. Presented by Mike Egan, Ron Cooper and Hector Mustafa of Profit Management Promotions. During this informative seminar you will learn how promotion companies operate, what services they perform and how companies differ. Walk away with a good understanding of this "behind the scenes" segment of the furniture business. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

MONDAY, OCT. 15

8-9 a.m. - Interior Design's New Formula for Success: Specialization. Presented by Mary Knackstedt. In this program, interior design authority Knackstedt provides examples of what others are doing to achieve success today, and demonstrates how incorporating some of the various specialties into your practice will enhance your opportunity to service your clients in a more professional and profitable way. Breakfast served. 118 N. Main St., Maria Yee Showroom

8:30-9:30 a.m. - Marketing: What Works, What Doesn't & How Do You Know. Presented by Alvin Wight, Strategic Decisions Inc. With today's changing consumer, changing markets, and changing competition, getting your message out convincingly and affordably is more difficult than ever. Learn how you can be better at identifying and feeding the winning approaches and starving the losers. Plaza Suites, NHFA Retailer Resource Center, 1st FloorKnackstedt

10-11 a.m. - Best Marketing Practices for E-commerce. Presented by Susan Waldes, senior account manager, PPC Associates. Online marketing - whether it's search, display, Facebook, or mobile - is one of the biggest opportunities for any furniture vendor, from manufacturers selling direct to third-party retailers. Presentation will cover best practices for establishing a brand, designing high-converting landing pages, writing and designing ads that attract clicks while staying consistent with a brand or product, and more. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

10-10:45 a.m. - First Time Buyer Orientation Seminar. Learn tips on navigating the High Point Market and make the best use of your time. Q&A. View videos online highpointmarket.org. High Point Theatre, at the Transportation Terminal

11 a.m.-Noon - Partnering With Interior Designers to Increase Volume and Profit. Presented by Mary Knackstedt, author, designer and business consultant. In this seminar, Knackstedt will provide furniture retailers and manufacturers with practical guidance for creating profitable relationships with independent interior designers in their marketplaces. 414 North Wrenn, McKinley Leather showroom

11:30 a.m.-12:30 p.m. - Changes in Lighting due to Legislation. Presented by Tom Borga, Regency Lighting. Over the last year, old track lighting and linear fluorescent products have gone away because of lighting legislation requiring more efficient products. Learn what new products need to be ordered and how that affects the furniture industry. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

Noon-1:30 p.m. - Design Viewpoint Series: What Your Clients Want. Presented by Liza Hausman, vice president of marketing, Houzz. Co-sponsored by ASID. Exclusive research from Houzz will reveal insights into the changing behavior of consumers and how they work with interior designers. Hausman will provide not-to-be-missed results that show what home owners say are their favorite projects, how much they are willing to spend, the demographics for consumers who are ready to hire a designer, how new tools have changed the design process, and much more. One lucky audience member will win an iPad, courtesy of Houzz. 0.1 CEU Credit. Complimentary boxed lunch. High Point Theatre, at the Transportation TerminalJohne Albanese,

1-2 p.m. - Stop the Madness - Open Your New Web Location Now. Presented by Johne Albanese, senior executive for business development, MicroD Inc. Albanese will present an informative overview of the web channel landscape as well as discuss how every retailer can have an effective and business generating web presence at a fraction of the cost most people think. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

2-3 p.m. - Business Development and the Business of Interior Design. Presented by Mary Knackstedt. Interior designers today don't need to work harder, they need to work smarter. In this program, Knackstedt presents examples of what others are doing to achieve profitable results with professional systems and techniques that work today. 415 W. High Ave., Red Egg showroom

2:30-3:30 p.m. - The ROI of Internet Marketing. Presented by Denise Keniston and Sev Ritchie of Web4Retail. Web4Retail will continue their presentation of case studies illustrating retailers who are achieving significant returns via Internet Marketing. Plaza Suites, NHFA Retailer Resource Center, 1st FloorLibby Langdon:

3-4 p.m. - Libby Langdon: Afternoon Tea, Trends and Tastemakers. Presented by Libby Langdon. Take tea with designer, author and television personality Langdon and get her take on what the tastemakers and consumers all across the country want today. Q&A. 310 S. Elm St. - Braxton Culler Showroom

4-5 p.m. - Product Knowledge: The Ultimate Confidence Builder. Presented by Mark Lacy, The Furniture Training Company. Attend this seminar to learn what it means to be a product knowledge expert, and how to turn sales people quickly into product knowledge experts that can sell. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

TUESDAY, OCT. 16

8:30-9:30 a.m. - Social Media... What's the Big Deal? Presented by Kevin Doran, R&A Marketing. Sponsored by RetailerNow Magazine. This seminar will explore the right and wrong ways a furniture retailer can use social media to sell more furniture. You'll walk away from this seminar with the surefire tools to increase your social media presence and improve your business. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

9-10 a.m. - Style Spotters Live. Sponsored by IMC and High Point Market Authority. Join for a complimentary breakfast buffet while four of the High Point Market Style Spotters share their favorite looks and on-trend products found at High Point Market. Spotters include Gretchen Aubuchon, Fashion + Decor; Cassandra LaValle, coco+kelley; Julia Buckingham Edelmann, Material Girls; and Stacy Naquin, Stacy Naquin Blog. Breakfast and seminar are free of charge. Reservations required by emailing lchastain@imcenters.com. IHFC, Green Wing, 11th Floor, Ballroom A

10-11 a.m. - Styles Evolve... So Should Your Lighting. Presented by Terry Cline, retail national account manager, Philips Lighting. Hosted by Service Lamp. Cline will detail how LED lighting products can enhance your store while helping your budget. Keeping up to date means more than the furniture styles you carry, it also applies to the lighting you select for your store. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

11:30 a.m.-12:30 p.m. - Differentiate or Die. Online Strategies for Independent Retailers. Presented by Andy Bernstein, FurnitureDealer.net/DoBizBuzz. Showrooming has become one of the most critical issues facing independent retailers today. Bernstein will detail a variety of strategies that successful brick-and-mortar retailers are implementing right now to turn the power of the internet to their advantage. Plaza Suites, NHFA Retailer Resource Center, 1st FloorCharlotte Moss,

Noon-1:30 p.m. - Design Viewpoint Series: Outside Influences on Interior Design. Presented by Charlotte Moss, Wall Street Journal Magazine contributing editor. Moss will take you on a journey that highlights the top influences on interior design trends, from travel and fashion, to food and culture. After the presentation, she will sign copies of her newest book, A Visual Life: Scrapbooks, Collages, and Inspirations. 0.1 CEU Credit. Complementary box lunch. High Point Theatre, at the Transportation Terminal

1-2 p.m. - Social Media - Connecting the Dots to ROI. Presented by Tim O'Neill, STORIS. In this seminar, O'Neill will discuss today's key social media channels and the importance of tracking your social media utilizing ROI cycles. Understand how to estimate your return through sales, client feedback, customer service, and much more. Plaza Suites, NHFA Retailer Resource Center, 1st Floor

2-3 p.m. - Luxury Design Insight 2012. Panelists include Allison Paladino, Sarah Kammlah and Cecilia Berber-Thayer. Moderated by Ellen Gefen. In this presentation, Gefen, host of Home Fashion Report and editor of thehome.com, queries these design talents for their insights into key trends and the changing needs of the high end consumer. Light refreshments. Limited seating. Reservations requested by emailing erikab@ejvictor.com. 116 S. Lindsay St., E.J. Victor Showroom

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