I am looking for the names of consultants who can work with a
well-established manufacturer of decorative home accessories to help
the company effectively launch a new product line to (1) their
independent sales rep organizations (about 50) and (2) their network
of independent retail stores nationwide (about 150 stores).  The
retail stores are most often small ?Mom and Pop?-type stores.

The product launch must excite and interest the reps and retailers,
getting them excited about a company they may feel is ?old hat? or
dull.  The goal is to enthuse them about the new product line and
revive stagnant product sales.

This consultant would work with an internal sales channel manager
whose sole job is to launch the new line and manage the rep and
retailer sales channel.  A neophyte to this position, this sales
manager will need to be instructed as to what they need to do to
effectively conduct the launch to reps/retailers; there may be a
requirement to work with the company to create the proper set of sales
tools.  Finally, the consultant must be able to determine how the
sales manager will need to structure his workload to meet the
objectives and set ?fair and reasonable? goals against which the
performance of the sales manager will be evaluated.

Ideally, this consultant will be someone who has worked extensively
with home furnishings or fashions industry reps, plus small ?Mom and
Pop? gift retailers, and understands the unique concerns of these
retailers.

I am looking for as many names (and contact info!) as possible, plus a
sense of their success ?track record?.  Thanks!

Hello -

I have found four companies that look to meet the description you've outlined:


JRM Sales & Management
?????????????????????????????????
JRM Sales & Management "is a powerful team of retail furniture and
appliance consultants and trainers.  We deliver high performance
improvement through Business Analysis, Business Planning, Sales and
Sales Management Training, Merchandising, Organizational Development,
Budgeting & Financial Controls, and Warehouse & Back-end; in fact we
are proficient in all areas of your business."

JRM Sales and Management firm is endorsed by 5 organizations at the following link:

http://www.jrmsales-mgmt.com/links.htm

References are found at this link:

http://www.jrmsales-mgmt.com/references.htm

JRM Sales & Management, Inc.
http://www.jrmsales-mgmt.com
P. O. Box 2934
Kennesaw, Georgia   30156
Phone: (678) 574-0937
Email: info@jrmsales-mgmt.com
Contact: Bill Redford

Reference "Google Answers" when calling.




PROFITsystems
?????????????????????????????????
PROFITsystems "is more than a software company, it's a "solution
company" for the retail furniture industry!  We believe our clients
deserve the best and that their success is a direct reflection of our
company. Therefore, we do everything possible to to give our clients
the largest competitive edge in the business.

http://www.profitsystems.net/FrameWork.aspx?cnt=PROFITconsulting/

We collect, digest, analyze, and provide to our clients critical
information on everything, from the best way to set up a warehouse, to
the top ways to motivate a sales force."

Wayne K. McMahon, CMA
PROFITconsulting
Operational & Financial Consulting
Toll Free 800-888-5564
wayne@profitsystems.net


Clients include Thomasville and American Factory Direct.




Prescott/Levinson
?????????????????????????????????
Self-billed as the "The Home Furnishings Agency", Prescott/Levinson
Advertising does all sorts of marketing and advertising work, from
market studies to promotional strategies and beyond:

Prescott/Levinson Advertising
2727 Philmont Avenue Suite 110
Huntindon Valley, PA 19006
215-947-4100

The history section of their website describes their involvement in
the growth of company "Thomasville" from $12 million to $20 million in
one year.




Dossenbach
?????????????????????????????????
Has international experience with over 150 companies.  "We have
assisted major retailers in the US correct quality deficiencies and
improve their overseas manufacturing suppliers' ability to provide
quality products, on time, and at an acceptable cost."  References
available upon request.

Dossenbach
http://www.dossenbach.com/contact.htm
1805 Crepe Myrtle Drive
Sanford, NC  27330    
Telephone: 919-775-5017




I would also recommend looking into posting an advertisement through
PMI -- the Project Management Institute.  Your description appears to
fit a "Project Manager" that works in marketing.  A 30-day ad costs
$125.  PMI has 150,000 members worldwide, and might be a good place to
find someone who fits the description you've outlined:

PMI
http://www.pmi.org/info/PDC_CareerHQOverview.asp?nav=0408
(Look for "Employers" section on right side of page)





Select search strategy:
  furniture "sales management"
  "home furnishing" consultant
  "home furnishing" consultants
  (searched furniture directories)

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Request for Answer Clarification by prpro-ga on 28 Mar 2005 19:37 PST

Thanks, jbf777... however these folks focus more on the large-scale
furniture/furnishings and appliances category.  The consultant(s) I
seek work with smaller home decor and gift items (not large
furniture/case goods); these home accessories are sold through
different channels and in very different ways than the consultants you
have suggested.

What I need are consultants who work with decorative home furnishings
and home accessories (e.g., decorative pillows) and/or gifts.  These
items are not sold through furniture retailers, as the consultants you
have suggested do, but through Mom-and-Pop gift retailers/gift stores.

Can you help here?

---

Clarification of Answer by jbf777-ga on 29 Mar 2005 08:48 PST

Thanks for the clarification.  Yes, I have some additional information
for you.  I will post sometime today.

Thanks,

jbf777

---

Clarification of Answer by jbf777-ga on 29 Mar 2005 12:17 PST

Hello -

I have found some more contacts whose work is concentrated on home
dec/gift accessories.  Please let me know if you need any additional
clarification.  Thank you.

Incidentally, except for PROFITSystems, all of the companies I
originally gave you actually do both furniture AND home decorative
work/accessories.  I verbally confirmed this with them today.  JRM
Sales/Management says their expertise is about 50%/50% split with
furniture and home dec.  Dossenbach has an associate that's about
50%/50% as well.  Prescott/Levinson is about 30%.


I spoke with the following additional consultants to confirm their
ability to do what you're looking for.  They are all very qualified
for this position, with asn average of 15-20 years experience in this
exact field (encompassing work with mom and pop stores).  Note: the
first two do not currently have websites.



Stacher & Stacher
???????????????????????????????
Barney Stacher
Former Director of Sales for Notes & Queries (NandQ.com), and The
Paper Company (leading paper supplier, now acquired)
Stacher & Stacher
New York, NY
917-476-7977
bstacher@att.net
Has worked with BlueQ (blueQ.com), Robb Steck (robbsteck.com), Watkins
(watkinsonline.com), Funmade (funmade.com)



Lisa Ashcraft
???????????????????????????????
Former VP of Sales for Andrews and McNeil
Square One
Kansas City, MO
816-363-3897
Has worked with Coaster Stone (coasterstone.com), Crystal Impressions
(crystalimpressions.com), Six Trees (sixtrees.com), Dacra Glass
(dacraglass.com)



Spoor and Associates
???????????????????????????????
Spoor and Associates
1712 Sebring Hills Dr.
Henderson, NY 89052
800.770.7470

References can be found here: http://spoorconsultants.com/testimonials.html



Eric Bauer
???????????????????????????????
Eric Bauer has worked as a CEO of a home lighting/accents
manufacturing firm, and has 6.5 years experience in this area (+20
years in manufacturing):

Eric Bauer
http://www.ericbauer.com/about.htm
Eric Bauer Marketing Consultants
1408 N. Killian Drive, Suite 206
Lake Park, FL 33403
Ph: 561-844-7337
Fax: 561-844-7338
Email: eric@ericbauer.com
References are available on his website.

---

Clarification of Answer by jbf777-ga on 29 Mar 2005 12:18 PST

correction: "with an average"

Very helpful, jbf777!  This has really helped set me on the right course!!

I have some ohter resources for you..I had a compeny in this sector
for years and it is a tough one because of low sales vloume, high cost
of goods and a very mom-an-pop channel network.  An excellent
organization is Buylink at http://www.buylink.com.  Consultants we
have used are Dunning Advertising at
http://www.dunningadvertising.com.

Best of luck to you!

Glad to help!  Thank you very much for the tip and rating.  Stop by again!

jbf777