System and method of selling furniture

• US 20040260567A1
• Filed: 06/19/2003
• Published: 12/23/2004
• Est. Priority Date: 06/19/2003
• Status: Abandoned Application

• Current Assignee: England Incorporated (La-Z-Boy Incorporated)
• Original Assignee: England Incorporated (La-Z-Boy Incorporated)
• Inventors: England, Rodney
• Application Number:
  US10/465,801
• Publication Number:
  US 20040260567A1
• Time in Patent Office: Days
• US Class Current: 705/500
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 30/0281 Customer communication at a business location, e.g. providing product or service information, consulting
• CPC Class Codes: G06Q 99/00 Subject matter not provided for in other groups of this subclass

Abstract

A system and method of selling furniture is disclosed. The system employs introduction mechanisms that surprise a customer and facilitate initiation of a dialogue. The system can be used with a gallery or a store within a store concept wherein a portion of the store is segregated and showcases furniture from a single manufacturing entity. The sales method employs various opportunities to engage a customer in a dialogue and present features and benefits of the furniture being showcased in a pleasant manner. The sales method does not subject a customer to a high pressure sales technique nor a completely passive sales technique.

Claims

1. A method of selling furniture, the method comprising:

initiating a dialogue with a customer upon said customer entering a predetermined portion of a retail store, initiating a dialogue including;

presenting said customer with an introduction mechanism; and

surprising said customer through the requirement of said introduction mechanism to enter said predetermined portion of said retail store.

2. The method of claim 1, wherein said introduction mechanism is a name tag and further including requesting that said customer wear said name tag in said portion of said retail store.

3. The method of claim 1, wherein said introduction mechanism is a ticket and further including requesting said customer to take said ticket.

4. The method of claim 1, further comprising asking said customer to return said introduction mechanism when said customer attempts to leave said portion of said retail store.

5. The method of claim 1, wherein said portion of said retail store is an entire portion of said retail store.

6. A method of selling furniture, the method comprising:

engaging a customer in a dialogue upon entering a predetermined portion of a retail store;

indicating to said customer a display in said portion of said retail store that informs said customer of a delivery date for furniture on display in said portion of said retail store that is ordered today; and

allowing said customer to independently browse said portion of said retail store.

7. The method of claim 6, further comprising:

engaging said customer in a dialogue when said customer is attempting to exit said portion of said retail store without having purchased a piece of furniture; and

demonstrating to said customer a self-healing zipper feature on a piece of furniture in said portion of said retail store.

8. The method of claim 7, further comprising:

explaining to said customer benefits of having a vent in a piece of furniture on a performance of a foam cushion in said piece of furniture; and

showing said customer a location of at least one vent on a piece of furniture in said portion of said retail store.

9. The method of claim 8, further comprising offering to said customer a brochure containing information on said furniture in said portion of said retail store.

10. The method of claim 7, wherein demonstrating to said customer a self-healing zipper feature includes:

rupturing a closed portion of said zipper;

opening said zipper past a ruptured portion of said zipper; and

closing said zipper at least past a location where said zipper was ruptured.

11. The method of claim 6, further comprising:

demonstrating on at least one piece of furniture on display in said portion of said retail store an ability of said customer to adjust a quantity of fiber filling in said one piece of furniture; and

informing said customer that fiber filling in all pieces of furniture in said portion of said retail store is adjustable.

12. The method of claim 11, wherein demonstrating further includes:

showing said customer a location of at least one hidden zipper on said one piece of furniture;

unzipping said hidden zipper; and

adjusting a quantity of said fiber filling in said one piece of furniture.

13. The method of claim 12, wherein said at least one hidden zipper is on an arm portion of said one piece of furniture.

14. The method of claim 6, further comprising:

indicating to said customer a display containing samples of upholstery that can be selected for a multitude of pieces of furniture on display in said portion of said retail store; and

indicating to said customer a label on said pieces of furniture that is keyed to a label on said samples of upholstery to identify which upholstery is available for that piece of furniture.

15. The method of claim 6, further comprising informing said customer of an available seat deck upgrade for said furniture that includes a customer specified indicia on said seat deck prior to allowing said customer to independently browse.

16. The method of claim 6, wherein engaging said customer in a dialogue includes informing said customer that a name tag is required to enter said portion of said retail store and giving said customer a name tag.

17. The method of claim 6, wherein engaging said customer in a dialogue includes informing said customer that a ticket is required to enter said portion of said retail store and giving said customer a ticket.

18. The method of claim 6, wherein said portion of said retail store is an entire portion of said retail store.

19. A method of selling furniture in a segregated portion of a retail store, the method comprising:

engaging a customer in a first dialogue upon entering the portion of the retail store;

indicating to said customer a first display in the portion of the retail store that informs said customer of a delivery date for furniture on display in the portion of the retail store that is ordered today;

indicating to said customer a second display containing samples of upholstery that can be selected for a multitude of pieces of furniture on display in the portion of the retail store;

indicating to said customer a label on said pieces of furniture that is keyed to a label on said samples of upholstery to identify which upholstery is available for that piece of furniture;

demonstrating on at least one of said pieces of furniture an ability of said customer to adjust a quantity of fiber filling in said one piece of furniture;

informing said customer of an available seat deck upgrade for said furniture that includes a customer specified indicia on said seat deck;

allowing said customer to independently browse the portion of the retail store;

engaging said customer in a second dialogue when said customer is attempting to exit the portion of the retail store without having purchased a piece of furniture;

demonstrating to said customer a self-healing zipper feature on a piece of furniture in the portion of the retail store;

explaining to said customer benefits of having a vent in a piece of furniture on a performance of a foam cushion in said piece of furniture; and

offering to said customer a brochure containing information on said furniture in the portion of the retail store.

20. The method of claim 19, wherein engaging in said first dialogue includes informing said customer that a name tag is required to enter the portion of the retail store and giving said customer a name tag and engaging in said second dialogue includes asking said customer to return said name tag.

21. The method of claim 19, wherein engaging in said first dialogue includes informing said customer that a ticket is required to enter the portion of the retail store and giving said customer a ticket and engaging in said second dialogue includes asking said customer to return said ticket.

22. The method of claim 19, wherein demonstrating an ability to adjust a quantity of fiber filling includes:

showing said customer a location of at least one hidden zipper on said one piece of furniture;

unzipping said hidden zipper; and

adjusting a quantity of said fiber filling in said one piece of furniture.

23. The method of claim 19, wherein demonstrating to said customer said self-healing zipper includes:

rupturing a closed portion of said zipper;

opening said zipper past a ruptured portion of said zipper; and

closing said zipper at least past a location where said zipper was ruptured.

24. The method of claim 19, further comprising showing said customer a location of at least one vent on a piece of furniture in the portion of the retail store.

25. A method of selling furniture in a retail store, the method comprising:

(a) using a first set of memory keys to convey to a customer feature benefits of furniture from a specific manufacturing entity;

(b) ascertaining if said customer has purchased a piece of furniture from said manufacturing entity; and

(c) using a second set of memory keys to convey additional feature benefits to said customer if said customer has not purchased a piece of furniture from said entity.

26. The method of claim 25, wherein step (a) includes using said first set of memory keys when said customer enters a predetermined portion of the store and step (c) includes using said second set of memory keys when said customer is exiting said predetermined portion of the store.

27. The method of claim 26, wherein step (a) includes:

using a first key of said first set of memory keys to indicate to said customer a display in the predetermined portion of the retail store that informs said customer of a delivery date for furniture from said entity that is ordered today;

using said first key of said first set of memory keys to indicate to said customer another display containing samples of upholstery that can be selected for a multitude of pieces of furniture from said and indicating to said customer a label on said furniture from said entity that is keyed to a label on said samples of upholstery to identify which upholstery is available for that piece of furniture;

using a second key of said first set of memory keys to inform said customer of an available seat deck upgrade; and

using a third key of said first set of memory keys to inform said customer of an ability of said customer to adjust a quantity of fiber filling in said furniture from said entity.

28. The method of claim 26, wherein step (c) includes:

using a first key of said second set of memory keys to inform said customer of the use of self-healing zippers on furniture from said entity;

using a second key of said second set of memory keys to inform said customer of the benefits of a vent in a piece of furniture on a performance of a foam cushion in said piece of furniture; and

using a third key of said second set of memory keys to offer said customer a brochure containing information on furniture from said entity.

29. A system for selling furniture, the system comprising:

a retail store offering furniture for sale;

furniture on display in said retail stored; and

an introduction mechanism in said retail store operable to initiate a dialogue in said retail store, said introduction mechanism including a surprise mechanism.

30. The system of claim 29, wherein a portion of said retail store is segregated and has an entryway through which customers enter and exit said portion of said retail store and said portion of said retail store showcasing furniture from a single entity, and further comprising:

a plurality of pieces of furniture that are produced by said single entity on display in said portion of said retail store;

a display in said portion of said retail store that indicates a delivery date for a piece of furniture in said portion of said retail store purchased that day; and

a cushion having a cover with a self-healing zipper located proximate to said entryway so that said cushion is readily available to demonstrate said self-healing zipper to a customer.

31. The system of claim 30, further comprising an upholstery display including samples of upholstery that can be selected for a multitude of said pieces of furniture on display in said portion of said retail store, each of said samples having a label, and wherein each of said pieces of furniture has a label that is keyed to said labels on said samples to identify which upholstery is available for each piece of furniture.

32. The system of claim 30, further comprising a supply of fiber filling that can be inserted into said pieces of furniture to demonstrate an ability of a customer to adjust a quantity of fiber filling in said furniture.

33. The system of claim 30, wherein at least one of said pieces of furniture has an upgraded seat deck having indicia indicating that said upgraded seat deck can be customized by a customer to have customer specified indicia.

34. The system of claim 30, wherein one of said pieces of furniture located proximate said entryway has at least one vent that allows air to move in and out of said piece of furniture to enhance performance of a cushion in said piece of furniture.

35. The system of claim 29, wherein said surprise mechanism is a tag to be worn by a customer in said retail store.

36. The system of claim 29, wherein said surprise mechanism is a ticket allowing entry to said retail store.