Sales 2012: What Will You Choose?

Hello all! 

Here we are in January again, only this year it feels a little like.... March maybe? So our first blog of the year is - you guessed it - new years resolutions and goals! I always seem to make these. One year, I felt like I was saying no too much (Hey can you do this? No...) So my goal was to say "Yes!" and figure it out later. The next year, my goal was to say "no" more because I was so overwhelmed with everything that I had agreed to do! Ugh! This year, I'm thinking my goal is to just go with the flow. I am a planner and if I want something done, I have to make sure I schedule it in. I know this year will bring many changes for me and my family and I want to just let them happen and be open to the end result - even though there is no way to plan these things! Hopefully you all are thinking about ways to improve your business in 2012; if you haven't started yet - here is a great business article from Colleen Stanley about things to think about as you do start the process.

By: Colleen Stanley

It’s that time of the year when people set New Year’s resolutions and goals.  Setting goals really boils down to making new and better choices.  It’s as much about what you are going to start doing as it is about what you are going to stop doing. 

This tradition has been going on for years and most of the time it is just rhetoric and hope which eventually leads back to old comfortable behaviors and attitudes.  Here’s three things to consider choosing if you are serious about making 2012 your best year in sales.    

#1:      Choose your “why.”  Many people get caught up in setting goals that are based on other people’s expectations, not their own.  The conversation around the new goal is one of excitement and motivation, however, often lacks the real reason for changing or improving.  Business owners say they want to grow their businesses.   Why?  Salespeople claim they want to make more money.  Why?  

Here’s a quick reality check.  If your why isn’t big enough, you will not do the work necessary to change and improve.  You will talk a good game and talk will be the only concrete action taken.  Take some time to reflect and figure out your why.  Once you figure out your why, ask the second most important question:  What are you willing to do to achieve it?

The most successful people in the world aren’t the smartest or most talented.  They are people who are clear on their why and willing to do the work necessary to achieve their goals.  “I want to grow my business” sounds like the right battle cry for a business owner.  Are you willing to take the risk, put in the hours, hire the team, grow the team and invest in new resources?  Making more money is the politically correct answer for any salesperson.  Are you willing do the work, invest in yourself to get smarter and experience the discomfort that happens anytime you change in order to take your skills to a new level?   (Or would you rather watch another episode of reality TV.)  Get clear on your why.  It is the first step in executing what needs to happen. 

#2:      Choose to slow down.  Most salespeople are card carrying members of the busy club.  They are busy networking, busy prospecting, busy selling …they are busy.  Sounds good except too many busy salespeople are not hitting quota.  The problem is most salespeople are so busy that they don’t take the time to analyze their business – current and future. 

At the end of each year, take time to track and figure out the source of your best leads.  Is social media working for your industry?  Or are you spending hours on Facebook to avoid picking up the phone?  Have you updated your LinkedIn profile 20 times without making contact with a human being?  How about that association lunch you attend each month?  Has that event yielded any sales results?  Evaluate your referral partners.  Are they referring quality prospects or are they just nice people that should be reallocated to the friendship category?  Look at your clients.  Which clients are your raving fans and refer you to their colleagues.  Are you giving them “frequent flyer” treatment or are they being serviced just like your “C” accounts?  If you lost business to a competitor, what is the reason?  If it’s price, work on the selling skill of quantifying the pain or problem.  If it’s talking to a non-decision maker, work on assertiveness skills, pre-call planning and managing expectations.    

Steven Prentice, president of Bristall Morgan, Inc., has a great presentation titled, “Cool Down:  Getting Further by Going Slower.”  His research shows that organizations are more productive when they slow down.  It allows creative thinking which can only happen when the brain is given a chance to catch its breath.  Creative thinking leads to innovation which keeps you ahead of the competition. 

#3:      Choose generosity.   If you want to earn more in 2012, establish a give goal.  It’s the old saying, “if you want to get more, you need to give more.”   Dr. Robert Cialdini, author of,   Influence: The Psychology of Persuasion, shows research supporting this concept.  One of the principles discussed in his book is the principle of reciprocity.  When you help others, they want to return the favor, they want to reciprocate. 

This principle is the foundation of strong strategic alliance partnerships.  Good partners are consistently looking for ways to help grow their partners business.   Generosity starts at home base.  Be generous with your fellow team members.  Take time to help the newbie salesperson with advice or mentoring.  Give a hand up to a veteran salesperson that is in a slump by taking him to lunch. Give to charities.  Dover Management runs a mutual fund that invests in companies known for charitable giving.  Dover’s research shows that companies with a good relationship between philanthropy and operating earnings have outperformed the broader index by 3.5 percentage point a year over a five-year period.   That’s reason enough to write a check. 

It’s a new year for you to grow as a sales professional.   What will you choose?  Examine your why, slow down and be generous. 

About the Author

Colleen Stanley is president of SalesLeadership Inc., a business development consulting firm specializing in sales and sales management training.  The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, and hiring/selection.  She is also the author of “Growing Great Sales Teams: Lessons from the Cornfield.”   Reach Colleen at 303.708.1128 or visit www.salesleadershipdevelopment.com. 

New Items in the Showroom

By: Andrea Schuch
I've missed a few months of this posting, partially on purpose. As the year comes to a close, the deliveries of exciting things also slow down. I thought I would do one final year end posting of the new and exciting things we have received in the past three months. Among the "things" are also a new offering from Brimar - they are able to bend so many of their rod collections! This is great news for anyone working with a bay or curved application. Be sure they are on the top of your list when you have this issue in your designs.

Among the "new" is a new line - Oriental Danny. While we laugh a little at the name (really - how does the name Danny go with oriental?) it is a line you will probably recognize. A while ago, we had a line called Oriental Accents. At some point, Oriental Accents closed their doors and we were super bummed. Oriental Danny is basically the best of Oriental Accents with some new things as well. Some great new items on our floor from them including this cute little ceramic box with the acorn style lid knob.

Another line that is newer to us, Paragon, has also sent us a few things to get excited about... a lovely silver tray came in, in addition to these lovely leave pieces. This set features 3d leaves that are in a shadow box-like frame, really showcasing them.

Guildmaster, a really unique line with some funky finishes and distinctive items like these urn silhouettes that came in last week. They are made with stands but could also be hung on a wall.

The largest new item is the new creamy sofa from Taylor King. It has a really nice curved back and nail detail. Check it out near the memo room on your next visit.

My favorite new item is this tassel collection from Fabricut and Charlotte Moss. The tassels are really gorgeous in person and have beautiful colors; Sevilla-CM shown to the left is the 8.25" key tassel and retails at $72.00.

Wooden You Like To Be Successful?

Hello all and welcome to winter! The holidays are literally days away and while this is not the easiest time to focus on honing your skills, why not spend some time thinking about some practices that you might want to implement after the new year? Here is an article from Colleen Stanly of SalesLeadership, Inc that might just give you a jump start! Make sure you catch the advice from our showroom staff as well!

By: Colleen Stanley

John Wooden is known as one of the finest basketball coaches in America.  He took his UCLA team to the NCAA playoffs 10 of 12 years and was named coach of the Century by ESPN.  John Wooden was a great teacher and coach. 

The brilliance of his teaching is that he focused on the mental aspect of the game as well as the technical skills of basketball.  John Wooden repeatedly told his team that controlling emotions was at the core of winning the game.  He never referred to this control as emotional intelligence, however, when you further study him and his philosophy that is exactly what it was teaching and demonstrating. 

John Wooden made it a goal to never lose his cool.  He knew what the experts in emotional intelligence know.  When you lose control, your clarity of thought and execution become clouded. 

Many people think that a coach with this type of record must have focused solely on winning.   John Wooden won games by living by a different definition of success.  “Success is peace of mind which is a direct result of self-satisfaction in knowing you made the effort to become the best you are capable of becoming.  Then perhaps when circumstances come together, we may find ourselves number 1.”  He knew that self improvement is in every salesperson’s control.  He knew that improvement and mastery were based on wise choices.       

John Wooden’ posted this note on his team’s bulletin board: 

There is a choice you have to make,

In everything you do.

So keep in mind that in the end,

The choice you make, makes you.

Here are five choices to consider:   

#1:  Choose to be a life-long learner.  In the emotional intelligence world, life-long learning is defined as self actualization.   Research shows that top salespeople score high in this emotional intelligence competency.  They are on a continuous journey of self improvement and professional improvement.  Lifelong learners make the choice between watching reality TV or reading a book that will help them become masterful.   They make a choice of being the lone ranger or seeking out mentors.  They make the choice to take risk and fail in order to learn the lessons that come only from leaving the status quo.    

Jody in the office says: I believe that continuing education is a necessity to be a better business person. You always need to keep up with the latest trends, the improvements and newest offerings. Keeping yourself updated through continuing education gives you an advantage in selling.

#2:  Choose to become masterful.  The world is full of average so that seat on the bus is taken with a waiting line.   Many salespeople learn sales techniques, however, few master influence and persuasion.   It’s fairly simple.  Choose where to focus and what to focus on.   Pundits are predicting that the profession of sales will be dramatically reduced due to e-commerce and the free information found on the Internet.  It is our prediction that only the masterful will survive and thrive.   

Vicki, one of our fearless leaders, says: Often only a small difference separates the average salesperson from the masters. Just like a horse can win a race by a nose... and the profit difference between "win, place or show" is vast.  You want to be the winner.

Master one or two techniques at a time, and you will see your sales increase.

It is very helpful to create the expectation of a sale before you even go out to the customers home. For example,  the first appointment is often just getting acquainted and getting an idea of colors, etc.  Before you leave, say something like "Lets set up our next appointment for one week from today.  Will that work for you? At that appointment I will have lots of things to show you that will accomplish the things we have discussed today.  If you are happy with the selections I bring, I will need a check for 50% down to get things ordered.  Then we will be ready to install your things in about 8 weeks.  How does that sound to you?"

If she has objections, you can deal with them up front, or be warned of possible red flags.  If she is comfortable with the idea, reinforce it when you call her back to confirm the next appointment.  "I have some beautiful things for you--I think they will be just what we need.  Are you still comfortable with getting things started?  OK,  that's great!  Your room will be done before you know it."

You have set the expectation of the sale, and you will close in fewer appointments.

#3:  Choose to plan your work and work your plan.    We have smart phones,   Franklin Covey and yellow sticky notes.  Salespeople should be the most organized people on the planet.  Unfortunately, salespeople waste 1-2 hours every day because they did not make a choice to do the basics of time management.

• Make a to-do list everyday. One minute of planning saves 10 minutes of wasted time. 
• Calendar block prospecting and client retention activities.   If you don’t block it, you will lose it. 
• Manage email and phone calls.  Yes, you can go for one hour without technology and focus on strategic work. 

Camille, the other half of the dynamic duo, says: Being organized it the best tip I can give. If you can sit down and do all of your new appointment calls before moving on to the next task, it will save you from getting up and down - time spent looking for things in the middle. Put all like-tasks together and you will find that you spend less time doing them and maybe enjoy them a little more. Especially activities you do not enjoy, having a block of time set aside to work on only this task will be much more efficient and completed at a higher concentration level. 

#4:  Choose to sell a product or service that you love.  John Wooden was a great coach because he loved being a teacher, coach and mentor.  He made a choice to be in the profession of coaching. 

If you are not passionate about sales, the company you work for or the products you sell, add another item on your to-do list: Find another job.  You will never reach your full potential as a person, salesperson or sales manager because two important ingredients are lacking in your success plan called passion and conviction.   

Wendy, on the sales floor, says: It's much easier to sell something that you love. When you love something, you know more about it than any other product. I have sold a few things I've loved and hated. The things I love, I hate to see go because I love to be around them everyday. There are certain things I won't sell or promote because they are not good quality or don't have a good product line. When you're an interior designer, quality is important. Good thing we don't have any of those lines here!

#5:  Choose to manage your emotions.  Get some downtime and figure out what is triggering you to act or respond in a manner that is less than beneficial.  Ask yourself, what would have been a better reaction?  What’s the reason I allowed a comment or behavior to “get to me?”  The power of the question is the power of the answer. 
Make the right choices and a funny little thing called winning is usually the result. 

Andrea, your usual blogstress and go-to gal, says: I definitely feel that I have to think about this a lot lately. Usually at home, I have two 18 month old boys running around - and yes, sometimes screaming. As an outsider, it seems like no big deal to make decisions and go about normal decision making. When the kids are screaming at YOU, it's no walk in the park. Suddenly brain function goes from 100% to 15% and the decisions you make would not be the typical decisions. I might say things that I wouldn't normally say or do things I wouldn't normally do. Managing your emotions is definitely key in these situations as it is in sales so you are consistent with your replies and actions. A level head can go a long way when you are caught off guard by a client or potential client (or a screaming child for that matter). The trick is perfecting this - I'll let you know about that when I get there!

 

About the Author

Colleen Stanley is president of SalesLeadership Inc., a business development consulting firm specializing in sales and sales management training.  The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, and hiring/selection.  She is also the author of “Growing Great Sales Teams: Lessons from the Cornfield.”   Reach Colleen at 303.708.1128 or visit www.salesleadershipdevelopment.com. 

What's in Your Toolbox?

By: Stephanie Drangstveit
As designers, we would like to anticipate our client's every need by having the tools on hand to be able to answer their questions quickly and be able to show them additional options for other rooms, closing the sale as quickly as possible. These are just a few reasons a designer's "toolbox" is so essential.
Please share with us what you have found important to have with you in your "toolbox."

It may be necessary to bring some of the following tools with you on your appointments:

Schematic Design:

·         Business Cards

·         Contract

·         Proposal

·         Sales forms – for taking Deposit

·         FAQ Sheet about your business

·         Sketch Pad

·         Graph Paper for Adjacency Matrix and Bubble  Diagrams

·         Pens/Pencils 

·         Inspirational Picture Books

·         Color/Stain Fan decks

·         Tape Measure

·         Digital Camera

·         Recorder

·         Level (laser)

·         Or Cell Phone with the following apps

o   Level

o   Recorder

o   Camera

o   Benjamin Moore color App

o   Sherwin Williams Color Snap

o   Convert Pad

o   CAD

Design Development:

·         All of the above and

·         Material/fabric/finishes

o   Fabric Lining Options

o   Bay Window Protractor (determine angle of Window)

·         Drawings- Floor

o   Furniture Tentative plan

Construction Documents:

·         All of the above and

·         Final Floor Plans

Bidding & Negotiations:

·         All of the above and

·         Estimates

·         Bids

·         Specialty list

o   Contractor, Faux Painter

Construction Administration:

·         All of the above and

·         Order all

·         Material/Furniture/Accessories

·         If needed:

o   Re-spec items due to B/O or shipping time

If you do Installation/Furniture Repair:

(Note: if you do Furniture Repair yourself it may negate the warranty.)

·         Three Way Light Bulb

·         Hammer

·         Screwdrivers

·         Pliers

·         Touch up kits

·         Touch up Sewing Kit

·         Picture Hanging Kit

·         Hammer

·         Ladder

What's in your toolbox?

What They Don't Teach You in Design School - Part III

By: Jody Timmer

The first month we talked about the accounting and legal end of the Interior Design business.  The second month we touched on qualifying your clients. In this final article, we are going to look at the design end.  There are a lot of terms that are used in this business and not everyone is familiar with them.  I will cover a few of the major ones to help you understand the design language a little better.

I am constantly sending notices to designers regarding the ESD of their order or asking them if they want a CFA.  I have found that not everyone knows what I am talking about.  There is a big difference between ETA and ESD.  ETA refers to the estimated time of arrival of an order.  This ETA may be to the vendor, to the delivery service or to the ship to.  The ESD refers to the estimated ship date of your order.  This is the estimated date that the order will ship from the vendor.    Most of our vendors use ESDs, so that is what you get from us.  The ESD is sometimes given as “the week of”.

Do you know the difference between a memo and a CFA?  A memo or sample is what you can get from the showrooms or vendors to take to your client.  It is usually a small sample of the fabric that you have seen in the showroom.  A CFA is a cutting for approval.   This is a small sample of the fabric from the exact bolt that your yardage will be cut from.  This is a must for all designers who don’t want to deal with problems on the back end when ordering fabric.  For instance, dye lots vary and without a CFA, you are stuck with the numerous yards of fabric that you ordered if it is any shade of the color it is supposed to be.  Some say the color isn’t a real factor so why do I need a cutting?  Some of the fabrics in our showroom are over 10 years old. Our vendors don’t necessarily update us when they change a fabric’s contents.  Years ago a designer ordered a CFA of a chintz floral fabric.  The CFA was the same floral pattern, but it was now being made on a linen fabric.  Big difference!  Always explain to your client what a CFA is and why you are getting one.  It only takes an extra week at the most and you look great if you catch a problem on the front end. If you are sending an order to a workroom or furniture manufacturer, ALWAYS send a fabric sample with your order.  Fabric vendors work out of large warehouses and sometimes the person pulling the order doesn’t pay close enough attention to what they are doing and pulls the fabric from the bin next to it.  If you have a sample of your fabric on your purchase order, the fabricator will know if they have received the wrong fabric and you won’t have a blue sofa when it should have been red.  We have plenty of stories about how CFAs have saved many an order.

When you look at a furniture catalogue, you are probably familiar with the terms length, height and depth, but do you know what SH, SD or AH stand for?  SH is seat height and is the distance from the floor to the top of the seat cushion.  SD is the seat depth and is the distance from the front of the seat cushion to where the back cushion starts.  The AH is arm height and is the distance from the floor to the top of the arm.  These are all very important when you sell furniture from a catalogue.  There are other terms such as arm fronts, inside backs, outside backs, etc. that are important for fabric and trim placements.  Several of our furniture vendors have great drawings in the front of their catalogues.  Take a look or ask someone to point them out next time you are in the showroom.

On the rare occasions when an item needs to go back to the vendor, there are call tags, RAs or RGAs issued.  A call tag is a term used by the vendor for getting UPS or FedEX to come and pick up your item.  RA stands for Return Authorization and RGA stands for Return Goods Authorization.   These are similar to call tags, but can also include pick-ups from freight carriers. These numbers are placed on the package to insure credit upon return to the vendor.  

We use Quickbooks at CDT and we run into a lot of issues with our “Invoices”.  I can’t create an Acknowledgement or Confirmation and apply payments, so we just use the Invoice to show the order.  I purchased an ACKNOWLEDGED stamp years ago and for those of you who can receive FAXes, you will get this stamp over the word Invoice, so you will know that this is just a confirmation of your order.  For those of you that receive only email, you will notice in the subject line the word Acknowledgment.  In the body of the email it states that you should not pay from this but it is just for informational purposes.  The attachment will still say Invoice though.

For those of you ordering furniture, we always ask which delivery service you would like to use.  This is a company that has a dock so that semi trucks can make deliveries and unload the furniture.  The delivery service then unpacks the items and examines them for damage.  If needed, repairs are made or the vendor or supplier is notified of the damages so a replacement can be ordered.  The delivery service then contacts you or your client to set up a delivery.  Moving companies can provide this service also.  This may be your only choice when shipping to rural areas or small towns.  We have heard many designers state that their client’s company has a dock and why can’t they have the furniture delivered there?  Well the biggest reason that we strongly discourage this is for the occasions when damage is freight related.  If the receiver doesn’t file a freight claim or note damage on the bill of lading, then the designer will be responsible for having the item repaired or replaced. 

The final item is the sidemark or tag.  This is usually the name you want on your order to denote who it is for.  We always put your company name and your client’s name as the sidemark on your order unless otherwise noted.  When we have you send COM (Customer’s Own Material or fabric not from that vendor) fabric to one of our furniture vendors, we always ask you to sidemark it with CDT and our purchase order number.  Over the years we have found that your COM gets related to our purchase order and your order gets started much sooner when your name or your client’s name aren’t associated with the sidemark or tag.

 These are just some of the terms and items related to the design business. Feel free to contact us any time at Chicago Design Team with your design related questions.   Hope this helps clarify a few topics for some of you.

Business Ethics with Carol Most of Holden-Most Interiors, Ltd.

By: Andrea Schuch
As you may have realized, whenever there is an extra Friday to the month, I ask a designer to share with us something that we feel is a great part of who they are. It could be something that they specialize in, a hobby that has helped their business grow or in this case a way they do business that works well for both their clients and the vendors they do purchase from. When picking designers, I usually look at designers that have been in our Top Ten and think about about what makes them "them." In this case, I really wanted to focus on Carol Most of Holden-Most Interiors but had no ideas for topics to talk with her about. In talking with Camille, we came up with this topic because she often has a fair approach to how to deal with issues that arise with both her clients and vendors. So enjoy Carol's insights into business practices and maybe you will see that a few might work for you too!

AS: How would you handle a conflict between your client’s best interest and your own best interest?

CM: My goal is to win the war, not the battle.  I guess a less combative way of saying that is to focus on the big picture.  In the vast majority of cases (there have been few conflicts over the years) I simply acknowledge the issue, make sure I am clear on what will correct the situation, and then I make it happen, at my expense, if necessary.   My client’s best interest IS my best interest.  I never want a client to feel that they have settled, for example to live with less than perfect workmanship, etc.  It’s my job to paint a clear picture of the master plan before the onset of any project.  If that is done properly, conflicts are less likely to happen. 

AS: Is the client always right?

CM: No.  When conflicts arise, a meaningful discussion is in order, making my professional view of the situation clear.   However, once said, my approach is still the same…take care of it! 

AS: Can you explain how communication affects the relationship you have with your client?

CM: Communication is everything.

 Twofold : First, I let my client’s know just what “owning “their project means.  I want nothing less than perfect.  That translates into untold hours and an occasional sleepless night!  My clients have no doubt how hard I work for them. Second, clearly communicating scheduling, order lead times, and status is a must.  For some clients this will need to be in writing. Staying on top of this means expectations are in check.

AS: How important is it to set expectations for your client?

CM: At the onset of a project I lay out a master plan.  Because a vast majority of my work begins with a major remodeling, I meet with contractors and create the schedule on calendar pages that are copied for all parties involved.  Most people are comfortable with a block calendar as it’s very visual.  You can see the spread of time.  The schedule shows all phases of the project including time allowed  for design formulation and selections, material order placement deadlines and deliveries as well as dates for all trades involved.  From day one everyone knows how and when they fit into the puzzle, often months in advance.  The schedule is constantly revised as the project moves forward, new copies go out to all, and this repeats itself throughout the course of the project.  It has made a huge difference keeping the project duration in check and gives my clients a visual from day one of a reasonable date they will be done.

AS: What has been the most valuable tool you have learned in your many years of being a business owner?

CM: Without a doubt… listen to your gut!  For me, it is a true barometer, not only of right and wrong, but whether a potential client is better to pass on than take a chance.

AS: Where did you learn to have such great integrity while running your own business?

CM: As a one person corporation, it is impossible to separate my business integrity from my personal integrity.  In all places of my life I try consciously to be a person of character.  That stems from my upbringing in a solid family and my Christian faith.  It’s an ongoing process but staying conscious is the key!

Also, while you did not ask, it goes without saying that business integrity must be reflected in the way we as designers handle our professional relationships as well.  For example, I may be asked to take a look at something…let’s say it’s a piece of furniture…at a local store.  And let’s say that it is a piece that I have selected for them, however , my client has no intention of purchasing that piece of furniture through that source.  I simply will not do this.  I cannot make use of a vendor’s showroom, samples, etc.  unless that vendor  will be getting the orders.  No question of right vs. wrong here!  From the way we talk, to the loyalty that keeps our suppliers in business, we as designers, need to be very conscious to do unto others as we would have them do unto us.

New Items in the Showroom in September

By: Andrea Schuch
As I'm sitting here thinking I have no new items to show you this month when tons of new things walk through the door! We have new tables, new artwork, new accessories and new florals and greenery! What more could you ask for? Oh, and a spectacular new trim book!

Every time I walk through the showroom I see something new and exciting, mostly because we moved EVERYTHING around. All the fabrics are in new places which makes my walk from the front desk to the office very exciting looking at bright pink fabrics instead of the dreary browns and blacks. And then I turn the corner to go to the Beacon Hill and S. Harris fabrics and there is this amazing new trim collection hanging from Highland Court. I may be stealing Vicki's thunder here because I noticed she took a picture of this but I beat her to it so here it is! The beaded trims are awesome and very unique, the tapes are one-of-a-kind - some that look similar to an animal print.

New tables from both Duralee and Superior - The Superior tables are being unpacked as we speak so you will have to come see those. The Duralee tables arrived a week ago and look stunning. Their case pieces tend to lean towards transitional but always seem like they could fit in any decor.

My favorite thing that just arrived yesterday is this beautiful floral. I suppose the new in thing for florals is to have bling and this one certainly has that! From far away, you can see the sparkle - up close you see the little glass flowers that provide that sparkle. It is definitely one to look at, among all the others that have arrived. The fall colors have arrived in the showroom and it almost makes me excited about fall, if only the weather would be warmer for just a little bit longer...

And last, all the new artwork that was just unpacked today. Over 20 pieces! Be sure to take a look around on your next visit but here is a sneak peek!