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us or call 1-866-925-6287.
JRM has provided insight and knowledge to me
and my staff that, when we implement them,
will ensure profitability and job security
for everyone. My experience with JRM Sales
has energized me and my staff to affect
positive change that will help me manage our
business for the future. Everyone at JRM has
a genuine concern for my business success.
Doug Samuels
Young's Appliances
Joe,
I recently read an article that points
out that more businesses are going to
realize they need help because of the
downturn in the economy, and that services
such as yours should be very busy with new
clients in the coming months. You might
want to do a little more promoting to remind
potential clients that you are ready to help
them with "turnaround" consulting. I am
sure MEGA and the other groups that endorse
JRM would be happy to send out such a
reminder that action should be taken now in
preparation for what might be coming,
"before it is too late"...
Our business is doing okay because of the
preparation through the re-inventing of our
company which you did for us.
Later,
Bill
Peters
Peters
Family Living
Speaking of helping out our fellow
retailers, I know you are familiar with JRM
and the fine work they do in the industry.
Bob Moorman from JRM has a few slots that
have recently opened up and is willing to
take on a few new clients that are looking
for help. I give JRM and Bob in particular
an A+ in the help department. I can say
unequivocally that without his 2 days a
month of focused intense work, we would not
be having the profitable year in ’08 that we
will be. Even though I know everything I
need to do without him, somehow, he guides
our team through the land mines of this
economy to get everyone focused on the big
picture so that we are better equipped to
handle this economic mess. It starts with
the P&L and ends with a profit.
I would appreciate it if you would give
JRM a call at 678-574 0937 to explore how
they can best help FMG members.
Ray Ruby
Ruby-Gordon
Simply put, JRM knows the furniture
business. The combination of Floyd Veal and
Mike Luciani were a great combination for
getting us back to the fundamentals. Trying
to exist in a very small market always
presents very specific challenges, which
they recognized. The biggest take away;
make a profit with the business you have,
not necessarily the business you think you
have.
Jeff
Lindsley
Lindsley's
Mike, I
would like to personally thank you for
taking time to make our work environment
more "Enchanted". Your professionalism
and knowledge of the hearth industry, as
well as, your positive "how-to approach" on
client service is something I will adapt and
aspire to in my professional and personal
life.
Lauren,Administration
Specialist
Enchanted
Fyreside
As a husband/wife start up, we found
ourselves buried in the day-to-day
operations and unfortunately too much crises
management. With JRM and Mike Luciani’s help
we were forced to stop and “work on the
business” instead of “working in the
business”. We were able to take a step
back, look at the whole picture, get a
handle on what was really happening and then
take necessary steps to point our business
in the right direction. The Goal
Performance System has proven to be an
excellent tool to measure the effectiveness
of our sales team, which has resulted in
better training, bigger tickets and a higher
close ratio. Mike helped us create budgets
and get our advertising budget in line,
among many other financial areas. The
advice, encouragement and friendship Mike
provided for us through a very difficult and
challenging period helped us navigate
ourselves to the answers we needed. This
experience has been priceless!
Eddie and
Carol Kennedy
Great Deals
on Furniture
"JRM taught us to how to analyze
different sales performance indicators with
our design team. This has enabled us to
better coach them in areas where we
needed the most improvement. As a result,
the efficiency of our design team has
improved dramatically."
Todd Grand
President
Ethan Allen Interiors
“JRM helped us take control of our business.
By implementing their programs we reduced
our inventory, increased our bottom line and my wife and I
actually get a day off once in awhile!”
Marty Cramer
Cramer's Home Furnishings
"When I first approached JRM to look at our
business, I asked them not to tell me what’s
wrong with my business, but give me solutions to
the problems I knew already existed. I
also wanted to ensure the solutions they
suggested were simple and easy to implement.
JRM has done that and much more. They have
helped us improve our organizational structure,
enlighten our financial picture, manage the
processes better, and continue to provide fresh
ideas to improve our business. Paula and I are
pleased to have JRM as part of our team at Home
Collections."
Wes Holt
Home
Collections
"On behalf of myself and our 13 employees, we
would like to thank you and your company for the
training and organizational assistance you
provided for our Company. After
implementing your recommendations in late 2006
we just reached our 50th Anniversary.
Your program is something we should have done
many years ago. It has allowed us to clearly
define the individual responsibilities and
expectations of each employee working toward a
common goal. It focuses the team toward
increased customer service and sales.
Setting goals, setting expectations and
changing old habits is not an immediate result.
Progress is slow but after a year and a half we
can only look back and realize how much better
organized we are. Ultimately we expect to
achieve our goals."
Fito Yturralde
Yturralde
Interiors
"We are a rapidly growing furniture store
attempting to transition the management of the
day-to-day operations to the third generation
and JRM has become our lighthouse. Bob
Moorman and Floyd Veal have shed a wealth of
knowledge regarding the strengths and weaknesses
related to our organizational development and
sales process, and it's exciting to see the
areas in which our business can be made better
and more efficient. The professionalism and
experience of these men have made the initial
phases of the process more than pleasurable, and
I am anticipating with excitement the positive
changes that will evolve as a result of their
recommendations."
Casey Evans
Pedigo Furniture, Inc.
"Discovering JRM Sales & Management
tucked away on the 12th floor of the old
wing of the IHFC building in High Point,
was a real turning point for our family
business. We were quickly growing
beyond a Mom & Pop family business but
could not see our way. Mom & Pop
were wanting to slow down but working
harder with more stress than ever
before. We needed help so we bit the
bullet and enlisted JRM. Years later we
are so much better off having been
helped in a different direction. We've
spent more money than we ever thought we
would but haven't regretted a penny.
The real story behind the success (and
the willingness to spend the money) is
Hal McClamma, our JRM consultant.
He has been a God send - a divine
appointment. His values and character
line up so well with ours that we've
never been at odds with where he was
taking us. Through some very
difficult times, his expertise has been
invaluable. His leadership has been
superb. JRM has a superior individual
in Hal. Thanks to Hal and JRM our
success for years to come is certain."
Anthony Owens
Eller and Owens Fine Furniture
"In 2006, we expanded our business from
a 4500 sq. ft. showroom to 26,200 sq.
ft. and more than doubled the number of
employees from under 20 to over 40. For
over 20 years we had been running a
small closely knit operation and then
almost over night we had grown
tremendously and felt the organization
to be out of our control. We then had
the good sense and good fortune to be
referred to JRM Sales and Management and
specifically Hal McClamma.
Hal started out by coming in and
listening. He did not come in with a
“standardized program offered to all”,
but designed a program to fit our needs
based on his extensive knowledge and
experience in the retail business. He
taught us organizational skills,
teamwork, issue identification and
prioritizing. He kept us working on
short term goals as well as long term
planning. When we got caught up in the
day-to-day problems, he re-focused us
onto the bigger issues. When we slipped
into old habits, he would remind us of
the basics he taught us and push us back
on track. He worked with us one on one
and also provided group training where
needed, such as with our sales staff.
His suggestions were particularly
significant in Sales Training and
Management development.
As a person Hal has a delightfully
engaging personality. He was always
flexible, caring, attentive to our needs
and extremely easy to work with. After
working with Hal for about a year and a
half, he is not just an advisor but a
friend."
Pat
Atkins
Friedman's Appliance Center
"We just finished our last session of the year
with Jim Grandillo, and I wanted to thank you
for all the help JRM has been to our company
over the last year. With your help, our
company is in a strong position to have a
profitable 2008. We could not have come
this far without your company's help. I
will tell you that the dollars we have spent, as
well as the dollars we have elected to spend
next year with your company is the best spent
money in our business. We could not ask
for a more professional and committed company to
help us fine tune our business."
Mike and Jeanne
Strickland
The Cabin
Company
"I could go on and on but I will end with this.
I am extremely satisfied with Hal McClamma and
the JRM method of training. We have a long way
to go as we will never stop trying to improve (I hope). The process is hard work and it
doesn't stop when he is done but is well worth
the effort. I cannot say everything is
beautiful in our business but I have high hopes
for the future. I cannot imagine doing
business any other way now even though we still
have so far to go."
(to
view entire letter)
Don Idler
Idler's
Appliance
"After spending time with Bob Moorman and
Mike Luciani of JRM, I had a new understanding
of the business end of my furniture store. I
especially appreciated the extensive time spent
on helping me to establish a detailed budget as
I opened my second store location. I also
appreciated the level of professionalism
exhibited by these gentlemen, without any
stuffiness. We had many good times, laughs, and
honest exchanges as we worked hard together over
the months. My staff enjoyed Mike's interaction
with each of them, and his help in sales
training during one of his visits. One can be
assured that, collectively, JRM has many years of
hands-on experience in the furniture industry
which I appreciated gleaning from."
Susan Walter
Sofa Table Chair
“The greatest benefit that I got from my work with
JRM was that they helped me understand exactly what I
had to do to be profitable and gave me the tools,
techniques, and tracking systems to understand how to
get there.”
Carl Allen
Hulsey's Appliance
"JRM has helped our business identify profit centers
that were non-existent or not fully developed within our
assortment offerings. This discovery grew the average
ticket by 60% and increased our close rate by 20%.
Annual marketing plans implemented under the direction
of JRM gave Everton Mattress and Furniture the
opportunity to ensure proper traffic flows necessary to
support store sales.
Through the implementation of JRM processes and methods;
measurements and benchmarking have been clearly defined
in merchandising, marketing, selling, and financial
strategies. This has helped EMF have a better
understanding in making decisions that are crucial to
the company’s success.
Proper goal development did not exist within our selling
strategies or sales management. JRM established
processes, procedures and methods that installed
accountably on the selling floor which in turn raised
the average ticket, close rate and add-on sales
opportunities."
Chris Sanders
Everton Mattress and Furniture
“Our experience with JRM taught us to look at our
business strategically, to take a long view of important
issues. Before our time with JRM, we just
reacted – now we are trying to be
proactive!”
John
Graves
Downtown Appliance
“We are in our 102nd year, and we wouldn’t still be here if it
wasn’t for JRM Sales & Management. JRM helped us change
from a group of individuals working independently of each other
into a cohesive, synergistic, mission and goal driven team where
everyone knows their roles and responsibilities.
David Fass gave us the tools, techniques, and skills to change
from a reactive company hoping we would be profitable to a
company with a plan to be profitable based upon key performance
data in each of our departments.
I
now understand my business like never before and feel in control
for the first time."
Bonnie
Harmon
Harmon
Furniture
"Finding JRM Sales and Management might
have been by chance, luck or even fate;
what I have learned from the process
couldn't be any further away. It
was Engineered! Hal McClamma and JRM's
tools have changed us. We have
learned how to be planned, proactive and
intentional in everything that we do!
We control our fate! We are in the
driver seat of our "baby", DAVE'S WORLD
INC. I now live and work by our
value system that we have created.
Not only has the service helped me in my
business life, but also in my personal
life."
Matthew Scott
Dave's
World, Inc.
“We didn’t know what we didn’t know. We were working very
hard, but getting farther behind. David didn’t just tell
us what to do, he helped us learn how to do it. We now
have measurements that actually show the performance improvement
that we have had since working with JRM.
Robin
Harmon
Harmon
Furniture
“I have a very clear understanding of what I have to do and how
to do it. I can manage by performance numbers which helps me
help my salespeople earn more money.”
Dannon
Hayes-Sales Manager
Harmon
Furniture
“JRM has a wealth of experience at all levels of the retail
furniture industry. The JRM team knows your problems and offers
real solutions. Because of their many years working in furniture
retail, the JRM team knows how to talk your language to get the
job done.”
Randy Shindle
Furniture
Country
"With business conditions less than ideal, every competitive
advantage is helpful. My staff is more professional and our
follow-up is the best it has ever been. I would recommend this
process to any retailer and I, along with my staff, have nothing but
praise for Mike Luciani’s knowledge and professionalism."
(to view entire
letter)
Ed Smith,
President
Chariho
Furniture
“With the help of Floyd Veal and JRM, our company has experienced
double digit increases in sales and profit. Floyd has taught our
sales people how to turn customers into clients and the results have
been outstanding. I cannot thank Floyd enough for what he has done
for our company.”
Justin
Obermark
Kettle River
Furniture
"Our relationship with JRM Sales &
Management improved our business in many
ways. We became a more professional
company in managing our employees and
understanding our sales processes under
their guidance. We were able to track
our strengths and focus on our weaknesses in
a whole new way.
Joe and his
staff were very easy to work with.
They were always understanding of our ways.
They listened to our needs and worked out a
program that was easy for us to implement.
I would
recommend JRM and their services to any
retailer interested in making their company
more professional."
David
Marks, CEO
FindersKeepers
"It was
unbelievable how much we didn’t know about running a successful
furniture store. Of all the things that JRM taught us, the most
important one was learning how to define any roadblocks that we had in
our business and how to remove those roadblocks as a team."
Steven Weinstein
Rialto Furniture
"JRM taught me the
nuts and bolts of running my business and as time goes by, I realize
more and more what a good investment JRM was for me and my business.”
Sonny Graugnard
Graugnard's
“It paid off, I got my money’s worth, I wouldn’t ask for my money back.
It was a lot of work, but I learned a lot. It taught us how to be
profitable instead of hoping to be profitable”.
Tom Bull
Tom Bull's
“After many successful years in manufacturing I am enjoying a second
career in retail. My association with JRM has afforded me a tremendous
insight into retail helping me to translate my previous career into that
of furniture retail…”
Lillian Fisher
The Sleep Store
Our association with JRM has changed the course of our business. We
have much more control over our buying program and budget, we
continually improve our selling skills, and we have systems in place
that help to effectively manage the organization. Each member of
the staff has a better understanding of the importance of their role. I
wish we had worked with JRM before we opened the doors."
John Hays
Port Madison Home
“JRM has become a part of the family. At a point when our company was
growing faster than we could imagine, the JRM team took us to a
professionally run organization. The results have been
tremendous and like a big brother we can depend on JRM to keep us on the
mark. We truly appreciate what JRM has done for our company…”
Brian Aaron
Woodstock
Furniture Outlet
"JRM Sales & Management is the single comprehensive solution for
directing our home furnishings business toward increased profitability
while giving our people a pathway to success in accomplishing their
personal goals. The JRM expertise covers our needs in financial
budgeting, organizational development built around meaningful job
descriptions and accountability for every employee. A professional
selling program begins with thorough training, then giving our sales
manager the tools and guidance needed to lead and coach each sales
associate toward success. Finally, the JRM merchandising plan gives us
the tools to stock the winners while constantly improving gross margin
return on investment."
David Fass is the perfect fit for the challenges facing our furniture
and appliance business. He constantly prompts me to focus on the most
critical projects which will bring success. He keeps a plan of action
in place not only for me but also for other key team members. This plan
changes constantly, depending upon our company’s most critical needs.
His methods have taught me to keep every individual employee
accountable for specific results, which allows me to worry less about
detail and more about leadership."
Bo Carey
Greer's
"Shore has used JRM’s services since September of 2006. I have found
their program to be exactly what we needed. First, it has given me a
completely different insight to what my employees expect from me as
their employer. Second, Working with Hal McClamma, it has provided a
training platform as I prepare my two sons to take over the business in
future years by giving them an outline that can be tracked and verified
for essential business making statistics. They are able to see a
completely designed sales and management system and have learned how
even the smallest change in sales, margins or expenses impact the total
bottom line.
Finally, as we continue, we will use the program to fine tune the
business to maximize the ROI so the boys will have a strong, well-balanced business with a proven track record that will help them
establish critical vendor and financial relationships when I retire.
They have become part of our management team and offer the outside
vision our company needed."
Gary
W. Larmore
Shore Appliance
Connection Inc., President
“The analysis alone was extremely beneficial and well worth the
money. We had always done things one way forever, and never realized
that there were other and better ways to do things."
Stan King
King Furniture & Appliance
"The sales management systems we have implemented are working great. I now know what is
happening and, more importantly, what is not happening on my sales
floor...I can assure you that the money I have spent on this has been
the best money I have ever spent."
Lee Skinner
Morris Appliance
"About 6 months ago, we sought assistance from JRM Sales and
Management. JRM performed an objective and confidential on-site
evaluation of all aspects of our business. This evaluation opened our
eyes as to the potential of our business as well as the roadblocks
preventing our further growth and profitability.
JRM provided solutions that we could put into practice. These
solutions addressed every area of our business such as financial
controls, budgeting, sales, sales management, merchandising,
organizational development and effective personnel management.
The recommended changes were not easy, but after implementing them,
the positive impact has already been felt.
We have observed increased sales, profitability and cash flow all the
while decreasing unproductive inventory and operating loans.
I
would highly recommend JRM to any retailer who desires to increase and
enhance their business and take it to the next level.
I anticipate our continued relationship with JRM to be a long and
rewarding one!
I would invite anyone to call us if they have any questions or
concerns regarding JRM."
Lee and Dica
Chipperfield
Chipperfields
Home Store
"My plea to you is don't wait
too long for help! We nearly lost our business because I was too
proud or too afraid to ask for help. We are lucky we
survived, you might not be that lucky. Don't wait too
long!"
Thelma Decker
T&M Appliance/Electronics
"I
have used the advice and services of Joe Milevsky, owner of JRM Sales
& Management, for the past 6 months. Since my partnership with
Joe, I have had record sales and profit, with substantial increases in
bottom line performance. Last month was the best month we ever had,
with the highest profit month ever..."
Charles Covington
Batesville
Furniture -
"...I
can only say good things about Joe Milevsky as a person as well as the
management and sales training he provides. I highly recommend him
to furniture and appliance dealers who want to improve their
business. If Joe looks at your business and tells you he can help
you, you will get results!..."
Bill Peters
Peters Family Living
"I would like to take this opportunity to strongly endorse JRM Sales
and Management.
Last summer, we contacted JRM Sales and Management and one of the JRM
business analysts performed an unbiased, confidential on-site assessment
of our business. This analysis showed us several areas we could improve
upon to make for a more profitable business.
JRM offered real world answers. These solutions tackled such areas as
financials, budgets, sales training, sales management and coaching,
advertising, merchandising, organizational development and personnel
management.
These changes did not take hold overnight nor were they easy, but after
applying them,
many encouraging results have already been realized.
I
would highly recommend JRM to any company that desires to advance their
business,
reduce stress and take it to the next level.
I encourage anyone to call me if they have any questions or concerns
regarding JRM."
Thomas Nix
Nix Home Center
"Where
do I start? What do I write? How can I even try to express the
appreciation that I feel for JRM and obviously for David Fass in
particular, within the limitations allotted by a pen and a few sheets of
paper? Although there is
much left to do, we have accomplished worlds beyond what I would ever
have thought possible, not merely because I did not know that we could
do it, I was not even aware that these worlds existed!"
Nachman Fried
Frankel's Furniture
"...its very emotional for
any one to come in and mess with their baby. For an owner this
is all their company is. We birth them, grow them, and educate them.
We watch them grow and become teenagers. Now we are bringing in the
college of JRM Sales & Management with hopes of training them to be better
and smarter than before. Letting go is a hard but a necessary process of
child/ business development. "
Brad Barker
Appliance Enterprise
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