The Content Revolution in Office Furniture Sales: Building Authority Through Content

In today's rapidly evolving furniture industry landscape, the traditional sales approach of product-focused pitching is becoming increasingly ineffective. As Adrian Leal, Regional Sales Manager at Clarus, emphasized during our recent conversation on the Trend Report podcast, "we work in a commoditized industry" where differentiating through product features alone is nearly impossible. What truly sets successful sales professionals apart is their ability to build authentic relationships and establish themselves as thought leaders in their field.

The Trend Report: Episode 163

The digital revolution has fundamentally transformed how business relationships begin in the furniture industry. Before a potential client ever meets you face-to-face, they're likely performing what Adrian calls "social proof" – examining your online presence across platforms like LinkedIn, Instagram, and other social channels. T...

In today's rapidly evolving business landscape, the office furniture industry faces a unique technological challenge that many outside the sector might not fully appreciate. As Sid Meadows and Kari Anderson discuss in their enlightening conversation on The Trend Report podcast, the complexity of technology within this specialized industry creates significant hurdles that businesses must overcome to remain competitive.

The Trend Report: Episode 162

At the heart of the issue lies what Kari aptly describes as "antiquated processes" that persist despite the technological advancements we enjoy in our personal lives. Consider how we've embraced automation at home—from voice assistants like Alexa and Siri to smart home technology—yet when professionals enter their workplaces, they often step back decades in technological capability. As Kari points out, "I feel as though I step back 20 years in my life sometimes when I go to work in my day-to-day business."

The primary challenge facing the ...

Innovation isn't just about groundbreaking technology or revolutionary products. In its most potent form, innovation can be found in simple, everyday ideas that transform customer experiences and leave a lasting impression. As Sid Meadows explains in his Trend Report podcast, innovation creates new value by transforming ideas, methods, or products into impactful solutions that improve existing experiences, systems, or markets. It's about finding better ways to meet customers' needs, solve problems, and create value.

The Trend Report: Episode 161

Consider the delightful story of the Magic Castle Hotel in Los Angeles. This modestly appointed hotel has gained widespread acclaim not for its luxurious amenities, but for a humble yet brilliant innovation: the Popsicle Hotline. Guests lounging by the pool can pick up a bright red phone labeled "Popsicle Hotline," and minutes later, a staff member wearing white gloves delivers a complimentary popsicle on a silver tray. This memorable yet str...

In the midst of pandemic lockdowns, when many businesses were struggling to survive, Walter Craven experienced a moment of entrepreneurial clarity that would transform the future of office spaces. Confined to his London home with a wife painting, children homeschooling, and the constant cacophony of everyday life, Walter found himself desperately seeking personal space and focus. This frustration became the catalyst for Cabin – not just another acoustic pod but an experience designed to make people feel at home while at work.

The Trend Report: Episode 160

The traditional approach to office privacy has always involved placing workers in backward-facing boxes, isolating them from their environment. Walter's innovation completely transformed this concept – literally. The Cabin pod positions users facing outward through glass, maintaining the connection with their surroundings while providing acoustic privacy and a sense of command over their space. This "throne-like position," as Walter...

The commercial furniture industry is experiencing significant transformation, with companies like Hightower leading the charge in sustainable practices, social responsibility, and innovative product development. In a recent conversation with Natalie Hartkopf, CEO of Hightower, we gained valuable insights into how this family-founded furniture manufacturer has evolved over its 22-year journey.

The Trend Report: Episode 159

Hightower began as a European furniture importer, primarily focusing on Scandinavian designs. However, after recognizing the manufacturing capabilities in North Carolina, they strategically shifted to producing upholstered pieces domestically while continuing to import specialized components from their European partners. This evolution led to the development of Hightower Studio, their in-house design brand that has garnered industry recognition, including a Best of NeoCon award for their innovative Float chair—described by users as "sitting on a cloud" due to its me...

The healthcare and senior living sectors represent significant growth opportunities for contract furniture brands and dealers. While many companies focus primarily on corporate environments, these specialized verticals offer substantial untapped potential for those willing to understand their unique needs and challenges.

Healthcare facilities, including hospitals, clinics, and professional office buildings, contain numerous spaces beyond just patient care areas. As Sarah Marbury, healthcare and senior living design knowledge expert, explains, there are extensive administrative spaces that require traditional office furniture solutions. Many healthcare systems have entire buildings dedicated to housing their administrative staff. In the post-COVID era, these organizations face the same workplace design challenges as corporate America—creating hybrid workplaces that entice employees back to the office.

The Trend Report: Episode 158

The telehealth revolution is creating entirely new fu...

The 3-C’s of Business Research

Understanding your customers, competitors, and colleagues is critical to your success.

I remember it like it was yesterday, but it was over 20 years ago.  I was sitting at the conference table with the company’s leadership and several representatives from the customer.  We met so they could share why we had been awarded their project.  This was a first for me, and I was excited to learn why we had won.  I was anticipating they would say things like, you were the low price, you have the better products, your overall package fits our needs the best. 

However, what they shared stopped me in my tracks. Could this really be a driver in why we were successful?  You see, this project started when a bid landed on my desk, and as I looked through it, my initial thought was “this is impossible, we’ll never win.”  But that was my job, to take the impossible and make it a reality.  So I started my 6-month quest, with a fantastic team working alongside me, to win ...

Introducing The Collaborative Network: A Movement to Uplift Small Business Manufacturers

Episode 157 of The Trend Report podcast was unlike any other. Host Sid Meadows passed the mic to industry veteran and futurist Rex Miller, who stepped in to lead a powerful conversation with the four founding members of The Collaborative Network: Sid himself, Michelle Warren, Julie Dillon, and Erin Torres.

Together, they shared the story behind this new initiative, the challenges it seeks to solve, and how they plan to create meaningful change for small business manufacturers in the office furniture and contract interiors industry.

A Shared Vision Rooted in Real-World Experience

Each founder brings decades of experience in the industry, across various sectors—dealerships, manufacturing, consulting, marketing, public sector, and sales strategy. What unites them is a shared mission: to support small business manufacturers who are often overlooked, under-resourced, and undervalued.

Michelle Warre...

Have you ever stopped to consider how many decisions you make in a single day? According to fascinating research from Cornell University, adults make approximately 35,000 remotely conscious decisions daily. That translates to a choice roughly every 1.6 seconds during our waking hours. This staggering statistic highlights just how frequently our brains process options and select paths, often without our full awareness.

The Trend Report: Episode 156

These thousands of daily decisions come in many forms. Some are impulsive, like purchasing something that catches your eye but isn't necessarily needed. Others are intuitive—that gut feeling telling you which option is right. Many decisions happen instinctively, like swerving to avoid a pothole while driving. Perhaps the most challenging are our emotionally driven choices in moments of heightened feelings. Each decision, regardless of how it's made, carries the potential to impact our lives and those around us in significant ways. The cumul...

I firmly believe that continuous learning is one of the best ways to grow, as a leader, a professional, and a person. So far this year, I’ve delved into powerful books that challenged my thinking, gave me new tools, and sparked many ideas. I wanted to share a quick review of four of them and my top takeaways from each.

I’m one of those people who need (or just want) a hard copy of the book, so I buy them all.  However, I listen to many of them on my morning walks, which is a great way to consume books, especially if the author is reading them. 

1️⃣ The Power of Moments by Chip and Dan Heath
What it’s about:  This book explores why specific brief experiences can jolt, elevate, and change us, and how we can create more of those moments in business and life. Whether you're leading a team or building customer experiences, the idea is simple: be intentional about crafting standout moments.

Key takeaways:

• Moments of elevation, insight, pride, and connection have the biggest impact—loo...