What does it take to thrive in the office furniture industry during these turbulent times? Shelley Rosetta, Principal at Solomon Coyle, brings a wealth of knowledge from her journey from bedroom space-planner to dealership principal to industry consultant. 

Our conversation reveals how flexibility, operational excellence, and authentic leadership have become non-negotiable qualities for success in 2025. Shelley shares her perspective on why our industry must engage with educational institutions earlier - helping students understand the diverse career paths within office furniture beyond the traditional design role glorified in academic settings.

As we explore Solomon Coyle's work, Shelley unpacks how their financial benchmarking, compensation surveys, and leadership development programs provide crucial insights for dealers navigating an evolving marketplace. Their transition to blended learning models reflects broader industry shifts toward adaptability and innovation.

We also discuss artificial intelligence's transformative potential. "AI won't replace your job," Shelley notes, "but the person who learns and leverages AI will replace your job." From streamlining RFPs to enhancing customer service, AI tools offer practical solutions across the entire business cycle when approached creatively and strategically.

Perhaps most valuable is our discussion about diversification beyond furniture sales. By developing service-based revenue streams and leveraging core competencies in procurement and logistics, dealers can create lasting customer relationships that transcend product transactions. 

As Shelley wisely advises, now is the time to reconnect with customers through authentic conversations - not to sell, but to understand their challenges and discover opportunities for meaningful partnership.

Whether you're a dealer principal, manufacturer, designer, or involved elsewhere in the industry ecosystem, this episode offers practical wisdom for navigating uncertainty while building a sustainable business for whatever comes next.

 In this episode: