John F. Lawhon

John F. Lawhon
August 7, 1928-August 12, 2014

Well, his name says it all. John F. Lawhon became a household name in Tulsa, Nashville, Phoenix, Detroit, and many other US cities in the 1970’s with the growth of his chain of furniture stores and his charismatic commercials. But his true legacy began much earlier than that. He was born in Stillwater, Oklahoma and grew up in Oklahoma City. He was the second oldest of four children, Max, Colleen, and Jim. His life took its current course after his father was killed when John was only 14. He decided soon after that he wanted to be a furniture man. He began working in the basement of a department store and quickly rose in ranks. After a short time in the Air Force training in radar development, he was managing larger stores in Michigan and Oklahoma. Mr. Lawhon began to be known as an expert in liquidating and rebranding furniture stores, turning them around into successful businesses run with integrity. Levitz and Big Red (later Evans Furniture) were just two of the stores he turned into thriving companies. During that time, he met Catherine Davis, an advertising executive from New York (originally Texas). As soon as he saw her, he told his best friend he just met the woman he was going to marry. Until she finally agreed, they worked hand-in-hand revolutionizing the advertising and television marketplace industries. They developed the first consumer-advocate television talk show in Dallas market, and in the late 1960’s, Mr. Lawhon married Catherine and opened his first furniture store in Waco, Texas.

In the early 1970’s Mr. and Mrs. Lawhon moved to Tulsa and as he always said, were “blessed later in life” with their two daughters, Carey and Mandy. His stores began to prosper, as he did all of his own commercials and pioneered the concept of combined warehouses and showrooms. Of course, Catherine’s company “Directional Advertising” had a lot to do with his success as well! After many successful years owning and operating John F. Lawhon’s furniture, he decided to “retire.” That lasted about two days. He began to research extensively what made the highest grossing salespeople so successful. He interviewed thousands of salespeople in several countries. As he gathered information, he realized that anyone could be taught to sell with integrity-in the best interest of themselves, their company, and their customers.

So, John F. Lawhon set out to author his first book, Selling Retail, which independently would sell over a million copies. With that book, he began to do seminars across the globe, and created Sales Education Systems for companies with a plan that worked. The companies which adhered to his plan saw profits rise over 30% and continue to improve as long as the company was in business. His company Selling Retail International became hugely successful from France to Canada and everywhere in between. He then authored a second book The Selling Bible: For People in the Business of Selling. Both books were a breath of fresh air to salespeople, managers, and companies alike because they gave the reader the ability to chart his own course, raise his own income, and truly sell with integrity. His books, CD’s, and systems continue to sell to this day, and have truly changed the face of what it means to be a salesperson.

John F. Lawhon was such a strong presence in our community. His charisma, generosity, charm, and brilliance truly changed everyone who met him or knew him. He was more than just a person—he was a true experience to behold. His life and character are the greatest legacy imaginable and his stories and endless advice will be missed. Fortunately, his brilliance lives on in his books and teachings, and in his daughters’ work. Thank you for being there for us—and always open for business…you are a true GREAT, John F. Lawhon.



Mr. Lawhon is survived by his daughters Carey “CC” Lawhon and Amanda Wandres, son-in-law Victor Wandres, granddaughter Calliope, and a host of nieces, nephews, and cousins. He was preceded in death by his wife Catherine, his brothers Max and Jim Lawhon, and his sister Colleen Friske.