FURNITURE TODAY ®
THE BUSINESS NEWSPAPER OF THE FURNITURE INDUSTRY
F U R N I T U R E T O D A Y. C O M
LARGE-SCALE Dining Tables
WHAT’S INSIDE
GAIN STRENGTH
Premarket Sees Brisk Intros p34
MARCH 14-20, 2016 VOL.40 NO.28 $10
PREMARKET Sees Brisk Intros p34
Top-of-Bed Can Top Off Larger Ticket
If you’re selling bedroom furniture and mattresses, the addition of a comforter, duvet or pillow can be an easy add-on and significantly improve sales per square foot. p14
New Leadership at Bob’s Discount Furniture
The fast-growing Top 100 company has promoted Michael Skirvin to CEO and Ted English to executive chairman, but don’t expect a major shift in the retailer’s aggressive growth plans. p2
The demise of larger “formal” dining tables has been greatly exaggerated, as producers routinely get orders for tables exceeding 120 inches. p8
Tempur Sealy’s roll-up
Launches Sealy bed-in-a-box for under $1,000 BY DAVID PERRY
LEXINGTON, Ky. — Tempur Sealy is putting a bed in a box to give consumers a Sealy quality mattress at retails under $1,000, officials said.
Buoyed by an increase in international visitors, the annual event showcased cutting-edge European design for indoor and outdoor furniture. p26-30
The company announced the debut of Cocoon by Sealy, its new offering in the below-$1,000 e-commerce space. Cocoon by Sealy is sold exclusively online at www.CocoonBySealy.com and delivered in a box directly to consumers’ doorsteps. A queen mattress Sells for $849, including free shipping, the company said.
The move is a response to growing interest in the online mattress space,
Award-winning Designs Boost Ambiente 2016
Bar Carts Aren’t Just for Alcohol Anymore Tailor-made for e-commerce, these stylish carts can be use for food service, for displaying collectibles, and even serving your favorite single malt. p22
label space
an arena that is closely watched by mattress producers and retailers alike. Although Tempur Sealy has sold bed-in-a-box products through selected retail stores in the past, the company said Cocoon by Sealy is its first bedin-a-box that can be ordered online and shipped to the p38
This bed, part of Fairmont Designs’ new Biscayne Bay collection, was one of dozens of case goods and upholstery introductions seen at Premarket. Complete coverage of the event begins on page 34.
CONTENTS BEDDING TODAY ................... 32 CONSUMER CONNECTION .........................12 CLASSIFIEDS ...........................37 OBITUARIES ............................39 OPINION ..................................36 STAFF LISTING ........................36
Art Van goes upscale contemporary with Hillside purchase
BY CLINT ENGEL
BLOOMFIELD HILLS, Mich. — Art Van Furniture’s acquisition of the one-store Hillside Contemporary Furniture here is giving the Top 100 company an upscale contemporary store brand as well as a new place to deploy its PureSleep bedding model. The Warren, Mich.-based Art Van purchased the 42-year-old Detroit market neighbor and its real estate from founder and owner Bruce Selik. The purchase price was not disclosed, but Art Van said it will to operate the 46,000-squarefoot showroom at 2300 S. Telegraph Rd. under the Hillside name “as the newest addition to Art Van Furniture’s umbrella of brands. p38
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FURNITURE TODAY ®
THE BUSINESS NEWSPAPER OF THE FURNITURE INDUSTRY
LARGE-SCALE Dining Tables
F U R N I T U R E T O D A Y. C O M
Art Van goes upscale contemporary with Hillside purchase
GAIN STRENGTH
BY CLINT ENGEL
The demise of larger “formal” dining tables has been greatly exaggerated, as producers routinely get orders for tables exceeding 120 inches. p8
Tempur Sealy’s roll-up
Launches Sealy bed-in-a-box for under $1,000 BY DAVID PERRY
LEXINGTON, Ky. — Tempur Sealy is putting a bed in a box to give consumers a Sealy quality mattress at retails under $1,000, officials said. The company announced the debut of Cocoon by Sealy, its new offering in the below-$1,000 e-commerce space. Cocoon by Sealy is sold exclusively online at www.CocoonBySealy.com and delivered in a box directly to consumers’ doorsteps. A queen mattress Sells for $849,
including free company said.
shipping,
the
The move is a response to growing interest in the online mattress space, an arena that is closely watched by mattress producers and retailers alike. Although Tempur Sealy has sold bed-in-a-box products through selected retail stores in the past, the company said Cocoon by Sealy is its first bedin-a-box that can be ordered online and shipped to the p38
MARCH 14-20, 2016 VOL.40 NO.28 $10
BLOOMFIELD HILLS, Mich. — Art Van Furniture’s acquisition of the one-store Hillside Contemporary Furniture here is giving the Top 100 company an upscale contemporary store brand as well as a new place to deploy its PureSleep bedding model. The Warren, Mich.-based Art Van purchased the 42-year-old Detroit market neighbor and its real estate from founder and owner Bruce Selik. The purchase price was not disclosed, but Art Van said it will to operate the 46,000-squarefoot showroom at 2300 S. Telegraph Rd. under the Hillside name “as the newest addition to Art Van Furniture’s umbrella of brands. p38
Bar Carts Aren’t Just for Alcohol Anymore
WHAT’S INSIDE
New Leadership at Bob’s Discount Furniture
The fast-growing Top 100 company has promoted Michael Skirvin to CEO and Ted English to executive chairman, but don’t expect a major shift in the retailer’s aggressive growth plans. p2
Award-winning Designs Boost Ambiente 2016
Buoyed by an increase in international visitors, the annual event showcased cutting-edge European design for indoor and outdoor furniture. p26-30
CONTENTS BEDDING TODAY ................... 32 CONSUMER CONNECTION .........................12 CLASSIFIEDS ...........................37 ACCENT FURNITURE REPORT ..................................22 OBITUARIES ............................39 OPINION ..................................36
Tailor-made for e-commerce, these stylish carts can be use for food service, for displaying collectibles, and even serving your favorite single malt p22
STAFF LISTING ........................36
PREMARKET Sees Brisk Intros ADVERTISEMENT
label space
This bed, part of Fairmont Designs’ new Biscayne Bay collection, was one of dozens of case goods and upholstery introductions seen at Premarket. Complete coverage of the event begins on page 34.
FURNITURE TODAY ®
THE BUSINESS NEWSPAPER OF THE FURNITURE INDUSTRY
LARGE-SCALE Dining Tables GAIN STRENGTH The demise of larger “formal” dining tables has been greatly exaggerated, as producers routinely get orders for tables exceeding 120
F U R N I T U R E T O D A Y. C O M
Art Van goes upscale contemporary with Hillside purchase BY CLINT ENGEL
BLOOMFIELD HILLS, Mich. — Art Van Furniture’s acquisition of the one-store Hillside Contemporary Furniture here is giving the Top 100 company an upscale contemporary store brand as well as a new place to deploy its PureSleep hbedding model.
Tempur Sealy’s roll-up
Launches Sealy bed-in-a-box for under $1,000 BY DAVID PERRY
MARCH 14-20, 2016 VOL.40 NO.28 $10
The Warren, Mich.-based Art Van purchased the 42-year-
old Detroit market neighbor and its real estate from founder and owner Bruce Selik. The purchase price was not disclosed, but Art Van said it will to operate the 46,000-squarefoot showroom at 2300 S. Telegraph Rd. under the Hillside name “as the newest addition to Art Van Furniture’s umbrella of brands. p38
WHAT’S INSIDE New Leadership at Bob’s Discount Furniture
The fast-growing Top 100 company has promoted Michael Skirvin to CEO and Ted English to executive chairman, but don’t expect a major shift in the retailer’s aggressive growth plans. p2
Award-winning Designs Boost Ambiente 2016
Buoyed by an increase in international visitors, the annual event showcased cutting-edge European design for indoor and outdoor furniture. p26-30
PREMARKET Sees Brisk Intros
LEXINGTON, Ky. — Tempur Sealy is putting a bed in a box to give consumers a Sealy quality mattress at retails under $1,000, officials said.
The move is a response to growing interest in the online mattress space, an arena that is closely watched by mattress producers and retailers alike.
The company announced the debut of Cocoon by Sealy, its new offering in the below-$1,000 e-commerce space. Cocoon by Sealy is sold exclusively online at www.CocoonBySealy.com and delivered in a box directly to consumers’ doorsteps. A queen mattress Sells for $849, including free shipping, the company said.
Although Tempur Sealy has sold bed-in-a-box products through selected retail stores in the past, the company said Cocoon by Sealy is its first bedin-a-box that can be This bed, part of Fairmont Designs’ new Biscayne Bay collection, was one ordered online and shipped to of dozens of case goods and upholstery introductions seen at Premarket. the p38 Complete coverage of the event begins on page 34.
CONTENTS BEDDING TODAY ....... 32 CONSUMER CONNECTION ..............12 CLASSIFIEDS ...............37 OBITUARIES ................39 OPINION ......................36 STAFF LISTING ...........36
Bar Carts Aren’t Just for Alcohol Anymore ADVERTISEMENT
label space Tailor-made for e-commerce, these stylish carts can be use for food service, for displaying collectibles, and even serving your favorite single malt p22
FURNITURE TODAY ®
THE BUSINESS NEWSPAPER OF THE FURNITURE INDUSTRY
Tempur Sealy’s roll-up
Launches Sealy bed-in-a-box for under $1,000 BY DAVID PERRY
LEXINGTON, Ky. — Tempur Sealy is putting a bed in a box to give consumers a Sealy quality mattress at retails under $1,000, officials said. The company announced the debut of Cocoon by Sealy, its new offering in the below-$1,000 e-commerce space. Cocoon by Sealy is sold exclusively online at www.CocoonBySealy.com and delivered in a box directly to consumers’ doorsteps. A queen mattress Sells for $849,
including free company said.
shipping,
the
The move is a response to growing interest in the online mattress space, an arena that is closely watched by mattress producers and retailers alike. Although Tempur Sealy has sold bed-in-a-box products through selected retail stores in the past, the company said Cocoon by Sealy is its first bedin-a-box that can be ordered online and shipped to the p38
F U R N I T U R E T O D A Y. C O M
Art Van goes upscale contemporary with Hillside purchase BY CLINT ENGEL
BLOOMFIELD HILLS, Mich. — Art Van Furniture’s acquisition of the one-store Hillside Contemporary Furniture here is giving the Top 100 company an upscale contemporary store brand as well as a new place to deploy its PureSleep bedding model. The Warren, Mich.-based Art Van purchased the 42-year-old Detroit market
New Leadership at Bob’s Discount Furniture
Bar Carts Aren’t Just for Alcohol Anymore GAIN STRENGTH The demise of larger “formal” dining tables has been greatly exaggerated, as producers routinely get orders for tables exceeding 120 inches. p8
label space
neighbor and its real estate from founder and owner Bruce Selik. The purchase price was not disclosed, but Art Van said it will to operate the 46,000-square-foot showroom at 2300 S. Telegraph Rd. under the Hillside name “as the newest addition to Art Van Furniture’s umbrella of brands. p38
WHAT’S INSIDE The fast-growing Top 100 company has promoted Michael Skirvin to CEO and Ted English to executive chairman, but don’t expect a major shift in the retailer’s aggressive growth plans. p2
LARGE-SCALE Dining Tables
MARCH 14-20, 2016 VOL.40 NO.28 $10
Tailor-made for e-commerce, these stylish carts can be use for food service, for displaying collectibles, and even serving your favorite single malt p22
Award-winning Designs Boost Ambiente 2016
Buoyed by an increase in international visitors, the annual event showcased cuttingedge European design for indoor and outdoor furniture. p26-30
CONTENTS BEDDING TODAY ................... 32 CONSUMER CONNECTION .........................12 CLASSIFIEDS ...........................37 ACCENT FURNITURE REPORT ..................................22 OBITUARIES ............................39 OPINION ..................................36 STAFF LISTING ........................36
ADVERTISEMENT
PREMARKET Sees Brisk Intros
This bed, part of Fairmont Designs’ new Biscayne Bay collection, was one of dozens of case goods and upholstery introductions seen at Premarket. Complete coverage of the event begins on page 34.
March 2016 FURNITURETODAY.COM | 5
CONTENTS STAFF 6
EDITORS DESK Portent from Premarket
11
STAFF LISTING
INDUSTRY NEWS 3
BOB’S PROMOTES SKIRVIN TO CEO, ENGLISH TO EXECUTIVE CHAIRMAN Moves unlikely to lead to major strategy shifts
4
FMCSA PROPOSES TRAINING STANDARDS FOR ENTRY-LEVEL TRUCK DRIVERS
5
ARTICLE TITLE Subheading
6
ARTICLE TITLE
7
ARTICLE TITLE
Subheading
DINING REPORT 8
DEDICATED DINING ROOM Tables that seat 10, 12 or more gain traction
9
ARTICLE TITLE
10
BAR CARTS AREN’T JUST FOR ALCOHOL ANYMORE
13 AMBIENTE SHOW REPORT
BEDDING TODAY 15 ARTICLE TITLE Subheading
ARTICLE TITLE
16
SPECIAL REPORT: TOP-OF-BED 8
28 HIGH POINT PREMARKET
ARTICLE TITLE
12
ARTICLE TITLE
ACCENT FURNITURE REPORT 22
FURNITURE TODAY
ARTICLE TITLE
30 OBITUARIES 37 CLASSIFIEDS
Bar carts are tailor-made for e-commerce, these stylish carts can be used for food service, for displaying collectibles, and even serving your favorite single malt. p22
THE BUSINESS NEWSPAPER OF THE FURNITURE INDUSTRY (USPS 330-630) (ISSN 0194-360x)
Published weekly 51 times per year except for the 4/25, 7/4, 10/31 and the 12/19 issues with three issues produced on 5/10, 11/15 and 11/22 by Progressive Business Media, 7025 Albert Pick Road, THE BUSINESS NEWSPAPER OF THE FURNITURE INDUSTRY F U R N I T U R E T O D A Y. C O M Greensboro, N.C. 27409. Subscription rates (quoted in US dollars) US: 1 year $189.99, 2 years $360.98, 3 years $522.47. Canada and Mexico: 1 year $239.99, 2 years $455.98, 3 years $659.97. All other countries: 1 year $349.99, 2 years $664.98, 3 years $962.47. Single copies US: $10.00, market and special issues $10.00-$25.00. Single copies outside of the US: $20.00, market and special issues $20.00-$35.00. (includes shipping and handling), prepaid US currency. Subscription inquiries: Furniture Today, PO Box 16659, North Hollywood, CA 91615-9519. Phone (818) 487-2015. Subscription requests may be made via email at subscriptions@furnituretoday.com, or to update/manage your subscription visit www.furnituretoday.com/subscriptionservices. Periodicals postage paid at Greensboro, N.C. 27409, and additional mailing offices. “FURNITURE/TODAY” and “THE WEEKLY BUSINESS NEWSPAPER OF THE FURNITURE INDUSTRY” are registered trademarks of Progressive Business Media used under license. Progressive Business Media doe not assume and hereby disclaims any liability to any person for any loss or damage caused by errors or omissions in the material contained herein, regardless of whether such errors result from negligence, accident or any other cause whatsoever. POSTMASTER: Send change of address to Furniture/Today, P.O. Box 16659, North Hollywood, CA 91615. Posted under Canadian International Publications Agreement # 40624074. Return undeliverable Canadian addresses to: APC; P.O. Box 503, RPO West Beaver Creek, Rich Hill, ON L4B 4R6. FURNITURE/TODAY copyright© 2013 by Progressive Business Media. Printed in USA ®
6 | FURNITURETODAY.COM March 2016
Report
AMBIENT SHOW
The prints of Marjatta Metsovaara inspired Vallila’s 2016 collection.
BY CINDY W. HODNETT
Award-winning designs, positive economic signs boost show FRANKFURT, Germany — More than 137,000 buyers from 143 countries attended The 2016 edition of Ambiente, an international home furnishings trade fair held each year at the Frankfurt Fair and Exhibition Centre. The number of buyers at the show increased from 134,600 in 2015, and the number of visitors from outside of Germany accounted for 55% of the total, a number that Ambiente officials said points to positive economic signs. “The whole world does business here at Ambiente,” said Detlaf Braun, a member of the board of management of MesseFrankfurt GmbH. “An impressive demonstration of this is to be seen in the good propensity to order, and the high standard of German
and international buyers. The economic signs are set to go.” Braun added that the number of buyers expanded not only in quantity, but also in the potential for substantial business opportunities. “The number of international visitors has risen yet again,” Braun said. “In particular, we welcomed delegations, many of them including senior managers, from major trading houses. Also encouraging is the large number of buyers from the U.S., despite thewarning about travelling to Europe. Overall, the mood was good and visitors were willing to buy — committed and dedicated.”
In addition to 16 fully-occupied exhibition halls with furniture, accessories, housewares and gift products, highlights at Ambiente 2016 included Talents, a showcase of young designers; the Design Plus exhibit; and Ambiente Trends, four cross-category vignettes designed by trends consultants around the themes of Artisanal Gardening, Futuristic Couture, Functional Simplicity and Composing Freedom. “The search for new forms of expression in design leads, on one hand, to painstaking, serious and profound attempts to grapple with the issues, and on the other hand, gives people the courage to experiment with forms and materials,” said Annetta Palmisano, a representative
of the trend bureau that curated the trends collections. A total of 178 companies from 33 countries entered 418 products for the Design Plus Award competition. An international jury selected 27 products and product series from nine countries for recognition at Ambiente, and awardwinning companies included: Alessi, Bosign, Eagle Products Textil, Ebnat, Emform, Eschenbach Porzellan Group, Fratelli Guzzini, Hofats, Iwasaki Industry, JuliFoli, Kiboni, Koziol, LSA International, Metallurgica Italo Ottinetti, Mono, Nude, Palomar, Peppermint Products, Philippi, Riedel Glas, Robert Herder, The Décor Corp. and Villeroy & Boch.
The Chestnut chair is a reinterpretation of a regional product by Decani Design, presented in the Talents design section.
Denmark’s Hubsch highlighted Scandinavian style with product introductions One of Kare Home’s vignettes at Ambiente showcased an urban industrial aesthetic.
Italy’s Dialma Brown showed a combination chair/chaise piece at Ambiente.
March 2016 FURNITURETODAY.COM | 7 “We are proud that this renowned and independently judged design award for extremely well-designed consumer goods has been running for over three decades,” said Nicolette Naumann, vice president of Ambiente/ Tendence. “As in the past, we are delighted with the innovative and aesthetically pleasing products of this year’s winners.” Visitors from outside Germany accounted for 55% of the total compared to 53% in 2015. The top ten visitor nations, after Germany, were Italy, France, Spain, the Netherlands, United Kingdom, China, United States, Switzerland, Turkey and South Korea. The number of visitors from Germany remained stable while above-average
increases were noted from Japan, South Korea, South America, Africa, the Middle East and countries bordering the Mediterranean. “Ambiente brings together the key manufacturers and brands,” said Stephan Koziol, chairman of the European Lifestyle Assn. “Moreover, the short distances at the fair and the perfect links to the airport represent a genuine locational advantage. The customers are optimistic about the future, and the propensity to order is correspondingly high.” The Ambiente Partner Country for 2017 will be the United Kingdom with a corresponding spotlight on British design. Ambiente 2017 will be Feb.10-14.
Patrick Iu and Mattias Chrisander of Muk Design showed Bord, a modular table made in copper.
The metal powdercoated shelving unit by Lyn was a Design Plus award winner.
In the Talents design segment, London-based Ariane Prin showed her Rust collection, created from metal dust that remains after key cutting and other metalworking.
Futuristic Couture combines traditional crafts with modern materials like Plexiglas, plastics, metal, neoprene and synthetic colors.
One of Kare Home’s vignettes at Ambiente showcased an urban industrial aesthetic.
Futuristic Couture combines traditional crafts with modern materials like Plexiglas, plastics, metal, neoprene and synthetic colors.
Report 8 | FURNITURETODAY.COM March 2016
AMBIENT SHOW
BY CINDY W. HODNETT
Ambiente partner shows retail scene
HIGH-END furniture made in ITALY BOLOGNA, Italy — Italy was the 2016 Partner Country at Ambiente, and during the show, thousands of visitors toured Paola Navone’s visual homage to products manufactured in Italy at the Frankfurt Fair and Exhibition Centre. Evening street scenes in Bologna, Italy, highlight the next step for Made in Italy home furnishings story with snapshots from Kartell, a manufacturer/retailer with 130 single-brand flagship stores, 250 shop-in-shops and 2,500 retailers in more than 130 countries, and Home Décor Italy, a design studio and full-service interior design firm that features a range of high-end furniture
As in many European urban areas, pedestrian traffic remains active at night in the city center in Bologna, Italy.
Kartell’s retail store in Bologna, Italy, showcases many of the brand’s iconic seating designs.
March 2016 FURNITURETODAY.COM | 9
EDITOR’S DESK PORTENT FROM PREMARKET
W
hether you’re in retail or manufacturing, the ability to forecast is important, even critical to decision making.
were looking to cover ground, focus on the fundamentals and leave the chit-chat for a time when business is a little easier to come by.
People look at all manner of economic indicators—consumer confidence was down in February after a modest increase in January; housing starts were down in January compared to December and roughly flat with a year ago; unemployment in February was 4.9%, the same as January and down from 5.5% last year. And the National Association of Realtors is predicting low single-digit gains for the housing industry this year.
Those we spoke with described a first quarter that was uneven at best, with each strong selling period followed by a momentumreversing lull.
And then there is the tried and occasionally true method of divining the future through market activity. Busy markets, business must be good. Slow markets, Katy bar the door, the sky is falling. So what can we make of last week’s Premarket, which by most accounts was busy—certainly busier than last fall? I wish there was a clear, definitive answer. That’s simply not the case. Traffic was good, but there was a distinct sense that retailers came here serious about digging in, looking to lock up key lines and add things to strengthen their assortments. While Premarket is sometimes social and provides time to connect, there was a clear sense this spring that dealers
There was also widely expressed concern over this year’s impending Presidential election and the impact it may have in blunting sales momentum. At a time when retailers are working harder for every sale, the prospect of dramatic increases in ad rates driven by massive election-year spending is daunting at best, downright scary at worst. There was also widely expressed concern about the tone of this year’s election, on both sides of the aisle, as fear of a polarized electorate raises the prospect of consumer paralysis. Any industry veteran can tell you that a nervous, uncertain consumer is far more likely to hold their discretionary dollars than spend them. Despite these concerns, this was not a Premarket defined by overly cautious, risk-averse or even mildly refreshed designs. Instead there was a wealth of new technology, envelopepushing colors and silhouettes as well as a clear focus on changing the traditional role of furniture in the American home.
Those of you who missed Premarket should expect to see an enhanced emphasis on functionality in both upholstery and case goods. There is also a clear recognition that changing consumer lifestyles are “There is a impacting living clear recognition spaces, in size and in their that changing relationship consumer lifestyles to technology. are impacting living Designs at spaces, in size and Premarket in their relationship reflected these to technology.” changes and clearly demonstrate this industry’s ability to adapt to a changing consumer marketplace. This is going to be a year of change for the furniture industry. And if Premarket is any indication, it’s going to be in a very exciting, positive direction. Editor in Chief Bill McLoughlin
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10 | FURNITURETODAY.COM March 2016
ACCENT FURNITURE REPORT HIGH POINT — Functional flexibility, e-commercefriendly scale, in-home entertainment trends, and a variety of looks and price points are making bar carts a hot piece of accent furniture. Without fail, vendors contacted by Furniture/Today said bar carts are a growth business, and said they plan to keep building on that success by continuing to expand their selections in the category. The increasing popularity of bar carts reflects several trends among U.S. consumers and popular culture.
Butler Specialty mixed highsheen metal, glass and wood in the 3240140 model, one of its best-selling carts. It retails at $329.
The vibrant, dusty lavender color and space-friendly scale of Sauder’s Inspired Accents cart landed it in the April issue of Elle Décor. Retail is $99.99.
“The show Mad Men with their amazing sets introduced a new generation to mid-century modern furniture and the bar cart,” pointed out Sean McFadden, vice president of sales at Interlude Home, which has had great success with bar carts the past few seasons. “The rescaling of large parts of the housing market replaced a lot of trophy bars with smaller elegant bar carts in the living space.
MUST H AV E S
ROLLING STOCK bar carts gain momentum
“Finally the popularity of high-end liquors in display bottles brought the single malts, anejo tequilas, and chef-inspired products like He dricks gin out of the cabinet and out into the room. The bar cart has become a lifestyle display piece.” The pieces also are very functional, both in terms of use and location in the home, said Neely Jo Peck, merchandising manager at Powell Home Fashions. “You can use as a serving piece, a table or display piece,” she said. “Having wheels allows for easy movement around your home. With so many styles that are offered, bar carts can be an easy compliment to any decor style.” Bassett Mirror Vice President of Merchandising Ron Cepulo noted a trend among Millennials doing more entertaining at home. “With all the micro-breweries and smaller distilleries coming up, it’s become a trendy thing,” Cepulo said. “They like to show off their ‘treasures’ — a specialty single-malt scotch or specialty bourbon. I saw a report where 48% of the wine sold in America is to Millennials.” Housing trends are favorable toward multifunctional items such as bar carts. “Many Millennial and Baby Boomer consumers live in smaller spaces, and the growing popularity of entertaining at home makes this product highly desirable,” said Cindy Cantrell, sales manager at Butler Specialty. “Bar carts can easily be repurposed for accessories in the bedroom and bathroom because of their mobility, which makes this a must-have item.” It’s also a “fun” item, pointed out Arteriors President Mark Moussa. “Aside from the decorative appeal, they are now often the focal point of a room,” he said. “There’s something inherently celebratory about a bar cart filled with all of the accoutrements that signal a party or at least a good time. Who doesn’t love that?”
E-commerce friendly
Bar carts are tailor-made for e-commerce, given their small scale and the fact that many ship readyto-assemble. “As long as we keep them small and contemporary they will go for the younger Millennial buyer, who will prefer to buy this online,” said Zuo CEO Luis Ruesga, which unveiled seven carts at January’s Las Vegas Market.
The angular 532-415 bar cart from Powell Home Fashions retails around $249.
As an RTA vendor, all of Sauder’s products are e-commerce friendly, and bar carts are no exception. “E-commerce offers the best opportunity for placement of bar carts, largely because e-commerce doesn’t have the same physical limitations of brickand-mortar retailers, where revenue may be lost in square-foot placement calculations,” said Mike Lambright, director of marketing.
Interlude Home’s Julien cart features gold accents on a sleek, simple frame. Suggested retail is $2,250.
Consumer interest in this item currently sends them to the Web, Interlude’s McFadden noted. “We do sell the bar carts as an ecommerce item, but it has to be the right partner who understands how to romance the category and the styles,” he said. “Horchow is a great example.” p6 –
March 2016 FURNITURETODAY.COM | 13
OPINION TODAY CREATIVITY IN PRODUCT DEVELOPMENT NEVER FADES
CINDY HODNETTE
UPHOLSTERY + STYLE EDITOR
W
Raven and Nellie are two of the occasional chairs in Actona’s High Point showroom.
e’re in the midst of Premarket as I write this, and once again, the introductions promise to create a lot of excitement when High Point Market kicks off on April 16.
After showing me Nora and Nellie — two occasional chairs that work well as dining or small living room additions — and Avanja, a modern counter stool, Simon offered a statement that made a huge impression.
As usual, the creativity of the product development people in the furniture industry never ceases to amaze me. It’s a tall order to figure out ways to get a person to buy anything that doesn’t have an i in front of it these days, and yet, in workrooms across the country, these creative souls somehow figure it all out. Buyers will see what I’m talking about firsthand in April, in showrooms big and small.
Pointing to the chairs, she tied in the aesthetics of Danish design with current consumer trends in the United States.
One of the most interesting conversations I’ve had so far happened in the Actona showroom. While putting together the spring introductions on the showroom floor, Lene Simon, vice president of sales for North America, invited me to come in and take a look around. Full disclosure — I love Scandinavian design, so it didn’t take much persuading to get me to stop, but one of the remarks that Simon made stuck with me the rest of the day. While showing me product that she described as “Danish design and quality with the prices that come with China’s manufacturing efficiencies,” Simon offered a few of her strongest selling points. “We’re offering Danish design and Danish morality,” she said. “We utilize the tremendous amount of manpower available in China, and we run lean and efficiently. We treat our people well. “Also, the U.S. market has embraced European scale. The smaller, more compact interiors we’ve always had in Europe have become very popular with many Americans,” Simon continued. “Our furniture fits that model.”
“From what happened with the economy to the fact that it’s cool to be green now, there are many factors that are influencing consumers to responsible purchases,” Simon said. “I can tell people that they are buying a product that will never go out of style, furniture that will last and that can be passed down. Of course, everyone wants to sell more, but consumers are demanding quality and we have to respond.” A few weeks ago, I came across a web site called buymeonce.com. This curated retail site is growing significantly, and its underlying theme is quality, a sort of less-is-more, buy-the-best and buy-it-once mantra.
“CUSTOMERS ARE DEMANDING QUALITY AND WE HAVE TO RESPOND” -Lene Simon At the moment, the Londonbased founder and CEO, Tara Button, is searching for additions to the U.S. furniture category, and the site is issuing design challenges to encourage product development that embraces sustainability, quality and a commitment to lasting designs. Furniture suppliers and artisans should take a look — it’s a possible opportunity to make a statement and a sale. Nobody has the crystal ball that is going to offer definitive answers on where the market will go over the next decade. However, the popularity of sites like BuyMeOnce seem to suggest that it’s time to think about what happens if large numbers of consumers (think Millennials) switch from a buy-the most mentality into a buy-the-best/ buy-it-once philosophy.
14 | FURNITURETODAY.COM March 2016
March 2016 FURNITURETODAY.COM | 15
Report SPECIAL
Savvy retailers top off sales with top-of-bed BY THOMAS LESTER
THERE ARE OPPORTUNITIES HIGH POINT — Furniture stores are always hgoing to have beds on display. Some have discovered ways to do more with those displays. According to Furniture/Today estimates, master bedroom sales accounted for 10%, or $10.5 billion, of 2015 furniture and bedding sales. Additionally, youth and other adult bedroom sales tacked on another 6%, or $5.9 billion, in sales. Savvy retailers realize that there are opportunities to add to these figures that don’t involve much — if any — additional square footage in the store. By selling top-of-bed accessories such as comforters, duvets, blankets and pillows, retailers can bolster tickets by using items they incorporate into their in-store merchandising plans.
16 | FURNITURETODAY.COM March 2016
Report SPECIAL
BY THOMAS LESTER
Savvy retailers top off sales with top-of-bed
continued from p16 Use visits to trade shows as inspiration for your bedding vignettes, said Harris.
Bring out the personality of the store or style of the furnishing by dressing it with the appropriate bedding.”
“The best way to be a leader in home trends is to merchandise your stores with the latest colors and styles coming out of market,” she said. “A cost-effective way to do this is update your space with new bedding, decorative pillows, and throws.
King said it’s critical to stay abreast of what’s doing well outside of the store. Plus, he said, do all you can to draw eyes to trendy vignettes. “Regularly refresh vignettes to display different bedding designs and complementary accessories that reflect the latest color and design trendss
King said. “Locate the vignettes in a prominent location on the retail floor to engage consumers as they walk through your store. Don’t be afraid to experiment to see what looks resonate most with your customers.”
Carry an assortment and stock it
While a furniture store will likely have several different styles available, it should pay the same amount of attention to its array of accessories. What works for one consumer won’t speak to the next, so a readily available, representative amount of comforters, pillows, shams and other top-ofbed items helps create the impression of a full-service retail operation. SDH’s White likened a bed to a runway model, saying: “You want it to look interesting and maybe even slightly over the top. Mix textures — heavy and light, shiny and muted. This makes the bed look more
“Make it a win win for all.” interesting and can make the fabrics really pop.”
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Chapin said top-of-bed items often play into the consumer’s impulses, so it’s important for retailers to have a plan to provide those items. “Bedding purchases are emotional and often immediate. Customers want to bring home bedding the day they fall in love with it,” she said. “But for many furniture retailers, stocking top-of-bed inventory is a challenge. Buy from manufacturers that can ship quickly to you or your customers, and understand your expectations and standard of service.” Harris agreed, noting thatstocking is ideal, but with drop-shipping directly from the manufacturer becoming more commonplace, that’s the nextbest alternative. “Have an extra set of the displayed bedding available for the customer to take home the same day. Or, have it available to order and be shipped directly to their home,” she said. “Customers that are upgrading from a queen to a king will need all new bedding. Make it a win-win for all.”