T O TA L H O M E R E TA I L I N N O VAT I O N & I N S P I R AT I O N
October 2020
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October 2020
HOW WILL HOLIDAY SHOPPING STACK UP IN 2020? PAGE 12
TABLETOP INDUSTRY PREPS FOR Q4 PAGE 14 HIGH POINT MARKET PREVIEW PAGE 20
TOTAL HOME RETAIL INNOVATION & INSPIRATION
contents OCTOBER 2020 opinion 6 ALLISON ZISKO Take stock 8 WARREN SHOULBERG A season of deeper adaption
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features & special reports 12 COVER STORY: HOW WILL HOLIDAY SHOPPING STACK UP IN 2020? This year’s holiday shopping season defies the norms 14 TABLETOP Q4 vendor mantra: Stay in stock 17 TABLETOP: NEW YORK SHOW PREVIEW Holiday offerings, serveware options, new licenses and more
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20 HFN IDEA BOOK A preview of trends and new products at High Point Market: 20 A sophisticated shade
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22 A fall feeling 24 Nature nurtures 26 Show off those legs
departments 9 NEWS: Macy’s chief addresses holiday season
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10 NEWS: Overstock CEO says retail business is thriving
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11 TRENDING: A bright outlook
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HFN Volume 93, Issue 7 (ISSN 01082–8310) (USPS # 248420) is published monthly except for combined issues in January/February, May/June, July/August and November/December by BridgeTower Media LLC. Principal Known Office of Publication: 7025 Albert Pick Road, Suite 200, Greensboro, NC 27409. Periodicals postage paid at Greensboro, NC 27420 and at additional mailing offices. Canada Returns to be sent to APC, P.O. Box 503,RPO West Beaver Creek, Rich Hill, ON L4B4R6. SUBSCRIPTION RATES (quoted in US dollars) US: 1 year $105.97, 2 years $205.97, 3 years $294.97. Canada and Mexico: 1 year $130.97, 2 years $262.97, 3 years $368.97. All other countries: 1 year $283.97, 2 years $546.97, 3 years $789.97. Single copies US: $18.00. Single copies outside of the US: $28.00 (includes shipping and handling), prepaid US currency. Subscription inquiries: HFN, PO Box 16659, North Hollywood, CA 91615–9519. Phone (844) 807–2102. Subscription requests may be made via email at hfnmag@pubservice.com. POSTMASTER: SEND ADDRESS CHANGES TO HFN, P.O. Box 16659, North Hollywood, CA 91615–9519. FOR SUBSCRIPTIONS, ADDRESS CHANGES, ADJUSTMENTS, OR BACK ISSUE INQUIRIES: Please write to HFN, P.O. Box 16659, North Hollywood, CA 91615–9519; Call (844) 807–2102; or email HFNmag@pubservice.com. Four weeks is required for change of address. Please give both new and old address as printed on most recent label. First copy of new subscription will be mailed within four weeks after receipt of order. Address all editorial, business, and production correspondence to HFN, 7025 Albert Pick Road, Suite 200, Greensboro, NC. 27409. HFN IS NOT RESPONSIBLE FOR LOSS, DAMAGE, OR ANY OTHER INJURY TO UNSOLICITED MANUSCRIPTS, UNSOLICITED ART WORK (INCLUDING, BUT NOT LIMITED TO, DRAWINGS, PHOTOGRAPHS AND TRANSPARENCIES), OR ANY OTHER UNSOLICITED MATERIALS. THOSE SUBMITTING MANUSCRIPTS, PHOTOGRAPHS, ARTWORK OR OTHER MATERIALS FOR CONSIDERATION SHOULD NOT SEND ORIGINALS, UNLESS SPECIFICALLY REQUESTED TO DO SO BY HFN IN WRITING. MANUSCRIPTS, PHOTOGRAPHS AND OTHER MATERIALS SUBMITTED MUST BE ACCOMPANIED BY A SELF–ADDRESSED OVERNIGHT–DELIVERY RETURN ENVELOPE, POSTAGE PREPAID.
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from the editor Social Media Is The Most Engaging Way To Reach Customers. Use Our Audience To Grow Yours.
TAKE STOCK Allison Zisko
Home furnishings is in its heyday right now, buoyed by consumers’ enthusiasm for all things home since that is where they have been spending most of their time this year. While no one wants to appear crass about a public health crisis, the fact is that is the pandemic has been good for the home furnishings industry’s bottom line. Even mature categories like tabletop have gotten a boost. The biggest problem many home furnishings manufacturers have is keeping up with retail demand, staying in stock and juggling overnight fulfillment requests. Continued success, particularly during the critical fourth quarter, depends on them getting that right. But what happens after that? Sooner or later business will start to settle down to more normal, pre-pandemic levels—according to the Center for Housing Studies at Harvard University, annual expenditures for home improvements and repairs is expected to shrink by the middle of next year, for example—so it helps to think ahead and be prepared so that when consumers become focused on other spending pursuits, home furnishings can continue to thrive.
Our family of brands has over 100,000 organic followers in our social network, and when coupled with our website social pixels, totals an expanded audience of over 300,000. Partnering with us allows you to cut through the noise and reach your target audience in a way that’s equal parts engaging, and cost effective. We offer LIVE social videos, targeted ads, sponsored posts, exclusive takeovers and more. For more information, contact your Account Executive.
That means cultivating the new home-based habits consumers have developed, honing clever marketing strategies, embracing new, tech-based models of business and seizing market share opportunities others have ignored or have been too busy to address. Several furniture companies are skipping High Point Market this month because they either exhibited at a busier-than-usual Premarket and don’t feel the need to come back, or because they are overwhelmed with the business they have, leaving opportunities for competitors to scoop up business and acquire new customers, Furniture Today recently reported. Other companies, in furniture as well as categories such as housewares, are focused only on their biggest accounts, leaving their smaller independent business to wither. This, too, leaves the door open to competition. We know how important e-commerce is. But so are its off-shoots, like social selling, content marketing and direct-to-consumer marketing. Explore them, if you haven’t already. One marketing expert is urging tabletop companies to consider DTC for building brand equity and getting in front of consumers. It cannot and should not replace retail partnerships, but it is an important marketing tool. Be creative. Pay attention to how consumers change their daily routines, in big and small ways, as they adjust to pandemic life, and offer them products that make their lives easier, healthier, safer and more enjoyable. NPD’s Joe Derochowski recommends leveraging their life moments—like those impromptu backyard weddings or drive-by birthday parties—with products that make those events more meaningful. The fall and winter holiday season, starting with Halloween, is a prime opportunity to do that. I understand that for many companies, particularly those that are struggling through bankruptcy, closing factories, furloughing employees and stretching their remaining workers to the near breaking point, these recommendations may be out of reach. But for those with a little extra bandwidth, careful strategizing now can reap benefits later.
Letters to the editor can be sent to Allison Zisko at azisko@HFNdigital.com
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First Floor, IHFC InterHall, a juried collection of design-driven, lifestyle-focused home furnishings, is the premier destination for fresh, new and exciting resources representing all styles – from traditional to contemporary. Buyers and designers flock to InterHall for one main reason: to find The ext Big Thing. DISCOVER IT.
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home again A SEASON OF DEEPER ADAPTION
HFN VOLUME 93 • NUMBER 7 OCTOBER 2020
Group Publisher Kara F. Dunlay kdunlay@furnituretoday.com 336-605-1022
It’s an unusual turn of a phrase, don’t you agree: A sea- ate future. son of deeper adaption? But I think it perfectly sums up The safety processes the time we now live in. and procedures put BY WARREN SHOULBERG And much as I would like to take credit for coming in place also need to up with it, I’ve cribbed it from the Wall Street Journal be institutionalized. If which used it in a somewhat different context but with you remember the jerry-rigged patchwork of solutions one underlining meaning: the conditions under which created after the 9/11 terror attacks, that’s the stage we we now exist are not going away anytime soon and all are in now with the pandemic. Contrast those early those workarounds and temporary solutions we’ve de- primitive measures with what we have now in airports, veloped over the past eight or nine months now have to public spaces and elsewhere and it’s dramatic. Those be reworked to be more sustainable for a longer period makeshift plexiglass shields, directional arrows on floors, social distancing signage and all the rest: they of time. are going to need to be more standardized and made more permanent.
Things like Zoom calls and virtual trade shows will become the norm rather than the novelty.
This isn’t about politics or really even about business … much less the business of home furnishings. Some of us earlier in the year were using the phrase “post-pandemic,” but the truth is that we are a long way off from being post-anything about this pandemic. So it’s time to take stock of what we’ve done on an adhoc basis since last winter to get through things. The health and safety measures you’ve put into place, however begrudgingly, are going to need to be formalized into your lives for the foreseeable future. Each of us has adapted different levels of precautions as befits our beliefs and lifestyles, but if it includes mask wearing, frequent hand washing and social distancing (as one hopes it does) each of us needs to settle into all of this. Better solutions—medical or miracle—are not in the immedi-
We’re going to need to acknowledge and live with capacity limitations in the stores, museums, entertainment venues and sporting facilities we frequent. And the companies that operate them are going to need to figure out new financial models that allow them to operate profitability under those conditions. More locally, the way the home furnishings market goes to market and buys and sells its products will have to adapt, and things like Zoom calls and virtual trade shows will become the norm rather than the novelty. How products progress from the drawing board to the production floor to the shipping vehicle to the store shelf will have to be totally rethought. And how that product is bought by consumers and how they take possession of it will need to be more than a matter of just adding some more warehouses and trucks. I guess the point here is that all the things we’ve all been dealing with have to be viewed as semi-permanent changes, not passing incidents. And the sooner we accept that, the better. It is indeed a season of deeper adaption … but also one of deeper acceptance.
Editorial Director Bill McLoughlin bmcloughlin@furnituretoday.com
Editor-in-Chief Allison Zisko azisko@HFNdigital.com
Managing Editor Andrea Lillo alillo@HFNdigital.com
Sales Manager Tim Harris tharris@pbmbrands.com 336-605-1049
Editor-at-Large Warren Shoulberg wshoulberg@gmail.com
Contributing Editor Joanne Friedrick jfriedrick@HFNdigital.com
Design Supervisor Laura Black
Design Wendy Martin
Senior Research Analyst Michael Hurley
Graphics Specialist Ariel Perez
Director of Web Operations Chris Schultz
Web Operations Specialist Randy Melton
Web Client Services Manager Dan Sage
Creative Services Director Melanie Bingham
V.P. Finance & Accounting Tammy Overcash Part of the BridgeTower Media network
A MASK APPEAL HFN
Textile maker WestPoint Home is getting out the vote with its latest face mask under its Martex Health brand. “Regardless of your political affiliation, it is important to exercise your civic duty by voting. This mask is designed to remind everyone of that, while also staying safe,” the company said in a press release. WestPoint Home repurposed its factories in March to produce Martex Health cloth face masks, which were donated to frontline health-care and other essential workers. To date, the company said it has provided over 1 million face masks to them. 8 HFN OCTOBER 2020 HFNDIGITAL.COM
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news
MACY’S CHIEF READY FOR LENGTHIER HOLIDAY SHOPPING SEASON Throughout the pandemic and heading into the holidays, the home category has been a bright spot for Macy’s, along with luxury and leisure items By Joanne Friedrick Gift giving will be critical for shoppers this holiday season, which is one reason why Macy’s CEO and Chairman Jeff Gennette said he’s “obsessed” about providing a safe, shoppable environment for those who want to buy in person. Like his retailing counterparts, Gennette said Macy’s is anticipating “elongated demand” for holiday deals, with values starting to appear in stores and online this month. Citing knowledge of supply chain demand and shipping issues, “the customer is ready to shop early,” he said during a Retail Leadership Series webinar put on by the National Retail Federation earlier this month. Although Macy’s will be closed on Thanksgiving, Gennette is expecting customers to hit stores on Black Friday and they are reviewing plans throughout the chain to identify potential bottlenecks and work out solutions. Black Friday and the last 10 days before Christmas are the likely pressure points, he said. Gennette noted that the pandemic changed much about how Macy’s has done business in the short-term, but some practices will carry over, such as moving at the speed of the customer. Among the three big jobs that resulted from responding to COVID-19 and its impact on retailing, he said speeding up decision making was one of them, often in response to consumer demands. As more people stayed at and worked from home, the category mix shifted
“Home has been charging,” whether it’s textiles, tabletop, housewares or big-ticket items such as furniture and mattresses. — Jeff Gennette to home, active and luxury goods. “Home has been charging,” said Gennette, whether it’s textiles, tabletop, housewares or big-ticket items such as furniture and mattresses. Within luxury, Gennette said shoppers are turning to products like fine fragrance, better skincare, diamonds and high-end watches. Because of online meetings, people are spending on things that can be seen from the waist up, he said.
As part of its ramped-up decision-making and business pivots, Macy’s turned to its remaining store managers—90% of workers were furloughed—for fulfillment from stores as online orders soared. The retailer also went from a six-store curbside pickup pilot program to a fully operational one in just 18 days. The other key focuses as the pandemic unfolded, said Gennette, were cash preservation, which resulted in the furloughs along with cancellation of most spring and summer orders and reductions for fall; and improved commuJeff Gennette nications. The company implemented daily standups with teams, he said, and the board went from meeting five times a year to twice a week. Macy’s also kept in contact with civic and government leaders to gain information as well as share their needs. During the second quarter alone, said Gennette, Macy’s picked up 4 million new customers through e-commerce, which now accounts for 45% of its business, and that’s likely to be the case going forward, he said, with online not expected to fall below 40%. Another sector that is performing well, even though they got into this channel later, he said, are the off-price models: Macy’s Backstage and Bloomingdale’s The Outlet Store. The plan is to add some free-standing Backstage stores as well as Backstage online. Addressing its supply chain, Gennette emphasized the importance of Macy’s private brands, which are designed to fill holes that aren’t served by national brands. Even before the pandemic, he said, Macy’s was evaluating its sourcing to counteract the impact of tariffs, as well as improve processes. As a result, suppliers have been cut and savings implemented, such as sharing fabrics for products across gender and age groups. Looking ahead, Gennette said the corporate comeback, with workers— Macy’s own and others—returning to their buildings, is another “topic we obsess about,” but for now the company is sticking with a hybrid work culture. He also anticipated that urban stores, like Macy’s New York flagship, will continue to be impacted by the lack of tourism and office workers.
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NEWS
ONE YEAR AT THE HELM, OVERSTOCK CEO SAYS RETAIL BUSINESS IS THRIVING By Anne Flynn Wear It’s been a year since Jonathan Johnson took over the reins as CEO of Overstock after company founder Patrick Byrne stepped down. A year later, under Johnson’s leadership, the company recently posted 109% growth in its Q2 earnings report. “When I became CEO, it’s the first time I had been involved in the day-today of retail in six years,” Johnson told HFN sister publication Furniture Today. “At that point, the company was focusing on 27 different initiatives. It had lost focus. I whittled that down to four initiatives, which felt like the right number to achieve sustainable growth.” For some perspective, the company lost 19% in last year’s fourth quarter and then 6% in this year’s first quarter before posting the record second-quarter growth. Johnson believes the pandemic helped move up the company’s profitability by a quarter or two. In fact, at one point in the recent past, under Byrne’s leadership, the retail portion of Overstock was reportedly up for sale, but that is no longer the case, according to Johnson. “It is growing, thriving and is the driving engine of the business,” Johnson said. “No, the retail business is not for sale.”
During the pandemic, Overstock has focused on more customer self-service automation and adding resources that proved to be helpful when sales doubled over the past several months. The company hired hundreds of new call center agents as well as tech analysts, statisticians and pricing experts. “We found some great talent in industries that had been hurt by the pandemic such as gaming, hospitality and travel,” he said. The pandemic caused a critical tipping point for online shopping, Johnson believes, and a lot of companies figured out how to more easily source and ship furniture. Overall, he believes society has become less suspicious of e-commerce.
CEO Jonathan Johnson says Overstock is a huge part of who he is.
Overstock also recently entered into a new contract with the U.S. government’s general services division, which could prove to be very lucrative. Johnson said that the government agencies are pleased with how quickly it’s being developed and, once it starts to get traction, the contract could become a prominent part of the business. But, at its heart, Johnson said Overstock is a tech company, and it will continue to look to technology innovation to drive future growth. “Our goal is dream homes for all. Our core business involves catering to what we call ‘savvy shoppers’ and ‘reluctant refreshers,’ and those two groups have a natural affinity for Overstock,” Johnson said. “In that space, we believe there’s a lot of growth potential.” For Overstock, April, May and June were like turning Black Friday and Cyber Monday on with a light switch, and now it is gearing up for the upcoming holiday season. Johnson said he’s pleased with how the team kept pace; although they had some troubles keeping things in stock, he said it’s now starting to level off. “It’s been challenging to not be able to meet in person due to the pandemic,” Johnson said. “I can’t wait to get back and go to furniture markets, talk to suppliers and do the things that merchants do.” His current plan is to remain at Overstock’s helm for the foreseeable future. Johnson was previously president for five years and also briefly acted as CEO when the founder got sick in 2013. Since the start of the pandemic, he has also focused on improving the company culture. To that end, he communicates often with employees, sending out a letter at least once a week to the entire team for the past 24 weeks. In fact, Johnson said Overstock is a huge part of who he is. “I bleed Overstock red.” Editor’s note: Jonathan Johnson will be speaking around the topic “The Future of E-commerce” at Furniture Today’s virtual Leadership Conference Wednesday, Dec. 2. For more information, please visit leadershipcon.com. 10 HFN OCTOBER 2020 HFNDIGITAL.COM
trending
A BRIGHT OUTLOOK When the need for boldness arises, neon is the ideal solution, whether using lights or colors. Neon lights provide a fun accent in any room, while neon’s vivid colors work whether the design uses classic styles—say, stripes—or celebrates something more timely, such as the precious liquid, Purell.—Andrea Lillo
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With the Sukhasana yoga pose in mind, the Omm chair from Nathan Anthony has been redesigned, and features a low and wide seat, ideal for cross-legged sitting. Shown here in Ultrasuede Robin’s Egg blue.
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Libby Langdon’s collection with Paragon expands with the blurred “Neon Lights I,” a giclée in a shadow box. Thirty-two inches square.
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An appropriate subject for today’s times, “Purell 1” from RFA Décor’s Graphic MOD collection is a handembellished giclée on fine art paper..
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Yellowpop’s customizable LED neon signs bring a playful element to the wall and range from food to hand gestures to phrases such as this one.
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Be Outspoken debuts at High Point Market, offering original artwork on zero waste Brazilian cow hides. The line of five initial designs—Make Waves here— includes hide color options and either bullion fringe or trim.
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cover story
HOW WILL HOLIDAY SHOPPING STACK UP IN 2020? Forget the calendar: this year’s holiday shopping season defies the norms By Joanne Friedrick The uncertainty brought on by the pandemic and its impact on 2020’s shopping scene is accelerating the evolution that holiday retailing has been undergoing for a while now. Events such as Amazon’s Prime Day two-day bargain blitz (which usually takes place in July, but this year takes place Oct. 13-14), Wayfair’s Way Days in September and Christmas in July events from on-air and online retailers QVC and HSN have definitely muddied the waters. Add to that the overall growth of online shopping, and events like traditional Black Friday and its door-buster sales have become practically anachronistic, with scenes of eager consumers lining up on Thanksgiving to be the first to stampede through the portals the next morning just a memory of shopping days past. In 2020, of course, the pandemic has put yet another twist on shopping, with retailers such as Lord & Taylor, Pier 1 and SteinMart shuttering their stores permanently while others, including JCPenney, Macy’s, Bed Bath & Beyond and Sears, have drastically reduced their brick-and-mortar footprints. And just about all retailers, because of state-imposed COVID-19 restrictions, are still limited in how many people can come through their doors, while also contending with labor shortages. The supply chain has also been disrupted, with goods from overseas held up as planes and cargo ships stopped moving and factories closed temporarily, and concerns about domestic mail delivery surfacing in recent months. All of this, along with 2020 being an election year, has combined to reshape this shopping season, giving rise to the premise that any time is the right time to promote holiday spending.
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Global consulting firm AlixPartners is among those redefining the season, adding for the first time October to the holiday tracking period. In a statement, Joel Bines, global co-leader of the retail practice and a manager director at AlixPartners said: “The traditional November-December holiday season definition is meaningless this year—and, I would argue, for the future as well.”
“The traditional November-December holiday season definition is meaningless this year—and, I would argue, for the future as well.”
— Joel Bines, AlixPartners
Joe Derochowski, vice president, home industry advisor, at The NPD Group, told HFN he’s also expanding his tracking of home segment activity to include October. “The industry is trying to stretch it [holiday shopping] out longer. They are planning to market it earlier,” he said.
BLACK FRIDAY REDEFINED Black Friday as originally defined hasn’t been around for many years, he said, but it still will be in place in some form. The question, said Derochowski, is what will the consumer do? “Are we going to be able to create urgency? Will a consumer believe that an October deal is better than what they’d get on Black Friday?” Black Friday’s success is tied to store traffic, which won’t be the case this year, said Dana Telsey, CEO and chief research officer at Telsey Advisory Group. “Instead of doorbusters, perhaps it will be known as server busters,” she said, pointing to the shift to online shopping.
No matter how Black Friday turns out, one factor in play this year is the closing of major retail stores and malls on Thanksgiving. Target, Home Depot and Walmart, all of which said they are starting holiday deals early whether it’s to cut down on crowds or meet new shopping expectations, are among those closing stores on Thanksgiving, joined by JCPenney, Best Buy, Kohl’s, Bed Bath & Beyond, Costco, Macy’s and Sam’s Club, and mall owners CBL Properties and Simon Properties. That’s just one new approach to the traditional holiday season. Telsey said in-store retail is being integrated with omnichannel initiatives, such as buy-online-pickup-in-store (BOPIS) or ship to store, with the former generating possible attachment sales that could lead to higher sales and profits. But she also expects fewer events in stores given the limitation on the number of people allowed. “Consumers are spending the same, but shopping less frequently, so spending more with fewer retailers, thus pushing brands and retailers to capture mind and wallet share sooner in the season,” commented Melissa Gonzalez, CEO of The Lionesque Group and principal, MG2. Retailers, she added, “are also leaning into digital and getting creative with everything from live stream to virtual and physical pop-ups to curbside and BOPIS.” Gonzalez said a change for pop-up retailers under the COVID climate is to launch appointment-based marketing and booking strategies, as well as incorporating low-contact vending machines for sampling that can be activated via QR codes or using interactive window displays with streaming content. Evan Dash, founder and CEO of StoreBound, said the prolonged promotional season “may result in a healthier cadence that will generate more frequency of shopping and a better blend of non-promotional goods sold.”
and uncertainty brought on by the pandemic, 81.3% of consumers will spend the same or more this holiday. What will people be buying? Within the home category, Derochowski sees opportunities with cooking, floor care and air purification as people spend more time at home. Products related to meal-making at all times of the day, from smoothie makers to microwaves to multicookers to bakeware, should do well, he said, along with items related to outdoor entertaining.
SMALL RETAILERS, BIG ISSUES
Another group evaluating how the holidays will shake out this year is independent housewares retailers. MaryAnn Samsa, buying group coordinator for GC Buying Group, said among members “there is a high degree of anxiety for getting the inventory they want. Our independents are battling for allocation along with national chains and online retailers.” Some retailers, such as Bob Kratchman from Kitchen Kapers in Cherry Hill, N.J., said Black Friday is expected to be “a non-event. It seems like promotional activity will run all fall.” And Art and Martha Nading of The Extra Ingredient in Greensboro, N.C., will begin running specials for cutlery, cookware and dinnerware as early as Nov. 1. “We will not use the words ‘Black Friday.’ Instead, we call them fall or holiday specials.” Carolynn Campbell of Portland, Ore.’s Kitchen Kaboodle said they ordered early to have items on hand, anticipating either shipping delays or lack of product. “We hope to see an uptick in online sales because of the pandemic,” she said, citing Oregon’s stricter COVID protocols. Echoing those concerns, Chris Wiedemer of Cooks’ World in Rochester, N.Y., said he has contingency plans in place for products that don’t show up by Nov. 1. “I will keep my ear to the ground, ready to adapt to the current and changing conditions,” he said about his approach to the holidays.
Additionally, he said, stores could benefit from the pent-up demand as consumers return to re-opened stores, “but there is little doubt this will be another year of strong growth for e-commerce.” To that point, in a consumer survey, AlixPartners found that 45% of Americans plan to do the majority of their holiday shopping online, up 15 percentage points over last year’s survey. Likewise, Deloitte is forecasting e-commerce sales will grow by 25% to 35% year-over-year during the holiday season versus last year’s 14.7% increase. Both also forecast increases, albeit modest ones, for the overall holiday, with Deloitte seeing sales up 1% to 1.5% November through January, and AlixPartners predicting a 1% to 2.6% gain for the three-month period October through December. Likewise Tinuiti, a performance marketing company, reported in a recent study that despite the economic hardships
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tabletop
Q4 VENDOR MANTRA: STAY IN STOCK By Allison Zisko
and Back to achieve planned sales. So again, in-stocks matter.”
Business discussions during the New York Tabletop Show this month will focus on the nitty gritty details of getting products into consumers’ hands during what promises to be an intense fourth quarter.
In terms of new products, the vendors contacted by HFN said they are focusing their energies this season on what is working.
That means accurate sales projections, timely drop shipping and order fulfillment, and guaranteed in-stocks for retailers, said vendors. Tabletop sales have thrived in the past six or seven months (see related story on page 15) and many manufacturers are working double-time to keep up with demand. “Like many others, our online business has been on fire,” said Jack Kontes, vice president of brand and product management at Arc International. “We offer fulfillment services on our products to our retail partners. We are expecting the online trend to continue through the year. So, we are preparing our fulfillment services for the increased demand.” David Nicklin, senior vice president of marketing and licensing at Gibson Overseas, said the same. “It’s important to note that we are experiencing demand from housewares retailers at unprecedented levels, and the pressure is on for many of their suppliers,” he said. “We are all collectively shifting gears and doing everything we can to meet demand and deliver the goods that consumers want.” Arc’s retail partners rely on it to be in stock and to deliver truckloads and fulfillment services without a hitch—often within 24 to 48 hours, according to Kontes. “That can be a challenge during peaks but it is one we’re up to,” he said. “Fourth quarter prep will be dominated by a strong in-stock position,” agreed Richard Gillett, president of Over and Back. “As dot-com flourishes we must pay attention to what our friends out there are telling us—stay in stock and ship! And of course, brick and mortar rely on Over
Chris Wile, president of the metals division at Lifetime Brands, said that in this regard, he expects business as usual. “We will have product offerings based on consumer wants and needs. We are definitely focusing on continued improvement for e-commerce content.” He also noted an increase in flatware demand. Added David Mackrell, president of tabletop at Lifetime, “We are focusing on big ideas, trending designs and keeping our assortments manicured to what is working in the market and what we see in the future.” “Everything from dinnerware to serveware to accessories will dominate our go-forward plans,” said Over and Back’s Gillett. “Our scalebacks are influenced by the economy and, consequently, price point. So, 12-piece dinnerware sets rather than 24. Fashion and value unite, for example, in our mug sets that are geared toward smaller spaces.” “We are full steam ahead on all our businesses,” said David Zrike of Zrike Brands, which is focusing its growth on its entertainment-licensed brands like Disney, Peanuts and Warner Brothers. “Our growth this year has been great and we expect that to continue next year.” “Portmeirion Group and Nambé are not scaling back—we are moving forward with great optimism,” said Lou Scala, chief marketing officer. “The opportunity to expand our digital reach with consumers is paramount to future success. The growth of the industry was changing prior to COVID-19, but now the way we do business with customers and consumers has changed dramatically. The end consumer shopping preferences have shifted during the pandemic and I predict we will see a great turn in the way we shop, we sell, we connect with our customers and our consumers.” 1. New bowls from Over and Back.
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2. Arc International’s Kill the Canary specialty drinkware is great for Zoom cocktail hours or for sharing on social media, the company said. 3. Flatware is in demand among Lifetime Brands’ retail customers. This is the new Harness collection from Towle Living. 4. Nambe’s new pet collection includes this whimsical treat jar.
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NPD EXECUTIVE HIGHLIGHTS GROWTH OPPORTUNITIES IN TABLETOP Business has been good this year and can continue to expand, says Joe Derochowski By Allison Zisko Many tabletop vendors have said their business has been better than ever this year as consumers hunker down at home, but NPD recently backed up those claims with eye-opening stats on just how lucrative the tabletop business has been over the past several months. Joe Derochowski, NPD’s home industry advisor, recently presented a webinar exclusively to Forty One Madison tenants about the effects of COVID-19 on consumer spending. In the Joe Derochowski period between March 15 and August 29, tabletop retail sales were up 13.1%, growing by $116 million, according to Derochowski, boosted after April 19 by “stimulus infusion, warmer weather and some retail therapy.” The categories that have notched the most growth are housewares dinnerware, with a 23% increase, casual flatware, with a 17% increase, and casual beverageware,
with a 13% increase. In dollar sales, casual beverageware grew the most, Derochowski told HFN. NPD surveyed 1,000 consumers in August and asked them how they felt at that time about tabletop products. Twenty-four percent said they were comfortable purchasing tableware products in-store, with 3% saying they were only willing to purchase tableware products online. Three percent said they planned to purchase tableware products in the next few months. Consumers are concerned about the coming months in terms of the virus spread and of being cooped up inside, Derochowski said. He urged the tabletop industry to do what it can to alleviate fears (of germs, for instance) and to cultivate the new consumer behaviors that have cropped up during the pandemic that might boost business. Those behaviors range from the adoption of new pets to the surge of home improvement projects to changes in eating habits. “How can we leverage these trigger moments better?” he asked rhetorically. Americans are eating more meals at home, meal prep is a little more
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TABLETOP
AS WEDDINGS CHANGE DURING PANDEMIC, SO DO REGISTRIES Cookware and bakeware among most-requested items, but everyday dinnerware still a top pursuit, according to The Knot By Allison Zisko Despite COVID restrictions on large weddings, couples are still getting married and setting up gift registries, and bakeware and cookware are the most requested items on their lists, according to The Knot, the wedding planning company. The very first gift added to a wedding registry after the August launch of The Knot Registry Store, the company’s new addition to its integrated registry platform, was a deep fryer, and among the most popular products since the pandemic began are kitchen staples like mixing bowls, nonstick bakeware sets, measuring cup sets and stand mixers, said Amanda Allen, The Knot’s senior director of business development. According to The Knot’s 2020 Registry Study, the number of couples who are registering for formal and fine china has decreased, to 15% in 2020, down from 36% in 2008. Items on the rise in popularity are electronics—they accounted for 27% of all registered-for items—and furniture, which represented 24% of all registered-for items. “That said, 67% of to-be-weds are still registering for everyday china, and they care most about these items being dishwasher safe,” said Allen. “The top five fine china brands, according to The Knot Registry, are Lenox, Kate Spade, Waterford, Mikasa and Noritake, while the top five everyday china brands are Le Creuset, Kate Spade, Lenox, Corelle and Mikasa.” Data from The Knot shows that only 6% of couples whose weddings have been impacted by COVID are outright cancelling their weddings, according to Allen. “Instead, most couples are postponing their larger in-person celebrations or not making any changes to their events. This means wedding registries are very much still ‘on’ and still a priority for to-be-weds,” she said. The Knot’s new Registry Store is not a physical entity but a digital store that features a large assortment of home and other products, along with curated, product-specific collections such as “kitchen must-haves” and “happy hour staples” for inspiration. It’s an addition to the digital registry platform the company previously offered.
The Knot Registry Store is the company’s new addition to its integrated registry platform. Prior to the launch of The Knot Registry Store, the company offered couples the ability to sync any and all registries through its retail partners—which includes nearly 20 partner sites such as Crate and Barrel, Bed Bath & Beyond, Target and others—to its registry platform, and this functionality still exists. Couples were also able to add anything from anywhere to their registry on The Knot using The Knot’s “browser button.” “With the launch of The Knot Registry Store, we’ve created a more seamless experience for both couples creating their registries and guests shopping them,” said Allen. “Couples can now better integrate their most-wanted gifts through The Knot Registry Store and still automatically sync any external retail registries with our 18 affiliate partners, and guests are able to view and check out directly with The Knot.” The Knot Registry Store also automatically tracks gifts and thank-you notes for couples.
NPD HIGHLIGHTS GROWTH OPPORTUNITIES involved and more families are eating together, he noted. “Try to leverage the nuances that are happening,” he urged. For example, lunch is an important consideration, since many people are still working, and students are studying, from home. “Lunch is a new behavior in the home,” Derochowski said. As the weather gets colder and with the holidays coming up, consumers still yearn to entertain but are wondering how to be with friends and family safely. That could mean continued outdoor eating or other innovative solutions that tabletop companies can foster, Derochowski suggested. “It creates the opportunity for tabletop, especially in serveware, for things like appetizers and desserts.” Other occasions to consider are birthdays and weddings. There have been a lot of innovative birthday celebrations during the pandemic, he 16 HFN OCTOBER 2020 HFNDIGITAL.COM
said, noting that “moms under pressure are the greatest hacks there are.” He said to expect moms to be equally creative for Halloween and the fall and winter holidays. “Be ready to be agile,” he advised tabletop manufacturers. The wedding season, meanwhile, “has gotten blown up.” Nowadays, weddings tend to be split over two days—small backyard affairs now with larger parties planned for next year. “But that small party needs to be special,” Derochowski said. “Are we doing anything different to market to weddings?” he asked. In order to create change, he concluded, companies must “create buzz and grab mindshare, create urgency and enable behavioral change.” Derochowski’s full webinar can be viewed on 41madison.com.
new york tabletop show
NEW FOR THE TABLE IN 2020 Forty One Madison is preparing a multichannel experience for the New York Tabletop Show Oct. 13-20 with both inperson and virtual meeting options. Independent showrooms are also welcoming customers in various ways. New products focus on holiday offerings, serveware options, giftables, newly licensed properties and several transitional designs that span multiple categories and aesthetics.—Allison Zisko
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Georg Jensen’s 2020 Christmas Collectibles are based on the ice flower theme, tying into the overall plant and flower universe that runs through its home line this year.
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Arc International’s Holiday Glow glassware is decorated with gold or silver trees, in tumblers as well as stems.
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Herend’s new bunny-themed coasters are available in the pink shown here or in blue.
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The Botanica collection by Lalique combines floral romanticism with mineral strength, in satin-finished crystal highlighted in gold or enamel.
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Godinger’s Devon 16-piece coupe dinnerware has a marbleized effect touched with gold.
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Iittala celebrates its 140th anniversary with three focus colors; the Amethyst Aalto vase is supported by the iconic Iittala cranberry and dark gray.
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Bold dramatic splatters of satin gold adorn these Splatter freeform sculptures from Annieglass.
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NEW YORK TABLETOP SHOW
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The Laurie Gates Tierra Collection by Gibson Overseas features handpainted designs inspired by Spanish and Mexican Talavera pottery in an array of blue, orange and yellow hues.
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Made of stoneware, Pfaltzgraff’s Adina pattern features a prominent blue reactive glaze highlighted by deep gray borders, with a warm white band adding a distinct accent to the mug and bowl.
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Speckled Terra dinnerware and serveware from Over and Back offers a rustic, handthrown pottery look.
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New oak boards from Casafina offer rustic warmth in three rectangular sizes and one large round.
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Inspired by the minimalist luxe trend, which takes minimalist style and adds a sleek, functional edge, Denby’s Modus combines layers of pattern and color on elegant contemporary forms.
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The new Crafted collection from Villeroy & Boch features a modern pottery look focused on round shapes and bold colors with a reactive glaze.
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The Mickey chip ‘n dip is part of the Disney licensed collection from Zrike Brands.
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Ginori 1735 has expanded its Totem collection with these cat-themed items.
Olio by Barber Osgerby and Royal Doulton is a miscellaneous collection reminiscent of found objects and inspired by a sense of craftsmanship. The functional designs come in a color palette of graphic black, white and celadon blue.
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Faunacrystopolis, a capsule collection designed by Spanish designer Jaime Hayon for Baccarat, includes this Blue Bird.
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The Pakkawood Ash Flatware Set by Hampton Forge’s Skandia brand is crafted from mirror polished stainless steel with gray- and dark brown-grained pakkawood handles.
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Towle Living‘s forged Shea flatware offers a sleek and modern look in a 20-piece set.
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The design of Fleur de Nuit from Deshoulieres is inspired by centuries-old Persian artwork, in three shades of gray: metalized, dark gray and platinum.
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Parisian Garden from Ricci is a 20-piece set of 18/10 heavy gauge stainless steel with a floral design engraved into the heads of the spoons and forks and laser-etched onto the dinner knife blades.
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The whimsical Mikasa Remy 20-piece flatware set features a smooth, frosted finish splashed with a contemporary pattern of distinct dots.
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Nambé Tahoe is a modern, clean, iconic design that captures the essence of midcentury modern bar tools in stainless steel and richly stitched leather banding.
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Blue Italian Brocato updates and complements Spode’s ever-popular Blue Italian pattern with a simple, clean border that mixes and matches with the original.
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HFN Idea Book
FALL FAVORITES The weather is getting cooler and the furnishings are getting cozier. On these pages, HFN showcases four themes attendees will see at this month’s High Point Market.—Andrea Lillo
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A SOPHISTICATED SHADE For a striking statement in home décor, the black colorway will do it. Black has been an increasingly popular hue, whether paired with gold or on its own. Here are a few introductions that incorporate it. 1
Evoking an Art Deco vibe, the Strada collection from Oriental Weavers offers a contemporary aesthetic, power loomed of nylon and polypropylene in the U.S.
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Molasses from Harounian Rugs Intl. is handknotted in a dense pile of New Zealand wool with bright loops of Lurex accent yarns. Eight colorways available.
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The new handforged Andro wall decor from The Howard Elliot Collection takes a modern twist on the traditional shield design. The layered design is 30 inches in diameter.
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Handknotted of wool and cotton in India, Feizy’s Piraj collection plays off traditional patterns, bringing an Old World flavor with sizable, single knots.
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Safavieh’s Henlin pendant has geometric glass facets highlighted by black triangle and diamond outlines.
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The 66-inch-tall Hamilton floor lamp from Pacific Coast Lighting has a black finish, a metal body, a marble base and white opal shades. On/off foot switch.
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The fun, fringe tassel table from TOV is now available in black. It’s 15.2 inches tall.
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With a diamond pattern that works in any glam or urban space, the Harve chair from Zuo Modern is covered in a polyester fabric with a steel base powder-coated in black.
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Studio A’s Arbor tall cabinet comes in a smoke colorway and brass finish.
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Adding sophistication to sleep spaces, the adjustable Lizzy headboard from Modway features deep button tufting in a diamond pattern and stain-resistant performance velvet upholstery.
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HFN IDEA BOOK
A FALL FEELING Deeper colors, touchable textures—these elements single the start of a new season. Here are several new products that bring a cozier appeal to home dÊcor.
Covered in a chocolate novelty leather with cognac and tawny hues, Bradington Young’s Lavendar settee features nailhead details. Customizable in more than in 175 leathers and 125 fabrics.
The Channing chair is part of Spectra Home USA’s new upholstery program, which offers about 40 casual and transitional sofas, chairs and ottomans.
Sam Moore’s Rebel swivel chair offers dramatically angled arms, swivel functionality and rich emerald velvet.
Currey & Company’s Titus terracotta table lamp is finished in white, black and antique nickel with a black shantung shade.
The etched rivulets and high/low texture of Surya’s Seda rug is an abstract Tibetan-knot collection handknotted with viscose, wool and silk.
The Izmir collection from Momeni is machine-made of polyester and cotton.
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HFN IDEA BOOK 1
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NATURE NURTURES We all want more outdoors indoors, and these new products offer the natural looks and materials consumers crave. They offer a sense of earthiness that makes any home more welcoming. 1
The two-layered Jayna chandelier in natural jute from Crystorama brings a farmhouse style to the home.
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The Karina rug collection from Feizy delivers abstract florals and leaves to the floor. Handknotted of 80 percent wool and 20 percent cotton in India.
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The Pier sculptural accent table from Essentials for Living adds a sturdy look to any small space. Nineteen inches in diameter and 22.25 inches high.
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Cyan Design’s Autumnus lamp offers both a natural element and light for the table. The branch-shaped lamp is made of iron in a gold finish and cradles a decorative crystal ball.
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From Paragon’s The Studio Collection, “Heron in Silver” shadow box is a traditionally styled giclée updated with handapplied silver leaf.
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The Splotch mirror in gold leaf from The Phillips Collection gives any wall an interesting surface element. Made of resin in the Philippines.
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Aviva Stanoff’s decorative pillow is constructed of a handpressed sea fan coral on signature velvet.
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The Anica Collection
High Point Market Market Square, Suite 145
To ďŹ nd your local sales rep, please call 800.779.0877
feizy.com @feizyrugs
HFN IDEA BOOK
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SHOW OFF THOSE LEGS These introductions prove one can’t ignore a good set of legs. Whether they are sturdy, curvy or angular, they bring eye-catching appeal to the lower level. 1
The geometric design of the legs of Belle Meade’s Henley modern dining table is a solid visual element seen from all angles of the table. Thirty custom finishes available.
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Jonathan Charles interprets classic forms in its Barcelona collection. The drinks cabinet has a bleached walnut swirl veneer front perched on graceful legs.
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Greenington’s Sitka dining table is now in an amber color. Made of solid bamboo.
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Classic Home’s Magnus console table is 77 inches long, 18 inches wide and 36 inches high. STATEMENT OF OWNERSHIP, MANAGEMENT AND CIRCULATION (Requester Publications Only)
Home Furnishing News; Publication number 248-420; The Mailing address of the Known Office of Publication, Bridgetower Media, 7025 Albert Pick Rd. Ste. 200, Greensboro NC, 27409-9519. The Mailing address of the Headquarters and General Business Offices of the Publisher (not printer), Bridgetower Media, 7025 Albert Pick Rd. Ste. 200, Greensboro NC, 27409-9519. The Full Names and Addresses of the Publisher, Editor and Managing Editor are: Kara Dunlay (Publisher), 7025 Albert Pick Rd. Ste. 200, Greensboro NC, 27409-9519, Alison Zisko (Editor) 7025 Albert Pick Rd. Ste. 200, Greensboro NC, 27409-9519, Andrea Lillo (Managing Editor) 7025 Albert Pick Rd. Ste. 200, Greensboro NC, 27409-9519. Home Furnishing News is owned by New Media Investment Group, Inc., 1345 Avenue of the Americas, 46th Fl., New York, NY 10105. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or More of Total Amount of Bonds, Mortgages, or Other Securities, Citizens Bank NA, 28 State Street, MS 1500, Boston MA 02109. Issue Date for Circulation Data is July/August 2020; the average number of copies of each issue during the preceding 12 months is: (A) Total number of copies printed 13,274. (B1) Paid/ Requested Outside-County Mail Subscriptions 7,721; (B2) Paid/Requested Subscriptions: 0; (B3) Sales through dealers and carriers, street vendors, counter sales and requested: 0; (B4) Other classes mailed USPS: 18; (C) Total Paid and/or Requested Circulation: 7,739; (D1) Non-Requested Distribution by mail, samples complimentary and other free copies: 3,376; (D2) In-county Non-Requested distribution: 0; (D3) Other classes mailed Non-Requested Distribution: 4; (D4) Non-Requested distribution outside the mail: 2,051; (E) Total NonRequested distribution: 5,431; (F) Total Distribution: 13,170; (G) Copies not Distributed: 104 (H) Total: 13,274; (I) Percent of Paid/Requested: 58.77%.
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The actual number of copies of a single issue published nearest to the filing date are: (A) Total number of copies printed 13,340; (B1) Paid/ Requested Outside-County Mail Subscriptions: 6,807; (B2) Paid/Requested In-County Subscriptions: 0; (B3) Sales through dealers and carriers, street vendors, counter sales and requested: 0; (B4) Other classes mailed USPS: 16; (C) Total Paid and/or Requested Circulation: 6,823; (D1) Non-Requested Distribution by mail, samples complimentary and other free copies: 4,409; (D2) In county Non-Requested distribution: 0; (D3) Other classes mailed Non-Requested Distribution: 4; (D4) Non-Requested distribution outside the mail: 2,000 (E) Total Non-Requested distribution: 6,413 (F) Total Distribution: 13,236; (G) Copies not Distributed: 104; (H) Total: 13,340; (I) Percent of Paid/Requested: 51.55%. Electronic Copy Circulation; The Average number of copies in the last 12 months was: (16A) Requested/Paid Electronic Copies, 67; (16B) Total Paid/Requested Print and Digital Copies were 7,806; (16C) Total Requested Copy Distribution & Paid/Digital Copies was 13,237; (16D) Percent Paid/Requested Circulation was 58.97%. Electronic Copy Circulation; The Actual Number of Copies of a Single Issue (16A) Paid/ Requested Electronic Copies, 64; (16B) Total Paid/Requested Print and Digital Copies was 6,887 (16C) Total Requested Copy Distribution & Paid/Requested Digital Copies was 13,300 (16D) Percent Paid of Both Print & Paid/Requested Circulation was 51.78%. (Signed) Kara Dunlay, Publisher REQUIRED BY TITLE 39 U.S.C. 3685 STATEMENT SHOWING OWNERSHIP, MANAGEMENT AND CIRCULATION OF HOME FURNISHING NEWS, publication number 248420, filed October 1, 2020, Published Monthly except for combined issues Jan/Feb, May/June, July/August, Nov/Dec 8 issues per year, $68.97 annually, at Bridgetower Media, 7025 Albert Pick Rd. Ste. 200, Greensboro NC, 27409-9519. The General Business offices of the Publishers are at Bridgetower Media, 7025 Albert Pick Rd. Ste. 200, Greensboro NC, 27409-9519.
The Karina Collection
High Point Market Market Square, Suite 145
To ďŹ nd your local sales rep, please call 800.779.0877
feizy.com @feizyrugs
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