The Rug Show New York 2017 Catalogue

September 10-13, 2017 Jacob K. Javits Center, New York City The Rug Show is a non-profit organization.

SHOW CATALOG therugshow.com 1

RUGSAND TAPESTRIES,INC.

36Eas t31s tSt r eet ,GR.FL.•New Yor k,NY10016 Phone:( 212)6866097•i nf o@FARUGS. COM

Glimpse features distinct abstract designs based on the artwork of Carol Benson-Cobb

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WELCOME Whatever type of rug you are looking to source, you will find it here, on the stand of one of our more than 70 exhibitors.

Welcome to the six th edition of The Rug Show New York. We are pleased to welcome you to what is our biggest ever fair, a testament to what we have achieved over the last few years, but also to the strength of the market and the appeal of carpet s in contemporar y interiors.

The Rug Show has become the place to see a large range of beautiful high-end area rugs collec ted under one roof in the United States, covering traditional to contemporar y aesthetic s. Whatever t ype of rug you are looking to source, you will find it here, on the stand of one of our more than 70 exhibitors. New for this year is Ar t Day, an initiative allowing you to tr y your hand at designing a rug, with one luck y winner having their rug put into produc tion. Our customar y Cock tail / Dinner Par t y of fers an unrivalled chance to network in a more relaxed setting, while the Cocktail Reception in the COVER Lounge is a chance for interior designers and brands to connec t. A s you can see, The Rug Show New York promises to be an exciting event.

We hope you enjoy the show.

The Rug Show

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CONTENTS

TheRugShow

@TheRugShow

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Welcome

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E xhibitor Listings

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Trends - Tradition Revisited

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Trends - Tex tile Inspired, The Bright s

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Inter view with Jim Ffrench and Steven King

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Inter view with Greg Manteris

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Guide to the E xhibitors

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Repor t - Customization

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Show Information

The Rug Show is a non - profit indus tr y as sociation comprised of producer s, impor ter s and w holesaler s w hose primar y aim is to bet ter promote and ex pand the collec tive interes t s of our indus tr y. By bringing together a consor tium of dif ferent r ug indus tr y busines sper sons – par tic ularly f rom Nor th A meric a – to develop promotional ideas, s tage event s and ex pand positive ex posure for our wares ac ros s the globe. The Rug Show will develop mar keting tools, promote member brand s and ex pand mutually beneficial connec tions ac ros s the indus tr y.

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9030 Wilshire Blvd. Beverly hills. CA 90211 T: 310-271-7882 F: 310-271-7827 AZAdUsA@sBCGlOBAl.NeT WWW.AZAdCArPeTs.COM

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EXHIBITOR LISTINGS Alan Pour vakil Collec tions // Amazing Rugs // Amici Impor t s // Aminco Home // Anadol Rug Company // Andkhuy Rugs // Ar t Resources // A sha Carpet s // Ayka Design for Mobayen // A Z AD USA // A zerkhalcha // Banu Home // Bokara Rug Company // Caravan Modern // Caravan Rug Corp // COVER /HALI // Creative Mat ters // Creative Touch // D & K Wholesale // Due Process Stable Trading Co. // EMOC Oriental Rugs, Inc. // F.J. Kashanian // French Accent s // Global Craf t Rugs // HOC // HRI Rugs // Jade Industries // Kalat y // Ketenci Rugs // Kirkit Rugs // Knot & Co. // Lapchi Rug Design Studio // Looms of Persia // Lot f y & Sons, Inc. // Louis De Poor tere // Michaelian & Kohlberg // Mobayen // ModRen Rugs // Momeni // Nalbandian // Nasiri // Neman International // New Moon Rugs // Noori Rug // Pampas Leather // Pasargad // Paulig // Robin Gray Design // Rug Insider // Rug & Kilim // Rugz y // S & H Rugs // Sahar // Samad // Shalom Brothers Inc. // Slocum Rug Galler y // SNS Oriental Rugs // Stark Studio Rugs // Sultanhan LLC // Tamarian // The New England Collec tion // The Persian Carpet, Inc. // Tibet Rug Company // Tissage // Tufenkian Ar tisan Carpet s // Turkish Carpet s // Wool & Silk // Woven Concept s // Yilong // Zollanvari

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Subscribe to COVER magazine at the show for $40 a year

cover-magazine.com

Join us for cocktails at the COVER Lounge on Tuesday September 12 at 3:30pm

tamarian

www. tamarian. com

INDIGO LOOMS art • nature • tradition

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TRENDS

TRADITION REVISITED

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ransitional design is still a strong buying category in the rug market. The myriad ways in which antique rug designs can be reinterpreted for a contemporary audience are diverse and exciting. The success of a transitional design comes down to how the ancient patterns or motifs are manipulated, modernised and recolored to create a totally new aesthetic or refreshed outlook. Changes in composition, color, texture and context are what make the design stand out from the crowd. Here in these rugs we can recognize a range of historic influences. What makes them work for a 21st-century audience is balance in design.

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1 Sunflower, Robin Gray 2 Cardova Blue, Shalom Brothers 3 Byblos Copper, Ketenci 4 Navajo Collection rug, New England Collection

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5 Rabat Natural Black, Tufenkian 6 Sari Nights 1, Creative Touch 7 Topiary TK Glacial, Tamarian

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8 Lori 6921, Looms of Persia

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1 Rug by FJ Kashanian

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2 Kyoto Art Deco 2, Gabbehs Abstract & Plain Collection, Zollanvari 3 Shibori Anjo Ivory-Blue (detail), Samad 4 Denali, Ivory Indigo (detail), New Moon 5 Highland Plaid Rug CHS101, French Accents 6 Rug by Noori

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TRENDS

TEXTILE INSPIRED 5

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raditionally carpets and textiles have always influenced each other in terms of design, with motifs and patterns being transposed from one art form to the other. Here the rugs feature designs taken from suzanis, kimonos, plaid and tie-dyed fabrics.

Designs of high-end, handmade rugs are inspired by a rich source of subject matter, but there are few influences that create as powerful results as textiles.

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TRENDS

THE BRIGHTS

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any followers of rug market trends have recently declared that color is returning to homes around the US. Here we take a look at how color is being used—in vibrant bursts against calmer tones of white, grey and black. While cool greys and blues still prove popular with customers, the warmth of oranges, yellows and pinks are also being embraced in home settings. Bright color can be truly uplifting and invigorating in an interior space.

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1 Rampart, Wool and Silk 2 Dalga Istanbul, Kirkit 3 Reflections, HOC 4 PJ 2103, Emerald Collection, Art Resources 5 Rug by Bokara 6 Scrumptious, Alan Pourvakil 5

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ART DAY

At The Rug Show, Creative Matters is hosting a special Art Day event in collaboration with COVER magazine, offering designers, students and visitors the opportunity to design a rug.

Participants will have an hour to experiment with pastel, charcoal, ink and wax resist on paper, then the rug deemed ‘Best Design – Art Day at The Rug Show’ will be taken into production. The designer will be gifted a rug of their own design and another will be raffled with the proceeds Join us for Art Day at The Rug Show Tuesday 12 going to theSeptember fairtrade NGO, Label STEP. Ali McMurter, VP of Creative Matters states: Participants are invited to engage in a one hour creative process conducted by the Creative Matters‘The teamCreative in collaboration with The is excited to take our Matters team Rug Show and Cover Magazine.

Art Day workshop to The Rug Show in 2017. The This is the opportunity to get away from the computer and let process is always a lot of fun, and it gives us a your creativity shine! Mediums will include oil pastel, charcoal, ink, chance to connect with our colleagues in a new wax resist and various papers.

THE RUG SHOW WITH way. hope it will give participants at The oronto’s Creative Matters hosts regular CREATIVE MATTERS AND The rug deemed “Best Design – Art DayWe at The Rugthat Show” Rug Show an insight into the complexities and themed Art Days for the staff to keep the will be taken into production. One piece will be gifted to the COVER MAGAZINE designer, and the other will be raffled with the proceeds going nuance of rug design, with the added reward of creative juices flowing.

Company founder presents to Label Step – an NGO working to promote fair trade within potentially ending up with a handknotted rug of Carol Sebert explains: ‘In an industry where we can the handmade rug industry. their own design to keep.’ get too accustomed to using a computer to create Contact us for complete details and RSVP by September 1, 2017 To be in with the chance of getting your Art Day artworks, it was refreshing to to return ourspot. roots and bookto your robyn@therugshow.com at The Rug Show design put into production by pick up a paintbrush. We allow ourselves absolute We look forward to creating great designs together.

Creative Matters, book your place by 1 September freedom to create new artworks as motifs for new by emailing marketing@therugshow.com. carpet designs.’

AT THE

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ART DAY RUG SHOW Javits Centre, NYC

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6 1 & 6 Scenes from Creative Matters’ Art Days in Toronto that have produced an archive of over 2,500 designs 2 & 3 A custom carpet for interior designer Mark Michaud of Perceptions Inc. and the Art Day design it originates from

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4 & 5 Orchestra from the XXV Collection has been the most successful Creative Matters Art Day design for custom projects.

It was generated on a watercolour-themed Art Day

www.zollanvari.com

Undulating Mosaic 1, Gabbehs Geometric Collection

Exhibiting: Maison et Objet Paris Paris Nord Villepinte 8–12 September 2017

Rapture 5, Kundan Pure Silk® Collection

The Rug Show New York Javits Center NYC 10–13 September 2017

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INTERVIEW

JIM FFRENCH & STEVEN KING

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oining Editor of COVER magazine Lucy Upward in a discussion about the US rug market are Jim Ffrench of Beauvais Carpets and Steven King of Steven King Decorative Carpets—a brand that was taken under the Beauvais wing in 2009.

Considering the importance of The Rug Show for the US rug industry, both Jim and Steven agree that the beauty of the event is not only seeing the latest designs but also staying in touch with colleagues in the industry and solidifying relationships. Business for Beauvais is 90% custom work so for Jim it is way to spend time with producers going through potential adaptations of their designs

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but both he and Steven admit that the highlight is the possibility of seeing new faces with some unique rug designs.

New and exciting is an obvious draw but as important buyers in the market, I wonder what they have an eye out for specifically at the moment. ‘Texture,’ Jim answers straight away. ‘I look for texture, not so much the design. For Beauvais clients the rugs are very much part of the backdrop, so we don’t need statement pieces. It’s about how things work in a room. At the high end decor becomes very refined, texture is a real focus.’ It seems this idea works for both companies as Steven is eager to concur with Jim’s sentiment. ‘It goes back a long way,’ he adds. ‘It started with antique texture. In the 1980s and 90s companies like Yayla were making rugs with texture that looked more authentic.

Texture gives a rug more character and makes it look more expensive.’

Texture may be the focus for their buying but interestingly both Jim and Steven agree that the ’erased’ look— comprising designs with disintegrating patterns—has not been a focus for either company. With so many of those types of designs currently on the market, perhaps it is time for a new aesthetic. For Jim, while the overall design and color is obviously very important to a customer, he feels that clients also like to know the inspiration behind the design. ‘Clients like the context,’ he explains. For his Bostonbased brand Steven focuses on ‘subtlety and texture, harmony and balance’.

While Beauvais works with a number of companies to create private-label custom designs and Steven King stocks a number of well-respected brands

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such as Tamarian and Tania Johnson with 50% of their business as custom, I want to know what brands these two rug aficionados are really excited by.

Which companies can provide the right texture and subtlety? ‘The real creativity stands out,’ says Steven, who then goes on to name Tissage, Rug Star and Joe Carini as some of his favourite brands to watch. ‘In broadloom Limited Edition are also doing some very innovative work,’ he adds. Jim is also enthused by Tissage’s great production work and discusses Naziri’s flatweaves plus great designs by Jan Kath, Sahar and Anadol.

With a focus on the future of rug design the conversation focuses on handmade. Jim explains that at Beauvais

Texture gives a rug more character and makes it look more expensive 85% of rugs sold are handmade while handtufted rugs are less in demand due to handmade production times lessening. The high end of the antique rug market—historically significant pieces—has stayed the same while the casual buyer of antique has moved to new rugs in the last ten years.

Steven King produces handtufted for commercial purposes but hand-knotted is still the focus of the business. For Steven the colors are still focused on soft muted tones, silvers and blues with occasional dashes of orange thrown in but both parties have observed a resurgence of color. ‘Integrated, subtle and refined color,’ Jim confirms. ‘With not too much contrast,’ concurs Steven.

You heard it here trend followers!

1 Rug from The Silk Road Collection, Steven King Decorative Carpets 2 Lydian II rug, 100% wool knotted pile and flatweave, Beauvais Carpets 3 Jim Ffrench 4 Steven King

www.beauvaiscarpets.com www.skcarpets.com

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rugs about twenty years back, it made sense to start at the top, so I started out stocking high-end pieces by brands such as Woven Legends, Odegard, Asmara and Ariana. I trusted in the quality of the products and the integrity of the people running these companies.

I got treated fairly and got an education on the job. I was the exclusive Houston stockist from some of these brands and, other than Stark, there were not many other people offering such rugs to the five million residents of this city.

How do you promote the business?

We don’t have a website—I’ve built the business up the old-fashioned way— through growing our existing client base and word of mouth.

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INTERVIEW

GREG MANTERIS T he president of Creative Flooring Houston talks to Rachel Meek of COVER magazine about how to stay successful in the industry.

What is the background of Creative Flooring Houston?

The business started thirty years ago as a wall-to-wall carpet shop offering machine-made and broadloom products in a range of natural materials such as sisal, seagrass and wool. When I decided to offer handmade area

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How have you expanded and developed the business?

We opened a second showroom in Austin around the time I started offering handmade rugs which stayed open for 10 years. It was a good time to be there and our shop was in a busy designer area with high levels of traffic. But in 2008 at the time of the financial crash, we recognised that we had limited resources and to be honest, it was difficult to find hard-working staff who could be relied upon to make the store an ongoing success.

So we started offering custom orders, downsized and focussed on expanding the original Houston store. Now we have one 5000-square-foot showroom that employs seven members of staff.

I’m always on the lookout for new ways to drive the business forward, keep it creative and moving with the times.

I aim to set myself apart from typical dealers by offering the best products out there and diversifying. For a while we did well with needlepoints and Aubusson tapestries. Now we really aim to offer something for everyone across a wide range of price points and styles.

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what’s new, encounter different products and meet other buyers. It’s a necessary and exciting component of our industry—representing all price points and maintaining a level of energy and creativity. This is my world and I like to stay friendly with everybody, to keep in touch with manufacturers and peers. I’m on the lookout for the next hot new thing and I want to make sure I don’t miss it. We used to stock whole collections, but that’s just not a viable business model any more so it’s important to check what’s happening every season.

It’s a diverse market and people expect more and more choice 2

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Machine and broadloom production are still an important part of our business alongside handmade rugs, which make up about 40% of our stock.

Who are your main clients?

The showroom is not exclusively for the trade, but 85% of our clients are interior designers, decorators and architects.

Pretty much all are Houston based.

Primarily we supply residential projects, from a one-off rug to an assortment of carpets to fit out an entire new build.

1 Greg Manteris in front of an Ariana rug in his Houston showroom 2 Rug (detail)by French Accents 3 Maharaja rug (detail), Tamarian

What are your clients looking for in a rug right now?

It’s hard to identify the next trend, they come and go quickly. Everyone wants different things, it’s a diverse market and people expect more and more choice.

We aim to offer something for everyone.

How important is The Rug Show?

It’s a very important place to see

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Which brands are you looking forward to seeing this year at The Rug Show New York?

Anadol, French Accents, Tamarian, Ariana; I’m looking for new suppliers too.

What other trade fairs do you attend?

Atlanta and The Rug Show LA—I see different people at the west coast show, plus NYC and LA are both nice places to spend a long weekend! All my business is done in the US, I don’t travel overseas.

What’s next for Creative Flooring Houston?

Figuring out where we’re headed and simply stay on the course, offering something for everyone and meeting the demand for faster production and quality products.

Creative Flooring Resources Inc. 2410 Bissonnet St, Houston, Texas 713-522-118

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GUIDE TO THE EXHIBITORS Would you like a rug that makes a statement, or is subtle and sophisticated more your style? Are you on the search for timeless designs admired through the centuries but updated for modern interiors? All of the above and more will be on display at The Rug Show New York, courtesy of a range of exciting exhibitors. Our guide to the event gives you a taste of what they have to offer

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1 Out of Square Forest (detail), Robin Gray 2 Malta TK Indigo White, Tamarian 3 Expressions Multi (detail), HRI 4 Trio (detail), Wool & Silk 2

5 Graffiti, Zollanvari 6 Abstract 3, Tibet Rug Co. Opposite page: Avalon 57 (detail) by HOC, Kendirkette (detail) by Kirkit and Jeu Mineral (detail) by New Moon

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CONTEMPORARY STATEMENTS Some contemporary interiors demand a contemporary rug design, a true focal point of the space. Luckily, there are many brands at The Rug Show New York that do not fear the bold and the beautiful.

Look to Tibet Rug Co. and HRI for bright color applied in a painterly manner, or watch Zollanvari turn it up with daring shades against 6

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a neutral backdrop. Noted US brand Wool & Silk has a large repertoire of innovative motifs taking inspiration from everything from nature to the human figure, as does boutique firm Tissage. Another cutting-edge approach to design is all-over pattern, often employing geometric shapes, seen from for example Robin Gray and Tamarian.

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1 Rug by FJ Kashanian

7 Rug by Slocum Rug Gallery

2 Persian Lori, Looms of Persia

8 Rug (detail) by Bokara

3 Rug (detail) by Michaelian & Kohlberg

9 Rug (detail) by French Accents

4 Clusone 2770 Beige (detail), Amici

10 Rug by Noori

5 Rugs by Momeni 6 Rug by Andkhuy Rugs 5

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TIMELESS DESIGNS When we think of rugs, certain traditional design elements will always come to our minds. Medallions, palmettes and multiple borders adorn and inspire designers today just as much as the makers of yesteryear.

These quintessential rugs that continue a rich tradition, be it in an Ushak style or the manner of Persian tribal weavings, are perennial favourites that suit just about any interior. Catering to this demand is a wealth of companies exhibiting the full spectrum of classic designs, from traditional rugs through to transitional pieces. Transitional rugs demonstrating clever twists on established patterns and novel palettes have graced more and more spaces in recent years, a fact the current market reflects. For some of the best rugs inspired by tradition see French Accents, Andkhuy Rugs, Noori, Mobayen, Looms of Persia, Slocum Rug Gallery, Bokara, Amici, Momeni and FJ Kashanian.

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SUBTLE AND SOPHISTICATED We all know how the right rug can make a room come together without taking over.

When it comes to adding warmth and style to an interior, tonal works of art for the floor with subtle palettes are what we are seeing at the moment. Brands like Paulig and Shalom Brothers emphasize surface and texture, while Pampas Leather go beyond wool and silk to create floor coverings in leather in cleverly constructed patchwork.

Contemporary designs turn refined in the hands of Creative Matters and Tufenkian and other companies look to global textile traditions to create beautiful weavings— Anadol Rug Co. to Morocco and New England Collection to Sweden for example.

Blues, greys, beige tones and golds are the dominant colors in the market, used to perfection by firms such as Alan Pourvakil, Creative Touch, Samad and Stark Studio.

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1 Rug (detail) by Shalom Brothers 2 Rug (detail) by Alan Pourvakil 3 Linseed, Creative Matters

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4 Leonardo Wool & Silk Avellino Blues (detail), Samad 5 Bacana Neutral, Pampas Leather 6 Dune (detail), Creative Touch 7 Swedish Kilim Collection rug, New England Collection 8 Rug by Anadol Rug Co. 9 Rug by Paulig 10 Range Gold (detail), Tufenkian 11 Northampton Solomon Sterling (detail), Stark Studio 10

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Come and see us at: THE NY Rug Show @ Javits Sept.10-13 2017

27 East 31st St. 2nd Floor New York, NY 10016 Tel: (212) 725-3545 E-mail: info@emocrugs.com Website: www.emocrugs.com Gabbeh Landscape Collection

Natural fiber rugs hand-crafted by adult weavers only | Š2017 Lapchi, LLC | lapchi.com

See Us at The Rug Show New York Javits Center NYC ß Sept. 10-13

www.shalombrothers.com 284 Fifth Avenue, Ground Floor NY, NY 10001 1-800-3-Shalom • 212-695-3000 Fax: 212-695-0022 info@shalombrothers.com Atlanta: AmericasMart, Bldg. 1 3rd Floor Showroom 3 D-8 & 3 E-8 240 Peachtree St. Atlanta, GA 30303 404-584-7490 Des. 608 Silver | La Vista Collection | Available sizes: 2x3, 8x10, 9x12 and 10x14, plus custom sizes, shapes and runners

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AMINCO HOME

505 Winsor Drive • Secaucus, NJ 07094 • www.amincoinc.com Phone - 201-601-9200 • Fax - 201-601-4747 • mail@amincoinc.com

Join us for Art Day at The Rug Show Tuesday September 12

THE RUG SHOW WITH CREATIVE MATTERS AND COVER MAGAZINE presents

ART DAY AT THE RUG SHOW

Participants are invited to engage in a one hour complimentary creative workshop, conducted by the Creative Matters team in collaboration with The Rug Show and Cover Magazine.

This is the opportunity to get away from the computer and let your creativity shine! Mediums will include oil pastel, charcoal, ink, wax resist and various papers. Open to all skill levels and experience.

The rug deemed “Best Design - Art Day at The Rug Show� will be taken into production. One piece will be gifted to the designer, and the other will be raffled with the proceeds going to Label Step - an NGO working to promote fair trade within the handmade rug industry.

Contact us for complete details and RSVP by September 1, 2017 to book your spot. marketing@therugshow.com We look forward to creating great designs together.

Javits Center, NYC

Rug_Show_CATALOGUE_AD_2017_v2.indd 1

2017-07-19 4:51 PM

ANDKHUYRUGS

147Sout hwoodCe nt e r| Sout hSanFr anc i s c o,CA94080 Te l( 415)4120237| Emai l :andkhuyr ug@gmai l . c om www. andkhuyr ugs . c om

eman N International Inc. Tel: (201) 590-0000 email: neman@nemanintl.com www.nemanintl.com

TURKISH CARPETS www.turkishcarpetusa.com turkishcarpet@turkishcarpetusa.com PH: 414 232 0454 Houston Warehouse: 5809 Chimney Rock Rd St A Houston TX 77081 Atlanta Warehouse : 6402 Atlantic blvd Ste 205 Norcross GA 30071

Fun Oushak, 10 x 14 ft.

Collection made by repurposed old yard obtained from various regions in Turkey

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REPORT

MIXED STOCK

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ichael Christie, also known as The Ruggist and now editor of Rug Insider, reports on balancing consumer demands to meet all options.

Twenty years ago the average rug and carpet consumer was limited to the available on hand selection offered by their local retailer. This was supported primarily by a network of importers/ wholesalers who provided either programmed goods—with varying degrees of stock availability—or a vast selection of one-of-a-kind pieces sourced directly from the several and

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ever shifting rug-weaving centers of the world. It was a model that provided immediate satisfaction to the consumer provided what they sought was there before their eyes in the showroom, or to a lesser degree available through a catalog from one of the aforementioned importers. The impetus then, as it is now, was to close the sale quickly and given the restraints of that era this meant: sell the customer something from stock.

In the intervening years much has changed. The technological progress that has broadly reshaped consumption did not ignore the rug and carpet industry, in fact, it transformed it in ways unimaginable just a short two decades ago. Custom, made-to-order, bespoke, no matter how the process is defined, the ability to easily create a carpet specific to the individual tastes of a client was a readily welcomed addition to the rug and carpet salesman’s repertoire de les tapis. Moreover, then armed with the ability to offer veritably endless options, many retailers opted to reduce their inventory volume favoring the made-to-order approach with its lower standing inventory costs. But to what end: the perils of ‘overchoice’.

Simply put, the phenomenon of overchoice—a phrase first coined by Alvin Toffler in his 1970 book Future Shock—occurs when many equivalent choices are available, and making a decision becomes overwhelming due to the many potential outcomes each equally as good with no alternative necessarily better than another. When customizing rugs and carpets first started there was a selection of perhaps eighty to one hundred colors, now it seems fourteen hundred is standard with that number growing year by year.

How is it that a customer nowadays is to choose between say two hundred various hues/shades/tints of green, when in days past they only had two handfuls? The answer: they cannot, but more on this in a moment.

This is not to say that made-to-order

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is a negative. On the contrary, in the right hands it is and should remain a potent tool for retailers in their quest to abide by the proverbial ‘le client n’a jamais tort’, that is: ‘The customer is never wrong.’ Does one color absolutely positively need to precisely match the sofa fabric? Yes. Then customize away.

Size or shape, whatever the desire of the customer may be, they are the customer and so it should be their desires that are met. But what if they require the rug immediately? Made-to-order fails in this scenario and it is in this regard that many retailers—in their rightful desire to reduce costs and increase profit—are missing sales opportunities by not having a wide enough selection of in-stock programmed and equally as important one-of-a-kind goods.

The problem, if you will, of overchoice requires ‘equivalent choices’. If a retailer only offers made-to-order, everything is an option to the consumer, and there is little incentive to make a decision, other than their own desires. By simplified illustration, ask a group of five friends, ‘Where do you want to go for dinner?’, and await the chaotic results as six choices somehow materialize. Instead, consider asking: ‘Do you want to go to X or do you want to go to Y?’ The decision is that much simpler and faster.

A proper mix of made-to-order, in-stock and readily available programmed and one-of-a-kind goods is the equivalent of the latter, whereas solely made-to-order or it is worth mentioning as well, solely stock, is the equivalent of the former.

The reason for this is that in the X or Y dinner scenario there are incentives to make a decision. If X is distasteful for whatever reason Y is the answer.

Applying this to carpet sales, admittedly with far more variables, the various incentives offered by the troika of madeto-order/stock programmed/one-of-akind conspire to all but force the decision that will best satisfy the customer by removing equivalency. Each of the various options has features and benefits

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If a retailer only offers made-toorder, everything is an option to the consumer, and there is little incentive to make a decision that will appeal to and incentivize the customer to make a decision.

Stock programmed carpets, whether in a retail showroom or at a wholesaler, offer the advantage of ready availability and ideally a lower cost over that of custom/made-to-order. Tamarian, for example, is the largest volume exporter of carpets from Nepal, and the firm’s comprehensive stocking program includes over three-hundred designs stocked in a variety of sizes offered

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1 Samples showing at The Rug Show New York in 2016 2 The Tamarian showroom in Atlanta

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3 The Black Sheep Unique showroom in Austin, Texas

at prices competitively lower than say made-to-order. This is achieved through continuity of production that lowers costs by guaranteeing steady work for weavers—something not always feasible in a made-to-order world—and through reduced shipping costs realized by the utilization of sea freight. Cost and immediacy are of course only two factors but nonetheless remain strong incentives to motivate the decisionmaking process. For the customer whose paramount concern is time and/ or relative cost, stock offers the best solution. For any importer not unlike Tamarian this is their strength.

In contrast, the weakness of stocked goods which was the impetus that gave birth to made-to-order is the potential inability to fully satisfy the aesthetic desires of consumers. For those less concerned with immediacy and cost, in their stead favoring the ultimate custom look, made-to-order is the option.

The incentive is that the customer is delivered a carpet that was created expressly for them. Over the years Lapchi has honed the process to ensure that

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the custom rug delivered is the carpet the customer created. Their approach offers limited stock selection but does not present made-to-order as an upcharge or an additional service, simply as a matter of fact built upon customer satisfaction. For a customer willing to wait, there really are few constraints, and this is the strength of made-to-order.

In stock one-of-a-kind on the other hand is a category that offers a hybridized incentive to the consumer pairing the uniqueness of a bespoke carpet with the immediacy of a stocked programmed rug. The incentive is as much ‘have it now’ and ‘it’s the only one’ as it the nuanced matching of a carpet to the personality of a consumer who knows they want something genuinely unique, but may not have the creative eye to envision something nor perhaps the patience to wait. A litany of venerable firms have long excelled at providing support and selection to retailers looking to round out their in-stock one-of-a-kind inventory. This harkens to the earliest days of the rug trade and gives the added je ne sais quoi that makes a rug showroom shine.

Much of this is predicated on the supposition that neither made-to-order nor stock in whatever form individually can fully satisfy a customer. To say made-to-order provides the most consumer options is true, if immediate delivery is ignored. A well-supported in-stock program does satisfy most of the time, but not for that customer who wants—for whatever reason— something that much more unique.

Savvy and highly successful retailers balance these various consumer demands, helping to restrict and incentivize the sales process not solely by limiting selection, nor by offering truly endless options but by crafting a well-curated variety of carpets—with their various options, features, benefits, and so on—that help guide the consumer away from the indecisiveness of overchoice to the close of a sale.

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SHOW INFORMATION September 10-13, 2017 Jacob K. Javits Center New York City

MAP

SHOW HOURS Sunday-Tuesday Wednesday

9am-6pm 9am-12noon

EXCLUSIVE HOTEL DISCOUNT: THE KIMPTON INK48—$149/NIGHT The Rug Show is pleased to subsidize two evenings of your stay (to approved guests only), applicable to the evenings of September 9-12 off the group rate of $289 (for standard room) per night, plus applicable taxes and fees.

Kimpton Ink48 Hotel 653 11th Ave New York, NY 10036

SOCIAL MEDIA

11th Avenue between 34th & 40th Streets Hall 3B Jacob K. Javits Convention Center 655 W 34th St. New York, NY 10001 212-216-2000

TheRugShow @TheRugShow

Visit www.javitscenter.com for directions and transportation options.

There are no parking garages at The Javits Center, but there are many garages in the vicinity.

ART DAY Kimpton Ink48 Hotel

Try your hand at designing a rug, with the winning entry being put into production. Sessions will run on Tuesday September 12 at 9.30am, 11.30am and 2pm. Book your place by September 1 by sending an email to marketing@therugshow.com.

DINNER PARTY Join us for the annual The Rug Show New York Cocktail/Dinner Party on Monday September 11 at 7:30pm.

Registration for the event is required at The Javits Center during show hours, when full details will be given out.

Jacob K. Javits Convention Center

COCKTAIL RECEPTION Interior designers are invited to the COVER Lounge to join us for a special reception on Tuesday September 12 at 3pm during the show.

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