HOME FURNISHINGS BUSINESS
BIG BLACK
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2010 Buyers Guide
BIG BLACK BOOK 2010
Retailers
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Big Black Book Buyers Guide | 2010
O CTO B E R 2 010
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220 Elm . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 60 3PD. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 62 A.R.T. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16 Armen Living. . . . . . . . . . . . . . . . . . . . . . . . . 18 Best Home Furnishisngs. . . . . . . . . . . . . . . . 20 Buhler. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22 Cargo Consolidation. . . . . . . . . . . . . . . . . . . 64 Cebu. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 66 Cresent Fine Furniture. . . . . . . . . . . . . . . . . . 24 Ekornes. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 Eurostyle. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Four Hands. . . . . . . . . . . . . . . . . . . . . . . . . . . 28 High Point Market Authority. . . . . . . . . . . . . 4 Jofran . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30 Kenroy. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32 Klaussner. . . . . . . . . . . . . . . . . . . . . . . . . . . . 34 Las Vegas World Market. . . . . . . . . . . . . . . . 102 Leather Italia USA. . . . . . . . . . . . . . . . . . . . . 36 Martin Furniture. . . . . . . . . . . . . . . . . . . . . . . 38 MVC Agency . . . . . . . . . . . . . . . . . . . . . . . . . 74 Profit Systems. . . . . . . . . . . . . . . . . . . . . . . . 70 Simply Amish. . . . . . . . . . . . . . . . . . . . . . . . . 40 Surya. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42 T.Lockman. . . . . . . . . . . . . . . . . . . . . . . . . . . 44 Tempur-Pedic. . . . . . . . . . . . . . . . . . . . . . . . . 46
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Diakon Logistics . . . . . . . . . . . . . . . . . . . . . . 68
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High Point
MARKET WEEK The next six days that matter.
April 2-7
www.highpointmarket.org
www.highpointmarket.org/facebook www.highpointmarket.org/linkedin www.highpointmarket.org/twitter www.highpointmarket.org/youtube
www.highpointmarket.org info@highpointmarket.org 336.869.1000 800.874.6492
Don’t Miss THE DEALS. E-Mark E-MarkEt PrEviEw HigH Point Edition
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Big Black Book Buyers Guide | 2010
September 3 CHINA 2010 7 FURNITURE SEPTEMBER 7-10 POINT PREMARKET 13 HIGH SEPTEMBER 13-14 MAISON & OBJET PARIS SEPTEMBER 3-7
WWW.HIGHPOINTMARKET.ORG
14 BRUSSELS EXPO SEPTEMBER 14-16 27 DECOREX INTERNATIONAL
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PMS Uncoated
PMS Coated
376
Warm Gray 11
SEPTEMBER 27-29
On the Big Screen Hillside Furniture in Bloomfield Hills, Mich., has a role in the upcoming movie Scream 4, set for a spring 2011 release. The movie is currently filming in the Detroit area, and furniture from the retailer will grace the set. As Jeff Selik says “look for Hillside Furniture covered in blood (well, fake blood)” when the movie comes out.
2010 BIG BLACK BOOK
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Big Black Book Buyers Guide | 2010
September 23 Thursday & September 28 Tuesday Are You Running Your Business or Is It Running You? Online Webinar
Sepember 28 Tuesday Are You Running Your Business or Is It Running You? Online Webinar 5:00PM - 6:00PM
12:30PM - 1:30PM September 30 Thursday Is your Business Profitable? 20-10 Minute Ways to Increase Profits Online Webinar 12:00PM - 1:00PM
Downward Dog=Upward Momentum Last summer Vancouver, B.C.-based retailer of yoga-inspired apparel retailer Lululemon Athletica provided free bi-weekly yoga classes in New York City’s Bryant Park and Union Square. Several of the classes drew more than 400 yoga aspirants. Lululemon already works with local yoga instructors at its more than 1,000 stores nationwide, to provide free in-store classes that generate traffic and build a devoted following.
2010 BIG BLACK BOOK
Big Black Book Buyers Guide | 2010
October
16
HIGH POINT MARKET OCTOBER 16-21 WWW.HIGHPOINTMARKET.ORG
44,488 The number of “furniture dealers” listed on InfoUSA.com, a provider of marketing lists for businesses.
Herman Miller Exhibit The Everson Museum of Art opens the muchanticipated exhibit “Good Design: Stories from Herman Miller” this month. The exhibit will remain on view at the Syracuse, N.Y., museum through Oct. 17. The interpretive exhibition explores the collaborative problem-solving design process employed at the world-renowned furniture company, Herman Miller Inc., using vintage and contemporary product displays, storyboard installations, and audio/visual recorded interviews of modern masters of design. “This exhibition really asks the questions about how good design explores, inquires, engages and endures,” said Steven Kern, Everson Museum of Art executive director. “The stories told through the Herman Miller 2010 BIG BLACK BOOK
design process offer inspiration as to how we can all adapt, change and challenge ourselves in our everyday lives.” The inspiration for the exhibition came from the recent book Herman Miller: The Purpose of Design by design scholar and authority John R. Berry, who is also the exhibition’s guest curator. Much of the Herman Miller Design collection, available from The Henry Ford in Dearborn, Mich., has never been on public view. More info can be found at Everson.org.
Black Book On the Road
2010
Big Black Book Buyers Guide | 2010
October 07 Thursday Channeling Your Creativity Into Productivity Online Webinar
October 26 Tuesday Accents: Versatility & Vitality Online Webinar 12:00PM - 1:00PM
12:00PM - 1:00PM
October 12 Tuesday Making the Most of Your Networking Time Online Webinar
October 27 Wednesday How to Sell Your Design Time and Price Product for Profit Online Webinar
12:15PM - 1:15PM
12:00PM - 1:00PM
SCAD Students Challenged to Create Eco-Friendly Wing Chair By October, one Savannah College of Art and Design student will hold the distinction of having designed the next eco-friendly wing chair to hit the U.S. furniture market. Cargill’s BiOH polyols business has kicked off Project UDesign, a competition for furniture design students at SCAD to design an upholstered wing chair that is both sustainable and sellable. The contest will engage the entire furniture industry and consumers to select the winning chair design at the High Point Market. Read the Entire Article
2010 BIG BLACK BOOK
Big Black Book Buyers Guide | 2010
Nov/Dec
DesignWeek (RWDW) 7 RealWorld 7TH - 13TH.
8 InRetail 2010 8th - 11th November 2010
Dubai World Trade Centre
Showtime 5 ITMA (Semi-Annual Fabric Market)
High Point, NC December 5-8
East 15 NeoCon 15th - 16th
Smart Assist: A Bright Idea
Tapping Outside Expertise In 2006, online video rental company Netflix used a contest to challenge researchers and software specialists to develop a way to increase the accuracy of its recommendation system 10 percent by 2011. Last September, Netflix awarded the $1 million grand prize to BellKor’s Pragmatic Chaos, a team of statisticians, machine-learning experts and computer engineers. Netflix already has launched another such contest. 2010 BIG BLACK BOOK
Kmart rolled out its Smart Assist Savings Card, which gives unemployed customers a 20 percent discount on more than 1,500 private label grocery and drug store staples for up to half a year. Unemployed citizens, who can verify their out-of-work status, can register at Kmart’s Web site, kmart.com, to receive a nontransferable Kmart Smart Assist Savings Card. This card will be valid for up to six months.
Black Book On the Road
2010
Big Black Book Buyers Guide | 2010
November 03 Wednesday Accents: Versatility & Vitality Online Webinar 3:00PM - 4:00PM
Catch HFBusiness Tweets Did you know Home Furnishings Business is on Twitter? Check us out and stay abreast of things that are happening in the industry and stuff we’re into on a regular basis. To find us, go to Twitter. com and search for HFBusiness. We’re there, and chances are if you follow us, we’ll follow you right back.
News, News and More News Looking for the latest furniture industry and retail news? We’ve got you covered, and as of this month, we’ve beefed up our news section by adding aggregated content from across the Web to bring you a wider chunk of industry news daily. Sign up at HFBusiness.com for the newsletter and check back online for news updates an a regular basis. 2010 BIG BLACK BOOK
Big Black Book Buyers Guide | 2010
DESIGN BLOGS
Helping people make their homes more beautiful, organized and healthy by connecting them to a wealth of resources, ideas and community online.
ThisNext is a shopcasting network where users can recommend, share and discover great products. We believe that better buying leads to better living. Great products can help us do, be and experience the things that make us happy. Our goal is to help people discover great and deeply gratifying products.
Design*Sponge is a daily website dedicated to home and product design run by Brooklyn-based writer, Grace Bonney. Launched in August of 2004, Design*Sponge was declared a “Martha Stewart Living for the Millennials” (NY Times, 2008) and features store and product reviews, city, product, and gift guides, diy projects, before & after furniture and home makeovers, home tours, recipes, videos and podcasts, and trend forecasting.
Drawing from an extensive multi-cultural database and resources, Spoon & Tamago attempts to find beautiful and inspiring images from Japan, the United States, and across the globe. Yanko Design is a web magazine dedicated to introducing the best modern international design, covering from industrial design, concepts, technology, interior design, architecture, exhibition and fashion. It’s about the cutting edge and the classic, the new and the rediscovered. It’s all about the best.
The Mid-Century Modernist is dedicated to the era of modernism, as both a historical milestone and a living, breathing ideal, reflected in much of today’s best design and architecture.
The Served sites bring you a steady supply of top quality creative work, with each site streaming fresh projects in specific categories(e.g. fashion, industrial design, photography...).
Big Black Book Buyers Guide | 2010
DESIGN BLOGS
Cribcandy is a visual news gallery of household & interior design by Curations.com
Dornob is as much an interactive design archive as it is a collection of the latest architectural, interior, furniture designs.
Inhabitat.com is a weblog devoted to the future of design, tracking the innovations in technology, practices and materials that are pushing architecture and home design towards a smarter and more sustainable future.
Design Addict is the leading design portal online, targeting the international community of design professionals and private consumers.
Global contemporary art events and news observed from New York City.
I’m an interior designer from the Detroit Metropolitan area. Design Hole allows me to follow two passions - design and writing. I offer daily advice on decorating, finding inspiration and discovering trends. Plus lots of news from the world of design. -Jennifer Mitchell
It is our intention to raise the level of design by exposing ourselves to the examples set by others (both good and bad)
materialicious™ (“shelter, materials and objects”) is a usersubmitted visual curation site featuring modern residential architecture and design, craftsmanship, materials and products.
Big Black Book Buyers Guide | 2010 DESIGN BLOGS
We are a group of friends who share eerily similar design sensibilities; a collective design DNA. We care (OK, we care a lot) about interiors. We wake up in the middle of the night to bid on Thonet dining chairs; we page through stacks of design magazines every month.
Life is too short to think small. So live large. Live with style. Live with adventure. Live venti. Written by Franki Durbin, the blog discusses style, design, modern culture and travel.
decor8, a play on the word decorate, is dedicated to sharing honest opinions, decorating ideas, beautiful interior spaces, independent art and design, products and services, and articles meant to inspire readers to live a more fulfilling, creative life.
Designer Pages is an online community to help designers search, save, and share product information. Conceived as a user-generated platform, suppliers of all types can post and update their own listings. Qualified buyers can instantly connect to these suppliers to request additional information, or save products to begin building a materials library that will never be out-dated.
Just Seen are dispatches from the world of modern design – cool stuff we see and want to share. We encourage our visitors to comment, suggest and participate as much as possible.
As a design source to my colleagues, clients and friends – I have created a blog as an opportunity to share with those who appreciate the value of good design.
Design Milk is a blog dedicated to art, architecture, & design. Our goal is to bring you what’s fresh and new in art, architecture, interior design, furniture and decor, fashion, and technology.
Big Black Book Buyers Guide | 2010
DESIGN BLOGS
perhaps the world’s most popular architectural blog site A Daily Dose of Architecture which is nearing the 4.5 million mark on views. He also runs A Weekly Dose of Architecture and wiki-style architectural catalogue The Archi-Tourist.
The Style Files is Danielle de Lange’s daily weblog about design and (life) style. The Style Files is dedicated to search the globe for inspirational finds. Observations and ideas related to design, interiors, art and other life enhancing subjects are posted daily.
A blog by Simon Armstrong, Head of Retail at the Design Museum London and resident DJ for Friends + Family London. A keen collector of design, books and vinyl, cyclist, writer.
The selby features photographs, paintings and videos by todd selby of interesting people and their creative spaces.
No Reservations Needed. PLACE YOUR dining ORdER nOW.
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distinCtivE dEsigns
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OUtstAnding QUALitY And COnstRUCtiOn
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FUnCtiOnAL FEAtUREs
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in stOCK And AvAiLABLE nOW
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HigH gROss MARgins Showroom Plaza Suites Space 200 222 South main Street high Point North Carolina 27260 Showroom world market Center Building C Space 1295 Las Vegas CorPorate offiCe 1165 auto Center Drive ontario California 91761 909 390 1039 fax: 909 390 1059
www.arthomefurnishings.com
Best Home Furnishings One Best Drive Ferdinand, Ind. 47532 Ph: (812) 367-2400 Fax: (812) 367-2345 support@BestHF.com www.BestHF.com www.facebook.com/BestHomeFurnishings Glenn Lange, CEO Brian Lange, President COMPANY DESCRIPTION Vast Selection Quick Delivery Quality Products Year established: 1962 BUSINESS PROFILE Eco-friendly Custom orders available Company trucks MARKET SHOWROOMS Las Vegas — A 653 (Open year-round) High Point — 239 South Main Street (Open year-round) PRICE POINT Medium CATEGORIES Accent Furniture Leather Upholstery Youth
BUHLER FURNITURE 700 King Edward Street, Winnipeg, MB R3H 1B4 800 745-7370 866 783-7512 info@buhlerfurniture.com www.buhlerfurniture.com Doug Buhler, President & General Manager dbuhler@ buhlerfurniture.com Guy Hodgins, VP Sales & Marketing ghodgins@buhlerfurniture.com COMPANY DESCRIPTION Domestic Quality Stylish Year established: 1994 Company Owned Factory
Curio
Occasional
REFERENCES The Brick Furniture, Edmonton, AB Darvin Furniture, Orland Park, IL Dufresne Furniture, Winnipeg, MB BUSINESS PROFILE Digital Catalog Sustainable Strategy Domestic Warehouse Credit Terms Minimum Order SHOWROOMS Winnipeg, MB / Head Office Toronto, ON / International Center High Point - 220 Elm Street Las Vegas - Building C PRICE POINT Medium CATEGORIES Accent Furniture Curio/Collector Electric Fireplace Entertainment Occasional Cabinets
Entertainment
Cresent Fine Furniture 350 Maple St. Gallatin, Tenn. 37066
SOLID
Furniture with a conscience.
Ph: (615) 975-4862 Fax: (615) 452-0098 rtomkins@cresent.com www.cresent.com Twitter: @cresentfurn Facebook: Cresent Furniture Richard Tomkins, Vice President, Sales & Marketing, rtomkins@cresent.com COMPANY DESCRIPTION SOLID and honest Passionate about furniture and life Responsive Year established: 1947 AMERICAN CLASSICS
MODERN SHAKER
REFERENCES Wolf Furniture Fish Furniture Mooradians BUSINESS PROFILE Digital catalog Designer Friendly Eco-friendly 1 domestic warehouse Terms Factor MARKET SHOWROOMS High Point – Hamilton Square #204 (Open year-round) Las Vegas – C-1138 (Open year-round by appointment) PRICE POINT Medium - High CATEGORIES Bedroom Dining Entertainment Youth
CHELSEA
BERRY HILL
.
Showrooms: Las Vegas - C - 1138 | High Point - Hamilton Square #204 Corporate Office: 350 Maple Street, Gallatin, TN 37066-3639 | 615-975-4862 w w w. c r e s e n t . c o m | r t o m k i n s @ c r e s e n t . c o m | F o l l o w u s o n Tw i t t e r @ c r e s e n t f u r n
Ph: (732) 302-0097 Fax: (732) 868-5412 office@ekornes.com www.ekornes.com Facebook: Ekornes Stressless Peter Bjerregaard, President, peter.bjerregaard@ekornes.com Beverly Kastel, Marketing manager, Beverly.kastel@ekornes.com
Sy st em
NE fo rt W
615 Pierce Street Somerset, N.J. 08873
Co m
Ekornes, Inc.
ErgoAdapt™ The new system for unlimited flexibility and comfort
Lying down flat. No tilt. When you lie down, the seats stay completely flat, offering exquisite comfort and giving you the full advantage of the oversized seat.
COMPANY DESCRIPTION
Innovative Comfort World’s best recliners Year established: 1934 Annual volume: $460million (global) Company-owned factory in Norway REFERENCES
Circle Furniture ScanDecor Samuels BUSINESS PROFILE
Digital catalog Eco-friendly Consumer Ad Campaign Custom design available Domestic Warehouse Terms Factor Minimum order required
From zero position to tilt position. The new Stressless® ErgoAdapt™ system automatically tilts the seat as you sit down - providing the perfect degree of comfort and support.
SHOWROOMS
Las Vegas High Point PRICE POINT
High CATEGORIES
Leather Motion recliners and sofas Upholstery
Come see what’s new at Las Vegas Market World Market Center • Building A • Space 526 • February 1 - 5, 2010 e-mail: office@ekornes.com • Corporate: 732.302.0097 • Showroom: 702.366.1267
Comfort is ... new options - more flexibility
The innovaTors of comforT™
New ErgoAdapt™ system for innovative comfort The Stressless® ErgoAdapt™ system built into both sofa and long seat make the seats tilt automatically as you sit down - providing the perfect degree of comfort and support. Lying down you’ll enjoy how the slightly oversized seats stay completely flat - offering exquisite wellbeing. Intelligent technology for an all-family comfort zone!
FOUR HANDS 2090 Woodward Street Austin, Texas 78744
celebrating 15 years
Ph: (512) 371-7575 or (866) 654-9433 info@fourhands.com www.fourhands.com Brett Hatton, Founder and chairman, bhatton@fourhands.com Matthew Briggs, President and CEO, mbriggs@fourhands.com COMPANY DESCRIPTION Innovative Customer-focused Quality Year established: 1995 REFERENCES Leon & Lulu The Pamaro Shop Levin BUSINESS PROFILE Digital catalog Designer Friendly Eco-friendly Consumer Ad Campaign Custom upholstery Domestic Warehouse Terms Minimum order of $500 SHOWROOMS Las Vegas - A110 (Open year-round) AmericasMart 11A-1 and A-5 (Open year-round) High Point Union Square Building
For 15 years, Four Hands has been your one-stop resource for lifestyle home furnishings. In addition to our renown Four Hands global furnishings, discover our additional brands – bina from eco-conscious designer Thomas Bina; Boulevard, a stunning line of custom and in-stock upholstery; Old Java – classic and contemporary reclaimed teak furniture; Architects & Heroes, our lighting brand; and our newest furniture acquisition - Bluefish. Four Hands is also the exclusive North American distributor for Esquire Home, which launched in April. Our home furnishing brands have a broad range of price levels and deliver innovative, affordable design styles perfect for any décor.
PRICE POINT Medium-High CATEGORIES Accent Furniture Accessories Bedroom Dining Entertainment Leather Lighting Rug and Textiles Upholstery Wall Décor
Visit Our Atlanta and Las Vegas Showrooms This Summer Atlanta AmericasMart Suite 11A-1 July 14-21
1.866.654.9433
Las Vegas World Market Center Building A-110 & A-146 August 2-6
|
www.fourhands.com
AUSTIN • HIGH POINT • LAS VEGAS • ATLANTA
Boulevard – a new custom upholstery line exclusively from Four Hands. An array of 33 designer sofas, chairs, beds, chaises and ottomans available in 38 luxurious fabrics. All awaiting your personal touch. Or, choose an in-stock selection of frames and fabrics available for immediately delivery. Visit our expanded showroom in the Atlanta Americasmart January 6-13, 2010 – 11A-1 & 11A-5 (enter through A-1) And join us Feb 1-5, 2010 during Las Vegas Market Building A-110 World Market Center.
C u s t o m S t y l e . A f f o r d a b l e L u x u r y.
AUSTIN | HIGH POINT AT L A N TA | L A S V E G A S w w w. f o u r h a n d s . c o m 1.800.654.9433
Bench Made in North America (Pictured Above: Mercer Settee in Queen Buckwheat)
Jofran Inc JOFRAN INC. One Jofran Way One Jofran Way Norfolk, Mass. Norfolk, MA02056 02056 Ph: 384-6019 Ph:(508) 508-384-6019 Fax: (508) 384-7010 sales@jofran.com sales@jofran.com www.jofran.com www.Jofran.com
Joff Roy, President Joff BobRoy, Roy,President CEO Bob Roy, CEO
Founded in 1973, Jofran supplies North America with casual dining and occasional BUSINESS PROFILE furniture from our six worldwide Digital catalog distribution warehouses. Our Eco-friendly Boston based home facility stocks Domestic Warehouse our entire line and ships within 48 Company Trucks hours. This facility also houses a Terms complete parts department featuring over 6,000 sku’s. MARKET SHOWROOMS Year established: 1973 leading retailers in
High Point ShowRooMS Las Vegas
High Point FP 210 Las Vegas A 830 PRICE POINT Promotional
BuSineSS PRofile
2 U.S. warehouses CATEGORIES 4 Asian warehouses Casual Dining Eco-Friendly Occasional PRice Point Promotional - Medium
High Point Furniture Plaza # 210 jofran.com Las Vegas jofranfurniture.com Building A # 830
Phone: 676-236-8900
LOGISTICS BEST IN THE BUSINESS
Boston • Seattle
• 24-48 hour shipment on the strongest selection of casual dining and occasional tables
One Jofran Way Norfolk, MA 02056 www.jofran.com
China • Thailand • Malaysia • Vietnam • Over 80 casual dining sets mixable • Mix as many as eight sets in a container • Partial containers as few as 460 cube • 14-day shipment
One Jofran Way, Norfolk, MA 02056 T: 508-384-6019 F: 508-384-7010 Inquires to sales@jofran.com / www.jofran.com
www.klaussner.com Klaussner Home Furnishings
405 Lewallen Rd. Asheboro, N.C. 27204
CUSTOMIZE DON’T
A COMPLETE LINE FOR
Ph: (336) 625-6175 Fax: (336) 626-0905 lburke@klaussner.com (Len Burke) www.klaussner.com Twitter: www.twitter.com/klaussner Facebook: www.facebook.com/klaussner Bill Wittenberg, President/CEO, bwittenberg@klaussner.com Steve Brower, Senior Vice President of Sales and Marketing, sbrower@klaussner.com COMPANY DESCRIPTION
Trusted Customer-oriented Experienced Year established: 1970 Company owned factory CUSTOMER REFERENCES
Cardi’s Furniture Jordan’s Furniture Kane Furniture BUSINESS PROFILE
Digital catalog Designer Friendly Eco-friendly Custom design available Domestic Warehouse Factor Minimum order required MARKET SHOWROOMS
High Point Las Vegas PRICE POINT
Promotional-Medium CATEGORIES
Bedroom Dining Entertainment Leather Upholstery
VISIT OUR SHOWROOMS HIGH POINT, NC: MARKET ON GREEN - FIRST & FIFTH FLOOR LAS VEGAS, NV: WORLD MARKET CENTER - A801, A816
COMPROMISE!
R ALL YOUR NEEDS.
For more than 30 years, your source for quality home furnishings and superior customer service. · DOMESTIC UPHOLSTERY · 500 STYLES · 600 FABRICS · 75 LEATHERS · BY THE PIECE OR BY THE TRUCKLOAD · DELIVERED IN 30 DAYS OR LESS · IMPORT CASE GOODS AND UPHOLSTERY · NORTH CAROLINA WAREHOUSE · SHANGHAI WAREHOUSE · VIETNAM WAREHOUSE · MIXABLE AND PARTIAL CONTAINERS - Bedroom, Dining Room, Occasional Tables, Upholstery, Leather & Motion · COMPREHENSIVE MARKETING PROGRAM - Customizable quarterly events to support your unique advertising needs - Complete advertising strategy that includes solutions for print, broadcast, and online mediums - In-store signage and POP also available to coordinate with your promotion
MANUFACTURING FACILITIES NORTH CAROLINA: 405 LEWALLEN ROAD ASHEBORO, NC 27205 · 336.625.6174 IOWA: 909 4TH STREET MILFORD, IA 51351 · 712.338.4727
www.klaussner.com
Welcome to our family Leather Italia USA
2118 Mercantile Dr. NE Leland, N.C. 28451 Ph: (910) 794-7904 Fax: (910) 794-7905 dlinkhorn@leatheritaliausa.com Deborah Linkhorn, Vice president of marketing Tim Bohon, Chief operating officer COMPANY DESCRIPTION
Smart Detail-oriented Retail friendly Year established: 1997 REFERENCES
Marlo Wayside Steinhofels BUSINESS PROFILE
Eco-friendly Consumer ad campaign Custom order Domestic Warehouse Terms Factor Minimum order required MARKET SHOWROOMS
Tupelo Las Vegas High Point PRICE POINTS
Promotional-Medium CATEGORIES
Leather upholstery
Phone: 910.794.7904 www.leatheritaliausa.com Las Vegas Showroom: B722 High Point Showroom: IHFC D1220
You borrow what you need and travel hundreds of miles away. Life here is very simple. You either have vision or you don’t. No whining, no compromises, only dedication and initiative to do the best for the people that matter to you. Your journey has brought you here.
Happy New Year, — The Leather Italia Family
Intricate hidden jewelry storage built into all case pieces
Dovetail drawer construction Full suspension drawer glides allow for effortless access to the entire drawer
Ringed pilasters create a classic mix of traditional and transitional design elements
SIMPLY AMISH P.O. Box 67, 401 E. County Road 200N Arcola, Ill. 61910
t hE S t ylE S y o u wa nt , in thE q u ali t y y ou h avE B E E n d rE aming oF.
Ph: (217) 268-4504 Fax: (217) 268-4316 kkauffman@simplyamish.com www.simplyamish.com Facebook: www.facebook.com/SimplyAmish Kevin Kauffman, Co-owner, kkauffman@simplyamish.com Adlai “Butch” Mast, Co-owner, bmast@ simplyamish.com COMPANY DESCRIPTION Handcrafted Custom Quality Year established: 1979 Annual volume: $18 million REFERENCES Simply Amish Becker Furniture World Dunk & Bright BUSINESS PROFILE Digital catalog Designer friendly Eco-friendly Custom orders available Domestic Warehouse Company trucks Terms Minimum order required MARKET SHOWROOM Las Vegas — C1140 & C1144 PRICE POINT Medium-High CATEGORIES Accent Furniture Accessories Bedroom Dining Entertainment Leather Upholstery Youth
EnvironmEntally FriEndly SincE 1693. You could say that the Amish have always been behind the environmental movement. But actually, we’ve been ahead of it, making wise use of nature’s abundant riches. And doing things the simple way, long before simple was cool. As a culture, we’ve always been very mindful of the materials we use and the world we leave behind. And if that makes us cool, or cutting-edge, or hip…well, that’s something we’ll just have to adjust to. Just like everything else.
The Best Way to Prevent Waste Is to Make Stuff People Just Can’t Throw Away. There are a lot of things we do that most folks consider environmentally friendly, but perhaps the best thing we do is make furniture that’s built to last. Crafted from beautiful, slow-growth hardwoods and finished with choice stains and hardware, you’re far more likely to find our furniture in a museum than a landfill.
Simply Responsible. As a founding member of the Sustainable Furnishings Council, we select only the choicest woods, harvested responsibly from America’s rich slow-growth forests.
Surya 140 Executive Drive Calhoun, Ga. 30701 Ph: 706-625-4823 Fax: 706-625-8465 orders@surya.com www.surya.com Satya Tiwari, President, satya.tiwari@surya.com Seth King, Vice president of sales and marketing, setk.king@surya.com COMPANY DESCRIPTION Innovative Retail Solutions Quality Year established: 1976 Company owned factory REFERENCES Home Decorators Walter E. Smith City Furniture BUSINESS PROFILE Digital catalog Designer friendly Custom-orders available Domestic warehouse Direct home delivery Terms Takes CCDs Minimum Order required MARKET SHOWROOMS Atlanta 6-A-7 Las Vegas B350 High Point Showplace 3233 PRICE POINT Promotional-Medium-High CATEGORIES Accessories Outdoor/Garden Rug and Textiles
SURYA RUG s TEXTILES s ART
DIVERSE INNOVATIVE FASHIONABLE REVOLUTIONARY ... SURYA! UPCOMING
MARKET
HIGH POINT SHOWPLACE 3233
Oct. 16 - 22, 2010
www.surya.com
ness with the highest consumer ns and the lowest returns!
Unbelievably Soft, U The evolution Continues. TEMPURPEDIC NORTH AMERICAN LLC • tempurpedic.com 1-866-368-1733 1713 Jaggie Fox Way © 2010 Tempur-Pedic Management, Inc., All Rights Reserved. Lexington, Ky. 40511 Ph: (800) 878-8889 Fax: (859) 259-9843 marketing@tempurpedic.com www.tempurpedic.com
With the new TEMPUR-Cloud™ Collection, you can give pillow-top shoppers the soft feel they want along with the support, pressure relief and durability that only Tempur-Pedic delivers.
Rick Anderson, President MARKET SHOWROOM Las Vegas — C1512 PRICE POINT Medium-High
TEMPUR-Cloud™ Soft and responsive with contouring support
CATEGORIES Bedding Bedroom
...how it’s soft as a cloud, and it still supports me. Our powerful Ask Me™ campaign — including dedicated TV advertising that specifically supports the TEMPUR-Cloud Collection — will continue to drive consumer demand and deliver customers to your door!
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Vanguard Furniture PO Box 2187 Hickory, NC 28601 Ph: 828-328-5631 dhubbard@vanguardfurniture.com www.vanguardfurniture.com Dixon Mitchell, President Business Profile Designer Friendly US Warehouse Company Trucks Direct Home Delivery Eco-Friendly Credit Cards Minimum Order Market Showrooms High Point Price Point $$ - $$$ Categories Accent Furniture Casegoods Upholstery
Somebody steal your Home Furnishings Business? Tired of ripping up your own copy of Home Furnishings Business to share articles? Locking up your latest issue when you go to lunch getting old? We know. We hear the stories. There’s no sense in it becoming a problem. How about getting all those people without their own copy – a digital version? Until now, it just wasn’t feasibly possible to offer everyone in your organization a magazine. Now, in the world of digital we can. It’s archivable (they can read all the great stuff from the past), it’s searchable – so they can find smart stories about topics that are relevant to your business today, it’s totally FREE and available right now for instant access. Having your entire team understand the business and strategy side of home furnishings retail is just smart. Imagine what can happen when everyone understands the system. When sales floor associates read our Consumer issue – their knowledge makes them more successful. (Archived right now online.) When the warehouse understands what is happening with merchandising in the front – it begins to transform your business. Knowledge is power, and when it comes to relevant content that matters – HFB is the encyclopedia of knowledge. Get all the brains you can working for you. We offer you – talking points, inspiration, and education. Free. Today. Come one, come all. The Digital Version of Home Furnishings Business is open for business. Your business. Have your entire team SIGN UP TODAY at www.hfbusiness. com/links/digi709 OR contact Carrianne Ramsey at cramsey@ napco.com or 215-238-5369 for details. Thanks,
Amy Publisher, HFB
Go to www.hfbusiness.com/links/digi709 to sign up for your digital edition. Searchable, Downloadable and at your fingertips Another Smart Product by
What’s
Selling
With formal dining losing ground to casual dining, master bedroom has emerged as case goods’ “luxury” category in many consumers’ minds regardless of price point. We asked retailers to identify their best sellers in master bedroom for this month’s feature. Read on to see what’s working at your counterpart’s stores.
aspenhome’s ICB400 Bed with Storage “Since the beginning of the year, it has really taken off for us. Our customers just see it and fall instantly in love with it.” Wade Young Turner’s Fine Furniture Tifton, Ga.
Malerba’s One and Only Collection “The clean lines and interesting architecture combined with the rich Canela Noir finish make the One and Only Collection fresh, modern and at the same time, classic. It’s a chic and timeless bedroom that you will enjoy for years to come and can only be found at Cantoni (in the United States).” Beds retail from $4,889 to $5,239. David Boxer, senior buyer Cantoni Dallas 2010 BIG BLACK BOOK
What’s
Selling Ashley’s B461 “A fairly new group for us is the Ashley B461. We sold 12 groups last month.” Retail is $1,099.99 for queen bed, dresser, mirror and chest. Dave Berggren, owner Furniture Connection Clarksville, Tenn.
Copeland’s Catalina bedroom “Right now for us at Circle, The Catalina bedroom is what’s hot. Our look tends to be very clean lines and more Shaker, so this fits in the clean lines, but is our only mid-century modern look and that is what people are migrating to. ... It is definitely filling a need for us and customers are loving it. The bed alone is more than $1,700 and cases can be up to $2,300, so it is definitely at the higher price than some of our other top-selling bedrooms. The fact that Copeland has won the Sage award for green manufacturing can help us with price objections.” Peggy Burns, queen bee Circle Furniture Acton, Mass.
2010 BIG BLACK BOOK
Aglow. AllUring
Bountiful Brilliant. Captivating
Chic . Delectable
Delightful
Elegant Enchanting . Engaging
Universal’s Paula Deen Steel Magnolia Bed “Our best-selling products are Universal furniture’s new collections, Paula Deen Home and Better Homes and Gardens. We have had an overwhelming response from these galleries in our showrooms, mostly because of the new styles and obvious quality of the furniture. These two lines have been a cornerstone of our success over the last several months. ... The Paula Deen bed is especially strong.” King bed retails for $1,199.
Enlightening
Gleaming . Glimmering
Immersion Incomparable Ingenious . Lucid
Marvelous Moving . Radiant
Resplendent
Mike McClure, president Furniture Warehouse Lyman, S.C.
High Point
Liberty Furniture’s 117 Group “Younger couples seem especially drawn to this black painted bed.” Wade Young Turner’s Budget Furniture Tifton, Ga.
MARKET WEEK April 2-7
www.highpointmarket.org
THE NEXT SIX DAYS THAT MATTER.
www.highpointmarket.org/facebook www.highpointmarket.org/linkedin www.highpointmarket.org/twitter www.highpointmarket.org/youtube
2010 BIG BLACK BOOK
www.highpointmarket.org | 800.874.6492 | info@highpointmarket.org
What’s
Selling
Leather upholstery makes the perfect snuggle-up spot for a family room. Leather is durable, can handle the rough and tumble of children and most pets, and warms up the space. Here’s a sampling of leather styles, as suggested from a number of retailers, that are moving off their showroom floors.
Stickley’s 89-0406RL recliner “It mixes well in the room since it doesn’t really look like a recliner, and the comfort level. We have (another) Craftsmen recliner that’s $1,000 less, but if you can sell the Stickley quality, they’ll pay.” Retail is $2,499. Scott Selden, president Selden’s Home Furnishings Tacoma, Wash.
Flexsteel’s 1541-62 motion sofa “This is a very new best-seller. Cover 79354 is heavy leather-like microfiber. This could carry a higher retail, and we will probably move it up next shipment.” Current retail is $999. Giff Gates, owner Gates Home Furnishings Grants Pass, Ore.
2010 BIG BLACK BOOK
American Leather’s Carson “It sells well for us because it is a nice transitional piece that can fit into most environments both contemporary and traditional. The fact that they have so many beautiful leathers and Ultrasuede available in a 35-day turnaround certainly helps sell the product.” High Point
Peggy Burns, Queen Bee Circle Furniture Acton, Mass.
MARKET WEEK April 2-7
www.highpointmarket.org
da ext six The n
y s t ha
t mat t
er.
ite s i u Exq
Moroni’s 668S “It has a classic, sleek design in a small size for those downsizing, and it is a reasonable price for the quality.” Retails at $1,888. Holly Barbo, co-owner Barbo Furniture Bellingham, Wash.
www.highpointmarket.org/facebook www.highpointmarket.org/linkedin www.highpointmarket.org/twitter www.highpointmarket.org/youtube
2010 BIG BLACK BOOK
www.highpointmarket.org | 800.874.6492 | info@highpointmarket.org
What’s
Selling
Occasional tables do more than house lamps, magazines and the occasional drink. In many homes they serve as a regular dining surface for movie night, a sturdy place for homework and a ready prop for laptop computers. We tapped our retail friends to uncover some of the top-selling styles in the marketplace, and while one retailer confessed that the category wasn’t moving in her store, the ones that follow found nice things to say about their winners.
Palliser’s Adrian “The Adrian is a traditional frame in Palliser’s Horizon collection—the value of eight-way, handtied construction in full grain leather for $1,498 makes it a great value.” Flexsteel’s Spokane “The Spokane has been a winner here for at least six years— Flexsteel’s quality coupled with a married leather program makes it a great value for a customer looker for higher quality.” Retail is $2,498 Pat Sullivan, owner Choice Leather Furniture San Antonio, Texas
2010 BIG BLACK BOOK
What’s
Selling
Ashley Furniture’s T382-8 and T382-6 “We’re selling these tables like crazy. It’s got a classic and durable look that our customers seem to be looking for these days.” Wade Young, marketing manager Turner’s Budget Furniture Tifton, Ga.
Theodore Alexander’s CB51002 “We’re selling a lot of this wood cocktail table. It is a very classic- and durablelooking cocktail table. It’s been our No. 1 seller three months in a row.” Wade Young, marketing manager Turner’s Fine Furniture Tifton, Ga.
2010 BIG BLACK BOOK
Mia nesting tables from Mitchell Gold+Bob Williams “They offer versatility above and beyond the standard side table with the multiple options of using the tables together or separately. Alone as an end table or a pair of them in front of a sofa, it functions as a cocktail table.” Retail is $625. Nina Ward, co-owner W. Home Furnishings Lafayette, La.
West Brothers Urbane Square Cocktail table “This collection is manufactured in solid Ash and finished in a rich espresso stain. The clean line design gives it an array of extremely versatile applications making it a great solution for many clients.” The table retails for $1,400. Dan Holman, general manager Cottswood Interiors Edmonton, Alberta, Canada
2010 BIG BLACK BOOK
220 ELM 220 S. Elm St. High Point, N.C. 27260 Ph: (336) 884-8220 Fax: (336) 884-8253 hkattenfeld@220elm.com www.220elm.com Heinz Kattenfeld, Chief operating officer MARKET EVENTS: http://220elm.com/buildevents.html EXHIBITORS AND FLOOR PLANS 220elm.com/exhibitors.html www.highpointdesigncenter.com
What does your company do?
CARGO CONSOLIDATION SERVICES, INC. 404 Bumgarner Industrial Dr. Conover, NC 28613 Ph: (828) 459-3180 michael.sharpe@cargoconsolidation. com <mailto:michael.sharpe@cargoconsolidation.com> www.cargoconsolidation.com <http:// www.cargoconsolidation.com/> Michael Sharpe, General Manager BUSINESS PROFILE Inventory control White Glove Delivery Import Distribution Warehousing
Cargo Consolidation Services, Inc. is a third party logistics provider that specifically serves retailers, manufacturers and off shore sources within the home furnishings industry. We provide strategic supply chain solutions by coordinating the logistical requirements for our clients, including domestic and international consolidation, warehousing, distribution, white glove delivery and ocean freight. A client can count on us to manage their less than truckload, truckload, less than container load and full container business with emphasis on adding value to their supply chain, improving service and reducing cost.
How do your services add value to a retailers bottom line? We are able to add value to our client’s bottom line through the elimination of wasted time and effort. Our client’s core business success is based on their efforts in marketing fine home furnishings. We allow them the opportunity to focus their efforts there rather than on the logistics and supply chain side of the business. We have logistic sources throughout the industry that can consistently provide the highest levels of service and perform those services at the sharpest price point.
Let us hear a success story. We have a major retail partner on the east coast that has seen year-over-year savings of 4 percent to 5 percent as a result of our holistic approach to their logistics requirements. These savings are not just freight rate negotiations but from the significant reduction in the number of cargo claims and lost or delayed shipments. We have assisted, and continue to assist, in providing packaging analysis that has prevented the consumers getting upset over delayed orders because of damages. One major import customer we perform warehousing and distribution for has been delighted with our design and implementation of Web-based software packages that allow customers access to more accurate and detailed information on stock availability. We have provided full logistics support, including staff, for a domestic manufacturer enabling them to double their business while reducing transportation charges by 35 percent and reducing claims by more than 95 percent.
Other companies offer your services, why should a retailer choose you as a partner? There may be other companies in our industry, but none with our commitment to the ultimate consumer, the family purchasing home furnishings. We feel our sole responsibility is to assure their total satisfaction, because when we accomplish that everyone else in the supply chain benefits. We want to establish a relationship with our clients that focus on the long-term goal for success and how we can partner to achieve that. It truly is a win-win-win proposition!
What question is not being asked of their supplier that the retailer should consider when choosing a partner? It goes without saying that in today’s economic environment the financial stability of trade partners is even more relevant to everyone’s survival and success. The question has to be asked, and communication (both timely and accurate) is the key to lasting relationships. One question that retailers may be overlooking is the safety rating of their asset-based partners. Everyone should be aware of the “SafeStat” scores of the carriers being used in their supply chain.
Cargo Consolidation Services retailer
problem:
importer manufacturer
Consumer Satisfaction…when it counts the most
problem:
high freight rates high claims service issues
lack of logistic support high employee cost
problem: inaccurate information on stock availability long lead times
cargo consolidation services
solutions:
• freight rate negotiation • less handling • guaranteed delivery service schedules
cargo consolidation services
outcome: year over year freight savings of 4-5% reduction in claims by 35% reduced related dock cost by 15%
outcome:
• provide full logistics staff • reduce labor cost
business increased by 50% transportation charges reduced by 35% claims reduced by 95%
cargo consolidation services
outcome:
solutions:
solutions:
•d esigned & implemented web based inventory system • c reated domestic stock warehouse
Increased sales over 50% in the product line Designed customer reservation web site for accurate available inventory
Contact Cargo Consolidation Services For A Supply Michael Sharpe, General Manager Chain Analysis 828-459-3180 • www.cargoconsolidation.com retailpartners@cargoconsolidation.com 404 Bumgarner Industrial Drive Conover, NC 28613
Cebu Furniture Industries Foundation (CFIF) North Road Jagobiao, 6014 Mandaue City, Philippines Ph: +63 32 420.7109 / 422.8083 Fax: +63 32 422.8081 mischelle@cebunext.com www.cebunext.com Charles M. Streegan, Fair Management Chairman, cmstreegan@skyinet.net Angela F. Paulin, CFIF President, afpaulin@casacebuana.com COMPANY DESCRIPTION Design oriented Craftsmanship BUSINESS PROFILE Digital catalog Designer friendly Eco-friendly
Diakon Logistics 7673 Coppermine Drive Manassas, Va. 20109 Ph: (703) 530-0677 ext. 215 Fax: (703) 530-7527 dgreen@diakonlogistics.com www.diakonlogistics.com William Jarnagin, Chairman, bjarnagin@ diakonlogistics.com Charles Johnson, President, cjohnson@ diakonlogistics,com Andy McLeish, Senior Vice President, amcleish@diakonlogistics.com COMPANY DESCRIPTION Customer first Innovative Seamless transitioning Year established: 1990 Annual volume: $50 Million
You never get a s to
“Our drivers were very polite We couldn’t have had a be – Actual customer statement from Roomful Express Furniture, Pittsburgh, PA
CUSTOMER REFERENCES Jerome’s Furniture Sears Logistics Services National Home Furnishings Association BUSINESS PROFILE White glove delivery Domestic warehouse Supply chain consultant LTL Inventory management and distribution Real time communication MARKET SHOWROOMS High Point Las Vegas
We Deliver on the Details
703.530.0677
www.dialonlogistics.com
second chance make a first impression
e, professional, and on time. etter delivery experience.â&#x20AC;?
PROFITsystems, Inc. 422 E. Vermijo Ave, Ste. 100 Colorado Springs, Colo. 80903 Ph: (800) 888-5565 Fax: (719) 578-9506 info@profitsystems.com www.profitsystems.com Twitter: profitsystems Jeff Niskern, CEO, jeff@profitsystems.com Shelley Parlin, COO, shelleyp@profitsystems.com COMPANY DESCRIPTION Customer-Focused Industry-specific Guaranteed solutions Year established: 1978 Parent Company: The Riverside Co. REFERENCES Garden City Furniture Miller Waldrop’s Sherman’s BUSINESS PROFILE Product is: Customizable Scalable Per Concurrent User Other: Also available as a SAAS subscription model 100% of clients in the home furnishings space 800 clients with 2,500 storefronts 90% of issues taken live with first call resolution Mobile Enabled We offer: In-house class room training On-site training Online training Advanced education classes Educational conferences MARKET SHOWROOMS High Point- Plaza Suites NHFA-RRC Las Vegas- Building B WHFA -RRC Chicago Casual Market SOLUTIONS AVAILABLE Accounting Inventory/Distribution Merchandising Sales E-commerce Clienteling Retail CRM Business Consulting Performance Groups Freight Savings Program Education Program Bar Coding Sales/Sales Management Training Delivery Routing and Mapping Up Systems Management
69
Domestic/International Warehousing Services Direct containers Mixed and split containers • Consolidation of loads from multiple factories and countries • Receiving from vendor-managed factories, bonded warehousing or cargo freight stations • Customs clearance & freight forwarding • Single-industry warehousing – exclusively home furnishings • 4.5 million square feet and growing • Strategic, company-owned North American locations • Comprehensive Warehouse Management System (WMS), customized for home furnishings • Quality assurance and quality control management • Customer-specific packaging & documentation • Pick, pack & ship services • True FIFO by PO • Equipment and training customized for home furnishings • •
•
Zenith Global Logistics • 800.937.3876 • ZenithCompanies.com P.O. Box 969 Conover, NC 28613
Conover, NC 28613
Ph: 828.465.7036 or 800.937.3876 Fax: 828.465.7398 info@zenithcompanies.com www.zenithcompanies.com facebook.com/ZenithGlobal Logistics Jack Hawn, President & CEO Steve Wolfe, Vice President of Business Development
Domestic/International Transportation Services • •
Established in 1973, Zenith offers custom logistics programs for companies shipping in full, mixed or split container programs for its company owned facilities throughout North America. Zenith has 4.5 million square foot of warehouse space serviced by its fleet of company owned trucks. CUSTOMER REFERENCES aspenhome Best Chair Riverside
• • • • • • •
Transload services Ports of presence throughout Asia Transportation to and from North America, Europe and beyond Air freight Transportation within North America in as little as 1 day, and rarely more than 7, including LTL Same-day shipping In-home delivery in North America and Europe 24/7 visibility of shipments RF bar coding & satellite tracking
Zenith Ocean Shippers’ Association • • • • •
Member-owned Volume discounts through multiple steamship contracts Full-service support from Zenith Global’s International Department Tier 1 steamship companies, for superior service Single-source Web access for efficient, 24/7 visibility
PO Box 969
•
Conover, NC 28613
•
800.937.3876
•
ZenithCompanies.com
Zenith Ocean Shippers’ Association • Full-service international support • Member-owned • Volume discounts through multiple steamship contracts • Tier 1 steamship companies, for superior service • Single-source Web access for efficient, 24/7 visibility
PO Box 969
•
Conover, NC 28613
•
800.937.3876
•
ZenithCompanies.com
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RETAILERS TO WATCH
Cottswood Interiors Edmonton Alberta, Canada • cottswood.com
Creating Personal Spaces
A
t Cottswood Interiors, furniture shopping goes beyond picking out a consumer’s favorite color and right to the heart of creating a space that completely embodies a personality. “We believe in creating more than just a lineup of furniture for our customers to pick from,” said Dan Holman, general manager at the 20,000-square-foot Cottswood Interiors. “We create unique environments throughout the store to help inspire customers to explore and then envision their own space.” The store’s showroom,
which offers middle to upper-priced lines, is unlike any other furniture store in Alberta. The experienced Cottswood team builds fabulous vignettes with furnishings, accents, area carpets and accessories from around the world that easily satisfy every style and price point. “It’s important to work with a designer who has the ability to help you discover your style, because not everyone knows what they want when they walk through the door. We work closely with our clients, listening to their likes and needs,” Holman said. “We help create the perfect solution with them. That’s why we say it’s not just furniture, it’s personal.” The independently owned business started out more than 20 years ago with the goal of being the whole package for its customers. Holman said people come back to Cottswood because
they know they can depend on quality products, an inspiring atmosphere and exceptional customer service. “We know that when a client comes in it will be a fresh experience,” Holman said. Whether someone is looking for a traditional dining room table or a mod-looking lamp, Cottswood Interiors has the piece to inspire and create a welcoming space for its customers.
2010 BIG BLACK BOOK
23
RETAILERS TO WATCH
Rousseau’s Fine Furniture and Interiors Whitby, Ontario • rousseaus.ca
Friends Indeed
A
lot of furniture stores talk about connecting with their customer base, and Rousseau’s Fine Furniture and Interior Design is no exception. The high-end retailer in Whitby, Ontario, can say it and mean it. Celebrating its 80th anniversary this year, Rousseau’s has taken its customer relationships to a level beyond repeat sales. “We’re doing more partnering with friends and customers for store events,” said Peggy Gillis, principal. “One customer is embarking on a second career as a chef, and we worked with her on an ‘Entertaining with Ease’ event. Going forward we’ll be partnering with people who have a like-minded clientele. We have good customers and friends who are large GM dealers, an Audi dealer, restaurateurs.” Building a customer base is one thing, but Rousseau’s has used that to create a
2010 BIG BLACK BOOK
community of like-minded entrepreneurs who are friends as well as clients and who display a sense of “We’re in this together” when it comes to their livelihood. The store’s status as an 80-year member of the community has made those bonds. The store also has a strong reputation among local government and chambers of commerce. Community involvement includes serving as an anchor for a local art gallery’s annual Christmas house tour; fundraising for the local hospital, and more. Rousseau’s is part of a performance group of sorts, as well, but it’s different from what most furniture retailers who participate in such gatherings are used to. The Canadian Association of Family Enterprises is an advisory group that centers around issues involved in running a family business.
Naturwood Home Furnishings Rancho Cordova, Calif. • naturwood.com
Inspiring Loyalty
K
eeping customers coming through the door, and keeping their confidence is an ongoing challenge for any furniture retailer these days. That’s why Naturwood Home Furnishings’ focus on living its slogan “integrity, quality and service” is as good business as it is good ethics. “Shoppers are seeing stores going out of business—we’ve had four or five stores in our area close,” said Lisa Keyes, president of Naturwood, the 2009 Western Home Furnishings Association’s Retailer of the Year. “Some stores are taking customers’ money and running. (Shopppers) worry whether they’ll get their furniture if you run into trouble.” Virginia Keyes, Lisa’s mother and Naturwood’s chairman, pointed out that the store’s 61-year history in Sacramento and the reputation it’s developed are more important than ever. “Our customers know the
money they spend here stays in the community,” she noted. It takes more than longevity to inspire confidence and loyalty, and Naturwood does a lot policy-wise to assure customers that their purchase is secure. The store offers a 30day guarantee on all purchases—excluding mattresses, “as-is” items, or delivery fees—with full refund on goods returned in their original condition.
Naturwood offers a 30-day low-price guarantee. The store will refund the price difference for up to 30 days after receipt of merchandise if the customer finds a lower price at another local retailer on identical stocked goods. The price difference must be verified, and other terms of the sale remain the same. The store also offers credit for the difference if products bought at Naturwood go on sale within 30 days of delivery.
2010 BIG BLACK BOOK
23
RETAILERS TO WATCH
Miller Waldrop Furniture Hobbs, N.M. • millerwaldrop.com
Freshening Up
P
roduct that sometimes surprises a largely traditional customer base and continuous attention to refreshing its sales floor are a couple of reasons why the National Home Furnishings Association honored Miller Waldrop Furniture as 2009 Retailer of the Year. Vice president Beckey Waldrop, who owns the store with husband and president, Kent, watches for opportunities to identify customer needs and meet those needs with new product that might be a surprise long-term shoppers in the store—take Ekornes, the manufacturer of sleek Scandinavian seating. “We opened an Ekornes gallery in the fall, and that’s already bringing very
2010 BIG BLACK BOOK
significant business to us,” Beckey said. “We’re a very traditional store, and Ekornes is contemporary. It doesn’t really fit the other products in our line, but it fits our profit picture.” Miller Waldrop brought in Ekornes based on suggestions from its performance-group colleagues: “We’ve picked up several lines that are working well through ProfitGroups,” Beckey noted. Broadening its bedding business has been a boon for the store. The Waldrops opened a 4,000-square-foot
Mattress Depot store abyout seven years ago. The sleep shop expanded mattress selections significantly, with bedding from Natura, Sealy, Simmons and Tempur-Pedic, and a recently added line, Sleep Designs. There’s an employee whose sole responsibitity is the appearance of the sales floor. “She sees a table without a lamp, or a wall without a picture, she takes care of that,” Beckey said. “Women appreciate and notice that kind of thing, especially in a medium to high-end store.”
Hillside Furniture
Bloomfield Hills, Mich. • hillsidefurniture.com
Personal Touch—With An Edge
H
illside Furniture takes an approach to advertising that reflects the store’s contemporary product offerings and jazzy showroom—catchy, memorable and with a bit of a bite. “Advertising is one of my passions, and I love the creative freedom I have to do it,” said Jeff Selik, president of the Bloomfield Hills, Mich., furniture store. “You have to break through all the clutter that’s out there.” The store’s ads use humor and edginess to approach its highend consumer target. Example: A recent magazine ad featured the tag line “What’s Your Sectional Preference?” Hillside’s also moving into new vehicles for its ads. “I’m going to play my television commercials in theaters before the movie begins—we’re getting close on the contract,” Selik said. “Breaking through the clutter means catching people where they maybe aren’t expecting it.” Hillside also has a public persona through Selik, who in addition to being president is the store’s public face.
“I’m the spokesperson for the company—I do all the ads, and I’m on the tickets,” he said. “I’m also on the floor selling every day. People come in and say, ‘Hey you aren’t a paid spokesperson, you’re real.’ When customers come in and work with me they feel special. Having the president of the company working with them directly gives them the personal touch.” The above has helped keep Hillside going through a recession that’s affected the entire country. Tough economic times, though, were nothing new for Michigan, and the Detroit area in particular when the housing bubble collapsed last year, but Hillside hasn’t only survived, it’s pretty much thrived.
2010 BIG BLACK BOOK
23
RETAILERS TO WATCH
Bailey’s Furniture Anchorage, Ak. • baileysfurniture.com
Community Center
R
on Bailey, president of Bailey’s Furniture in Anchorage, Ak., doesn’t like advertising in the newspaper, because it’s too impersonal. “That’s why Mac (Jim McIngvale) at Gallery and those people who do their own commercials get such a following, it’s very personal,” Bailey said. The store has developed a following in the Alaska markets it serves along similar lines. Buddy Bailey, Ron’s son, has served as the store’s public face on commercials since childhood, and his voice
2010 BIG BLACK BOOK
greets callers to the retailer’s Anchorage superstore. “Our customers have watched my son grow up from 7 years old—he’s the store manager now—they’ve connected, and when they think of furniture, they think of Buddy and Bailey’s Furniture,” Bailey said. A series of lively community events also help keep Bailey’s Furniture front-of-mind among area shoppers, and generate a lot of traffic and good feeling for the store. “We started the annual Bailey’s Fathers Day Furniture Car Show for classic cars,”
Bailey said. “We had an unbelievable response. People were parking and walking a half-mile down the highway to get in. We got so much free press and goodwill. Along with all the cars on display, we have gifts for all the fathers who come in. This will be our fourth summer with the show, and every year it gets bigger.” Other activities include free sleigh rides at the store during Christmas season weekends, as well as pictures with Santa, and a Christmas gift with every purchase. “We like to give out things like ornaments,” Bailey said. “It doesn’t have to be something huge, but the customers appreciate it and it gives them a good feeling about the store.” Incidentally, Bailey’s has a store in Wasilla, and counts former Alaska Governor and vice presidential candidate Sarah Palin and her family among its customers. He said the Palins’ widespread fame hasn’t changed them much: “They’re still just a great, typical Alaskan family.”
Belfort Furniture Dulles, Va. • belfortfurniture.com
Sweating the Details
B
elfort Furniture has felt the effects of a tough retail environment, especially for furniture, but attention to detail when it comes to operational processes has helped the retailer weather the storm. “We’re all about continuous improvement,” said CEO Mike Huber said. “We identified 400 processes to make a furniture company run efficiently that don’t really change much, but the procedures you use to perform those processes do change.” For example, unloading a truck is a process. “You always need to unload trucks—the procedure is how
you check in the driver,” Huber said. “Do you do it manually, or do you use a bar code? Take sales—you always have to approach a customer, but how you do it changes.” At Belfort, each 400 identified processes is tied to job descriptions. “By doing that we’re able to make sure those processes are always assured of completion,” Huber said. “When something’s not working at a store, it’s often because someone’s in a new position with new process assignments.” To remedy the potential for processes to fall through the
cracks, Belfort developed its own internal database of job descriptions with access available to each employee. “As long as that process is assigned, someone’s doing it,” Huber said. “How are we doing it? That’s the underlying procedure, and if that procedure changes it’s updated on our business management system. Everyone can actually look at their job description, click on a process, and it tells them the procedure to use. Once you’ve solved a problem, there’s a place for that solution to go—you don’t have to keep reinventing the wheel.”
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RETAILERS TO WATCH
The Miller House Stephens City, Va. • themillerhouse.net
Destination: Home
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t’s easy for customers to feel at home at The Miller House in Stephens City, Va.— the building is the childhood home of Brenda Miller, who owns the store with husband, Brad. They’re also the only employees, which gaurantees a personal touch—Miller writes each customer a personal card after every purchase. And the store is getting the word out. “We offer great customer service through our personal delivery, thank you postcards, special events and an appreciation gift certificate given to selected customers over the holidays,” she said. “We also mail Christmas cards to many of our customers.” Special events include the “Harvest Fair in the Valley,” which features local artisans’ wares and a bluegrass band and attracts more than 500 visitors; and a Christmas Open House every November, in which Miller herself creates all
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decorations and vignettes. This year’s open house, she launched a decorating tips and techniques workshop that was originally limited to 15 participants but ended up with more than 25. “The local newspaper has also asked me to provide tips for its readers,” Miller added. “Last year, I began offering interior design services to further distinguish The Miller House from larger furniture stores. I have designed the
interior of a five-bedroom house for the local Parade of Homes, a showcase of homes by area home builders, and won the Best Interiors Award.” Miller House got more attention, as well, when CNNMoney.com analyzed the store’s recently updated Web site. “As a result, we have more traffic, and CNNMoney.com was so impressed with the update that they did a followup story,” Miller said.
Blue Raccoon Home Furnishings Lambertville, N.J. • www.blueraccoon.com
More than Furniture
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hile upholstery and casegoods from vendors such as Vanguard Furniture, Mitchell Gold + Bob Williams and Martha Stewart for Bernhardt account for between 60 percent and 70 percent of Blue Racoon’s revenues, the Lambertville, N.J., store isn’t just about furniture, say co-owners Nick Bewsey and Nelson Zayas. Trained in retail and merchandising in New York, Bewsey and Zayas produce an inspiring mix of antiques and found pieces along with bright visuals provided by a dazzling assortment of pillows, wall art, lighting and functional gifts and
accessories. Blue Raccoon, which opened in 1993 in a renovated historic building in Lambertville, also offers design services and in-home consultations. The combination of product and service draws customers from a wide area, including New York, Philadelphia and Princeton. If you stop by, say hello to Blue Raccoon’s beloved English bulldog mascots, Dottie, 16, and Dash, 9. A couple of years ago, Cottage Living Magazine included the store on its list of “Top 100 Shops For Cottage Style.” The editors praised Blue Raccoon for being “traditional with a twist.” “(Blue Raccoon) is a favorite of the local stone farmhouse set for its new furnishings from small manufacturers mixed with old painted pieces,” the editors wrote. “Don’t miss the cushy leather club chairs.” Photo credits: Christian Giannelli for Blue Raccoon Design Group Inc.
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RETAILERS TO WATCH
Bedzzz Express Irondale, Al. • bedzzzexpress.com
Extremezzz Makeover
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he future look of mattress retailing was what bedding component and manufacturing giant Leggett & Platt had in mind when it devised its “Extreme Retail Makeover” program. Inspired by the popular “Extreme Makeover Home Edition” television show, the initiative involves Leggett & Platt choosing a bedding store and re-imagining it from top to bottom. The makeover addresses not only appearance, but also marketing, sales strategy and overall retail philosopy. L&P’s first choice as a participant? Bedzzz 2010 BIG BLACK BOOK
Express in the Birmingham suburb of Irondale, Ala. Despite solid growth for the stores, the program came at a good time for Bedzzz Express president and founder Keith Krininger. “We’ve really been struggling to find out how to make us stand out about the crowd,” he said. “All the help we can get—we’ll take it.” The Bedzzz Express staff was cautiously optimistic as L&P began communicating early this year with Krininger and store management to evaluate every facet of the operation, and make recommendations for
improvement based on its findings. The L&P team took a look at the store’s appearance and ramped up the color scheme from light green and tan to chocolate brown, turquoise and a more vivid taupe. New Bedzzz Express signs replaced generic signage, and a redesigned logo featured a modern version of the floating “Zzzs.” “When the recession hit, we weren’t really looking for new ideas,” Krininger said. “When things are good, you don’t like changing things. I think it’s going to be better. Our salespeople are going to have a new attitude.”
Gallery Furniture Houston • galleryfurniture.com
Comeback of the Year J im McIngvale has a question retailers should ask themselves, and it’s especially relevant in “interesting” times such as these. “If we went away tomorrow, would we be missed?,” said the CEO of Gallery Furniture in Houston. “If the answer to that is no, you’d better figure out what to do differently.” When it comes to Gallery, McIngvale got his answer in the wake of a fire on the night of May 21 that destroyed the retailer’s warehouse and forced its adjacent flagship store to close for renovation. It was the sort of staggering blow that might have led some owners to consider closing for good. “After the fire we received 3,000 letters and e-mails saying please re-build, this is our store,” McIngvale said. Watching the fire drew tears from McIngvale and his family, but that didn’t last long. The wave of support and wellwishes from the Houston community was immediate, and McIngvale was already looking ahead the night of the blaze, which investigators say was arson caused by a disgruntled former employee now jailed and awaiting trial at press time. “When it first started, I thought the sprinklers would come on,
we’d have a big mess and it would be out in 15 minutes— we’d just clean up and go on,” McIngvale recalled. “Next thing I know the fire chief’s evacuating the building. We stood there watching the warehouse burn, flames were 150 feet in the air. The fire department made a valiant stand and was able to save the store.” “We’re people of faith, and we believed the good Lord would watch out for us. By midnight we’d already decided to open for business the next day at the Post Oak store. By 5 p.m. the next day, the Ashley people were gracious enough to lease us some of their warehouse space. We had 15 to 20 trucks of merchandise on the way” and needed a place to put them. A week later, Gallery announced it would re-opened the main store July 4 in about 50,000 square feet of space. The rest of the showroom area. which suffered the most smoke damage from the warehouse fire, had a gala grand opening Labor Day weekend. McIngvale and by extension the entire Gallery retail team reacted to a devastating punch with his typical energy. With goods on the way and no place
to put them, and down to one store with the long Memorial Day weekend coming, there wasn’t any more time for worry and tears. First thing the morning after the fire, McIngvale let the Houston area know it was business as usual at Gallery’s new Post Oak location, filming a commercial to promote that store. And within a week, he’d announced the July 4 reopening of the main store. While getting the word out that people could still shop the store, McIngvale also scrambled to secure warehouse space to keep deliveries on schedule. That’s where years of being a good business partner paid off—in addition to consumer well wishers, Gallery immediately received calls from vendors asking what they could do to help in terms of delivery schedules and support. The fire was less than 24 hours past when by 5 p.m. Friday Ashley had leased temporary warehouse space to Gallery to accommodate incoming merchandise. “Getting into that space right after a devastating fire was a dream come true, and we were able to get set up for Memorial Day,” McIngvale said. 2010 BIG BLACK BOOK
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RETAILERS TO WATCH
Blacklion
Charlotte, N.C. • blacklionfurniture.com
Getting Personal—Electronically
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lacklion takes a more people-based approach to selling furniture on its store Web site, blacklionfurniture. com, than most Internet operations. The retailer’s team of sales associates work to strike up friendly relationships with potential customers who e-mail or call. “Our sales guys know the furniture lines we sell like nobody else, and that comes across on the phone, and we make a lot of sales because we’re so focused on product knowledge,” said Bob Emory, who owns Blacklion with wife, Nita. Tell a Blacklion associate you’re looking for a brown leather sofa, and he’ll be able to refine the search to lead you to exactly the shade you had in mind— from the 50 available varieties. Sales associates are also experienced enough to talk customers through potential delivery issues in advance. If, for example, sofa legs are the type that 2010 BIG BLACK BOOK
are screwed into the frame at delivery, the customer is advised of that during the purchasing process rather than discovering it when her new sofa arrives. As for the retailer’s three stores, Nita Emory is responsible for merchandising, and she works to ensure there’s always something happening. Last November,
for example, Santa Claus visited an enormous Christmas display and posed for free pictures with children on weekends. The space that housed the display is large enough for meetings of 150 people or more, and catering can be brought in. Nita Emory also makes sure participants in any gatherings get discount coupons for the store.
Mattress Firm Houston • mattressfirm.com
Red Carpet Treatment
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ome retailers find bedding a difficult category for attractive store merchandising, but that’s not the case at Mattress Firm. Mattress Firm’s stores look more like luxury mall boutiques, with wood floors, large flat-panel television displays, and a coffee bar. Customers who purchase a mattress receive the “red carpet” treatment. The home delivery crew unrolls a carpet to the house’s entry, and wears booties to prevent tracking in dirt.
shoppers with confusing claims and counter-claims, and bait-and-switch pricing strategies. In a typical store situation, shoppers are reliant on a salesperson who is trained to rattle of specifications about coil counts and foam density, often leaving the customers more confused. “It all has led to a lack of trust or, at least, a challenge when it comes to trust with consumers,” Stagner said. “It’s difficult for customers to It’s the same whether the compare similar products in shopper bought a $399 store stores that are often a sea brand or a $3,999 luxury of sameness with a bunch bed. of white cloth rectangles “Red Carpet Delivery” on the floors. For us, it’s all and Mattress Firm’s sameabout ‘Sleep Made Easy.’ It day service are just a influences everything we do, couple of the ways the including our training, our company has set itself marketing messages and the apart from competitors, way we go to Market.” said COO Steve Stagner, The retailer groups including club stores, mattresses into categories, traditional furniture retailers, so shoppers can use store department stores and signs and color-coded countless sleep shops. displays to find what she’s Over the years, mattress looking for—firm, plush or advertisers have bombarded pillow-top. 2010 BIG BLACK BOOK
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RETAILERS TO WATCH
Interiors Etc.
Grand Junction, Colo. • interiorsetc.com
Making Interiors Grand
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s a retail store with interior design studio, Interiors etc. strives to present a high-style showroom with strong design sensibilities. As customers browse the 20,000-square-foot store, they can move from room to room to experience different looks—complete with bedroom, living room, office and dining room. This
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complete merchandising from rug to furniture to accessories and artwork allows consumers to consider their home environment in an aspirational perspective— they may not outfit the entire room on this visit, but it gives them a direction in which to head. An experienced showroom staff with design savvy and
multi-cultural perspectives assists customers in several languages. The retail showroom and design studio at Interiors Etc. offers both upholstery and case goods; decorative accessories, lighting; wall art and framing; custom floral designs; flooring; upholstery fabrics and wall coverings; and bathroom vanities.
Art Van Furniture Warren, Mich. • artvan.com
Writing The Book
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arren, Mich.-based Art Van Furniture is a familiar name not only to its Upper Midwest customer base, but also to anyone in the furniture business. The story of how Chairman Art Van Elslander built his company into such a dominant player and how it’s maintained its strength for so long could fill a book. Well, early this year, the company commissioned just such a book, whose 139 pages feature key employees and suppliers just as prominently as “Art Van,” as Van Elslander is know, himself. The first chapter describes how Art Van left a comfortable position as a Crown Furniture store manager in 1954 to launch a store called Shorewood Furniture with a partner. Crown hated to lose him, and he returned as operations manager before striking out on his own again in 1959 with the first Art Van Furniture store. Working alone as the sole buyer, salesman and delivery driver, he made a success of the original
4,000-square-foot store in East Detroit, and added the company’s first employees and three additional stores in a little more than a year. “I started with very little money, but a lot of effort and a lot of ambition,” Art Van said. “I love to sell, I love merchandising ad I knew the furniture I was selling.” Art Van still goes into the office almost everyday, and he still loves to shop the furniture markets. He says his main role is as “a coach and a mentor,” but he still likes to see all the ads before they go out. He also led a major bedding initiative, and Art Van already has opened its first Pure Sleep dedicated sleep store this year in Canton, Mich. The book also reflects its longtime status as a good neighbor in the markets it serves. Art Van’s community outreach efforts take up an entire chapter. Other standout stories in the book include Ruth Sawani discussing how much she enjoys the Cadillacs she’s
been awarded over the years as the company’s No. 1 sales associate. Jim McKnight reflects on being hired while in high school to sweep floors and then becoming the company’s youngest store manager at 25. Retiree Clint Loren, Art Van’s second employee, recalls playing Santa Claus for the 10 Van Elslander children during the time he ran the company’s warehouses. Operations Manager Dennis Carr fondly remembers Art Van’s “little celebration dance” at the sight of exceptional sales numbers after the 14 Mile Road store opened in 1973. 2010 BIG BLACK BOOK
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RETAILERS TO WATCH
Motif Modern Living Austin, Texas. • motiffurniture.com
Community Participation at Work
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otif Modern Living sells contemporary furniture from its showrooms in Austin and San Antonio, Texas, and on its e-commerce Web site. The retailer takes an active role in its community and is constantly lending its design panache throughout homerelated events in and around its trading area. Recently, Motif took home the trophy for the “Most Creative Display” at the Austin Spring Home & Garden Show. The display was a mere 10’ x 10’ but contained a bedroom, living room, dining room and bar, all in a color palette that suggested the seasonal greening of the earth. The retailer was also asked to decorate a house from the 2009 Austin Parade of Homes for a holiday charity event benefitting Dell Children’s Medical Center. The centerpiece of Motif’s design was a hanging Christmas tree constructed of crystal spheres. Within the spheres were holiday gifts cradled in drifts of snow. The idea was that the tree would be disassembled Christmas morning and the individual 2010 BIG BLACK BOOK
spheres containing gifts would be distributed to family and friends. On the environmental front, Motif devised a creative way to encourage its employees to take a role in green activities— by offering a green incentive. The retailer offers a stipend of $150 a month to employees who opt to buy high-mileage hybrid vehicles. The incentive pays about a third of the cost of the vehicle over the lifetime of an employee’s loan, overcoming the objection that hybrid vehicles are more expensive than regular gasoline-run vehicles.
Knoxville Wholesale Furniture Knoxville, Tenn. • knoxvillewholesalefurniture.com
State-of-the-Art Distribution
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noxville Wholesale Furniture packed its new distribution center with all the bells and whistles. The facility has 38-foot racking systems, a comprehensive recycling center for cardboard and a foam densifier for handing Styrofoam packing materials. With all the furniture and accessories unpacked for the opening last year of a 93,000-square-foot store, President Tim Harris said the company saved more than $18,000 by not having to transport packaging material to the landfill.
“You don’t get much for recyclables these days, but at least you’re not paying the haulaway costs,” Harris said, More important, the new distribution center replaces an outmoded facility where workers moved furniture with hand carts. Harris said the new mechanized distribution center, which has built-in capacity for future growth, will use the same number of employees than the old. One feature of the distribution facility is a covered customerloading area that makes it easy for shoppers to take items
home on the spot. Ultimately, Harris said that benefits Knoxville Wholesale Furniture, too, by speeding up deliveries for shoppers who choose that option. Harris, a former football coach and football player at the University of Tennessee, believes his background gives him a different point of view when it comes to furniture retailing. “I come from a little bit of a different perspective on how we look at the business, and I think it’s what has separated us from some (competitors),” he said. 2010 BIG BLACK BOOK
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RETAILERS TO WATCH
Circle Furniture
Cambridge, Mass. • circlefurniture.com
Celebrations Abound
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ircle Furniture thrives on staying in the now with its lively, colorful displays that entice consumers with custom choices. The retailer offers unique, quality furniture for both the contemporary home and those preferring the more traditional designs. All of Circle’s upholstery offerings are made-to-order with a wide selection of styles and thousands of cover options in fabric, including Ultrasuede, and leather. A must-have for custom-order, Circle provides quick delivery times by partnering with suppliers that can meet the demand. Founded more than 50 years ago, the retailer is steadfast in its mantra of supporting New England-based case goods manufacturers that Circle believes crafts some of the highest-quality products. A staunch believer that a healthy environment creates a healthy home, Circle is always on the lookout for suppliers that share its commitment to the environment. The
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woods used to make the retailer’s wood products come from forests that are managed according to strict environmental, social and economic standards. The retailer offers an extensive design service during which its design consultants work closely with consumers to help bring visions to reality. Recently, Circle hosted designer Libby Langdon at its store to speak about her book Small Space Solutions. Langdon autographed books, and customers enjoyed wine and snacks.
Decorium
Toronto, Canada • decorium.com
Broad Appeal
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ecorium, a 100,000-square-foot warehouse and showroom that focuses on the middle- to low, high-end market, offers consumers a broad selection ranging from traditional to contemporary and everything in between. The retailer, an independently run family business, started in 1977 in an showroom that boasted all of 2,500 square feet and was originally only
open to interior designers. During those years, the company offered imported furniture and accessories from around the world, and many of Canada’s most prestigious interior designers counted on Decorium for its hidden treasures. As the business grew, so did the company’s merchandise offerings—chairs, chests, armoires and accent pieces from Italy, Spain, the U.S. and
Asia soon became part of the mix. The company then doubled its size and grew its reputation as having a unique lineup of home furnishings. In 1992, Decorium gave in to the public demand to open to the public as a home furnishings retailer. The owners say the store is famous for its ability to constantly change and have new and fresh products in the showroom weekly. 2010 BIG BLACK BOOK
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RETAILERS TO WATCH
Inzpirationz Carroll, Iowa • inzpirationz.com
Traditional Ethic,Contemporary Style
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arroll, Iowa might not seem like your typical location for a retailer specializing in contemporary looks, but it’s where Inzpirationz calls home. That perhaps surprising location is another reason for the store’s success, said Owner Tami Gute. Why contemporary? “For one thing, that’s the kind of person I am,” she said. “And I knew there was a market for it, because in
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a 90-mile radius we didn’t have anything like this.” Filling that gap has worked out very well for the 2-year-old store, where the motto is “Chic selection and sparkling service.” “We just added another 1,800 square feet to the original 1,600 in the last month,” Gute said. Gute said she drew inspiration for the start-up from her grandfather, whom she described as a selftaught entrepreneur who
worked hard to become a success. “He inspired me to be the best at what I do and follow my dreams and to work hard, with always family first,” she said. “That is how I named my store ‘Inzpirationz’ ... because he was a man who inspired all of us. That is one reason we stand out this is just not a job to me. It is truly what I love to do, and I put that love into everything into my store.”
Leon & Lulu
Clawson, Mich. • leonandlulu.com
Share the Space
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eon & Lulu recently opened its doors to local artisans and offered them a convenient retail location to meet people interested in local crafts and artists’ work. Attendance to the Artists’ Market was free and the retailer held the event on two different days—once in August and another in September. The store’s eclectic merchandise mix was the perfect backdrop for the artisans’ products. Mary Liz Curtin, owner of Leon & Lulu, reviewed submissions from local artisans to select participants. Her criteria for selection match
Leon & Lulu’s approach to retail: unique, fun, creative and full of personality. All items selected were made in either the United States or Canada, and the artisans were present at the Market with their wares. “I’m a shopkeeper at heart and I love having an actual store where I share my interests and creativity,” Curtin said. “I want to offer this environment to artisans and spotlight their work with all the people who come to Leon & Lulu to discover something different.” The Artists’ Market was part of Curtin’s ongoing effort to
support her local community. Leon & Lulu and Mary Liz Curtin have won numerous awards including being named a Retail Star in 2008 and recently been honored with the 2009 Retailer Excellence Award in the category of Eventbased Community Service. Several times a month, local charitable organizations meet at the store and benefit from a percentage of sales whenever their supporters shop at the store. Curtin is also the past Chair of Gift for Life, the gift and home industries fundraising effort for HIV/AIDS services and research.
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RETAILERS TO WATCH
Annette Tatum
Santa Monica, Calif. • annettetatum.com
Fashion-Inspired Designs
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few years ago, Annette Tatum set out to create a fresh, new approach to traditional bedrooms and created a line of bedding and loungewear under the product line simply called House. Both were based on a simple philosophy—comfort and style, when combined just right, are keys to creating an inviting room that is inspired, and inspiring. Based on clean, comfortable designs, the House line features colorful fabrics that are mixed and matched in different patterns, prints and textures. From that start, the collection has grown to include home accessories, baby décor, furniture and more. Annette Tatum sells the upscale
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product in an eponymous boutique in Santa Monica, Calif., where she encourages consumers to explore and discover ever-changing displays. Her design approach offers clients the ability to change and understands that one day easy slipcovers work best and the next buy might be a set of outdoor furniture inspired by runway collections. In the studio, consumers are urged to explore the “inner fashionista” to inspire personal living space. Tatum’s designs, also sold in boutiques nationwide, grace the homes of several Hollywood notables, including Marcia Cross and Minnie Driver.
Schneiderman’s Furniture Duluth, Minn. • schneidermans.com
Making a Difference
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ith five stores in Minnesota, Schneiderman’s Furniture is not only helping its customers furnish comfortable homes, but also reaching out to help to families in need by providing a local non-profit with gently used furniture. Schneiderman’s has established a working relationship with a local charity called Bridging that runs a 10,000-squarefoot warehouse to offer economically disadvantaged people a one-time gift of quality furniture and household items to help stabilize and improve their lives. When the retailer’s customers purchase new furniture, Schneiderman’s offers to take the used furniture and deliver it to the Bridging facilities for them. The service gives the customer the opportunity to help a family, take a tax deduction and not have to worry about finding a way to get rid of the old furniture. A family-owned operation founded in 1948,
Schneiderman’s strives to create a bit of whimsy in its store décor by using the artistic talents of its on-staff retail environment designer, Chad Van Kekerix. Kekerix is responsible for the store displays, and he uses his skills and color expertise to add life and vibrance to Schneiderman’s locations with original murals and atmospheric painting techniques. The murals keep customers talking about the creative displays throughout the stores.
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RETAILDETAIL
All Bases
Covered Turner’s Furniture Uses a Dual Business Model to Serve A Wide Range of South Georgia Shoppers
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Turner’s Furniture has staked a furniture retailing claim in southwest Georgia.
essentially separate businesses can target middle- to upper-end consumers and bargainconscious customers, respectively, without diluting Turner’s focus in the stores and in its advertising. The structure does challenge co-owners and brothers Fortson and A key to that success: Austin Turner with two The Tifton-based comdifferentsets of stanpany, now in its fourth generation of family own- dards, sales techniques, pricing and buying strucership, uses two store tures, but the retailer now models—Turner’s Fine counts both Turner’s Fine Furniture and Turner’s Furniture and Turner’s Budget Furniture. Those t’s hard for a retailer to be all things furnishings to all homes, but Turner Furniture Co. has succeeded in casting a very wide net for bringing furniture shoppers in the southern Georgia communities it serves through its doors.
Budget Furniture locations in Albany, Tifton and Valdosta, plus another budget store in Moultrie. “Our salespeople at the fine furniture stores do more design appointments, in-home visits and complete rooms with full accessorization,” Fortson Turner said. “With the budget stores, it’s more basic—living room, dining and bedroom furniture, and mattresses. They don’t really get into the fringe items at the budget stores.” click here to read the article
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Playing
to Win
Furniture Connection Charged Ahead To Claim Market Share in 2009
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here’s an axiom that scaling back on advertising is the last thing you want to do when business is slow. In real life, not that many businesses follow through on that idea, but Furniture Connection did. Through aggressive advertising, consistency of brand message, and an in-stock position on virtually everything it sells, the Clarksville, Tenn., furniture retailer snapped up mar-
ket share and grew business 30-plus percent during 2009, a year when a lot of retailers would have been ecstatic to maintain flat sales relative to 2008. “With the economy, a lot of my competitors didn’t advertise for weeks or even months, and they cut inventory, cut advertising, cut people, and it was all knee-jerk,” said Furniture Connection Owner Dave Berggren. “We have a little saying
at Furniture Connection: ‘We’re going to take our competitors’ customers, and we’re not going to give them back.’” Berggren believes that too many retailers let a recession mentality distract them from what they needed to do for success, and that cuts in advertising, lower inventories and staff reductions are actions that feed upon one another for dismal results. click here to read the article 2010 BIG BLACK BOOK
RETAILDETAIL
DeepRoots
San Francisco Bay-Area Retailer Giorgi Bros. Sells Furniture to Grandkids of Some Original Customers
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ustomer relationship management is more than business-speak at Giorgi Bros. in South San Francisco, Calif. It’s a philosophy that’s been in place long before CRM became a strategy buzzword. A customer base in some
cases in its third generation, as well as consistency of service and location, have served Giorgi Bros. well since 1933, and have allowed the store to succeed on what some would call an anachronistic—but highly cost-effective— advertising strategy. To whit, how many brick-
and-mortar furniture stores can you name that use no television or radio advertising, and minimal newspaper promotion? Here’s one: Giorgi Bros. For years, Giorgi Bros. relied solely upon Yellow Pages ads in all Bay-area city phone books as its only advertising vehicle. click here to read the article
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