Home Textiles Today October 11th Issue by Sandow Media

Monday, October 11, 2010

THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY

High Point Exhibitors Hopeful BY CAROLE SLOAN HIGH POINT, N.C. — Despite a business climate that was noted for its lack of consistency, home textiles suppliers showing at the High Point Market here this week are hopeful that the year end will improve. Low and stale retail inventories, a better-than-expected retail back-to-school sales effort and just a general expectation for a better business environment are combining to spur their efforts. In addition, a number of suppliers have created major new

product introductions – either with new licenses for nameplate brands or via internal new product development to entice buyers. The market here typically is a diverse one for home textiles suppliers, attracting a broad range of customers from exclusive interior designers working on specific projects to specialty home textiles retailers, department stores and furniture stores – with each segment posing different challenges. At Traditions by Pamela Kline, “We did something very SEE SHOW PAGE 27

hometextilestoday.com

| Vol. 31, No.24 |

$8.00

Buggin’ Out Industry Pounces on Bed Bug Phenom BY JENNIFER MARKS NEW YORK — Media hype over a growing national bed bug population has galvanized the protector segment of the utility bedding business. The public has become so alarmed over bed bugs that the Environmental Protection Agency earlier this month created a new search tool on its website to advise consumers about which pesticides can be used to safely deal with the problem.

American Textile Company — which has been in the protector business for 85 years — has received such an uptick in inquiries about bed bugs that it added staff to its customer service call center. “We had a product on the market in October ’08, but it wasn’t getting a lot of reception at retail because most people hadn’t heard about bed bugs,” said Jack Ouellette, president and ceo. “Once they started to hear about it in the SEE BUGS PAGE 12

In Detail: Products for Better Sleep BY JENNIFER MARKS NEW YORK — The latest batch of products coming out of the comfort sleep corner of the utility bedding industry are big on patents, partnerships and new technologies. At the foam end of the sleep solutions segment, cooling gel technology is the latest arrival, with gel beads infused into memory foam. Sleep Innovations has a patent pending on its Allied Home brought out a variety of new knitted gel technology, which it says takes memory foam SEE SLEEP PAGE 4

fabric covers.

Winners Outweigh Losers in September Comps BY CECILE B. CORRAL

Shaw Living will feature several collections of Wools of New Zealand branded rugs, including Coventry from its Arabesque collection. See page 14 for additional High Point products.

htt0101001_001.indd 1

N EW YORK — Up against easy comparisons, department stores outpaced off-price chain and discount store comparable store sales in September. September’s list of winners among the 13 major retailers tracked monthly by HTT far outweighed the “losers” list, which posted only one company – regional discount chain DuckwallAlco with a 2.3% comp decline. Even so, the 256-unit retailer said its business is on the path of recovery as a result of Abilene, Kan.-based Duckwall-Alco’s store reorganization initiatives.

“While September same-store sales were negative, improvement in the trend continues,” said Rich Wilson, president and ceo. “Sales in the month were impacted by our store re-set initiative, which is now completed, and the integration of more than 400 new items in the food and consumables departments. Consumers also remain cautious, and our updated offering better reflects this economic reality.” Flat for the month was Memphis, Tenn.-based Fred’s, which was up against uneven comparisons from last year when demands for the H1N and seasonal flu vaccines and flu-related prod-

ucts were higher than this past September. Better news for the 672-unit Southeastern discounter came in strengthening customer traffic, noted Bruce Efird, Fred’s ceo, with “our Core 5 program driving improved sales and margin mix.” Looking to the winners in September, York, Pa.-based The Bon-Ton Stores took the lead of the pack with a healthy 5.9% comp increase, which exceeded expectations and was driven in part by home’s performance, said vice-chairman and president – merchandising Tony Buccina. SEE SALES PAGE 24

10/8/2010 4:54:54 PM

Home Textiles Today

Retail Briefs ShopNBC Taps Balliet for vp, Merchandising Analytics Post

ultichannel retailer ShopNBC has tapped 20year industry veteran David Balliet as its vp of merchandising analytics. Balliet brings more than two decades of multimedia retailing career experience to his new position. Most recently, he was with multi-channel retailer QVC, where he spent several years working in various leadership roles related to inventory planning and merchandise operations. His last post there was vp, business analysis and reporting. “He comes to us with a proven background and leadership in the electronic retailing industry, along with significant expertise in optimizing merchandising operations. We look forward to leveraging his strong business analysis and inventory management capabilities to further drive our business,” said Bob Ayd, president of ShopNBC.

JCPenney to Discontinue Traditional Catalogs, Focus on Targeted Mail

CPenney will discontinue its traditional catalogs next year in favor of “enterprise” — media that melds store and on-line merchandise — since catalog-only customers have declined dramatically. The new approach will focus on more targeted, business-printed mail and in-store media designed to allow consumers to order in-store or online. The company’s legendary “Big Book” catalogs that were discontinued last year. JCP will next year close down its approximately dozen specialty books that included, among other products, its market-leading window covering business. The company will offer “look books” – offerings that have fewer items targeted to specific categories and refer customers to jcp,com for additional information. The “look books” will be sent to customers interested in specific merchandise categories.

October 11, 2010

News

> hometextilestoday.com

Shoulberg Named Publisher, Editorial Director of HTT N EW YORK — Sandow Media has announced that Warren Shoulberg has joined the company as publisher and editorial director for Home Textiles Today and editorial director for Gifts & Decorative Accessories magazines. Sandow, publisher of Luxe, NewBeauty, Worth and other media properties, purchased Home Te x t i l e s To d a y and Gifts & Decorative Accessories as well as Interior Design and Furniture/Today from Reed Business information earlier this year. At Home Textiles Today, Shoulberg succeeds Joe Carena, who is retiring as publisher after 14

years with the title. The editorial director positions are new. Jennifer Marks and Caroline Kennedy continue as editors-in-chief of HTT and GDA, respectively. Shoulberg was most recently editor-in-chief and associate publisher of Home Furnishings News, and previously spent 11 years as editor of HTT through 2000. “Bringing Warren on board is a tremendous addition to both publications,” said Kevin Castellani, vp and publishing director for the Furniture/Today group who made the announcement. “His knowledge and experience throughout the entire home fur-

nishings industry is unparalleled and we look forward to his contributions at Sandow. “We also wish Joe well as he starts a new chapter in his life. He did a great job in guiding Home Textiles Today through a turbulent decade in the textiles industry and the success of the magazine is a testament to Joe’s hard work and leadership.” Adam Sandow, president of Sandow Media, said the changes reflect his commitment to these new acquisitions. “We believe strongly in these business publications and bringing on Warren shows we are willing to invest in these properties to allow them to continue to grow and maintain their positions as the leaders in their fields.” Shoulberg will be based here at Sandow’s New York office. HTT

Belk Revamps Image with New Branding, Marketing Campaign C HARLOTTE , N.C. — Ahead of its 125th anniversary, which is in less than three years, department store Belk Inc. is giving its image a facelift with an updated corporate identity. The 305-unit regional chain, with stores in 16 Southern states, is looking to target a younger customer by employing a new graphics package aimed at “refreshing” the company’s identity with a new corporate logo, color palette and tagline – “Modern. Southern. Style.” The retailer said the new logo and tagline represent the first significant change in its brand identity since its current logo and identity program were adopted in 1967. Belk’s new corporate identity will be introduced begin-

ning early this month with an extensive branding and advertising campaign that will include market-wide television and print advertising, circulars, direct mail and social media, all of which will incorporate Belk’s new graphic elements and brand messages. Belk embarked on the rebranding more than a year ago with research involving hundreds of associates and a survey of more than 30,000 customers. The findings identified a significant growth opportunity with modern customers. “Much has changed in the South since our last branding initiative 43 years ago, and so has our company,” Johnny Belk, president and coo. “We felt the time was right to expand our

profile and realign our corporate image to better reflect the kind of stores we operate today.” The company said it expects to spend about $70 million over the next 18 months for corporate branding and marketing, including $25 million for the installation of new logo signs in its 305 stores over the next 12 months. Signs will be installed in 60 stores before yearend with the balance expected to be installed by November 2011. Customers will also see the new logo and identity elements in store displays and signage, and newly designed charge cards are being issued this month to Belk Elite and Premier customers, to be followed by Belk Rewards card holders in March. HTT

HFPA Shifts Fall 2011 Market Dates N E W Y O R K — The Home Fashion Products Association announced it has pushed back the date of the September 2001 New York Home Fashions Market week dates to avoid an overlap with the 10th anniversary of 9/11. The new dates are Sept. 19-

htt101001_002.indd 2

23, one week later than the original dates. “While it may not be a major issue, there was concern that out of town suppliers and buyers may not want to travel to NYC during the 10th anniversary of September 11. It is possible the Presi-

dent will be in town, security at the airports and around the city will be extra tight, and traffic in the city may be difficult,” said the organization. Spring market 2011 will take place March 14-18 at showrooms in the city. HTT

10/8/2010 4:56:56 PM

Sunbrella® sheers provide an inviting ambiance to any room—indoors or out. They filter sunlight with unmatched style. Despite their luxurious look and sumptuous hand, they’re extremely cleanable, fade- and stain-resistant. For more information, call Glen Raven Customer Service at 336.221.2211 or visit www.sunbrella.com/sheers. O U T D O O R

Glen Raven.indd 1

F U R N I T U R E

I N D O O R

F U R N I T U R E

W I N D O W

T R E AT M E N T S

R U G S

T H R O W S

4/1/2010 5:40:27 PM

Home Textiles Today

October 11, 2010

NRF: Retailer Container Traffic Expected to Keep Increasing WASHINGTON — The National Retail Federation said import cargo volume at the nation’s major retail container ports is expected to be up 11% this month over last year. Volume should continue to see strong year-over-year growth, “even as seasonal levels wind down through the remainder of 2010,” according to the monthly Global Port Tracker report released last week by the NRF and Hackett Associates. “ C a r g o i s s t i l l c o mi n g through, but retailers are mostly stocked up for the holiday season,” explained Jonathan Gold, NRF vp for supply chain and customs policy. “Retailers aren’t going to say the recession is behind them until their customers tell them it is, but we are hoping to see some sustainable economic growth over the next several weeks. The goal is that inventory levels will match sales as closely as possible.” U.S. ports handled 1.42 million 20-foot equivalent units (TEU) in August, the latest month for which actual numbers are available. That was up 3% from July and up 23% from August 2009. One TEU is one 20-foot cargo container or its equivalent. This past August was the ninth consecutive month to show a year-over-year improvement after December 2009 broke a 28-month streak of yearover-year declines. October has long been the busiest month of the year because it when retailers typically stock up on merchandise for the holiday season. But the peak shifted to August this year – a change that came “both because of a backlog in cargo from earlier in the year after ocean carriers were slow to replace vessels taken out of service during the recession, and because retailers brought merchandise into the country early to avoid the risk of delays this fall,” the NRF said.

htt0101001_001.indd 4

September was estimated at 1.37 million TEU, a 20% increase over last year. October is forecast at 1.32 million TEU, up 11% from last year; November at 1.21 million TEU, also up 11%;

“Trade, particularly imports, is a strong indicator that recovery is sustainable” —BEN HACKETT, Hackett Associate

and December at 1.12 million TEU, up 3%. January 2011 is forecast at 1.09 million TEU, an 8% increase from January 2010, and February 2011 is projected at 992,848 TEU, down 1% from February 2010. The first half of 2010 totaled 6.9 million TEU, up 17% from the same period last year. The full year is forecast at 14.7 million TEU, which would be a 16% hike from the 12.7 million TEU in 2009, which was the lowest since the 12.5 million TEU reported in 2003. The 2010 number remains below the 15.2 million TEU seen in 2008 and the peak of 16.5 million TEU seen in 2007. “Trade, particularly imports, is a strong indicator that recovery is sustainable,” said Ben Hackett, founder of Hackett Associates. “We continue to expect the fourth quarter to be seasonally weak, perhaps slightly more so than in the past because the peak has shifted to an earlier month, but it will nonetheless have been a good year.” Global Port Tracker, which is produced for NRF by the consulting firm Hackett Associates, covers the U.S. ports of: Long Angeles/Long Beach, Oakland, Seattle and Tacoma on the West Coast; New York/New Jersey, Hampton Roads, Charleston and Savannah on the East Coast, and Houston on the Gulf Coast. HTT

News

> hometextilestoday.com

In Detail: Sleep Enhancing Products SLEEP FROM PAGE 1

to a new level. “Its advantages include better air flow for a cooler night’s sleep, more balanced support resulting in less cradling, optimal pressure point relief for improved circulation and better spinal alignment,” said Mike Loomis, vp of business and product development at Sleep Innovations. Hudson Industries says its gel foam product called Polar Foam has been proven in tests to be four times cooler than regular foam. “That’s the direction I think all foam products are going,” said Lonnie Schepps, vp, sales and marketing. But gel foam technology is not without its detractors, whose primary rap against it is tear strength. Homedics is one company that chose not to go down the gel path and instead focused its efforts elsewhere. It partnered with Cargil to create its patented Eco Therapy line of comfort products, whose eco-derived components account for up to 20% of an items content. The previous standard for “eco foam” variations — most often soy — has been in the low single digits, according to Tab Morrin {SP}, Homedics’ general manager of specialty sleep. Also new is Sleep Advantage, a mattress and pillow line that combines traditional foam with a new technology foam that can be structured like ersatz coils to allow cooling air flow without sacrificing support. “What we’re hearing from consumers is they’re just looking for comfort,” said Morrin. Future Foam — the new finished products division of a 52year-old foam manufacturer serving the furniture trade — is launching in December a new line called Foam Enhance that eliminates odors using by incorporate baking soda into the foam technology. Also headed to market is Fusion, a line constructed from both foam and fiber to create “an exceptionally high air flow,” said Joe Blazar, director of marketing and product developent, consumer products division. While Carpenter Company continues to innovate its foam formulations — the latest combines Isotonic’s foam with Car-

penter proprietary foam for the Isotonic platinum line — a big emphasis at the recent market was on performance fabrics. “With the price of cotton in so high, you can now get some re-

“Unlike the traditional fill story, we engineered very specific baffle systems to focus on certain sleep styles, then had them sleep-lab tested.” —BOB O’CONNELL, Soft-Tex

ally great poly/cotton fabrics that breathe, have a great hand and are cost-efficient,” said Dan Schecter, vp, sales and marketing. “They’re not hot anymore. As these blends make their way into ready-to-wear I think we’re going to see them more and more in home.” Allied Home also put the spotlight on fabrications for its patent-pending Comfy Bed mattress pad line. “We’ve introduced a group of knitted fabrics,” said Andy Schantz, ceo and chief product officer. “It renews the bed and is almost identical to fabrics used on the mattress.” Perfect Fit Industries’ biggest introduction at market was a new line called Odor Out that uses technology from the carpet industry to eliminate odors. The product is also anti-microbial with stain-repelling and stainrelease properties. “It has a lot of end uses [beyond utility bedding] – slipcovers, sheets, dog beds … ” said Jeff Chilton, president. The company is also looking for broader-than-traditional placement for its new lithium battery powered warming throw, whose two rechargeable, Blackberry-sized packs can run up to seven hours, depending upon the setting. Beyond the home throw use, Perfect Fit sees a place for the throw in the sporting goods (think football games) and hunting arenas. Soft-Tex expanded on its FDA-approved Sona anti-snore pillow, developing side, back

and stomach sleepers. “Unlike the traditional fill story, we engineered very specific baffle systems to focus on certain sleep styles, then had them sleep-lab tested,” said Bob O’Connell, executive vp of sales and marketing. At United Feather & Down, the new Dr. Maas line – developed in conjunction with sleep researcher Dr. James Maas — refined and expanded. It will ship in November, just as Maas hits the national talk show circuit to promote his new book, “Sleep for Success.” UF&D also added allergy relief to the line as well as a stress-relief story that features hot and cold packs in the product. “He is so well-known,” said Bob Hickman, senior vp, sales and marketing. “He’s on the front and the back of the product.” Louisville Bedding recently debuted its Side Sleeper Solution Pillow, which promises to eliminate numb arms and neck soreness, reduces snoring, and reduce pressure from the shoulder, neck and head. But the bigger focus was on presenting solutions as its own category and showing the range of Louisville products that address the matter. “Bringing them all together really showed the breadth and depth of product we do. We obviously have solutions based product out there – waterproof mattress pads, body pillows, dust-mite and allergen reduction items, etc. ,” said Mandy Talbert, brand and communications manager. Hollander’s big introduction was with Homedics line, in conjunction with the brand. Within the line, “the breathability products with the mess gusset was the biggest hit,” said Beth Mack, chief merchandising officer. “Homedics tells a sleep story in a comfortable way, not in a techie way,” she said. London Luxury packed a lot of technological innovation into its Sharper Image line at the recent market, getting good response to its So Cool collection with Outlast technology as well as its Dual Temperature comforter with Thinsulate. “Sharper Image is sleep solutions,” said Amanda Keller, director of licensing and marketing. HTT

10/8/2010 4:42:36 PM

Untitled-3 1

10/5/2010 9:27:28 AM

Home Textiles Today

October 11, 2010

News

> hometextilestoday.com

Jaipur Rugs Earns Second American Graphic Design Award ATLANTA — For the second consecutive year, Jaipur Rugs has earned an American Graphic Design award from industry news magazine Graphic Design USA. The publication’s annual design competition spotlights the work of creative professionals from across the country. Jai-

pur — which makes Indian hand-knotted, hand-tufted and flat-woven area rugs — was selected for the design of its 2010 product catalog and press kit. Jaipur developed the two printed catalogs with the help of New York-based Craft Marketing as part of a larger brand-

ing initiative — “creating an ongoing series of highly functional tools to effectively communicate the company’s brand message to a broad audience encompassing retailers, members of the press and A+D community,” Jaipur noted. Jason Moody, creative director at Jaipur, said, “Beyond

showing beautiful representations of our products, the primary goal for this year’s catalog was a focus on underst anding how our customers actually work — what are the most important things they need to view at a quick glance, how they search through collections, etcetera. We’re looking forward

to adding to these pieces with the launch of several exciting interactive tools for our customers in the coming year.” The selected pieces are slated to appear in the magazine’s November issue as well as in its online awards gallery and its American Graphic Awards Design Annual issue. HTT

Nourison Catalog is “Live” S ADDLE B ROOK , N.J. — Area and accent rug company Nourison Industries Inc. has released its latest catalog showcasing its growing roster of soft floor coverings. Dubbed “Live on Fashion,” Volume II, the booklet features more than 60 active program collections — not including the family-owned company’s latest programs launching at various fall markets. “Our new catalog continues to showcase our best selling traditional rugs, and we’ve recently added more than a dozen transitional and contemporary collections in cutting-edge styles and innovative constructions that continue to set new standards in our industry,” said Joyce Lowe, director of area rug sales. “Live on Fashion,” Volume II is being shipped to Nourison retail customers domestically and abroad. In other company news, Nourison’s decorative pillow division, Nourison Home, recently launched several new designs, styles and constructions to its assortment for fall. Handcrafted, the decorative pillows are all filled with downlike poly and are assembled in the United States. For cross-coordinating, many of the new and existing pieces were designed to match with many of Nourison’s handmade Nourmak and Aubusson area rug styles. HTT

CHECK US OUT ON THE WEB

Manhattan Properties.indd 1

htt101001_006 6

11/16/2009 3:28:48 PM

10/6/2010 1:32:42 PM

̺ ǡ ǡ Ǧ ϐ ϐ Ǥ ̺ ϐ ϐ ϐ ǯ ͷͲ Ǥ ǥ ǡ ϐ ǡ ǡ ̺ ϐ ϐ Ǥ

Help your customers make the right choice. The DACRON® ﬁberﬁll quality seal endorses the following brands:

PERF RMA Brand Fiberfill

Brand Fiberfill

Home Textiles Today

October 11, 2010

News

> hometextilestoday.com

HSN, Adler to Take Happy Chic on Air for Launch of New Offerings ST. PETERSBURG , FLA . — Multi-

channel retailer HSN has signed on artist and designer Jonathan Adler for an exclusive on-air debut of his “Happy Chic by Jonathan Adler” home decor collection. The show is scheduled for broadcast on Oct. 12 during

HSN’s Home Design Event, an annual showcase of the newest fall collections from the network’s roster of home designers. Adler’s new Happy Chic collection translates the designer’s philosophy into three signature style concepts. “Pop” brings

together bright, graphic patterns, lacquer finishes and iconic animals and tabletop objects; “Natural” is expressed through organic shapes and handcrafted ceramics; and “Deluxe” evokes Hollywood glamour through luxurious and polished nickel and platinum

finishes. The collection spans décor pieces for the bath, kitchen, table, seating and lighting. Adler will return to HSN Oct. 27 and in November to debut new additions to Happy Chic on HSN and www.hsn.com. HTT

Momeni Embarks on Social Media Initiatives C ARLSTADT, N.J. — Contempo-

rary area rug house Momeni has become an active member of several social media sites as part of its marketing strategy to enhance and extend its brand reach. Momeni now has a presence on Facebook, Twitter and Word

“Blogging has changed the face of marketing and networking, and is where the future of this category is headed” —MARLYS GIORDANO, Momeni Press, the company announced. “We are so excited about the direction that marketing is taking and feel that with these different social networks we can further enhance the entire Momeni brand,” said Marlys Giordano, director of marketing and product development. “Blogging has changed the face of marketing and networking, and is where the future of this category is headed.” The company said is capitalizing its “New Wave” brand by incorporating it into Momeni’s Twitter address as well as using its Facebook and Word Press presences to inform customers of company happenings, new collection introductions “and so much more,” Giordano said. “Facebook is a force onto itself and gives us exposure that would not be possible in traditional marketing; we are able to reach people that may not be familiar with who Momeni is or what we do, all the while maintaining and informing our existing customers. These are great tools on countless levels— this is the future,” she added. Momeni’s Facebook page link is: www.facebook.com/profile.ph p?id=100000920015222&v=a pp_2344061033#!/profile.php? id=100000920015222 Momeni can be followed on Twitter at: twitter.com/ newwaverugs And on Word Press, visit Momeni at: momenirugnews. wordpress.com. HTT

htt101001_008.indd 8 Allied Home_JNL.indd 1

10/6/2010 1:39:15 PM 9/30/2010 1:19:59 PM

Want to sell more alarm clocks?

1 alarm clock

2 alarm clocks

3 alarm clocks

4 alarm clocks

The more Outlast® layers you add, the better it gets. With the Outlast® Sleep System, layers make all the difference. A pillow alone is life changing, but add a mattress pad, sheets, and blanket or comforter and your customers may sleep through their alarms. As additional Outlast® products are added to the bed, there’s a corresponding increase in capacity to buffer temperature swings under the covers. It means a balanced temperature all night, allowing your customers to sleep more soundly, more comfortably and wake refreshed. For more information call Guy Eckert at 610-925-3243 or email geckert@outlast.com.

Outlast Technology _Oct 11th.ind1 1

9/28/2010 7:56:06 AM

Home Textiles Today

October 11, 2010

News

> hometextilestoday.com

Eco-friendly Rug Company Mariachi Opens New Showroom at High Point P H I L A D E L P H I A — Mariachi

Imports, a supplier of recycled plastic outdoor rugs, is moving into a permanent showroom at High Point in time for the market, which begins this weekend. It has been nine years since

this manufacturer of the “Mad Mats” line of eco-friendly casual outdoor rugs, as well as the designer of “Sweep Dreams” eco-friendly broom program and supplier of several home décor accessories,

has participated in the High Point Market. Mariachi Imports’ new space is M-6002 in the Suites at Market Square, Mezzanine Level. Company president and owner Amy Kimmich will host

the official ribbon cutting ceremony at 10 a.m. on October 16. Market attendees are invited to join her and the Mariachi team for a celebratory toast with mimosas and cupcakes.

“The High Point Market is the premier market for anyone looking to be in the furniture and design world,” said Kimmich, “and we’re ready to put Mariachi Imports in the middle of all the action.” HTT

American Pulse Survey: 75% of Consumers Not Yet Ready to Spend C OLUMBUS , O HIO — The latest American Pulse Survey of 5,199 respondents found that 75.2% have little to no confidence that the government’s economic policies will get the economy’s recovery rolling, and 77.1% said they aren’t ready to start spending like they did prior to the recession. Furthermore, 39.7% of Americans surveyed said strong political divides in the U.S. will make it impossible to overcome the current economic situation. However, 27.6% don’t agree, and 32.7% don’t know. The American Pulse Survey, which is collected online by consumer research firm BigResearch twice a month, noted it is “likely that Americans still feel kneedeep in the recession,” with 78.6% claiming they have lost wealth in the past two years,” while only 21.4% said they don’t feel they’ve lost their wealth. The top three reasons for this perceived drop in wealth, the survey found: value of home declined (46.8%); lost job (40.1%); and interest rates on savings declined (38.2%). With that in mind, most Americans surveyed -- 80.9% -- said they don’t think the recession is over, versus the 9.3% who said they do think it has ended and the 9.9% who don’t know. Although the National Bureau of Economic Research declared the end of the recession as June 2009, 71.1% feel that the American people are the most qualified to decide when the economy has rebounded, not economists (15.9%). HTT

htt101001_010 10

10/6/2010 1:37:25 PM

We’ve been keeping uninvited guests away for years. As industry leaders in bed bug resistant encasements, we have taken “beneficial bedding” to a new level. For more information about our entire line of bed bug resistant products, contact sales@londonlux.com.

LONDON LUXURY LLC 295 FIFTH AVENUE #817 NYC 212.679.8300 sales@londonlux.com www.londonlux.com Untitled-1 1

10/5/2010 9:03:36 AM

Home Textiles Today

October 11, 2010

News

> hometextilestoday.com

Battle of the Bed Bugs

Bed Bugs 1 1

BUGS FROM PAGE 1

news this summer then we started hearing from them.” Protect-a-Bed has been promoting its anti-bed bug bedding for four years, operating an aggressive consumer marketing campaign on billboards, in magazines and newspapers, on public transportation and on its website and through social media. Its latest introduction is a bag that can be used to store linens so bed bugs can’t get to them or to dispose of linens in case infestation has already occurred.

“There is a true epidemic. Now the media takes that and creates an additional frenzy.” —ALAN EISENBERG, Protect-a-Bed

“There is a true epidemic,” said Alan Eisenberg, senior vp of sales. “Now the media takes that and creates an addition-

Latest Anti-Bed Bug Products

al frenzy.” Royal Heritage Home Basics LLC’s AllergyGuardDirect.com division has seen its online sales shoot up 400% and its wholesale business with retailers grow 75% over the past 12 months owing to media coverage of the bedbug epidemic. “We are out there trying to solve a problem, and we’re dealing directly with consumers who have major bed-bug issues. We’ve been inundated with calls from consumers looking to us for help,” explained Jeff Tauber, ceo of Royal Heritage. AllergyGuardDirect.com has always sold anti-bed bug mattress encasements, “and they are still very popular,” Tauber said. But in September, during the Home Fashion New York Market, the company intro-

American Textile Company

Back-to-school protector kit and residential bedroom protector kits include protectors for mattress, box spring and pillows. Hollander Home Fashions

Mattress encasement with zippers on three sides for easier handling. London Luxury

Added its anti-bed bug technology to the line of Arm & Hammer anti-order, anti-microbial bedding. Perfect Fit

Protectors and encasements using EPA-approved Pyrethin, a bed bug killer derived from chrysanthemum flowers. Protect-a-Bed

Aller-Zip mattress encasement with double-stitch French seams. Royal Heritage Home

Anti-bed bug sheets using a proprietary fiber technology called zero Micron, which prevents the bed bugs from biting through the fabric. Soft-Tex

Mattress protector system added to anti-dust mite Bed Protector brand. Sweep

A system of mattress and pillow covers using EPA-approved, bed bug killing technology originally developed for use by the U.S. military.

“We are out there trying to solve a problem, and we’re dealing directly with consumers who have major bed-bug issues. We’ve been inundated with calls from consumers looking to us for help.” —JEFF TAUBER, Royal Heritage

duced a new product: sheet sets made using a proprietary fiber technology called zero Micron, which prevents bed bugs from biting through the fabric. Additionally, the sheets are waterproof. The sheets, which are made in Asia, are scheduled to start shopping to retailers in mid November, Tauber said. At the recent New York Home Fashions Market, Kensington introduced Sweep, a system that includes box spring covers, an under-mattress pad

The use of the pesticide DDT nearly wiped them out in the United States in the 1950s and 1960s, but bed bugs have finally made a comeback. Members of the Cimicidae insect family, bed bugs can’t fly so they migrate mostly by hitching a ride – whether on clothes, bedding or furniture. The critters favor dark, tight, craggy spaces such as the crease around the edge of a mattress. Like mosquitoes, bed bugs dine on blood. Their distinctive bite pattern – a row of three bites close together – is known in the trade as “breakfast, lunch and dinner.” Sometimes mistaken for ticks, adult bed bugs can grow up to 5 to 7 mm in length. Baby bed bugs are so small they could easily be mistaken for a spec of dirt – after they’ve eaten, that is. Nymphs, as juveniles are called, are clear – until they feed.

for platform beds, a bed band that wraps around the mattress as well as bed skirts and headboard backing. The EPA-approved application kills bed bags as opposed to keeping them from climbing off the mattress and onto skin. “They become increasingly frantic as they spend more time on [the fabric],” said Phil Anderson, vp. “If they stay long enough, it makes them dead. It’s a neurotoxin to them.” Perfect Fit Industries also has an EPA-approved system, Expel, this one using extracts from chrysanthemums to kill the critters. “It keeps bed bugs away from the bed — up to one meter uncovered,” said Jeff Chilton, president. Expel bedding will ship early next year, and Perfect Fit is looking to extend the technology into outdoor furniture, laundry bags and luggage inserts. “It’s got a lot of end uses,” said Chilton. Hudson Industries has long offered anti-allergen, anti-microbial bedding that was also constructed to prevent bed bugs from getting from mattress to sleeping humans, but always

Most Infested Cities 1. New York 2. Philadelphia 3. Detroit 4. Cincinnati 5. Chicago 6. Denver 7. Columbus, Ohio 8. Dayton, Ohio 9. Washington, D.C. 10. Los Angeles 11. Boston 12. Indianapolis 13. Louisville, Ky. 14. Cleveland 15. Minneapolis, Minn. Source: Terminix

emphasized the anti-allergen properties. That changed as customers asked the company to play up the anti-bed bug angle on packaging. “That’s what our customers are wanting right now — the big, disgusting bug,” said Lonnie Schepps, senior vp. “The stuff is going through the roof.” HTT

United Feather & Down

Mattress encasement with build-in mattress pad and sealed zipper.

htt0101001_001.indd 12

CHECK US OUT ON THE WEB

10/7/2010 6:50:53 PM

Untitled-2 1

10/5/2010 9:07:45 AM

Home Textiles Today

High Point

October 11, 2010

> hometextilestoday.com

1. ACG Green debuts its Sandy Wilson bedding collection including Cashmir, a decorative bed ensemble highlighted by ruching in several dimensions. 2. Aico adds Solitaire to its expansive bedding collection – “Michael Amini & Jane Seymour, A Design Collaboration” – jacquard in a sophisticated contemporary style using silver and charcoal against a bronze ground.

htt101001_014_015_016_018.indd 14

3. Hallmart Collectibles debuts its Trump Home bedding collection that includes Chelsea, an embroidered comforter set of cotton with zigzag and wave quilting with vine and floral embroidery in a seven-piece set. 4. The Denali Home Collection by Monterey Mills features a double-sided Cashew Plaid pattern in throws, decorative pillows and bedding, all made in the USA.

5. Kimlor Innovative Home Fashions showcases the Browning Buckmark bedding collection in brown and tan earth tones as comforter sets, sheet sets, window treatments and logo accent pillows, as both drop ship and warehouse programs. 6. Auskin USA highlights Pieter, a small cube wrapped in sheepskin and filled with a sturdy foam core.

10/7/2010 5:12:21 PM

> hometextilestoday.com

High Point

Home Textiles Today

April 27, 2009

7. The Dog Bone pillow from Imax is designed for both dogs and masters with a witty statement embroidered on the cover. 8. Inspired by a Turkish antique, the Oushak collection from Peel & Co. uses a slim border top frame the overall design mixing jewel tones with a creamy neutral ground. 9. Disco from the Ravella collection of indoor/outdoor rugs by Liora Manne for Trans-Ocean is a bold floral design of poly-acrylic.

htt101001_014_015_016_018.indd 15

10. Ox Bow Decor uses water-based inks on linen for its 30-piece collection of decorative pillows in bold, colorful nature references with decorative tags offering fun facts on as to their design inspiration. 11. Legacy Linen Group features Starry Night, a contemporary cotton print of starbursts, in the firmâ&#x20AC;&#x2122;s signature extra-long 90-inch shower curtains, with 12 reinforced buttonholes.

10/7/2010 5:56:19 PM

Home Textiles Today

October 11, 2010

High Point

> hometextilestoday.com

2 1

1. Elaine Smith features Peridot linen dragonfly, a decorative pillow of solution-dyed acrylic for indooroutdoor use. 2. Crewel embroidery on velvet creates a luxurious bed at Traditions by Pamela Kline. It is mixed with washed silk pillows in jewel tones and ruffled, washed linen shams.

htt101001_014_015_016_018.indd 16

3. Capel features Candy, a brightly colored rug in braided cotton chenille. It features multi-color stripes. 4. High Country Rugs introduces classic Persian designs hand knotted in Nepal and Tibet, including this Oushak series of wool and silk.

5. Mayfield quilt and companion shams are cotton in a whimsical floral design as a companion to Company Câ&#x20AC;&#x2122;s Mayfield rug.

10/7/2010 3:41:19 PM

Visit our new showroom at 330 N. Hamilton Street, 1st Floor High Point, NC 27260 336-884-4204 www.hickorychair.com Showplace.indd 1

9/28/2010 5:17:29 PM

Home Textiles Today

October 11, 2010

High Point

> hometextilestoday.com

1 2

5 1. Eastern Accents features the Breeze collection using machine washable cotton and linen in a complete bed ensemble. 2. Foreign Accentsâ&#x20AC;&#x2122; Festival Collection highlights a contemporary ethnic patterned rug, made in China of modified acrylic with hand-carved detailing. 3. A fashion patchwork design is featured in the Soho rug collection from Safavieh, hand tufted in India using New Zealand wool. 4. Oriental Weavers mixes traditional elements with modern themes in the Huntley collection of rugs using New Zealand handspun wool, hand tufted in China. 5. Hand-woven throw blankets made in the United States are highlighted by Textillery in thick, textured cotton.

htt101001_014_015_016_018.indd 18

10/7/2010 5:18:02 PM

January 12 â&#x20AC;&#x201C; 15, 2011 Frankfurt, Germany

guided by creativity The perfect combination of inspiration, creativity and business is just what youâ&#x20AC;&#x2122;ll find at Heimtextil, the leading international trade show for textile interior design. Benefit from the latest collections of exhibitors from all over the world. Use the innovations, trends and valuable contacts at the show to improve your business success. Be a part of the global community. We look forward to seeing you. For more information, visit: www.heimtextil.messefrankfurt.com info@usa.messefrankfurt.com Tel. 770.984.8016

Messe Frankfurt.indd 1

7/28/2010 4:35:02 PM

Home Textiles Today

October 11, 2010

> hometextilestoday.com

PEOPLETodaY Wal-Mart Taps Holley as cfo, Schoewe Retiring and the financial markets. As Stores Inc.’s board of directors treasurer, he has helped drive has elected Charles Holley as the strategy behind the compathe company’s new cfo, replac- ny’s strong financial position and ing Tom Schoewe, who plans to has made every organization he has led stronger. retire in November. Duke also credited The change will be Holley with playing “a effective Nov. 30, but strong role in pioneering Schoewe will stay on the company’s internauntil Jan. 31 to help tional expansion.” with the transition. Holley joined “Charles has great Walmart in 1994 and is experience both currently evp, finance inside Walmart and externally,” said Mike CHARLES HOLLEY and treasurer, responsible for corporate strategy Duke, ceo. “He is a Walmart and planning, tax, investalented strategist who tor relations, corporate also thoroughly understands the details of our business mergers and acquisitions, risk BENTONVILLE, ARK. — Wal-Mart

Duckwall-Alco Appoints New cfo

management, and treasury operations, which includes capital markets and cash management. Prior to joining Walmart, he worked for Tandy Corporation (now known as Radio Shack) as managing director for its European Memorex division, and served as director of finance for its international operations. He also spent more than 10 years with Ernst & Young. Schoewe joined Walmart in 2000. Prior to that, he spent 14 years at Black and Decker, lastly as its cfo. Holley’s successor will be named at a later date, the company said. HTT

ABILENE, K AN. — Regional discount chain Duckwall-Alco Inc. has named a new svp, cfo – Wayne Peterson. Peterson brings 30 years of experience in the retail industry to his new post. Most recently, he was cfo of Minyard Food

Stores Inc., based in the Dallas-Fort Worth area. His career also included positions at Jewel Food Stores, Buttrey Food and Drug Stores Company, Copelands’ Enterprises, Inc., and Homeland Holding Corporation before Minyard. HTT

Texprocil Elects Officers For the Year M UMBAI — India’s Cotton Textiles Export Promotion Council (Texprocil) recently elected its officers for the year. Amit Ruparelia of Trendsetters was elected chairman.

Deputy chairman is Manikam Ramaswami of Loyal Textile Mills Ltd. Vice chairman is R.K. Dalmia of Century Textiles and Industries Ltd. HTT

Young Professionals Gather During Market NEW YORK — The Home Fashion Products Association’s Young Professionals group — known as the YoPros — held a networking party at the end of market last month at the Home Source International showroom. The YoPros also organized and led showroom tours for student groups to give potential future talent a behind-the-scenes look at the industry.

At left, Lauren McVey from Croscill/Excell/Glenoit with HFPA’s Tina Cadet. Above, Shannon Lucas and Amanada Greenberg, both Croscill/Excell/Glenoit with Revman’s Peter Roman.

The Homesource YoPros: from left, Andrea Bruckner, Janette Huff, David De Roiers, Rachel De Roiers and Scott Sorgeloos.

htt101001_020 20

Richloom YoPros: from left, Rae Bulevi, Alaina Smith and Amanda Howell.

10/6/2010 1:12:45 PM

In every industry there is one resource that stands out from the rest. In the home fashions industry, that resource is Home Textiles Today.

SUBSCRIBE TODAY!

866-456-0405 Outside the USA please call 515-247-2984 Please reference key code: I03HTHSAD

www.hometextilestoday.com/subdiscount

Untitled-12 1

3/24/2010 2:24:04 PM

Home Textiles Today

October 11, 2010

> hometextilestoday.com

BUSINESS TodaY Family Dollar to Ramp up ForecastIQ: Comp New Store Openings, Launch Sales Outlook Slightly Better in Store Renovation in 2011 BY CECILE B. CORRAL M AT T H E WS , N.C. — Closing the doors on fiscal 2010 and at the same time its 10th consecutive quarter of double-digit earnings growth, Family Dollar plans to ride that momentum in the new fiscal year by accelerating its new store growth and launching a renovation effort to revamp existing sites. During the earnings webcast of the 6,800-plus unit discount chain, chairman and ceo Howard Levine noted the investments Family Dollar made over fiscal 2010 to enhance in-store operations with expanded operating hours, improved product assortments, and improved merchandise presentations. The company will accelerate new store openings with about 300 new units — a 50% increase over 2010 — and renovate 600 to 800 existing sites. “We plan to have the first 200 completed well before the

holiday season begins,” Levine said, adding that several units started undergoing renovations in August, “and, although it is still early, the feedback from our associates and customers is very encouraging.” As part of the store-revamp initiative, Family Dollar is expanding its growing consumables business and its seasonal category, which has been steadily improving in performance. Levine added that the retailer is also turning its focus to its global sourcing and private brand initiatives, lowering overall sourcing costs. Sales for the fourth quarter ended Aug. 28 rose 8.0% to $1.957 billion, and same-store sales increased 6.1% — the result of an increase in customer traffic, as measured by the number of register transactions. Sales in the quarter were strongest in the consumables category. But sales also improve

in certain discretionary categories, such as apparel. Quarterly earnings per share rose 30.2% to 56 cents compared with 43 cents last year. Net income increased 23.0% to $74.0 million. For the fiscal year, sales for fiscal 2010 climbed 6.3% to $7.867 billion, with comps up 4.8%. Earnings per share increased 26.6% to $2.62. Net income for the year jumped 23.0% to $358.1 million. The company’s outlook for fiscal 2011 includes: an increase in net sales between 8% and 10%; an increase in comparable store sales between 5% and 7%; and approximately 300 new store openings and 80 to 100 store closings. First-quarter comps are expected to rise between 5% and 7% and earnings per share projected to be between 55 cents to 60 cents per share, compared with 49 cents per share the first quarter of 2010. HTT

September

C OLUMBUS , O HIO — Expectations for retailers’ same-store sales performance in September pulled almost even with August, as roughly half predicted increases and almost half expected to suffer declines, noted ForecastIQ in its most recent study. Of the 27 retailers tracked, 13 – including off-price chains and warehouse clubs – are forecasted to experience “likely” or “almost certain” increases in comparable store sales this month, and 12 – including mid-tier department stores – are predicted to endure “likely” or “almost certain” declines. Specifically, value-driven retailers Ross and TJMaxx are almost certain to see growth, Fred’s is likely, and Costco and BJ’s are also poised to experience increases, according to ForecastIQ. But JCPenney, The Bon-Ton Stores and Dillard’s are “likely” to see a decline in comps.

“Although consumer confidence is down, the approaching holiday season may bring a slight uptick in demand, improving the same-store sales forecast for retailers who are delivering value to their customers,” said ForecastIQ, which analyzes more than eight years of data from consumer research firm BIGresearch’s monthly Consumer Intentions & Actions surveys based upon future spending plans of consumers and the same store sales of more than 27 publicly-held retailers. The results provide a forecast of consumer spending 75 days in advance; same-store sales forecasts are provided by percent growth over the next 45- and 75-day period. ForecastIQ noted an “almost certain increase” indicator for September means that in October and November, retailers are almost certain to experience same-store sales growth from the same period a year ago. HTT

Same-store sales

Cooler Weather Gives Comps a Lift NEW YORK — Same-store sales in the final week

“Not all agreed, however, with this view as of September rose 2.7%, with full-month comps heavy rain and flooding in other areas disruptup 2.6% compared to September 2009, accord- ed business,” she added. Redbook’s preliminary target for October is ing to the Johnson Redbook. Department stores finished the month ended a 2.8% year-over-year gain. That would put OcOct. 2 with comps up 1.7%, just missing the tar- tober comps up 0.6% compared to September. get of 1.8%. Discounter comps also missed the HTT goal, with same-store sales up 2.6% compared to a target of Johnson Redbook Index 2.9%. Third week of September, year-over-year % change “Sales were modestly firmWEEK ENDED 9/4 9/11 9/18 9/25 10/2 MONTH TARGET er in the final week of SepDepartment stores* 2.0 1.7 1.2 1.5 1.9 1.7 1.8 tember compared to the previous week,” said Catlin Levis, Redbook analyst. She attributed the boost to fall-like weather in many parts of the country.

htt101001_022 22

Discounters

3.5

2.7

3.0

3.1

3.4

Redbook Index

3.0

2.9

2.2

2.5

2.7

2.6

2.9

*Including chain stores and traditional department stores Source: Johnson Redbook Index

Fred’s Focused on Home, Leveraging High-margin Product Assortment M EMPHIS , TENN . — Home was singled out as an area of focus within the company’s Core 5 category revamping program, Fred’s Inc. told analysts during its presentation last week at the William Blair & Company 2010 Emerging Growth Stock Conference. Bruce Efird, director, ceo and president of the 674-unit regional discount and pharmacy chain, said: “The way we differentiate ourselves from our key competitors is that our selling square footage is more than two times the

space allocated to other small box retailers. And with the pilot changes in these higher-margin discount home departments, we see our sales performance at over $140 to $150 per square foot.” The “super discount home” business at Fred’s, he continued, is a significant factor of sales, “when you’re thinking about improving the overall productivity of the store...We are leveraging this area of the store.” Anchoring the Core 5 program at Fred’s is pharmacy. HTT

10/6/2010 1:09:55 PM

1 S T

A N N U A L

Online Technologies Conference

Boosting Sales through Online Technology Tuesday, November 9th

Chicago Merchandise Mart Merchandise Mart Plaza 9:00 am – 4:30 pm

Early-Bird Registration (through Sept 30th) Standard Registration (starting October 1st)

SAVE ( 99 90 )

189

Fee includes Lunch & Conference Notebook. Seating is Limited.

Topics Include: • In store pickup – the future of e-commerce • Social and mobile media trends • How to sell more with targeted marketing • Website merchandising tactics to increase conversions • Impact of search and social media on consumer buying behavior

Sponsored by:

Register Online at www.HomeTextilesToday.com, by clicking on the Technologies Conference link. For more information contact Penny Schneck at 336-605-1084 or pschneck@sandowmedia.com

FT_WebConf tab.indd 3

9/1/10 4:09:11 PM

Home Textiles Today

October 11, 2010

September Comps SALES FROM PAGE 1

“Our best performing businesses were home store – including furniture – better missy sportswear, cosmetics, shoes, juniors, kids and accessories,” he said. “Ecommerce continues to post sales gains significantly above the total company’s sales growth. We are well positioned heading into the critical holiday season with inventory fresher than the prior year period and inventory investment strategically focused on the

and Dillard’s – the latter showing its first signs of improvement after a long soft streak. Sales of shoes at Little Rock, Ark.-based Dillard’s were “significantly above trend” for the month while sales of men’s apparel and accessories were “significantly below trend.” No mention of home’s performance was made by the 29-state department store retailer. Footwear also drove monthly sales at Menomonee Falls, Wis.-

10.0% 8.5% 7.0%

September Same-Store Sales Johnson Redbook Index

2.7%

Business

> hometextilestoday.com

SEPTEMBER SALES FOR KEY RETAILERS Five weeks ended October 2 (dollar amounts in millions) a 2010 SALES

2009 SALES

TOTAL %CHG.

BJ’s Wholesale Club b The Bon-Ton Stores Inc.

$961.6 $299.2

$928.1 $282.2

3.6 5.7

1.5 5.9

Costco Wholesale Corp. c, d Dillard’s Inc. Duckwall-ALCO Stores Inc. Fred’s Inc. J. C. Penney Company Inc. Kohl’s Corp. Macy’s Inc. Ross Stores Inc. Stein Mart Inc. Target Corp. The TJX Companies Inc.

$7,510.0 $532.3 $41.1 $169.5 $1,480.0 $1,542.0 $2,183.0 $666.0 $101.4 $5,562.0 $2,100.0

$6,840.0 $519.3 $41.4 $166.6 $1,438.0 $1,464.0 $2,042.0 $629.0 $101.9 $5,392.0 $2,00.0

10.0 3.0 (0.6) 2.0 2.9 5.3 6.9 6.0 (0.6) 3.1 6.0

2.0 3.0 (2.3) 0.0 5.1 3.0 4.8 2.0 (0.4) 1.3 1.0

TOTAL %CHG.

SAME-STORE %CHG.

8.9 1.3 57.4 0.0 (3.1) 3.0 0.9 8.5 7.0 10.0 (3.3) 4.3 9.0

4.9 1.6 NA 1.0 (4.2) 2.3 1.9 5.3 5.0 6.0 (1.5) 2.1 5.0

35 WEEKS

2010 year-over-year

5.5%

2010 SALES

4.0% 2.5% 1.0% -0.5% -2.0% -3.5% -5.0% SEPT OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG AUG Source: Johnson Redbook Retail Sales Average, a unit of Instinet, a Reuters company.

categories we believe will generate top line growth.” At a close second place was Plano, Texas-based J. C. Penney, with a 5.1% comp gain. Home made strides along with sales gains for the second consecutive month online at www.jcp.com, which experienced overall sales increases of 3.3%. Macy’s reported 4.8% comp increases, positioning it as the third best performer in September. The 850-unit department store based in Cincinnati enjoyed said its back-to-school season was the “most successful in years” — crediting the launch of its American Rag private brand and the Madonna juniors brand Material Girl, said Terry Lundgren, chairman, president and ceo. Also aiding results is the department store’s “My Macy’s” localization effort, now in its third year. “The sales growth at both Macy’s and Bloomingdale’s has fueled a high level of energy and spirit within our organization,” Lundgren said. “We believe this momentum will work to our benefit as we approach the upcoming holiday selling season.” Tied for fourth were Kohl’s

htt101001_024_025.indd 24

SAME-STORE %CHG.

BJ’s Wholesale Club b The Bon-Ton Stores Inc. Costco Wholesale Corp. Dillard’s Inc. Duckwall-ALCO Stores Inc. Fred’s Inc. J. C. Penney Company Inc. Kohl’s Corp. Macy’s Inc. Ross Stores Inc. Stein Mart Inc. Target Corp. The TJX Companies Inc.

$7,027.2 $1,756.3 $83,810.0 $3,749.6 $301.5 $1,220.0 $10,785.0 $11,093.0 $14,930.0 $5,121.0 $759.3 $40,868.0 $13,800.0

2009 SALES

$6,451.3 $1,733.7 $53,230.0 $3,733.7 $311.1 $1,187.0 $10,693.0 $10,223.0 $13,947.0 $4,647.0 $785.1 $39,176.0 $12,600.0

WINNERS Same-store sales % change

WINNERS The Bon-Ton Stores Inc. J. C. Penney Macy’s Inc. Dillard’s Inc. Kohl’s Corp.

5.9% 5.1% 4.8% 3.0% 3.0%

LOSERS Duckwall-ALCO

(2.3)%

based Kohl’s Corp., said Kevin Mansell, chairman, president and ceo. Target’s 1.3% comp increase in September was at the low end of the 1,752-unit discounter’s expectations. Back-to-school and backto-college provided “pleasing” results in the period, with strong performances specifically in the grocery, beauty and healthcare categories, said Gregg Steinhafel, chairman, president and ceo. Ross’ 2.0% and TJX Cos.’ 1.0% comp increases came against tough comparisons over last year, when value conscious off-price stores steadily beat their higher-bracket retail competitors for business. But both companies blamed unseasonable weather for the soft-

a. Reporting periods vary from chain to chain. b. Merchandise comparable club sales excluding the impact of gasoline increased 0.8% for the month and 2.9% year to date. c. Total sales results include sales from the company’s Mexico joint venture.

er-than-usual comps. “It’s important to note that we believe our comp increases would have been even stronger were it not for the warm and wet weather during the last week of the month, which significantly hurt sales in the Northeast and Mid-Atlantic,” said Carol Meyrowitz, Framingham, Mass.based TJX Cos.’s president and ceo. Still, she added, “we are pleased that September consolidated comparable store sales were at the high end of our expectations, and The Marmaxx Group exceeded our planned range. Both of these increases were achieved over high-single-digit comp sales increases last year.” September comp results by division included: Marmaxx, 2.0% versus a 9.0% increase last year; Home Goods, 2.0% versus 12.0% last year; A.J. Wright, down 1.0 versus up 14.0% last

d. Comp club results are for the U.S. division. Excluding the positive impacts of inflation in gasoline prices and strengthening foreign currencies (primarily in Canada and Korea), comparable club sales for the month were up 2% in the U.S. division, 10% in the international division, and 4% for the total company.

year; Winners and Home Sense, up 4.0 over a 1.0% decline last year. Added Michael Balmuth, vicechairman and ceo of Pleasanton, Calif.-based Ross Stores: “While we experienced unseasonably warm weather during the month in many of our core markets, we still were able to achieve same store sales at the high end of our expectations. Dresses and home were the top merchandise categories during the month, while Florida was the best-performing market.” With that, both companies updated their guidance for the third quarter. TJX Cos. now expects its third quarter earnings per share to be in the range of 89 to 91 cents. “As we move through the fall selling season, we are in an excellent inventory position, which enables us to take advantage of the quantity and quality of product that we

are seeing in the marketplace,” Meyrowitz explained. Ross Stores’ earnings per share for the 13 weeks ending October 30 are now projected to be in the range of 94 to 96 cents, compared to 84 cents in last year’s third quarter. “The forecasted upside from our previous earnings per share guidance of 79 to 83 cents is being driven mainly by much better-than-expected shortage results from our annual physical inventory of stores in September along with other favorable gross margin trends,” Balmuth said. “Our lower projected shrink expense for 2010 reflects the significant progress we have made over the past few years in successfully implementing our shortage control initiatives. Our updated third quarter guidance also reflects our continued expectation for October same store sales to be flat to up 1%.”HTT

10/8/2010 1:43:09 PM

Business

> hometextilestoday.com

Home Textiles Today

October 11, 2010

Costco Profit up in Q4 and Fiscal 2010 BY CECILE B. CORRAL I SSAQ UAH , W A SH . — Thanks

largely to continued strength in consumables, which accounts for about 80% of sales, Costco Wholesale Corporation enjoyed high single-digit increases in net sales in its fourth quarter and full fiscal 2010, as well as more modest gains in comps for both periods. Fourth quarter net income

rose 15.5% to $432 million, or 97 cents per share, compared to $374 million, or 85 cents per share, during the fourth quarter of fiscal 2009. Sales in the fourth quarter, ended Aug. 29, rose 8.0% to $23.59 billion. Including positive impacts from gasoline inflation and the strengthening of foreign currencies (primarily in Canada and Korea), comparable sales rose 6% for the total com-

pany, and by division 4% up in U.S. and 14% in International. Stripping out those factors, comps rose 4% for the total company, 3% in the U.S. and 8% in international. Fiscal year net income rose 19.3% to $1.30 billion, or $2.92 per share, compared to $1.09 billion, or $2.47 per share, during fiscal year 2009. The year’s sales came in at $76.25 billion, up 9.0% from

$69.89 billion in 2009. Comparable sales including gasoline inflation and currency impacts rose 7% for the total company, 4% in the U.S. and 19% in the International division. Excluding them, comps increased 4% for the total company, 2% in the U.S. and 8% up in international. Looking ahead, Costco said it plans to open up to nine new warehouse clubs in the first four

months of the new fiscal year, prior to the end of calendar year 2010. Costco currently operates 573 warehouses, including 417 in the U.S. and Puerto Rico, 79 in Canada, 22 in the United Kingdom, seven in Korea, six in Taiwan, nine in Japan, one in Australia and 32 in Mexico, as well as two e-commerce sites -www.costco.com in the United States and at www.costco.ca in Canada. HTT

NRF: Retailers Will Get Holiday Wish With Projected 2.3% Sales Boost WASHINGTON — Retailers asking Santa for a better holiday selling season than the past two years just might get it, the National Retail Federation said. “After a ho-hum 2009 and a disastrous 2008,” holiday retail sales in November and December are expected to increase, albeit moderately, by 2.3% to $447.1 billion this year. While that growth remains

slightly lower than the 10-year average holiday sales increase of 2.5%, “it would be a marked improvement from both last year’s 0.4% uptick and the dismal 3.9% decline in holiday sales that retailers experienced in 2008,” the NRF noted. NRF president and ceo Matthew Shay said retailers are hoping for sustainable economic growth this holiday.

“Though the retail industry is on stronger footing than last year, companies are closely watching key economic indicators like employment and consumer confidence before getting too optimistic that the recession is behind them,” he said. In line with their practices in recent years amid the recession, retailers are expected to focus on supply chain efficien-

cies and inventory control to limit overstocks and unplanned markdowns, the NRF explained. They are also expected to tap new channels – like mobile – to drive sales and service customers who want to shop anytime and anywhere. Price will again be top of mind for consumers. “While consumers have shown they are once again will-

ing to spend on what’s important to them, they will still be very conscientious about price,” said NRF chief economist Jack Kleinhenz. “Retailers are expected to compensate for this fundamental shift in shopper mentality by offering significant promotions throughout the holiday season and emphasizing value throughout their marketing efforts.” HTT

CLASSIFIEDS SUBSCRIBE Home Textiles Today is the fashion and business source home textiles industry executives turn to every week to learn the latest developments bound to affect their businesses.

Go to: hometextilestoday.com

CLOSEOUTS

HELP WANTED

CLOSEOUTS WANTED --BOUGHT AND SOLD-Seeking Unlimited Quantities on Firsts, Irregulars and Overstocks HOME FASHIONS DISTRIBUTOR INC Mike O’Neil 207-646-1949 Email: mike@homefashionsinc.com

Vice President of Sales - Home Textiles/Bedding 5 plus years experience in sales/sales mgmt in home textiles/bedding. Experience in luxury home textiles (solution-based bedding a plus). Ability to motivate/direct independent and in-house sales professionals. Responsible for meeting annual sales goals. Passion for selling and strong product knowledge. Current relationships with bedding buyers at major retailers. Frequent domestic travel to key accounts. Location: Central NJ. Send resume to jennifer1234@comcast.net

and subscribe today! SO MANY DIFFERENT WAYS

LINES OFFERED WANTED - WELL KNOWN, ESTABLISHED MANUFACTURER OF BASIC NATURAL & SYNTHETIC FILLED BEDDING, IS LOOKING FOR A SELECTED FEW SALES REPRESENTATIVES THAT HAVE EXTENSIVE EXPERIENCE & SUCCESS IN SELLING MAJOR RETAILERS. PLEASE SEND RESUMES TO: NINGBLUERIDGE@AOL.COM

TO REACH YOUR TARGET MARKET

START ADVERTISING TODAY!

SPENCER WHITTLE: swhittle@sandowmedia.com ph 336.605.1027 fax 336.605.1143

KAREN HANCOCK: khancock@sandowmedia.com ph 336.605.1047 fax 336.605.1143

htt101001_024_025 25

classiﬁed Lines Offered (Reps) Help Wanted Retail Recruitment Real Estate Showroom Space

For Sale/Lease Factoring Services Announcements Legal Notices Parts

CLASSIFIEDS! Lines Offered (Reps) Help Wanted Retail Recruitment Real Estate

ADVERTISE

10/7/2010 12:10:55 PM

Home Textiles Today

October 11, 2010

OPINIONTodaY Don’t Let the Bed Bugs Bite “When the editor of Home Textiles Today drops a hundred bucks on a bed bug protector she knows she doesn’t need … that’s saying something.”

CA N’ T BEL I E V E I have already written one col- need … that’s saying something. In a perverse way, bed bugs are the new “organic cotumn about bed bugs, let alone the idea that I’m writing another. But after a week of talking bugs, I’ve got ton” for utility bedding companies, but only better. (Because consumers actually want anti- bed bug products.) them on the brain. The first thing to be said is that the resurgence of bed It might not be a company’s bread and butter, but at this bugs is a genuine phenomenon. According to USA Today, point everybody feels compelled to at least put something nearly 20% of exterminators reported finding bed bugs in out there to get in the game. The question now is whether this constitutes office buildings in the United States this year — a passing fad that will boost sales in the short up from 1% in 2007. term then flame out (there are some who hold The second thing to be said — and just about this view) or, alternatively, does this create a new every purveyor of anti-bed bug bedding I spoke with mentioned it — the national media hype EDITOR-IN-CHIEF must-have bedding item along the lines of the backyard bug-zapper. Americans got along for about bed bugs is scaring the dickens out of conquite some time without mattress pads, not to sumers. mention mattresses. And creating a huge selling opportunity. I suspect, at the very least, bed bug protecThe Marks household is not immune to the tors will quickly become de riguer for the hospihysteria. My husband awoke one morning with tality industry. Last week in New York, a guest a couple of small dots on his arm and demandat the Waldorf cried “bed bugs” and got moved ed the immediate purchase of bed bug protecfrom a $330/night room to a $700/night room – tion — and a new mattress. I pointed out the marks in question did not follow the bed bug bite pattern no charge. I wouldn’t be surprised if hoteliers everywhere (we ultimately deduced they’d been made by the cat), but were racing for the phone. As one supplier said last week, “It’s nice to finally have he would not relent. When the editor of Home Textiles Today drops a hun- a product customers are compelled to say ‘yes’ to.” Sleep tight. HTT dred bucks on a bed bug protector she knows she doesn’t

Jennifer Marks

Finding the “Hot” Spots “The recent resurgence in the hospitality segment is creating new approaches not just to that area, but to the way business is being done across the board in the home arena.”

> hometextilestoday.com

360 Park Avenue South, New York, N.Y. 10010 Tel: (646) 805-0227; Fax: (646) 365-2307 www.hometextilestoday.com EDITOR-IN-CHIEF Jennifer Marks 375 South End Avenue #32U New York, N.Y. 10280 (212) 945-9151 | jnegley@hometextilestoday.com FOUNDING EDITOR-IN-CHIEF Carole Sloan 16 E. 96th St., New York, NY 10128 Tel: (212) 831-8266 | Fax: (212) 831-0814 PRODUCT EDITOR Cecile B. Corral 428 Bianca Ave. Coral Gables, FL 33146 (305) 661-7493 | cbcorral@aol.com COPY EDITOR Julie Murphy (646) 805-0224 | jmurphy@hometextilestoday.com DIRECTOR OF MARKET RESEARCH Dana French (336) 605-1091 | dfrench@sandowmedia.com PUBLISHER/EDITORIAL DIRECTOR Warren Shoulberg (646) 805-0226 | wshoulberg@hometextilestoday.com ASSOCIATE PUBLISHER Jeff Reeves (336) 605-1009 | jreeves@hometextilestoday.com ACCOUNT MANAGER NORTHEAST/MIDWEST/CANADA Mary McLoughlin (646) 805-0227 | mmcloughlin@hometextilestoday.com CLASSIFIED AD SALES Spencer Whittle (336) 605-1027 swhittle@sandowmedia.com Karen Hancock (336) 605-1047 khancock@sandowmedia.com MANAGER, CHINA Nancy Yu Tel: 86 (0) 21 5126 0111; Fax: 86 (0) 21 6539 0321 nancy@oceaniamedia.net MANAGER, EUROPE Mirek Kraczkowski Tel: 48 22 401 70 01; Fax: 48 22 401 70 16 | kraczko@aol.com MANAGER, INDIA Kaushal Shah Cell: 91-9821715431; Tel: 91-22-6663 4597 / 24988658 Fax: 91-22-66634596 | kj_reeds@yahoo.co.in ONLINE SALES MANAGER Penny Schneck (336) 605-1084 | pschneck@sandowmedia.com PRODUCTION MANAGER Rich Lamb Tel: (336) 605-1074; Fax: (336) 605-1143 | rlamb@ sandowmedia.com MANAGER, CLIENT SERVICES, WEB ADVERTISING Dan Sage | (336) 605-1080 | dsage@sandowmedia.com E-MEDIA PROJECT MANAGER Missy Axe | (336) 605-1005 | maxe@sandowmedia.com DIRECTOR OF AUDIENCE MARKETING Allison Ternes (704) 573-9007 | aternes@sandowmedia.com VP, PUBLISHING DIRECTOR Kevin Castellani (336) 605-1034 | kcastellani@sandowmedia.com

SANDOW MEDIA PRESIDENT AND CEO Adam I. Sandow

S W E MOV E I N TO Y E T another market for spring 2011 home fashions tying up supply chain availhome textiles suppliers – and retailers as well – ability combined with the Chinese New Year and its atit’s time to look around the landscape and iden- tendant complications. Whether folks in the basic home textiles world have factored these elements into their tify where some of the “hot spots” are. One hot spot most frequently mentioned is the hos- game plans for 2011 is yet another issue facing this business. pitality segment — an area that took an almost In the aftermath if the recent home fashions lethal nosedive over the past year or so. Now market week here in New York, there seems to it seems this segment’s recovery — no matter be a change in attitude at the highest executive how tentative it might be — is impacting the FOUNDING level of key retailers. It was fascinating to see a balance of the home furnishings business — EDITOR-IN-CHIEF team of major senior executives from XYZ reand the various elements of the textiles sector tailer going from showroom to showroom durin particular. ing that time frame, looking at product, listening to posiFrom a personal vantage point — as well as anecdottives and negatives about their companies, and hopefully, al reporting by market observers —we also had an unusuplanning to take action. Bottom line is at least they were al amount of off-shore retailers walking the halls during present — and hopefully really listening. that week. They were almost universally identifiable first And a couple of key players sent high-level executives by the sheer numbers of each group — and of course, to visit one-on-one with key suppliers – perhaps a more the language challenges. Often I was a tour guide for a effective way to dig to the bottom of any problems or pobuilding — or at least the answer to “how do I find so tential challenges that could impede their growth. and so.” Besides these small steps forward, there seems to be The recent resurgence in the hospitality segment is creating new approaches not just to that area, but to the some recognition that product has to meet with the new way business is being done across the board in the home times. Today’s customer is vastly different from the likes of you and me. And this market must change to survive. arena. Hospitality’s resurgence will have an impact on the It’s a time of interesting challenges ahead. HTT

Carole Sloan

htt101001_026_027 26

COO AND CFO Scott R. Yablon VP CREATIVE AND EDITORIAL Yolanda E. Yoh EVP, GROUP PUBLISHER James N. Dimonekas

SUBSCRIPTIONS: U.S.A. (866) 456-0405 All other countries: (515) 247-2984 HTTcustserv@cdsfulfillment.com FAX SUBSCRIPTIONS: 1-866-310-7181

THE WEEKLY BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY® 360 Park Avenue South, New York, NY 10010 Telephone: (646) 805-0227 Fax: (646) 365-2307 USPS 497-490 HOME TEXTILES TODAY (USPS 497-490) (ISSN 0195-3184) is published 30 times a year except for the weeks of 1/18, 2/1, 2/15, 3/15, 3/29, 4/5, 4/19, 5/3, 5/17, 5/31, 6/14, 6/28, 7/5, 8/2, 8/23, 8/30, 9/20, 10/4, 10/18, 11/1, 11/15, 11/29, 12/13 and 12/27 plus extra issues 1/26 and 11/22, by Furniture/Today Media Group, 360 Park Avenue South, 17th fl., New York, NY, 10010 a subsidiary of Sandow Media LLC, 3731 NW 8th Ave, Boca Raton, FL 33431. Periodicals postage paid at New York, NY, and additional mailing offices. HOME TEXTILES TODAY copyright ©2010 by Sandow Media LLC. Annual subscription rates: U.S. and Canada $169.97; 1 year, other countries $325.99 for surface mail and $525.00 for airmail. All payments must be made in U.S. currency. Subscription inquiries: HOME TEXTILES TODAY, PO Box 5879, Harlan, IA 51593-1379. Phone: (866) 456-0405. HOME TEXTILES TODAY and THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY are registered trademarks of Sandow Media LLC, used under license. Sandow Media LLC does not assume and hereby disclaims liability to any person for any loss or damage caused by errors or omissions in the material contained herein, regardless of whether such errors result from negligence, accident or any other cause whatsoever. (Posted under Canadian International Publication Agreement No.4202803. Sandow Media/CDS (Mint Hill) POSTMASTER: Send address changes to HOME TEXTILES TODAY, P.O. Box 5879, Harlan, IA, 51593-1379 Email: HTTcustserv@cdsfulfillment.com. Return undeliverable Canadian addresses to: RCS International; Box 697 STN A, Windsor Ontario N9A 6N4. Printed in the USA.

10/8/2010 4:44:09 PM

Homecoming “It only seems fitting to share with you, as I return, some observations from beyond the land of sheets and towels.”

HE Y SAY YOU can’t go home again, but what if you never left home, you were just in a different room? PUBLISHER/ I’ve rejoined Home Textiles Today after EDITORIAL DIRECTOR a decade away at one of the other publications in the home furnishings business. I always kept involved in home textiles, but it was in a broader mix of all kinds of home products, from pots and pans to toasters and blenders to couches and credenzas. As such, one gains a perspective that you might not acquire if you stayed focused on a more narrowly defined product classification. So, it only seems fitting to share with you, as I return, some observations from beyond the land of sheets and towels. 1. You’re not that special. Every industry thinks it is unique, that its dynamics and problems are separate and apart from what any other business is going though. I suppose that may be true in some cases — driving a bus is different than building one – but that’s the exception rather than the rule. The fact is that home textiles is very similar in its business model to dozens, maybe hundreds, of other consumer product classifications out there, particularly to other home furnishings merchandise. In many cases, you are selling to the same customers, the usual big box suspects. You may not know the guys who make vacuum cleaners, but your customers do. 2. Price devaluation is rampant. Nearly every company not named Apple complains that it is constantly forced to cut its prices – and its margins – to stay competitive. They all say they can’t maintain returns on new product investment. The sheet and towel crowd is famous — infamous? — for this. Well, consider the folks who make consumer electronics. They have a price devaluation spiral that would scare the percale out of you. Prices drop as much as 80% over the lifecycle of a product category and every couple of years they need to come up with something totally different to keep their motors running. Compare that to working up a new shade of teal for your next towel line. 3. Competition is not nearly as bad in textiles as it is in other categories. Soft home suppliers always talk about the proliferation of companies from here to Karachi that make bed-in-a-bag or curtains or mattress pads. And it’s true, there are plenty of such suppliers. But go to High Point, N.C. and visit the furniture market. There are probably 1,000 companies making sofas and chairs there. A thousand. You’d be hard pressed to find a thousand people in 295 Fifth Avenue at market, much less 1,000 companies making sheets. 4. There are pretty much no jobs anywhere. The meltdown of the American supplier base in home textiles has put a lot of people out of work. And that’s very painful. But guess what: It ain’t any different in furniture or dishes or washing machines. 5. Domestic manufacturing is not coming back. This is the Peter Pan Syndrome at its ultimate worst. Everyone thinks as costs go up in China and a real Asian middle class is established, textiles production will return to the U.S. In the history of the migration of home textiles production that has never happened. When New England took the business from Great Britain, it never went back. When the South got it from the North, it never went back. And now that Asia has it, it is not coming back to the Carolinas. It will just move on to someplace new. That’s the way it works. And, oh yes, one more observation: It’s good to be home. HTT

htt101001_026_027 27

Home Textiles Today

October 11, 2010

> hometextilestoday.com

Warren Shoulberg

JCP Sees Improvement in Bedding and Bath BY CECILE B. CORRAL LAS VEGAS — J. C Penney Com-

pany’s home business “only had one way to go” — and that is up, which is where the category’s sales are heading now, the company’s chief told analysts during the retailer’s presentation recently at the Telsey Advisory Group’s Consumer Conference in Las Vegas. Admittedly, JCP’s home business “did not do well during the recession – many people didn’t,” noted chairman and ceo Myron (Mike) Ullman. “I think our view was that we also didn’t help ourselves in some of the key categories.” But since appointing John Tighe as svp and gmm of home earlier this year, JCP is “starting to see a good response in luggage, a great backpack experience during back to school, housewares are quite strong, up double digits, and we’re starting to see action in bed and bath,” Ullman said. Slower to pick up have been JCP’s big-ticket businesses, furniture and window coverings and furniture, the latter carried in

High Point SHOW FROM PAGE 1

different this market,” said Shari Kline, president. Typically, company executives and reps call existing customers to set appointments. “This market we did something really different. We went back and called customers we haven’t seen for as long as six years, and the response was great. We have appointments with a lot of customers we haven’t seen for long.” Kline noted that based on the New York International Gift Fair in August, “there was a good buzz and attendance was good. They wrote orders but they weren’t large – and the looks were more basic and safe rather than elaborate.” At Aico, “We always add new bedding to our collections including the “Michael Amini & Jane Seymour: A Design Collaboration” program, said Laurie Phillips, vice president of soft lines. In the newly expanded showroom, “we will have a specific area for all our decorative bedding with space to showcase packaging, shelving and focus on the product. We also will expand

JCP Pushes Long-range Plan Plano, Texas – J. C. Penney Company is expanding its presence in several major markets with new stores – a “key component” of the retailer’s long-range plan for the next five years, which is designed to generate $1 billion in sales growth over the period. JCPenney plans to beef up its presence in markets with “significant moderate income populations.” The roll out begins in 2011 with the opening of three new JCPenney stores in Daly City (outside San Francisco), Calif., Glenarden (Washington, D.C. region), Md., and Dallas. An ongoing renovation program calls for “significant instore enhancements” this year at more than 750 locations. Of those, 76 will be major renovations – including a new 1,500square-foot Sephora boutique, bringing the total number of JCP in-store Sephora locations to 231 by year-end. By 2014, the company expects to have completed renovations for at least 375 stores. JCP is investing $160 million in the project as part of its $500 million of expected capital expenditure for the year.

only 150 of the retailer’s stores. To improve sales, Ullman said, “We are emphasizing more modern looks and making it easier for the customer to shop” these businesses at the stores. “We’re quite optimistic,” he added. “John Tighe an excellent

merchant. He’s only been on the job for seven or eight months, but I’m quite encouraged by the early signs of improvement.” For holiday, home will be among the destinations in the store with new stocking-stuffer items, among other items. HTT

our programs to make special things for individual customers.” “It’s most frustrating,” commented John Rose, principal at Textillery. “Product seems to be selling, but retailers didn’t order in July and August – but the New York gift people were really cautious. I’m concerned about orders for Christmas. There are supply chain issues, and hospitality has really picked up and we have committed production time.” Overall, Rose added, “There are fewer customers and more shows – and customers cutting back on where they are going.” Hallmark Collectibles will showcase its recently signed license for decorative and basic bedding, with Trump Home, joining the brand’s other home licenses. A long-time licensee for Kathy Ireland, Jesse Galili, vp, sees the Trump Home brand as being significantly different. Kathy Ireland is focused on busy mothers, while Trump Home reflects the Trump suites’ and properties’ aesthetics, he pointed out. “It’s affordable luxury.” The Trump Home program will launch five top of bed collections plus a sheet program as well as basic bedding with 300-

count single ply cotton as the base cloth. There will be embroideries and embellishments – “and we will stay away from the hotel cliché in design.” Overall business seems to be steady. “The first quarter was good, then it went down and now it’s back up.” Looking to this week, Galili remarked, “There seems to be a positive attitude. We’re coming to the table with expanded programs, new price points and configurations.” As an example he cited he shift from a nine-piece bedding set to a seven-piece and a price drop to $199 versus $299. For Ann Gish, head of her namesake bedding and accessory company, “this market is a major concern to me because of the change in my exhibitor neighbor,” which represent a major shift. The company moved to its current space last market with different neighbors and the lineup has changed dramatically, she remarked. “I hope I’ll be okay.” A broad new product offering will be featured by Company C, said Kristin Lefrevre, marketing manager. Among the newsmakers, she noted, “is our first indoor/outdoor rugs of polyester in vibrant colors.” HTT

10/8/2010 5:02:26 PM

™

A Better Night’s Sleep Is Only the Beginning. Innovation. It’s the foundation of everything we do. An ongoing commitment to developing world-class products that deliver a deeper sleep, a fresh start, and the everyday comfort today’s consumers demand. Our mattresses, mattress toppers, and pillows offer deeply restful, restorative sleep, and our comfort products help you be your very best, everyday. It’s comfort that touches you at every point of your life – comfort that makes a positive difference – and a recharged, refreshed, rejuvenated tomorrow.

Our innovative products are available at fine retailers nationwide.

To learn more, please visit

sleepinnovations.com