Home Textiles Today May 13 Issue by Sandow Media

Monday, May 13, 2013

THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY

Ready, Steady, Go at HD Expo Exhibitors Fairly Optimistic

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| Vol. 34, No. 12 | $8.00

Alok Plans to Open Mill … in the U.S. bring in new equipment for the plant, which will supplement rather than replace producDALLAS — More than a decade after the last tion in India. major home textiles mill closed in the United The company declined to be more specifStates there are plans to open what would be ic on exact location or timing, but added that the first new yarn spinning plant in this coun- it was working with an unidentified American try in more than 20 years. retailer on the project. And it’s an Indian company — As labor costs in Asia have increased Alok Industries — that is planning and lead times have become more of an to do so. issue for quick-to-market strategies, comAlok, which has grown its busipanies are increasingly looking at North ness substantially in the United American manufacturing options. EarStates over the past several years and lier this year, Ellison First Asia said it now ranks as the industry’s third largwas working on an entirely American est supplier with 2012 sales of $460 ARUN AGARWAL made bedding program. Other suppliers Alok million, said it is now finalizing have resumed cut & sew operations in plans to reopen a closed mill in the the United States, among them Home American southeast later this year. Alok will SEE ALOK PAGE 31 BY WARREN SHOULBERG

Royal River Trading, representing Cuddledown, will display new colors in comforters at HD Expo.

All Aboard!

BY WAYNE MARKS L AS VEGAS — Navigating the hospitality business is always rough, but as exhibitors head to Las Vegas for the Hospitality Design Expo and Conference, which takes place May 15-17, the trade weather is looking fair to sunny. Taking the fair view is Morris Long, president, JS Fiber. “Business is pretty much steady — no boom out there. Hospitality is basically doing what it’s supposed to do this time of year.”

Target pulled off another marketing masterpiece last week in New York’s Grand Central Terminal. See page 21 for a tour.

SEE HD EXPO PAGE 10

Inside This Issue Goodbye to all That ...................................................................... page 4 Leadership ...................................................................................... page 4 It’s a Family – And Friends – Affair at Brass Bed Stores In Colorado ....................................................... page 8 Utility Bedding Up as Changes Approach ................................... page 14

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HISTORY

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Home Textiles Today

May 13, 2013

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Proposte China Pavilion To Debut At Intertextil Shanghai SHANGHAI — Proposte, the Italian trade show for fine European fabric and window coverings, has partnered with Intertextil Shanghai organizer Messe Frankfurt to create a presence at the August fair here. “There is a growing demand for high-grade products in the Asian market. With Proposte, we will further expand this segment at our fair in Shanghai and thus make it even more attractive for local buyers,” said Detlef Braun, member of the executive board of Messe Frankfurt. Approximately 25 European manufacturers of high-quality decorative and furniture fabrics will make presentations in the new ‘Proposte China Pavilion’ at Intertextile Shanghai Home Textiles, which takes place Aug. 27-29. Mauro Cavelli, president of Proposte, said: “The time has come for Proposte to open its doors in other countries, while still staying true to its image,

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The Italian fabric fair, above, will plant its flag in Asia through the partnership with Messe Frankfurt.

high-end content and selective approach. To establish ever-closer contacts with customers, the

show needs to set its sights beyond Cernobbio (Italy), exporting the great textile heritage of

our exhibiting industries, for whom design, culture and beauty have become musts.” HTT

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Missoni Patriarch Dies at 92 S UMIRAGO , I TALY — Oattavio Missoni, founder of the eponymous fashion house, died May

9 at his home here in northern Italy. He was 92. He and his wife, Rosita Jelmini, started a small

Tracking Textiles SHOWERING SALES FOR ONLINE BATH Internet sales share of market increases for bath textiles

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Sales of bath textiles are down 6% in the 12 months ending March 2013 with the brick and mortar channel off even more, 9%. All other channels are up, especially online, up 65%. Online sales accounted for 55% of the new dollars coming into the category. Source: The NPD Group, Inc./Consumer Tracking Service. 12 months ending March 2013

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knitwear company in 1953 and showed their first collection in Milan in 1966. In the late 1990s, their daughter Angela took over the apparel end of the business and Rosita became creative director for home furnishings. Son Vittorio Missoni, ceo of the company, and his wife disappeared while travelling on a small plane earlier this year and were never found. Home textiles veteran Barry Shapiro worked with the family for nearly two decades, first

paying royalties to license Missoni designs for home furnishings fabrics, then importing finished home goods made in Italy for the American market. “The man himself was a great lover of life,” Shapiro told HTT. “He was also a great businessman — a very quiet but a very strong businessman.” The iconic brand continues to resonate. Missoni Home was part of Bloomingdale’s 2010 store debut in Dubai. In 2011, when luxury flash site retailer launched its Gilt Home business, the luxury Missoni Home collection was featured on its landing page. Also in 2011, Target’s shortrun collaboration with Missoni across a range of product categories, including home, was such a smash that it crashed the retailer’s web site and sold out of stores within hours. “The brand Oattavio built will be a memorial to him forever,” said Shapiro. HTT

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May 13, 2013

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OPINIONTodaY Goodbye to All That

A ST W EEK , ROSS STOR ES and TJX Companies released their final monthly sales reports — following a steady procession of other retailers that over the past several months have also concluded that there’s no upside in sharing fi nal results between quarters. Last fall, Macy’s, Kohl’s and Target announced they would stop issuing monthly reports in 2013. JCPenney ceased monthly reports in spring 2012 as it began its strategic overhaul. Alco called it quits after its March numbers came out. Walmart ditched the practice in EDITOR-IN-CHIEF 2009. Kmart and Sears dropped out after they were merged into Sears Holdings. And many other retailers that once provided monthly numbers have gone out of business. Of course, as retail junkies we love seeing those monthly numbers. We pan for the few nuggets of information that accompany them. Was there any mention of home? Any reference to soft home in particular? Was the category a performer or a drag on the period’s comps? But one can understand a company’s concern that one slack month may not be representative of the trend line for a full quarter — and its wariness of how Wall Street might react to seeing numbers based on a few off weeks. Among the companies tracked by HTT that report monthly sales figures, there are now just three: Costco, Fred’s and Stein Mart. It would come as no surprise if any or all of them decided there was no point to carrying on with it. The retail landscape is ever-changing. Before the Sarbanes-Oxley Act was passed in 2002, many publicly traded retailers shared their reflections on quarterly results only in closed calls with professional analysts — which left individual investors at a disadvantage. Now, public companies can throw as much light as they like — or as little — on their quarterly results. Walmart and Bed Bath & Beyond read out statements while other retailers engage in live and sometimes lengthy Q&A sessions with analysts. But however much information they chose to impart, they have to air it publicly. That’s a good thing in my book. But the latest decisions by TJX, Ross and the others signals the end of an era. And so it goes. HTT

Jennifer Marks

Leadership

AY W H AT YOU WA N T about the bad old mill days in the home textiles business — and they sure had their bad parts — but there were also some good things about the way the industry functioned then. With several very large, very powerful and Warren very dominant comShoulberg panies controlling the PUBLISHER/ sheet and towel business, EDITORIAL DIRECTOR you had what amounted to a benevolent dictatorship in home textiles. Those giant mills — West Point Stevens, Springs, Fieldcrest Cannon, Dan River — set the rules by which everyone played, but they also supplied one other ingredient now long since gone from the business: leadership. Leadership is an intangible kind of thing, perhaps best understood when it is absent. And that’s what we have today. The industry’s trade association, try as it does, just doesn’t have the financial might to take a leadership position and dictate to its membership. The big mills — albeit sometimes by default and sometimes by accident — did exactly that. They served as the marketing and advertising umbrella for the industry, driving sales for everyone in the business. They set the standards for product development, fashion, branding, designers and virtually every aspect of the merchandising equation. And they were the only ones big enough to de-

velop new technologies and raise the bar for product quality and innovation. Again, the bar was pretty low, but at least there was one. There is not now. Those mill corporations had 10% or 20% market shares and so were in a position to lead everyone else. Today the biggest players in the industry have at best a few percentage points market share, and there are so many smaller players eking out even smaller shares of the market that no one is big enough to find the bar, much less move it. That’s one of the reasons the industry finds itself in the predicament it is in today. And it’s why the bigger companies still in the business now have to up their leadership game. They now have the responsibility to take the upper hand when it comes to leading the home textiles business. This is not an altruistic endeavor, mind you. Certainly when the big mills did it, they never looked at it that way. Frankly, the old mills never did anything for altruistic reasons; they were some of the most self-centered corporate entities that ever existed. But they were smart enough to know that they would prosper if they took those leadership roles and that prosperity would fall disproportionately to their benefit. That’s the way today’s biggest home textiles companies have to look at this situation as well. We know this is not an industry that subscribes to the old Mr. Spock philosophy that the good of the many outweighs the good of the few. But how about the one about a rising tide raising all boats? It’s time for the industry’s bigger suppliers to get off their assets and start leading. HTT

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Retail Briefs

Tragedy in Bangladesh

H AV E BEEN a designer and wholesale venMany of these factories are chosen by unscrudor of gifts and home décor for 33 years. pulous middleman agents and either inspected by As someone who has been importing themselves or third-party inspectors who mostly from Asian factories during most “sell” their seals of approval. I believe of those years and travelled to various the right way is the way we do it. Umbra Les Asian countries over 75 times, I have a senior management personally inspects strong reaction to the recent tragedy of Mandelbaum and approves every factory we use, and GUEST COLUMNIST the building collapse in Bangladesh. follows this up with subsequent “surBeyond the factory owners themprise” visits. If we find unsafe or unethselves, the responsibility lies squareical conditions, we pull production imly on the importers. Certainly end use mediately. customers are not in a position to asUnfortunately, in my many years of sess factories, obviously cannot trust the overseas travel, I have rarely heard of the management of other western venpromises of manufacturers nor should they boycott Bangladesh and cause furdors doing this. They must. ther suffering to those low-wage workers — Les Mandelbaum, president and co-founder, Umbra who rely on these jobs for survival.

Sunbrella, Lonny Magazine Partner for Web-based Home Makeover Series GLEN R AVEN, N.C. — Sunbrella and Lonny magazine recently launched a new Web-based video home makeover series created to inspire consumers with elegant and practical design solutions. Set in Atlanta, the series – “Perspective: Atlanta” – follows interior designer Alex Gaston as he decorates an urban loft using Sunbrella fabrics and transforms it from a jumble of architectural features into a cohesive space. Gaston, who is design director for Mark Cunningham, Inc., in New York, is using Sunbrella fabric for all applications possible, from furniture to drapery, rugs to wall coverings. Other important players in the project are Celina Wright, a junior designer at Mark Cunningham, Inc.; Sunbrella Design and creative director Gina Wicker and a team of editors at Lonny Magazine who check in and review the design progress throughout the makeover. “People all over the world know Sunbrella fabrics for outdoor living – awnings, boats, outdoor furniture. But many people are just discovering our vast availability as an indoor fabric option through leading furniture manufacturers and fabric by the yard,” Wicker said. “ The “Perspective: Atlanta” loft is located in a mixed-use residential area and has an abun-

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Home Textiles Today

May 13, 2013

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JCP Says Home Department Redo Impacted Q1 Sales

CPenney announced its first-quarter sales fell 16.4% to $2.635 billion, with comps down 16.6%. The company said construction in the home department undertaken to transform the space into a series of shops was in part responsible for the performance. JCPenney also noted the results “reflect its prior pricing and marketing strategies, which are being changed under new leadership.” The company plans to report full financial results May 16.

Target Begins Another Wave of Soft Openings in Canada

arget began the soft open of its first 24 stores in Western Canada on May 7 following the recent launch of its first Canadian stores in Ontario. The latest round of soft openings include stores in British Columbia, Alberta and Manitoba. Target plans to open 124 stores across Canada over the course of this year. “It was exciting to see the response to our Ontario store openings, which have produced valuable insights that along with our soft openings in Western Canada will help us to continue to deliver on Target’s Expect More. Pay Less. brand promise for guests across Canada,” said said Tony Fisher, president, Target Canada.

Kohl’s Opens West Coast IT Office

ohl’s has opened a new Silicon Valley information technology office in Milpatis, Calif. to support online growth and multi-channel inititiaves. The 52,000-square-foot facility operates as an extension of the retailer’s IT team at company headquarters in Menomonee Falls, Wis., and will initially grow to more than 30 employees. Kohl’s online sales grew to $1.4 billion in the recent fiscal year after three consecutive years of more than 40% annual growth. “We have made significant investments in our IT and ominchannel initiatives to ensure we have the platforms, technology and tools to allow customers to shop when they want and from where they want,” said Kevin Mansell, chairman, president and ceo. On the bricks-and-mortar side of the business, Kohl’s plans to open 12 new stores and conduct 30 remodels this year.

Interior designer Alex Gaston is using Sunbrella fabrics to decorate an urban loft in the Web series “Perspective: Atlanta” from Sunbrella and Lonny magazine.

dance of windows as well as an open floor plan that includes 10and 20-foot ceilings. The loft’s rooms include two bedrooms and two bathrooms. The project focuses on furnishings available at the retail level and to the trade, covering furniture selection, fabrics and how to work with an interior designer to access trade sources. “Our mission at Lonny is to

showcase creative design ideas in an approachable format, and that’s exactly what ‘Perspective: Atlanta’ is all about,” said Irene Edwards, executive editor of Lonny Magazine. The eight-week project” kicked off April 22 and is being aired digitally on the Sunbrella website and through online content of Lonny magazine, with episodes airing weekly. HTT

Williams-Sonoma Lands Down Under

illiams-Sonoma on May 2 opened four stores in the Bondi Junction suburb of Sydney, Australia: WilliamsSonoma, Pottery Barn, Pottery Barn Kids and West Elm. The multi-channel retailer also launched ecommerce websites in-the country shipping for the same four nameplates with product created specifically for Australian consumers and is shipping its first catalogs in the country this week. The stores are the first retail locations outside of North America owned and operated by Williams-Sonoma. The company has franchise operations in Bahrain, the Kingdom of Saudi Arabia, Kuwait, and the United Arab Emirates.

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May 13, 2013

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FIRST MONDAY:

It’s a Family – And Friends – Affair at Brass Bed Stores In Colorado BY CECILE B. CORRAL D ENVER — Rosella Louis was a

young entrepreneur in 1978, just 22 years old, when she opened her first store, The Brass Bed of Denver. She set out to sell decorative and high-end solid brass and iron beds, most of them handcrafted in Virginia. But it was not long until a new approach to her business dawned on her.

As her niece — and store manager — Laura Colangelo explained to HTT: “[Louis] was selling vey beautiful brass beds. But in order to sell the beds she had to dress them in linens to make them look good. So she went to local stores, including JCPenney, to buy nice sheets.” To her surprise, very often shoppers at Brass Bed of Denver turned out to be interested more in her linen looks than in

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Rosella Louis and her niece Laura Colangelo make the Brass Bed in Denver a family affair.

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her bed frames. “That is when she realized she was missing something,” Colangelo said. So Louis got to work on diversifying her merchandise mix. As Colangelo explained, “She started visiting shows and looking for top-notch suppliers, and that is how she started selling linens.” Today, the business — which this year is celebrating its 35th anniversary — spans two stores, the original Denver site and

a new Boulder location that opened one year ago. Both still include a limited offering of bed frames in brass and iron as well as other constructions like upholstered. But the bulk of the merchandise and sales consists of linens for the bed, bath, table and kitchen, as well as several other items in tabletop and giftware. “Where we are located, in Denver and Boulder, we are considered a destination store,” Colangelo said.

Brass Bed, she said, sources its linens assortment “from only the best mills. We work with many high-end European mills that can produce the best quality for our store.” Bedding suppliers and brands include Anichini, Ann Gish, Bella Notte, Fino Lino, John Robshaw, Sferra, SDH Fine European Lines, Yves Delorme and others. Abyss provides much of the bath lines. The decorative pillows mix

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includes Kevin O’Brien silkscreened pillows among others. Table linens brands include Deborah Rhodes, La Jacquard Francais, Sferra, and Yves Delorme. Brass Bed’s utility bedding is comprised of the store’s own USA-made private label program. Price points range from $200 to $2,500 for sheet sets, about $1,000 to $10,000 for a full bedding ensemble, $45 to $90 for bath towels, and $700 for a luxury utility pillow product. Brass Bed differentiates itself from its competition in several ways, including product offering and customer service, Colangelo noted. In product, the store looks to go outside the box to cater to its customers with special items

Home Textiles Today

May 13, 2013

like artist-created items. These include “artwork for bed,” she explained, such as dec pillows and throws that feature fine art by local artists. One example is Denver painter and multi-media artist Madeleine O’Connell. “We’ve printed her work on fabric to give our customers a piece of art for their beds,” Colangelo said. Organic goods are also a point of distinction for Brass Bed, which has in recent years answered customers’ demands for more environment ally friendly, natural fiber, responsibly-manufacturered products. “We now have had to introduce a lot of organic sheets and towels because people here are more and more conscious of what they are buying. They are looking for chemical-free, organ-

ically made linens that use natural vegetable dyes, for example,” Colangelo said. “They come in here and they are willing to take the time to educate themselves on the products they are buying before they buy them. So we’ve had to educate ourselves about these products so that we can explain it to them.” SDH, for one, “is very good about this. They are among the purest, organic, using all natural vegetable dyes.” Coyuchi is another source Brass Bed works with for its ecoconscious offerings. Additionally, the store has its own private label organic hand-loomed towel, “which is just wonderful, so soft, and so plush. It really is absolutely wonderful.” She continued: “I don’t think the recession really affected us.

Rather, it affected the way out customers shop and how quickly they buy something. It’s not that they are spending less money. In fact, they are spending more in many cases. But they are taking their time before making the purchase. They are waiting to learn more about products, trying to educate themselves more. They want to make sure they know exactly what they want, and then they want to get exactly what they want.” On the customer service front, Brass Bed has fine-tuned its business to cater to highincome clienteles in both the king-size bed market in Denver and its more queen-size bed oriented shoppers in Boulder. Open seven days a week, the stores also do complimentary in-home consultations with

its own in-house designer staff and in-house seamstress for custom orders. “We allow a checkout policy where a customer can try out a product for a week at their home before making a final decision. We really try to work with our customers as best we can to meet their needs,” said Colangelo. She added: “We can do monogramming, custom sewing, upholstery. You name it.” What makes all this possible is the staff. “We’re just a nice family business,” she summed. “Rosella is my aunt and we work here with many family members and many longtime friends. We each focus on a different area of the store, and we all work well together, so it makes for a very nice place to be.” HTT

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Home Textiles Today

May 13, 2013

News

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Bonnie Mackay’s New Post-Modern Career BY WARREN SHOULBERG N E W Y O R K — Proving that

there is life after museums, Bonnie Mackay, who headed up the Museum of Modern Art’s retail merchandising and design efforts, has embarked upon a new chapter in her career, out on her own and working with a wide variety of companies. Mackay — her name is often mispronounced, but the correct way to say it is Mac-Kye, emphasis on the second syllable — left MOMA last December after a 14-year career as director of creative marketing and merchandising where she headed up buying and product development. Over that period of time, MOMA expanded its retail operations with additional stores, a website and a host of exclusive products

sourced from around the world, many of which she personally created. Her decision to leave, while not an easy one after all those years, was predicated on her desire to do some different things

in her life. “All my life, I’ve been working for brands,” she said, mentioning the nearly two decades before MOMA that she spent with Bloomingdale’s as fashion director for home. “I saw a chance to reinvent myself and to start giving back and working with smaller companies. I love to grow brands and have a real passion for it. “I also felt my age group (baby boomers) was being ignored in products and I wanted to develop products for people like me.” And that she is most certainly doing. Among her first projects is an association with OHMU, a company that is developing canes with, as she says, “hip materials and colors.” A second project is with the AbleMade website, where she is involved

in product development along the same lines. “I’m very attuned to our generation and I don’t think people are paying enough attention to it. We have money,” she said, adding that the needs of aging Americans are not being addressed by current products. She is also doing consulting work with museums and has just joined the board of two academic institutions: LIM (Laboratory Institute of Merchandising) and Drexel University where she has been named to the Rankin Scholar in Residence Program. She will focus on what she calls “cross-generational life experiences and product design and development,” involved in addressing special needs populations “while maintaining high design standards.”

All of this academic activity will be supplemented with her commercial activities under the BMackay Consulting banner. Right now she is exploring several opportunities and said she would love to work in textiles — one of her favorite areas — as well as both in-store and online design and development. It’s a full plate for the Brooklyn-based resident, whose light red hair, whimsical laugh and deep convictions have defined every stage of her long career in home furnishings design and retailing. But she says it all comes naturally to her. “People always call me Bonnie Mc-Eyes, because I seem to be able to see what’s coming.” Bonnie Mackay: She now has a full plate of projects after a long career with MOMA Retail. HTT

High Point Leaves Rug Sources Feeling Upbeat BY THOMAS LESTER H I G H P O I N T , N .C . — Rug sources felt a sense of optimism based on their experience at the High Point Market last month. San Francisco-based rug importer Sams International made its first venture into High Point in April. Sams’ David Abecassis said the company had a positive experience and will return in October. He said eye-catching products drew buyers into showrooms. “I think the general reaction we’re seeing is people are looking for creativity,” Abecassis said. “It’s not really specific, but when they see it, they know it. They want something with a twist. To me, that’s the new standard; the unique feel of each design. It’s up to us to express that.” Candace Clarke, marketing director for Jaipur Rugs, said the company couldn’t have had a better week in High Point. “The party went well, traffic is up and business has been good all the way around,” she said. “We’re excited. We had people staying longer in the showroom. The categories are going deeper with us, which is a good sign.” Mark Ferullo, Rizzy Home’s

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vp, said buyers liked the company’s customizable bedroom look. “The best items at market were the Dress the Bed program, where people can mix and match our bed sets, our rugs and our pillows, along with the kilim furniture,” Ferullo said. “We have made it so retailers can offer a starting price point of $199 top-of-bed set and build on with accessories to make it all the way to $1,999,” he added. Capel Rugs added a line of rugs by designer and blogger Coco, who was on hand for the official launch during market, and a number of other products. Cameron Feizy, senior vp of Feizy Rugs, said his company had a particularly busy market weekend. “Sunday was strong; I don’t think anybody had a chance to sit down,” Feizy said. “Everyone was here writing orders, so we’re pleased.” Patricia Rempen, president and ceo of Foreign Accents, said the company’s Boardwalk collection fared well at market. “It seems that customers are looking a bit more for quality and good design these days,” Rempen said. “It has been ‘price’ for so long that ‘quality’

and ‘construction’ are a nice change. Also, the larger sizes are growing in popularity.” Don Newton, senior vp of Orian Rugs, said traffic was slow but appointments remained steady. But even with uneven traffic, he had the impression that buyers are feeling better about business. “We started seeing it in January; more optimism and less complaining,” he said. “If the head gets right, the body follows. If the retailers start feeling better, they start acting better.” Ravi Tiwari, vice president of Chandra, said there’s still a way to go before the market is fully recovered. “April’s always a bit softer (in High Point),” Tiwari said. “Traffic, overall, seems to be not what it was three years ago. Appointments are still showing up.” Some felt traffic was about on par with previous markets, but orders increased. “By feel, I think traffic is about the same as last market, but I think there’s something in the air that is making people want to buy more,” said Seth King, vp of sales for Surya, which launched rug lines by Florence de Dampierre, Kate Spain and Peter Som and a pil-

From Rizzy Home’s Floral Collection.

low line by the brand of late Australian designer Florence Broadhurst. Steven Loloi, principal of Loloi, said he observed cautious optimism from buyers. “It was a strong beginning of

the year and we’re still seeing recovery in the housing market,” he said. “That bodes well.” HTT Thomas Lester is assistant editor at HTT sister publication Furniture Today.

5/7/2013 3:04:00 PM

COUNTDOWN TO INTERTEXTILE SHANGHAI HOME TEXTILES /A SPECIAL ADVERTISING REPORT

Bigger and Better for 2014 The Countdown to Intertextile Shanghai Home Textiles continues as this week Wendy Wen, Senior General Manager of trade fairs for Messe Frankfurt (HK) Ltd., the show organizer, provides the details on this year’s fair, just 15 weeks away

Wendy Wen: “No matter what changes are happening in the economy a trade fair such as this one is still one of the best tools available for overseas buyers to develop long term relationships with potential business partners.”

1. Can you give us an overview of the 2013 show, with details on the number of exhibitors, countries represented, visitors expected and overall amount of space being used for the fair. The fair is held across nearly 1.5 million square feet at the Shanghai New International Expo Centre from August 27 through 29. There will be an expected 1,400 exhibitors from around 29 countries and regions, and 40,000 to 42,000 visitors from around the world. 2. We hear much about the Chinese economy slowing down its growth rate. How does that impact the fair and what do American readers need to know about recent developments to be better prepared to do business in China? China’s GDP growth rate is slowing gradually, but with 7.7% year-on-year growth -- totalling RMB 11.89 trillion ($1.93 trillion) according to the National Bureau of Statistics of China on General Economy -- for the first quarter of 2013, and a housing market that continues to remain strong -the value of the Chinese tertiary sector, including real estate, was RMB 5.69 trillion ($924 billion), an increase of 8.3% year-on-year -- there is optimism in the home textiles market. With inflation and labor costs rising in China, American buyers may find that low pricing is no longer the strongest selling point of “Made in China” home textiles. However, manufacturers in China are increasingly providing advanced product quality and designs and a comprehensive portfolio of value-added services at reasonable prices, meaning sourcing from China is still value for money. No

matter

what

changes

Intertextile Shanghai Home Textiles - Autumn Edition will be held August 27-29 at the Shanghai New International Expo Centre in Shanghai, China. For more information, please visit www.intertextilehome.com.

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are happening in the economy though, a trade fair such as this one is still one of the best tools available for overseas buyers to understand the services and products of potential business partners directly, and develop long term relationships with them.

design concepts in mind. Exhibitors will be able to take advantage of our tailored promotion programs and meet more professional buyers. Visitors will learn lifestyle trends and evolving design concepts in the ever-popular Intertextile International Lifestyle Trend Forum in this first-choice textile trade show in Asia.

More than 40,000 visitors are expected to attend this year’s Intertextile Shanghai Home Textiles fair in August. 3. The luxury market continues to prosper in China so does this represent the best opportunity for Western companies trying to export into the Chinese domestic market? Certain sectors in China may have felt the recent domestic slowdown, but the home textiles market is still benefitting from the boom in the housing sector. The middle class has a lot more money to spend on things such as home textiles than previously. Per capita disposable income of urban households had nominal growth of 9.3%, or real growth of 6.7%, after deducting for price factors, in the first quarter of 2013. Chinese consumers in the luxury goods market are interested in brands that have strong product recognition, as they believe them to be more professional and trustworthy in terms of product design and quality. They are also strongly attracted to the lifestyle design concept; that is, instead of buying individual products, consumers in China are looking to create a European, Mediterranean or other Western lifestyle with the help of a series of home textile products. This is also the reason why the Autumn Edition is organized this year with both home and lifestyle

4. How are you feeling overall about the global economy for the second half of 2013 and the first half of 2014? Based on feedback from exhibitors at our recent textile shows, there is still a feeling of optimism in the sector, due mostly to the growth and changing consumer preferences in the domestic market. Many domestic exhibitors haven’t suffered from the slowdown in the West as sales in the domestic market have offset any drop in exports. This domestic demand also presents opportunities for overseas exhibitors, with many noticing an increased interest in branded products from Western countries such as the US. Many exhibitors have told us that Chinese buyers are looking for more high-quality products now, rather than low-cost items, and more and more are attending fairs to place orders for products rather than just looking at the latest items. This is the second in a series of special promotional previews for Intertextile Shanghai Home Textiles, the leading home textiles trade exhibition in Asia. The next Countdown to Intertextile Shanghai will appear in the May 28 issue of Home Textiles Today.

5/7/13 1:55 PM

Home Textiles Today

May 13, 2013

News

Ready, Steady, Go at HD Expo HD EXPO FROM PAGE 1

Long said growth is coming mainly from refurbishing, but added, “You are seeing some construction in major metropolitan areas such as New York and Atlanta, but not on the interstates.” At the show JS Fiber will be featuring the Fossfill pillow constructed with polyolefin film to

less labor/resources to maintain and have a longer lifespan. Moving from the fair to the sunny side of the street, Michelle Harrison, chief management officer of Royal River Trading, representing Cuddledown said, “Our business is strong and we continue to expand our core offering. The open to buy should be strong. Travel is picking up and

JS Fiber will be featuring the Fossfill pillow.

inhibit the growth of bacteria, treated with ultra-fresh to prevent odors and covered with a germ resistant fabric. He also told HTT that some franchise hoteliers are changing flags because of too many restrictions that add to expenses. Agreeing with that sentiment is Angela Vengal, vp of operations for Jaden Fabrics, who believes the brands are overloading the franchises with mandates, impacting the U.S. hospitality business in general. “Domestically, pricing is everything.” She continued, “The money is still being held tight by the banks.” On open to buy Vengal said, “All are buying … but again, it’s all about pricing, availability and deliveries.” As far as opportunities are concerned, she sees them overseas, specifically in Asia and certain South American countries. She also stressed the importance of petroleum prices in hospitality textiles manufacturing due to the space’s reliance on polyester Jaden will be introducing stain resistant products that require

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clients continue to upgrade their guest rooms. We expect doubledigit growth this year.” Traditionally, Cuddledown has been successful at the high end of the market but is now targeting the middle tier as an area for growth. She also sees the ecofriendly market slowing down, and feather and down prices putting pressure on the company’s bottom line. At HD Expo Cuddledown will display some new colors in comforters and introduce new 350 thread count cotton percale sheeting. Also optimistic about the current environment is Roger Green, ceo of New Zealandbased Maxwell Rodgers Fabrics. “The hospitality business is certainly better than it was over the past two years and showing signs of being fairly robust,” he said. Maxwell Rodgers has exhibited at the show for more than 10 years, and markets its wool and angora throws to four and five star properties, both boutique and hotel chains.

Sandra DiVito, vp, hospitality and healthcare for Protect-ABed, believes things are looking up as well. “We see the hospitality business doing much better in 2013 and improving steadily, driven in big part by renovations. While mattress encasement products are fairly new to the hospitality industry, they have gained acceptance.” DiVito believes there is a lot of pent up demand and sees opportunities for the company at every level of the market from luxury to budget. Protect-A-Bed will be featuring the company’s full line of mattress, box spring and pillow protection products, introducing three new products: SnoreBeGone; Blackout, a bed bug early detection device; and Thermal Strike, which is bed bug proof luggage. Stefanie Wotton, director of marketing and product administration, Covington Contract also sees sunny skies. “We’re doing really well this year as we successfully rebuild and expand the Covington Contract brand” She expects good open-to-buy opportunities at the show due to an increase in renovations, but added, “Of course, we don’t know exactly what their budgets are.” The company will be introducing new bedding collections at the show.” Also somewhat cautious on open-to-buy is Eric Alms, president, Parker&Morgan, which offers sleep products for three, four and five star hotels. “Each property is different and their needs change based on the lifecycle of that hotel and the management.” On construction, Alms told HTT, “We have found that becoming a part of the design process is critical for achieving the best end result. We have seen a solid demand from new properties and there is no shortage of opportunity in the area.” The company will introduce a line of “sleep closet” hotel products, allowing hotels to expand their retail opportunities.

> hometextilestoday.com

Las Vegas Market Shifts Winter 2014 Dates L AS VEGAS —The Las Vegas Market is changing its winter 2014 market dates to Jan. 26-30, a Sunday to Thursday schedule. The new market dates are a departure from its traditional start on Monday and were adjusted based on feedback from gift and home décor buyers and exhibitors to help better accommodate the expanding categories at the market, according to the International Market Centers (IMC). The adjusted dates now comprise a weekend day while ending on a Thursday to accommodate Friday return travel, said Robert Maricich, president and ceo of IMC. Officials said the market will continue to overlap with Surfaces, the floor covering show taking place Jan. 27-30 at the Mandalay Bay Convention Center in Las Vegas. A spokesman said that while dates haven’t been set for markets beyond winter 2014, IMC plans to have future markets run on the Sunday-through-Thursday schedule as well. HTT

HTT

5/8/2013 5:29:08 PM

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5/3/2013 11:00:48 AM

Home Textiles Today

May 13, 2013

News

Down Décor Debuts DownTek C I N C I N N AT I — Private label

d ow n b e d di n g m a nu f a c turer Down Décor has extedned its hydrophobic and quick-drying down technology called DownTek into bedding. Down Décor originally introduced DownTek to the outdoor industry last year for apparel and sleep system categories now used by more than 20 international brands. Downtek bedding products are already available at Garnet Hill.

Ellie Bliss, Garnet Hill’s home division buyer, said the retailer has worked with Down Décor for more than a decade.”Their workmanship and integrity are top notch. When they come to me with a new idea, it ends up that when we go through testing, it outperforms any of our expectations,” she said. Testing administered by the International Down & Feather Testing Lab for independent analysis found Down Décor’s

DownTek water repellent down reduces the amount of water absorbed by 300% and allows for comforters to dry up to 67% faster than regular down comforters, according to the supplier. “ D o w n Te k ’s t r e a t m e n t reduces overall energy consumption, protects the quality of the down, is long-lasting, verifiably safe, adds no additional weight to the down and is remarkably effective,” the company said in a release. HTT

NRF Foundation Launches New Research Website WASHINGTON — National Retail Federation’s careers and education division, NRF Foundation, launched its new Retail Insight Center website, a resource for researching industry, government, economic and consumer trends within the retail industry. Funded by a contribution from U.S. audit, tax and advisory firm KPMG, the site offers analysis and highlights of NRF’s consumer spending surveys along with key government indicators that relate to the economy, retail and employment, and other unique datasets regarding retail companies, purchasing influencers and economic trends. As part of the effort, the NRF Foundation will release quarterly reports on industry issues and trends. The Insight Center allows

nizer Messe Frankfurt’s portfolio of global events next year will include Heimtextil India, which will take place June 19-21 in Hall 11 of Pragati Maidan, New Delhi and targets the country’s growing contract and retail trade. “The Indian textile market has always been an international pioneer and is currently the second biggest in the world,” said Olaf Schmidt, Messe Frankfurt’s

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Standard Linens Intros Bedding Basics TORONTO — Standard Linens five levels of pillows includhas created a line of protectors, ing DownTex, an alternative duvets and pillows for the retail down pillow, and SoundSleep latex and memory foam pillows. market. The company has been a long- Three styles of duvets include time producer of custom top-of- Cool, Warm and Cozy. “We’ve been openbed POP display items eared listening to both for bedding manufacturconsumers and retailers and retailers in both ers,” said Dan Wingold, Canada and the USA. vp sales and marketing. “We’ve been making “Our goal is to provide top-of-bed display items, retailers with their core as well as private label bedding basics, of the promotional bedding for years, so expanding DAN WINGOLD highest quality, from one with these new lines was Standard Linens source, at price points that deliver the highest a natural progression for dealer margins.” us,” said Oliver AltiparThe majority of products are makyan, president and ceo. The lines include Standard manufactured in the company’s Linens’ cornerstone Excel- Toronto head office facility, with lence Terry Cotton and Serene a small portion imported from Quilted mattress and pillow pro- overseas. All products are availtectors, featuring KnightGuard able for immediate shipping in and Feel Thru Technology. both Canada and the United The company has also created States. HTT

American Down and Feather Council Releases Consumer Video users to customize and sort charts and graphs, pulling data from multiple sources, including the U.S. Census Department, the U.S. Bureau of Labor Statistics, the U.S. Department of Commerce, NRF’s research, and con-

sumer research firm BigInsight. The center also offers consumer demographical information such as age, gender, and region, which can be used to build and download reports for specific research projects. HTT

Heimtextil India Planned for 2014 N E W D E L H I — Show orga-

> hometextilestoday.com

vp of textiles & textile technology. India’s textiles market is projected to grow at a compound annual growth rate of 9.5% roughly $223 billion US by 2021, up from approximately $89 billion US in 2011, according to Messe Frankfurt. The show will be separated into the nine categories: bedroom, bath linens, table linens, kitchen textiles, window, furni-

ture fabric, floor coverings, walls and design & technology. “The burgeoning demand for home textiles in India has reinforced the need to have a professional show dedicated to this segment,” said Raj Manek, managing director of Messe Frankfurt Trade Fairs India Pvt Ltd. For more information, call +91 22 6144 59, email info@ india.messefrankfurt.com or visit www.heimtextil-india.in. HTT

N E W Y O R K — The Ameri-

can Down and Feather Council (ADFC) recently unveiled “Pillow Talk! With Barry Bedspringer,” a video promoting the benefits of down and feather bedding, as part of its ongoing consumer outreach program. The brief video is set on a mock daytime talk show called “Pillow Talk” where Puffy Pillow, who is made of natural fill down and feather, is questioning if her boyfriend, Dusty Bedpillow, is as natural as he claims. The show’s host is a wise-cracking pillow puppet, Barry Bedspringer, and the audience is packed with a crowd of vocal pillows. “With a goal of educating consumers on the many benefits of down and feather, we embraced the concept of ‘Pillow

Talk! With Barry Bedspringer’ as a creative and visual way to promote our message. It will be added to our arsenal of consumer tools on the ADFC website, www.downandfeather.org,” said Stephen Palmer, president of the ADFC. ADFC is comprised of manufacturers, buyers, sellers, and processors of natural fill bedding products. The new video highlights the council’s Labeling Compliance Program, which certifies that down and feather products meet specific standards for content, cleanliness and compliance. The video and its outtakes can be found at on the American Down and Feather Council’s website: www.downandfeather.org and on YouTube. HTT

5/8/2013 3:57:29 PM

BEDDI N

UTIL

Sponsored by

A D

B TA

E AS

3 1 2 0 Sales and distribution along with a review of product assortments and pricing at five key retailers

From the editors of

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5/8/2013 11:30:18 AM

Home Textiles Today

May 13, 2013

News

Utility Bedding Up as Changes Approach BY JILL ROWEN

UTILITY BEDDING

of the Home Textiles Universe

$26.10B $25.72B 2012 Home Textiles 2011 Home Textiles Universe Universe

1.5%

UTILITY BEDDING Merchandise Mix, 2012 Throws

19%

Mattress pads

17% Blankets

24% Sleep pillows

36%

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Mattress/ pillows encasements

NEW YORK — Who would have thought that a report on utility bedding would include this much change, intrigue and surprise? Overshadowing the straightforward data on the category, two pieces of news will make for some interesting changes in the year to come: the JCP ouster of Ron Johnson (and return of coupons) and the merger of Hollander Home Fashions and Louisville Bedding, creating a true powerhouse in the utility category. Most suppliers appreciated JCP’s recent mea culpa ads — “Americans are forgivers — once,” said Dan Schecter, svp, consumer products, Carpenter Co. Suppliers are also taking a wait-and-see attitude about the impact of the Hollander/Louisville merger just as the utility category overall showed a small uptick. “Last year was really hot,” said Joe Blazar, director, marketing and product development, consumer products, Future Foam. “Consumers regained confidence and there was pent up demand.” He credits a recovering housing and building market for better sales, but said retail sales overall are sluggish. James Bell, ceo, Protect-ABed, agreed. He noted that the company’s products were doing well as value-added accessories at furniture and mattress retailers, but traditional retailers, though up, didn’t have the same gain. The company is continuing to work on providing high-end protection products that can give consumers a true value-add accessory and increase ticket value

for retailers. “So far, this year has been an exciting year as the economy begins to show signs of improvement,” said Fritz Kruger, svp, marketing, Pacific Coast Feather Co. “The balance of the year ahead is going to be active and exciting with lots of new products hitting the market.” This is the second of HTT’s bedding reports this year and in many ways mirrors the Top of Bed category that preceded it (sheets will follow next month). A better housing picture and more stable materials prices helped boost the category. As is true of most home items, the ecommerce sector had

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the biggest surge for utility bedding over the last year. In yet another change, HTT has added protective bedding to its category breakdown. Encompassing close to $100 million, the protective category is a force to be reckoned with as consumers look for more ways to prevent bedbugs, relieve allergies, and protect the investments they make in beds and mattresses. Pillows still account for the largest portion of utility, but after a few slow years, mattress pads showed some gains as the U.S. housing market improved and

consumers were willing to spend money. They opted to spend on protecting the mattresses they have perhaps in lieu of buying new ones. Performance features continue to push sales for the entire category, giving consumers a myriad of choices. But have they also reset consumer expectations? “The foam business like most businesses is quickly approaching the commodity field of play,” said Schecter. “These purchases are blind and we see a downward spiral in quality. In order to help drive sales, all kinds of claims are surfacing in the market — everything from green tea to charcoalinfused material to cooling foam as a result of open cell construction (all poured foam is open cell) and many other dubious claims. True innovation with a high level of efficacy is what is going to continue to drive foam sales — something we pride ourselves in.” Going forward, Schecter sees opportunity for foam pillows and toppers to utilize the science of ergonomics in their design and function. “The advancements in fabric constructions and treatments is also an opportunity to enhance the functionality of the product,” he said. “Of course new foams that cushion and support in a particular area are also drivers in the not too distant future.” “Basic utility bedding today has morphed into a whole new arena of offerings addressing what we like to call ‘specialty sleep’ products,” said Lonnie Scheps, svp, Sinomax-USA. “Virtually every basic utility program in the United States has migrated to a degree or more into what was once thought

5/8/2013 10:46:39 AM

News UTILITY BEDDING Distribution channels Source for all tables and charts: Home Textiles Today market research

2012 total retail sales: $2,800 million up 0.6% from $2,784 million in 2011 2012

Discount department stores Home textiles specialty chains Mid-price chains Department stores Direct-to-consumer Warehouse clubs Single-unit home textiles specialty stores Off-price chains Variety/closeout Other Total

$1,662 $552 $221 $117 $63 $53 $42 $31 $34 $25 $2,800

2011

$1,650 $548 $224 $116 $62 $53 $41 $31 $33 $25 $2,784

% CHANGE

0.8% 0.7% -1.4% 0.6% 1.9% 0.1% 0.6% 1.5% 0.6% 0.6% 0.6%

Other includes home improvement centers, military exchanges and gift/home accent stores. 2011 figures have been revised to include mattress and pillow encasement products.

of as fringe items. Today these special and new iterations of memory and special chemistries of urethane foams now become basics on most key retailer shelves.” According to Scheps, during market Sinomax introduced a variety of new products with new shapes, contours and gel applications. “We introduced new hybrid fiber and memory toppers with unprecedented high featherbed-like profiles that were homeruns,” he said. “Therapeutics with ultra high end knit covers that emulate mattress ticking was also a splash.” Down Decor made inroads in providing a laundering solution for down comforters. The company originally introduced its DownTek Water Repellent Down to the apparel trade. Makers such as Garnett Hill and Eddie Bauer are now marketing the down, which promises comforters will dry up to 67% faster than regular down comforters. All these increased performance features across the category have allowed higher pric-

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es on the sales floor (or site). “Higher tickets are also a relatively new arena as the old OPP (Opening Price Point) is of less consequence to the utility lineup,” noted Scheps. “We are seeing an increasing rate of consumer orientation to better products,” said Kruger, “The continuing trend of a willingness to buy better goods is on a steady increase as baby boomers continue to age and focus on improvements for their health and comfort.” Among the new products from PCF that speak to that group includes its range of Excell pillows that feature different contouring chambers that shape to the head and neck in varying degrees. In pads, it introduced a Lumber Loft product that enhances back support. All these features and increased prices also come with challenges. “Consumers are looking for solutions, comfort and protection and they are willing to pay

Home Textiles Today

May 13, 2013

more for those things,” said Carmen Waite, svp, marketing and product development, Perfect Fit. “The biggest challenge is to differentiate our story so they know why they are paying more.” According to Waite, among the products that have consumers trading up are its Clean & Fresh line, one which boasts stain resistance properties. “As a company, we’re much more geared toward innovation,” she said. Though suppliers named various retail sectors as showing growth, the consensus (for all bedding, in fact) is that ecommerce is still growing at an unprecedented rate. The growth is from flash sites, brick & mortar sites and web-only retailers as well as supplier sites. According to Waite, Perfect Fit was an early adapter and one of the first to offer drop ship capabilities. Waite also noted that the array of specialty utility products is also adding to the trend of “personalization.” The breadth of product on the web

allows consumers to find exactly what they want to their exact specifications without the limits of a store display. “The dynamics of our business have changed significantly due to the internet. How we do our business, how ship the business and how we drive sales in the media is significantly different than brick and mortar,” said Schecter. “Here is the cool thing. The internet does a great job of taking the fear out of online purchase by virtue of their return opportunities. It is easy to buy off line and it is easy to return product that does not meet the need. As time goes on retail stores will be more like showrooms with the transaction happening online. These ‘showrooms’ are already opening in the major markets.” “We continue to grow the ecom side of the business. As a late-comer, we actually have an advantage here as we are seeing what worked well and what failed so we can present compelling and successful SKUs to all our e-com clients,” said Scheps. “Our new drop-ship distribution center is growing and its capacity makes us totally competitive on every level. Our memory foam mattress category here continues to thrive in this area.” “It’s all about ecommerce. It has been incredible and we positioned ourselves early to take advantage of it,” said Blazar. “Business has been very brisk on flash sites. It’s really simple retailing: have the right product at the right time at the right price.” “Hollander had great success with its social media/marketing presentation that covered all products,” said Beth Mack, president, sales and merchandising, Hollander Home Fashions. “Social media continues to help

drive sales … and ecom is growing at a rapid rate.” According to Mack, for market, Hollander incorporated new introductions on Dreamessence and Memorelle features into its Live Comfortably, Waverly, Laura Ashley and Ralph Lauren branded products with great response. “All of our introductions tied back into the leading trend of Localization/Produced in North America campaign,” she said. “This [Made in America] topic is of growing importance to our retailers and our consumers,” added Mack. “We are continuously developing items that can be brought back to North America. We have been successful in developing a down alternative, baffled box comforter that can be filled and finished in the USA.” More than any other bedding category, utility products are walking the talk of the “made in USA” spirit that is back in the headlines. Though fabrics and components may be imported, a significant number of filled products are finished in the United States. “We are a U.S. company and only import what we have to,” said Schecter. “We hope that weaving comes back to the U.S. as we would prefer to buy American-made components. Look at the law tags — it is all there for the consumer to see.” Costs have stabilized somewhat to the relief of suppliers. Cotton is not currently spiking as it had been. Down, however, is another story. Already priced high due to supply issues, headlines about a new bird flu problem in China is cause for concern. “Right now, down and feather is top of mind. With another break out of the bird flu, we are hearing SEE BEDDING PAGE S7

5/8/2013 12:35:52 PM

Home Textiles Today

May 13, 2013

News

China and U.S. Dominate Utility Bedding Market Basket UTILITY BEDDING Kohl’s Opening Price Point Price Manufacturer Standard Queen Pillow $11.99** Kohl’s Queen Mattress Pad 49.99 Kohl’s Comforter 139.99** Hollander Pillow Protector 5.99 Kohl’s Total Opening Price Point $207.96

Construction

Country of Origin

Polyester Polyester Cotton/Poly Polyester

China USA China China

Price

$99.99 149.99 139.99** 11.99 $401.96

Manufacturer

Sleep Innovations Hollander Hollander Kohl’s

Construction

Country of Origin

Cotton/Poly Cotton/Poly Cotton/Poly Polyester

China/USA China China China

**Only one price point SOURCE: HOME TEXTILES TODAY MARKET RESEARCH

UTILITY BEDDING Manufacturer

Top Price Point Standard Queen Pillow Queen Mattress Pad Comforter Pillow Protector Total Top Price Point

Manufacturer

Price

$84.99 87.99 199.99 9.99 $382.96

SOURCE: HOME TEXTILES TODAY MARKET RESEARCH

West Point Home Macy’s Downlite Macy’s

Downlite Downlite Phoenix Down Macy’s

SEE BASKET PAGE S6

UTILITY BEDDING

Macy’s Opening Price Point Price Standard Queen Pillow $7.99 Queen Mattress Pad 29.99 Comforter 59.99 Pillow Protector 4.99 Total Opening Price Point $102.96

Pottery Barn led the charge in homegrown products. And, although they didn’t make it into the retailer’s market basket, Macy’s did feature U.S.A.-made options in-store. Given the huge growth of ecommerce, HTT wanted to include a web ite in its market basket. Although a site like Amazon may represent bigger volume, it also feeds independent sites through its search engine, making it difficult to always know where the product is coming from. In addition, despite the fact that flash sales sites such as gilt. com are popular, you won’t necessarily find a particular product on the specific day you are looking for it. HTT chose Potterybarn.com, which

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*Buy one Get one half off **One one price point

Top Price Point Standard Queen Pillow Queen Mattress Pad Comforter Pillow Protector Total Top Price Point

NEW YORK — The utility bedding sector remains one section of the home textiles industry that still does a great deal of production domestically. For this Utility Bedding Market Basket report, most of the stores (and one website) that HTT visited featured some items with American provenance. But does it make a case for consumers to buy? In-store products have the info on tags often hidden in the packaging. Simply by having the space online to make a statement, the Made in America claim was among the top features outlined on each specific product page on the web. It will be interesting to see if consumers will put their feelings about the issue where their wallets are.

Construction

Country of Origin

Polyester Polyester Polyester Polyester

China China China China

Construction

Country of Origin

Cotton/Down Cotton/Poly Cotton/Down Cotton

China China China China

Bed Bath & Beyond Opening Price Point Price Standard Queen Pillow $9.99 Queen Mattress Pad 19.99 Comforter 149.99 Pillow Protector 6.99 Total Opening Price Point $186.96

Manufacturer

Top Price Point Standard Queen Pillow Queen Mattress Pad Comforter Pillow Protector Total Top Price Point

Manufacturer

Price

$119.99 119.99 349.99 19.99 $609.96

BBB BBB Springs BBB

Construction

Country of Origin

Polyester Cotton/Poly Cotton/Poly Cotton

Construction

China China China China

Country of Origin

BBB Silk/Cotton/Down BBB Cotton/Poly BBB Cotton/Down Clean Brands Poly/nylon

USA China USA China

SOURCE: HOME TEXTILES TODAY MARKET RESEARCH

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Home Textiles Today

May 13, 2013

News

UTILITY BEDDING

Wal-Mart

Target

Opening Price Point Price Standard Queen Pillow $2.50 Queen Mattress Pad 11.96 Comforter n/a Pillow Protector 3.97 Total Opening Price Point $18.43 Top Price Point Standard Queen Pillow Queen Mattress Pad Comforter Pillow Protector Total Top Price Point

Price

$16.96 44.88 n/a 10.74 $72.58

Manufacturer

Construction

Wal-Mart Wal-Mart n/a Wal-Mart

Polyester Poly

Country of Origin

India/USA China

Cotton/Poly

China

Manufacturer

Construction

Country of Origin

Louisville Cotton/Poly Louisville Polyester n/a American Textiles Polyester

China/USA USA China

Opening Price Point Price Standard Queen Pillow $4.04 Queen Mattress Pad 20.89 Comforter 22.49 Pillow Protector 4.84* Total Opening Price Point $52.26 Top Price Point Standard Queen Pillow Queen Mattress Pad Comforter Pillow Protector Total Top Price Point

Price

$24.99 78.29 69.99 8.99 $182.26

Manufacturer

Construction

Target Target Target Target

Polyester Cotton/Poly Polyester Cotton

Country of Origin

Manufacturer

Construction

Target Target Target Target

Cotton/Down Cotton/Poly Cotton/Poly Polypropylene

China China China China

Country of Origin

China China China Korea

*Two-Pack SOURCE: HOME TEXTILES TODAY MARKET RESEARCH

SOURCE: HOME TEXTILES TODAY MARKET RESEARCH

BASKET FROM PAGE S4

UTILITY BEDDING Potterybarn.com Opening Price Point Standard Queen Pillow Queen Mattress Pad Comforter

Price

Manufacturer

Construction

$18.00

Pottery Barn

79.00* 169.00

Pottery Barn Pottery Barn

Cotton/ USA Feather Blend Cotton/Poly Imported Cotton/Poly U.S. of Imported Material Cotton Imported

Pillow Protector 15.00** Polyester Total Opening Price Point $281.00

Country of Origin

*Online Only Option **Only One Price Point

Top Price Point Standard Queen Pillow Queen Mattress Pad Comforter Pillow Protector Total Top Price Point

Price

Manufacturer

Construction

$129.00*

Pottery Barn

89.00

Pottery Barn

399.00*

Pottery Barn

Cotton/Down U.S. of Imported Material Cotton/Poly U.S. of Imported Material Cotton/Down U.S. of Imported Material Cottoh Imported

15.00** Pottery Barn $632.00

Country of Origin

*Online Only Option **Only One Price Point Note: According to potterybarn.com shipping costs for total overall market basket above would be 10 percent of total, adding approximately $91 to the amount. SOURCE: HOME TEXTILES TODAY MARKET RESEARCH

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features products from its stores online as well as web-only opportunities for shoppers. As expected, Wal-Mart came in with lowest prices in this research. Its opening price point pillow was $2.50. Its highest priced product was a queen mattress pad at $44.88. Wal-Mart was the only retailer in the six surveyed by HTT that didn’t include a white-goods comforter among its offerings. Potterybarn.com had the highest prices overall, and the highest priced single item: a down comforter for $399. One caveat for the site (and most sites), they do have shipping charges. On the day HTT visited the site, there was a promotion for free shipping on particular decorative pillows. Down-filled products consistently came in as the most expensive options in pillows and comforters. However, Kohl’s and Wal-Mart didn’t register a down product in their baskets. Target wins as the

best bargain for a down product. It featured a down-filled pillow for $24.99. Cotton/polyester blends were the most prevalent constructions and if it isn’t American made or filled, it’s from China. As protective bedding was added to the HTT’s utility bedding universe, a pillow protector was included in this market basket. The prices at all the retailers were close. Potterybarn.com and Bed, Bath & Beyond (BBB) offered the highest prices in this category. Overall, however, BBB had the largest selection of options, with pillow protectors designed for allergies, skin sensitivity, bedbugs and more in a variety of constructions. This was very different from all the other retailers, who had only three or four protector items. Stores visited are all located in New York’s Long Island suburbs, specifically Copaigue (Target), Farmingdale (WalMart), Massapequa (Kohl’s and Macy’s) and West Babylon (Bed, Bath & Beyond).

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ASE

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News BEDDING FROM PAGE S3

of major supply issues that are on the horizon,” noted Mack “The most notable short-term issue is the dramatic and quick escalation of down pricing,” agreed Kruger. “The challenge is the fluidity of the very dynamic situation.” The other dynamic situation is how JCP will revamp itself under the return of former ceo Mike Ullman. Kruger at PCF, which was impacted by the retailers resets over the last year noted: “We believe in advertising support for the utility bedding product categories. Utility bedding presents a very powerful story that will help drive traffic to stores. It’s a positive for [JCP] stores and our product categories. The advertising will help push our product categories by keeping them top of mind with consumers.” “I found JCP’s ‘I am sorry’ ads quite compelling and their rethinking in new directions quite refreshing,” said Scheps. “JCP will not go away — they are relevant, ubiquitous, and well positioned to assume a leadership role again. They have to re-connect to the middle class American shopper and this is certainly a beginning step. Their strength in utility bedding is solid but weakened lately. Hopefully this will reignite the flame they once had.” Whatever the issues, the category has plenty of room for continued growth. “Basics will continue to grow so long as the retailers look to the innovation we manufacturers are showing them in this classification — especially the specialty end of it,” noted Scheps. “More compelling products are introduced as extensions than ever before and this will grow the category and make it a true value proposition.” HTT

May 13, 2013

Home Textiles Today

GLOSSARY OF TERMS Anti-microbial fiber and foam Treatment that inhibits the growth of microbial contaminates. Baffle Box Construction In a baffle box construction, the down product has boxes sewn into it, but the boxes have vertical strips of fabric sewn to the top and bottom fabrics, creating baffled walls between each box. The baffles allow down to move into the boxes initially, but help prevent the down from shifting from the boxes later. Batting Cotton, wool, or synthetic fiber wadded into rolls or sheets, used for stuffing furniture and mattresses and comforters and for lining quilts. Crimp Shape The “waviness” of a single fiber measured in “waves” (crimps) per inch. Crimp directly impacts the softness/ firmness, loft, and support of the fiber. More crimps per inch makes the fiber feel firmer; fewer crimps per inch makes the fiber feel softer. Cut Length The actual length of single fiber when it fully extended. Cut length varies depending on the processing of the fiber. Down Consists of the soft undercoating of waterfowl. It is three-dimensional and is composed of individual fibers that are connected to one another at a central point Down is an efficient insulator. It provides lightweight warmth while wicking away moisture, resulting in a consistently comfortable sleep experience. Damask Woven ticking produced on a loom. The design is woven into the fabric rather than printed on the surface. Denier The weight-per-unit length of a fiber measured in grams per 9000 meters. Lower numbers represent finer or smaller sizes; higher numbers represent coarser sizes. Common denier range for pillows is 6 to 10 denier. Density A measure of weight per cubic volume, usually expressed in pounds per cubic foot. Often referred to when discussing foam.

Down Alternative Down alternative is synthetic or natural fi lling material used in comforters and duvets, with insulating and warming properties similar to down. Feathers Two dimensional in shape, feathers from ducks and geese provide lightweight support and are uniquely resilient. Feathers conform to an individual’s sleeping needs. Fill Power Refers to the amount of volume — or space — of one ounce of down, which is measured under laboratory conditions. The more volume taken up by one ounce of down, the higher the fill power will be, and the higher the fill power, the more insulation the product will provide per one ounce. As the fill power of down increases, it is possible (and often preferable) to use less weight in the product while achieving the same warmth provided by heavier, less comfortable, products. Hand Term used to describe the touch or feel of fabrics (e.g., soft, smooth, springy, etc.) or a finished mattress surface. Latex A flexible foam created from a water dispersion of rubber obtained from a rubber tree or a man-made product. Loft Refers to the fluffiness of the product. The three dimensional nature of the down itself is what gives it loft. When a down comforter or pillow becomes flattened with use, its loft can be easily restored with plumping or shaking. Memory Foam A polyurethane based foam with open cells, meaning that air can pass into and out of tiny holes in the material. Higher-density memory foam softens in reaction to body heat, allowing it to mold to a warm body in a few minutes. Lower-density memory foam is pressure-sensitive and moulds quickly to the shape of a body pressing against it, returning to its original shape once the pressure is removed.

Microfiber Extremely fine synthetic filament used to produce very lightweight, soft fabrics. Polyurethane foam Synthetic flexible polyurethane used for mattress cores and as a cushioning material. As a core, it is the main support system. Generic term covering both polyester and polyether foams. Sewn-Through Construction The top and bottom fabric of the product are stitched together, helping to prevent the down from shifting. A product with sewn-through construction may have boxes, channels or other patterns. While all sewn-though constructions help prevent the down from shifting, a multiplebox construction generally will prevent more shifting than an end-to-end channel construction. Thread Count Total number of threads running in both directions per square inch in a woven fabric. Ticking A strong durable material typically striped, used to cover mattresses and pillows. Visco-Elastic Foam Also known as memory foam. Slow recovery urethane foams that are temperature sensitive. They conform to the body and distribute pressure according to body heat and dynamics. Bottom line: “It’s easy to forget, but we spend nearly one-third of our lives in bed and we should make our environment and sleep experience as comfortable and as tailored to individual needs as possible,” said Talbert. Adds Scheps: “Understand that your consumer is seeking a product that will perform as advertised – not just a sale item.” Finally, Schecter emphasizes, “The equipment you use to sleep— from your mattress to your bed pillow to your comforter — is vital in achieving a restorative night’s sleep. Sleeping is not a waste of time, but a pillar and necessary discipline for good health.”

Featuring the beneﬁts of

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May 13, 2013

Home Textiles Today

Target Makes a Stop at Grand Central

NEW YORK — Even for the king of pop-up shops, this one was a doozy.

For two days last week, Target promoted its Threshold home furnishings brand by installing a 1,600-square-foot house inside Grand Central Terminal here decorated with furniture, lighting, textiles, décor pieces and other items in the collection. The Threshold Dollhouse featured more than 3,500 skus and was built in 54 hours. A couple of dozen products were available for immediate purchase by scanning a QR code on a smartphone. Target also posted a video on YouTube about the project under the title “Watch the Threshold Dollhouse Come to Life.” Target began rolling out the Threshold private label home brand last fall and completed the process in early spring 2013. HTT

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Home Textiles Today

May 13, 2013

News

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Surtex Hits the Trends N E W YO R K — Surtex returns

this month with a larger roster of exhibitors and a sharper focus on designs targeting home textiles. The show, which takes place May 19-21 at the Javits Center here, will be nearly 10% larger than the 2012 event, including some 90 textiles design studios that will be grouped in the Ate-

lier section. In addition, there will be a large assortment of licenses available through agents and artist collaborations. Pre-registration for attendees is also running higher than at this time last year, according to said Penny Sikilas, show manager and vp of show organizer GLM. “Surtex started with its roots in textiles,” she said.

The recession forced many manufacturers to cut back their expenditures to survive. Although the pace of the recovery has been slow, there is a resurgence in demand from retailers and consumers for fresh design, she said. “I think budgets are opening up,” she added. The three-day conference

schedule has also been tailored to address specific constituencies at the show. The May 19 sessions are for newcomers to the business and cover the basics of monetizing art and design. The May 20 track includes programs specific to three product areas: textiles and home fashions (with a panel moderated by HTT editor Jennifer Marks); tabletop, gift and home décor; and paper and stationery. Two final presentations on May 21 address broader business trends, with perspective coming from Michael Tesler, founder of Retail Concepts, and Keith Recker, color strategist for the Pantone Color Institute. The show’s Trend Theater will include six trend forecast companies providing 30-minute presentations and is complimentary to all attendees. In addition, there will be a

booth presentation of the work by four surface design college students who were been named winners of the designext international student competition organized by Surtex. The grand prize winner will be announced May 20. For this year’s contest, students were challenge to create six home furnishings designs for a health/wellness environment. “It is just so great to see them take everything in and grow,” said Sikalis. Design offerings in the show this year range from updated traditional to very avant garde, she said. Show organizers are also seeing a strong return to handpainted designs this year. “I think anybody in a creative position in textiles needs to be at Surtex,” she added. “They’d be working in a vacuum otherwise.” HTT

Stacey Yacula will make her Surtex debut via MHS Licensing. She specializes in designs that reflect the innocence of youth.

Sara Berrenson works primarily in gouache and watercolor, then adds both hand and computer illustration.

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LuAnn Roberto melds graphic design with monoprinting in 10 new collections, including a series on vegetables.

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May 13, 2013

Home Textiles Today

Debra Valencia will debut new Everyday contemporary floral, paisley, brocade and geometric design collections

Kate McRostie’s “Gingerbread Holiday” is one of many hand-painted artwork collections she will debut at the show.

Sara Swan’s Ginger 17 brand features quirky human characters, animals, and elements from nature.

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Home Textiles Today

May 13, 2013

> hometextilestoday.com

PEOPLETodaY Aico/Amini Shifts Management Responsibilities

Fabrictech International Names Robb vp, gm FAIRFIED, N.J. — Sleep accessories supplier Fabrictech International

P ICO R IVERA , C ALIF. — Multi-

category home furnishings importer Aico/Amini has made two executive changes in its supply chain operation. Bill Dominguez , currently vp of supply chain, will become vp of product development. He will oversee the development of samples, costing, and the assurance that production pieces are executed correctly.“Bill’s knowledge of our factories, their pro-

BILL DOMINGUEZ JEFF SANTANELLO Aico/Amini

Aico/Amini

duction capabilities, and manufacturing strengths will be of great assistance to our sales man-

agement and sales forecasting,” said ceo Michael Amini. Jeff Santanello, currently vp of dealer logistics and communication, will become vp of international purchasing. “Jeff will bring his positive and helpful attitude to a department that has grown with the demands of our customers, product selection and increased supplier base,” said Aico president Martin Ploy. HTT

Bari Taps Harris to Head Retail Sales NEW YORK — Bari Textile Mills has appointed industry veteran Dan Harris as its new vpsales, retail. Harris, who assumed his new post on April 1, was most recently with Design Weave USA, where he served as vp,

DAN HARRIS Bari Textiles

marketing and product development. Earlier in his career, he worked with several other comp a ni e s , i n c l u di n g Revere Mills. He will be based in New York City and will work with retailers in the U.S. and Canadian

markets. Bari, a vertical manufacturer of bath and kitchen textiles and knit sheets, is headquartered in Karachi, Pakistan. “Dan’s abilities and experience are broad-based and wellrespected in the industry, and will help Bari Textile Mills continue the company’s growth,” said Ather Bari, ceo. HTT

Valdese Weavers Promotes Three VALDESE, N.C. — Valdese Weavers has promoted Bob Walters, Leslie Brown, and Jason Earles to positions of greater responsibility. Walters is now senior vp of customer relations. He was previously vp. Prior to joining the company in 2008, he had a 25 year career in the residential furniture industry, rising to the position of president with Thomasville Upholstery. In his new position, he will be responsible for all customer service functions to both the residential and contract markets, and work directly with customers to develop and manage individualized fulfillment models. Brown was named director of sales and marketing for Valdese’s

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residential brands. She brings over 20 years of experience in the res-

LESLIE BROWN

BOB WALTERS

Valdese Weavers

idential market. She was most recently a sales representative for the company’s Circa 1801 brand. In her new position she will be responsible for guiding sales and marketing to the more decorative segments of residential account base, and will act as a liai-

son between the Valdese Weavers sales and design teams.” Earles’ new title is director of sales and marketing for Valdese Weavers with emphasis on commercial residential JASON EARLES markets. He has Valdese Weavers served in various sales functions since joining the company in 2007, most recently as national accounts manager. He is to extend the company’s reach into the commercial furniture manufacturers, from product and design all the way through to retail. HTT

has named veteran consumer goods manager James Robb vp and general manager. Robb has held management positions with retailers such as Jordan Marsh Department Stores and Lechmere. He also worked with Dick’s Sporting Goods, creating and then managing what became the official Ladies Professional Golf Association catalog. Fabrictech officials said Robb will focus on key JAMES ROBB infrastructure needs and upgrading systems to betFabrictech ter serve the company’s growing customer base. He will report to Jeff Bergman, president and chief operating officer, and Arnold Hershbain, chairman and ceo. “James brings years of best practices in operational management and entrepreneurial experience that will positively affect the entire organization,” said Bergman. “He is here to ensure that Fabrictech’s operational expertise keeps pace with our explosive growth, and that we continue to provide our customers with the kind of service they expect from an industry leader.” HTT

Big Lots Names ceo C OLUMBUS , O HIO — Retail vet-

eran David Campisi will succeed Steve Fishman as ceo of Big Lots, effective May 6. Campisi was most recently chairman and ceo of Respect Your Universe (RYU), a publicly-traded company focused on performance apparel and equipment. Prior to that, he was with The Sports Authority for nearly seven years, eventually becoming chairman and ceo. Earlier,

he held executive level merchandising roles at Kohl’s, Fred Meyer Inc., and Meijer and Frank Company. Said Campisi, “Big Lots has a unique niche as the largest broadline closeout retailer in North America, and after spending time with the board of directors, I am excited about the opportunities to build upon what Steve and the team has created.” HTT

Jo-Ann Taps JCP Sourcing Exec HUDSON, OHIO — Jo-Ann Fabric and Craft Stores has hired Kris Arabia as vp of product development. Most recently, Arabia was divisional vp of sourcing for home at JCPenney. Prior to that, she held sourcing positions with Walt Disney, Pottery Barn, Bath & Body Works and Mikasa. At Jo-Ann, Arabia will over-

see the fabric and craft retailer’s design and trend, global sourcing and production, and quality control and compliance departments. She will be responsible for managing overseas agency relationships. She reports to Riddianne Kline, senior vp, chief marketing and merchandising officer. HTT

5/7/2013 4:05:24 PM

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Home Textiles Today

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May 13, 2013

BUSINESS TodaY Home a Driver for HSNi, HSN and Cornerstone in Q1 ST. PETERSBURG , FLA. — Home goods proved an import ant component of sales in the first quarter for HSN Inc., and within its two divisions, HSN and Cornerstone — especially for the latter, which experienced double-digit growth. Total company sales for the quarter, which ended March 31, grew 5% over the prior year to $772.7 million. HSN’s sales increased 2% to $550.1 million. That included 4% growth in digital sales, with penetration increasing 80 basis points to 35.7%. Sales for Cornerstone jumped 14% to $222.5 million, including 19% growth in digital sales, with penetration increasing 300 basis points to 66.8%.

“Every Cornerstone brand had a noticeable increase in digital penetration, and the home segment drove Cornerstone’s overall performance, led by Ballard Designs, Grandin Road, and Frontgate. The addition of Chasing Fireflies to the portfolio also contributed to the sales increase,” HSNi evp and cfo Judy Schmeling told analysts during the company’s conference call earlier this month. HSN also experienced “considerable growth” during the quarter in its apparel and accessories, beauty, and home design categories. But increases were offset by lower sales in jewelry and electronics. HSN’s average price point decreased 9%, but the units shipped in-

creased 12% and the return rate increased 70 basis points to 20.0% primarily due to changes in product mix. Other results in the quarter included: • HSNi operating income up 2% to $52.5 million, and diluted earnings per share from continuing operations up 24% to 56 cents compared to45 cents in the prior year. • HSN operating income increase of 2% to $48.6 million compared to $47.5 million in the prior year. • Cornerstone operating income, which was positively impacted by a decrease in stockbased compensation expense, increased by 2% to $3.9 million. HTT

Same-store sales

April Comps Dampened By Early Easter N EW YORK — Comps were

Johnson Redbook Index

up 2.3% in the fourth and Fourth week of April, year-over-year % change final week of April, said WEEK ENDED 4/13 4/20 4/27 5/4 MONTH TARGET The Johnson Redbook ReDepartment stores* 0.7 0.2 1.9 1.4 1.1 1.4 tail Sales Index. Discounters 2.7 2.7 3.3 2.7 2.9 3.3 April was up 2.2%, comRedbook Index 2.0 1.8 2.8 2.3 2.2 2.6 pared to April of last year, * Including chain stores and traditional department stores relative to a target of a 2.6% Source: Johnson Redbook Index gain. Month-over-month during the period, some businesses reported showed a 2.5% drop, relaa pick-up in sales over the May 4 weekend on tive to a target of a 2.1% drop. Negatively impacted by the Easter holiday fall- items such as seasonal apparel, jewelry and acing into March this year, April’s results fell short cessories. With that in mind, Levis said Johnson Redof target, noted Redbook analyst Catlin Levis. May spans four weeks ending on June 1st, book’s initial target for May is for a year-overand the month contains two major shopping year same store sales gain of 2.7%, which generates a month-over-month comparison of a 0.7% events: Mother’s Day and Memorial Day. With Mother’s Day(May 12) approaching gain. HTT

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WestPoint EBIDTA Improved in Q1 N EW YORK — Although sales dropped during the first quarter, WestPoint Home’s EBITDA (earnings before interest, tax, depreciation, tax and amortization) improved by $4 million thanks to improved margins and lower overhead, according to parent company Icahn Enterprises. “We’re hopeful that we’ll be [generating] positive EBIDTA this year,” Icahn president Dan Ninivaggi told investors during the company’s earnings call in early May. For the quarter ended March 31, EBITDA narrowed to a $1

loss from a $5 million loss in last year’s Q1. Sales for the period tumbled 17.9% to $46 million. Icahn attributed the sales slump to the exit from unprofitable programs. WestPoint ended the quarter with $12 million of unrestricted cash after paying a $45 million dividend to an IEP subsidiary during the quarter, compared to $67 million at the end of 2012, according to the company. Ninivaggi described the $12 million as “more than sufficient” to carry the business going forward. HTT

Burlington Coat Factory Making Progress B URLINGTON , N.J. — Burlington Coat Factory reported its consecutive year of growth for EBITDA (earnings before interest, tax, depreciation and amortization. For the fiscal year ended Feb. 2, adjusted EBITDA rose 0.6% to $352.1 million. Sales for the 53-week fiscal year climbed 7.2% to $4.1 billion. Comps, on a 52-week comparative bases, increased 1.2%. Home was not among the categories executives identified as top performers during the fourth quarter, which was im-

pacted by Superstorm Sandy. The storm knocked 130 Burlington Coat Factory Stores off line for some period of time. During the year, the retailer opened 25 new stores and closed two. Total store count at yearend was 500 units — which includes Burlington’s online operation. The company remains on course to open 20 to 25 stores each year. New stores are now titled “Burlington,” but the company does not plan to change the signage on stores that carry the coat factory name. HTT

Hometextilestoday.com

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GISTICS:

In Search Of A Seamless Supply Chain Join us for this special one-day conference ďŹ lled with expert speakers, panels and workshops devoted exclusively to retailers and manufacturers in the gifts and home furnishings industries. TUESDAY, JUNE 11, 2013 6:00pm-7:30pm Networking Cocktail Reception AmericasMart, Bldg 2 West, 4th Floor Foyer

WEDNESDAY, JUNE 12, 2013

AMERICASMART, ATLANTA, GA

WEDNESDAY, JUNE 12, 2013 8:20am-8:50am Check-in and Registration 4th Floor Foyer

8:50am-9:00am Welcome 204-F/G Ray Allegrezza, Editor in Chief, Furniture/Today

9:00am-9:45am Keynote Address 204-F/G Dave Pollard, Managing Director, FedEx Solutions

For more information, contact Heather Grant, Conference & Events Manager 336-605-1061 or hgrant@sandowmedia.com

9:45am-10:45am Ocean Freight Panel 204-F/G Thanks to ongoing concerns about port strikes, frequent changes to ocean freight rates, bunker price changes and ongoing forecasting challenges, ocean freight rate management is becoming tougher than ever for both importers and exporters. Our panel will look at the key challenges in the sector and also discuss best-practice strategies to minimize those obstacles. s "ILL 3MITH 'LOBE %XPRESS 3ERVICES s #HUCK -ILLER +LAUSSNER &URNITURE )NDUSTRIES s #LIFF 0YRON 'EORGIA 0ORTS !UTHORITY s *OHN ,OMAX &URNITURE "RANDS )NTERNATIONAL s -IKE -ORRIS -AERSK ,INE

1:00pm- 2:00pm Trucking Panel: On the Road Again 204-F/G With trucking on the rise and the actual number of truckers on the downside, will this critical link in the supply chain be forced to travel rocky roads, or is pedal-to-the-metal time just around the corner? Our panel of experts will navigate these and other important issues facing the trucking industry. s 2AY +UNTZ 7ATKINS AND 3HEPARD 4RUCKING s *ACK (AWN :ENITH 'LOBAL ,OGISTICS s *OE 7ADE 3HELBA $ *OHNSON 4RUCKING )NC s %DWARD -ASSOOD 4HOMASVILLE (OME &URNISHINGS OF .*

2:00pm-3:00pm Home Delivery Panel 204-F/G Todayâ&#x20AC;&#x2122;s consumer is educated, factually armed and dangerously DEMANDING !S A RESULT BOTH RETAILERS AND THEIR CARRIERS OFTEN LIVE or die on that last mile. Our panel will discuss key trends, best practices and also consider how technology is impacting this segment of the supply chain. s 4HOMAS "OLDEN -ASCO #ABINETRY s 7ILL / 3HEA 0$ s 3ATISH .ATARAJAN $ISPATCH 4RACK s -ARYJANE &ANIZZI !SHLEY &URNITURE (OME3TORES

3:00pm-3:15pm Break 4th Floor Foyer

3:15pm-4:15pm Retail Panel

12:00pm-1:00pm Lunch and Networking

204-F ' -OST ANALYSTS AGREE THAT % COMMERCE WHICH GENERATED billion in sales for U.S. retailers last year, is likely to grow to more THAN BILLION THIS YEAR "UT WHAT OPPORTUNITIES AND CHALLENGES does this steady and swift growth represent to the supply chain? Our panel will touch on these and other topics. s -IKE / (ANLON 7AYFAIR s 4ONY (ESLIN ,OVESAC s ,ENNY +HARITONOV 5NLIMITED &URNITURE 'ROUP s 0ATRICK #ORY #ORY (OME $ELIVERY

204-B

4:15pm Closing Remarks & Adjourn

10:45am-11:00am Break 4th Floor Foyer

11:00am -12:00pm Legislative Update 204-F/G Dave Osiecki, American Trucking Associations, Inc.

204-F/G Ray Allegrezza, Editor in Chief, Furniture/Today