Home Textiles Today December 17th Issue by Sandow Media

Monday, December 17, 2012

THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY

Avanti Overcomes Sandy

hometextilestoday.com

| Vol. 33, No. 28 | $8.00

Heimtextil Unveils 2013/14 Trends

Gets Back to Business

The Eccentric, The Historian, The Geologist and The Inventor

BY CECILE B. CORRAL

F R ANKFU RT , G ERMANY — Heimtextil, the MOONACHIE, N.J. — It’s no wonder Avanti Linens would take the world’s largest home textiles trade show, is time to tally the numbers. weeks away. A ﬁrst stop for many will be the The 43-year-old bath towel manufacturer and supplier was seTrend Hall, where next month Heimtextil will verely slammed by Hurricane Sandy, the category 2 storm that pumexhibit four trend directions under the umbrelmeled through the Northeast on Oct. 29, and spent three weeks la theme of “Being.” working to recover from the destruction at its headquarters. Representatives from six studios combed the Here’s a glimpse of how Avanti calculated the event, which it world for emerging trends and arrived at four key calls “The Flood by the numbers:” directions for the 2013/14 season in home tex• 2.4 million gallons of water in the building tiles. The studios included: • 29,000 man-hours for clean-up and restoration • Stijlinstituut Amsterdam • 1,050 pallets of wet towels moved out (The Netherlands) • 700,000 towels destroyed • 2G2L Fashion Design and Consulting • 12,000 square feet of sheetrock replaced (France) • 4 miles of data and electrical wiring replaced • Dan Project (Japan) • 22 30-yard containers of trash removed • Global Color Research (U.S.A.) • 30 tons of wet cardboard recycled • Orbitato (Brazil) Despite it all, Avanti managed to beat its own back-to-business • stilbüro bora.herke.palmisano (Germany) schedule by seven days. “Stijlinstituut Amsterdam and the Trend“We set a goal of being back in business and shipping again by table designers have created an impressive JOINNov. SURYA AT MARKET AND 26, which wasWINTER four weeks from the day that SandyEXPERIENCE struck and work of reference that will be a first-class 26 days from the start of the clean-up,” noted Jeff Kaufman, presSEE TRENDS PAGE 64 ident and coo. “Some thought that was optimistic, but based on The Eccentric trend the progress we made early on, certainly achievable. We beat our

LIVING IN COLOR SEE AVANTI PAGE 8

A FULL SPECTRUM OF HOME ACCESSORY POSSIBILITIES

exudes modern Bohemia.

Anna’s Linens

Turns 25 IT BEGAN 25 YEARS AGO THIS WEEK WITH A SINGLE STORE IN EAST LOS ANGELES. THIS MONTH, ANNA’S LINENS CELEBRATES ITS SILVER ANNIVERSARY AS A CHAIN WITH MORE THAN 300 UNITS AND VERY AMBITIOUS GROWTH PLANS.

Two days after Hurricane Sandy struck, the water level had gone down three feet.

Inside This Issue Dollar General Making Progress in Home.......................... page 2

ATLANTA

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Now Public, Restoration Hardware WE’VE MOVED! AMERICASMART

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NEW ATLANTA SHOWROOM

Whoda Thunk ....................................................................... page 4

TO MARK THE OCCASION, HTT’S SPECIAL REPORT ON THE ANNA’S LINENS ANNIVERSARY TAKES A LOOK AT THE RETAILER AND ITS FOUNDER ALAN GLADSTONE – PAST, PRESENT AND FUTURE. It all starts right after page 8.

Presents of Mine................................................................... page 4 STAINAB SU

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12/14/12 11:14:24 AM

Monday, December 17, 2012

THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY

Avanti Overcomes Sandy Gets Back to Business BY CECILE B. CORRAL MOONACHIE, N.J. — It’s no wonder Avanti Linens would take the time to tally the numbers. The 43-year-old bath towel manufacturer and supplier was severely slammed by Hurricane Sandy, the category 2 storm that pummeled through the Northeast on Oct. 29, and spent three weeks working to recover from the destruction at its headquarters. Here’s a glimpse of how Avanti calculated the event, which it calls “The Flood by the numbers:” • 2.4 million gallons of water in the building • 29,000 man-hours for clean-up and restoration • 1,050 pallets of wet towels moved out • 700,000 towels destroyed • 12,000 square feet of sheetrock replaced • 4 miles of data and electrical wiring replaced • 22 30-yard containers of trash removed • 30 tons of wet cardboard recycled Despite it all, Avanti managed to beat its own back-to-business schedule by seven days. “We set a goal of being back in business and shipping again by Nov. 26, which was four weeks from the day that Sandy struck and 26 days from the start of the clean-up,” noted Jeff Kaufman, president and coo. “Some thought that was optimistic, but based on the progress we made early on, certainly achievable. We beat our SEE AVANTI PAGE 8

hometextilestoday.com

| Vol. 33, No. 28 | $8.00

Heimtextil Unveils 2013/14 Trends The Eccentric, The Historian, The Geologist and The Inventor F R ANKFU RT , G ERMANY — Heimtextil, the world’s largest home textiles trade show, is weeks away. A first stop for many will be the Trend Hall, where next month Heimtextil will exhibit four trend directions under the umbrella theme of “Being.” Representatives from six studios combed the world for emerging trends and arrived at four key directions for the 2013/14 season in home textiles. The studios included: • Stijlinstituut Amsterdam (The Netherlands) • 2G2L Fashion Design and Consulting (France) • Dan Project (Japan) • Global Color Research (U.S.A.) • Orbitato (Brazil) • stilbüro bora.herke.palmisano (Germany) “Stijlinstituut Amsterdam and the Trendtable designers have created an impressive work of reference that will be a first-class SEE TRENDS PAGE 64

The Eccentric trend exudes modern Bohemia.

Anna’s Linens

Turns 25 Two days after Hurricane Sandy struck, the water level had gone down three feet.

Inside This Issue Dollar General Making Progress in Home.......................... page 2 Now Public, Restoration Hardware Ready to Expand .................................................................. page 2 Whoda Thunk ....................................................................... page 4

IT BEGAN 25 YEARS AGO THIS WEEK WITH A SINGLE STORE IN EAST LOS ANGELES. THIS MONTH, ANNA’S LINENS CELEBRATES ITS SILVER ANNIVERSARY AS A CHAIN WITH MORE THAN 300 UNITS AND VERY AMBITIOUS GROWTH PLANS. TO MARK THE OCCASION, HTT’S SPECIAL REPORT ON THE ANNA’S LINENS ANNIVERSARY TAKES A LOOK AT THE RETAILER AND ITS FOUNDER ALAN GLADSTONE – PAST, PRESENT AND FUTURE. It all starts right after page 8.

Presents of Mine................................................................... page 4

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Home Textiles Today

December 17, 2012

News ADVERTISEMENT

ELITE SPONSORS

Dollar General Making Progress in Home GOODLETTSVILLE, TENN. — Dur- analysts. Dreiling cited better ing Dollar General’s Q3 earn- sourcing as one of the drivers ings call last week, of improvement in the chairman and ceo category. Rick Dreiling reportNet income for quarter ed that the compaended Nov. 2 rose 21.6% ny has been making to $208 million, or earnprogress in home. ings per share (“EPS”) of “When you look 62 cents. Sales increased at bed and bath, we 10.3% to $3.96 billion, are much more rel- RICK DREILING with comps up 4.0%. evant than we were Dollar General The company attributa year ago,” he told ed the growth to increases

in customer traffic and average transaction amount. Coolers and perishable items were attributed for improving the customer’s average basket size from $11 per visit to $17 per visit. Despite the positive report, Dreiling warned of consumer uncertainty, saying that he’s “rarely seen weekly sales fluctuate as they have lately.” He sees the current consumer mindset as fatigued and

scared, adding, “Every time they turn on the TV there’s some guy in a suit telling them the world’s going over a fiscal cliff.” Nevertheless, Dreiling pointed out that Dollar General has had 23 years of same store sales growth and has “done well in good times and bad.” Dollar General is on track to complete its goal of 625 new stores for 2012 and plans to open 635 stores in 2013. HTT

Now Public, Restoration Hardware Ready to Expand C ORTE M ADERA , C ALIF. — As Restoration Hardware reported third quarter earnings last week, it also announced the introduction of three new businesses this spring: RH Tableware, which includes linens; RH Objects of Curiosity; and RH Fine Art. RH Tableware and RH Objects of Curiosity will launch their own catalogs, with planned in-home dates in the first quar-

ter of 2013. RH Fine Art will launch with an Art Journal, a website, and an art gallery in New York during the first half of 2013. Some items from the new nameplates will also be featured in the retailer’s exiting formats, the company said. Restoration Hardware is currently transforming its legacy mall real estate into new full line De-

sign Galleries in locations such as Boston, Indianapolis, Greenwich and Atlanta and is eyeing locations in other markets. The company went public last month. Net income for the third quarter ended Oct. 27 soared 147% to $2.7 million, with earnings per share of 7 cents. Net revenues increased 22% on top of a 25% revenue in-

crease in the year-ago quarter. Comp sales grew 29% versus 36% comp growth in 2011. Direct sales increased 24% over a 17% increase the prior year. “This performance, which is consistent with the 22% growth achieved for the year-to-date period, marks our 11th consecutive quarter of double-digit revenue growth,” said ceo Carlos Alberini. HTT

HTT Office Relocating in 2013 N EW YORK — Sandow Media, parent of Home Textiles Today, has announced that the company’s Manhattan-based business will relocate next spring to the iconic Time-Life Building at 1271 Avenue of the Americas. Sandow will occupy the entire 17th floor of the building with 40,000 square feet of office space. In addition to HTT, businesses moving into the building will include Gift & Decorative Accessories, NewBeauty, Interior Design, Worth, Fred Segal, Luxe Interiors + Design, Culture + Commerce and Material ConneXion. The properties span digital and print media, licensing, consulting, e-commerce/ retail, business information and marketing services. “It was critical to find a single floorplate that would allow us to have all of our brands in one place,” said Adam Sandow, company chairman and ceo. The move, he added, “will position

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us for our next phase of development.” Through a series of acquisitions and aggressive growth, Sandow had increased its headcount in New York by more than 600% since 2010, and had been operating out of two separate Manhattan offices. “The time had come for us to establish a global headquarters in New York City, the heart of many of the industries our businesses exist in — such as beauty, design, media, finance, and fashion,” said Sandow. The space will also include a Fred Segal concept studio, designed to test and mock up store designs, fixtures and merchandising ideas, and a state-of-the-art video studio that will enable each brand to create in-house video content to be distributed through various channels. HTT

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December 17, 2012

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OPINIONTodaY

Whoda Thunk?

PPA R EN T LY, OLD H A BI TS DIE H A R D. It was not much of a surprise that Amazon topped the list of consumers’ favorite retail brands on a recent ranking by New Media Metrics, which tracks the emotional attachment Americans feel for brands. As Forbes noted in its report on the top 16 brands last week, Amazon’s emotional attachment score of 45.7% was higher than any brick-and-mortar retailer. The shocker was who also turned up on the list: JCPenney, Kmart and Sears. In each case, their scores with consumers improved over last year. Now, JCPenney’s year-over-year increase was among the EDITOR-IN-CHIEF three on the chart that was a single-digit improvement. JCP’s 2012 emotional attachment score was 29.4% versus 26.8% last year. But considering what’s gone on since February, that’s remarkable. Kmart’s score jumped a whopping 41.2% over last year, and Sears’ rose 30.4%. For the record, here are the top 16, along with their 2012 scores: 1. Amazon: 46.6%; 2. Victoria’s Secret: 46.2%; 3. Wal-Mart: 43.9%; 4. Target: 40.2%; 5. GameStop: 38.5%; 6. H&M: 38.3%; 7. Best Buy: 34.2%; 8. Abercrombie & Fitch: 34.1%; 9. Kohl’s: 33.4%; 10. Macy’s 31.9%; 11. Old Navy: 30.6%; 12. JCPenney: 29.4%; 13. Gap: 28.1%; 14. Kmart: 28.1%; 15. Sears: 27.0%; 16. Dick’s Sporting Goods: 26.7%. It’s an interesting blend of specialty shops and general merchants. And while it’s tempting to consider some of them “young” formats, most of them have been around for decades. The youngest, GameStop, traces its roots to Babbages (from the ’80s) and subsequent mergers with other software companies. So, what gives? Why are some retailers that haven’t clocked a positive quarterly financial performance in eons doing sitting on a “best of” consumer list? I suspect it’s because the range of shopping options in the internet era has exploded — creating an atomized roster of favorite brands — while the assortment of bricks-and-mortar stores with a multi-state footprint has remained pretty much the same. The ranking also suggests even damaged brands retain equity. The trick, of course, is to leverage it profitably. HTT

Jennifer Marks

HTT121203_004 4

Presents of Mine

Y, HOW T IME F LIES when you’re in the textiles business. Faster than you can say, “Well, you doesn’t have to call me Mr. Johnson,” it’s the most wonderful time of the year again, when our thoughts turn to mistletoe and markdowns, dolls and doorbusters, garlands and gross margins. And as the calendar counts down from Gray Thursday to Black Friday to White-Out Wednesday, it’s time once more to offer all those in the industry who have been naughty or nice — sometimes a little bit of both — some Warren glad tidings of the season. This holiday tradition has been a fixture for longer than I care to re- Shoulberg member, but essentially the mission has been the same: to suggest the PUBLISHER/ perfect little something for the imperfect little so-and-sos in business. EDITORIAL DIRECTOR Needless to say, it is all offered with tongue planted firmly in cheek and in the spirit of the knowledge that business is tough out there and a lot of people are trying their best not to screw things up. Which isn’t to say that’s always the end result, but hey, whoever said there was no laughing in home textiles? Mike Duke: A renewal of his Mexican visa as obviously he hasn’t yet been able to get to the bottom of the corruption scandal the Boys from Bentonville seem to have pulled off south of the border. Kevin Mansell: A dysfunctional Penney and a flat Target so he can outperform the marketplace … wait, you say he already has that and he’s still not very merry? Hmmmmm… Greg Steinhafel: A dysfunctional Penney and a flat Kohl’s so he can outperform the marketplace…wait, you say he already that and he’s still not very merry? Hmmmm…. RonJon Johnson: Hoping his worst nightmare doesn’t come true that Target and Kohl’s get their acts together and make a whole lot of merry. Oy…… Norm Savaria: Ebita-la-la-la-la. Richard Baker: A nice big spoon to eat his words about Lord & Taylor Home being a billion dollar business. RonJon Johnson: Whatever size spoon Baker is getting, one size up for him when it comes to word-eating. In fact, make it a ladle. Terry Lundgren: An apology from the rest of the retail business world for underestimating the great job he has done at Macy’s. Tom O’Connor: A postponement of his retirement party – now delayed indefinitely. Fast Eddie Money Lampert: More assets to sell off as he conducts the longest going-outof-business sale in American history. RonJon Johnson: More time as he hopes he doesn’t have to conduct one of the shortest going-out-of-business sales in American history. Steve Temares and Art Stark: A stop to their accounts at helpwanted.com as they finally get staffed up again in New Jersey. Boy, that was a lot more than anybody bargained for, wasn’t it? Martha Stewart: A copy of the classic 1960’s Firesign Theater album, “How can you be in two places at once when you’re not anywhere at all?” Alan Gladstone: A passport, perhaps? Neil Cole: An RV to get RV out of Plano. RonJon Johnson: Just a little mea culpa would be nice, wouldn’t it? And to all: Peace on Earth. HTT

12/13/2012 3:45:20 PM

Textile passion meets profession

Explore innovations from all over the world. Experience how the year’s hottest trend – Being, the search for authentic surroundings – is pushing the industry forward. And ﬁnd out how the future is becoming the present.

January 9 – 12, 2013 Frankfurt, Germany For more information and tickets at an advance sale price visit: www.heimtextil.messefrankfurt.com info@usa.messefrankfurt.com Tel. 770.984.8016

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Home Textiles Today

Retail Briefs Lord & Taylor To Shift Home Effort Online

fter opening a pair home stores in New Jersey last year, Lord & Taylor has informed vendors it will wind down the operations and focus its home merchandising efforts on ecommerce. “We wish to inform you that as we work through the new business model, we will stop the creation of all new purchase orders for these stores immediately,” said the letter, which was dated Dec. 7 and authored by Evelyn Reynolds, senior vp/gmm for home fashions, and Jared Maklin, vp/dmm for home fashions. The bricks-and-mortar home stores will close in early 2013, according to the letter. The stores, which were characterized as a test when they opened in fall 2011, are located in Paramus and Shrewsbury.

QVC To Buy Social Marketing Site

elevision and ecommerce retailer QVC has signed an agreement to acquire Oodle Inc., which uses Facebook and Twitter to reinvent online classified advertising. Oodle operates a network of online marketplaces with more than 15 million monthly unique users who buy, sell and trade on the Oodle Marketplace and the Marketplace on Facebook . The deal, which covers most of Oodle’s assets, is expected to close by Dec. 31. Terms were not disclosed.

Wayfair.com Raises $36 Million to Grow Joss & Main

ayfair.com announced it has secured $36.3 million in new equity financing to fuel the growth of Joss & Main, the company’s private sale site for the home. Investors include Battery Ventures, Great Hill Partners, HarbourVest Partners and Spark Capital. Joss & Main has acquired nearly three million members and is operating at a $100 million annual revenue run-rate to become the fastest growing flash sale site for home goods and furnishings, according to a company press release. “Joss & Main has gained tremendous traction over a very short period of time through its unique approach to curated e-commerce,” said Niraj Shah, CEO and co-founder of Wayfair.com. “The site hit its highest sales day on Cyber Monday by a factor of over 50% and sales are up 10-fold since last year.”

Williams-Sonoma Opens in Kuwait

illiams-Sonoma opened a store in Kuwait, the nameplate’s first store outside North America, last month. The 11,000-square-foot store is located at The Avenues in Kuwait, one of the Middle East’s largest shopping venues, and is in partnership with international retail franchise operator M.H. Alshaya. In 2010, M.H. Alshaya partnered with WilliamsSonoma Inc. to launch the first franchise operation of Pottery Barn and Pottery Barn Kids stores in the Middle East. This relationship has extended to include the Williams-Sonoma brand, which will launch for the first time outside North America, in Kuwait.

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December 17, 2012

News

> hometextilestoday.com

Indian Handicrafts & Gifts Fair Scheduled for February NEW DELHI — The 35th Indian

Handicrafts & Gifts Fair is set to take place Feb. 8-11 at the India Expo Centre & Mart in New Delhi. The IHGF has been held twice a year for the last 17 years. The 35th edition of the IHGF will feature about 2,500 companies exhibiting products such as home accents, housewares, furnishings, floor coverings, gifts, jewelry and fashion accessories, among other categories. These products are largely produced from the raw material base of wood, metal, leather, natural fiber, artificial fibers, wool, silk, coir, hemp, jute, animal bones, lacquer, stones etc. According to a press release from the show organizers, Indian products are known for their exclusivity in terms of its work-

manship, craftsmanship, colors, finish, quality and price. India has abundance of raw materials, skilled manpower, inherited designs, techniques and skills, the release continues. The products are made using natural materials and are promoted as eco-friendly and not made using chemicals. The last edition of the show was held in October and was visited by 5,500 foreign buyers representing some of the world’s major buying houses and retail chains. Countries represented by buyers were the United States, UK, Japan, Germany, France, Australia, Spain, Greece, It aly, Hong Kong, China, Turkey, Hungry, Oman, Bulgaria, Thailand, Singapore, Lebanon, Israel, Portugal, Sweden, Mexico, Denmark, Bel-

gium, Canada, Switzerland, Taiwan, UAE, Bangladesh, Nepal, Netherlands, Saudi Arabia, South Africa and many other countries. A total of US $ 200 million worth of business was placed at the show. Indian handcrafted exports total more than U.S. $2.3 billion annually, the press release stated. The IHGF is organiszd by the Export Promotion Council for Handicrafts, the trade body with a membership of 7,000 handicrafts and gifts exporters from all over India. The Council works under the aegis of the Ministry of Textiles and Government of India. For more information, call the show help line at +91-1126130692 or visit www.epch. in. HTT

FIT to Host Global Sourcing Seminar In January N EW YORK — Fashion Institute

of Technology in tandem with Setlog Corp., a state-of-theart supply chain management, information technology and system implementation service company, are presenting a special seminar on global sourcing in mid January for industry professionals. Titled “Global Sourcing -

Critical Solutions for an Optimized Process,” the seminar is scheduled Jan. 15 from 1 to 4:30 p.m. and will take place at FIT’s campus here by its Center for Professional Studies. Topics to be discussed will range from product development to product delivery and are aimed at helping attendees “gain better bottom line control and performance.”

Speakers include top-level executives from: Escada Group, Gerson & Gerson, Natific, Walter Wilhelm Associates, Gerber/ Yunique, and Setlog. The Escada Group’s director of operations, Jan Hilger, will explain why optimizing every process is critical to success not just in sourcing but in every aspect of sales and distribution. HTT

Pantone’s 2013 Color of the Year: Emerald N EW YORK — Emerald. The green hue is what color authority Pantone has named as its official 2013 Color of the Year. Every December, Pantone identifies a shade it believes will be “the breakthrough color of the following year” after sifting through trends around the world. “Emerald is the color of balance and harmony, enhancing one’s sense of well-being and inspiring insight and clarity,” Pantone said. HTT

12/12/2012 11:40:20 AM

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Home Textiles Today

Avanti Gets Back to Business AVANTI FROM PAGE 1

goal by a week. We were back processing orders on Monday, Nov. 19, thanks to the hard work and incredible dedication of the Avanti team.” On the day after Sandy struck, Arthur Tauber, chairman and ceo, and his son, Michael, president of sales, reached Avanti’s offices and warehouse complex here and waded through three feet of water in the offices to assess the damage. What they found “was beyond description,” Tauber said. “Water was everywhere. Files were floating. Chairs were overturned. Files were ruined.” And that was just the office. In the adjacent factory, the first area they encountered was shipping, “where $1 million in ready-to-ship product, which was arranged neatly on skids on the previous Friday, was a jumbled mess of collapsed boxes, soaked through and ruined. The scene was the same throughout the building. Most of the 150,000 square feet wasn’t passable — boxes and wet towels were everywhere,” Tauber continued. Also, the sewing and embroidery machines’ motors and circuit boards were submerged, forklifts and sealing machines were under water. Even the company car — a vintage 1963 Avanti — was flooded and de-

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December 17, 2012

stroyed. “It was hard to see how it was going to get back to being a functioning business,” said Kaufman. The cleanup effort commenced the next day, Nov. 1. With the help of 20 employees who showed up at the office that day, part of the team began by clearing out the shipping area. T h e c o m p a n y ’s m a n t r a through it all became, “One towel, one box at a time”. “We started by taking the wet — now very heavy — towels out of the wet cardboard and putting them onto pallets,” explained Kaufman. “Before the end of the first day, we had made substantial progress in getting this one small area cleaned up and, if nothing else, showed that with a lot of hard work, we were going to be OK.” By the next day, Avanti’s full Moonachie-based staff — totaling 186 employees — was on board, “and the clean-up moved to full-swing mode.” The team worked through that weekend and had the building substantially cleaned up by the following Friday — “tre-

News

mendous progress in 10 days,” Kaufman noted. At the same time, the company was also working to get its sewing and embroidery machines back up and running as well as its other equipment re-

placed or repaired. Avanti’s information system was restored by Nov. 14, and internet access was working again on Nov. 16. As of press time, Avanti still does not have a fully functioning

phone system due to external issues related to Verizon’s equipment in the area. But as Kaufman remarked, “based on where we were a month ago, we’re very happy to be where we are today.” HTT

Above: The company car, a vintage Avanti, dries off after having been under water. The trailer behind it was used as temporary office space during the cleanup. At left: One of many fish found alive after the storm. Others were swimming in the loading dock area. Below left: Avanti staff worked for many consecutive days to clear out wet and damaged towels from soaked boxes. Below right: The day after the storm — cartons of product, wet and collapsed throughout.

12/11/2012 3:13:22 PM

Celebrating

Years

annas insert for pdf.indd A1

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Anna’s Linens Celebrating 25 Years

> hometextilestoday.com

Celebrating 25 Years Glad for the Gladstones

P Celebrating

Years

erhaps no other type of business is so closely associated with the name of its founder as is retailing.

Table of Contents

From John Wanamaker and R.H. Macy through Sears and Roebuck onto Walmart and even Price Club, so many retail companies have been given the family name and forever imbedded in the American consciousness.

Editors Note .........................................A2 Glad for the Gladstones

But hardly anybody had the chutzpah to name their company after their mother.

The Prodigal Son ..................................A6 Scott Gladstone

Chutzpah – the loose translations would include guts, overwhelming confidence and perhaps more than a touch of bravado – has defined Anna’s Linen and its founder Alan Gladstone for the 25 years since its founding. Chutzpah: From the day it opened its first store in an uncharacteristic driving rain storm in Southern California to its build-up throughout the state and into the southern tier of the country; from the business speed bump it hit as it went through the growing pains that impact many entrepreneurial start-ups to the resulting ramp-up in financing and management that came out of that period; and from the continued eastward migration of its stores to the twin score of passing the 300-unit mark and moving off the continental United States to Puerto Rico in 2012. That chutzpah comes straight from the top and runs right through the entire organization. To be with Alan Gladstone is to see a strong, confident and commanding figure who knows exactly what he wants and how to get it. That 25-year odyssey is celebrated in this special commemorative section from Home Textiles Today, profiling Anna’s and its people, from its merchandising to its suppliers to its commitment to St. Judes. (A portion of the gross proceeds from this HTT Report is being donated to the medical center.)

The Man ..............................................A4 Alan Gladstone

The Merchant Daughter .......................A8 Carie Doll The Money Watcher ..........................A12 Neil Wantanabe The People Person .............................A14 Abby Arenioff Administering Anna’s .........................A14 Mike Harnetiaux The Marketing Man ..........................A16 Steve Strickland Smooth Operator ...............................A16 Tony Sullivan The Buying Bunch .............................A18 The Anna’s Merchant Team

A quarter of a century is a long time in business. Yet one gets the feeling Anna’s Linen is just getting started.

THE Anna ..........................................A20 Ann Gladstone

They call that chutzpah too.

Yesterday, Today & Tomorrow.............A22 Through The Years, Through the Store

Warren houlberg S

From the Supply Side .........................A28 The Vendor View The St. Jude Connection ....................A46 Charity Starts in Home This Anna’s Linen 25th Anniversary Special Report was written by Home Textiles Today Editor-inChief Jennifer Marks and designed by Bennett Gewirtz with contributions from Cecile Corral and Julie Murphy. New photography for the report is from Tim Long.

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Anna’s Linens Celebrating 25 Years

> hometextilestoday.com

The Man Alan Gladstone Founder and CEO Joined Anna’s: Day 1

n a world where The Merchant Prince has been supplanted by the spreadsheet analyst, Alan Gladstone remains a genuine example of the original, with a love of product and a nose for the opportunistic deal.

customers, and I knew how to serve those customers,” he said.

At the time, he noted, there were 25 home specialty chains across the country. Linens ’N Things was larger than Bed Bath & Beyond. And Mervyn’s was the A career retailer, he had long wanted to hottest retail concept of the day. open his own store – and worried if he didn’t do so by the age of 40 it would be “I knew they were all going after the more affluent customer. I knew there was too late. a void,” said Gladstone. Then opportunity knocked. After talking over the risks with his wife In 1986, Gemco (a membership depart- – “because we had to get that check in ment store) and Zody’s (a discount chain) every week and we had two kids” – it took went out of business. Both were based in about eight months from the time GladSouthern California and both were well- stone decided to open the store until the known to Gladstone, who worked for the day he did. company that operated the leased linens The first Anna’s Linens store opened on department in Zody’s. Dec. 15, 1987, in the East Los Angeles “I knew Zody’s like the back of my hand, community of Baldwin Park. The store and Gemco was a competitor. I knew the was supposed to open ahead of ThanksContinued on page 6

“I knew the customers, and I knew how to serve those customers.”

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Continued from page 4

Opening day of Anna’s store #1: “We had a monsoon, the rain was coming in sideways. I said, ‘What kind of a sign is this?’”

giving, but got held up by permits. Still, let stores after the company closed its Anna’s was planting its flag during the doors. Over the next two years, the liquicritical holiday shopping season. dation of Plej’s Linens Supermarket and Factory 2 U gave Anna’s the opportunity “In sunny Southern California, we had a to pick up sites that would mark its enmonsoon on grand opening day. The rain try into the Miami, North Carolina and was coming in sideways,” said Gladstone. South Carolina markets. “It was really just vendors and the family in the store. I said, ‘What kind of a sign “When we’ve grown by acquisition, the is this?’” most important thing was we retained the people,” said Gladstone. “They know Not a sign at all, as it turned out. their customers; they know their stores. By the next day, the rain stopped and All they had to learn was the Anna’s way.” Anna’s got the kind of reception it had Anna’s now operates in 23 states as well hoped for. Gladstone planned to open 10 as Washington, DC and Puerto Rico. stores in Anna’s first year of business and Gladstone still anticipates a public offerended up opening 12. Once again, his eye ing “at some point in the not too distant for the deal worked to Anna’s advantage. future.” And, always on the lookout for “I was going into the shopping centers where Zody’s and Gemco had had their stores, but not into their actual spaces. I knew where the customers were.”

the next opportunity, he doesn’t rule out international expansion.

“We get calls all the time about entering Mexico, China, Europe, Canada,” he It wouldn’t be the last time Anna’s said. “So we are definitely going to leave pounced on close-out real estate. In 2003, the border. As soon as we get the supply Anna’s snapped up 11 of 17 Strouds out- chain side of it right.”

“I knew they were all going after the more affluent customer,” says Gladstone of the 25 home specialty chains in existence when he started Anna’s. “I knew there was a void.”

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From Our Family to Yours, Congratulations on a Milestone of Heritage

Happy Anniversary

25th

ANNA’S LINENS

Your Hard Work Built Anna’s Dream into a Reality

www.welspun.com

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Scott Gladstone: The Prodigal Son President and Chief Operating Officer Joined Anna’s: 2005

cott Gladstone didn’t set out for a life in retail. In fact, he started his career at Bear Sterns and went on to become an executive at Sparco USA, a manufacturer of automotive accessories and safety equipment.

business and help set the course for the future,” said Gladstone. His areas of responsibility include supply chain, store operations, real estate and IT.

When he joined Anna’s, the company But in 2005, Anna’s Linens appeared ran distribution through nine third-parto be at an inflection point: In need ty facilities with no visibility on where of investment and organization that the product might be. That’s been pared would set the foundation to scale up. down to three, with full visibility at every And Gladstone saw an opportunity point in the supply chain, said Gladstone. to bring what he’d learned outside the The company didn’t have the ability five years ago to take product directly from family business into the fold. offshore manufacturers. Today direct“We realized the need to look at every from-offshore accounts for about 15% of business process across every aspect of receipts. the company,” he said. “We can replenish much closer to deThat included automating many pro- mand,” he said. “And we reduced the cesses that were still being conducted amount of purchase orders by millions.” manually, streamlining the supply chain, instituting best practices, investing in In site selection, Anna’s has grown more technology and recruiting leaders from granular in identifying potential markets, marrying psychographics along with debest-in-class companies. mographics. “We had about 130 stores and it was a great opportunity to partner in the family “Real estate is a blend of art and science,” said Gladstone. “You have to have an intuitive knowledge of where you need to be and where your customer is. It’s not just age or skin color or income.”

“It was a great opportunity to partner in the family business and help set the course for the future.”

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The original yardstick for Anna’s neighborhoods measured the proportion of urban, minority and/or working class consumers in an area. Now, Anna’s recognizes that “not every 50-year-old woman who lives on the same street shops in the same store.” There’s still more work to be done, especially investments in merchandising systems and the rollout next summer of a new ecommerce platform. “It’s not just about growth,” said Gladstone. “It’s about productivity.”

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Carie Doll: The Merchant Daughter Executive VP and Chief Merchandising Officer Joined Anna’s: 1996

arie Doll attended the grand opening of the first Anna’s store 25 years ago – but being just a tot at the time she wasn’t in a position to offer much help. Things have come a long way since then. Although she grew up surrounded by the family business, the daughter of company founder Alan Gladstone headed east to a job at Arthur Anderson and quickly fell in love with Washington, DC. Eventually, though, she was ready to return home – but on her own terms. “I wanted her to come to the office. She didn’t want any part of it,” recalled Gladstone. “Turned out to be the greatest thing she could have done.” As it happened, Anna’s Linens was about to move into the San Francisco market.

“That’s the kind of culture Anna’s has. It’s always about the stores.”

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Doll wanted to be on the ground, working the store, and interacting with customers. And that’s exactly what she did, staying in the market for nearly six years and helping the San Francisco operation expand to 12 stores by the time she finally headed back to Southern California for a senior merchandising job at headquarters. “The whole team is always thinking about the stores,” said Doll, who is a big part of keeping her colleagues focused on the core of the business. Anna’s stores have autonomy when it comes to displays, end caps and color selection. At the company’s annual managers meeting – which doubles as a vendor fair – store leaders walk through the merchandise and let headquarters buyers know what they think will work best for their individual stores. “We’re very quick to market on product we know will sell,” said Gladstone. “There’s a lot of great product out there.” Feedback from the field isn’t limited to once a year, however. “It’s a huge deal with the CEO taking calls from the district manager,” said Doll. “That’s the kind of culture Anna’s has. It’s always about the stores.” And at the store level, it’s always about the customers. The Anna’s store greeting is far more proactive than the industry standard of “Can I help you?” When one enters an Anna’s store, the nearest associate will step forward with: “Welcome to Anna’s. What room can I help you decorate today?”

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Happy 25th Anniversary to

ANNAâ&#x20AC;&#x2122;S LINENS from your friends at

Kenney Manufacturing

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Neil Wantanabe The Money Watcher Senior VP, Chief Financial Officer Joined Anna’s: 2006

eil Wantanabe had a solid background in retail before Anna’s Linens. He began his career at Montgomery Ward and moved on to a series of big-name chains, including KB Toys, PetSmart, Pick & Save and Motherhood Maternity.

“Out of all retailers I have worked for, this is like a speed boat,” he said. “Alan has a highly developed sense of urgency.” Case in point: the economic crisis of 2008 – and the subsequent meltdown in the retail channel. Anna’s execs hashed out a course of action in short order, including downsizing stores and reining in capital expenditure plans. “The plan was discussed on a Saturday, and from start to finish was implemented in three months,” said Wantanabe. “There’s no ambiguity about what we’re doing. If something isn’t working, we don’t have to wait to act.” Anna’s does, of course, have the luxury of being a private company. It doesn’t have to justify its long-term strategy to a group of investors anxious for short-term earnings. But Wantanabe said it holds itself to more rigorous standards.

“I think Anna’s brings the best of what’s been tried in other concepts while also avoiding the pitfalls.”

Deloitte audits Anna’s as though it were a public company, he said, adding, “Our board members are ‘A’ players and keep us on our toes.” Anna’s is well capitalized with no debt, he said. The company is internally funded through cash flow.

The company, which ranks No. 14 on HTT”s Top Retailers Report with $405 million in home textiles sales is on track He joined Anna’s when it began aggres- to do approximately $500 in total sales in sively going after big-name talent to help 2013. it ramp up its infrastructure. “We have very high governance at An“In the last five years, we’re not quite the na’s. We have all the disciplines. When same company,” said Wantanabe. “I think and if there does come a day [for a public Anna’s brings the best of what’s been offering], we’ll be ready.” tried in other concepts while also avoiding the pitfalls.

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Everyday is a celebration. Mohawk Home salutes a quarter century of your accomplishments and continued support to St. Jude Childrenâ&#x20AC;&#x2122;s Research Hospital. As a result of your generous contributions throughout the years, Annaâ&#x20AC;&#x2122;s Linens has helped countless children celebrate another day and a brighter future. Your caring and compassion speaks volumes about your employees and your company.

ANNAâ&#x20AC;&#x2122;S LINENS Best wishes from your friends at

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Abby Arenioff The People Person

Mike Harnetiaux Administering Anna’s

Senior VP, Human Resources

Senior VP, Corporate Administration

Joined Anna’s: 2010

Joined Anna’s: 2005

hen Abby Arenioff was man resources at Pacific Sunwear invited to join Anna’s and the Disney Store. Linens seven years ago, Anna’s rounded back on her five she declined the offer. years later, and this time Arenioff That wasn’t the answer Alan said yes Gladstone expected. “The company had so evolved,” “He said, ‘Nobody really says no she said. “It was a really transforto me,’” Arenioff recalled with a mative difference.” laugh. Now Arenioff is tasked with furShe went to Sony Pictures in- thering that evolution – while stead. But she still had retailing still preserving the family-owned in her bones, having headed hu- company’s core values.

ike Harnetiaux hails from the in-law side of the family business. Just the same, he watched Anna’s Linens grow from a seat at the table – literally. “I had a lot of faith in Alan, so I kind of followed Anna’s all along,” said Harnetiaux, whose sister Marilyn is married to Anna’s founder and CEO Alan Gladstone. “At Sunday dinners we would talk, and he would share the ups and downs. I never really thought I’d come to work for the company,” Harnetiaux added.

While Gladstone was building a nascent retail chain, Harnetiaux was busy as chief financial officer for a liquor bottler that primarily served chain stores. So he was involved in retailing, even if in a different segment. “It was 14 years ago that Alan said, ‘You really should come over and help me out.’ They had 39 stores.” Harnetiaux hewed his own course until 2005, the year Anna’s decided to step up its game, rev up its investments and begin laying the foundation for serious growth.

Anna’s was on the move. In the Ann Gladstone, the family matri- previous two years or so, it had arch and inspiration for the store, acquired locations from the liqwas also a big factor. uidated Plej’s Linens Superstore, Strouds and Factory 2 U retail “Probably the greatest lady I ever chains. met,” he said. Continued on page 44

“We want employees to look around and say: ‘This is still the best place to be.’” annas insert for pdf.indd A14

“The thing about Anna’s that is so unusual is that it’s a family business, but its goal is to be best in class,” she said. With about 3,200 employees and growing, the HR operation puts a premium on communication, evaluation and accountability. She called the monthly store manager meetings “a good creative environment where we can surface ideas.” And garnering on the ground store feedback is a priority. There’s the annual store managers meeting with senior executives, which includes training sessions and exercises the participants carry back to their own stores. There’s Continued on page 44

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Steve Strickland The Marketing Man

Tony Sullivan Smooth Operator

VP, Marketing

VP , Operations

Joined Anna’s: 2009

Joined Anna’s: 2006

fter several years in marketing at Brookstone, WetSeal and The Limited, Steve Strickland was looking to get back to Southern California. The headhunter he was working with had only one position that fit the bill.

“Facebook is no longer where kids are going. It’s been hijacked by their parent and grandparents,” said Strickland. “It’s very productive for us.” One of the linchpins of the company’s marketing outreach is the “Fan of Anna’s” loyalty program,

fter 20 years at Foot Locker, where he had become vice president, and more importantly, after two decades in Connecticut – “which felt like Siberia” – West Coast native Tony Sullivan was ready to move back home.

launch. Today it’s running at 40%.

His desire to relocate dovetailed with Anna’s quest to begin recruiting executive talent from big retail firms, a moment in the company’s trajectory that is considered a turning point.

About a year ago, Anna’s began a program it calls “Experience Shops,” an updated version of the traditional mystery shopper program that measures not only customer service but also shop-

Anna’s also rolled out a training video to help associates on the ground monitor customer service. “It shows them what we’re looking for when it comes to customer service standards,” said Sullivan.

Continued on page 42

“It’s probably the fastest, most difficult job launch I’ve ever done.” “I’d never heard of Anna’s. And the recruiter Alan was using was recruiting me for another job,” Strickland recalled. “But she thought our personalities might match up.” They did, and Strickland is now leading a marketing effort that a few short years ago would have seemed out of sync for Anna’s customer base: One involving ecommerce, social media outreach and broadcast television advertising.

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which launched in February 2011 and racked up 2.6 million members in its first year. It has since shot past the 4.5 million-member mark. “We only sign people up with a transaction to keep it clean,” said Strickland. Anna’s uses the program to track what customers buy and how they shop the store and it feeds information back to the merchandisContinued on page 42

“It was an opportunity to really to get into a company and help build it from ground up,” said Sullivan. There was also something unique in the Anna’s culture. “You find another company where the CEO will take a call from a manger in the store, where the CEO knows the district managers by name.” Sullivan’s brief has been to harness the human touch aspects of Anna’s in a measurable and scalable way without diluting the cultural touchstones of the organization. One of those initiatives includes Count Wise, a system to monitor traffic and measure conversions. The conversion rate was 25% at

“It was an opportunity to really to get into a company and help build it from ground up.”

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MAY THIS SILVER ANNIVERSARY BE A GOLDEN MOMENT FOR ANNA’S LINENS.

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The Buying Bunch John Partington

Peggie Galvin

Senior Buyer, Sheets and Basic Bedding With Anna’s: 7 ½ years

Senior Buyer, Bath Department With Anna’s: 9 Years

Where were you before Anna’s?

Springs Industries and Milliken

Anna’s shopper in your buying area?

The Anna’s customer responds What does the Anna’s custom- to great values at a great price. er respond to in your buying Continued on page 38 area? What’s unique about the

What does the Anna’s customer respond to in your buying area? Intercontinental Art, Stroud’s, What’s unique about the Anna’s Three D Bed & Bath, The Home shopper in your buying area? Front (working with Alan as a receptionist, then Assistant Buyer) While most retailers sell many types of solid bath accessories and shower curtains, the Anna’s customer likes prints and fashion patterns. This applies not only to the bath coordinates and shower curtains but the basic items like bath caddies and even shower liners. Just because our customer does not have a lot of money does not mean that she does not have style, and Anna’s Linens provides her fashion at affordable prices. What’s some of the most useful feedback you’ve gotten from store sales people? Our store personnel are our customers and they are selling product and talking to our customers every day, so their opinions are important. One of my top selling bath coordinates was selected be-

The Buying Bunch: Front row from left, Katie Paterson, Peggie Galvin, Jennifer Knapp, Susan Wels, Michele Hernandez, Sharon Magro. Back row from left: Carie Doll, Orlando Aguilar, Alan Gladstone, John Hardington and Maggie Negrete.

Jennifer Knapp

Maggie Negrete

Senior Buyer, Window & Decorative Accessories With Anna’s: 10 months

Buyer, Fashion bedding With Anna’s: 20 years Where were you before Anna’s?

Where were you before Anna’s? Shopko Stores, Inc. What does the Anna’s customer respond to in your buying area? What’s unique about the Anna’s shopper in your buying area?

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Anna’s has an extremely unique and loyal customer base that responds very well to products that offer a solution – whether it’s energy efficient panels or furniture protectors for the sofa. They also love us for giving them fashion Continued on page 40

Anna’s Linens was my first job.

Continued on page 38

I think our customer is very price driven and love the styles we offer.

What’s some of the most useWhat does the Anna’s customer ful feedback you’ve gotten from respond to in your buying area? store sales people? Our customers respond to price. Our store associates know their What’s unique about the Anna’s shopper in your buying area?

customers well. The most useful Continued on page 40

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THE Anna The staff at headquarters could tell when Anna had visited a particular store – because the day’s receipts shot up.

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hat was the name Ann Gladstone wore on her ID tag at the many, many store openings and training sessions she attended over the span of 15 years. The mother of Anna’s Linens founder and CEO Alan Gladstone – and grandmother to president and chief operating officer Scott Gladstone and EVP and chief merchandising officer Carie Doll – she was both the inspiration for the Anna’s concept and the family’s root in retailing.

country together running large retail liquidations. At Anna’s Linens, she was a fixture on grand opening day until just weeks before her death in June of 2002 at age 85. And she was not there as window dressing. Before the doors opened, she visited with staff members one by one, welcoming them to the Anna’s family and encouraging them to give their all to help shoppers. Then she’d move outside and work the line of expectant customers, thanking them for coming and handing out Anna’s fliers along the way. Once the ribbon had been cut and the crowd poured into the store, she swung into action in the aisles, helping shoppers find what they were looking for and steering them toward specials.

Ironically, her career began with a little white lie. Born in Brooklyn, NY, she got her first job in retail at age 17, during the Depression, after telling the personnel manager at Hearns Department Store she had retail experience. She didn’t. By the time her manager learned the truth, he was so impressed with her sales- Between grand openings, she took an manship he would not allow the active role in customer service training programs and random store visits. It was store to fire her. often said she could turn a $5 sale into Marriage and motherhood brought a $500 sale better than anyone. It was a halt to her career, but only tem- also said the staff at Anna’s headquarters porarily. After raising three chil- could tell when she had visited a particudren, she returned to retail, working lar store – because the day’s receipts shot her way up to department manager up. of several different department stores. Her husband, the late Frank Glad- THE Anna may be gone, but her legacy stone, was also in retail, and for a lives on as the best salesperson the comtime they traveled around the pany ever had.

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Anna’s: Through the Store

ith more than 300 stores in 23 states, a district and a territory, there is no such thing as a typical Anna’s Linen location. You’ll find them in strip centers, enclosed malls and as free-standing units, generally in the range of about 8,000 to 10,000 square feet and all with the big bold Anna’s nameplate out front.

Display tables (top) are brought out for sale events and often feature core bed and bath categories; signage (left) is bi-lingual reflecting the store’s demographics; and what would Anna’s dec pillow and bed rest department be without colorful animal print patterns?

decorative pillows often in bright colors and bold patterns; utility bedding racks; and a growing assortment of hard goods, including tabletop, kitchenware and cookware. Signage is a key component of the Anna’s merchandising strategy and you’ll find it throughout the store, typically in the two languages – English and Spanish – that define the Anna’s demographic. Larger signs signify departments, promotions and events. Smaller ones offer product information, highlight the Friend of Anna’s program and often promote the store’s support of St. Judes hospital charity work.

For this 25th anniversary report, Home Textiles Today visited the Santa Ana, CA location, near corporate headquarters in Orange County. The store features many of the signatures of any Anna’s: A prominent window coverings area near the front of the store; bedding sets, ensembles and coordi- This tour of Anna’s, as well as a look at nates stacked high and set off with end Anna’s through the years, continues on cap mini-displays; a large offering of pages 24 and 26.

Anna’s: Through the Years

12/87 Anna’s Linen store #1 opens in Baldwin Park area in East Los Angeles - in driving rain storm.

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9/96

3/00

6/02

Carie Doll joins Anna’s

Anna’s launches its website.

Ann Gladstone - THE Anna - passes away

12/99 First store outside California opens, in Houston.

6/00 Anna’s opens in Las Vegas

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SUN-YIN U.S.A. INC.

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Merchandising presentation is consistent throughout the store: Clockwise from upper left, windows are featured prominently; color is key at Anna’s; the store is increasing the use of its own private label on merchandise; rugs are smartly and neatly corralled in this display; mini-beds show off bedding ensembles and coordinates; and decorative accessories are increasingly being added into the Anna’s mix.

2003

2005

Anna’s takes over 11 closed Strouds locations

Scott Gladstone joins Anna’s

Secures new financing, setting stage for future expansion

2004 6/03 100th Anna’s store opens

Starts buying leases of closed Plej’s and Factory 2 U locations, entering Southeast

5/04 First store in Florida opens

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Congratulations on your 25th Anniversary!

Canjoy Linens Inc.

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More merchandising magic: Clockwise from upper left, tabletop is being added into more stores; mini-beds are accessorized for addon sales; white goods as far as the eye can see; displays are racked high for increased productivity and drama; window products are extensively signed to help shoppers; and mini displays on top of fixtures call attention to the stock below.

2006 After deciding not to go public, Anna’s begins aggressive campaign to bring in executives and managers from larger Fortune 500 companies.

2012 Anna’s opens 300th store

3/07 First Vendor Summit held

9/12 First store outside continental US opens, in Puerto Rico

9/11 Latin TV star Domenica Brazzi signed for first Anna’s proprietary licensed collection.

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Happy Birthday Annaâ&#x20AC;&#x2122;s Linens, 25 and Fabulous!

A quarter century of Annaâ&#x20AC;&#x2122;s Linens... Congratulations to Alan, Scott, Carrie and the extended Annaâ&#x20AC;&#x2122;s family! As a past Bath Vendor of the Year, we are proud and grateful to have shared in your success story. From our family to yours... best wishes for continued growth and prosperity!

2100 Section Road Cincinnati, Ohio 45237-3510 513 641 1400 Fax 513 242 2805

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From The Supply Side Home Textiles Today asked some of Anna’s key vendor partners to share their memories of working with the company over the years as well as their thoughts on why Anna’s is a unique business.

Joining in on the celebration of Anna’s Linens’ 25th year in business is the specialty chain’s broad —and in the case of many — longtime and loyal vendor base in home textiles.

Loren Sweet, President Brentwood Originals Brentwood was one of the original suppliers to Anna’s when they opened. I first met with Alan myself in 1982 when he was at Home Front, then part of US Shoe.

The stores are clean, the lights are up, everyone is happy and smiling, everything is displayed well, there is clear pricing, and all of the assortment mechanics are in place. It’s very well focused. They are really absolutely locked in on who the consumer is.

And when you work with them, they Anna’s is unique in don’t start with cost. They start with their a variety of ways. consumer – what is the right product, the right retail price point, the right store 1) They have a unique demographic vermix, and how do we make it all work and sus any of their direct competition. bring it together. As a result, Anna’s has a very loyal and supportive customer base 2) Owner run, they are entrepreneurial. who rally to them because they give them 3) Very dedicated and loyal store staff. exactly what they want. 4) Unique blend of value priced core I can’t say enough about how much I reproduct supplemented with “opportunis- spect Anna’s and their team. They are sintic” purchases. gular in their focus on the customer. 5) They know their customer.

Frank Foley, CEO CHF Industries As far as how long I’ve been doing business with Anna’s – Alan is younger than I am. That’s all I’ll say. I think that Anna’s has built a business around a very fundamental understanding and respect on who their consumer is, and they are laser focused on assortment and product and pricing to address that consumer. And it all starts at the top. Alan is a fulltime merchant in every positive sense of

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the word, and the sales associates and management associates – everyone who works there – also have a clear focus.

Bob Weiss, President and Chief Operating Officer, Bath Products Creative Bath Products Inc. Creative Bath Products Inc. has been a proud supplier to Anna’s Linens since Day One. Anna’s is a unique retailer because they truly understand and cater to their target customer, always offering unprecedented value. They also spend a great deal of time and money training their employees so the Anna’s customer will have the best service and shopping experience once they enter the front doors of any of their stores. I have been to four of Anna’s vendor summits and every one has left me with a feeling of excitement and encouragement. Continued on page 30

12/11/12 7:02 PM

ALAN, CARIE AND SCOTT, IT’S NOT NEARLY ENOUGH TO SAY CONGRATULATIONS ON 25 YEARS. IT’S EASIER TO UNDERSTAND HOW IT HAPPENED. WITH A FAMILY SO DEVOTED AND PASSIONATE ABOUT THEIR GOALS THAT NOTHING ELSE MATTERS, SUCCESS IS SIMPLY A GIVEN. The Gladstone family (as well as the extended family including the managers and head office) and store associates are driven to be the best: we are just lucky enough to benefit from their tireless efforts. It’s an honor to be associated with such a dedicated group of professionals. Now… could you get to 1,000 stores already, I’m not getting any younger. All the best for the future ANDY PISCIONE P & A MARKETING

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Supply Side from page 28

“From the first day they opened the door and every day since, they have operated with a distinct culture.” —Bryan Siegel

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Bryan Siegel, President Elrene Home Fashions Elrene has worked with Anna’s for over 15 years.

[Alan] hires people who are like their customers, so that when [shoppers] come into the store they get the assistance they need from a sales person who understands them based on personal experience. Plus, the sales staff does a great job of making multiple sales – they are very good about that. It’s hard to find customer service like that anywhere any more. But it’s a great shopping experience when you do find it.

Anna’s is a retailer with a clear vision. From the first day they opened the door and every day since, they have operated with a distinct culture. Alan Gladstone, their leader, created a retail environment that listens and delivers on the needs and aspirations of their customers. Alan has never George Valletti, Chief wavered in his goal.

Dick Gould, VP, Sales Foreston Trends We’ve been doing business with Anna’s since they opened their first stores, from the very beginning. What makes them unique is that they really know their customer base. And their sales staff in their stores knows the customer, too.

only the members of his company but also everyone in the vendor community. He will communicate with someone in finance just as he would someone in the sales department.

Beth Mack, Chief Merchandising Officer Hollander Home Fashions

Hollander has been working with Anna’s LinFinancial Officer ens for about Ginsey Home Solutions ten years. We have enWe started doing business with joyed watchAnna’s in 1993. ing them What makes Anna’s unique is grow into one of the country’s top that the senior management team home retailers. is truly connected to all levels of their operations, and with having Anna’s has the unique ability to close to 300 stores that is pret- present stylish, valued-oriented ty special. Alan Gladstone also merchandise while offering top knows everyone and that is not Continued on page 32

12/11/12 8:21 PM

Congrats to a wonderful family! Alan Gladstone Carrie Doll Scott Gladstone It’s an honor to have you as a client, but more importantly, as a close friend! A special shout out to Maggie Negrete and John Partington for your dedication and hard work! The Extreme Team!

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Supply Side from page 30

“Anna’s recognizes the value and the satisfaction in developing and maintaining personal relationships with everyone from vendors to store floor associates.” —Jim Quist

customer service and a great shopping environment. They also know their customer and support their needs across all categories of business.

Ernesto Khoudari, President/CEO Kassatex Fine Linens Anna’s is unique because of Alan Gladstone’s approach to business. He makes the vendor his partner. Carie [Doll] and Scott [Gladstone] have assumed the same philosophy which naturally translates down to the entire Anna’s team. Working with Anna’s is like working with family. Your buyer is your partner; a true partnership where ideas are exchanged openly and freely and you are made to feel special. In the five years I have been doing business with Anna’s, no matter how busy Alan is he always takes

a minute to stop in to my show- Jim Quist, VP, Sales room. Mohawk Home [And] the buyer always returns my calls and emails. In the end, that all motivates us to go the extra step to provide them with the best possible product at the best possible price.

Mohawk has worked with Alan and his team from the very start. We’ve been able to share in each other’s growth for years and it’s been a great run for both companies.

David Baines, President Maytex Mills

Anna’s recognizes the value and the satisfaction in developing and maintaining personal relationships with everyone from vendors to store floor associates. Alan and his team truly enjoy the business and invest a lot of time and energy in these relationships. They have developed a very loyal, hard working group of store associates and they recognize that they are serving the retail customer every day. One example of how Anna’s is different is their annual meeting where they bring store managers

We’ve been working with Anna’s for many years. They are merchants who know their customer and live and breathe the products in their stores. This is their culture and it runs to every person in every store.

Continued on page 34

WELCOME INDUSTRIAL CORPORATION Dear Alan and Team, In these past 10 years we have become huge Fans of Anna’s. But more importantly we have become fans of the people that work at Anna’s. Regardless of business, the friendships we have made through the years mean so much to all of us at Welcome Incorporated. Special thanks to Carie, Scott, Peggie, Jennifer, Maggie, Katie, John Boy, Pam, Roxanne and especially Margie for all your support and friendship, the last 10 years of working together. Alan, you are wonderful leader and so important for this industry. Congratulations on building a dream company where you empower the people and make a difference in their own lives. Congratulations on 25 wonderful years! “To 1,000 stores!” Welcome Industrial Corp. Tony Lin, Chris Certosimo, John Morgenson, Doreen Berry, Owen Lin, Alyssa Erdman, Elyza Brilliantes, Pam Peeler and Kaitlin O’Leary

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2006 Newcomer Award

2010 Bedding Award

2011 Bath Award

12/11/12 7:03 PM

Congratulations

ANNA’S LINENS ON 25 YEARS OF RETAIL EXCELLENCE

American Dawn Inc & Anna’s Linens – Partners yesterday, today and tomorrow

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Supply Side from page 32 and vendor partners together to focus on new product and how to keep it fresh and relevant for the Anna’s customer. That’s very unique, a lot of fun for everyone, and also happens to make great business sense. To their credit, Anna’s has been able to maintain that family atmosphere as they have grown to be a national retailer.

Jeff Gregg, President Revere Mills We have worked with Anna’s for many years but we have b e c o m e more of an important vendor over the last five years.

“Anna’s executive team truly listens to the feedback and opinions of their store managers.”

Park Smith Chairman Park B. Smith Ltd. We’ve been working with Anna’s since their first store opened.

—Jonathan Witt I think they are unique in that their buyers are so knowledgeable of the business in general but more importantly who their customer is and what they like. They know what will work in their stores and what the price point their customer will react to.

Michael Litner, President Natco Home

Jonathan Witt, VP Oriental Weavers USA / Sphinx

They are unique in the manner in We enjoy our working partnership which they with Anna’s Linens. Alan runs an work togethincredible organization. His personal involvement in our product er as a team, from store personnel meetings is impressive for a CEO to top management. with his stature in the industry.

Dianne Weidman, VP, Their annual “Manager’s Confer- Sales, Design, Product ence” is also an inspiration. Anna’s Development We have worked with Anna’s for executive team truly listens to the Saturday Knight Ltd. about 20 years. [What makes Anna’s unique] is Alan Gladstone and his ability to make quick decisions and understand their customer.

feedback and opinions of their store managers and tailors the assortments and product offerings for stores accordingly. I believe this is a key to Anna’s Linens success and growth.

I have worked with Anna’s Linens for over 10 years. SKL has enjoyed a great relationship with Anna’s over the years. Continued on page 36

Congratulations on your 25th Anniversary. We look forward to the next 25 years of continued success.

We are proud to be a partner with

Anna’s Linens

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12/11/12 7:04 PM

PAYS TRIBUTE TO ANNA’S LINENS & ITS CONTRIBUTION TO THE WORLD OF RETAILING. YOUR FRIENDS AT FORESTON TRENDS

Congratulations on your ﬁrst 25 years. Here’s to the next!

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“Alan, Scott and Carie personally congratulate every winner (at the store manager’s meeting). It is a unique and personal relationship.” —Barry Leonard

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We have built a very strong busi- Barry Leonard, ness with them through great President/CEO partnership. They have a very clear Welspun U.S.A. understanding of who their cusI have known tomer is and what she wants. They Alan since don’t deviate from the direction of he founded searching the market for product Anna’s Linto satisfy their customers’ needs ens. I was at and wants. Springs at We have always worked very closely with Peggie [Galvin] to make sure that we have the right product at the right price. I think what makes Anna’s unique is the personal touch. This business is very much about the passion that Alan, Scott, and Carie have for Anna’s and its success and future and that passion extends to the entire Anna’s family of employees. That is what makes them unique and successful and will insure their place in the future of retail establishments.

the time and we helped him get off the ground when he needed it. He never forgot those who helped him back then. Alan knows all of my family – mother, wife, children, as I do his. It is a special relationship. My favorite story regards my mother. Alan invited her to the gala celebrating his store openings in Charlotte, N.C., where we live. It was her 75th birthday and I told Alan that we were taking her out for her birthday that

evening and we could not attend his gala. Alan said, ‘Barry, ask your mother what she prefers, and then I can live with your decision.’ So, I asked my mom and she said she wanted to go to Alan’s party and we would celebrate her birthday the next night. I was shocked! Well, Alan had everyone at the event sing Happy Birthday to her that night. She will never forget that!! He asks me about my mom every time we talk! Anna’s is unique because of its laser focus on its customer base. Also, Alan and his team are some of the best merchants in the business. He has a personal relationship with every one of his employees. At his annual “Store Manager’s” meeting, Alan, Scott and Carie personally congratulate every winner and [share] a story about each one. It is a unique and personal relationship.

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John Partington from page 18 For instance 300-thread-count 100% cotton sheets at $19.99 ANY SIZE. King and Cal King sizes are very important in sheets and pillows. Also prints are just as important as solids in sheets where most retailers are now emphasizing more solids. What’s some of the most useful feedback you’ve gotten from store sales people? King size sells in California not just Cal King. At our managers’ conference each year they all give us feedback from all the vendors on what they want in their stores. All their feedback is useful.

Peggie Galvin from page 18 The internet tends to want higher end goods at a great value. More a Caucasian than “ethnic” shopper. What does a vendor need to know or do to get your business? Our assortment is very different from our competition. A supplier needs to review our assortment for color, prints and price points. They must learn what OUR customer wants not what sells at other retailers. For instance, white is the biggest color in sheets at other retailers. White does not sell well at all at Anna’s. What’s your favorite Alan saying?

How does buying for the internet differ from buying for the “Little vendors big problems; big stores in your category? vendors little problems.”

cause our district manager from know or do to get your business? Louisiana went crazy for it at our yearly manager’s conference The first step is to go to a store and look not only at the assorta couple of years ago. ment but look and get to know How does buying for the inter- who our customer is, then find net differ from buying for the product that Anna’s does not stores in your category? currently carry, but still appeals to our customer base. The secThe internet reaches a broader ond thing is to listen. Off the bat customer base and the product Anna’s Linens (associates) know that sells may differ from our who our customer is and what typical best sellers. The intershe is looking for. Just because a net also allows Anna’s to get a vendor has a product that sells feel for how different markets well at another retailer does not sell product that may not have mean it will sell at Anna’s Linens. been considered previously. As an example, a beach-themed What’s your favorite Alan saybath coordinate was initially put ing? in our coastal stores but on the internet the best selling region “Our customers want steak is an inland area, so the pattern cheap, not cheap steak”. That is was bought for the stores in that Anna’s Linens in a nutshell, our customers what fashion and region and is selling great. quality at an affordable price. What does a vendor need to

Congratulations to the Gladstones and the entire Anna’s Linens family on such an amazing feat – 25 years of great retailing. We salute you and remain a very proud partner.

head office: 4930 courval street ■ montreal, quebec h4t1l1 phone: 514.343.0220 ■ facsimile: 514.343.0298

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■ ■

canada www.splash-home.com

12/11/12 8:42 PM

Alan, Carie & Scott We were with you when you opened store number one and we plan to be with you when you open store number 1000. Congratulations from your partner in home products!

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Jennifer Knapp from page 18 looks at a value price.

What’s some of the most useful feedback you’ve gotten from First, I ask all new vendors to do store associates? a thorough assessment of our current assortment. Secondly, they We have an annual Store Manreally need to understand who the ager Conference, which I attendAnna’s customer is. These two ed one month after being here. things will not only give them the What I learned from that conability to present product that is ference is that we are fortunate void in the assortment but also to have the most passionate and product that speaks to our cusknowledgeable people working tomer. on the front line directly with the customers. What’s your favorite Alan saying? How does buying for the internet differ from buying for the My favorite saying from Alan is stores in your category? “We buy steak cheap, not cheap steak!” My favorite thing he does The biggest difference between is when he hears great news, he the internet customer and the does this dance where he puts his brick and mortar customer is that arms out to his side, closes his the internet customer is not as eyes and does a dance like “We’re price sensitive as our brick and on top of the world.” mortar customer.

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stores in your category?

What does a vendor need to know or do to get your business?

Fashion bedding is a large portion of the internet business. We place a dedicated order for the ecommerce site and make sure to replenish in the best of the best. What does a vendor need to know or do to get your business?

Three out of four Anna’s buyers agree: Alan Gladstone’s favorite saying is some variation of “We buy steak cheap, not cheap steak.”

Maggie Negrete from page 18

We have vendors that have been with us for years and some new ones. We work well together and they really understand our styling and culture. What’s your favorite Alan saying?

feedback has been about pat- My favorite Alan saying is, “We terns, they know exactly what do not sell cheap steak, but steak cheap.” We try to offer our cusour customers are looking for. tomers a great value at a price How does buying for the inter- they can afford. net differ from buying for the

12/11/12 7:05 PM

FRO

L OF

TO A L L OF YOU AT

Congratulations!

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Steve Strickland from page 16 ing team to keep them in was a business there,” said the loop. Strickland. Ecommerce moved under the market“The customer tells us if ing department in May she wants information 2011 from mobile or email. That information allows mar- From there, Anna’s beketing and merchandising gan to invest, adding four to be connected even more people to the ecommerce so.” effort and launched a new website this past July. There are no points to count and no expiration “It’s probably the fastest, dates on “Fan of Anna’s” most difficult job launch cards. Members receive I’ve ever done,” said invites to special store Strickland. He’s done six. events. And social media messaging for Fan mem- The Anna’s ecommerce bers is distinct from gen- upgrade was accomplished eral social media messag- in six months and now carries 3,600 skus. ing. In terms of ecommerce, Again, technology investAnna’s had been building ments helped integrate a business without put- the marketing and merting a great deal of effort chandising team, he said. behind it. “It proved there Chief merchandising offi-

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Tony Sullivan from page 16 cer Carie Doll set up drop pers’ product expectations. In addition to new fixturship accounts with the Scores were running at 60 ing, carpeting, lighting stores vendors to aid the at launch. They’re now 80. and cash wraps, the updated format pulls bedding to ecommerce effort. “That’s “It’s our people, their pasthe front of the store, with a big growth opportunity sion, commitment and enwindow just behind. Those for us,” he said. “And when ergy,” said Sullivan. “They two categories account for they’re out doing deals for fight for every sale.” 60% of Anna’s business. the chain, they consider buys for ecommerce.” For the past three years, Kitchen and tabletop – a Anna’s has been focused big part of Anna’s growing There’s more to come, of not just on expanding into hard lines business – are course. But it all goes back new markets but also on located right behind the to the feedback of Anna’s remodeling and remodels cash wrap. most loyal customers. and relocations. In 2012, The most important piece “We know more about our the company has under- of it, however, is what store customer now than ever ,” taken 24 remodels, nine employees bring to the said Strickland. “We have relocations and seven store equation, knowing what this very engaged custom- expansions. The effort will customers in their markets er who is very vocal with touch another 15 to 20 will gravitate toward. us. Our customer is also stores next year. “We don’t planogram evmost forgiving – so long as “It’s very important for ery little thing,” said Sulwe fix what they’re telling the customers who have livan. “You’ll see the pasus to.” shopped with Anna’s for sion come through in their many years,” he said. “It’s displays. They feel it’s their exciting to see their reown. You can’t buy that.” sponse.”

12/11/12 7:05 PM

25 Years Young! Park B. Smith Ltd. congratulates

ANNA’S LINENS on your quarter century in the home business.

Dear Anna’s Linens ,

on achieving the milestone of 25 years in business. THANK YOU to the whole Anna’s family for your one-of-a-kind partnership. CONGRATULATIONS

ALL THE BEST

on the next 25 years!

- Your friends at ICA and Artboxx Framing

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FRAMING INC. www.ica-art.com 12/11/2012 9:00:39 AM

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Abby Arenioff from page 14

Mike Harnetiaux from page 14

also an annual training summit at the district level for store managers.

“We really needed help to manage it. It was time to bring in outside talent,” said Harnetiaux.

Program encourages employees “Anna’s is still a story being writthroughout the organization to ten. We are positioning for conweigh in on what could be done tinued growth and success,” said better. Going forward, Anna’s is Arenioff. “At the end of the day, Anna’s has also created a tier area looking to make all channels of we want employees to look around manager as a bridge between store communications more robust. and say: ‘This is still the best place managers and district managers. to be.’” In addition, it has established a program to help district managers Anna’s “Thank You” boils down prepare to become regional man- The company’s core values to an easy set of principles: agers. K - Know our Business. We are T – Treat each other with respect “We look within to fill our job and dignity every day. We keep our knowledgeable and competent in our roles. We are determined to opportunities first,” said Arenioff. word. (Integrity) achieve success. (Business Focus) “But for any healthy company H – Hear what people are saying. you’ve got to be both building tal- We honor them with our attention Y – Yes I Can! We have positive ent and buying talent.” and speak openly. (Communication) “can do” attitudes. We go above and beyond. (Positive Attitude) Employee engagement surveys A – Awesome Value! Provide our O – Organizational Loyalty… The help track satisfaction, and Anna’s customers with the highest price/ special bond between our Company quality equation. We exceed our benchmarks against high-perforand ourselves. (Loyalty) customers’ expectations. (Customer mance companies as well as retail Focus) overall. The “You’ve Been SpotU – Understanding, Humble, and Compassionate. We have empathy ted” program allows employees N – No “I” in TEAM! We are team for others. (Compassion) players who work together to to flag extraordinary performance achieve our goals. We embrace our by their co-workers, with winners differences. (Teamwork) highlighted each quarter. The Idea

The pace of 30 to 35 store openings a year Anna’s has pursued since is “good growth for us. Very manageable,” he said. Harnetiaux noted Anna’s has also been careful about reserving cash and not overextending itself. At the same time, it has made extensive investments in infrastructure and technology. “From where we were, we are light years ahead. Our technology now places the right product at the right time in the right stores,” he said. He added: “It’s a great place to be. We’ve still got a lot of growth ahead of us.”

Congratulations on your 25th Anniversary. We are honored to be a part of your past & a partner in your future.

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C A L I F O R N I A 12/11/12 7:06 PM

-The Victoria Classics Team

Congratulations to the entire Annaâ&#x20AC;&#x2122;s team on your 25th Anniversary!

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The team at Vara Home Fashions looks forward to your continued growth and success for many years to comeâ&#x20AC;Ś

12/11/2012 9:36:14 AM

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The St. Jude Connection

nna’s Linens and St. Jude Children’s Research Hospital go back four years. And more than $1.7 million.

cost of $1.8 million per ALSAC/St. Jude Childay, St. Jude’s noted. dren’s Research Hospital. “Anna’s Linens has been Anna’s accomplished this a great partner, and every feat, and continues to raise year they step it up with more funds, with the help creative ways to engage That’s how much Anna’s of both its own staff and their employees and cushas collected for the hos- its shoppers. tomers in supporting St. pital toward research Jude.” against juvenile illnesses “We are very grateful for since 2008 – and a sum donations like this, which The retailer first particithat is “just shy” of the help ensure that St. Jude pated in the hospital’s St. hospital’s daily operating patients continue to re- Jude Thanks and Giving ceive excep- program on a regional tional treat- level, raising $104,000 by ment and offering shoppers the opcare and portunity to donate $1 by that they adding it to their purchase never pay total. St. Jude for any thing, ” Then in 2009, Anna’s exsaid Rich- panded its relationship by ard Shadyac signing on as a national St. Anna’s promotes St. Judes donations at its Jr., CEO of Jude Thanks and Giving checkout registers.

corporate partner. Looking to build on its support, the retailer revised its instore donation program by offering shoppers a bounce-back coupon toward a future purchase for each donation they made to St. Jude.

campaign’s conclusion.” Encouraged by its shoppers’ response, Anna’s Linens extended its campaign in 2010 by four weeks and increased the number of bounce-back coupons produced for customers.

Then in 2011, the company hosted a “Scare Away Cancer around Halloween” staff event, offering employees a chance to dress casually for work in exchange for a donation to St. Jude’s in tandem with a bake sale also benefitting As St. Jude Hospital said, the hospital. The result was the new program “was a 2011 fundraising total of a hit, with the company $626,000 for St. Jude— running out of coupons the company’s best camtwo weeks prior to the paign to date. Anna’s surpassed its goal and raised more than $347,000 – or a 233% growth over its 2008 donation. In addition, three Anna’s Linens vendors committed to donate to St. Jude directly.

ANNA’S LINENS BE ATRICE HOM E FA SH IO N S CON GRATU L ATES A N N A’S L IN EN S ON 25 INCR ED IBL E YEA RS

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12/11/12 7:06 PM

“If you can dream it, you can do it.” Walt Disney

Alan and the Anna’s family, may your dreams continue to come true.

Congratulations from your friends at

HTT_AL Congrats tab.indd 1

11/26/12 2:06:18 PM

Alan Gladstone Your Annaâ&#x20AC;&#x2122;s family admires and celebrates your 25 years of dedication. From one store and a dream, to 300 and on our way to 1,000! Congratulations on 25 great years! From your Annaâ&#x20AC;&#x2122;s family Untitled-50 1

You make your mom proud!

11/21/12 8:41:30 AM

YOU’VE BUILT A BRAND.

Now, get out there and show it off. Are you a small-scale retailer with a single storefront? Or a leading manufacturer with widespread dealers? From one bow flag to one thousand banners, we offer turn-key customizable products and programs to fit your needs, including full design services. Whether it’s an industry tradeshow, a retail sales floor or a special event, let us help your brand flourish and make you stand out in front of those who matter most. Contact us today to quote your next project. CONTACT: Joseph Ellis jellis@cjksignage.com 336.605.1018

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10/11/2012 11:40:19 AM

Home Textiles Today

December 17, 2012

> hometextilestoday.com

PEOPLETodaY Big Lots’ Fishman Announces Plans to Retire during his tenure. After nearly Inc.’s chairman, president and 40 years in retail, the board of ceo, Steven S. Fishman, has told directors understands and supthe company that he expects ports his desire to shift his focus to retire – but will wait until a and put his family first. We are pleased he has agreed to play replacement is found. a continuing role To ensure “an orderly with the company leadership transition,” during the transiFishman — who assumed tion and provide his his current roles in July continued services 2005 — said he will conand expertise to the tinue to serve in his curcompany in a conrent roles until his successulting capacity folsor is appointed. MICHAEL lowing his retireThe Board has retained FISHMAN Big Lots ment.” Korn/Ferry International Fishman, whose to conduct a search, both internally and externally, for ceo retail career spans almost 40 years — cited several of his candidates. Philip E. Mallott, a nine- accomplishments over his years year member of the board and at Big Lots, including: record the chairman of its audit com- levels of sales and productivity mittee, noted Fishman has “pro- per selling square foot; growing vided Big Lots with outstanding U.S. operating profit to $358 leadership and financial results million in fiscal 2011, compared

C OLU M BUS , O HIO — Big Lots

to $27 million in fiscal 2005; growing U.S. income from continuing operations to $220 million in fiscal 2011 from $21 million in fiscal 2005; generating $2.2 billion of U.S. operating cash flow; returning $1.9 billion of cash to shareholders in the form of share repurchase activity; improving inventory turnover by 20% since fiscal 2005; and international Expansion into Canada. He explained “this is an important time for my family and me. We’re excited about embarking on this new chapter in our lives and I’m looking forward to continuing with Big Lots in my new role. I’d like to thank the Big Lots associates for their support, dedication, and hard work as we continue together on the journey toward our goals.”HTT

Surya’s Tiwari Honored by Atlanta Business Magazine C ALHOUN , GA . – The president

Tiwari and all other 40 Under of area rug and home accessories 40 recipients were recognized at brand Surya, Satya Tiwari, has an awards dinner held Novembeen named to Atlanta ber 8 at the Atlanta HisBusiness Chronicle’s tory Center. 2012 “40 Under 40” “I am thrilled to be list, which comprises a recipient of this year’s the city’s top young pro40 Under 40 awards fessionals of the year. – and finding myself in the company of so More than 500 many other successnominations were S ATYA TIWARI ful young professionreceived for this year’s Surya als here in the Atlanta award, and winners area,” said Tiwari. were selected by a Added Surya Tiwari, his committee of former 40 Under father and founder of the com40 alumni based on their leadpany: “Satya has been instruership abilities, professional mental in setting the vision for achievements, and community Surya’s growth and I am proud service work.

htt121202_058_060 58

to see his efforts being recognized.” Since 2004 when he joined the company, Tiwari is credited with growing the business 24fold and made the brand a recognized leader in the rug and home accessories industry. He also has helped the company achieve double-digit growth in seven of the last eight years and today, and work with more than 60% of the top 200 furniture retailers in the U.S. Surya is also dedicated to community stewardship, having partnered with nonprofits East Meets West and the Akshaya Patra Foundation. HTT

Gilt Names New ceo from 2003 to 2009 after serving G i l t . c o m h a s a p p oi n t m e d as the company’s chief operatMichelle Peluso ceo. A board ing officer. She joined Travelocity in 2002 upon the member since Octocompany’s acquisition of ber 2009, she will step Site59, a travel site she into her new role at created and launched the end of February. in 2000 that offered last Gilt founder and minute deals. Prior to ceo Kevin Ryan will leading Site59, Peluso become chairman, served as a White House and Susan Lyne will MICHELLE fellow and senior advisor become vice-chairPELUSO to Labor Secretary Alexis man. Gilt Herman and worked as a “I’m tremendously case leader for The Bosexcited to be leading a company with a brand I love ton Consulting Group in New and a team I’ve come to greatly York and London. “Michelle’s deep Internet admire,” said Peluso. “Gilt has done a terrific job establishing experience, coupled with her itself as one of the most inno- operating and marketing backvative online shopping destina- ground, made her my ideal tions and I am looking forward choice to be Gilt’s ceo going to continuing to build on Gilt’s forward,” said Ryan. “We have worked together for three years growth and success.” Peluso is currently Citi- as fellow Board members and I group’s global consumer chief am thrilled she will be leading marketing and internet officer. Gilt to its next level of growth She was the ceo of Travelocity and market leadership.” HTT

NEW YORK — Flash sale retailer

Eric Floyd to be Comfort Revolution Ambassador WEST LONG BRANCH, N.J. — Former NBA All-Star Eric “Sleepy” Floyd has become brand ambassador for Comfort Revolution, developer and marketer of high–end sleep products founded last year by indusERIC FLOYD try veteran Michael Fux. Floyd will represent the brand in key promotions and build awareness of the importance of a good night’s sleep among professional athletes, youth groups, companies, and other organizations. Comfort Revolution is developing Floyd’s marketing and

promotional schedule for 2013. “We respect all that Eric has accomplished on and off the court, and believe he’ll be a great match for a company whose hallmark is innovation,” said company ceo Michael Fux. “Besides, who better to talk about the value of a good night’s sleep than someone whose nickname is Sleepy?” Floyd was a star player at Georgetown University before joining the NBA. He played for 13 years as a point guard for the New Jersey Nets, Golden State Warriors, Houston Rockets, and San Antonio Spurs. He acquired his nickname when he was 8 years old during a baseball game, when the first pitch rolled right between his legs at second base. HTT

12/12/2012 5:04:34 PM

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Home Textiles Today

December 17, 2012

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Alexa Hampton to be Honored as Design Icon at Las Vegas Market include Vladimir Kagan, Juan Montoya, Vicente Wolf, Christopher Guy, Larry Laslo, Roger L AS VEGAS — Alexa Hampton, Thomas and Jaime Drake. interior designer and owner of “Design Icon is New York design firm the centerpiece of our Mark Hampton LLC, designer programming will be recognized as the “Design has always for the upcoming win2013 Design Icon durbeen my passion ter market (Jan. 28-Feb. ing the winter Las Vegas and I simply can’t 1), and as such, we are Market. imagine working in pleased to present Alexa The award presentaany other industry.” Hampton as the recipition will take place Jan. ALEXA HAMPTON ent of our 2013 Design 30 and will be followed Icon award,” said Paul by remarks from Hamp“Design has always Watson, vice president of design ton, a trunk show of her newest fabric and trim collec- been my passion and I simply for International Market Cention with Kravet, and a book can’t imagine working in any ters, parent company of Las other industry,” Hampton said. Vegas Market. “Her industry tensigning. Hampton began her design “I am flattered to join such a tal- ure, accomplishments and influcareer working with her father, ented group of industry profes- ence make her a natural fit for designer Mark Hampton, at the sionals and former Design Icon this award and we are most forfirm he opened in 1976. After recipients, and I look forward to tunate to have her present marher father’s death, she began attending one of the most talked ket attendees with highlights and influences of her illustrious running the firm and has since about markets of the year.” Past Design Icon honorees career.” HTT been included on several top BY CINDY W. HODNETT

100 designers lists in publications such as Architectural Digest, House Beautiful and New York Magazine.

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Midwest-CBK Names Dick Duff GM C ANNON FALLS, MINN. — Mid-

west-CBK, has named Dick Duff general manager. An industry veteran, Duff has 29 years of experience in the gift industry, including five years with Midwest of Cannon Falls as the executive vice president of sales and marketing. Throughout his career, Duff has served in numerous executive-level leadership roles in the gift industry, focusing on marketing, product development, sales management and business development; he also has international experience in foreign sourcing, manufacturing, distribution and product development. In his new role, Duff will oversee all aspects of day-to-day operations and manage growth objectives. “Dick’s proven track record and knowledge of the gift industry is second to none,” said Howard Ganz, president of Ganz, which acquired Midwest-CBK from MVP Group International, Inc., in October. “His passion com-

bined with outstanding sales and marketing leadership will serve our customers, employees and the industry well. We look forward to continued growth and success through Dick’s leadership.” Most recently, Duff served as the executive vp of Blue Mountain Arts. He has also served as executive vp of sales and marketing, and vp and general manager of The Hadley Companies; president of American Specialty Confections; and executive vice president and general manager for Carousel by Guy. Duff holds a Bachelor of Science degree in marketing, advertising and journalism from Oklahoma State University. “I’m excited to return to Midwes-CBK and work with the industry’s top talent to bring our valued customers the most sought-after products backed by an amazing sales and distribution team,” said Duff, in a statement. “I look forward to the opportunity to further develop and grow the brand.” HTT

NRF Awards Scholarships to 24 Students WASHINGTON — The National

Retail Federation has named 24 college students as the recipients of its NRF Foundation Ray M. Greenly Scholarship fund. Nominated by educators at their schools based on their high scholastic achievements and passion for retail, each student will receive a $5,000 scholarship to cover educational costs and a stipend to attend Retail’s BIG Show in January. The NRF Foundation promotes retailing as an attractive career path while developing and cultivating the next generation of retail leaders through partnerships with universities, professional certification programs, and workforce training. As a part of its commitment to foster the next generation of retail leaders, the NRF Foundation said it is on track to award more than $350,000 in scholarships this school year through its University Partner Program. “I’m incredibly passionate about the importance of recruit-

htt121202_058_060 60

ing and retaining the best people and these scholarships demonstrate the National Retail Federation’s commitment to the future of retail talent and leadership,” said Kip Tindell, chairman and ceo of The Container Store and chairman of the NRF Foundation board of directors. “I can’t imagine another industry that offers the growth and innovation opportunities that retail does and I’m certain that these students have bright and fulfilling careers ahead of them. We look forward to seeing them thrive and make a difference in the lives of the millions connected to our industry.” Below are the names of the 24 students along with their hometown and the name of the college/university where they are enrolled: • Laura Bianchi,Cinnaminson, N.J, Drexel University • Esther Wu, San Jose, CA FIDM/Fashion Institute of Design & Merchandising • Elizabeth Kryszak, Eden,

NY, Fashion Institute of Technology • Rinsha Prophete, St. Petersberg, FL, Florida State University • Kelly Sexton, Toccoa, GA, Georgia Southern University • Kelsey Pepmeier, Vincennes, IN, Indiana University • Brittany Casper, Brunswick, Ohio, Kent State University • Maryah Duplissie,n Monmouth, ME Lasell College • Shannon Oriole, Pelham, NH, LIM College • Daniel Hughes,nManassas, VA, Longwood University • Kate Oronin, Dayton, OH Ohio University • Amanda Lane, nDubuque, IA, Pennsylvania State University • Alyssa Tomasello, Morgan Hill, CA, Santa Clara University • Kelsey Maharrey, Tupelo, MS Savannah College of Art and Design • Lauren Ray, Austin, TX, Texas A&M University

• Talia Watts , Egg Harbor Township, N.J., The University of Arizona • Katie Streepey, Dallas, TX, University of Arkansas • David Magnotta, San Antonio, Texas, University of Florida • Michele Crow, Lee’s Summit, MI, University of North Texas • June Luo, Germantown, WI University of Pennsylvania • Sherri Martin, Mission Viejo, CA, University of Phoenix • Susan Fuller, Greenville, SC, University of South Carolina • Jamie Madere, Kingston Springs, TN, University of Tennessee-Knoxville • Melissa LaBorde, Waukesha, WI, University of Wisconsin-Madison Each student will travel to New York and will be recognized at Retail’s BIG Show in January. A special student program during the convention, made pos-

sible by contributions from The Container Store, Macy’s, Saks and Walmart, will incorporate networking sessions with retail recruiters and opportunities for students to meet executives from BJ’s Wholesale Club, HSN, Rent the Runway, and Tractor Supply Co. The Ray M. Greenly Scholarship Fund was established to honor the memory of a former Shop.org vice president who lost his battle with cancer in the fall of 2005. His generous and kind spirit inspired NRF to establish a scholarship that provides financial support to students pursuing a career in retail in areas including marketing, operations, merchandising, logistics, IT, and analytics. The scholarship is partially funded by a portion of the proceeds from CyberMonday.com, a website launched in 2006 to provide retailers with the opportunity to highlight their online promotions on Cyber Monday and throughout the year. HTT

12/12/2012 5:12:18 PM

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December 17, 2012

BUSINESS TodaY Big Lots’ Q3 Harsher Than Usual as Chain Suffers Profit Loss C OLUMBUS , O HIO — The third quarter proved to be another challenging one for closeout chain Big Lots Inc. Only this year, the period was especially difficult as a result of external factors, including a hefty hit from Hurricane Sandy in late October, resulting in a profit loss and declines in sales and comps. Big Lots reported a loss from continuing operations of $6.0 million, or 10 cents per diluted share, for the quarter, ended Oct.27, compared to income of $4.2 million, or 6 cents per diluted share, last year. During the retailer’s call earlier this month, chairman, ceo and president Steven Fishman explained the company’s third quarter is historically “our lowest volume quarter and quite frankly, when we are in transition” as Big Lots prepares for its holiday sell-

ing season.” But for this year’s Q3, in particular, the company braced for added pressures and “some anxieties on the consumer,” he continued, such as “the national election, an uncertain economy, and a persisting difficult job market.” Compounding these hurdles was unforeseen severe weather, namely Sandy, which hurt Big Lots’ business in the Northeastern region where Fishman said “we have a large concentration of our stores.” By division, its U.S. operations in the quarter suffered a $1.7 million loss, or 3 cents per diluted share (non-GAAP), compared to income from continuing U.S. operations of $11.4 million, 17 cents per diluted share (non-GAAP), a year ago. Net sales also struggled, dipping 1.9% to $1,095.2 million versus $1,116.8 million last year,

and comparable store sales took a hit, dropping 4.9% for U.S. stores open at least fifteen months. Better off was the company’s Canadian operation, which is now starting on its second year in business. Net sales totaled $39.0 million, while incurring a net loss of $4.3 million, or 7 cents per diluted share (non-GAAP), compared to net sales of $21.5 million and a net loss of $7.1 million, or11 cents per diluted share (non-GAAP) for the same period of fiscal 2011. Joe Cooper, principal accounting officer, evp, and president of Big Lots Canada, explained this fledgling division saw strength in consumables, furniture, and home, “as customers continue to respond favorably to our expanded assortment, quality, and extreme values through closeouts.”

Year to date, Big Lots’ income from continuing operations totaled $56.9 million, or93 cents per diluted share. The company incurred an after-tax charge of $3.4 million during the first quarter of fiscal 2012 related to an inventory accounting change associated with the implementation of new retail inventory systems. Excluding this non-recurring, non-cash charge, adjusted income for the period totaled $60.3 million, or $0.98 cents per diluted share (non-GAAP), compared to $92.5 million, or $1.31 per diluted share a year ago. Net sales for the 39 weeks came to $3,646.7 million, up 3.2% from $3,532.7 million a year ago. Big Lots updated its guidance for fiscal 2012 to include: fourth quarter consolidated income from continuing operations of

Sandy Slams Pier 1, but not Q3 Sales F ORT WORTH , TEXAS — Pier 1

Imports Inc. managed doubledigit sales increases and high single-digit comp gains in its third quarter despite hefty impacts from Hurricane Sandy, which devastated parts of the Northeast on Oct. 29. With the release earlier this month of its initial third quarter results, the home furnishings chain said it estimates the impact of lost sales and costs associated with storm to be approximately 2 cents per share, net of tax, for quarter. In the days immediately following the storm, as many as 225 Pier 1 stores were closed, primarily because of power outages, and 50 stores operated on reduced hours. All stores were reopened and fully operational by the end of November’s second week with the exception of one store located in Long Island, New York, which remains

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closed due to storm damage. “While a large number of our stores experienced closure and disruption due to Sandy, our focus was directed first and foremost on the safety and well-being of our associates and others in need,” said Alex Smith, president and ceo. “I am extremely proud of and grateful to our associates for their efforts to reopen our stores quickly, even though their own lives were, and in some cases still are, disrupted.” Total sales for the quarter improved 10.9% to $425 million compared to $383 million in the year-ago quarter. Comparable store sales increased 7.9%, primarily due to gains in store traffic and higher average ticket. “We’re pleased to deliver strong sales growth this quarter, as customers responded particularly well to our fall assortments. Excluding the impact of Hurricane

Sandy, we estimate that third quarter comp store sales would have increased slightly over 9%,” Smith explained. Gross profit for the quarter is expected to be approximately 43.9% of sales for the third quarter versus 43.2% of sales last year. Earnings per share are projected to be approximately 22 cents compared to 21 in 2011’s third quarter. Year to date, total sales were up 9.0% to $1.153 billion, and comps grew 7.3% on top of a 9.2% increase in the year-ago period. “We have had a terrific start to the holiday season, including a very strong Thanksgiving weekend, and believe the business is ideally positioned with a compelling merchandise assortment and multiple ways to shop the Pier 1 Imports brand, including both in-store and online,” Smith said.

$1.91 to $2.10 per diluted share versus $1.75 per diluted share for fiscal 2011; and fiscal 2012 annual guidance for adjusted consolidated income from continuing operations of $2.86 to $3.05 per diluted share (non-GAAP) versus $2.99 per diluted share for fiscal 2011. “This guidance assumes U.S. comparable store sales decline in the range of low to mid single digits and a total U.S. sales increase in the range of 3% to 7% [in the fourth quarter],” Fishman said. “For our Canadian operations, sales are expected to be in the range of $48 million to $52 million for the fourth quarter of fiscal 2012. As a reminder, the fourth quarter of fiscal 2012 includes 14 weeks of operations, compared to 13 weeks of operations in last year’s fourth quarter results.” HTT

Same-store sales

Comps Inch Up as Holidays Kick Off NEW YORK — Same-store sales rose up 2.2% in the second week of December following a 2.1% gain the prior week, according to The Johnson Redbook Retail Sales Index. Sales were mixed in the second week. As Redbook analyst Catlin Levis explained, some retailers saw business pick up, influenced by the beginning of Hanukah, which began on Dec. 8, earlier than last year. However, some retailers said they had entered the expected “soft mid-

dle” of the holiday season, she said. Sales at discount stores continued to be strongest in basic consumables, food, toys and electronics. Online shopping kept up a strong pace and popular gift cards have made it easier for consumers to delay holiday shopping, shifting sales to the period after the holiday season. Gift card sales don’t record the sales revenue until the cards are redeemed, Levis noted. HTT

Johnson Redbook Index Third week of December, year-over-year % change WEEK ENDED

12/1 12/8

Department stores* Discounters Redbook Index

0.7 3.0 2.1

12/15 12/22

0.9 3.1 2.2

12/29 MONTH TARGET

0.8 3.0 2.2

1.3 3.5 2.6

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

HTT

12/12/2012 5:19:19 PM

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Business

Hudson’s Bay Co. Closes C$365 Million IPO BY MICHAEL J. KNELL T O R O N T O — Hudson’s Bay

Company is once again a public company with the closing of its initial public offering of some 21.8 million shares at a price of C$17 each, which generated proceeds of C$365.1 million. The company’s proceeds will be used to pay down debt. The IPO consisted of a treasury offering of 14.7 million shares as well as a sale of just under 6.8 million shares by their company’s largest shareholder, which is controlled

by Richard Baker, governor of HBC and chairman of the New York-based NRDC Equity Partners, which acquired HBC in 2008. The common shares are listed on the Toronto Stock Exchange under the symbol HBC. With the closing of the IPO, there are some 120 million common shares of HBC outstanding. Baker will control some 81.7% of the shares through various holding companies. The underwriters have been granted an over-allotment op-

tion, giving them 30 days to purchase an additional 3.2 million shares from the selling shareholder. The company operates three retail banners, two in Canada and one in the United States. The Canadian operations include the Bay, which has 90 stores across country and about C$2.2 billion in annual sales and Home Outfi tters, a kitchen, bed and bath superstore with 69 outlets and C$300 million in sales. In the United States, the department store Lord & Taylor has 48 units and C$1.4 billion in sales. HTT

Home Textiles Today

December 17, 2012

Iconix Seals Deal With Umbro N E W YO R K — Iconix Brand

Group Inc. has officially completed its acquisition of the Umbro brand, as well as related intellectual property assets from Nike Inc., for $225 million in cash. The purchase price was funded with the Iconix’s recently announced $600 million securitized financing facility. “We are thrilled to be adding Umbro to our portfolio of iconic brands,” said Neil Cole, chairman and ceo, Iconix. “In addition, we believe our ability to secure financing at an attractive price highlights the strength of our brands and our business model.” “Acquisitions remain a key focus for our Company and with our new securitization in place we believe we have significant financial flexibility and are well po-

sitioned to continue to grow our business and execute on our acquisition strategy.” Founded in 1924, Umbro is the original global football (soccer) brand, and today it combines its British heritage with a modern football lifestyle to create iconic sports apparel and footwear. Cole noted that Iconix owns 29 consumer brands in the fashion, athletic, electronic, home and entertainment industries. “With this acquisition, the company’s brands will generate approximately $13 billion in retail sales globally, with over $2.5 billion attributable to the Company’s portfolio of athletic brands,” he summed. Iconix’s brand portfolio includes Cannon, Royal Velvet, Fieldcrest and Charisma. HTT

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12/13/2012 1:23:30 PM

Home Textiles Today

Heimtextil Trends TRENDS FROM PAGE 1

work of reference that will be a first-class source of inspiration and guideline for the international sector,” said Olaf Schmidt, vp of textiles and textile technologies for show organizer Messe Frankfurt. At the fair, which runs from Jan. 9-12, the trend themes will be visualized in an exhibit in Forum 0.

The Eccentric “His passion is for extravagant discoveries combining timeless qualities with decorative character,” according to the Trendtable. The trend embraces unique items, curiosities and “original articles distinguished by exotic or ethnic influences.” At heart, it’s all about items and motifs that are traditional and authentic. The result is elegant design that appeals to a modernday Dandy or Bohemian: hand-colored silk, lustrous artificial snakeskin, upholstery fabrics inspired by suit fabrics or oriental jacquards. “In his home, we find patterns with ethnic blossoms. The wall coverings take their inspiration from textiles. The dominant colors have an Asian touch and interact in an extraordinary way,” the Trendtable noted.

December 17, 2012

News

highly prized. “Thus, textiles with a layer look are part of this, as are net fabrics and artistic embroidery,” said the Trendtable. “A variety of different techniques and materials, from lace-making to laser cuts, reveal not only the broad spectrum of historical but also of future-oriented arts & crafts.” Shimmering gold, bronze and copper are important here, as are reflections from material surfaces. Colors in rooms tend to be subdued “and dominated by mysterious shadings.”

The Geologist This trend draws from elements of the earth and nature, especially irregular geological surfaces. Natural structures are updated with colorful marl aspects and winding patterns, as well as rough graininess, bark-like textures and rustic leather, skin or natural cork. “Blotch effects bring otherwise sober surfaces to life,” said the Trendtable. “Broken, mysterious brightness flashes from the materials. The color series reflects the enigmatic dark side of nature. Intensive colors are rounded off by shades of virulent intensity and metallic luster.” Elemental textures are important in the Geologist trend.

360 Park Avenue South, New York, N.Y. 10010 Tel: (646) 805-0227; Fax: (646) 365-2307 www.hometextilestoday.com www.facebook.com/httmag EDITOR-IN-CHIEF Jennifer Marks 10 Ocean Blvd #8B Atlantic Highlands, N.J. 07716 (732) 204-2012 | jnegley@hometextilestoday.com PUBLISHER/EDITORIAL DIRECTOR Warren Shoulberg (646) 805-0226 | wshoulberg@hometextilestoday.com SENIOR EDITOR Cecile B. Corral 428 Bianca Ave. Coral Gables, FL 33146 (305) 661-7493 | cbcorral@aol.com MANAGING EDITOR Julie Murphy (646) 805-0224 | jmurphy@hometextilestoday.com CONTRIBUTING GRAPHIC ARTIST Desiree Nunez (646) 805-0233 | dnunez@giftsanddec.com DIRECTOR OF MARKET RESEARCH Dana French (336) 605-1091 | dfrench@sandowmedia.com ASSOCIATE PUBLISHER, ACCOUNT MANAGER SOUTH/EAST/CHINA Jeff Reeves (336) 605-1009 | jreeves@hometextilestoday.com ACCOUNT MANAGER NORTHEAST/MIDWEST/ WEST COAST/CANADA Mary McLoughlin (646) 805-0227 | mmcloughlin@hometextilestoday.com CLASSIFIED AD SALES Spencer Whittle (336) 605-1027 swhittle@sandowmedia.com Karen Hancock (336) 605-1047 khancock@sandowmedia.com

The Historian This trend is about honoring tradition by bringing the past into the present and is characterized by “fine products distinguished by superior craftsmanship.”

MANAGER, EUROPE Mirek Kraczkowski Tel: 48 22 401 70 01; Fax: 48 22 401 70 16 | kraczko@aol.com MANAGER, INDIA Kaushal Shah Cell: 91-9821715431; Tel: 91 22 2305 9305 Fax: 91-22-66634596 | Kaushal@kaushals.com PRODUCTION MANAGER Rich Lamb Tel: (336) 605-1074; Fax: (336) 605-1143 | rlamb@sandowmedia.com DIRECTOR, WEB OPERATIONS Chris Schultz | (336) 605-1076 | cschultz@sandowmedia.com MANAGER, CLIENT SERVICES, WEB ADVERTISING Dan Sage | (336) 605-1080 | dsage@sandowmedia.com E-MEDIA PROJECT MANAGER Missy Axe | (336) 605-1005 | maxe@sandowmedia.com DIRECTOR OF AUDIENCE MARKETING Allison Ternes (704) 573-9007 | aternes@sandowmedia.com PRESIDENT, FURNITURE TODAY GROUP Kevin Castellani (336) 605-1034 | kcastellani@sandowmedia.com FOUNDING EDITOR-IN-CHIEF Carole Sloan 1979-2011

The Inventor

The Historic trend emphasizes craftsmanship.

The influences look back particularly to the late 16th and the 17th Centuries, where art and craftsmanship were

Combining function with fun, wellness and pleasure are keys to this trend, which seeks out “undiscovered worlds full of marvels and adventure.” Fabrics are sensuous and tactile; they sway and flutter. Ornaments are flowery. Constructions include upholstery fabrics, openwork weaves and meshwork. “Foamed textiles create an airy depth and give rooms and furniture a new look. Technical veils, iridescent films and latex are also used. Feather-light constructions play with light and reflections,” according to the Trendtable. “Lively colours ensure extraordinary contrasts and awaken curiosity.” HTT

SANDOW MEDIA PRESIDENT AND CEO Adam I. Sandow CFO/COO Christopher Fabian VP CREATIVE AND EDITORIAL Yolanda E. Yoh EVP, GROUP PUBLISHER James N. Dimonekas SUBSCRIPTIONS: U.S.A. (866) 456-0405 All other countries: (515) 247-2984 HTTcustserv@cdsfulfillment.com FAX SUBSCRIPTIONS: 1-866-310-7181 THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY® 360 Park Avenue South, New York, NY 10010 Telephone: (646) 805-0227 Fax: (646) 365-2307 USPS 497-490 HOME TEXTILES TODAY (USPS 497-490) (ISSN 0195-3184) is published 29 times a year except for the weeks of 1/16, 2/6, 2/20, 3/12, 3/26, 4/9, 4/23, 5/7, 5/21, 6/4, 6/18, 7/2, 7/16, 7/30, 8/13, 8/27, 9/17, 10/1, 10/15, 10/29, 11/12, 11/26, 12/10, 12/24 by Furniture/Today Media Group, 360 Park Avenue South, 17th fl., New York, NY, 10010 a subsidiary of Sandow Media LLC, 3731 NW 8th Ave, Boca Raton, FL 33431. Periodicals postage paid at New York, NY, and additional mailing offices. HOME TEXTILES TODAY copyright ©2012 by Sandow Media LLC. Annual subscription rates: U.S. and Canada $169.97; 1 year, other countries $325.99 for surface mail . All payments must be made in U.S. currency. Subscription inquiries: HOME TEXTILES TODAY, PO Box 5879, Harlan, IA 51593-1379. Phone: (866) 456-0405. HOME TEXTILES TODAY and THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY are registered trademarks of Sandow Media LLC, used under license. Sandow Media LLC does not assume and hereby disclaims liability to any person for any loss or damage caused by errors or omissions in the material contained herein, regardless of whether such errors result from negligence, accident or any other cause whatsoever. (Posted under Canadian International Publication Agreement No.40624074. Sandow Media/CDS (Mint Hill) POSTMASTER: Send address changes to HOME TEXTILES TODAY, P.O. Box 5879, Harlan, IA, 51593-1379 Email: HTTcustserv@cdsfulfillment.com. Return undeliverable Canadian addresses to: RCS International; APC; PO Box 503, RPO West Beaver Creek, Rich Hill, ON L4B 4R6

The Inventor trend is colorful and adventurous.

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