Monday, March 19, 2012
THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY
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| Vol. 33, No. 8 | $8.00
Window Makers Feel When it Comes to the Future, it’s All Material Post-Market Success BY JENNIFER MARKS
BY JILL ROWEN N EW YORK — Window makers are basking in the glow of the upbeat New York Home Fashions Market two weeks ago. Increased attendance and ready-tobuy retailers converged to create the positive mood, suppliers told HTT. After seasons of safe selections, suppliers reported that buyers were venturing outside their comfort zone, looking for more fashion in prints and col-
ors and newness in technology and design, rather than the status quo basics from previous seasons. The best news for suppliers was that higher prices were in the mix and retailers were accepting them. “It was a great market, and we were actually writing orders in our showroom,” noted Louis Hornick III, Louis Hornick & Sons, which showcased its Firefend line. “We focused on our best attributes,” he said. SEE WINDOW PAGE 2
YoPros Mix it Up With Textiles Vets NEW YORK — The Home Fashions Product Association’s Young Professionals group — also known as the YoPros — hosted a panel discussion earlier this month during which they presented a volley of questions about the industry and its future to a quartet of home textiles ceos. The panelists included: Chris Baker, ceo of Hollander Home Fashions; Louis Hornick II, chairman and ceo of Louis Hornick & Co.; Barry Leonard, president and ceo of Welspun USA; Norman Savaria, president and ceo of WestPoint Home. The YoPros were ready for them with queries about a host of subjects. One of the first questions addressed the recent wave of deSEE YOPROS PAGE 10
Inside This Issue WestPoint Looks for Improvement in 2nd Half......................................................................... page 2 NYIGF to Present Home Furnishing Trends in New “Open House” Exhibit ............................ page 2 The E-Game ...................................................................... page 4 Merchant in the Middle ................................................... page 4
N EW YORK — On the eve of a week devoted to fabrics, constructions, picks and piles, HTT devoted its second semiannual ConText session to a wide-ranging look at developments in materials of all kinds on March 4. The morning event took place at Material ConneXion on Madison Avenue at 27th Street, a global materials consultancy and library that tracks and compiles innovative materials and processes. The company was acquired last year by HTT parent company Sandow Media. Dr. Andrew Dent, vp of library and materials research,
Dr. Andrew Dent of Material ConneXion.
circulated a number of unusual items through the gathering of attendees. ConText-goers handled a fabric made from peacock feathers, another made from stainless steel, and yet another made from the Pacific Hagfish, which resem-
bled a lightweight, supple leather. They passed around mock pony skin, a polymer panel embedded with lace and laser-cut horse hide. “Not every fabric is [about] SEE CONTEXT PAGE 5
Is JCP Psyching the Competition? NEW YORK — JCPenney’s decision to ditch coupons and promotions continues to generate skepticism in many corners, but there are also signs its messaging may be reverberating into its rivals’ marketing plans – and beyond. Days after JCPenney began promoting its “Fair and Square” pricing in early February, Macy’s 16-page Sunday circular touted “Everyday Value. Great Prices You Can Count on Every Day. Only at Macy’s!” Boscov’s circulars of late have heralded a similar theme, with covers declaring: “Honest Pricing.” Going a step further, Stein Mart announced earlier this
month that it will return to an EDLP pricing strategy. During the retailer’s most recent quarterly call, interim ceo Jay Stein said couponing had “[gotten] out of hand” in the last 18 months and the retailer would be scaling it back by 50% to focus on everyday low pricing. Like JCPenney, Stein Mart announced it would no longer publicly report its monthly sales. During the recent New York Home Fashions Market, several suppliers told HTT another regional department store is preparing to pivot to EDLP. That retailer has not publicly announced the strategy change. HTT
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March 19, 2012
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WestPoint Looks for Improvement in 2nd Half N EW YORK — Although WestPoint Home took a big hit in sales during the fourth quarter, the fiscal year decline was not as severe, and executives of parent company Icahn Enterprises said a shift away from commodity products combined with lower cotton prices should begin to positively impact results in the
second half of 2012. During the company’s quarterly call with analysts, Icahn Enterprises president and principal executive officer said if WestPoint can operate its bedding plant in Bahrain and its towel facility in Pakistan at full capacity with “reasonably profitable programs, this unit should be fine.”
Ichan executives pointed to the new management team put in place last summer – industry vet Norman Savaria, president and ceo, along with retail veteran Taran Chernin, executive vp and chief merchandising officer. They are focused on rebuilding customer relationships, exiting non-core product
lines and cutting costs. For the year ended Dec. 31, WestPoint’s sales fell 25% to $322 million as gross margin declined 41%, Icahn Enterprises reported. During the fourth quarter, sales dropped 49% to $63 million with gross margin plummeting 120%. HTT
ShopNBC/Macy’s Alliance off to Promising Start M INNEAPOLIS — Value Vision, the electronic retail company that does business as ShopNBC, said the partnership it launched with Macy’s last month to offer the department store’s house brand home textiles and cookware could be expanded. Speaking during last week’s
quarterly conference call, president Bob Ayd said: “As with any new business relationship, this is a test.” He added, “I am generally pleased with it, and I expect to further build on it.” The company is looking to broaden its home goods portfolio, in part to off-set the wan-
ing sales contribution it previously enjoyed from consumer electronics. ShopNBC’s home department team is focused on expanding the breadth of product being offered, he said. For the quarter ended Jan. 28, the company reported a net loss of $8.3 million vs. a net loss of $1.4
million in the year ago quarter. Sales tumbled 17.4% to $147.5 million primarily due to slower sales in its consumer electronics business. For the full fiscal year, net loss was $48.1 million from $25.9 million in the previous fiscal year. Sales were relatively flat, down 0.7% to $558.4 million. HTT
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NYIGF to Present Home Furnishing Trends in New “Open House” Exhibit WHITE PLAINS, N.Y. — The New
York International Gift Fair will host a new “Open House” exhibit that will showcase 2013 home furnishings trends, from materials and color to commerce and branding. Presented in partnership with One Kings Lane, Pantone, and Home Textiles Today’s parent company Sandow Media, the display will illustrate products in
six key trend categories, followed by an online flash sale of featured merchandise to benefit Gift For Life, the home, gift and stationery industries’ charity partner. The 72-hour sale will begin on Aug. 19, on www.onekingslane.com. Sandow editors will forecast home market trends, Pantone will provide color direction, and One Kings Lane’s mer-
chandising team will illustrate the trends in a curated display at the NYIGF. It will be open during NYIGF show hours, from Aug. 18-22, at New York City’s Jacob K. Javits Center. In connection with the display, a seminar titled “Open House –What’s Hot in Home Design?” will explore trends influencing home products
– from materials and color to commerce and branding. Warren Shoulberg, HTT publisher/editorial director, will moderate the panel discussion. It will include Susan Feldman, co-founder of One Kings Lane, and Laurie Pressman, Pantone vice president, fashion, home + interiors. The session is scheduled Aug. 19 from 8:30 to 9:30 a.m. at the Javits Center. HTT
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Window Fashions WINDOW FROM PAGE 1
“We saw a strong interest in ‘made in U.S.A., and a lot of people were interested in the dot.com aspect and our ability to drop ship. Our dot.com business has grown tremendously.” “Business has been better, and buyers were more apt to look at something new,” said Christine Bolton, president, Corona & Robertson, a division of Natco. “They were playing it safe the last few years.” Among its hits: a patentpending window covering that uses existing vertical blinds hardware. According to Bolton, the product was well received, with one retailer committed to testing the product, and additional test markets pending. It
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also featured a program using boucle yarn. “Not you’re grandmother’s lace,” said Bolton. One gray area: juvenile business, which Bolton said stayed even, not growing significantly. “We’ve had the best first two months in years,” said Loren Sweet, vp, Brentwood Original, who noted that buyers were also looking at higher prices point products. Brentwood’s outdoor programs garnered attention with fashion items – prints and bright colors – catching buyers’ eyes. “Decorative accessories naturally benefit from the color and fashion trends,” he noted. “It was a great market not only in terms of number of retailers; but also the length of time they were staying to talk to us,” noted Jason Carr, principal, Softline Home Fashion. “They had 15 minute appointments and stayed for an hour.”
Carr noted that reaction to its outdoor line using Guardin natural fabric protection “exceeded expectations.” The process helps make fabric stain and water repellent. At Ellery Home Styles, revamped showroom space set the stage to showcase both its bedding programs and window treatments, according to Angela Boswell, design director. “We were able to show a broad range of products from formal to casual and had a really exciting market.” Success in its Eclipse line included the Rough Luxe and Metallic looks. Boswell said its Historic Charleston line was also well received. “We saw great attendance,” agreed Barry Goodman, vp, Commonwealth Home Fashions. “It was certainly up over the last few markets, but in the end it all comes down to
product. Our customers were pleased with our new concepts and our price points.” Among its hits for this market: a burnout motif coming in at a $29, new paisley designs in its Thermologic brand, a Market Square jacquard on a solid color base, and Commonwealth’s popularly priced Prelude program of insulated panels. Duck River Textile sees the window category “going through a transformation, becoming more fashionable than in the past,” said Joel Bren, executive vp of marketing/special projects. “New multipurpose curtains that feature an intrinsic value – such as energy saving – are currently in product development and being tested. The curtain industry is moving forward and faster in [tapping] the high tech world of today,” he said. HTT
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3/16/2012 3:25:09 PM
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Home Textiles Today
March 19, 2012
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OPINIONTodaY The E-Game
Merchant in the Middle
HER E WAS A LOT of buzz about ecommerce during the New York Home Fashions Market two weeks ago — a significant, eyebrow-raising amount of talk. Ecommerce buyers I heard mentioned most often included Amazon, macys.com and Overstock. There was also a fair amount of chatter about the appearance of Groupon in New York showrooms during the week. Increasing numbers of suppliers are talking about their flash site accounts such as OneKingsLane, Gilt and HauteLook. It’s not steady like replenishment business, but you can drop a container or two in one go and with decent margins, they say. Some manufacturers used the occasion of market week to unveil their in-house e-improvements. Cambridge Towels, Kassatex and Loftex each relaunched their websites with EDITOR-IN-CHIEF the type of enhanced content ecommerce purveyors prize, while Blue Ridge Home Fashions announced a new quickship program for ecommerce fulfillment. On the retail side, the past month brought word of a new iPhone app for Neiman Marcus, a new Facebook page for Macy’s and a new expectation from Williams-Sonoma Inc., which said non-store sales will account for 50% of its revenues in the next three years. TJX Cos., which dipped a toe into ecommerce for a half a heartbeat five years ago, said 2012 will be the year it rejoins the fray. A new survey from BigInsight found that mobile shopping — or m-commerce — is higher than the national average among customers of Nordstrom’s, Macy’s, Dillard’s, TJMaxx (ironic, see graph above), Amazon and Target. Retailers whose customers evince lower-than-average mobile aptitude include Walmart, Sears, Kohl’s and JCPenney. (Paging the JCP team: That list runs from closest to the norm to farthest from the norm.) Even through the worst of the recession, ecommerce remained a growth channel. And tech-savvy Millennials are being followed by a generation of kids who learned their way around a keyboard as toddlers. If you want to see the future, visit YouTube and check out a video titled: “Baby Thinks a Magazine is a Broken iPad.” To not have an ecommerce strategy in place today is as fool-hearty for suppliers as not having an offshore sourcing strategy was circa 2003/2004. We all know how that story ended. You gotta be in it to win it. HTT
OW A BSOLU T ELY fascinating that as American society gets ever more divided to the extremes — financially, politically and morally — it is the retail businesses that appeal most to the middle of the marketplace that are the most interesting to watch these days. While the stores at both ends of the spectrum no doubt attract their share of customers from up and down the shopping food chain, it is the stores in the middle – namely JCPenney, Kohl’s and Macy’s — that are getting a lot of attention right now, particularly at the just-concluded New York textiles market week, albeit for entirely different reasons. For Penney, of course, it was the first market visit following the Warren unveiling of the Johnson Doctrine, new president Ron Johnson’s on everyday value pricing, simplified merchandising poShoulberg manifesto sitioning and a clever if infinitely less-in-your face ad campaign. PUBLISHER/ There were different takes on exactly how this new Penney will EDITORIAL DIRECTOR buy home textiles products, but virtually every company you ran into had high hopes that their new whatever was exactly what RonJon was looking for. If JCP ended up buying all of the stuff vendors were sure they absolutely needed, those stores would be even more junked up with merchandise than they ever were. Kohl’s was in for market, too, and there was just as much curiosity about them. The posse from Menomonee Falls no doubt spent some serious time talking about what is suddenly broken at Kohl’s after a long, long streak of success going back 20 years or more. Everyone had their own theory about what caused the recent flat sales there, from an inbred-we-don’t-need-no-stinken’-ideas-from-the-outside mentality to bad housekeeping in the stores to just a general fatigue on the part of shoppers with the endless 70%-off routine. No doubt it was some combination of all of the above. And then there was Macy’s, which has been the strongest player in the middle tier, finally getting the balance of promotion and product right for the first time in a long time. But the sneak attack on the Martha Stewart franchise there by Penney certainly has the potential to upset that equation. Vendors said the Macy’s people were asking for Martha product for the first quarter of 2013, which is about the time her program is scheduled to debut at the other end of the mall at JCP. How the Great Siege of Stewart will eventually play out remains to be seen but, to quote my old friends at the Firesign Theater, “How can you be in two places at once when you’re not anywhere at all?” All in all, these are interesting times for the merchants in the middle. You can bet none of them wants to be made a monkey of. HTT
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Jennifer Marks
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3/15/2012 11:01:29 AM
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Maples Rugs Turns to a Softer Side NEW YORK — The longtime relationship between Maples Rugs and Invista took a softer approach at the recent New York Home Fashions market. Looking to offer “the softest fiber in the market,” Maples has developed new high-end bath and accent rugs that employ Invista’s new TruSoft fiber brand. Making these new products even more special is that Maples developed two proprietary processes — one for bath and the other for accent — to be able to print designs on these ultra-soft rugs. Available in a wealth of colors, Maples’ TruSoft collections come in solid, tonal border and overall pattern looks that mix and match easily by palette — both for the bath and accent offerings. Wade Maples, co-owner of Maples Rugs, explained to HTT that the TruSoft rugs are designed to target a higher-end customer. A 21-by-34 bath mat is priced to retail for Wade Maples with the company’s TruSoft bath $29.99 and a 24-by-40 bath rug is set at $39.99. rug collection. On the accent rug side, a 21-by-24 will retail for $19.99, while a 30-by-50 is set at $39.99. movement away from opening price points in the The TruSoft-branded accent collection from marketplace,” Maples said. “All of our new introMaples is dubbed Hooked on You as these piec- ductions for this market fall under better and best. es reflect a natural fiber look and hand-hooked The opening-price-point segment is pretty much construction — even though they are actually ma- full. So everything we wanted to show is about inchine-made printed rugs produced domestically at novation and better product.” Maples’ Scottsboro, Ala.-based headquarters, like Also new at Maples for market were new detheir bath rug counterparts. sign trend stories for its accent rug line. Employ“We created a proprietary printing technique ing a variety of tufted constructions — level cut for this collection that is done in the details of the and loop, cut and loop, loop and loop, etc. — printing,” Maples noted. “It makes the loops look these rugs come in an equally diverse number of like they were put in there by hand.” patterns. Design themes include: World Bazaar, Maples Rugs sought to develop these new, Natural Elegance, Tea Garden, Beacon Hill and higher-priced goods for market in response to “the Good Earth. HTT
Making ConneXions CONTEXT FROM PAGE 1
thinking: ‘What can I make of it?’ ” Dent said. It’s more important to decide what properties a product needs to have, then find a material or process that already offers those properties – which may require looking to other industries. “Everyone is taking from everyone else. It’s a big mashup,” said Dent, who earned his Ph.D. in materials science from the University of Cambridge in England. From his perspective, there are five key trends now occurring in materials development. • Finishes: The merger of handmade and industrial techniques is creating products with unique properties and visual effects. Dent is seeing “explosive” strides in digital print, which he said has the potential to eventually replace dyeing. • Textures: New methods
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A ConText attendee gets his hands on a sample board for a cow stomach — one of several interesting and unusual items passed around to the audience during the presentation.
of creating materials from unt apped natural materials — such as fabric rolls made from salmon skin and leather made from cow stomach — are also introducing textures into the design lexicon. • Environmental control: Here, Dent discussed new developments such as functional materials that address Sick Building Syndrome by absorbing toxins from the atmosphere,
recently developed self-cleaning fabrics and a new range of super hydrophobics (i.e., water repellants) that repel just about everything. • Sensory: “There are now fabrics that look translucent, almost diaphanous, but can still absorb sound,” Dent said. • Sustainability: The trick with sustainability, he noted, is that there’s always a tradeoff. He pointed to the Boeing Dreamliner, which is mostly plastic. The process used to make the plastic “is awful,” he said. But the lightweight airplane is also 20% more fuel efficient, making it more environmentally friendly than traditionally constructed jets in its class. Although there are a slew of new products, treatments, coatings and the like in the pipeline, what is most critical remains the performance attributes needed for a particular product. “One cannot be an evangelist when one has clients,” Dent said. HTT
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Home Textiles Today
March 19, 2012
Macy’s & Martha: The Sequel?
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espite mutual lawsuits surrounding Martha Stewart Living Omnimedia’s new deal with JCPenney, MSLO’s president suggested recently that the relationship with Macy’s may not be over. “At Macy’s, textiles were our top sellers for the quarter, and in January Macy’s informed us of their plans to extend our partnership for the Martha Stewart Collection,” president and coo Lisa Gersh told analysts during the company’s quarterly conference call. Several suppliers who produce pieces of the Martha Stewart Collection for Macy’s told HTT during the recent New York Home Fashions Market week they have been instructed to keep moving forward with new lines.
Study Finds That Younger Shoppers Value Retail Experience
A
new study by Brodeur Partners finds what it calls “a practicality divide” between Boomers and 18to 34-year-old shoppers. “For Boomers, the ideal shopping experience is about getting a good deal on a decent product. For Gen Y, it’s more about a stimulating, sensual, ‘sharable’ experience,” according to the Boston-based strategic communications company. “Think sensible shoes vs. smart phones.” The study of 2,000 American consumers found that when it comes to retail outlets, the sharability of the experience and “association” (I’m ok if people know I’m associated with it) are twice as important to Gen Y (18-34) as to Boomers (55-plus). Practical decisions drive choice of retailers for 8 out of 10 Boomers, but only half of the Gen Y respondents.
Neiman Links Customers to Associates with New App
N
eiman Marcus is trying out a new iPhone app that allows customers to interact directly with its sales associates. NM Service, as the new app is dubbed, is being tested this spring at four store locations: two in Texas one in Dallas and another in Austin; and two in California - one in San Francisco and another in Palo Alto.
Williams-Sonoma Looks for Further International Growth
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illiams-Sonoma Inc. said it will expand its international shipping operation from 75 countries
to 99. “The largest new opportunity that we see in our future is global expansion,” and president and ceo Laura Alber said during the company’s quarterly conference call recently “We currently attract a significant number of foreign nationals to our stores and websites, who frequently encourage us to open in their communities.” The company will also add to its 13 franchise locations in the Middle East with five more stores, including the first Williams-Sonoma, PBteen and West Elm stores outside of the Americas.
3/15/2012 3:01:15 PM
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Home Textiles Today
March 19, 2012
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Revman Takes on Eddie Bauer Home N E W YO R K — Revman International has become the new licensee for Eddie Bauer Home and showed a broad line of bedding and accessories at market earlier this month. “We are really excited about this,” said Rich Roman, Revman’s ceo. In addition to top of bed, the collection includes fleece sheets, flannel sheets and quilts, as well as a wide variety of down alternative comforters, throws, blankets and pillows. Camp blankets reverse to a water-proof backing. Down alternative comforters come in three finishes: suede, velvet and mink (microfiber). In addition to solid color throws, Revman is also doing sherpas and printed fleece.
“It’s a great cold weather brand,” said Diane Piemonte, Revman’s vp of creative services. “A lot of these ancillary products are really core products.” Revman also spotlighted its quilting designs, featuring them on top of bed for brands such as Laura Ashley and Tommy Bahama rather than layering them into the bedding ensembles. “Quilts are becoming more and more import ant,” said Piemonte. “They all have a different feel to them for each of the different brands.” In Laura Ashley bath, Revman is for the second season offering a few novelty looks in bath accessories. The reaction to the first grouping — which featured birds — was sufficiently
strong that this market Revman has re-interpreted the design in a quilt and shams. The main thrust of Ashley top-of-bed programs puts a more modern spin on traditional motifs, although Revman still creates a few straight-down-the-line traditional looks for hard-core fans. “You’re always going to tread that bridge between the master bedroom and the younger customer,” Piemonte said. The Steve Madden line has always been color-forward. With big color coming back across other consumer products in a big way, Madden is particularly well positioned, Piemonte said. HTT
Pem America Emphasizes Broader Range NEW YORK — Pem America has
long been known for its prowess in doing private label for a price, but it turned up the volume on its brands and designs for the better segment of the business at this month’s market Those include Vince
Palm Springs from the Vince Camuto Collection
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Camuto, the co-founder of Nine West who also designers for Tory Burch and Jessica Simpson; Carolyn Westbrook, the Texas designer known for romantic motifs; Steven & William, Brooklyn-based artists who specialize in recycling discarded
items; and the new Jackie collection launching this market based on the designs of Jackie McFee, whose colorful products for back-to-school and office supply are sold everywhere from Walmart to Staples. Many of the brands are positioned to offer queen comforter sets in the $250 range, according to Harry Kartus, senior vp of marketing. “Growing with this market is going to be very important,” he added. In the Vince Camuto line, all comforters are overfilled, overstuffed and reversible. Carolyn Westbrook features comforters designed to look like duvets and boast a lot of yardage in ruffles. Steven & William has an organic feel, exhibiting the handcrafted appeal of Anthropologie looks minus boho femininity. Pem America is also spotlighting its own better brands — Black Label and Details — which are positioned to retail at $200 for a four-piece set. In addition, the company is introducing Keith Kimberlin in accessories. Kimberlin’s photos of puppies and kittens – big sellers in the poster word – are being shown on dec pillows and throws. HTT
Hunts Point interprets the Eddie Bauer brand for the master bedroom. The collection also includes lodge looks.
Sleep Innovations Expands MAT Line W EST L ONG B R ANCH , N.J. —
Sleep Innovations, the sleep solutions and comfort products manufacturer and marketer, is building up its memory foam-made “MAT” bath product program with new sizes and colors that help it move more easily to other areas of the home. Made of premium memory foam, MAT was designed by Sleep Innovations to “provide superior pressure-point relief while also adding a touch of luxury to the home,” the company said. “MAT products guard feet against mold, mildew and fungus with its antimicrobial-treated foam.” Available in mat, runner and
area rug sizes, the MAT works in front of showers and sinks in the bathroom, as well as the bedroom or any area of a house that needs more comfort, according to the company. “We designed the MAT for the bath to provide the perfect combination of luxury and comfort with the same level of support found in our popular bedding products,” said Boris Katsnelson, Sleep Innovations’ vp of sourced products and strategic planning. “After receiving rave reviews from consumers, we are excited to extend the MAT product line to include new sizes and colors inspired by today’s design trends.” HTT
Faze 3 Expands EZLon Launches Patterned Bath Rugs N EW YORK — Building on the momentum of its EZLon collection of micro-polyester bath rugs, Faze 3 Ltd. came to market with new fiber and design constructions. “The new products demonstrate the capabilities of our equipment,” explained Joe Shafran, vp. Another new collection also shows Faze 3’s expanding capabilities. Employing new equipment, the company “for the first
time, can make patterned bath rugs in multiple colors and patterns with a full rubber back — not just a tufted cotton back,” Shafran said. Furthermore, he added, “we can make these rugs at the same prices as a cotton duck-backed tabletop item.” A grouping of brightly colored, novelty styles in assorted shapes, including squares, spheres and butterflies, among others, are also new to bath. HTT
3/14/2012 2:52:04 PM
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Whyte Home Fashions Moves to Consumer Market Side via Alliance with Venus Home N E W YO R K — Veteran home
textiles designer George Whyte has partnered with Venus Home Fashions to extend his hospitality-oriented fashion bedding programs for the first time to the retail side for consumers. Whyte, who for more than 40 years has been designing and developing bedding, draperies, pillows and fabrics, inked the licensing deal with Venus in mid January and from that point, he told HTT, “I got right to work designing and creating” his upscale bedding, decorative pillow and shower curtain line in time for launch this week at market. Dubbed “Whyte Home Fashions,” his Venus program spans seven top-of-bed collections, 200 decorative pillows — based on 60 designs available in multiple colorways, and eight shower curtains as well as Whyte’s patent-pending “Comforlette” product. “This is the first time Comforlette is being shown to the retail-
ers for the consumer market,” Whyte noted. Comforlette is a comforter with a coverlet draped on top, fastened to the comforter at the top with hidden buttons. This design, Whyte said, was originally aimed at helping hotels save money and time in labor, laundry and water usage. Whyte has already placed his Comforlette with many of his clients in the hospitality market — “it’s been a hit, I’ve got it placed at hundreds of hotels already,” he said — and now hopes its design and easy-care and energy-saving properties will appeal to retailers and their shoppers, too. The top-of-bed collections in the Whyte Home Fashions line are all subtly opulent and use rich fabrics for an acrossthe-board elegant story. Each of them including a bed scarf and matching dec pillows, the seven beds are: Impressions, Trudeau, Criss Cross,Reflections, Whisper, Aspen, and Gladstone.
The broad decorative pillow line marries in part to the beds but also includes independent
Mohawk Home Promotes Record, Welcomes Back Douglass SUGAR VALLEY, GA. — Looking
to strengthen its importing initiatives with additional resources, Mohawk Home has promoted David Record to director of global sourcing. Record, who has been with the company almost 10 years, was formerly product manager for Mohawk Home’s bath rugs division. He is being replaced by Patrick Douglass, who is return-
ing to Mohawk after being away several years — first at Oriental Weavers/Sphinx as vp of product development, and most recently at Surya Inc., where he served as vp of printed rugs. Record said Mohawk Home’s new global sourcing strategy is aimed at “ramping up our collections. We do what we do domestically, and the things that we don’t do here, we will
look to do elsewhere.” He added that the company will continue to build on its core business — domestically produced area, accent and bath rugs and doormats — while explore new opportunities overseas where it isn’t already doing business with partners to create products that will round out Mohawk Home’s soft floor covering line. HTT
Rio Home Fashions, Iona Crawford Partner for Fashion Basic Bedding Collection S O U T H A M P T O N , N .Y. — Rio
Home Fashions, a bedding source for basic and memory foam goods among other home textiles products, has signed a licensing partnership with Vogue-UK designer Iona Crawford to co-create a new lifestyle program for the home. Marking Crawford’s foray into the home category, the venture was crafted by Prince of Scots — which represents Craw-
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ford and aims at merging “technology and fashion,” the companies said. “Our concept will be different and upscale from what is offered in the market place,” said Glen Sun, owner, Rio. “In a tough economy we will give customers the opportunity to buy smarter. Fashion, basic, comfort and technology will all be in one product.” Crawford’s vision of design
and color for the new line is inspired by Scotland’s natural beauty, she said, and “will transform basic product into lifestyle collections with more function for the home.” The collection is set to hit retail this fall in both North America and Asia. Rio’s licensing agreement with Crawford includes the United States, Canada, Mexico, Japan, and China. HTT
looks in a variety of luxurious fabrications and designs. For the bath, Whyte’s eight
shower curtains are made to match directly with the beds for a uniform bedroom décor. HTT
Avanti Takes on Licensed Styles from Defunct Blonder Home N EW YORK — Avanti Linens’
lineup of new products for market included the addition of several licensed styles. The company explained that over the past couple of months it has acquired the licenses for “several established styles that were available in the marketplace due to the bankruptcy of Blonder Home Accents.” These former Blonder licenses include: Adirondack Pine, Black Bear Lodge, Taking Care of Business, Outhouses, Rather be Fishing, Blue Waters and Camping Trip. Additionally, Avanti has
acquired the licenses for a number of seasonal/Christmas styles, which the coo and president Jeff Kaufman described as “a good complement to what we currently run in Avanti and strengthen our position in the regional looks that have performed very well for us. Blonder had a big following in the independent channel and we expect to acquire a number of new customers with these new licenses.” Avanti is featuring eight formerly Blonder styles in its new 56-page, 2012 catalog for its embellished towel and bath accessory designs. HTT
Hollander R elocating New York Showroom N EW YORK — Hollander Home Fashions wrapped up its final market at its long-time showroom on 6th Avenue here. This summer it will relocate to a new 10,000 square-foot space at 440 Park Avenue South between 29th and 30th Streets. The company’s new showroom will be located on the 10th floor. HTT
3/14/2012 2:42:12 PM
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Home Textiles Today
YoPros Market Event YOPROS FROM PAGE 1
specing product to meet a predetermined price. Had the practice finally hit a floor? The YoPros wanted to know. The answer: Yes. The execs noted that soaring raw material costs and higher labor prices in manufacturing countries had reversed more than a decade of steady price deflation. “I think what happened over the last decade was an anomaly,” said Baker. “I don’t think we’ll see it again.” Added Hornick: “Nothing goes down forever.” The panelists agreed that the good/better/best merchandising configuration is an entrenched formula that is likely to endure. “It’s an easy way to communicate with the consumer,”
March 19, 2012
said Savaria. “If [the message] is clear, it’s going to win.” A fair amount of time was spent on the subject of branding. Do brands matter if they’re not already household names? What is the future of private label brands? How does one assign a value to a brand? “It’s really about how the consumer values a brand,” said Leonard. He also cautioned: “Brands built around celebrities can be risky, as we’ve all seen. You have to have someone you trust will be around.” Baker discussed Hollander’s launch six months ago of its own brand, Live Comfortably. He was a skeptic, he said. “Now we’ve got the brand in 12 retailers — with meaningful volume.” Savaria offered three criteria for establishing a brand. “A brand requires discipline, vision and patience,” he said. He noted that his daughter shops very differently than he
News
BARRY LEONARD Welspun
> hometextilestoday.com
“Sitting up here as ceos, we’re great at history. You’re the ones who are going to bring us forward into the future.”
does. She doesn’t shop one brand. “She shops 10 different stores and puts together [her own brand].” Hornick identified new media as a game-changer for brand development. “The social media phenomenon makes it much easier to promote a brand. You don’t have to spend $200,000 for a page in a shelter magazine,” he said. When asked if they saw another big-box retailer emerging
on the horizon, all agreed the internet was the place to look. “I think it’s more interesting to ask what Amazon is doing to Best Buy than what Best Buy is doing to other retailers,” said Hornick. Added Baker: “For companies like ours, the question is how to respond to that.” The internet is increasingly the place to go for basic goods, “especially if you’re buying solid colors and it’s not a fashion item,” he said. It’s possible to grow a bricks
and mortar retail concept with a well-defined niche, said Leonard. “Anna’s Linens is a good example,” he said. “They’ve got about 300 stores, but they’ve got a laser-like focus on ethnic consumers.” None of the panelists believe domestic production will return in any meaningful way. What they do here, each said, exists simply because it is the most cost-effective way of producing that particular product. “It’s really the products of the future that you people need to think of and conceive that will create the opportunity for domestic production,” said Hornick, addressing the young crowd. Added Leonard: “You have so many ideas that we need, and you need to be bringing them forward all the time. Sitting up here as ceos, we’re great at history. You’re the ones who are going to bring us forward into the future.” HTT
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3/14/2012 4:21:39 PM
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March 19, 2012
Events
> hometextilestoday.com
Market Week Happenings
Springs Global’s Edward Cardimona, left, celebrated the launch of Pantone into home textiles with the color authority’s Lisa Herbert, center, and Bloomingale’s Joe Laneve.
The Northwest Co. gets in the spirit. From left, Katherine Knarr and Kim Rizzardi, both of Northwest; Maggie Gratzer of Nickelodeon; Stanley Mieszkowski of Northwest; and Rachel Leber, also of Nickelodeon.
From left, Amy Present, Michael Liu, and Vincent DeRosa, all of Present Living Home, celebrate the company’s market debut.
Brunton International cheers its new showroom space. Front, from left, Carolyn Myers, Ross Stores, and Marty Hirsch, Brunton. Back row, from left, Colleen Hoffman, Ross Stores; Roy Brunton, Brunton; and Brad Goldman, Ross Stores.
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From left, Budd Goldman and Susan Lazor of Ellery debut the Historic Charleston collection with the historical foundation’s John Keleher.
From left, Next Creations’ Michael Vidra, Ying Shen, and Stacey Testa toast the company’s latest Raymond Waites collections.
3/15/2012 10:55:49 AM
EXTRALIFE
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Home Textiles Today
March 19, 2012
Events
> hometextilestoday.com
HTT Hosts Market Kick-off Party 1
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1. From left, Supima’s Robert Reus, Jesse Curlee and Buxton Midyette.
3. From Softline Home Fashions – from left, brothers Rodney and Jason Carr and Gene Ober.
2. From left, Alan Eisenberg and Kyle Borreggine of ProtectA-Bed.
4. From left, Louise Brown of Beddazzle Inc.; John Cohen of St. Geneve; and Janice O’Neill of Beddazzle Inc.
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5. Sinomax’s Steven Romera, left, and Lonnie Scheps. 6. Shaniqua Simpson of Royale Linens, left, and Dabney Zanders of JP Morgan.
3/15/2012 4:04:10 PM
Thank You Once again this market, more people in the industry chose Home Textiles Today than all other publications put together for their marketing needs in print and online advertising, for their educational needs with our ConText Open House with Material ConneXion and for their networking needs with our Big Market Kick-off Party. Thank you to our readers, our customers and the home textiles industry.
Textiles is our Middle Name
HTT SP2012 Market thank you.indd 1
3/13/12 10:27 AM
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Home Textiles Today
March 19, 2012
Events
> hometextilestoday.com
Kicking off New York Market Week 1
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1. The Chortex USA team: from left, Onur Uyanik, Claire Smithson and Eric Vergucht. 2. Muhammad Ibrahim of Gul Ahmed, left, and Shahrez Khan of CotCom. 3. From left, Richard Silvia, Classic Slipcovers; Don Tweel, Avanti Linens; and Rahul Singh, Vallabh Textile Co. 4. From left, Tracey Eller, Anita Zampino, Harvey Wooding and Lisanne Scafine, all of AQ Textiles. 5. From left, Tony Caldeira, Lindsey Bonney, Lucy Nesbitt and Carolyn Winderbaum, all of Caldeira USA. 6. East came West during Sunday night’s HTT Market Kick-off Party thanks to Messe Frankfurt, which promoted its Intertextil Shanghai Home show in lively fashion.
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3/14/2012 2:15:48 PM
RE
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GISTICS
TO GI S DA TE R Y ! 2.0
Solving the supply-chain puzzle
2012 LOGISTICS CONFERENCE Join us for this special one-day conference filled with expert speakers, panels and workshops devoted exclusively to retailers and manufacturers in the gifts and home furnishings industries.
THURSDAY, MAY 10, 2012 AMERICASMART, ATLANTA, GA TOPICS TO INCLUDE:
SHIP R O IES NS SPO RTUNIT O E! OPP AILABL S REP E AV SAL R YOU LS. ACT DETAI T N CO FOR
Keynote Speaker: Bill Lindler, CEO of United Steel Storage, is a man leading retailers routinely refer to as ‘The Lynchpin of Logistics.’ Bill will share his decades of experience as he explains key paradigm shifts that are likely to alter the logistics landscape. Ocean Freight: Smooth sailing ahead, or waves of change? A panel of experts from companies including Furniture Brands, Havertys Furniture, American Global Logistics and Stanley Furniture will do a deep dive into this sector. Home Delivery: Leading home delivery experts at Cory 1st Choice Home Delivery and 3PD will share the podium with key retailers from Bob’s Discount Furniture and Haynes Furniture/The Dump, to discuss segment challenges as well as logistics solutions. Trucking Update: Segment executives including Bryan Beam of American Signature and Stan Froneberger of Sunbelt Xpress, will update you on many of the key drivers impacting this segment. You’ll hear about fuel costs, hours of service regulations, the dwindling driver pool and much more. Retail Panel: Key brick and mortar retailers including Badcock Home and More will be joined by pure-play Internet retailers to talk big-picture challenges and best-practice logistical solutions. Suppler/Importer Panel: Logistics experts from Stanley Furniture, Hooker Furniture, Linon/Powell and others will evaluate the logistics landscape from the supplier’s perspective.
TO REGISTER, VISIT HOMETEXTILESTODAY.COM/LOGISTICS2012 Sponsored by:
TM
For more information, contact Heather Grant, Conference & Events Manager 336-605-1061 or hgrant@sandowmedia.com HTT_Logistics TAB.indd 1
3/14/2012 4:56:16 PM
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March 19, 2012
Design Today
> hometextilestoday.com
In-Store Review Program:
Diane von Furstenberg Studio Store:
Bed Bath & Beyond Reviewer:
Julian Tomchin Former senior vp for Bloomingdale’s, Macy’s West and Fieldcrest Cannon
Home Textiles Today continues the new series In-Store Review this issue, critiquing branded private and captured label programs in home textiles stores and departments. Each month, our reviewer visits an individual store as well as the website and evaluates a single program on five criteria: 1. Design/creative/aesthetic of the product; 2. Visual presentation in the store; 3. Packaging of the product; 4. Relevance of the program to the store’s core targeted customer base; 5. Value of the program relative to the store mix and its customer base. Each can be ranked from one (least) to five (most) stars and the overall score is an average of the five individual evaluations.
1 Design “It’s a collection with balls that just says, ‘Pay attention, I’m good for you.’ This is a strong, almost retro collection of powerful patterns and colorings meant for people who like sheets that make them smile. I must admit on a very personal level that I am and have been for many years a great fan of Diane von Furstenberg. I’ve always admired her focus and here the power of the DVF designs and colorings sing out.” Rating:
★★★★★
2 Visual Presentation “Concise takes on a whole new meaning; the collection is shown in a tight, controlled space that I hope will work for it. BBB has pretty much invented its own store model, and while it’s not easy to shop if you haven’t pre-determined to buy what you want, its customer is apparently willing to move from huge room to huge room to find what they are looking for. Another half-star would come with another bed and/or an opportunity to show the rest of the accessories.” Rating:
★★★★
3 Packaging “Packaging is fine and functional with no unnecessary gimmicks. Springs Global (the licensed producer of the DVF program) proudly proclaims it imports from Pakistan with clear details.” Rating:
★★★★
4 Relevance to Store Customer “There’s nothing else like it, and for BBB that’s a good thing. This is about an easy, uncomplicated way to dress a bed. This collection can be headquarters for anyone in a first apartment or university housing.” Rating:
★★★★
5 Relative Value “It sure perks up the selling floor and is stopping people. What really works is that with the fewest number of skus, each basic ensemble can be dressed up or down with either solid-color sheets or lightweight quilts. And it’s all edited to make putting a bed together simple, personal and fun. I give it the works.” Rating:
★★★★★
Overall Rating: 4.2
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★★★★★
3/14/2012 2:13:30 PM
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Home Textiles Today
March 19, 2012
> hometextilestoday.com
PEOPLETodaY Sweney Named JCP’s Top Merchant Company Assembles Exec Team to Lead Makeover PLANO, TEXAS — JCPenney has
promoted Liz Sweney to chief merchant overseeing all merchandise divisions. She was previously executive vp and gmm of women’s apparel, accessories, footwear, jewelry and children’s as well as the Sephora shop-in-shops. Two other execs were promoted as direct reports to Sweney: Siiri Dougherty, now senior vp/dmm of women’s apparel; and Liz Asay, now senior vp for Sephora shps. The retailer also announced the team that will create Penney’s new brand strategy. Brian Robinson joins the company as vp, marketing and design partnerships. He was most recently director of fashion and design partnerships at Target, leading initiatives with brands including Missoni and Liberty of London. Katheryn Burchett has been
promoted to senior vp, merchandising and marketing integration. Most recently divisional vp for merchandise strategy, she will be responsible for working with the retailer’s new strategic partners – many of whom have yet to be announced. Anne Cashill has been appointed senior vp, strategic brands and will oversee the development of the Liz Claiborne, Martha Stewart, l’amour Nanette Lepore brands along with “many more to come,” accdoridng to the company. She joins JCP from Coach, Inc., where she w as vp of merchandising. Cashill previously spent eight years at Liz Claiborne, Inc. as corporate vp, design and merchandising, as well as five years as design director at Target. Bill Gentner has been promoted to senior vp, strategic brands, responsible for private brands such as The Original
Arizona Jean Company and Xersion as they transition into instore shops. He was previously senior vp of planning and promotion. Steve Seabolt has been hired as senior vp, strategic brand alliances with a focus on leading the development of non-apparel partnerships. He comes from Electronic Arts, where he was vp, global brand partnerships. On the marketing side, the company has hired Eric Hunter as senior vp, marketing. He was recently chief marketing officer for Kellwood Company. Greg Clark has been promoted to senior vp, creative. He had been vp of creative. Mike Fisher has been named senior vp of visual presentation to oversee the company’s new store experience, including the Street, the Square and the Shops. He joins jcpenney from Apple. HTT
Nourison Taps Tollison as Account Exec for Carolinas SADDLE BROOK, N.J. — Nourison has recruited Matthew Tollison as its new account executive for the North and South Carolina territory, responsible for managing and developing business within the two-state region. Tollison comes to Nourison with extensive rug and home furnishing experience, having worked in sales and sales management positions in the past at
Delos, Jaipur and 828 International Trading Co. At Nourison, he is charged with promoting the company’s extensive rug line, which spans more than 70 active collections, as well as Nourison’s broadloom and runner lines, which include thousands of skus. He will also handle the newer but growing Nourtex brand of goods, comprised of more moderately priced
decorative broadloom and runners, as well as the Mina Victory line of decorative accessories. “Matt is a proven professional with strong skills and close connections in the territory.” said Gerard O’Keefe, vp of sales. “We are pleased to have him join our team and anticipate that he will make a meaningful, positive impact in this vital territory.” HTT
Klear Vu hires Brinskele to Head Sales FALL RIVER, MASS. — Chair pad and seat cushion source Klear Vu Corp. has appointed Erin Brinskele as the company’s new director of sales, based out of its New York offices.
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She joins Klear Vu most recently from WestPoint Home, where she was account manager. Prior to that, she spent 13 years at Croscill/Ex-Cell/Glenoit, lastly as account manager.
“We are very excited to have Erin with us, and we look forward to the expertise she brings to our sales force,” said Bob Cooper, president. Brinskele reports to Cooper. HTT
PCHF Promotes Rae; Launches Austin Horn Bath nated bath accessories, includhas been named senior vp of ing ceramic, stoneware, glass national sales and marketing, and metal accessories, jacquard textile products, for Pacific Coast and embellished velour towels, shower curtains and rugs. TowHome Furnishings (PCHF). els were shown in four Rae joined the comspring and four fall colpany last summer as orways. svp of national sales I n Au s t i n H o r n and marketing. He b e d di n g , t h e c o m will be responsible for pany showcased an all company products, expanded program of including bath. Rae sheets with three layers has more than 30 years of packaging. Its Ecru of experience in the RICHARD RAE label features 300- to industry and held prePCHF 500-thread-count cotvious positions at India ton sateen sheets; its Ink, Home Innovations and Regal Rugs. In his new role, black label features 500- to Rae led the launch of its lifestyle 800-thread-count offerings in Austin Horn Classics brand in sateens, Pima or Supima cotbath products at market earlier ton; and the brand’s platinum label showcases 800-threadthis month. The Austin Horn bath intro- count sheets or higher in Egypductions feature fully coordi- tian cotton. HTT
N E W Y O R K — Richard Rae
Kennedy Named New President at Bardwil Linens NEW YORK — A pair of WestPoint veterans are taking the helm at top kitchen and table linen supplier Bardwil Linens. Allen Kennedy has been named president, and Rick Rogers executive vp of sourcing. Both positions are new. Nancy Kristoff, president of sales and marALLEN KENNEDY keting, has left the company, as has coo Derek Bardwil Linens Pierce. “We have a beautiful product line and good vendors,” Rogers said. “It’s an exciting opportunity.” Kennedy was most recently senior vp of sales for WestPoint Home. A veteran of the blanket business, Kennedy worked for more than two decades with Chatham Mfg. and joined WestPoint when it acaquired Chatham in 2001. Rogers in recent years has worked in an executive capacity with offshore manufacturers looking to build their business with U.S. wholesalers and retailers. He spent much of his earlier career at WestPoint Pepperell and WestPoint Stevens, where he rose to vp of bed sourcing. He also worked at Comfort Fabrics and Joan Fabrics. HTT
3/14/2012 3:02:02 PM
Get Into Bed With
More companies choose Home Textiles Today for their marketing & advertising than all other industry publications put together.
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Home Textiles Today
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JCPenney Adds Exec for New Store Center Strategy P L A N O , T E X A S — JCPenney has hired an executive whose background includes time at Nike, Apple and Disney to help develop its new center core strategy of installing attractions and services into the heart of the store to drive traffic. Laurie Beja Miller has been named executive vice president of The Square — the company’s name for the “gathering place” it plans to construct in the middle of its stores. She joins the company April 1 and will report to ceo Ron Johnson. Miller was most recently senior vp and gm, Americas, at Bare Escentuals, which she
joined in 2010. Prior to that, she spent three years at Nike as gm and vp, Nike Retail U.S. She was previously vp, product development and merchandising, at Hallmark Cards, a role she took after serving as: vp, special projects, at Apple; senior vp and gmm at Pottery Barn; and executive vp at Disney Stores, focused on product development. She also spent more than a decade (1984-1995) at Spiegel, where she was gm of electronic media. Miller began her career working in department stores, first at Milwaukee Boston Company and subsequently at Marshall Fields. HTT
People
> hometextilestoday.com
Town and Country Living Adds Kristoff NEW YORK — Town and Coun-
try Living has appointed 34-year industry veteran Nancy Kristoff to the newly created position of evp, sales and marketing. Kristoff joins the company after spending the past three decades at Bardwil Linens, where she started out as a sales representative and worked her way up to her last post there as president of sales and
marketing. Kristoff embarked her career at Linens by Vera, where she spent four years before moving on to Bardwil. In her new stint, Kristoff oversees sales and marketing for all of the company’s categories, which span table linens, kitchen textiles, bath coordinates and, most recently, accent rugs.
“We’re very excited to have Nancy as part of the Town and Country team,” David Beyda, principal, told HTT. “We respect everything she has accomplished over her many years in the industry. She is now a part of our management team and will help us to continue to grow our business with our many retail partners.” HTT
Shields Returns to Sferra E D I S O N , N. J. — Luxury lin-
ens supplier Sferra Bros. has appointed Mary Shields as its director of marketing. Shields, who reports to company president Steve Schneider, assumed her new position on Feb. 28. “Mary brings a unique and
creative perspective to both B2B and B2C communications, public relations, and promotions for the brand,” Schneider said. Prior to re-joining Sferra, Shields worked at Martha Stewart Living Omnimedia as senior copywriter on the company’s merchandising team for more
than four years. “We’re excited to have Mary back on board,” said Sferra ceo, Paul Hooker. “She has a great understanding of branded communications, and will be working with us on all aspects of marketing from advertising to social media.” HTT
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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 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 MANAGER, EUROPE Mirek Kraczkowski Tel: 48 22 401 70 01; Fax: 48 22 401 70 16 | kraczko@aol.com MANAGER, INDIA Kaushal Shah Cell: 91-9821715431; Tel: 91-22-6663 4597 / 24988658 Fax: 91-22-66634596 | Kaushal@kaushals.com ONLINE SALES MANAGER Penny Schneck (336) 605-1084 | pschneck@sandowmedia.com PRODUCTION MANAGER Rich Lamb Tel: (336) 605-1074; Fax: (336) 605-1143 | rlamb@ sandowmedia.com 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
SANDOW MEDIA PRESIDENT AND CEO Adam I. Sandow
Bon-Ton Stores Cites Mild Winter for Decreased Fourth-Quarter Profits YO R K P A . — The Bon-Ton Stores
reported decreased profits in the fourth quarter ended Jan. 28 2012, and cited this winter’s mild weather as playing a large role. “Our fourth quarter sales and margin performance were below our expectations primarily due to the adverse impact of milder weather in our markets on sales of cold-weather merchandise as well as softness in our moderate traditional businesses,” said Brendan Hoffman, the company’s new president and chief executive. “We responded by
aggressively taking markdowns, resulting in a reduced gross margin rate for the fourth quarter and fiscal 2011.” “Sales were below expectations partially due to the mild winter,” added Tony Buccina, vice chairman and president of merchandising during the company’s earnings conference call earlier this month. He said cold weather categories were down by double digits, but new spring merchandise is selling well in the first quarter because of the mild weather. Profits declined 8% for The Bon-
Ton Stores Inc. in the fourth quarter as sales fell, in part because the relatively warm winter reduced sales of cold-weather merchandise, the company said. Bon-Ton posted net income of $78.2 million, or $4 per share, compared with $85 million, or $4.41, in the fourth quarter a year earlier. Sales fell 2.7% to $983.2 million from more than $1 billion in the same period in 2010. For all of 2011, BonTon posted a loss of $12.2 million, or 67 cents per share, compared with profit of $21.5 million, or $1.12, in 2010. HTT
Retail Container Traffic to Increase 10% in March WASHIGTON — Import cargo volume
at the nation’s major retail container ports is expected to increase 10% in March compared with the same month last year, and year-over-year gains should continue through midsummer, according to the monthly Global Port Tracker report released by the National Retail Federation and Hackett Associates. “Retailers are still watching all the economic indicators very carefully, but there are enough signs of improvement that stores are carefully stocking up,” NRF vp for supply chain and Customs policy Jonathan Gold said. “Retailers only import more if they expect to sell more, so these numbers are a sign that optimism is growing.” U.S. ports followed by Global Port Tracker handled 1.22 million TEUs
in January, the latest month for which after-the-fact numbers are available. That was up 4.4% from December and 1.3% from January 2011. One TEU is one 20-foot cargo container or its equivalent. February, historically the slowest month of the year, was estimated at 1.05 million TEU, down 4.2% from a year ago, and March is forecast at 1.2 million TEU, up 10% from last year. April is forecast at 1.26 million TEU, up 3.6%; May at 1.28 million TEU, the same as last year; June at 1.3 million TEU, up 4.2%; and July at 1.36 million TEU, up 2.8%. The total for 2011 was 14.8 million TEU, up 0.4% from 2010’s 14.75 million TEU. The first half of 2012 should total 7.32 million TEU, up 2.4% from the same period last year.
NRF continues to project 2012 retail sales will grow 3.4% to $2.53 trillion. Despite the increases, ship owners have more vessels in service than cargo to fill them and are experimenting with “rate restoration” strategies that could impact retailers and other shippers, Hackett Associates founder Ben Hackett said. “The maritime industry is in a quandary,” Hackett said. “As long as this imbalance exists, there will be volatility in the freight rates.” Global Port Tracker covers the U.S. ports of Long Angeles/Long Beach, Oakland, Seattle and Tacoma on the West Coast; New York/New Jersey, Hampton Roads, Charleston and Savannah on the East Coast, and Houston on the Gulf Coast. HTT
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
Same-store sales
Spring Merch Lifts Comps
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N EW YORK — Sales of seasonal products helped boost ually warming temperatures and the gravitational pull of same-store sales 3.3% during the second week of March the early Easter holiday, which is typically a catalyst for following a 3.0% gain the previous week, according to The spring sales.” HTT Johnson Redbook Retail Sales Index. Johnson Redbook Index Comps in the department channel rose 2.1%, Second week of March, year-over-year % change while same-store sales in the discount sector inWEEK ENDED 3/3 3/10 3/17 3/24 3/31 MONTH TARGET creased 3.9%. “Sales were mixed to modestly firmer in the Department stores* 1.6 2.1 1.9 2.3 second week,” said Redbook analyst Catlin Levis. Discounters 3.6 3.9 3.8 3.8 Redbook Index 3.0 3.3 3.1 2.3 She added: “Many retailers have planned for *Including chain stores and traditional department stores a back-loaded month, with seasonal business exSource: Johnson Redbook Index pected to improve in the second half due to grad-
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