Monday, November 7, 2011
THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY
App’s a Good Thing PHOTO: ROB TANNENBAUM/THE MARTHA STEWART SHOW
Sferra president Paul Hooker joined Martha Stewart on the set of her show to unveil his company’s new color linens app. For that story and the latest news on other digital initiatives, see pages 6-7.
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hometextilestoday.com
| Vol. 32, No. 26 | $8.00
CB2 Opens Second NYC Store BY JENNIFER MARKS NEW YORK — CB2’s new flagship store here on the Upper East Side is just the latest in the retailer’s brand-building initiative, which includes the launch of international ecommerce one year ago and next year’s planned opening of its first physical stores outside the United States. The new store, located on Third Avenue at 59th Street, is the company’s 10th in the United States and second in Manhattan. Marta Calle, director of CB2, spent the first two days of the opening talking to customers about whether they previously shopped the downtown store. “They all said ‘no.’ Our concern was cannibalization, but it turns out in New York people stay in their five- or six-block neighborhoods,” she told HTT. SEE CB2 PAGE 12
Inside This Issue Boss Home to Debut at Bloomingdale’s ...........................................page 2 Filene’s Calls it Quits.......................................page 2 Feed Your Head ..............................................page 4 It’s Amazon, Stupid ........................................page 4 Iconix, JCP Align For Royal Velvet Home Brand Program ....................................page 5 Hospitality Trundles Along ..........................page 8 Cassidy’s Finds its Niche as Community-Oriented Luxury Linens Shop ..page 8 Modest Comp Gains Dominate in October .......................................................page 10
High Points at High Point BY HERMINE MARIAUX HIGH POINT, N.C. — At the recent High Point Market here last month, there were a number of introductions to remember. That was true as well for home textiles, even though the category is a minor player at this particular event. A trend checklist for textiles would include: • Velvet, lots of it, short napped like mohair. Satin, suede, metallic leather and coarse homesun linens were primary fabrications. • Prints appeared sparingly, mostly in two-dimensional 50s florals, ikats and animal hides, real or faux, included zebra, snakeskin and tortoises. Noteworthy were “distressed” printing techniques used to replicate faded tapestry looks and solo print SEE HIGH POINT PAGE 14
Decorative pillows showed vibrancy at Nourison, which returned to High Point last month with a new showroom.
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11/4/2011 3:51:25 PM
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Retail Briefs PBteen Opens 1st Pop-up
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Bteen, Pottery Barn’s offshoot for teens and tweens, opened its first pop-up store Nov. 4 just outside Boston in the Natick Mall highlighting holiday merchandise. The 1,800-square-foot store is centered around the PBteen Design Lab, four computer terminals where visitors can create a room using PBteen furniture and accessories. The designs are then projected on one of the store’s 60-inch TV wall monitors. The store will operate through Dec. 4.
West Elm Plans Another mid-Atlantic pop up
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apping into the holiday season, West Elm is readying a Baltimore-area pop-up shop that will open Nov. 10 at the Towson Town Center in Towson, Maryland. This follows the opening this past July of a pop-up in the Georgetown neighborhood of Washington, D.C.
Bloomingdale’s to Add a Store in southern California
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loomingdale’s will open a full-line store in Glendale, Calif., in fall 2013. The 120,000-square-foot store in the Glendale Galleria will occupy the top two floors of a former Mervyn’s unit. “Bloomingdale’s business in southern California has developed rapidly since we opened our first store in the Los Angeles area in 1996. Glendale Galleria will be our eighth store in the market,” said Michael Gould, chairman and chief executive officer of Bloomingdale’s.
Macy’s Plans Flagship Makeover
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acy’s Inc. next spring will begin an ambitious remodel of its flagship store at Herald Square here, including “an entirely new world of home merchandise on the eighth and ninth floors.” When completed in fall 2015, the store will have an additional 100,000 square feet of selling space enhanced with new technology throughout as well as 22 restaurants and foodservice stations, including a brewpub that will operate beyond store hours.
Calico Corners - Calico Home Intros 2nd Iman Home collection
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imeless Treasures,” the second Iman Home collection of textiles for home interiors, is rolling out at Calico Corners - Calico Home stores. The collection features 14 designs and 62 new fabrics. Patterns are named for places that the legendary supermodel has traveled - Bali, Thailand, in the South Seas, the Arabian Peninsula, Malta and Morocco on the Mediterranean.
Black Friday Beginning at Midnight for Some
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ohl’s, Macy’s and Target will launch their Black Friday sales event at midnight on Nov. 25 (Thanksgiving night). Each had previously kicked off the holiday sales event in the early morning. Kohl’s for the first time will remain open for 24 hours on Black Friday, operating from 12 a.m. to midnight on Friday, Nov. 25.
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November 7, 2011
News
> hometextilestoday.com
Boss Home to Debut at Bloomingdale’s N EW YORK — The new Hugo Boss home line, Boss Home, will make its retail debut March 1 at Bloomingdale’s with a threemonth exclusive before moving into department and specialty stores in the U.S. and Canada. The contemporary home collection, produced under license
by Sunham Home Fashions, takes its inspiration from the brand’s women’s ready-to-wear and accessory lines. The full Boss Home collection – not all of which will appear at Bloomingdale’s – features seven fashion bedding ensembles. For spring/summer
2012 design variations include Italian prints, jacquards in purples, grays metallic neutrals and white, tailored looks, silky fabrics and leather details. The line also includes bath towels with deep color tones and a line of bright, over-sized beach towels. HTT
Filene’s Calls it Quits WILMINGTON , D EL . — Filene’s
Basement has filed for Ch. 11 bankruptcy here for the third and final time, announcing it will liquidate its stores along with apparel discounter Syms, which bought Filene’s out of bankruptcy a little over two years ago in partnership with realty/investment firm Vornado. Filene’s, which also restructured under Chapter 11 bankruptcy in the 1990s, expects GOB sales to conclude in Jan-
uary, according to a statement. Together, Filene’s and Syms operate 46 stores, most of them on the East Coast. In addition to the impact of the slack economy, ceo Marcy Syms cited stepped up competition from department stores and “a decline in buying opportunities as brand name labels have reduced overruns by improving their supply chain management.” In its filing, the company listed $236 million in assets
and approximately $94 billion in liabilities. The company in its filing said vendors and factors have restricted trade credit in recent months, and factors had begun requiring additional security on Filene’s orders. For the six-month period ended Aug. 27, the company posted a loss of $16.7 million. In the previous fiscal year, ended Feb. 26, 2011, the loss before income taxes was $51.7 million, according to the filing. HTT
Ellery Relaunches Website N EW YORK — Home fashions
manufacturer Ellery Homestyles has revamped its corporate website with a focus on the company’s history and product expertise. The site provides a tour of the company and a look at Ellery’s showroom as well as information about its products and brands. Each brand page features image galleries, color swatches, the technology behind the product as well as information about exclusive partnerships with other companies/organizations relevant to each brand. “The new website allows
us to showcase all of the things that make Ellery so great,” said
Ellery’s ceo Budd Goldman. HTT
Lenzing, Tencel Earn USDA Certification NEW YORK — The U.S. Depart-
ment of Agriculture has certified Tencel and Lenzing FR fibers as 100% Biobased. The certification is part of the government’s BioPreferred program, which encourages agencies and contractors to purchase products that are biobased or
made from significant amounts of biobased materials. The program is intended to boost the U.S. government’s use of ecofriendly products and to support the farmers, suppliers, and manufacturers who provide “green” jobs and create more sustainable products and markets.
Textile products made with at least 25% Lenzing FR or Tencel and manufactured in a designated country may be eligible to apply for bio-based preferred procurement status. Lenzing can assist customers with the application and certification process. HTT
11/4/2011 3:11:52 PM
The Textile Building
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> hometextilestoday.com
OPINIONTodaY Feed Your Head
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V ERY NOW A ND THEN, you have a conversation that’s just so full of good stuff you wish you had downloaded every word of it straight into the permanent databank of your mind. That’s how I felt after a recent visit to Graj + Gustavsen. To call the place a brand strategy consultancy — the firm’s official Google tag — is to vastly conflate the many nodes and nooks and crannies of the branding, marketing and retailing worlds these guys are plugged into. Walking through the concept areas set up for projects in process was a retail junkie’s equivalent of a trip to the crack house. One of G+G’s more recent projects: Levi’s Denizen brand, targeting the young middle class EDITOR-IN-CHIEF in emerging nations, 18- to 28-year-olds on the front lines of new prosperity in their markets but still not able to shop at the high end of the market. By the end of next year, Denizen is scheduled to operate 1,000 stores across China, India, Singapore and Korea. The firm is also involved in transforming HGTV into a roster of consumer products and is also working on some fascinating concepts for Food Network, Harley Davidson and Brooks Brothers whose details have not yet been announced. I spent a good hour talking with principals Ray and Simon Graj — the latter writes a blog for Forbes — and of all the many interesting perceptions they shared, here’s the one that really jumped out: Today’s consumer is his or her own brand. This is a consumer who creates his own soundtrack — literally, in the iPod sense, and figuratively, in terms of selecting from among a vast array of branded goods — and she has access to a boatload of them virtually – to assemble a look that is uniquely her own. Brand loyalty becomes less a matter of joining the club (“I’m a preppy!”) than of taking pieces that are individually relevant from brands that project and maintain core values — whatever those values may be. And it has to be easy. And it has to be simple. And it has to serve a purpose. Food for thought, folks. HTT
Jennifer Marks
It’s Amazon, Stupid
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LLOW ME TO BE THE FIRST to congratulate the home textiles industry on finally recognizing the impact that Amazon is having on the business. Forgive me, but, duh, what took you so long? Amazon went live on the web in 1995 — that’s 16 years ago, but who’s counting? — and even if the first five or so years were pretty much under the radar, it’s been a good decade since they have become a game-changer in Warren the marketplace. And even you say some of that deShoulberg ifcade was spent concentratPUBLISHER/ ing on books and CDs and EDITORIAL DIRECTOR videos, you still have to give them five years since they’ve broadened their merchandise mix to include a wide variety of products, including a fair amount of home textiles, either directly or as a host for third parties. Yet, it’s only been the past few months that Amazon is truly starting to show up on the radars of some of the major players in this business. I’ve heard from a number of suppliers that a couple of key retailers — the names are being held to protect the clueless — are suddenly asking whether Amazon is going to carry this product or if they are buying that program. That’s a big change from only a year or two ago when retailers were much more hung up on the competition in their own channel of distribution versus a virtual competitor. All of this reminds me of another situation more than half a century ago in an entirely dif-
ferent industry. Back in the early 1950s, the railroads were the preferred long-distance transportation choice in this country. They were it, and they spent most of their competitive juices wondering what the other railroads were doing. New York Central was consumed with the Pennsylvania Railroad and vice versa. The railroads never saw the airlines coming. They kept thinking they were in the railroad business, not the transportation business. It’s a classic B-school case study, but the result of that thinking is irrefutable: In less than a decade the railroads were pretty much through and the airlines dominated the long-distance travel business. Conventional retailers are guilty of much of the same thinking. They may have started up online units within their operations, but by and large they have failed to recognize Amazon as a distinct and unique competitor. They so far have been unable – or unwilling – to make the commitment to compete head-to-head with Amazon. They don’t have the same online shopping experience or pro-active merchandising capabilities. They don’t have the back-end distribution network necessary to have Amazon-standard order fulfillment levels. And they have failed to adapt the aggressive – not to mention, progressive – techniques like annualized flat shipping packages that are a backbone of Amazon’s strategy. Just as Wall Street often does, the general merchandising community continues to fail to understand how Amazon is changing the marketplace. But they will. HTT
0HPoU\ IoDP OLNH IHHO but with improved flexibility and comfort 0LFUoGHQLHU ILEHUV continually adjust to the movement of the head and neck 7hH 60$57),// tHFhQoOoJ\™ gives the pillow a fluid movement so pressure is more evenly distributed which allows the head and neck to rest comfortably
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11/4/2011 4:40:12 PM
News
> hometextilestoday.com
Iconix, JCP Align For Royal Velvet Home Brand Program N E W YO R K — Iconix Brand Group has entered into a multi-year license agreement with JCPenney Company to market and sell its Royal Velvet home brand and its line of home textiles exclusively.
Big Lots Hits Sales Plan in 3Q COLUMBUS, OHIO — In line with
its guidance, Big Lots Inc.’s third quarter total sales climbed 6.0% to $1.1 billion, the closeout chain reported last week. Comparable store sales for stores open at least two years at the beginning of the fiscal year rose 1.7% in the period. Home
comps were positive, the company said. Year to date, retail sales from U.S. operations totaled $3.8 billion, up 2.3%. Comps slipped 1.3%. “We were encouraged by the improving trends in most of our major merchandise categories,
“JCPenney is recognized by consumers as the go-to destination for home goods and this is an immense opportunity for Royal Velvet.” —NEIL COLE, Iconix The initial Royal Velvet at JCPenney program will consist of sheets, fashion bedding, blankets, pillows, towels, rugs, bath coordinates and window treatments. It is set to debut in spring 2012 in all JCPenney stores and online at jcp.com. The launch will be supported with a multi-media marketing campaign that will encompass print, digital, outdoor and in-store collaterals. “JCPenney is recognized by consumers as the go-to destination for home goods and this is an immense opportunity for Royal Velvet,” commented Neil Cole, Iconix ceo. “We are thrilled to be working with JCPenney on our Royal Velvet brand as we share the same vision and recognize the growth potential for this iconic brand.” Added John Tighe, svp, and gmm of home, JCP: “As a wellknown quality brand, Royal Velvet will be a great addition to JCPenney’s exciting home brands and assortment.” Iconix described Royal Velvet as “a premium home brand offering classic and sophisticated designs with an updated touch to consumers at every stage of their lives.” Iconix has owned Royal Velvet as well as its sister brands, Cannon, Fieldcrest and Charisma, since fall 2007 when it acquired Official Pillowtex. HTT
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November 7, 2011
positive early response to certain of our holiday strategies, and favorable results from our promotional friends and family event during the quarter,” said Steve Fishman, chairman, ceo and president of the 1,445-unit chain. “Our stores are set for the holiday season and I am confi-
dent we are prepared to be aggressive and drive sales during the all-important fourth quarter,” Fishman added. Big Lots will disclose sales from its recently acquired Canadian operation when it releases full quarterly results Dec. 1. HTT
Statement of Policy Concerning Gifts and Other Items of Value
To Our Valued Suppliers, We are taking this opportunity to restate our policy concerning gift-giving, not only during the forthcoming holiday season but throughout the year. On any occasion, gifts, gratuities, payments, favors or other items of value, no matter how well-intentioned by the donor, are against our Company’s policy. Gifts received by any Associates will be returned to the donor or donated to charitable organizations. Our Associates are also advised that any violation of this policy will be taken very seriously. We respectfully ask that you assist us in this matter by refraining from offering Associates gifts or items of value. Your kind cooperation with this policy will foster the continuation of fair business practices that favor our close working relationship. Thank you very much for your support. We wish you a happy holiday season and a prosperous new year.
Bernard Cammarata Chairman of the Board
In the U.S.
Carol Meyrowitz Chief Executive Officer
In Canada
In Europe
The TJX Companies, Inc., 770 Cochituate Road, Framingham, MA 01701 l www.tjx.com ¹2011 The TJX Companies, Inc.
11/3/2011 4:14:05 PM
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November 7, 2011
Digital
> hometextilestoday.com
Color? Sferra Has an App for That Shop.org: Digital Picking up Steam for Holiday Marketing BY JENNIFER MARKS
— then touch the color on the photograph that she would like to coordinate. The app posts up eight launch an app to drive business for its Fiesta table color swatches across the bottom of the screen. linen line, company president Paul Hooker “talked With the touch of a button, the consumer can to somebody who knows about these things.” also send swatches to her Facebook page with a That source directed him to a group of Rus- message: “What color should I order?” sian programmers “in a dumpy building deep in Once the consumer has made a decision, she the bowels of Tribeca” in downtown Manhattan, can make her purchase through the app and can Hooker recalled recently. receive the merchandise as early as the following It turned out the programmers knew their stuff. day. Items available for purchase through the app More importantly, they had deep experience in include placemats, napkins and cocktail napkins. producing apps that meet the quality standards re- Tablecloths can be purchased as a custom order, said Hooker. The app also leads users to video Sferra shot last summer of its linens being woven in Europe. And Sferra developed an instructional video to lead viewers through the process. In it, a would-be hostess chats on the phone with a friend about her need for new linens while she gazes at a plate she just pulled from the cupboard. She says, inevitably, “You mean there’s an app for that?” “It’s wonderful being a 120year-old company and catching up with today’s technology,” said Hooker, who officially unveiled the app during TablePaul Hooker of Sferra shows a video linked to the new app. top Market in New York late last quired to make it into the Apple app store — the month. holy grail of app-dom. Hooker is something of a linen evangelist. The resulting app — Linen Colors by Sferra — “Linen is the fabric of kings — because of the helps consumers select table linens to coordinate drape, because of the launderability,” he told a with their dishes, pulling from the 101 colors avail- group of interior designs and shelter book journalable in Sferra’s Fiesta linen line. The technology ists assembled for the app introduction. uses an algorithm developed by the programmers The app made its national television debut Oct. to “read” and interpret RBG color, an additive color 28 on “The Martha Stewart Show” on the Hallmodel that allows electronic systems (such as com- mark Channel. Stewart grabbed the iPad from puters) to accurately represent a wide array of col- Hooker’s hands and went to town on the technolors by blending red, green and blue light. ogy, he said. After downloading the free app to her iPhone or “Her staff was holding up signs on the other side iPad, the consumer can shoot a photo of a plate — of the camera saying ‘Get that away from her or or anything else to which she wants to match linens we’ll never finish on time.’” HTT E DISON , N.J. — When Sferra Bros. wanted to
W A S H I N G T O N — After learning more consumers plan to do their holiday shopping online this year than last, many etailers said they expect their 4Q to grow 15% or higher compared to last year. Many have already invested in new technologies and site and service features, according to Shop.org’s recent “eHoliday” survey. More than half – 51.0% – said they have significantly invested in mobile-optimized websites and 19.6% have invested in tablet device apps. Furthermore, 35.3% said they have significantly invested in QR codes in offline advertising, such as magazine ads and billboards. Among those who regularly use social media platforms, nearly three-quarters said they have invested already in their Facebook (72.5%) and Twitter (41.2%) accounts in advance of the holidays. When asked why they plan to spend more online this holiday season, four in 10 shoppers (43.2%) said 24-hour convenience is a main consideration. More shoppers this year are also interested in shopping online as a direct result of free shipping offers — 36.3% will spend more online this year if
shipping comes free. Other reasons include their lack of desire to fight crowds in the stores (37.2%) and the ease of comparing prices (29.6%). Consumers will get information about retailers’ sales and promotions from a variety of channels. The survey found nearly three in 10 (29.2%) will check out a company’s Facebook page for more information and about two-thirds (65.1%) will read customer reviews on the company’s website. The survey, conducted by consumer research firm BigResearch, found that nearly seven in 10 retailers — or 68.0% — said they expect their company’s online sales to grow at least 15% or more compared to last holiday season, up from the 63.8% who had those expectations last year. The survey is supported by new data from another recent survey by the National Retail Federation, which found the average shopper plans to do about 36.0% of her holiday shopping online, up from 32.7% last year. “One of consumers’ most anticipated and favorite holiday promotions, free shipping offers will be hard to miss this holiday SEE SHOP.ORG PAGE 7
Social Media, Technology Changing Retailing, Finance Expert Says NEW YORK — Social media, dig-
ital communication and the Internet are dramatically transforming the retail industry, says Burt Feinberg, group head of CIT Commercial & Industrial at CIT Group, a provider of financing to small businesses and middle market companies, including many in the home furnishings industry. Feinberg discusses technology trends, financing opportunities and consumer confidence in Retail Industry Trends, the latest in a series of in-depth Q&As fea-
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tured in CIT’s Executive Spotlight series. The convergence of social media, e-commerce and mobile technologies are changing the consumer experience, according to Feinberg. “Consumers today are able to actually comparison shop as they walk through a store,” he said. “We’re also seeing consumers use social media to communicate with their friends to articulate their discovery of a particular product or deal in areas like high fashion apparel or electronics....
In addition, retailers can optimize their marketing dollars by understanding and mining the data they now accumulate about their customers via their electronic platforms.” Fluctuations in commodity prices also are affecting the retail chain, Feinberg said. “Since cotton is such a major component in much of our clothing, its cost can obviously have a significant effect on the apparel segment of retail. The question is who bears the cost. In order to maintain price in this
highly price-conscience market, retailers face considerable pressure from consumers and suppliers face pressure by retailers. Everyone in the chain is being squeezed,” he said. Private equity firms continue to maintain an interest in the retail sector, whether it’s the ability to expand an existing concept or rebuild a franchise, he added. “If a private equity firm finds the right concept, it can realize considerable growth due to the scalability factor, greater than
in most other industries. The other opportunity is finding situations where companies may have been managed incorrectly and could potentially be revitalized by a change in strategy,” said Feinberg. “Improving sourcing, optimizing labor hours, managing inventory levels and stock-keeping units (skus), combined with strategic store expansion and ecommerce strategies, collectively have had a powerful impact on profit growth that is hard to find in other industries.” HTT
11/3/2011 5:22:02 PM
> hometextilestoday.com
Digital
Increase Sales with Video
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COM M ERCE V I DEO has grown in web display ads. Video can be used in a pre-roll the past year, with 73% of US retail sites commercial (15-30 seconds) that runs prior to now using video according to eMarket- news videos; sponsorship of special news seger. Still, video remains relative unde- ments; and in-ad videos. In-ad videos can have rutilized in our industry with only a handful of nearly triple the click through rate of standard videos on some sites and many of these videos ads. A good combination buy is a video with a hidden deep in the website. standard banner ad running next to the video to There are a lot of good reasons to feature prod- optimize click through rates. uct videos on your website as well as Here are some tips for getting the the multitude of social media sites now most out of your videos: Penny available. First, video is interactive. It • Be sure to tag the videos so search will keep customers on your site lonSchnek engines find them. Video search engine ger; lower the number of abandoned optimization (VSEO) works like reguONLINE SALES shopping carts; reduce return rates; lar SEO. Promote your online video MANAGER generate higher sales; and enhance the using back links from other reputable customer’s experience of your brand. websites. Optimize the search terms Video is more personal and can help and tags connected to your video and build trust with your customers. It also post links on social media websites. For can bring your product and brand to some great tips on how to optimize your life in ways unattainable through text video, visit Reel SEO at http://www. and photographs. You can use video to reelseo.com/seo-for-video/ showcase new products; demonstrate • Feature a link to your videos right special features; instruct customers on how to use on the home page of your website. or put a product together; bring testimonials to • Make sure there is a call to action in the life; and bring new life to the traditional “life- video as well as clearly visible on the landing style” product images. page where you video is posted. Don’t put your Today, there are even more ways to leverage call to action at the very end of the video as many your investment in video. In addition to giving viewers will not watch the complete video. copies of your video to sales representatives and • Keep your videos short with a focus on a few customers, post your videos on Facebook, You- key points. If necessary, produce a series of short Tube, Twitvid and any other appropriate site videos to get your whole story out. available to you such as local business chambers • Be sure to storyboard and script your video and affiliate sites. You’ll reach new audiences, before the camera roles! Even if you don’t folbuild your brand, and drive traffi c back to you low a script word-for-word, storyboard and script site. We can even post your video right here in will not only save you time and money in prothe video gallery of this website! duction, but also ensure your message is clear Another great way to leverage videos is with and impactful. HTT QR tags. Use a QR tag in your print ad, direct Penney Schnek is the online sales manager for mail or even point-of-purchase displays. Link the tag to a video and you’ve now launched your first HTT and its sister publications. Her blog, “What Works Online,” appears regularly on hometextilmobile marketing program! Incorporate snippets from your videos into estoday.com.
Digital Briefs
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November 7, 2011
QR Codes Topic of HFPA Meeting Keynote NEW YORK —The Home Fashion Products Association announced
that Fred Golden, vp of sales for Kay Printing, will give the keynote presentation during the group’s annual meeting here Nov. 16. Golden address will be titled “Interactive Multimedia Print Powered by QR Codes.” The annual meeting begins will a continental breakfast and networking from 9:00-9:30 a.m., followed by the meeting from 9:3010:00 a.m. Golden will speak at 10:00 a.m. For information or to register, visit http://homefashionproducts. com/2011_am.php. HTT
Digital Shopping SHOP.ORG FROM PAGE 6
season as nine in 10 online retailers (92.5%) said they plan on offering the service at some point, up from 84.8% in 2010,” Shop.org said. “Eager shoppers can also expect these offers to start soon, as nearly one-third (31.4%) of those surveyed said their free shipping offers would start earlier in the season compared to last year.” Additionally, 56.3% said their budget for free shipping promotions specifically is somewhat or significantly higher than last year.
“Online retailers will also leverage their social media and mobile platforms for savvy shoppers on the go, knowing how important customer reviews and comparison shopping applications are to holiday shoppers,” said Shop.org head of research, Fiona Swerdlow. Like their brick-and-mortar store counterparts, online merchants said they will begin promoting the holiday season earlier this year. The survey found more than half, or 52.9%, plan to start their online holiday marketing and promotions by Halloween, a 40% increase from last year. Another 37.2% will begin marketing by midNovember. HTT
HOME TEXTILES TODAY IS ON FACEBOOK. JOIN THE CONVERSATION AT FACEBOOK.COM/HTTMAG
Sam’s Club Launches Holiday App
dedicated to information about home. Home section features will include ideas for decorating the home. Tips from celebrity chefs on Macy’s Culinary Council, gift guides and regular posts from FoodRepublic.com.
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Sears, Kmart Go Local with Digital Ads
am’s Club last week launched an ecommerce site dedicated to holiday shopping and an enhanced mobile app to streamline the buying experience. Through Dec. 24, members and non-members can connect to SamsClub. com/gifts, a PC/iPad/tablet/smartphone-friendly site that offers tips about preparing and decorating the home, entertaining, giving presents and meal planning. The site features a “Holiday Value of the Day” including online exclusives, gifts with free shipping and instant savings. It also provides digital versions of Gift Guide and Entertaining Catalogs, a listing of weekly savings events, holiday hours, and shipping cut-off dates.
ears Holdings late last month debuted localized digital ads at searslocalad.com and kmartlocalad.com that provide customers with real-time stock checks, pricing and special offers available at their area Sears and Kmart stores. Customers can shop by category, create shopping lists and share lists or send lists to their mobile devices. Reward members can all preview upcoming sale items and will soon be about to collect points within the local ad section.
Macy’s Unveils mBGlog
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acy’s launched mBGlog at macys.com/mblog two weeks ago, offering howto videos, trend information, product reviews and news about new product launches, in-store events and major sales. Each day, the blog focuses on a specific product category. Thursdays will be
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Lowe’s Launches Home Management Tool owe’s has introduced an integrated online feature to help consumers manage their homes called MyLowe’s at Lowes.com/MyLowes. A MyLowes card or key fob helps customers track all of their Lowe’s purchases regardless of whether they took place in-store or online. Customers can also create rooms online and store floor dimensions, track a paint formula after checkout and access product manuals from product detail pages.
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First Monday: Specialty Retailing
Cassidy’s Finds its Niche as Community-Oriented Luxury Linens Shop BY CECILE B. CORRAL STUART, FLA. – When Kit and Dan Cassidy first opened their bed-
ding and bath linens shop here in 1979, their friends and colleagues had some misgivings. “People thought we were nuts!” Kit Cassidy said, laughing. Back then, the town of Stuart was “a very small, intimate community. My sister lived here, and we bought a condo here in 1975, so that’s why we decided to open our shop here.” The Cassidys, who in October celebrated their 46th wedding anniversary, stuck to their plan — and it paid off. “We exceeded our expectations,” she said. “People around here supported local businesses, and they supported us.” Added Dan Cassidy: “We’ve got involved in the community with many charities. It’s a very community-oriented store because we like it that way. We choose to be very community oriented.” Cassidy’s had competition, as Dan noted, with about four other “mom-and-pop” linens shops nearby in the Downtown Stuart area. But the couple has managed to “stay relevant” by evolving its
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Dan and Kit Cassidy founded their luxury bedding and bath linens boutique in 1979.
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Cassidy’s cross merchandises products from different vendors. The display bed seen here pairs an Anne de Solene Conte d’hiver duvet cover and sham set with Peacock Alley’s Biscayne coverlet and shams and Yves Delorme’s Eveil polka dot sheets and boudouir pillows.
Cassidy’s occupies a 8,300-square-foot storefront in a major strip mall in downtown Stuart, Florida. At right: Matouk is among many high-end linens sold at Cassidy’s.
business from what it started out as to what it is today, he explained. Kit and Dan Cassidy each began their careers working for Federated Department Stores as buyers. They began in the company’s training program, based in Columbus, Ohio, where they met. Soon after, they married and moved to Memphis to work for Federated’s Goldsmith’s nameplate — Dan as a buyer for home textiles and Kit assigned to buy lingerie, women’s blouses and merchandise for the store’s basement department. After a few years, Dan was hired as a buyer for May Co. And a few years after that, he was offered a promotion working for Dayton-Hudson in Detroit. Kit followed him there, and there they remained for about four years. It was at that point that the couple started exploring the option of opening their own linens retail business.
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In November 1979, when Cassidy’s first opened its doors in a 3,000-square-foot space in the city’s downtown district, “we weren’t a high-end store,” Kit recalled. “Back then, we were a bedding and bath store that was moderate to higher-end. But we weren’t luxury.” Added Dan: “We were involved in a lot of [home] businesses that we aren’t in now.” But as Stuart began to grow — and some smaller retailers disappeared as major chains arrived — “we became more of a niche business,” Dan explained. Because of Stuart’s vastly seasonal population, comprising well-to-do snowbirds who spend their winters in Florida and their summers in the north, Kit saw an opportunity to offer a more specific product assortment targeting the local customer base.
“Kit pushed us to be high-end. I wasn’t sure about it, but we gave it a try,” Dan said. “We wanted to see how it’d work.” Cassidy’s tactic was to “gradually sneak in” higher price-point products into the mix, “and most of the time, it worked. When it didn’t, we just got out of the category.” Dan remembers that it was in the mid 1980s when Cassidy’s experienced its turning point. “It was when the Fieldcrest Charisma sheets had just come out,” he said. “They were considered very high end. We decided to add it to our assortment, and it sold out very well and very fast.
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And that was one of the catalysts for us to become high end. We learned then that we could sell high price points. We could do it.” Dan and Kit knew there was one other important factor in succeeding in the high-end market: properly training the staff to sell the goods. “Our staff has become so knowledgeable about the products,” Kit said. “And we try to have a staff meeting every month to talk about new merchandise.” The couple credits its staff with understanding the mix, presenting it “very well” on the selling floor, and offering first-rate customer service. “Each [of the 16 beds] is changed every three weeks, and we do a great deal of cross merchandising,” Kit said. “We usually don’t designate each bed to just one vendor. We cross-merchandise almost all of our beds with products from different vendors because that is how our staff sells.” Today, Cassidy’s has grown into an 8,300-square-foot store — of which 6,700 square feet are devoted to selling space and the remainder to offices and inventory storage. Its vendor list is long and extensive, including Ann Gish, Matouk, Home Treasures, Yves Delorme, Peacock Alley and many others. The merchandise mix skews heavily toward bedding — 60% fashion and 10% utility. Bath makes up 15% of total sales. And rugs, table lines and gifts each generate 5% of the business. In recent years, the store has faced challenges in the form of hurricanes and the recession. “Hurricanes have slowed our seasonal traffic, and when the recession started in 2008 we got hit very hard,” noted Dan. But last year, the numbers started ticking upward — with “a very nice increase in 2010. And so far, in 2011, we’ve had another nice increase on top of that. We’re seeing the business move up again, but it’s still difficult out there for retail.” In response, Cassidy’s has lately adopted more promotional strategies than it had in the past to draw new and existing customers, Kit said. “We’ve become maybe a little more price conscious, and we’ve added more promotions, such as 20% discounts when you spend $100 or more — we do that in our slow summer months.” Also, when orders are large enough, Cassidy’s waives shipping charges. Other perks include free gift wrapping, home delivery for local orders and dog treats for shoppers’ pets. “We are very proud of our sales associates,” she said. “They always pitch in with everything that needs to get done around here. They are just amazing.” HTT
11/3/2011 4:55:45 PM
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November 7, 2011
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Hospitality Trundles Along New Property Developments Slack, but Refurbishments Offer an Opening
Baltic Linens’ Charisma bed in the gold colorway. Also available in black.
BY WAYNE MARKS NEW YORK – As they head into Protect-A-Bed’s Aller Zip Smooth bedding encasement offers a variety of solutions at mid-level prices.
this month’s International Hotel/Motel + Restaurant Show, which takes place at the Javits Center here from Nov. 1215, textiles manufacturers in the hospitality space report that business has been fairly steady. However, new construction remains depressed. Hotel News Now cited a research report last month showing a 10.5% decrease in the number of rooms in the U.S. pipeline compared to September 2010. Even so, many exhibitors told HTT that they believe there is pent up demand for new goods as hotel brands and properties launch renovation projects. Some described their sales as sporadic, while others like Cud-
Hollander Home Fashions’ new Superside gusset allows more fill to create maxim loft for better comfort and support.
Downlite’s The Mission: Allergy Collection provides anti- allergen, dust mite and beg bug protection.
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Harris Pillow’s Pillow-vac system allows hotels to recycle fill from old pillows into fresh Harris shells to provide a costeffective “green” offering.
dledown’s Michelle Harrison, wholesale and hospitality manager, were more sanguine. “We are running doubledigit increases over last year. We’re seeing some very promising trends,” she added. For IH/ M&RS, Cuddledown will introduce its new Maggie’s collection bedding products, a line of cotton/polyester bedding that offers quality at a more competitive price point. The economic slump didn’t seem to create much movement across budget segments, according to Jannice Cameron-Chapital, svp of marketing, Hollander Home Fashions. “There’s been no real difference that we can see,” she said, “but it always depends on which market your properties are in.” Hollander’s introductions for the show include Memorelle, a new memory foam-like microdenier fiber with improved flexibility that’s exclusive to the manufacturer. The microdenier fiber moves as the sleeper moves to ease pressure points and provides breathability to maintain an even coolness, she said. Tanya Hendershot, business manager at Star Textile, agreed that no one segment of the market is booming more than another right now. “Every tier has its opportunity. I wouldn’t say that one has more than the other.” Her company will introduce new drapery panels and upscale bedding at the show. The elephant in the room for the past two shows has been cotton prices, which played a major role in 2011 business, suppliers said. The need to absorb higher costs impacted business across the spectrum. Craig Walter, hospitality division sales manager at Downlite, noted, “As costs are passed on to hotels and guests, competitive pressures lead to lower margins,
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November 7, 2011
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Cuddledown’ s new Maggie’s collection pitches a better-quality look at a more competitive price point.
cash flows suffer, effecting credit stability, limiting business levels and properties must reluctantly adjust plans.” At this year’s show, Downlite will launch The Mission: Allergy Collection, which showcases products that have been tested to demonstrate their allergenavoidance, dust mite resistance and bed bug proofing solutions. Walter said the products focus
“We are running double-digit increases over last year. We’re seeing some very promising trends.” —MICHELLE HARRISON, Cuddledown
on comfort, protection and durability and are offered in a variety of natural and synthetic filling materials. Bob Gehm, president of Baltic Linens’ hospitality division, described a similar reaction to the spike in prices. “Many brands and properties responded by keeping within their budgets and simply ordering less product. We didn’t see a lot of movement to alternative fibers.” Baltic will focus on its Charisma brand at this year’s show, and believes the smaller orders of the past will fuel future demand. Other exhibitors are expressing similar optimism mixed with a strong dose of caution about next year’s business prospects. The tentative mood extends into the eco-friendly and sustainable products area, with pricing always looming as a key factor. However, many hotel brands still have sustainability initiatives, believing positive corporate citizenship engenders the
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customer goodwill that leads to brand loyalty. Sandra DiVito, vp of hospit ality and healthcare at ProStar Textile’s tect-a-Bed, offered a custom bedding marketing message package targets of helping hotels the better end of that do good to do the market. well. “An encasement on a mattress fosters recyclability. St ained and/or contaminated mattresses can’t be recycled and must be thrown away to the tune of approximately 4.5 million units per year,” she said. Protect-a-Bed will feature its Aller Zip Smooth six-sided encasement and Bug Lock Plus, which is top side only. Each is bed bug, allergen, and water proof. Getting green product ROI for hoteliers is particularly important in this environment, according to Patrick Harris, vp, Harris Pillow, “We manufacture the Pillowvac machine that refurbishes old pillows to like-new condition, with a new cover and sterilized contents at a fraction of the cost of replacement. You can quite literally keep pillows around forever, minimizing landfill deposits and saving the property money as well.” Design Weave USA is also telling an eco-friendly story at the show, its first appearance there. “We are introducing Greenfirst anti bed bug basic bedding products. The treated products will eliminate bed bugs with an all-natural formula. The formula was created by Breyner, a French company. We are their exclusive licensee for these products in North America,” said Steve Hoffman, vp of new business development. HTT
11/3/2011 3:13:10 PM
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November 7, 2011
News
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CB2 NYC
we don’t have an age in mind because we delieve our design is ageless.” CB2 weathered the recession of 2009 “extremely well,” she said. The retailer benefitCB2 FROM PAGE 1 Most of CB2’s sales are generated online, ed from consumers trading down. That trend she said, with the catalog serving as combi- continued throughout 20101 — “a phenomenation idea book/marketing piece. Calle de- nal year for us.” The pace of business this year has been scribed the flagship stores as “windows to the brand.” The company is not intent on open- tougher, she said, “but we’re still having a good ing bricks-and-mortar across the country, she year compared to the competition.” International ecommerce, added. launched in November 2010, is gain“Our goal is to continue retail exing ground, with the strongest sales pansion but always have ecommerce coming from Canada, Australia and be important,” said Calle. “We feel the United Kingdom. “We also sell that as long as people can get a sense very well in Japan, India and Mexiof the brand in these cities where they co,” she added. vacation or travel to that’s what’s imThe brand will open its first interportant.” MARTA CALLE national stores next year in Toronto She cited the Denver market. The CB2 and Vancouver. Expansion to other nearest physical CB2 is in northern countries is also under consideration California, but Denver is the retailer’s — in due time. fourth largest market in terms of sales. The CB2 concept first stepped into brickCB2 opeartes stores in Chicago, New York, Miami, Atlanta, San Francisco, Los Angeles and-mortar 10 years ago with a pair of stores in Chicago. Calle pointed out that the comand Berkeley, Calif., and Washington, D.C. “Our customer has an urban attitude,” said pany, a division of Crate & Barrel, spent four Calle. “That doesn’t mean they live in an years tweaking the format before expanding urban area. We also have a customer we call into other cities. “You don’t come up with a brand ethos suburban modern.” While the average customer age is 34 years- overnight,” she said. If it takes its time testing international waold, “we also have dougle-digits over the age of 55,” she added. “When we design a product, ters, that wouldn’t be out of character. HTT
CB2 strives to offer strong contemporary looks at a value price, according to Calle. The company considers its flagship stores “the windows to the brand.”
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Calle credits CB2’s commitment to bold colors and vibrant textiles at a time when furniture is becoming more understated with helping to drive the company’s business, especially through the worst of the recession. The company’s core customer is often committed to modern design or favors an eclectic look, she said.
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High Point Wrap Up HIGH POINT FROM PAGE 1
motifs used on chair backs only. Two different fabrics, one used to upholster the outside, the other the inside of sofas and chairs were popular fabric combinations. • Wovens, except for those handspun linens, were soft and smooth-surfaced and included an alligator textured silk velvet and a variety of tribal and Greek key motifs. • Colors centered on the mid to ultramarine blues and teals, a new family of blue greens. Citrus is starting to morph into golds and oranges to better partner with the re-emerging browns. Neutrals, too, are veering closer to browns than to grays, although grays are defending their position. Fabric vendors often cited at the show as main sources included Valdese Weavers, Circa, Kravet, Lee Jofa, Sunberry and Robert Allen – augmented by specialty suppliers in Belgium, Italy, France, India and China. While furniture collections set the tone for major market introductions, let’s not forget that carpets and rugs, lighting, accessories and bedding now all are an essential part of presenting a complete “lifestyle” within new collections. In the process, most of the brand producers described above offer their own decorating packages, often through licensing their own or their licensed design partners. Carpets and rugs surfaced with powerful new collections at Safavieh – which now counts Tom O’Brien, David Easton, Tom Felicia and Ralph Lauren among its elite of licensed designers. Nourison made its return to High Point and a new hightraffic showroom featuring licensed lines by Calvin Klein and its just launched Joseph Abboud collection. Also noteworthy at the show: •Martha Stewart’s new collection for ML Brands, a new alliance between Miles Thomas for upholstery and case goods source Lefa with factories in South America brought Martha Stewart’s first installment of her new “Bedford” collection to Market. Positioned at a higher quality and price points, this was a soft opening with a tightly edited selection toward approximately 45 pieces planned for the April 2012 launch. The short line-up was impressive for its well thought out functionality and hints at earlier period styles, namely baroque with a modern sensibility. Customization of upholstery pieces and bed headboards includes quick ship turnarounds. • Mitchell Gold & Bob Williams proved once again that they understand their customers and what it takes to excite them. Always on the cutting edge for color and textiles in upholstery and complimentary accent furniture, the creation of a new “Black Label” category pushed this line into new territory its creators call
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Above: Ann Gish showed a gold-metallic rose print on luxury linens. At right: Century’s distressed tapestry print on rough linen.
“Luxury Re-imagined.” Beautiful blue velvets, short napped like mohair, brilliant yellow satin, pale leathers and a striking gun metallic vinyl brought glamour while tribal geometrics catered to neutral preferences, and engineered spot motif applications were standouts on upholstery. • Ralph Lauren coined the name “Desert Modern” to describe his rugged new collection for E.J.Victor. Boxy and chunky and leaning heavily on the natural attributes of rough grained woods, this was a solid and broadly appealing introduction going well beyond earlier collections he focused on the American Southwest. “Desert Modern” is not a regional but an international look with enough room left for rough textured textiles and hand-crafted accessories to drive home its Western design vocabulary. • Lauren for Schnadig took a totally different direction. Although spawned by the same designer, the look here was decidedly French, curvaceous and flirty in its shorthand rendition of late 19th into early 20th century styles and scaled for urban apartment living. Furniture frames and textiles were all very high gloss with copper and brandy colored satins making their case for glamour. • Century, too, looked to France for inspiration and in a big way. No fewer than four of its new collections drew on French traditional design. and one new outdoor introduction by designer Richard Frinier celebrated the seductive atmosphere of
the French countryside. • Baker offered a surprise return by designer John Black, a long-time key contributor to the company’s Milling Road division. If this was an apparel company, you could call Milling Road a Bridge Collection because it offers more accessible designs and price points than its parent company. Let it be said though that Milling Road is no poor cousin, but a style and quality statement all its own. In this new collection, John Black created an appealing eclectic mix drawn variously on some Swedish elements cross bred with baroque and neoclassical pieces of both English and French heritage brought into the 21st century with wire brushed finishes in the aptly named Frost and a black/gray taken from Arecanut. He used woven textiles of great simplicity in neutral colors to bring
all into harmony. • Bernhardt, in sync with rising social desires to connect with the natural world, offered a modern spirited collection called “Elements.” You could argue that “Elements” also carries some of the seeds of the American West. Choices, such as quartered white oak for the wood pieces acquire handmade looks through techniques such as wirebrushing and earthy finishes described as Dusty Sand and Bark.Artisanal accents include hammered aged patinaed iron hadware, textured bronze metal bases, faceted iron nailheads and faux mohair or leather on upholstered pieces. • Lexington Brands introduced “the Road to Canberra” under the Tommy Bahama label, which was inspired by far away Oceana and the Australian outback. This collection, too, tended toward the rustic and displayed an outdoor affinity. HTT
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1. Martha Stewart for Miles Thomas offered a baroque bed and bench with ikat cover. 2. Velvet made a big statement at the show, including this alligator-textured velvet at Hickory. 3. Desert Modern was the theme from Ralph Lauren for E.J. Victor, seen here in arm chairs with snakeskin pillows. 4. Nourison debuted its new Joseph Aboud rug collection. 5. Faux suede was the fabric of choice for this curved sofa at Weiman.
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PEOPLETodaY New ceo Named for Trade Show Organizer GLM WHITE PLAINS, N.Y. — Just two
months following its acquisition of trade show producer George Little Management, owner Providence Equity Partners last week announced a change in top management. Longtime GLM executives Alan Steel, Jeff Little and Jack Withiam will be leaving the company. Charles McCurdy, ceo of
GLM Holdings, will serve as operating ceo for the trade show business. Prior to joining GLM Holdings, McCurdy was ceo of Canon Communications, which produces trade shows, publications and digital and data services. Doug Smith, formerly cfo of online marketing company Education Dynamics will become cfo and chief administrative officer for both the holding company
Huntsman Textile Effects Realigns Business Structure S INGAPORE — Huntsman Textile Effects, a global provider of dyes and chemicals to the textiles industry, has promoted two executives to replace the company’s current strategic business units organizational structure for home textiles, specialty textiles and apparel. Rohit Aggarwal has stepped into the post of vp, strategic marketing and planning; and
Kent Kvaal was named vp, sales and technical resources. A 20-year industry veteran, Aggarwal was previously global vp, apparel and home textiles. In his new role, is responsible for strategic marketing, marketing communications, product management, business development and the Formulation Distribution Center organization. HTT
NRF Taps Cantrell for Shop.org WASHINGTON — The National
Retail Federation has appointed longtime retail industry player Vicki Cantrell as the new svp, communities and executive director of its Shop.org digital retail division. She officially starts at her new post on Oct.31.
Cantrell comes to NRF from luxury brand Tory Burch, where she was coo and cio. Previously, Cantrell was cio of Giorgio Armani Corp. Earlier in her career, Cantrell held positions of growing responsibility with Gucci Group, Party City and JCPenney. HTT
Robert Allen Names ceo NEW YORK — -Philip Kowalczyk has joined The Robert Allen Group
as president and ceo. He also becomes a member of the board. Former chief Jeff Cordover will become non-executive chairman of the board. Kowalczyk was most recently president of The Body Shop, Americas (USA, Canada, Mexico). HTT
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and the operating business. Steel, who has long served as GLM president, will remain with the firm for an advisory period to help with the transition, as will Little, whose family founded the business, and Withiam, senior vp. “GLM is well-positioned in the trade show industry,” said McCurdy. “Our strategy of creating both face-to-face and
online, buying, selling and networking platforms for our customers will create opportunities for expanded growth. With the acquisition of GLM by Providence Equity, the company is now positioned to begin its next chapter, which will continue to build and evolve on GLM’s long history of facilitating buyers and sellers in the specialty retail space.”
Steel added, “Jeff, Jack and I are proud of the great company we have created in GLM. Now that we have successfully guided the company through the recession and managed the successful sale to Providence Equity, we are handing off the stewardship of the company to new leadership. We wish Charlie, Doug and Providence the best of success with GLM.” HTT
IFDA-NY Reveals Honorees for Rising Stars Event N EW YORK — New York City’s
International Furnishings & Design Association (IFDA) is staging its fifth annual a “Rising Stars” program to honor three up-and-coming interior designers and three “starlets” from premier design schools here. The honorees are: Tilton Fenwick, a boutique interior design firm started in 2010 by Anne Maxwell Foster and Suysel dePedro Cunningham that “embraces the unexpected in both color and pattern while always infusing comfort.” Nick Olsen, who trained as an architect but discovered he
“lacked the necessary patience for plumbing and electrical outlets to pursue the profession.” While learning the business of decorating from Miles Redds he refurbished his own studio apartment, which landed on the cover of Domino magazine in 2006. He became Domino’s resident “Deal Hunter” and continued assisting Redds until launching his own firm in early 2010. Ron Marvin, whose look has been described as “gentleman’s chic,” spent more than 12 years in the visual merchandising departments of Gap, Williams-Sonoma, Pottery Barn,
West Elm, Hold Everything, and Williams-Sonoma Home before opening his own firm. The event takes place Nov. 14 at the New York Design Center at 200 Lexington Ave. in suite 505. Networking and refreshments begin at 5:30 p.m., followed by the presentation and a question-and-answer session at 6:40 p.m. Admission is $20 for IFDA members and $40 for guests; free for IFDA student members and $20 for student guests. Registration is required by Nov. 18 by emailing ifdanyny@verizon. net. HTT
C&F Enterprises Adds Phillips as Senior Designer N EWPORT N EWS , VA . — Sister
companies C&F Enterprises and Gallerie II have hired 25year industry veteran Kari Phillips as senior designer. Phillips’ career began in the 1980s in New York City as a ladies’ sportswear and textiles
designer. She moved into the home décor and giftware industries at California Floral, Home Uwharrie Chair Co., Taylor Linens, India Home Fashion, and HomeStyle Co. Additionally, Phillips has licensed her own artwork for use
on various home products, including wall décor, tabletop and gifts. Phillips “brings a fresh outlook with an eye for fashion and market trends balanced with years of importing and product development,” according to a company release. HTT
11/3/2011 2:27:17 PM
e h t l l e S Join Home Textiles Today for Heimtex in the
December 19, 2011 Special Preview and the January 9, 2012 Show Issue, the only English-language home textiles newspaper distributed at the Fair itself.
Contact your Home Textiles Today sales representative to reserve your space now! www.hometextilestoday.com
TEXTI L ES IS O U R MID D LE N A ME
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November 7, 2011
BUSINESS TodaY Modest Comp Gains Dominate in October N EW YORK — Almost all of the
publicly traded retailers tracked by HTT reported October comp increases, albeit most of them in the low single-digit range, which sets the tone for a reservedly optimistic outlook for the holiday. Only three major retailers boasted high single digit comps: Dillard’s with 8.0%, Costco up 6.0% and Ross Stores at 5.0%. While Dillard’s comps were strong, as the department store noted “sales in the home and furniture category were significantly below trend during the four weeks.” Taking the hardest comp hit was Bon-Ton Stores. Its 10.2% tumble resulted from changes in the advertising calendar “which did not drive the results we expected” as well as “continued lackluster customer response to traditional merchandise offerings in ladies’ ready-to-wear and consumer resistance to increased pricing on certain products,” said
10.0% 8.5% 7.0%
categories such as big-ticket categories – namely furniture and soft window treatments. Excluding home, www.jcp. com eked out a 1.8% comp gain thanks to strength in women’s apparel, accessories and family footwear. Stein Mart was October’s only essentially flat comp retailer. Home help offset problems in other departments.
WINNERS AND LOSERS Same-store sales % change
WINNERS Dillard’s Inc. Costco Wholesale Corp. Ross Stores Kohl’s Corp. Target Corp. TJX Cos.
8.0% 6.0% 5.0% 3.9% 3.3% 3.0%
LOSERS The Bon-Ton Stores J. C. Penney Company
(10.2)% (2.6)%
3.7%
2011 year-over-year
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OCTOBER SALES FOR KEY RETAILERS Four weeks ended October 29, 2011 (dollar amounts in millions) a 2011 SALES
2010 SALES
TOTAL % CHG.
SAME-STORE % CHG.
The Bon-Ton Stores Inc.
$192.0
$214.2
(10.4)
(10.2)
Costco Wholesale Corp. b Dillard’s Inc. Duckwall-ALCO Stores Inc. Fred’s Inc. J. C. Penney Company Inc. Kohl’s Corp. Macy’s Inc. Ross Stores Inc. Stein Mart Inc. Target Corp. The TJX Companies Inc.
$7,010.0 $378.0 $34.6 $136.4 $1,186.0 $1,330.0 $1,842.0 $661.0 $85.7 $4,839.0 $1,900.0
$6,300.0 $356.1 $33.4 $131.1 $1,270.0 $1,260.0 $1,806.0 $600.0 $85.5 $4,641.0 $1,800.0
11.0 6.0 3.5 4.0 (6.6) 5.6 2.0 10.0 0.2 4.3 4.0
6.0 8.0 2.8 2.0 (2.6) 3.9 2.2 5.0 0.1 3.3 3.0
39 WEEKS 2011 SALES
2010 SALES
TOTAL % CHG.
SAME-STORE % CHG.
The Bon-Ton Stores Inc.
$1,901.4
$1,970.5
-3.5
(3.0)
Costco Wholesale Corp. c, d Dillard’s Inc. Duckwall-ALCO Stores Inc. Fred’s Inc. J. C. Penney Company Inc. Kohl’s Corp. Macy’s Inc. Ross Stores Inc. Stein Mart Inc. Target Corp. The TJX Companies Inc.
$15,620.0 $4,247.6 $346.0 $1,382.0 $11,835.0 $12,785.0 $17,681.0 $6,210.0 $832.2 $47,529.0 $16,500.0
$13,810.0 $4,105.7 $327.2 $1,356.0 $12,056.0 $12,353.0 $16,734.0 $5,721.0 $844.8 $45,509.0 $15,600.0
13.0 3.0 5.8 2.0 (1.8) 3.5 5.7 9.0 (1.5) 4.4 6.0
7.0 4.0 4.4 0.7 1.2 1.7 5.3 5.0 (0.7) 3.4 3.0
a. Reporting priod vary among key retailers. b. Costco’s October comp results are for the U.S. division and do not include the positive impacts of inflation in gasoline prices or the “slightly negative” impact from foreign currencies. Including those impacts, comps for the month were up 9.0% in the U.S. division, 8.0% in the international division, and 9.0% for the total company. c. Because it is on a different fiscal calendar than the other key retailers on this list, Costco’s year-to-date sales and comp results reflect
the past nine-week period. d. Costco’s year-to-date comp results are for the U.S. division and do not include the positive impacts of inflation in gasoline prices or the “slightly positive” impact from foreign currencies. Including those impacts, comps for the month were up 10.0% in the U.S. division, 11.0% in the international division, and 10.0% for the total company.
2.5% 1.0% -0.5% -2.0%
September Same-Store Sales Johnson Redbook Index
-3.5% -5.0% OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG SEPT OCT Source: Johnson Redbook Retail Sales Average, a unit of Instinet, a Reuters company.
Tony Buccina, vice chairman, president – merchandising. J.C. Penney was the only other comp loser last month, producing a 2.6% decrease. The mid-tier department store said that, “while sales overall were soft, women’s apparel and accessories experienced sales gains in October.” Home negatively impacted JCP’s online sales at www.jcp. com, which saw a 4.5% comp decline as a result of “continued sluggishness” by certain home
htt111101_018.indd 18
“Linens, men’s furnishings and accessories had particularly strong sales for October while boutique, career sportswear and gifts were weaker,” the mid-tier off-price chain reported. The sales trend for the quarter improved from August, when they were significantly below expectations, to finish up with a slightly positive comparable store increase October. “The August shortfall, however, led to higher clearance levels which has impacted gross profit margin for the
quarter,” Stein Mart said. Ross Stores’ 5.0% October same store sales jump far outpaced expectations, which had been set at a 1% to 2% increase. Here, juniors and shoes were the strongest merchandise categories for the month. Kohl’s 3.9% comp in October was led by home, which proved the strongest business segment with a high single-digit comp gain. Within home, bath and towels were strong performers, the retailer said. Kevin Mansell, Kohl’s chairman, president and ceo, added more color: “Customers have responded favorably to our newest brands, Jennifer Lopez and Mark Anthony, as well as to our marketing initiatives.” The home department did not
do so well at Target Corp., where home furnishings and décor suffered low single-digit comp declines. The strongest performance stemmed from housewares and the weakest came in domestics and decorative home. H o u s e w a r e s , c o m m o di ties, and softlines divisions were among the areas Duckwall-Alco cited as growth areas in October, “with strong performances in the shoes, decor and giftware, furniture, movies and music, personal care, and ladies’ wear departments,” said Rich Wilson, president and ceo. TJX Cos., in Framingham, Mass., was “particularly pleased” with the 7.0% comp increase at its Home Goods nameplate in October, “and we’re excited about [Home Goods]’s pros-
pects in the fourth quarter and beyond,” said Sherry Lang, svp, global communications. The company’s overall comp was up 3.0% for the month, at the high end of expectations. Home fashions were also a bright spot for TJX’s Marmaxx division, which reported a 3.0% total comp. In the company’s Winner’s and Home Sense stores in Canada, “the home category performed better” than apparel, which was impeded by unseasonably warm weather. High double-digit online sales – up 39.2% for macys.com and Bloomingdales.com combined – benefitted Macy’s Inc.’s samestore sales for its third quarter and year to date. But the department store behemoth’s total comp rose 2.2%. HTT
11/3/2011 4:44:43 PM
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Home Textiles Today
Business
November 7, 2011
MSLO Merchandising Shines in Third Quarter NEW YORK — Strong growth in
merchandising help offset poor performance in the print business during the third quarter at Martha Stewart Living Omnimedia. Merchandising revenues were up 29% to $12.3 million for the period, “led by strength in the Martha Stewart Living line at The Home Depot and the Martha Stewart Collection at Macy’s,” the company noted. Operating income in merchandising was $7.2 million in the quarter versus $5.5 million last year. Lisa Gersh, president and coo, said MSLO is “on track
with the retail sales targets laid out by the company earlier this year.” At the Home Depot, the company “saw good results across a number of categories, including home décor,” she added. “At Macy’s, we remain their number one brand in the home category, with textiles and tabletop leading the way.” Crafts generated strong sales at Michaels and Jo-Ann Fabrics and Crafts as well as the expansion of the craft line with the launch of Martha Stewart Crafts Paint and the Martha Stewart Crafts Yarn program; pet products at PetSmart broadened its
assortment with the introduction of a new product line for cats; and Emeril’s business “had a solid quarter” driven by three successful appearances on HSN and the expansion of a coffee line with Timothy’s. Coming up next: office products, made with Avery to be sold exclusively at Staples starting early 2012. Merchandising couldn’t overcome weakness in the company’s print segment, and MSLO posted a net loss per share of 18 cents compared a net loss per share of 16 cents a year ago. Total revenues rose 5.0% to $52.2 million. HTT
Bon-Ton, Ross Revise Guidance N EW YORK — With October in
the rear-view mirror, Bon-Ton Stores and Ross Stores each updated their earnings expectations last week. Lower than expected third quarter sales at Bon-Ton prompted the department store company to lower its full-year guidance. The retailer now expects EBIT-
DA (earnings before interest, tax, depreciation and amortization) of $190 million to $120 million and a loss of 65 to 25 cents per share. Ross Stores, encouraged by a healthy sales space and improved margins, raised its earnings estimates for the third quarter and the fiscal year. Ross now estimates earnings
per share for the 13 weeks ended Oct 29 to increase between 23% and 24%, to $1.25 to $1.26, from last year’s $1.02 per share. It had previously forecast EPS of $1.16 to $1.18. For the full fiscal year, EPS is now projected to be in the range of $5.54 to $5.61, up 20% to 21% over $4.63 in 2010. HTT
Same-store sales
October Comps Eke Past Goal NEW YORK — Despite a heavy
Johnson Redbook Index
storm that brought broad sections of the Northeast to a standstill, The Johnson Redbook Retail Sales Index was up 5.2% in the fourth and final week of October following a 4.1% gain the prior week. Month-to-date, October rose 4.7% compared to a year ago, relative to a target of a 4.6% gain. Month-over-month showed a 0.6% drop compared to September, relative to a target of a 0.7% drop. Catlin Levis, Redbook analyst, explained, “Our sample ended slightly ahead of plan in October, the final month of the
Fourth week of October, year-over-year % change
htt111101_018.indd 20
WEEK
DED EN
10/8
Department stores* 3.9 Discounters 5.2 Redbook Index 4.8
10/15
3.6 5.1 4.6
10/22
3.2 4.6 4.1
10/29
4.1 5.8 5.2
MONTH TARGET
3.7 5.2 4.7
3.6 5.1 4.6
*Including chain stores and traditional department stores Source: Johnson Redbook Index
retail quarter. Stores reported improved sales for the week supported by cooler weather and Halloween shopping.” With Halloween being one day later this year than last year, some Halloween sales will be shifted into the November retail month. Sales of women’s wear, children’s wear and bedding improved during the final week of the month, said Levis.
Meanwhile, the northeastern snowstorm on Oct. 28 forced many stores to close and left many residents without power. “Our preliminary target for November is for 4.4% yearover-year same-store growth, generating a month-overmonth gain, November versus October, of 2.7%,” Levis added.” HTT
> hometextilestoday.com
Iconix Sums up Home Brands N EW YORK — On the heels of
the announcement earlier this week of its exclusive alliance with JCPenney for the Royal Velvet soft home program, Iconix Brand Group last week offered a summary of recent performances of its other home brands during the company’s third quarter earnings call. Neil Cole, chairman and ceo, called Filedcrest “the shining star” in Iconix’s home brand family. “Target’s really gone after the brand and dramatically improved the business, so we’re excited about what’s happening with Fieldcrest,” he elaborated. Charisma is “picking up momentum -- in the last couple of weeks, especially, at Costco,” Cole continued, as well as with high marks lately at Bloomingdale’s. “Cannon is okay, maybe not growing as dramatically as we would like,” he added. “And Waverly is on plan. Not a big business, but it is growing.” As for Iconix’s hopes for Royal Velvet at JCP stores and online at www.jcp.com come spring 2012: “We see this as a substantial, longterm growth opportunity,” even if it means some likely shortcomings at first as history has proven, Cole warned. He reminded that Royal Velvet was previously licensed with Li & Fung, “where it had been underperforming. Reflecting a new start-up launch with JCPenney and a long first year, we expect royalties to be down significantly in 2012. However, we have found that strategically, sometimes it’s better to take a nearterm loss in order to procure a strong future as we did successfully with our Mudd [apparel] brand when we launched it with Kohl’s.” The new partnership with JCP, similarly to that with Kohl’s for Mudd, “will take time to fully expand, and therefore we expect short-term revenues to be down followed by long-term revenue growth.” Results for the Sept. 30thended third quarter were somewhat challenged against yearover-year comparisons, as total revenue dipped 9.87% to $92.7 million versus the year-ago peri-
od’s $96.9 million revenues, the latter of which included approximately $12.5 million related to a contract the company signed with ABC Network for the Peanuts holiday television specials. Net income attributable to Iconix on a non-GAAP basis, which excludes non-cash interest related to Iconix’s two convertible notes, was up 1% to $30.1 million. Non-GAAP diluted EPS for the third quarter was $0.40, unchanged from the prior year period’s $0.40. GAAP net income in the quarter was down 5.1% to $26.0 million compared to $27.4 million last year, and GAAP diluted earnings per share was $0.34 compared to $0.37 in the prior year quarter. Year to date, total revenue was better off - up 12% to $274.3 million versus $244.6 million for the prior year period. On a non-GAAP basis, which excludes non-cash interest related to the company’s two convertible notes and two non-recurring items recorded in the second quarter, net income increased 15% to $96.2 million, and nonGAAP diluted EPS grew by $1.27 versus $1.12 last year. On a GAAP basis, net income increased 29% to $98.9 million and GAAP diluted earnings per share was $1.31 versus $1.03. “As we look to 2012, we are excited about the many opportunities ahead as we continue to grow our platform through new retail partners, new categories and new geographies,” Cole said. “With now 28 diverse consumer brands in our portfolio that represent approximately $12 billion in annual retail sales we have come a long way, and looking ahead we are focused on delivering continued value to our shareholders.” Iconix offered its guidance for 2011, “reaffirming” its: full year 2011 revenue guidance of $355 million to $365 million; full year 2011 non-GAAP diluted EPS of $1.63 to $1.68; and full year 2011 GAAP diluted EPS of $1.61 to $1.66. For 2012, the company’s guidance includes: revenue of $370 million to $385 million; nonGAAP diluted EPS of $1.77 to $1.84; and 2012 GAAP diluted EPS of $1.62 to $1.69. HTT
11/3/2011 5:26:55 PM
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Home Textiles Today
November 7, 2011
Calendar November 12 – 15 International Hotel/Motel + Restaurant Show Jacob K. Javits Convention Center, New York (914) 421-3200 www.ihmrs.com
December
360 Park Avenue South, New York, N.Y. 10010 Tel: (646) 805-0227; Fax: (646) 365-2307
At 7 W New York (Jan. 27 to Feb. 2) At the New York International Gift Fair at Jacob K. Javits Convention Center & Pier 94, (Jan. 28 to Feb. 2) At 230 Fifth Avenue (Jan. 28 to Feb. 2) (914) 421-3200 www.nyhometextilesmarketweek.com
PUBLISHER/EDITORIAL DIRECTOR Warren Shoulberg (646) 805-0226 | wshoulberg@hometextilestoday.com
28 – February 2
CONTRIBUTING GRAPHIC ARTIST Desiree Nunez (646) 805-0233 | dnunez@giftsanddec.com
4–7 Showtime Fabric Fair Market Square, Textile Tower, High Point, N.C. (336) 885-6842 www.itma-showtime.com
January 2012 9 – 10 Dallas Fabric Show Dallas Market Hall, Dallas (214) 655-6100 www.dallasmarketcenter.com
Heimtextil Frankfurt Fair & Exhibition Center Frankfurt am Main, Germany (770) 984-8016 heimtextil.messefrankfurt.com
11 – 18 Atlanta International Gift and Home Furnishings Market AmericasMart, Atlanta (404) 220-3000 www.americasmart.com
The Atlanta International Area Rug Market AmericasMart, Atlanta (404) 220-3000 www.americasmart.com
14 – 17 The Canadian Home Furnishings Market (TCHFM) The International Centre Mississauga, Ontario (514) 866-3631 www.tchfm.com
20 – 23
Texworld USA Jacob K. Javits Convention Center, New York (770) 984-8016 www.texworldusa.com
F!NDS Dallas Temp Show World Trade Center, Market Hall, Dallas (214) 655-6100 www.dallasmarketcenter.com
30 – February 3
16 – 22
20 – 24
February 2012
imm cologne The Exhibition Center Cologne, Germany (773) 326-9920 or +49-221821-0 www.imm-cologne.com
Maison & Objet Parc des Expositions, Paris-Nord Villepinte, Paris (888) 522-5001 www.maison-objet.com
5–9
htt111101_022_023 22
Las Vegas Market World Market Center, Las Vegas (702) 599-9621 lasvegasmarket.com
Spring Fair The National Exhibition Centre (NEC), Birmingham, UK (609) 921-0222 www.springfair.com
22 – 25 CMC Gift & Home Market California Market Center Los Angeles www.californiamarketcenter. com
24 – 26 18 – 24 Dallas Holiday & Home Expo Dallas Market Center, Dallas (214) 655-6100 www.dallasmarketcenter.com
Surfaces Mandalay Bay Convention Center Las Vegas (866) 860-1975 www.surfaces.com
18 – 24
27 – February 2
Dallas Total Home & Gift Market
New York Home Textiles Market Week
15 – 18 National Retail Federation Convention & EXPO Jacob K. Javits Convention
CGTA Gift Show Toronto International Centre; Toronto Congress Centre, Toronto (416) 679-0170 www.cgta.org/Assoc/Home. aspx
16 – 18
14 – 17 Domotex Hannover Hannover Fairgrounds, Hannover, Germany (609) 987-1202 www.domotex.de
CLASSIFIED AD SALES Spencer Whittle (336) 605-1027 swhittle@sandowmedia.com Karen Hancock (336) 605-1047 khancock@sandowmedia.com
Dallas Market Center, Dallas (214) 655-6100 www.dallasmarketcenter.com
Interiors Birmingham The National Exhibition Centre (NEC), Birmingham, UK +44 (0) 20 7921 8408 www.interiorsbirmingham.com
MANAGING EDITOR Julie Murphy (646) 805-0224 | jmurphy@hometextilestoday.com
29 – February 1
Center, New York (202) 626-8162 www.nrf.com
17 – 23
SENIOR EDITOR Cecile B. Corral 428 Bianca Ave. Coral Gables, FL 33146 (305) 661-7493 | cbcorral@aol.com
ASSOCIATE PUBLISHER, ACCOUNT MANAGER CHINA Jeff Reeves (336) 605-1009 | jreeves@hometextilestoday.com
29 – February 2
12 – 15
EDITOR-IN-CHIEF Jennifer Marks 10 Ocean Blvd #8B Atlantic Highlands, N.J. 07716 (732) 204-2012 | jnegley@hometextilestoday.com
New York International Gift Fair Jacob K. Javits Convention Center, Passenger Ship Terminal Piers, New York (800) 272-7469 www.nyigf.com
Intirio Flanders Expo, Gent, Belgium +32 9-243-84-50 www.intirio.be
11 – 14
www.hometextilestoday.com www.facebook.com/HTTMag
10 – 14 Ambiente Frankfurt Fair & Exhibition Center, Frankfurt am Main, Germany (770) 984-8016 www.ambiente.messefrankfurt. com/frankfurt
13 – 16 Texworld Paris Le Bourget Exhibition Centre, Paris +33-155-268-989 www.texworld.messefrankfurt. com
DIRECTOR OF MARKET RESEARCH Dana French (336) 605-1091 | dfrench@sandowmedia.com
ACCOUNT MANAGER NORTHEAST/MIDWEST/ WEST COAST/CANADA Mary McLoughlin (646) 805-0227 | mmcloughlin@hometextilestoday.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 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 WEEKLY BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY® 360 Park Avenue South, New York, NY 10010 Telephone: (646) 805-0227 Fax: (646) 365-2307 USPS 497-490 HOME TEXTILES TODAY (USPS 497-490) (ISSN 0195-3184) is published 29 times a year except for the weeks of 1/3, 2/14, 2/28, 3/20, 4/11, 4/25, 5/2, 5/16/,5/30, 6/13, 6/27, 7/4, 8/1, 8/15, 8/29, 9/5, 9/26, 10/17, 10/31, 11/14, 11/28, 12/12, 12/26 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 ©2011 by Sandow Media LLC. Annual subscription rates: U.S. and Canada $169.97; 1 year, other countries $325.99 for surface mail and $525.00 for airmail. All payments must be made in U.S. currency. Subscription inquiries: HOME TEXTILES TODAY, PO Box 5879, Harlan, IA 51593-1379. Phone: (866) 456-0405. HOME TEXTILES TODAY and THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY are registered trademarks of Sandow Media LLC, used under license. Sandow Media LLC does not assume and hereby disclaims liability to any person for any loss or damage caused by errors or omissions in the material contained herein, regardless of whether such errors result from negligence, accident or any other cause whatsoever. (Posted under Canadian International Publication Agreement No.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
11/4/2011 2:11:15 PM
Home Textiles Today
November 7, 2011
23
Calendar 14 – 16 Expofil Parc des Expositions, Paris-Nord Villepinte, France +33 (0)4 72 60 65 55 www.expofil.com
29 – March 3 Intertextil Shanghai Home – Spring Edition Shanghai New International Expo Centre, Shanghai, China +852 2238 9983 www.messefrankfurt.com/hk
March 2012 4 Home Textiles Today’s New York Winter Market Kickoff Party
(646) 805-0226 www.hometextilestoday.com
5–8 New York Home Fashions Market Home Fashion Products Association (212) 297-2122 (Kellen Co.) www.homefashionproducts.com
14 – 16 Interstoff Asia Essential— Spring Hong Kong Convention & Exhibition Centre, Hong Kong Messe Frankfurt (HK) Ltd. (852) 2238-9917 www.interstoff.messefrankfurt.com
22 – 25
April 2012
Dallas Total Home & Gift Market Dallas Market Center, Dallas (800) 325-6587 www.dallasmarketcenter.com
3–5
25 –28
21 – 26
ASD Las Vegas Las Vegas Convention Center, Las Vegas (310) 481-7300 www.asdamd.com
High Point Market International Home Furnishings Center (IHFC), High Point, N.C. (336) 869-1000 www.highpointmarket.org
27 – 29
26 – 28
Domotex asia/CHINAFLOOR Shanghai New International Convention Center, Shanghai, China +86-21-6247-7668 www.domotexasiachinafloor.com
gulfBID Bahrain International Exhibition and Convention Centre, Manama, Kingdom of Bahrain +973-1729-3131
Lineapelle Fair District, Bologna, Italy +39-02-880-7711 www.lineapelle-fair.it
CLASSIFIEDS THEY’RE LOOKING FOR YOU
CLOSEOUTS
www.hometextilestoday.com . www.hometextilestoday.com . www.hometextilestoday.com .
SPENCER WHITTLE: swhittle@sandowmedia.com ph 336.605.1027 fax 336.605.1143
KAREN HANCOCK: khancock@sandowmedia.com ph 336.605.1047 fax 336.605.1143
THIS
COULD BE YOUR AD
CLOSEOUTS WANTED --BOUGHT AND SOLD-Seeking Unlimited Quantities on Firsts, Irregulars and Overstocks HOME FASHIONS DISTRIBUTOR INC Mike O’Neil 207-646-1949 Email: mike@homefashionsinc.com
www.hometextilestoday.com
HELP WANTED Buyer/Merchandiser Greater New Jersey based importer of Home Textiles seeks an individual with 1+ years experience in the Apparel or Home Textiles field. Must have Buying and Merchandising background experience. Sourcing and Product Development skills a plus. Send resume to: hometextileshr@gmail.com Vice President of Marketing and Product Development Home Textiles Manufacturer & Importer with headquarters in Central NJ and showroom in NYC, seeks experienced candidate for sourcing new yarns, fibers, fabrics, treatment, brands and technologies for high end solution bedding and other home textile products. Marketing and brand promotion. Website and online business development. Great potential to grow with our company. Send resume to: jennifer1234@comcast.net
LINES OFFERED Sales: Mega International, a Home Textiles Manufacturer & Importer with office and showroom in NY, seeks salesperson. Must have a customer base and minimum 8 years experience in Home Textiles, selling to major retailers. Long term position. competitive salary, bonus, benefits and great potential growth. Send resume to: info@mega-intl.com Bedding Sales Manager Midtown Home Textile Importers seeks a motivated self driven individual with business experience. Must have strong relationships with major national retailers. Can make good $$$. 1hmgmt@gmail.com
SALES Echelon Home, specializing in sheets and duvet covers with a modern aesthetic, is seeking reps for all territories, as well as an in-house sales manager. Email: heather@echelonhome.com
A DVE R T IS E
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