Home Textiles Today July 19th 2010 by Sandow Media

Monday, July 19, 2010

THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY

Ikea Pushes Sustainabilty

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Top 50 Retailing Giants BY CAROLE SLOAN NEW YORK — The top 50 retailers of home textiles slightly outperformed the entire home textiles universe last year, with each segment recording declines, according to the annual Home Textile Today Top 50 Retail Giants survey. While both the total universe and the Top 50 declined, the drops were not as severe as they were for the Top 50 and the universe in

the 2008 rankings. The Top 50 had a decline of 1.8% for fiscal 2009, accounting for 93.2% of the total universe, versus 91.1% the prior year. Totals for the Top 50 were $22.28 billion, down from $22.68 billion in 2008. Among the Top 50, 28 retailers posted sales declines in home textiles in 2009. The total universe beyond the Top 50 was SEE TOP 50 PAGE 14

New bedding and storage-oriented room pieces from Ikea’s 2011 catalog.

N EW YORK — Ikea is putting a push on sustainability with a program that will impact its home textiles collection. The multi-national retailer is among the companies participating in the World Wildlife Federation’s Cotton Initiative. WWF is working with farmers, government agencies, buyers and investors in the market chain to impart methods that will reduce that amount of water and

chemicals used to grow cotton. Lisa Davis, responsible for sustainability for Ikea US, said the program acknowledges that while organic cotton is important, most cotton goods are made from nonorganic cotton. “This is looking at how to produce cotton in a better way,” she said last week during an Ikea press event to introduce the 2011 catalog. SEE IKEA PAGE 10

New York Summer Markets New York Home Textiles Market Week Held concurrently with GLM’s New York International Gift Fair. Aug. 13-19 at the New York International Gift Fair (Jacob K. Javits Convention Center and Passenger Ship Terminal Piers, Aug.15-19); at 230 Fifth Avenue (Aug. 13-19); and at 7 W New York (Aug. 13-19).

HTT Market Kick-Off Party Sunday, Sept. 12 Penthouse, 230 Fifth Ave, 6 p.m to 8 p.m.

New York Home Fashions Market Monday, Sept. 13 – Friday, Sept. 17 In the showrooms

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Wal-Mart retains top spot

High-end Retailers Using New Tactics to Tap New Customers BY CECILE B. CORRAL NEW YORK — When traffic and sales began to drop noticeably at high-end home textile and furnishings store Birdcage in Solana Beach, Calif., husbandand-wife team owners — Brett Dorson and Caroline ReyesDorson — considered several options to keep their 25-yearold store in business. Like many upscale independent specialty home furnishings retailers feeling the effects of the recession, Birdcage cut expenses, diversified the merchandise mix, and offered sale price points in select areas. But the Dorsons also came up with a different tactic that resulted in rings at the cash register as well as new aspirational customers. Reyes-Dorson told HTT that she organized a “Gallery Night” cocktail party event in early May

Birdcage, located in Solana Beach, Calif., layers bedding collections from different brands to offer its high-end clientele more design options for their bedroom.

to exhibit and fete the latest works of a prominent local artist. She personally invited Birdcage’s loyal customers and sent invitations to others via social media and direct mail. The result: “A huge event for our store, with a great turnout,”

Reyes-Dorson said. “We had it fully catered with wine, food and entertainment, and that is what people were looking for — something different. People are so down these days that they are looking for something to do and SEE SPECIALTY PAGE 36

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Home Textiles Today

Retail Briefs Target Gets Mobile for Back-to-College crowd

arget will pursue college-bound shoppers with a humorous ad series called “College Memory Theater” developed in conjunction with MTV.com and ComedyCentral.com. Target’s Facebook Fans will be have to access coupons and college checklists. Also available: a Roommates by Target app students can use to establish a roommate group through which they can plan their shopping list, IM, manage bills, and divide chores among other things.

JCP Readies BTS Marketing

n addition to traditional marketing vehicles, JCPenney will employ digital, social and mobile channels to drive its back-to-school sales campaign: “New look. New year. Who knew!” The company’s mobile hub for BTS (jcpteen.mobi) will show the company’s TV ad as well as “hauls” videos in which teens show off what they bought at Penney’s. In addition, JCP has an exclusive retail sponsorship with teen site Cambio as well as a retailer exclusive with Seventeen magazine for its augmented reality experience on Seventeen.com.

Sears, Kmart Loyalty Program to Award a Billion Points

o mark the first anniversary of their Shop Your Way Rewards program, Sears and Kmart have launched a contest that will give one winner a billion points – 500 million for themselves and 500 million to award to a charity. To enter, Shop Your Way Rewards members – who number 17 million – must submit a 45-second personal video message describing what they would do with the winnings at www.billionpoints.com. Anyone can visit the site to vote on which video should be the winner.

Keith Hagood Joins Hanover Director

nternet and catalog retailer Hanover Direct has hired Keith Hagood as vp of business and brand development, reporting to Don Kelley, ceo. He was formerly at The Bon-Ton Stores, where he was director – vp of private brand soft home. Prior to that, he held positions with Dan River, American Pacific and Linens ’n Things. Hanover Direct’s businesses include The Company Store, Company Kids, Scandia Home and Domestications.

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July 19, 2010

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P/K Lifestyles Teams with Supermodel Iman BY CAROLE SLOAN N EW YORK — P/K Lifestyles, a division of P/Kaufmann, will launch the first home furnishings products under the brand Iman Home, decorative fabrics reflecting the iconic supermodel, author and fashion star’s approach to the home. Iman, who was presented with the Fashion Icon Award by the Council of Fashion Designers of America, also has programs in cosmetics, fragrance, apparel and accessories. The collection of some 15 decorative fabrics designs, are grouped in two themes: Urban Eclectic and Modern Glamour — each offering a layering of various textures and techniques SEE IMAN PAGE 6 Model Iman pictured with fabrics from her new collection with P/K Lifestyles.

Louis Hornick and Co. Extend Flame-retardant Program NEW YORK — Louis Hornick and Company has unveiled a readymade flame retardant semi-sheer program for the retail trade under its firefend brand. The batiste semi-sheer is being launched in both solid colors and prints in sizes 50 inches by 36 inches through 50 inches by 95 inches. All colors and designs will also be available as toga valances and ascot valances. The firefend flame-retardant collection debuted earlier this year in solid color and print panels in a range of looks for adult and children. As is this case with the earlier introductions, firefend batiste semi-sheers are eco-friendly. No water is used in the dying process, saving up to 25 gallons per 84-inch panel, according to the company. “The addition of the semisheer to the firefend collection provides the consumer with the opportunity to fully dress the window using the semi-sheers as under panels” said Louis Hornick II, ceo. Made in the United States, the semi-sheers are machinewashable.

“As with the firefend drape it was critical that on top of introducing flame-retardant properties into the ready-made window category, that we offered the consumer superior hand and drapability” said Louis “Tripp” Hornick III, coo. “Our Ignite-

Not weave achieves this.” There are now 300 to 400 skus in the firefend program, according to Hornick II. “It just increases in size as we learn more about its marketing objectives and the demographics we can target. HTT

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Home Textiles Today

Iman P/K Lifestyles IMAN FROM PAGE 2

in diverse looks reflecting both a global and urban influence. Each works alone but also can be paired to pick up design elements from the other. The collection will debut at retail at Calico Corners in September.

July 19, 2010

P/K Lifestyles saw the relationship with Iman “as most intriguing,” said Dan Bonini, president. “The essence of the Iman brand appealed to us not only because her philosophy is so closely aligned with our mission but her traditional-meetsglobal aesthetic inspiration will allow us to add another dimension to our portfolio of brands.” He added, “We looked at her

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longevity and marketing ability. Her point of view is very timely and on trend. And she wants to be a fashion icon to a younger consumer as well as boomers.” For Pam Maffei-Toolan, vp, design for P/K Lifestyles, “Iman is not a flash-in-the-pan celebrity. She is the epitome of elegance and chic, and she’s been around and has staying power.” Maffei-Toolan also noted,

“In more than 20 years of designing fabric, I’ve never had a ball designing as I did with her. She has a vision to make the brand for more home categories, is very passionate about it and understands marketing and reaching out to consumers.” Iman, president and ceo of Iman Home, in discussing her first home collection commented, “Home is where I seduce my husband [musician David Bowie], nurture my children, entertain my friends and nourish my soul. I truly believe that great rooms are great escapes and that Iman Home can offer a solution for those customers who love worldly things but are unable to seek them out themselves.” The Iman Home program “is a complement to our other brands but not redundant,” Bonini remarked. Retails range from $25 to $50 per yard, with most in the $25 to $37 range. P/K Lifestyles brands include Waverly, Tommy Bahama, and Williamsburg. HTT Manhattan Properties.indd 1

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July 19, 2010

Duckwall-Alco CFO Johnson Resigns ABILENE, K AN. — Donny John-

son, evp and cfo of 23-state general merchandise chain Duckwall-Alco, last week announced his resignation from his post. His departure is effective Aug.13. He has accepted a position with a privately held company in Oklahoma, his home

state. Johnson joined the company in August 2007. In addition to his role as cfo, he also temporarily served as interim ceo in 2008 for several months. Duckwall-Alco said it is conducting a national search for a new cfo. HTT

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New Design Director at Beacon Looms TE A N E C K , N . J . — B e a c o n Looms has named Sung Oh director of design and product development, effective June 7. She is responsible for all products in the window, bedding, and decorative pillow lines. Oh reports to Sandy McNeil, senior vp merchandis-

ing and sales. Oh comes to Beacon with many years experience in both fabric and finished goods. Most recently she served for 10 years as senior vp with Louis Hornick & Co., responsible for design, product development and sourcing. HTT

Rue La La Adds Former Kohl’s Executive

B OSTON — Online private sale

retailer Rue La La has hired Jeffery Marshall as chief operation officer, responsible for technology, fulfillment and operations He reports to Ben Fischman, ceo. Previously, Marshall was senior vp and chief information officer at Kohl’s. From 1996 to 2005, he held various executive positions at Men’s Wearhouse. Prior to that, he founded Icon Network Services, a network services consulting company. He also served as the executive vp and coo of Johnson Controls’ Network Services division and as a senior executive with United Telecom/Sprint. HTT

Tuesday Morning FY Sales Rise DALLAS — Closeout retail chain Tuesday Morning just wrapped its fiscal year with an annual sales increase of 3.3% to $828.3 million. Comps for the year rose 2.2% For the further quarter ended June 30, sales rose 6.4% to $200.8 million, with same-store sales up 6.4%. The company expects 4Q earnings per share for the fourth quarter in the range of 2 cents to 4 cents compared to a loss in the year-ago quarter of 4 cents. For the fiscal year, Tuesday Morning anticipates EPS of 24 cents to 26 cents. In the prior fiscal year, earnings were $0.00. HTT

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July 19, 2010

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Greg Lawrence Joins Calico Corners

K ENNETT S QUARE , PA . — Greg

Lawrence has joined Calico Corners-Calico Home stores as vp, creative affairs, a new position. Lawrence, a longtime home furnishings and decorative fabric executive, most recently was head of the print studio for Duralee Fabrics for 11 years. He managed the design and selection of all printed fabrics, multi-purpose fabrics and sheers as well as helping in the editing of woven fabrics for Duralee’s line and its Highland Court division. Earlier, he was a sales rep for Duralee, and prior to that was a store designer and manager in furniture retailing. Lawrence reports to Roy B. Simpson, president of the 100-

Greg Lawrence, right, with Roy B. Simpson of Calico Corner.

plus national retail store chain, which specializes in full service offerings of decorative fabrics,

custom window treatments, upholstered furniture and other custom services. HTT

Companies Prepare for Summer Market Debut WHITE PLAINS , N.Y. — Several

new companies will show during the New York Home Textiles Market Week, which runs in conjunction with the New York International Gift Fair and Gift Week. Joining the group participating in the NYIGF at the Javits Center or at Pier 94’s At Home section will be: • Better Living (silk bedding); • Brahms Mount (blankets and throws); • Caro London (loungewear); • Hamburg House (custom embroidery and fine linens); • Home Source International (bedding); • Sefte (bedding); • Thai Silk Association (silk

home accessories); • Urban Hues (bedding); • Antonio Aguilar Home (pillows); • Amity Home (top of bed); • Millwork Group (decorative pillows); • Kevin O’Brien Studio (pillows, bedding). New home textiles tenants at 7 W New York include: • Bellino Fine Linens (bedroom, bathroom and table linens); • Levtex (curtains and upholstery); • Liberty Fashion Textiles (bath and bed textiles); • Loretta Lee Limited (bedding); • Pacific Coast Home Furnish-

ings Inc. (home décor). In addition, companies that have moved within the building or expanded their showrooms include: • Devgiri Exports / ABC Industries, InterDesign, Inc.; • Peking Handicraft Inc. (the giftware division); • Phoenix Home Fashion Inc. and; • Saro Trading Company. In addition, at 230 Fifth Avenue, Scandia Home (bedding, bath) will have a new showroom. The fair opens Aug.13 at 7 W New York and Aug. 14 at Javits, Pier 94 and 230 Fifth Avenue. The event runs through Aug.19.

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Duck River in Expansion Mode SEACAUCUS, N.J. — Duck River Textiles is in expansion mode in nearly every aspect of its business. The multi-category home textiles manufacturer is working on new packaging, a new logo, and a new entry-level price point for comforters and relocated to a new New York showroom at 295 Fifth Ave. that is six times larger than its previous showroom there. It’s also being outfitted with new eco-friendly lighting. “You name it, it’s being worked on,” said Joel Bren, executive vp for marketing and sales, who joined the company two months ago. The 15-year-old, familyowned company is run by four brothers: Oury, Eli, Raymond and Joseph. With vertical manufacturing in China and a 15person office in China, Duck River serves the volume mar-

ket in the U.S. (as well as some small accounts here) and the European market. The 10,000-square-foot New York showroom amplifies the product range: window, bedding, bath rugs, bath accessories, shower curtains and kitchen textiles. The company is also working on developing a brand for teens and another for adults as well as its own brand. As part of that effort, Duck River has been conducting focus groups. “Price point is still the key,” said Bren. “People are shopping differently.” Duck River is also making a big environmental push, weaving recycled plastic into polyester for cloth or packaging or using recycled denim in place of some cardboard. “We are making a very, very concerted effort to give back to planet earth,” said Bren. HTT

Ikea Focus

comforters, pillows and some duvets covers with Lyocell blends as well as a pure Lycocell sheet. In terms of the Ikea customer’s attitude toward textiles, Crawford said there is improvement. “What we saw last year was very utilitarian. We we’re seeing now is people coming back for fashion items,” she said. HTT

IKEA FROM PAGE 1

The first product using cotton from the WWF program will be the Dvala line of sheets. The goal is to eventually use Cotton Initiative fibers in a wider range of products. Ikea is also working with Lyocell to reduce the overall amount of cotton in its goods, according to Patti Crawford, who handles textiles sales at Ikea US. The project is generating

Bathroom items from Ikea’s 2011 catalog were put on display in New York last week during a press preview.

HTT

Jaipur Presents New 2010 Product Catalog ATLANTA — Jaipur this summer is releasing its 2010 product catalog, which features the company’s broad array of rug constructions, styles and price points within its 31 active collections. The 400-page book is designed to help Jaipur work “closely with retailers and designers to better understand their needs in the sales process,” the company said. The layout and presentation was made with “ease of use” as the primary focus for this year’s

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catalog. Such features include a fold-out table of contents incorporated into the cover, an at-aglance “how to shop” section, a color tab system dividing the product collections by style, and thumbnail guides by color families and genres. Also included are details on the Jaipur Rugs Foundation and the company’s long-term efforts in social responsibility, “to provide customers greater insight into the heart and soul of the Jaipur brand,

touching on how their purchases make a positive impact on the lives of thousands of families in weaving communities across the globe,” the company said. Added Asha Chaudhary, ceo: “From the redesign of our product catalog and new merchandising options to the complete overhaul of the Jaipur website re-launching later this fall, we understand that time is one of the most valuable commodities for our busy customers. ” HTT

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NYIGF Names Finalists for first “Gift For Life” Design Competition W H I T E P L A I N S , N.Y. — The

finalists for the first “Gift for Life” New York International Gift Fair (NYIGF) Product Design Competition have been selected, leaving nine proto-

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types vying for the “Peoples’ Choice” and “Designer Distinction” awards at the August event. Themed “Make Change,” the inaugural design competi-

tion called for established and emerging designers to reinvent the iconic piggy bank while retaining their functionality. T h e “ Pe o p l e s ’ C h o i c e Award,” based on voting by

market participants, and a the “Designer Distinction Award,” determined by a panel of professional designers that includes Mark Blackwell, Sandy Chilewich and Evette Rios, will be

presented during the New York International Gift Fair, which takes place August 14 to 19 at the Jacob K. Javits Center. The winners will receive a complimentary exhibition space — valued at $3,700 — for the winter 2011 NYIGF. Commenting on the entrees from the applicants, NYIGF director and GLM svp Dorothy Belshaw said, “From card stock to gold plate, the materials were as diverse as the concepts and the designers behind them. The designers’ personal interpretations of the piggy bank were refreshingly unique and different.” The finalists and their entrees include: • The Coffee Joe Banks series by Japanese product designer Akira Yoshimura, a graduate of the Rhode Island School of Design who is currently working as a freelance designer in New York City; • The Le Cochon Tote from the Bradley Stephens design firm in New York; • The Red Ribbon for Aids sock bank, which was handmade by Brenda Elvey, a craftsperson in Missoula, Mont.; • The cast brass Glyptodon Community Bank by Graham Parker Ansell, based in Albuquerque, NM; • The Jenny Island Canada Bank, also by Ansell; • The Multi-functional Money Box by May Luk, who studied ceramics at Kensington & Chelsea College and Glasgow School of Art and is the owner of Take Me Homeware in Brooklyn, NY; • Rags to Riches, by designers Susan Firestone and Karen Bluestein; • Bunny Bank, by French artsist Eric Bonni, who has been a ceramicist in New York City for 15 years; • Bank in the Form of a Pig is part of the "Reality" series by award winning interior and industrial designer Harry Allen. Proceeds will benefit the charitable efforts of Gift For Life and its sole beneficiary, DIFFA: Design Industries Foundation Fighting AIDS. HTT

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Top 50

Home Textiles Today

Top 50 Retailers TOP 50 FROM PAGE 1

$22.9 billion, down 4.0% from the 2008 total universe of $24.9 billion. Based on 2009 sales, the ranks of the leading players in home textiles changed. In addition, 2009 showed a tightening between Walmart, which retains the top spot but is being seriously challenged by Bed Bath & Beyond, which holds on to the No. 2 position. Target edged out the onetime home textiles sales champion JCPenney, moving up to the No. 3 slot and bumping JCPenney to No. 4. Kohl’s held on to the fifth position. In the Top 5, Target and Penney were the two retailers that showed sales declines in home textiles — the former with a drop of 7.2% to $2.460 billion, while Penney dropped 11% to $2.380 billion. But the Top 5 rankings are getting closer, year by year. For 2009 the difference between Walmart at No. 1 and Kohl’s at No. 5 was $2.376 million, down from the difference between the two in 2008 of $2.413. Bed Bath & Beyond narrowed the gap with the leader to $380 million, compared with the 2008 gap of $448 million. And the Top 5 lost share of the Top 50’s sales pool, taking 57.5% versus 57.8% in 2008. Sales for this segment were $12.808 billion, versus $13.114 billion, down 2.3%. The Top 10 held its share at 72% despite a sales decline of 2.3% to $16.035 billion. The Top 15, Top 20 and Top 25 segments gained share. The Top 15 lost 1.4% with sales of $17.908 billion and market share in the Top 50 up slightly to 80.4%. The Top 20 lost 1.3%

in dollar sales to $17.908 billion on a slight increase of 85.8% of the Top 50. The Top 25 had a Top 50 share of 90.1%, up from 89.6% on sales of $22.285 billion, down 1.8%. In terms of rankings, there were substantially more moving up than down, with 32 companies making that shift. Two new players joined the Top 50 — Fred’s and Cost Plus World Market at Nos. 49 and 50, respectively. Among the biggest ranking gainers was Hobby Lobby, jumping six slots to No. 43. Ashley Furniture HomeStores and Dollar Tree each climbed five slots, to No. 42 and No. 45, respectively. In its move to recover financially, Pier 1 Imports rose four places to No. 22. HSN gained three positions, hitting No. 41. Ross Stores moved from No. 14 to No. 11, while Fred Meyer jumped to No. 27 from No. 30. The biggest ranking declines were recorded by Cornerstone Brands and Stein Mart, each dropping two slots to No. 30 and No. 46, respectively. Beyond the Top 5, in the next quintet, Kmart and Macy’s held their No.6 and No. 7 positions, but T.J. Maxx/Marshalls and Williams-Sonoma swapped placed at No 8 and No. 9. Family Dollar joined the group at No. 10. In the next quintet, Ross Stores moved to No.11 succeeding Family Dollar. Ikea and Big Lots at No. 12 and No. 13 and were joined by Anna’s Linens at No. 14. Sears held on to No. 15. The trio of dollar stores — Family Dollar, Dollar General and Dollar Tree, each moved up in the rankings. Family Dollar edged up a slot to No. 10,

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July 19, 2010

Dollar General went to No. 34 from No. 35, and Dollar Tree surged five slots to No. 45 from its debut positioning in the 2008 Top 50 rankings.

The economy played a good part in increasing dollar store rankings as consumers pulled back on discretionary merchandise purchases. But

dollar retailers also took aim at the marketplace with new approaches to home textiles assortments, sourcing opportunities and marketing. HTT

TOP MULTI-DIVISION OPERATIONS CORP. RANK

CORPORATION

HOME TEXTILES SALES ($MILLIONS) 2009 2008

SHARE OF PERCENT HOME TEXTILES CHANGE UNIVERSE

NUMBER OF STORES 2009 2008

Wal-Mart Bentonville, Ark.

$3,760.0

$3,752.0

0.2%

15.7%

4,146

4,105

Sears Holdings Corp. Hoffman Estates, Ill.

$1,228.0

$1,290.0

-4.8%

5.1%

2,189

2,238

Macy’s, Inc. Cincinnati

$968.0

$990.0

-2.2%

4.1%

850

847

TJX Companies Framingham, Mass.

$919.0

$849.0

8.2%

3.8%

2,026

1,998

HSNi New York

$198.0

$218.0

-9.2%

0.8%

1. Includes No. 1 Wal-Mart and No. 23 Sam’s Club 2. Includes No. 6 Kmart, No. 15 Sears and No. 39 Lands’ End 3. Includes No. 7 Macy’s Home Store and No. 28 Bloominigdale’s 4. Includes No. 8 T.J. Maxx/Marshalls and No. 17 HomeGoods 5. Includes No. 30 Cornerstone Brands and No. 41 HSN

Source: Home Textiles Today market research

How the Top 50 were Ranked Home Textiles Today’s exclusive survey of the Top 50 home textiles retailers ranks the top U. S. retailers by sales of 2009 home textiles. All home textiles categories, bed, bath, kitchen, table linen and window coverings, including alternative window coverings, custom decorating and accessories that are generally sold with textile items, are included in the sales estimates. In order to be eligible for the ranking, each retailer must sell more than one home textile category. The ranking crosses all formats of home textiles retailing. Companies are classified by their primary channel of distribution. Channels include discounters; specialty stores; home improvement centers; department stores; dollar stores; national chains, such as Sears; direct-to-consumer retailers that sell primarily through catalogs, television and/or the Internet; warehouse membership clubs; military exchanges; furniture stores; and supercenters, which sell both food and general merchan-

dise in their mix. For Wal-Mart, Kmart and Target, the ranking includes discount stores and supercenters. All home textiles sales information, except for publicly held companies that break out lineof-business sales for home textiles, are Home Textiles Today market research estimates. Sales figures are given for the 12-month period ending closest to Dec. 31, 2009. Individual retailer descriptions include the date of the fiscal year end or the 12-month periods that deviate significantly from that date. Sales estimates are based on information from a variety of sources including the companies themselves, public company filings with the Securities and Exchange Commission, discussions with industry analysts and suppliers and published and unpublished reports, including newspaper articles in various retail trading areas. In cases where companies have identical sales of home textiles, the one with the fastest sales growth is ranked higher.

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Top 50

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R ETAILING GIANTS Rank

’08 Rank

Company, HQ & Store Type

Wal-Mart, Bentonville, AR DC/SC

Bed Bath & Beyond, Union, N.J. SP

Target Stores, Minneapolis DC/SC

JCPenney, Plano, Texas DP/DTC

Kohl’s Menomonee Falls, Wis. DP

Kmart Hoffman Estates, Ill. DC/SC

Macy’s New York DP

T.J Maxx/Marshalls Faramingham, MA DC

Williams-Sonoma San Francisco SP/DTC

Family Dollar Matthews, N.C. DS

2009

2008

Percent Change

Home Textiles as a Percentage of Store’s Total Sales

$3,570

$3,540.0

0.8%

1.4%

sales in millions of dollars Share of Home Textiles Universe

14.9%

Number of Stores 2009 2008

3,550

3,503

Fiscal Jan. 31. Walmart US store count was 3,708 up from 3,503 in fiscal 2008. Future US growth will be in more metro markets plus new formats and stronger integration with online business. Walmart.com traffic exceeded 1 billion visits in fiscal 2010, an increase of more than 15% over the previous year. Walmarts operate in all 50 states with supercenters in 48 states, discount stores in 47 states and Neighborhood Markets in 16 states. Supercenters range up to 260,000 square feet. Home, including home furnishings, housewares and small appliances accounted for 5% of sales in fiscal 2010, the same as in fiscal 2009. Has entered a major sourcing pact with Li & Fung under a realigned Global Merchandising Centers concept.

$3,190

$3,092

3.2%

40.7%

13.3%

1,039

993

Fiscal Feb. 27. Net earnings soared about 40 % on a net sales increase of about 8.6% with comp store sales up about 4.4 %. Domestics business overall dropped to 41% of the total in fiscal 2009, down from 43% in fiscal 2008 and 44% of net sales in fiscal 2009. Bed linens accounted for 13%, 13% and 14% in those years. No other product category accounted for more than 10% or more of net sales in those years. During the year added 39 Bed Bath & Beyond stores in the US and Canada, 14 buybuy Baby stores, five Harmon Face Value stores and 9 Christmas Tree Shops units. At year end operated 965 Bed Bath & Beyond stores with its first store in Hawaii this summer. In fiscal 2010 plans 60 new stores with about 30 in the BBB division.

$2,460

$2,650

-7.2%

3.9%

10.3%

1,740

1,682

Fiscal Jan. 31. Sales increased 0.6 percent to $65.4 billion, with home furnishings and décor contributing 19% of the total. The comp sales decline in fiscal 2009 of 2.5% followed a decline of 2.9% in fiscal 2008 versus a comp gain of 3% in fiscal 2007. The declines were driven largely by a drop in the average transaction amount, with fewer units. Home furnishings and décor percentage to total sales has slipped from 22% in fiscal 2007, to 21% in fiscal 2008, to the current level. The company made major efforts to increase consumers’ perception of its competitive pricing while maintaining and enhancing its fashion business. This year will emphasize new approaches in home assortments and presentation.

$2,380

$2,675

-11.0%

13.6%

10.0%

1,108

1,093

Fiscal Jan. 30. Home furnishings, especially its once dominant window coverings business and furniture, were two of the weaker performers for ‘09 with home overall the weakest of its fourth quarter businesses. In summer ‘09 Penney opened its first store in Manhattan which has been successful and pointed to new directions in merchandising and marketing. The company emphasizes its 12 private “power brands” including Linden Street, Studio JCP Home and Cooks. American Living, launched store-wide in ‘08 and created by Polo Ralph Lauren’s Global Brand Concepts has been remerchandised in both price points and styling. Home represents 19% of the mix. Home online business, once the segment’s biggest producer, is starting to improve.

$1,206

$1,157

4.2%

7.0%

5.0%

1,058

1,004

Fiscal Jan. 30. Operated 1,058 stores in 49 states with comp sales up 0.4% in ’09 versus a drop 6.9% in ’08. Home, at 18% of total sales, outperformed total store results. Home is undergoing a major retrofit with about 30 new and 65 or more remodeled units this year with a goal of increasing efficiencies with more sales floor capacity and more fixture flexibility in presentation. Kohl’s also is looking to expand some of its exclusive designer brands now in apparel to the home side. A redesigned Elle-branded lifestyle program will be expanded into a home collection in September. The company is dramatically expanding its ecommerce activities, with drop ship to consumer a key point.

$845

$875

-3.4%

5.4%

3.5%

1,327

1,368

Fiscal Jan. 30. Part of publicly held Sears Holdings. Operated 1,327 stores in 49 states, Guam, Puerto Rico and the US Virgin Islands including discount stores and Super Centers.. Plans to close 21 Kmart stores this year. Cross-marketing some Sears’ products especially in hard lines and appliances. Has a strong and growing multi-classiciation home collection with Jaclyn Smith. Launched the Country Living Collection for home in September. Comp sales dropped 0.8% in ’09; total sales were down 2.9% to $15,74 billion.

$830

$840

-1.2%

3.5%

810

807

Fiscal Jan. 30. Expanded its My Macy’s localization program nationally from the 20 market pilot program in 2008, creating eight stores regions and 49 new districts, bringing the district piece to 69 to tailor merchandise assortments and shopping experience by location. In ’09, all top 12 sales growth markets were from the pilot program. Increasing integration of stores and online sites. Combined sales increases for macys.com and Bloomingdales.com were up 20% in ’09. Continues to emphasize private brands store-wide with Charter Club, Hotel Collection and Style & co. key players in home textiles. Home textiles, housewares and mattresses were the strongest home businesses in ’09.

$657

$610

7.7%

5.0%

2.7%

1,703

1,680

Fiscal year ended Jan. 30. Sales and store counts are for the Marmaxx Group (T.J. Maxx and Marshalls) in the U.S. and Puerto Rico, but does not include sales from HomeGoods. Both chains sell quality, brand name and designer merchandise at prices 20% to 60% below department and specialty store prices. Home at Marmaxx improved significantly during the year with same store sales increases above the average. Same store sales increased 7% in ‘09. Total ‘09 sales for the Group were $13.27 billion, up 7.4% from $12.36 billion in ‘08. Plans to open about 53 net new stores in ‘10. TJX plans to test a new-concept chain in spring ‘11 that will have the potential to be a 90 to 100- store chain .

$465

$500

-7%

15.0%

1.9%

593

611

Fiscal Jan. 31. The various Pottery Barn divisions led fiscal 2010 results for parent Williams-Sonoma with PBTeen the best performing brand in the company, recording an 18% increase. Overall, Pottery Barn revenues increased 10% with PB Kids contributing a 9% rise. The company plans to expand its West Elm assortment especially in textiles with more multi-channel marketing and more opening price points. About 36% of total revenues were from catalog and Internet sales although fiscal ’09 Internet sales are down 8.7%. The company expects to open 10 stores, close 17, bringing the 2010 total to 603.

$432

$396

9.1%

5.7%

1.8%

6,689

6,643

Fiscal August 31. Capitalized on the economy with added emphasis on discretionary merchandise like home textiles to enhance its basis merchandise via product mix changes, more appealing in-store presentations and more focused marketing. The company operates more than 6,600 stores in 44 states. In fiscal 2009, home products accounted for $988 million that includes blankets, sheets and towels as well as housewares, giftware and home décor. It was the second largest merchandise segment after the dominant consumables segment that produced sales of $4.7 billion in the period.

All home textiles sales information, except for publicly held companies that break out line-of-business sales for home textiles, are Home Textiles Today market research estimates. All data for calendar year ending Dec. 31, fiscal year-end or trailing 12 months closest to that date. NS=No stores; NA=Not available; NR=Not ranked Store type: DTC=Direct-to-consumer; CH= Chain store; DC=Discount department store; DP=Department store; DS=Dollar store; HIC=Home improvement center; PX=Military exchange; SC= Supercenter (includes food in merchandise mix); SP= Specialty store; W=Warehouse club; FS=Furniture store Source: Home Textiles Today market research

htt100702_016_026 16

7/15/2010 2:11:38 PM

Ellery Homestyle.indd 1

9/8/2009 4:43:35 PM

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HTT Springs Ad.indd 3

7/15/2010 3:40:32 PM

July 19, 2010

Home Textiles Today

Top 50

> hometextilestoday.com

R ETAILING GIANTS sales in millions of dollars

Rank

’08 Rank

Company, HQ & Store Type

Ross Stores Pleasanton, Calif. DC

IKEA Conshohocken, Pa. SP

Big Lots Columbus, Ohio DC

Anna’s Linens Costa Mesa, Calif. SP

e 15

Sears Hoffman Estates, Ill. CH

Luxury Linens Burlington, N.J. SP

HomeGoods Framingham, Mass. SP

Tuesday Morning Dallas DC

Costco Issaquah, Wash. W

Lowe’s Mooresville, N.C. HIC

2009

2008

Percent Change

Home Textiles as a Percentage of Store’s Total Sales

Share of Home Textiles Universe

$430

$385

11.7%

6.0%

1.8%

Number of Stores 2009 2008

1,005

956

Fiscal Jan. 30. Home, especially home textiles, and apparel are marketed under the Ross Dress for Less major division, and the growing dd’s Discount stores for relatively more moderate income consumers. Home textiles have become a significant piece of the overall merchandise mix and with home accents accounted for 24% of total sales in 2009. Comp sales for the company rose 6% versus 2% in 2008. New store openings will focus on states where Ross already is located to increase market penetration.

$392

$387

1.3%

12.3%

1.6%

Fiscal Aug. 31. Sweden-based global retailer catering to a young customer base, but increasingly gaining older consumers with large assortments in home textiles and all other home lines under its global product development and styling teams. Opens few but large stores, the most recent a 355,000 square foot unit in Charlotte, North Carolina. Plans call for a store in Colorado and Massachusetts in 2011.

$388

$387

0.3%

8.2%

1.6%

1,361

1,339

Fiscal Jan. 30. Opened 52 stores in ’09, closed 30, with a total of 1,361 units in 47 states with 80 new stores and closing 40 in 2010. About 50 will be traditional stores and estimate about 30 new “A” locations – higher income neighborhoods. Merchandise across the board, and especially in home, will be focused on quality at a price versus an earlier approach of low price. Top of bed, window and all home textiles are key candidates for reenergizing. The home category is in a virtual tie with the furniture/mattress segment – each at 15.2% of the company total, behind the category leader – consumables – with a sales share of 30.8%. Home underperformed through the second fiscal quarter but rebounded due to merchandise changes and improvement in consumer spending.

$350

$335

4.5%

95.9%

1.5%

265

260

Privately held. Focused on its core customer base of moderate income consumers with value-oriented, price-driven efforts. Opened five stores in ’09 and plans 25 new stores for this year. Operates in 18 states. Home textiles in ‘09, its core category, increased 4.5% over ‘08 sales, more than total store sales, which increased 4.0% to hit $365 million last year.

$313

$340

-7.9%

1.3%

848

856

Fiscal Jan. 30. Part of Sears Holdings and is increasingly cross-merchandising product collections with sibling Kmart. The company is emphasizing online sales versus its retail stores. Some merchandise is available same day or next day at customers’ home, or at a Sears or Kmart store. Operates 908 broadline stores with 840 full line units in all 50 states and Puerto Rico – averaging 116,000 square feet. There are 30 Sears Essentials/Grand stores. Sears also operates 12 The Great Indoors stores focused on merchandise for kitchen, great room, bathroom and bedroom. Sears Domestic comp store sales and total sales declined 8.7% and 6.5% respectively in fiscal ’09.

$304

$298

2.0%

1.3%

431

409

Fiscal May 31, will now be the Saturday closest to Jan. 31. Sales and store counts for 2009 and 2010 are cfor the trailing 12 months ended Feb. 28 for each year. Operates as a full home business – home textiles, gifts, furniture and home décor through the company’s Burlington Coat Factory division of 424 units. Opened its first Puerto Rico store in ’09 with plans for two more in ’10 among the approximately 25 more planned across the country. New prototypes are more self service oriented and feature white and metal fixtures. Everyday low pricing is the benchmark of marketing. Has yet to go online for sales.

$262

$239

9.6%

14.6%

1.1%

323

318

Fiscal year ended Jan. 30. Division of publicly held TJX Companies. Sales and store counts are for the stand-alone stores as well as the HomeGoods portion in T.J. Maxx and Marshalls. Off-price retailer offers a broad array of home basics, giftware, accent furniture, lamps, rugs, wall décor, decorative accessories, children’s furniture, seasonal merchandise and other fashions for the home. Home performed particularly well in ‘09 for the different TJX companies. Total ‘09 sales for HomeGoods were $1.79 billion, up 13.7% from $1.58 billion in ‘08. Comp store sales increased 9% in ‘09 compared to a 3% decrease in ‘08. The division plans to open a net nine units this year.

$235

$240

-2.1%

29.0%

1.0%

858

860

Fiscal year ended June 30. Sales and store counts are based on trailing 12 months ended Dec. 31. Publicly held closeout retailer of upscale home furnishings, housewares, gifts and related items. Purchases first quality, brand name merchandise – never seconds, irregulars, refurbished or factory rejects — at closeout pricing and sells at prices well below those charged by department stores and specialty and catalog retailers. Total trailing 12 month sales were $811.2 million, down 1.2% from $821.0 million in ‘08. The retailer continues to primarily pursue expansion and relocation opportunities in its existing store base, closing stores by allowing leases to expire for unprofitable stores and opening fewer new stores.

$212

$210

1.0%

0.3%

0.9%

421

406

Fiscal year ended Aug. 30. Sales and store counts are for the trailing 12 months ended Feb. 14 and include only U.S. and Puerto Rico stores. Also sells online at Costco.com. Closed its two Costco Home stores July 2009, part of a cost-saving program to combat lower consumer spending. Opened 15 net new clubs during the 12 trailing months. Soft lines, including home, accounted for 10% of fiscal 2009 and 2008 sales. Total 2009 trailing 12 month sales were up 1.7% to $72.6 billion.

$207

$222

-6.8%

0.4%

0.9%

1,694

1,627

Fiscal year ended Jan. 29. Sales and store counts exclude Canada. Also sells online. Opened 56 new U.S. stores during 2009. Plans to open 40 to 45 new stores this year, including continued expansion in Canada and its first stores in Western Canada and Monterrey, Mexico. New stores include 117,000 and 103,000 prototypes for large markets and 94,000 for smaller ones. Comp store sales declined 6.7% in 2009. The average ticket decreased 5.4% from $65.15 in 2008 to $61.66 in 2009. Home textiles were down more than the overall home furnishings. Sales for flooring, including rugs, decreased 3.9%. Total 2009 sales were $47.2 billion, down 2.1% from $48.2 billion in 2008.

htt100702_016_026 20

7/15/2010 2:11:59 PM

July 19, 2010

Home Textiles Today

Top 50

> hometextilestoday.com

R ETAILING GIANTS sales in millions of dollars

Rank

’08 Rank

Company, HQ & Store Type

Meijer Grand Rapids, Mich. SC

Pier 1 Imports Fort Worth, Texas SP

Sam’s Club Bentonville, Ark. W

QVC West Chester, Pa. DTC

Hanover Direct Weehawken, N.J. DTC

Home Depot Atlanta HIC

Fred Meyer Portland, Ore. SC

Bloomingdale’s New York DP

Restoration Hardware Corte Madera, Calif. SP

Cornerstone Brands Waltham, Mass. DTC

2009

2008

Percent Change

Home Textiles as a Percentage of Store’s Total Sales

Share of Home Textiles Universe

$203

$201

1.0%

1.4%

0.8%

Number of Stores 2009 2008

190

185

Family owned and operated. Also sells online. Is known as the inventor of the one-stop shopping concept. Operates stores throughout Michigan, Ohio, Indiana, Illinois and Kentucky. All stores are open 24 hours and average 200,000 to 250,000 square feet. Debuted a 102,000-square-foot, grocery-focused store in the Chicago suburb of Niles this January. Was late to the online game as it began selling via the web in 2007, but has seen recent growth. 2009 web sales reached $20.7 million. Total 2009 sales estimated at more than $14 billion.

$199

$169.7

17.3%

17.0%

0.8%

973

1,018

Fiscal year ended Feb. 27. Operated 973 Pier 1 stores in the U.S., 81 stores in Canada and 35 stores in Mexico. Sales and store counts are U.S. only. Stores average 7,900 square feet and sell a wide variety of product imported from over 50 countries. Textiles grew to approximately 17% of total sales in ‘09 compared to 14% in ‘08 primarily as a result of increased sales in furniture pads and pillows as well as in kitchen textiles, rugs and window treatments. Total ‘09 revenues in the U.S. were $1.17 billion, down 2.2% from $1.2 billion in ‘08. Closed only 38 units last year because of better than anticipated negotiations over rental reductions; had thought to close up to 80 stores. Also, discontinued its contract and closed all seven stores in Puerto Rico last fall. In ‘10, plans to open four stores in the U.S., and close three. Will begin selling online next year, three years after closing its earlier online business.

$190

$212

-10.4%

0.4%

0.8%

596

602

Fiscal Jan. 31. In fiscal 2010 operated 596 units, down from 602 units in fiscal 2009. Plans to add or relocate 10 clubs this year and remodel about 80. Home and apparel, a broad category that includes home improvement, outdoor grills, gardening, furniture, seasonal and mattresses on the home side, dropped to 8% of total sales in fiscal 2010 from 9% in fiscal 2009 – each year the smallest product segment of the business. Sam’s Club will be part of the new sourcing program between Walmart and Li & Fung. Total 2009 Sam’s Club sales were $46.7 billion, down 0.4% from $46.9 billion in 2008.

$184

$175

5.1%

3.7%

0.8%

Fiscal year ended Dec. 31. Part of publicly held Liberty Media. Markets and sells primarily through its televised shopping programs on the QVC networks and via the internet. Operates its flagship store at Minnesota’s Mall of America, its Studio Store located at QVC headquarters and five Outlet Stores – two each in Pennsylvania and Delaware and one in South Carolina. Home, accounting for 44% of U.S. net revenues the previous three years, accounted for 47% of revenues in ‘09. U.S. revenues in ‘09 were $4.99 billion, up 1.5% from $4.91 billion in ‘08. QVC launched the Williamsburg: Home for All Seasons collection in February ‘09 and opened its fifth outlet store, in Myrtle Beach, S.C., in fall ‘09.

$182

$200

-9.0%

0.8%

The privately held company operates Domestications, its moderately priced catalog, and The Company Store, targeted to a higher income consumer in terms of pricing and merchandise.

$145

$155

-6.5%

0.2%

0.6%

1,976

1,971

Fiscal year ended Jan. 31. Sales and store counts are for U.S. stores only, including Puerto Rico, the U.S. Virgin Islands and Guam, as well as online sales and sales from its Home Depot Direct catalog division. Opened five new stores in the U.S. in 2009. Began selling Martha Stewart home goods this year including the launch of patio furniture in January and many other home decor and organization products throughout 2010. Comp store sales decreased 6.6% for fiscal 2009. Total 2009 retail sales were $66.2 billion, down 7.2% from $71.3 billion in 2008. Experienced positive comps in U.S. stores during the first quarter of 2010, the first time since the fourth quarter of 2005.

$142

$145

-2.1%

0.6%

130

129

Fiscal year ends Jan 30, founded in 1922. Part of publicly held Kroger. Operates stores in Alaska, Idaho, Oregon and Washington. Stores carry more than 250,000 products and employ nearly 30,000 associates. Also sells online at Fredmeyer.com. Features its Rewards Card, earning participants 1 point for every $1 spent. When shoppers earn 500 or more points in a 13-week period, they’re mailed a rebate to spend at any Fred Meyer store or online. Home products include bed and bath, home accents, furniture, housewares, home improvement, garden and seasonal goods. Total 2009 sales estimated at more than $8 billion.

$138

$150

-8.0%

0.6%

Fiscal Jan. 30. The full line, upscale division of Macy’s Inc. significantly improved its performance in the second half of 2009 with reemphasing designer merchandise in home as well as apparel. Opened two stores in Dubai, one for home, the other for apparel under a licensing agreement with Al Tayer Insignia. Will launch its first four outlet stores, each about 25,000 square feet, in New Jersey, two in Florida, and Virginia. Using social media and new marketing approaches to attract younger customer base as well; as bhome catalogs to showcase high fashion, new trend home lines.

$134

$145

-7.6%

0.6%

107

108

Owned by private equity firms, Catterton Partners and Tower Three Partners, the company is focusing on differentiating its merchandise mix and launched a gallery program in its New York flagship and California that focuses on unique and antique furniture pieces, accessories and some home textiles. The galleries also include the company’s bed and bath assortment within this environment. Introduced Restoration Hardware Garden catalog. Sales figures do not include the trade division that focuses on the contract and other non-residential businesses.

$132

$154

-14.3%

17.8%

0.6%

Fiscal year ended Dec. 31. Part of publicly held HSNi, which also owns HSN. Cornerstone primarily offers mostly exclusive home and outdoor furnishings and casual and leisure apparel. Sales and store counts are for the home furnishings catalogs - Ballard Designs, Frontgate, Garnet Hill and Smith + Noble. Also sells online for each brand and through 11 retail and outlet stores – two Garnet Hill stores, five Ballard Designs locations and four Frontgate retail stores. Textiles offered by the four include bath, bedding and kitchen as well as window treatments and rugs. Total ‘09 sales were $741.7 million, down 14.4% from $866.7 million in ‘08. Earlier this year, Garnet Hill introduced exclusive Lilly Pulitzer bedding and bath in comforter covers, shams, bedding, bath and area rugs and shower curtains.

htt100702_016_026 22

7/15/2010 2:12:31 PM

Textrade.indd 1

7/15/2010 10:33:14 AM

July 19, 2010

Home Textiles Today

Top 50

> hometextilestoday.com

R ETAILING GIANTS sales in millions of dollars

Rank

’08 Rank

Company, HQ & Store Type

BrylaneHome New York DTC

The Bon-Ton Stores York, Pa. DP

Crate & Barrel Northbrook, Ill. SP

Dollar General Goodlettsville, Tenn. DS

Shopko Green Bay, Wis. DC

Belk Charlotte, N.C. DP

Dillard’s Little Rock, Ark. DP

Country Curtains Lee, Mass. DTC

Lands’ End Dodgeville, Wis. DTC

Army & Air Force Exchange Service Dallas PX

2009

2008

Percent Change

Home Textiles as a Percentage of Store’s Total Sales

Share of Home Textiles Universe

$128

$141

-9.2%

7.8%

0.5%

Number of Stores 2009 2008

Fiscal year ended Jan. 30. Operates in 23 Northeastern, Midwestern and upper Great Plains states under the Bon-Ton, Bergner’s, Boston Store, Carson Pirie Scott, Elder-Beerman, Herberger’s and Younkers nameplates and under the Parisian nameplate in the Detroit, Mich., area. Soft home was one of the best performing categories during the fourth quarter of ’09. In textiles, the stores offer exclusive private brands as well as nationally distributed brands such as Calvin Klein, Croscill, Karen Neuburger Home, Laura Ashley Home, Living Quarters and Ruff Hewn. Home category accounted for 16.8% of ’09 sales, down from 17.6% of ’08 sales. Total ’09 sales were $2.96 billion, down 5.4% from $3.13 billion in ‘08.

$125.5

$132

-4.9%

4.2%

0.5%

278

281

$124

$131

-5.3

10.7%

0.5%

174

167

Fiscal Jan. 31. Specializes in mid to upper mid priced lifestyle home furnishings, primarily in contemporary consumers as well as five CB2 stores, a growing group dedicated to a younger, more metropolitan based consumer in apartment and loft living spaces. In textiles, focuses on its long term relationship with Finnish-based Marimekko in bed and bath, with other exclusives developed by the company and its global supplier network. Opened two Crate & Barrel stores under a franchise agreement with Dubai-based Al Tayer group. Overall, took major steps to enhance its bridal registry across all product lines.

$120

$119

0.8%

1.0%

0.5%

8,828

8,362

Fiscal Jan. 29. Operated more than 8,800 stores in 35 states with a 12.8% sales increase and a comp increase of 9.5%. Total sales were $11.8 billion. While focused on consumables, the company is now putting expansion efforts in non-consumables including home with trend relevant designs and colors, updated brands and new packaging. Launching True Living brand as a home brand for kitchen and bath as well as outdoor, lawn and garden and kids. All True Living merchandises will have coordinatred packaging, and crisp color schemes. Expanded direct sourcing activities and plans for further expansion.

$93

$96

-3.1%

0.4%

136

135

Privately-held affiliate of Sun Capital Partners. Sales and store counts are for Shopko only and exclude five Shopko Express Rx stores. Also sells online at Shopko.com. Operates throughout 13 states in the Midwest, Mountain and Pacific Northwest regions. Opened one new store during 2009. Opened two Shopko Hometown stores, smaller in size and designed to serve smaller communities and markets, in two Northeast Wisconsin communities this May. Will open two more Hometown concept stores, later this summer. Launched its e-commerce platform in November 2009. Total 2009 sales estimated at $2 billion.

$75

$82

-8.5%

2.2%

0.3%

305

307

Fiscal Jan. 30. Privately owned, Belk’s had net income of $67.1 million for fiscal 2009, reversing a $213 million loss in the prior fiscal year largely attributed to improvements in merchandise margins. In ’09 the company opened three stores and expanded three. New merchandise initiatives have a focus on regional tastes and needs with an updated approach.

$75

$92

-18.5%

1.3%

0.3%

309

315

Fiscal year ended Jan. 30. Operates in 29 states located primarily in the southwest, southeast and midwest. Carries a broad selection of fashion apparel and home furnishings from national brand merchandise as well as exclusive brands. All merchandise categories experienced significant sales declines last year, with home and furniture down the most. Accounting for 7% of total sales, the home and furniture category was down 22.4% for the year. Total ‘09 sales were $5.89 billion, down 12.6% from $6.74 billion in ‘08. Opened two new stores in March ‘10 in Fairview and Austin, Texas. Will close the store in Helena, Mont., and will continue to close underperforming stores where appropriate.

$72

$78

-7.7%

93.4%

0.3%

Private, family-owned. Sells window treatments and drapery hardware, shades, fabrics, bedding, chair pads, decorative pillows, table linens and home décor, including rugs through its catalog, website and retail stores. The stores are located in 12 states along the East Coast from New Hampshire to Virginia, and from Boston to Chicago. Stores display window treatments in hundreds of styles, sizes and colors. Also offers custom window treatments.

$70

$75

-6.7%

0.3%

Fiscal year ended Jan. 30. Part of publicly held Sears Holdings Corp. Direct merchant offering traditionally-styled products for the home through catalogs, including the specialty Lands’ End Home catalog, its retail stores, its website and Sears full-line stores. Lands’ End retail stores, averaging 8,600 square feet, offer merchandise primarily from catalog and Internet channel overstocks. Continues to open Lands’ End Shops inside Sears’ fullline stores. In ’09, increased the number of “store-within-a-store” departments by 71 to 293 in ’09, including its first ones in the states of Alabama, Arizona, Iowa, Louisiana, Nebraska and Texas. Operates Lands’ End Shops at Sears in Canada, sales not included.

$69.4

$69

0.6%

0.7%

0.3%

183

Revenues based on worldwide sales, excluding food, services and vending. Market areas include worldwide Army/Air Force posts and bases serving active-duty personnel, guard and reservists, retirees and their families, some 7.3 million customers. Receives no funds from the Department of Defense. Has main stores or shopping centers worldwide and in every state. Textiles are carried in 183 main stores, the online website AAFES.com, and in print catalogs, including the interactive Home Decor catalog. Worldwide total 2008 sales were $9.8 billion, down from $9.9 billion in 2008.

htt100702_016_026 24

7/15/2010 2:21:06 PM

Come see our softer side.

Corporate Office: 1904 Rosewood Lane / Woodstock, GA 30189 NY Showroom 230 5th Avenue, Suite 808

(770) 591 9668 fax (770) 591 7055 A DIVISION OF DIRECT HOME

Direct Home July 19th Issue.indd1 1

info@directhometextilesgroup.com

7/2/2010 9:13:11 AM

July 19, 2010

Home Textiles Today

Top 50

> hometextilestoday.com

R ETAILING GIANTS sales in millions of dollars

Rank

’08 Rank

Company, HQ & Store Type

HSN St. Petersburg, Fla. DTC

Ashley Furniture HomeStores Arcadia, Wis. FC

Hobby Lobby Stores Oklahoma City SP

Linen Source Tampa, Fla. DTC

Dollar Tree Chesapeake, Va. DS

Stein Mart Jacksonville, Fla. DC

Garden Ridge Houston SP

The Neiman Marcus Group Dallas DP/DTC

Fred’s Memphis, Tenn. DC

Cost Plus World Market Oakland, Calif. SP

2009

2008

Percent Change

Home Textiles as a Percentage of Store’s Total Sales

Share of Home Textiles Universe

$66

$64

3.1%

3.3%

0.3%

Number of Stores 2009 2008

Fiscal year ended Dec. 31. Part of publicly held HSNi, which also owns Cornerstone Brands. HSN sells a wide range of third party and private label merchandise directly to consumers through its television home shopping programming and its website. Offers a wide variety of textiles including bath and bedding, kitchen and table linens, pillows and throws, as well as slipcovers, window treatments and rugs. Home which also includes electronics, fitness and housewares, accounted for 54.8% of total sales in ‘09, up from 52.1% of total sales in ‘08. Total ‘09 sales were $2.0 billion, up 2.6% from $1.96 billion in ‘08. In August, HSN will launch a second 24-hour television shopping channel called HSN2.

$63.5

$61

4.1%

2.9%

0.3%

401

390

The largest chain of licensed and company-owned stores in to promotional to mid-priced range of furniture stores has expanded its non-furniture categories in rugs, throws, top of bed and decorative pillows. A new concept of under 5,000 square foot stores or store in store approach will capitalize on vertical space and integrate even more textile product with 300 stores expected to open this year. Each category will be merchandised at a single price point. Total 2009 sales were $2,130 billion, up 1.7% over 2008.

$60

$58

3.4%

0.3%

432

411

Privately held. Family-owned, founded in 1972. Also sells online. Operates stores in 37 states, primarily in the Midwest and Southeast. Stores average 55,000 square feet of selling space and are closed on Sundays. Opened 21 net stores in 2009. Plans to open 21 new stores in 2010. Also operates seven-store home furnishings retailer Hemispheres, located in Oklahoma City and throughout Texas, figures included. Home textiles mix includes handknotted rugs at Hemisphere’s stores and rugs and decorative pillows at Hobby Lobby stores. Total 2009 sales estimated at nearly $2 billion.

$58.5

$61

-4.1%

88.4%

0.2%

Previously owned by Thompson and Co., the direct to consumer home furnishing retailer was acquired in March by Orchard Brands Corp. which is owned by San Francisco based Golden Gate Capital. Linen Source was founded in 1943 as Colonial Maid Curtains. Orchard Brands operates 15 print catalogs and online businesses as well as ca number of non-home related retail store groups. Golden Gate’s retail investments include Eddie Bauer and J.Jill. Linen Source is moving its operations from Florida to Massachusetts and will put more emphasis oin exclusive product and upgraded merchandise.

$58

$56

3.6%

1.1%

0.2%

3,806

3,591

Fiscal year ended January 31. Operates under the banners of Dollar Tree, Deal$ and Dollar Bills in 48 states and the District of Columbia. Stores have an average of 8,480 square feet of selling space. Substantially all items sell for $1.00 or less. Opened 240 new stores in 2009, expanded or relocated 75 and closed 25. Home offerings include bath, kitchen and bedroom linens. Comp store sales were up 7.2% in 2009. Total 2009 sales were $5,231 million, up 12.6% from $4,645 million in 2008.

$56

$65

-13.8%

4.6%

0.2%

267

276

Fiscal Jan. 30. After several years of losses and uncertain direction, new management from David Stovall, Jr., president and ceo and Brian Morrow, chief merchant appear to be making progress. The home textiles and gifts areas, at one time markedly dimished, have been given new focus and direction. Plans for 2010 are conservative and focus on improving sales, expense and operating controls as well as a new supply chain process and information system enhancement.

$55

$59

-6.8%

0.2%

Privately held, fiscal year ended January. Is owned by a group of investors led by New York, private equity firm three Cities Research. Began as a one-store operation in San Antonio, Texas, in 1979, and now operates in 18 Midwestern and Southeastern states. Neither opened nor closed stores last year. Textiles include bed-in-a-bag with expansive product mix, as well as sheets, top-of-bed, towels, window coverings, pillows, tabletop linens, area rugs, utility bedding products and patio furniture cushions. Also features extensive seasonal textiles and decor products. Total 2009 sales estimated at more than $400 million.

$50

$65

-23.1%

1.4%

0.2%

Fiscal year ended Aug.1, 2009. Sales and store counts are for trailing 12 months ended Jan. 30. Operated 43 Neiman Marcus and Bergdorf Goodman luxury stores at the end of January and 28 clearance centers. Also sells through its online and print catalog operations of Neiman Marcus, Bergdorf Goodman and Horchow. Opened one specialty store and three clearance centers during 2009. Is a wholly-owned subsidiary of Newton Holding, controlled by investment funds affiliated with TPG Capital and Warburg Pincus. Trailing 12 month sales in 2009 were $3.55 billion, down 14.7% from $4.16 billion for the same period in 2008.

$46

$50

-8.0%

2.6%

0.2%

669

639

Fiscal year ended Jan. 30. Operates discount and general merchandise stores, generally serving low, middle and fixed-income households, in 15 states, primarily located in the Southeast. Founded in 1947. at year end, operated 669 stores, 24 franchised. Opened 30 net new stores in 2009. Pharmacies are included in 307 stores. Regularly stocks 12,000 frequently purchased products. The apparel and linens category accounted for 7.9% of 2009 total sales, down from 8.6% in 2008 and 9.9% in 2007. Sales per square foot were $188 in 2009, up from $184 in 2008. Comp store sales increased 0.4% in 2009. Total sales decreased 0.6% in 2009 to $1,788 million.

$44

$49

-10.2%

5.0%

0.2%

268

296

Fiscal year ended Jan. 30. Specialty retailer of casual home furnishings and entertaining products in 30 states under the names World Market, Cost Plus World Market, Cost Plus Imports and World Market Stores. Stores, averaging 15,700 square feet, offer textile products - rugs, pillows, bath linens, table linens, kitchen textiles and window coverings. Home furnishings decreased 16.2% in ‘09 and dropped to 59% of total sales last year compared to 61% in ‘08. The balance of sales comes from the retailer’s wide selection of gourmet foods and beverages. In ‘09, launched the World Market Explorer customer loyalty program to recognize and reward its best customers. Total ‘09 sales were $875.0 million, down 13.3% from $1.0 billion in ‘08. Opened two new stores and closed 30 last year. Expects to close five stores and relocate one this year.

htt100702_016_026 26

7/15/2010 2:27:20 PM

Archer Ad.indd 1

8/26/2009 9:14:00 AM

Home Textiles Today

July 19, 2010

Top 50

> hometextilestoday.com

Slight Gains in Tough Economic Year BY CAROLE SLOAN N EW YORK — Three home tex-

tiles channels — primarily focused on mainstream customers — led the sales pace among the Top 50 retailers in fiscal 2009. But in a year that saw sales of home textiles (as well as most other product categories) decline because of the macro-economic conditions, the gains were slight at best. Discount stores and their supercenter siblings continued to hold a majority share of the home textiles business. In fiscal 2009, this group edged up to 40.9% of Top 50 sales, compared with the group’s 40.7% in fiscal 2008. Specialty stores ranked second among the eight distribution channels analyzed in the annual Home Textiles Today Top 50 Retailing Giants report, with a share of 25.0% in fiscal 2009, up from a 24.1% in fiscal ’08. The dollar store segment, a growing home textiles distribution channel, was the third to gain ground with a 2.7% share, up from 2.5% the previous year. From a sales perspective, dollar stores had the strongest performance, despite the group’s small segment base, recording a 6.8% increase over 2008 with $610 million for fiscal 2009; and specialty stores recorded a 2.1% increase to $5.579 billion. Discount stores and supercenters had home tex-

tiles sales of $9.125 billion, a decline of 1.3%. On the negative side, home improvement stores lost share,

down to 1.6% for the group versus 1.7% in fiscal 2008 on a sales decline of 6.6% to $352 million. Department stores dropped 6.0%

2009 STORE BREAKOUT BY TYPE Percentage of Top 50 Sales By Distribution Channel Discount Stores & Supercenters lost 1% of share from 2008, while Department Stores gained 3%.

All home textiles sales information, except for publicly-held companies that break out line-of-business sales for home textiles, are Home Textiles Today’s market research estimates. All data is for calendar year ending Dec. 31, fiscal-year end or trailing 12 months closest to that date. Store type: DTC: Direct-to-consumer DP: Department store DC: Discount department store DS: Dollar store HI: Home improvement center SC: Supercenter SP: Specialty store

25%

Department Stores

Discount Stores & Supercenters

22%

41%

Direct-toconsumer 4%

COMPANY

Wal-Mart **

Other*

Home 2% Improvement Warehouse Centers 1% Clubs 2%

The accompanying listings of Home Textiles Today’s fastest growing retailers are derived from the exclusive Top 50 Retailing Giants rankings (see page 16). The rankings cross all formats of home textiles retailing—including discount department stores; dollar stores; specialty stores; department stores; national chains, such as Sears; nonstore retailers, such as catalogs and Internet retailers; warehouse clubs; military exchanges; home improvement centers; and supercenters, which sell both food and general merchandise in their merchandise mix. (For the Top 50 Methodology, see page 14.)

Dollar Stores 3%

2009 Top 50 Total: $22.29 Billion 2008 Top 50 Total: $22.69 Billion Top 50 overall % change over 2008: -1.8% Source: Home Textiles Today market research

HOME TEXTILES SALES* 2009 2008

PERCENT CHANGE

$3,570.0

$3,540.0

Target

$2,460.0

$2,650.0

Kmart **

$845.0

$875.0

T.J. Maxx/Marshalls

$657.0

$610.0

7.7%

Ross Stores

$430.0

$385.0

11.7%

* sales in millions of dollars ** Includes sales from supercenters

0.8%

TOP 5 HOME TEXTILES DEPARTMENT STORES STORES 2009 2008

TOP 50 RANK

COMPANY

HOME TEXTILES SALES* 2009 2008

PERCENT CHANGE

JCPenney

$2,380.0

$2,675.0

-7.2%

1,740 1,682

Kohl’s

$1,206.0

$1,157.0

4.2%

-3.4%

1,327 1,368

Macy’s Home Store

$830.0

$840.0

-1.2%

810

807

1,703 1,680

Bloomingdale’s

$138.0

$150.0

-8.0%

The Bon-Ton Stores

$125.5

$132.0

-4.9%

278

281

1,005

956

Source: Home Textiles Today market research Source: Home Textiles Today market research

PERCENT CHANGE

-11.0%

STORES 2009 2008

Source: Home Textiles Today market research

HOME TEXTILES SALES* 2009 2008

COMPANY

3,550 3,503

TOP 5 HOME TEXTILES SPECIALTY RETAILERS TOP 50 RANK

Methodology

Direct-to-Consumer 4% * Other includes Sears, Army & Air Force Exchange Service, and Ashley Furniture HomeStores

line retailers as well as shifts in marketing activities away from broadline catalogs and towards more focused offers. Department stores, warehouse clubs and home improvement centers as well as other categories all reported declines because of many factors, particularly the economy. HTT

About the Charts

Specialty Stores

TOP 5 HOME TEXTILES DISCOUNTERS TOP 50 RANK

in dollars to $4.879 billion on a market share decline to 21.9% of the Top 50 compared with ‘08’s share of 22.9%. In dollars, direct to consumer slid 5.9% to $892 million or 4.0% of the Top 50, down from 4.2% in ’08. The latter shift was a combination of new reporting of direct businesses at full

1,108

1,093

1,058 1,004

*sales in millions of dollars

TOP 3 HOME TEXTILES DOLLAR STORES

STORES 2009 2008

TOP 50 RANK

COMPANY

HOME TEXTILES SALES* 2009 2008

PERCENT CHANGE

STORES 2009 2008

Bed Bath & Beyond

$3,190.0

$3,092.0

3.2%

1,039

993

Family Dollar

$432.0

$396.0

9.1%

6,689 6,643

Williams-Sonoma

$465.0

$500.0

-7.0%

593

611

Dollar General

$120.0

$119.0

0.8%

8,828 8,362

Ikea

$392.0

$387.0

1.3%

Dollar Tree

$58.0

$56.0

3.6%

3,806 3,591

Anna’s Linens

$350.0

$335.0

4.5%

265

260

Luxury Linens

$304.0

$298.0

2.0%

431

409

Source: Home Textiles Today market research

htt100702_028_030 28

Source: Home Textiles Today market research

*sales in millions of dollars

7/15/2010 2:53:58 PM

HTT_Nourison_July19th.indd 1

6/24/2010 12:16:40 PM

Home Textiles Today

July 19, 2010

Top 50

TOP 10 HOME TEXTILES RETAILERS BY % SALES GROWTH RANK COMPANY (TOP 50 RANK)

TYPE

HOME TEXTILES SALES* 2009 2008

PERCENT NET CHANGE CHANGE*

> hometextilestoday.com

TOP 10 HOME TEXTILES RETAILERS BY NET SALES GROWTH RANK COMPANY (TOP 50 RANK)

TYPE

HOME TEXTILES SALES* 2009 2008

PERCENT NET CHANGE CHANGE*

Pier 1 Imports (22) Fort Worth, Texas

$199.0

$169.7

17.3%

29.3

Bed Bath & Beyond (2) Union, N.J.

$3,190.0

$3,092.0

3.2%

98.0

Ross Stores (11) Pleasanton, Calif.

$430.0

$385.0

11.7%

45.0

Kohl’s (5) Menomonee Falls, Wis.

$1,206.0

$1,157.0

4.2%

49.0

HomeGoods (17) Framingham, Mass.

$262.0

$239.0

9.6%

23.0

T.J. Maxx/Marshalls (8) Framingham, Mass.

$657.0

$610.0

7.7%

47.0

Family Dollar (10) Matthews, N.C.

$432.0

$396.0

9.1%

36.0

Ross Stores (11) Pleasanton, Calif.

$430.0

$385.0

11.7%

45.0

T.J. Maxx/Marshalls (8) Framingham, Mass.

$657.0

$610.0

7.7%

47.0

Family Dollar (10) Matthews, N.C.

$432.0

$396.0

9.1%

36.0

QVC (24) West Chester, Pa.

DTC

$184.0

$175.0

5.1%

9.0

Wal-Mart (1) Bentonville, Ark.

$3,570.0

$3,540.0

0.8%

30.0

Anna’s Linens (14) Costa Mesa, Calif.

$350.0

$335.0

4.5%

15.0

Pier 1 Imports (22) Fort Worth, Texas

$199.0

$169.7

17.3%

29.3

Kohl’s (5) Menomonee Falls, Wis.

$1,206.0

$1,157.0

4.2%

49.0

HomeGoods (17) Framingham, Mass.

$262.0

$239.0

9.6%

23.0

Ashley Furn.HomeStores (42)FC Arcadia, Wis.

$63.5

$61.0

4.1%

2.5

Anna’s Linens (14) Costa Mesa, Calif.

$350.0

$335.0

4.5%

15.0

$58.0

$56.0

3.6%

2.0

QVC (24) West Chester, Pa.

DTC

$184.0

$175.0

5.1%

9.0

10 Dollar Tree (45) Chesapeake, Va.

* in millions of dollars

DC/SC

* in millions of dollars Source: Home Textiles Today market research Source: Home Textiles Today market research

TOP 10 HOME TEXTILES RETAILERS BY % UNIT GROWTH NUMBER OF STORES 2009 2008

TOP 10 HOME TEXTILES RETAILERS BY NET UNIT GROWTH

PERCENT CHANGE

NET CHG. (UNITS)

16.7%

Dollar Tree (34) Goodlettsville, Tenn.

8,828

8,362

5.6%

466

3,806

3,591

6.0%

215

Dollar Tree (45) Chesapeake, Va.

3,806

3,591

6.0%

215

Neiman Marcus Group (48)DP/DTC Dallas

6.0%

Lowe’s (20) Mooresville, N.C.

HIC

1,694

1,627

4.1%

IKEA (12) Conshohocken, Pa.

5.7%

Target (3) Minneapolis

DC/SC

1,740

1,682

3.4%

Dollar General (34) Goodlettsville, Tenn.

8,828

8,362

5.6%

466

Kohl’s (5) Menomonee Falls, Wis.

1,058

1,004

5.4%

Luxury Linens (16) Burlington, N.J.

431

409

5.4%

Ross Stores (11) Pleasanton, Calif.

1,005

956

5.1%

Kohl’s (5) Menomonee Falls, Wis.

1,058

1,004

5.4%

Wal-Mart (1) Bentonville, Ark.

DC/SC

3,550

3,503

1.3%

Ross Stores (11) Pleasanton, Calif.

1,005

956

5.1%

Bed Bath & Beyond (2) Union, N.J.

1,039

993

4.6%

Hobby Lobby Stores (43) Oklahoma City

432

411

5.1%

Family Dollar (10) Matthews, N.C..

6,689

6,643

0.7%

Fred’s (49) Memphis, Tenn.

669

639

4.7%

Fred’s (49) Memphis, Tenn.

669

639

4.7%

RANK COMPANY (TOP 50 RANK)

TYPE

QVC (24) West Chester, Pa.

DTC

Dollar Tree (45) Chesapeake, Va.

RANK COMPANY (TOP 50 RANK)

TYPE

NUMBER OF STORES 2009 2008

PERCENT CHANGE

NET CHG. (UNITS)

* in millions of dollars Source: Home Textiles Today market research Source: Home Textiles Today market research

htt100702_028_030 30

7/15/2010 3:03:31 PM

Simonax July 19th.indd 1

7/12/2010 2:49:18 PM

Home Textiles Today

July 19, 2010

Top 50

> hometextilestoday.com

Who’s Who in the Top 50 COMPANY (Corporate parent), Rank, Headquarters

ANNA’S LINENS Rank: 14, 3550 Hyland Ave., Costa Mesa, CA 92626 (714) 850-0504

IKEA Rank: 12, 496 W. Germantown Pike, Conshohocken, PA 19462 (610) 834-0180

ARMY & AIR FORCE EXCHANGE SERVICE Rank: 40, 3911 S. Walton Walker Blvd., Dallas, TX 75236-1598 (214) 312-3861

JCPENNEY Rank: 4, 6501 Legacy Drive, Plano, TX 75024 (972) 431-1000

ASHLEY FURNITURE HOMESTORES Rank: 42, One Ashley Way, Arcadia, WI 54612 (608) 323-3377

KMART(Sears Holding Corp.) Rank: 6, , Hoffman Estates, IL 48084 (248) 463-1000

BED BATH & BEYOND Rank: 2, 650 Liberty Ave., Union, NJ 07083 (908) 688-0888

KOHL’S Rank: 5, N. 56 W. 17000 Ridgewood Drive, Menomonee Falls, WI 53051 (262) 703-7000

BELK Rank: 36, 2801 W Tyvola Road, Charlotte, NC 28217 (704) 357-1000

LANDS’ END(Sears Holding Corp.) Rank: 39, Lands’ End Lane, Dodgeville, WI 53595 (608) 935-9341

BIG LOTS Rank: 13, 300 Phillipi Road, Columbus, OH 43228 (614) 278-6800

LINEN SOURCE Rank: 44, 5401 Hangar Court, Tampa, FL 33634 (813) 885-9378

BLOOMINGDALE’S(Macy’s, Inc.) Rank: 28, 1000 Third Ave., New York, NY 10022 (212) 705-2000

LOWE’S Rank: 20, 1000 Lowe’s Blvd., Mooresville, NC 28117 (704) 758-1000

BRYLANE HOME Rank: 31, 463 7th Ave., New York, NY 10018 (212) 613-9500

LUXURY LINENS Rank: 16, 1830 Route 130, Burlington, NJ 08016 (609) 387-7800

CORNERSTONE BRANDS(HSNi) Rank: 30, 1050 Winter St. Suite 2600, Waltham, MA 02451 (781) 663-3700

MACY’S (Macy’s, Inc.) Rank: 7, 1120 Avenue of the Americas, New York, NY 10036 (646) 429-4000

COST PLUS WORLD MARKET Rank: 50, 200 4th St., Oakland, CA 94607 (510) 893-7300

MEIJER Rank: 21, 2929 Walker Ave. N.W., Grand Rapids, MI 49544 (616) 453-6711

COSTCO Rank: 19, 999 Lake Drive, Issaquah, WA 98027 (425) 313-8100

PIER 1 IMPORTS Rank: 22, 100 Pier 1 Place, Fort Worth, TX 76102 (817) 878-8000

COUNTRY CURTAINS Rank: 38, Main Street, Lee, MA 01262 (413) 243-1474

QVC Rank: 24, 1200 Wilson Drive, Studio Park, West Chester, PA 19380 (484) 701-1000

CRATE & BARREL Rank: 33, 1250 Techny Rd., Northbrook, IL 60062 (847) 239-6452

RESTORATION HARDWARE Rank: 29, 15 Koch Rd Suite J, Corte Madera, CA 94925 (415) 945-4613

DILLARD’S Rank: 37, 1600 Cantrell Road, Little Rock, AR 72201 (501) 376-5200

ROSS STORES Rank: 11, 4440 Rosewood Drive, Building 4, Pleasanton, CA 94588 (925) 965-4509

DOLLAR GENERAL Rank: 34, 100 Mission Ridge, Goodlettsville, TN 37072 (615) 855-4000

SAM’S CLUB(Wal-Mart) Rank: 23, 608 S.W. Eighth St., Bentonville, AR 72716 (479) 273-4000

DOLLAR TREE Rank: 45, PO Box 2500, Chesapeake, VA 235012500 (757) 321-5000

SEARS(Sears Holding Corp.) Rank: 15, 3333 Beverly Road, Hoffman Estates, IL 60179 (847) 286-2500

FAMILY DOLLAR Rank: 10, 10401 Old Monroe Road, Matthews, NC 28105 (704) 847-6961

SHOPKO Rank: 35, 700 Pilgrim Way, Green Bay, WI 54304 (920) 429-2211

FRED MEYER Rank: 27, 3800 S.E. 22nd Ave., Portland, OR 97202 (503) 232-8844

STEIN MART Rank: 46, 1200 Riverplace Blvd., Jacksonville, FL 32207 (904) 346-1500

FRED’S Rank: 49, 4300 New Getwell Road, Memphis, TN 38118 (901) 365-8880

T.J. MAXX/MARSHALLS(TJX Companies) Rank: 8, 770 Cochituate Road, Framingham, MA 01701 (508) 390-1000

GARDEN RIDGE Rank: 47, 19411 Atrium Place, Suite 170, Houston, TX 77084 (281) 579-7901

TARGET Rank: 3, 33 S. Sixth St., Minneapolis, MN 55440 (612) 304-6073

HANOVER DIRECT Rank: 25, 1500 Harbor Blvd., Weehawken, NJ 07086 (201) 863-7300

THE BON-TON STORES Rank: 32, 2801 E. Market Street, York, PA 17402 (717) 757-7660

HOBBY LOBBY STORES Rank: 43, 7707 SW 44th St., Oklahoma City, OK 73179 (405) 745-1100

THE NEIMAN MARCUS GROUP Rank: 48, One Marcus Square, 1618 Main Street, Dallas, TX 75201 (214) 741-6911

HOME DEPOT Rank: 26, 2455 Paces Ferry Rd., Atlanta, GA 30339 (770) 433-8211

TUESDAY MORNING Rank: 18, 14621 Inwood Road, Dallas, TX 75001-3769 (972) 387-3562

HOMEGOODS(TJX Companies) Rank: 17, 770 Cochituate Road, Framingham, MA 01701 (508) 390-1000

WAL-MART(Wal-Mart) Rank: 1, 702 S.W. Eighth St., Bentonville, AR 72716 (479) 273-4000

HSN(HSNi) Rank: 41, 1 HSN Drive, St. Petersburg, FL 33729 (727) 872-5910

WILLIAMS-SONOMA Rank: 9, 3250 Van Ness Ave., San Francisco, CA 94109 (415) 421-7900

htt100702_032 32

Global Interiors Home Collection Show Market Kick Off Party Sponsors India Pavilion sponsored by

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7/15/2010 2:02:54 PM

FALL MARKET KICKOFF PARTY PENTHOUSE LOUNGE & ROOFTOP CLUB Sunday, September 12, 2010 6pm – 8pm Cocktails & Hors d’oeuvres Industry business card required for admittance.

Sponsored by:

For sponsorship information, please contact Joe Carena at 646.746.7282

htt100702_032 33

7/15/2010 2:04:32 PM

Home Textiles Today

Jully 19, 2010

> hometextilestoday.com

PEOPLETodaY Surya Taps Douglass for VP, Printed Rugs Role C ALHOUN, GA — Surya Inc. has company’s printed rug category. brought on board Pat In his new role, DouDouglass as the comglass is charged with pany’s vp of printed working with Surya’s print rugs – a new position. rug factories for developDouglass comes ment, production and to Surya from Oriendistribution of printed tal Weavers/Sphinx, rug products. He is also where he was vp, prodresponsible for developuct development. Prior PAT DOUGLASS ing relationships with to that he worked for large retailers and wholeSurya Mohawk Home in the salers as Surya expands

into the printed rug category. “Pat brings a wealth of knowledge and experience to our company,” said Satya Tiwari, president. “The print rug category has been an area of growth for our company to date. With Pat’s help we are now ready to grow this category even further by appealing to more and more customers with fashionable colors and designs.” HTT

Feizy Adds Mitre to Lead Advertising and Marketing DALL AS — Area rug company

Feizy has appointed Ed Mitre to its director of advertising and marketing post. Mitre brings more than 13 years of career experience in design and advertising, both as a corporate team manager and as a freelancer. In his new role, Mitre

is responsible for all aspects of Feizy’s sales tools development, including catalog and brochure design, production and pre-press, point-of-sale materials, media buys, and press and vendor relations. ED MITRE He reports to Leah Feizy Feizy, co-owner and

assistant to the ceo. “Ed is a wonderful addition to the Feizy Team,” she said. “His expertise in all realms of advertising from conception to fruition will prove to be a valuable asset. Both the sales and advertising and marketing teams will benefit from his experience not only within his field, but also as a problem-solver and team builder.” HTT

Designer Luciana Liberato, 41 N E W YO R K — Home textiles designer Luciana Liberato passed away July 8 after battling cancer. She was 41. A native of Brazil, Liberato came to the United States to complete her design education at Syracuse University where she graduated with an MA in Textile Design and stayed to start her career in New York, working at Federated Merchandising Group for two years before joining Revman in 1999. She began as a design assistant and was promoted in 2002 to design manager. She was promoted again in 2005 to design director and continued to work at Revman through spring of this year.”. “Luciana was an extremely talented designer and a won-

htt100702_034 34

derful colleague,” states Diane Piemonte, vp of creative services at Revman. “It was a privilege to work with her and watch her grow to become the talent and design authority she was. She had a great eye for fashion and style and a unique understanding of how to interpret that into saleable product.” “We will miss her as both a colleague and a friend,” adds Terry Soldati, Revman’s gm/vp of merchandising and design. “Her creativity and generous spirit were a great asset to the company and her ability and willingness to share and mentor her staff was something we all benefitted from.” Rich Roman, president and ceo of Revman said, “In my long career in this industry, I

can say that Luciana had a rare combination of talent and abilities in addition to her vibrant and warm personality. She was a dedicated and hard working associate, and although Revman will miss the tremendous contribution she made to the company, we will miss her far more for the type of individual she was.” Liberato is survived by her mother, sister, and brother in Brazil and was in treatment there when she died. Revman has set up a web page on the American Cancer Society site where those who knew her can share their memories and make donations in her name. The URL is http://main.acsevents.org/goto/Luciana.Liberato. HTT

LIMA Elects Executive Committee NEW YORK — The International Licensing Industry Merchandisers’ Association has elected three current board members to new executive committee positions. Five new members were also elected to the board of directors. LIMA members voted on the officials, whose terms run from July 1, 2010 through June 30, 2013. The following board members were elected to new positions on the executive committee: • Christina Miller, svp, Cartoon Network Enterprises, moves from vice chairperson to chairperson. Miller oversees the licensing and merchandising division of Cartoon Network Enterprises in the U.S. as well as the overall management and direction of Turner Sports’ marketing and programming strategy. • Maura Regan, vp and gm, Global Consumer Products, Sesame Workshop, becomes vice chairperson. Regan oversees global retail business for Sesame across all major categories of licensed goods including toys, apparel, home furnishings, stationery and gifts. Her division, in large part, funds the nonprofit work of the organization. • Stu Seltzer, partner, Marketing on Demand, LLC, becomes executive committee liaison to the board of directors. Seltzer is a specialist in licensing, partnership marketing, and strategic alliances. Joining the LIMA board are: • Peter Boder, founder and ceo, United Labels AG (Germany). Boder heads the leading European licensee for apparel, gift and plush toys. United Labels is a LIMA Germany member and regularly supports and sponsors LIMA events. • Liz Kalodner, evp and general manager, CBS Consumer Products (U.S.). Kalodner man-

ages current and classic television properties including the Star Trek franchise as well as CBS Films. • Bettina Koeckler, svp licensing, EMEA, Chorion (UK). Koeckler manages Chorion licensing in Europe and Asia and has served on the LIMA Germany Advisory Board for the past three years. • Charles Schnaid, senior partner, Head Royalty Compliance Group, Miller, Kaplan, Arase & Co. (U.S.). Schnaid specializes in royalty compliance for a variety of clients in the toy, entertainment, apparel, art, manufacturing, medical and food industries and regularly conducts Licensing University seminars and LIMA Webinars. • Kotaro Sunamori, president, Sun R&P Co., Ltd. (Japan). Sunamori specializes in movie property merchandising and has been a member of the LIMA Japan Advisory Committee for the past two years. Returning to LIMA’s board of directors are: • Adam Beder, svp, global licensing and business affairs, Spin Master Ltd.; • Rick Mallow, principal, Making Connections; • Holly Stein, vp, licensing acquisitions, Mattel, Inc.; • Robert Strand, founder, Strand IP; • Careen Yapp, vp acquisitions and franchise development, Konami Digital Entertainment; • Rick Van Brimmer, director, trademark and licensing services, The Ohio State University; • Sabine Eckhardt, mana g i n g di r e c t o r , S e v e n O n e AdFactory GmbH; • Glenn Hendricks, vp, business development, licensing and merchandising, SloaneVision Unlimited. HTT

7/15/2010 3:56:03 PM

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Home Textiles Today

July 19, 2010

Specialty Retailer Report

Specialty Retailers SPECIALTY FROM PAGE 1

get them in a good mood.” While not many paintings were sold that night, Birdcage did spur “significant” sales of many of its decorative and linen products, she said, while accomplishing much more at the same time. “We sold a lot of merchandise, and more importantly, we were able to acquire new customers. It was a huge imagebuilder for Birdcage,” ReyesDorson said. “That is why we are still around in a time when so many of our competitors around here are gone. In this environment, you really have to reach out and acquire a new market. Most stores like ours have very loyal customer bases. But now we need to do things that will bring in new customers.” New customers are largely part of the recovery solution for many independent highend home furnishings retailers. Most agree their core clients — high-income luxury shoppers — are returning to stores for their bedding, bath and entertaining needs. But they are spending less freely than they did pre-recession, focusing more on highend basics and more affordably priced accents. Brass Bed of Denver, which was established 35 years ago, has long been a source of luxury linens but more recently added “lower-priced accent pieces” to stir sales. “We used to do a little more high-end, but we realized we can offer a little more of a lower price point in accents that don’t have to last forever, that they can replace next month or next year,” explained Laura Colangelo, manager. For example, Brass Bed of Denver now includes sheets that range from $100 to $750 and cashmere throws that can go from $100 to $1,600 in its assortments. Colangelo explained while many of the more attainablypriced pieces have always been part of the merchandise mix, they were less visible. “We’ve always had it, but in a drawer that we’d pull out at a later date. Now, we’re doing more mixing and matching,” Colangelo added. “We’re taking Anichini sheets and saying it is OK to add fun John Robshaw accents like $100 dec pillows or a $400 duvets and an SDH throw with

htt0100702_001_036_045.indd 36

an Yves Delorme coverlet. We’re trying to be more eclectic by creating more elbowroom with our looks and our price points. We’re telling our customers, ‘Don’t go cheap on best basic sheets. But on the top of the bed, be flexible and fun.’” Four-unit boutique chain Bedside Manor Ltd. in the Chicago area has expanded into a broader price point range in recent months. “We’ve add an opening price brand — Pine Cone Hill — which has been nice for customers who want to shop in Bedside Manor but can’t or won’t Sister-and-brother team Tirzah Wanlass and Jonathan Ortiz, founders of Filthy Gorgeous in Walnut spend more than $150 on a set Creek, Calif. The business has evolved from retail-focused to more interior design service-oriented. of sheets,” said Meg Carroll, owner. At the same time, Carroll said the store also recently added a new topof-the-line collection from Portugal — Celso de Lemos, which is part of Habidecor — for her luxury-level customer base. “We still want to be sure we are paying close attention to our high-end customers,” she said. The Chicagobased U.S. branch of French home Brass Bed of Denver emphasizes color furnishings chain to provide its customers “cheeriness and Genevieve Lethu happiness in their rooms” in a down opened its doors in economic time. November 2007, on the brink of the economy’s cloths, for example, retail for decline. about $300 to $400 and napkins “We had a great holiday that are priced around $12 each, “so year, but after that business started our customers today would rathtanking,” said Celia Reyes, man- er buy 10 napkins to match the ager. tablecloth they already have. Chicago area Bedside Manor Ltd. recently expanded its offerings Luckily, this year business is And what we are doing is trying to include upscale soft and hard window treatments as well as now “definitely trending upward, to provide a wider range of nap- installation. but our customer is still very cau- kins or flatware that sells by the when things slowed down, we “I see that the high-end shoptious,” she continued. piece to help along sales.” of course had to narrow our in- per is back buying high-end Reyes explained that GeneSeeing resurgence in high- ventory,” explained Penny Mur- robes, high-end sheets and highvieve Lethu’s linens programs, end bedding and bath basics are phy, president and granddaugh- end top of the bed, the same way which are the same as those West Palm Beach, Fla.-based ter of the retailer’s founder, Max she did before the recession,” he sold at the chain’s stores around Pioneer Linens and Pittsburgh- Greenberg. “But this year we are told HTT. “We have experienced France, tend to be “very expen- based Feathers. definitely climbing back up and a bounce back to where our cussive.” In the case of Pioneer Linens, starting to get even with where tomer feels confident again with “So in past, [customers which is gearing up for its cen- we were a couple of years ago. spending money on luxury goods would] buy the whole table [lin- tennial celebration in 2012, there And we have started increas- for the bed and bathroom.” ens] collection. And maybe now has recently been “a nice little in- ing number of items we have in Specifically, Feathers’ sales of they are instead just buying the crease in sales” and as a result, in- inventory as our sales have in- its Yves Delorme collections “are napkins to spice up what they creased inventories, since about creased.” up substantially” and the store’s might already have at home. two years ago when the store At 18-year-old Feathers, Sferra-branded offerings “continThey are, in general, going more began to see traffic slow. owner Jeff Mulert said the busi- ue to sell well.” for smaller purchases and more “ We h a v e a l w a y s b e e n ness climate “has improved subHe added that Feathers’ cusaffordable pieces.” known for having a large quan- stantially” since the beginning of tomers are buying “more highSEE SPECIALTY PAGE 42 Genevieve Lethu’s table- tity of better in-stock items. But this year.

7/15/2010 4:43:29 PM

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BUSINESS TodaY KPMG: Retailer Optimism Growing NEW YORK — Senior retail exec-

utives expect improved sales and profits in 2010, and see 2011 as an even better year, according to new research from audit and advisory firm KPMG. Surveyed in April and May, nearly two-thirds said overall business conditions in the retail industry were better than at the same time a year earlier. In last year’s survey, only one-fifth held that view. More than 90% expect

conditions to be better next year. It’s not all wine and roses, however, according to Mark Larson, KPMG global retail sector chair. “Retailers know they must do more than cut costs – they need to capture more of their customers’ spending in what will continue to be a low-growth environrment,” Larson said. He pointed to online and mobile commerce strategies as a significant key for growth.

As for the retailers themselves, more than 90% believe “product innovations” and “innovative merchandising strategies” will do the most to drive business in the coming three years. While they expect 2011 to be a better year than 2012, retailers don’t expect a full recovery until spring 2012. Nearly half of them believe retail will recover ahead of the economy as a whole. HTT

Retail Container Traffic Expected to Rise Again WASHINGTON — Although retail

container traffic is expected to jump 16% this month, the Global Port Tracker report suggests it could be the last month of double-digit increases for a while. The report, released by National Retail Federation and Hackett Associates, estimated container traffic rose 22% in June after climbing 10% in May. December 2009’s container traffi c increase broke a 28-month succession of yearover-year declines. “We are still seeing increas-

es in imports, partly because last year’s volumes made for easy comparisons and partly because of real improvements in the economy and consumer spending,” NRF vp for supply chain and customs policy Jonathan Gold said. However, he added, retailers are keeping a wary eye on employment, housing and credit numbers. “There clearly can’t be consistent growth in consumer spending when customers don’t have jobs,” he said. “That means retailers are going to

have to manage their inventories more carefully as the year progresses.” He also noted that peak shipping season will exacerbate shortages in vessel capacity as well as port-specific congestion issues. Container traffic for the first half of 2010 was estimated at 6.8 million Twenty-foot Equivalent Units (a TEU is one 20foot cargo cont ainer or its equivalent), up 15% from the first half of 2009. Total 2009 imports fell 17% from 2008. HTT.

Same-store sales

July Comps Off to a Sound Start NEW YORK — Same-store sales rose 3.1% dur-

merchandise. Month-over-month, the week ended July 10 ing the first week of July, according to the recorded a 0.4% decline compared to June – but Johnson Redbook. “The performance of the week was support- that outpaced an expected drop of 0.6%. HTT ed by the July 4th holiday long weekend, which left its imprint in sales of food, beachwear and outdoor equipJohnson Redbook Index ment, including barbeque First week of July year-over-over % change grills,” said Catlin Levis, RedWEEK ENDED 7/10 7/17 7/24 7/31 MONTH TARGET book analyst. Department stores* 2.1 2.1 1.8 She added that seasonal Discounters 3.6 3.6 3.5 products also saw traction and Redbook Index 3.1 3.1 2.9 noted stores are ramping up *Including chain stores and traditional department stores promotions to clear out invenSource: Johnson Redbook Index tory ahead of the arrival of fall

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Back-to-College Spending Uptick Expected W A SHINGTO N — While electronics continue to grab the largest share of the back-to-college budget, college students are planning to significantly increase the amount they spend

“As more students fly the coop this year, some retailers can expect a nice boost in the home furnishings and accents department.” —PHIL RIST, BigResearch

on furnishings this year. Families will spend an average of $96.94 outfitting dorms and apartments, up 21% from last year, according to the 2010 Back to College Consumer Intentions and Actions survey, conducted by BigResearch. The study attributed the increase to the fact many students stayed at home last year to cut costs. More than half of college students (51.8%) still plan to remain at home this year, but

that’s down from last year’s 58.5%. About one-quarter (23.0%) plan to live off-campus. “As more students fly the coop this year, some retailers can expect a nice boost in the home furnishings and accents departments,” said Phil Rist, executive vp, strategic initiatives, BigResearch. One-third (33.1%) of college shoppers plan to shop one month before school starts, with 23.2% waiting until one to two weeks before school starts. One in five (20.2%) will get started at least two months before school starts; 12.6% will wait until the week school starts; and 10.9% won’t start shopping until the school year is underway. Total back-to-college spending is forecast to rise slightly to $33.77 billion even though families told BigResearch they were trimming their spend. The average back-to-college budget is $616.13 this year, down from $618.12 in 2009. Combined K-12 and college spending is projected to reach $55.12 billion, making the season second in spending to only the fourth-quarter holidays. HTT

June Sales a Mixed Bag WASHINGTON — June sales at furniture and home furnishing stores slipped 1.1% seasonally adjusted month-to-month but increased 2.1% unadjusted yearover-year, according to the National Retail Federation. That mirrored the broader trend for total retail sales, which decreased 0.5% from May but rose 3.3% compared to June 2009. “Moderate growth these last few months proves that consum-

er uncertainty remains. A slowgrowing economy and high unemployment rates will continue to hinder consumers’ decisions to spend on discretionary items,” said NRF chief economist Jack Kleinhenz. However, sales growth last month in electronics, apparel and department stores “is an encouraging sign as we enter the back-to-school shopping season,” according to said NRF president and ceo Matt Shay. HTT

7/16/2010 2:20:24 PM

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Home Textiles Today

July 19, 2010

> hometextilestoday.com

Calendar August

IEC Crocus Expo Exhibition Center, Moscow, Russia +7 (495) 721 1058 www.messefrankfurt.ru

2–6 Las Vegas Market World Market Center and Pavilions, Las Vegas (702) 599-9621 www.lasvegasmarket.com

Indigo (Home Furnishing Edition) Brussels Expo, Brussels, Belgium +33 (0) 1 70 38 7000 www.indigo-salon.com

Gift+Home World Market Center and Pavilions, Las Vegas (702)599-3064 or (702)599-9621 www.giftandhomelv.com

14 – 17 Expolfil Deco Brussels Belgium Premier Vision S.A. 33 (0) 4 72 606500

2–6 Vegas Kids World Market Center and Pavilions, Las Vegas (702)599-3064 or (702)599-9621 www.vegaskidslv.com

15 – 17 Textile Expo Uzbekistan UzExpo Center, Tashkent, Uzbekistan +998 71 113 01 80 www.textileexpo.uz

7–9 Gourmet Housewares Show The Moscone Center, San Francisco (914) 421-3200 www.thegourmetshow.com

www.nyhometextilesmarketweek.com

8 – 11

14– 19

ASD/AMD Las Vegas Sands Expo Center & Las Vegas Convention Center, Las Vegas (310) 481-7300 www.asdamd.com

New York International Gift Fair Jacob K. Javits Convention Center, Passenger Ship Terminal Pier 94 New York, (914) 421-3200 www.nyigf.com

15 – 17

13 – 19

F!NDS Dallas Temp Show World Trade Center, Market Hall Dallas, (214) 655-6116 www.dmcfinds.com

CAITME UzExpo Center, Tashkent, Uzbekistan +998 71 113 01 80 www.textileexpo.uz

11 – 15 JSWB Shanghai Furniture Sourcing Show JSWB Global Home Furnishing Center, Shanghai, China

Intertextil Shanghai Home Textiles, China Shanghai New International Expo Centre, Shanghai, China (852) 2238 9983 www.messefrankfurt.com/hk

September

13 – 18

3–7

New York Home Fashions Market Home Fashion Products Association N.Y. Showrooms and hotels (212) 297-2122 (Kellen Co.) www.homefashionproducts.com

HTT Market Kick-Off Party 6 p.m-8 p.m. Penthouse & Roof, 230 Fifth Ave. (646) 746-7421 www.hometextilestoday.com

16 – 21 High Point Market International Home Furnishings Center (IHFC), High Point, N.C. (336) 869-1000 www.highpointmarket.org

November 8 – 11 Index Dubai Dubai International Exhibition Centre, Dubai United Arab Emirates +971 4 885 0854 www.indexexhibition.com

13 – 16 International Hotel / Motel Show Jacob K. Javits Convention Center, New York (914) 421-3200 www.ihmrs.com

24 – 25 16 – 18

24 – 26

Meuble Paris / Maison & Objet Parc des Expositions, Paris-Nord Villepinte, Paris, France (888) 522-5001 www.maison-objet.com

China Textile & Apparel Trade Show Jacob K. Javits Convention Center, New York (718) 261-1181 www.nychinashow.com

20 – 23 China (Dalian) International Garment & Textile Fair World Expo Center (Dalian) Dalian Foreign Trade & Economic Cooperation Bureau www. Cigf.com.cn

The Sleep Event Business Design Center, London, UK www.thesleepevent.com

December 5–8 Showtime Fabric Fair Market Square, Textile Tower, High Point, N.C., (336) 885-6842 www.itma-showtime.com

26 – 28 Cmc Gift & Home Market Los Angeles www.californiamarketcenter.com

13 – 14

October 6–8

January 2011

Atlanta Fall Gift & Home Furnishings Market AmericasMart, Atlanta (404) 220-3000 www.americasmart.com

HD Boutique Exposition & Conference Miami Beach Convention Center, Miami Beach, Fla. (770) 291-5400 www.hdboutique.com

Interstoff Asia Essential – Autumn Hong Kong Convention & Exhibition Centre, Hong Kong (852) 2238 9917 www.interstoff-asia.com

12 – 19

11 – 13

14 – 16

4–6

Dallas Total Home & Gift Market Dallas Market Center, Dallas (800) DAL-MKTS www.dallasmarketcenter.com

Mood Brussels Textirama, vzw 34 9 243 8450 www.moodbrussels.com

Heimtextil India Bombay Expo Center Messe Frankfurt Trade Fairs India, Pvt. 91 (0) 22 2202 1377 mllie.contractor@ india.messefrankfurt.com

11 – 13

14 – 16 11 – 13

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ABC Kids Expo Las Vegas Convention Center, Las Vegas, (210) 691-4848 www.theabcshow.com

14 – 17

2–6

New York Home Textiles Market Week 7 W New York, 230 Fifth Avenue, Jacob K. Javits Convention Center, New York (914) 421-3200

10 – 13

The Atlanta International Gift & Home Furnishings Market AmericasMart, Atlanta (404) 220-3000 www.americasmart.com

13 – 16 The Atlanta International Area Rug Market AmericasMart, Atlanta (404) 220-3000 www.americasmart.com

Heimtextil Russia

7/16/2010 2:19:32 PM

SSURE A D ST

N O R DA C ology

Invistaindd.indd 1

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N T W H AT â&#x20AC;&#x2122; S I

7/13/2010 8:41:05 AM

Home Textiles Today

Specialty Retailers SPECIALTY FROM PAGE 36

end basics, and less trendy patterns. That is what our customer is looking for. She wants highend updated classic looks and quality that will last longer.” By comparison, fashion color solids “are not doing very well.” Classic solid color in white and ivory in bath towels and bedding “are performing extremely well,” Mulert noted. Interior design consolation services represent another example of how independent high-end home furnishings retailers are altering their modus operandi to incite sales. As Tirzah Wanlass, co-owner of Walnut Creek, Calif.-based Filthy Gorgeous, put it: “We used to be about retail with accent on design, but now we are about design with an accent on retail.” W h e n Wa n l a s s a n d h e r brother, Jonathan Ortiz, together opened their high-end shop four years ago, “it was right at the beginning of the economic

Specialty Retailer Report

July 19, 2010

downturn. We didn’t even realize it. It didn’t feel like it when we opened. But soon after, things started to turn.” And that trend continues into this year, she said. When shoppers come into the store, “they make purchases, but very small. People are definitely watching their spending.” To offset slack retail sales, Wanlass and Ortiz are turning their business focus to in-home design services — with a twist. “We go into customers’ homes, and we rework within their space,” she explained. “We use things they currently have that they absolutely love, and then incorporate new things, including items we carry at the store.” In a similar vein, Somnia, a high-end linens and furnishings storein Portsmouth, N.H., that opened 10 years ago, is offering first-hour-free design consultation services. C o - ow n e r B r i a n G a h a n told HTT that business “took a nosedive” in the past two years,

but sales are picking up again thanks in part to some shifts in focus. These include a stronger push for middle-priced assortments and “a lot more interior design work, which is the service side of our business,” he explained. “It has really helped us even things out where our everyday retail has fallen off,” he continued. Gahan said Somnia does not charge for the first hour of small interior design service for individual rooms like bedrooms. But he does try to layer in Somnia’s merchandise into the final look to boost sales. Bedside Manor Ltd. also recently increased the emphasis on its interior design services, which for the first time in the retailer’s 25-year history now include soft- and hardware window treatment installation. While Bedside Manor has seen an uptick in in-store traffic and sales for linens and gifts, design consolations are also helping grow business, said Carroll. “We help the client at home,”

she said. Equipped with measuring tapes, color wheels, notebooks and cameras, Bedside Manor’s interior décor experts make house calls, she said. “We’ll go into their bedroom, for example, and show them how we see it falling together.” An interior designer by trade, Sylvia Longoria Dorsey had garnered many clients and colleagues by the time she opened her Houston-based luxury linens store, Longoria Collection, in 1993. That background and experience is part of the foundation of her business, and is in part the reason for the store’s recent strides in sales. “We have a very large designer business, and they are suddenly very busy again,” she noted, referring to her interior design customer segment. Also returning more frequently are her regular shoppers, she said. “Texas, I think, is doing better than most places, and I will say this year has really shown a difference I believe a lot of our customers were concerned and

being frugal. But now a lot of them are letting loose a little bit. They held back for a little while, but now they are wanting their linens again.” With business picking up, Longoria Collection is taking a new approach to vendor relations, shedding fair-weather suppliers, Dorsey said. “One of the things we have done is be very devoted to [our vendors] who are devoted and helpful to us,” she explained. “Everyone’s sales were down for a while. But we had several companies that would call us and say they were concerned why our sales weren’t at their peak instead of coming to us to work with us or just be more helpful in general. That is why now we are becoming more devoted to the companies who are supportive to us, who listen to what we are saying, to what our customers are asking for, who are supportive partners to us in business. We want to work only with companies now who are looking to build strong and lasting relationships with us.” HTT

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Home Textiles Today

July 19, 2010

OPINIONTodaY Fun with Numbers “With home textiles sparking to life at some retailers during the first half of 2010, it will be interesting to see what the field looks like a year from now. “

fter the hellish ride that was 2009, I’m surprised Now it is Bed Bath & Beyond moving in on No. 1 as many companies in the Top 50 Home Textiles Walmart, albeit at a considerably more challenging disRetailers ranking made it through the year with tance of $380 million. At first, I was inclined to chalk up sales gains – nearly half of them (22). Bed Bath & Beyond’s jump to Walmart’s decision last year As sales consolidate at the top, the amount of sales it to de-emphasize store openings in favor of remodels. takes to enter the Top 50 at the bottom gets smaller. But a quick check of the numbers show the pair opened In last year’s Top 50 report (which ranked 2008 sales), roughly the same number of net new stores in 2009 — the home textiles volume for the 41st through 50th retail- 47 for Walmart, 46 for Bed Bath & Beyond. That means ers on this list spanned $90 million down to $62 that with the store base ratio essentially even year million. This year the range runs from $66 milover year, Bed Bath & Beyond closed its 2008 lion to $44 million. distance from Walmart ($448 million) by $68 Ten years ago (ranking 1999 sales figures), million. the bottom 10 retailers’ volumes ran from $76.6 EDITOR-IN-CHIEF I’m not sure I share Carole’s view about how million to $59 million – which adjusted for inquickly Bed Bath & Beyond might overtake flation would be $97.7 million to $75.25 milWalmart. If Walmart dials up the store opening lion in 2010 dollars. pace next year, that would make for a tall order. While we’re thumbing through a 10-yearBut it’s also interesting that in a year during old ranking, I remember a decade ago when which No. 3 Target struggled to convince shopmy colleague Carole Sloan finished the report pers it’s a low-price retailer, the gap between it and remarked that 1999 might be the last year and Bed Bath actually widened — from $442 milJCPenney sat atop the heap as the nation’s larglion to $730 million. est seller of home textiles. Walmart lagged by only $50 With home textiles sparking to life at some retailers durmillion, chump change for the Bentonville freight train, ing the first half of 2010 — and still panting like an old which was still rapidly converting discount stores into su- dog at others — it will be interesting to see what the field percenters. looks like a year from now. HTT

Jennifer Marks

> hometextilestoday.com

360 Park Avenue South, 17th Floor, New York, N.Y. 10010 Tel: (646) 805-0227; Fax: (646) 365-2307 www.hometextilestoday.com EDITOR-IN-CHIEF Jennifer Marks 375 South End Avenue #32U New York, N.Y. 10280 (212) 945-9151 | jnegley@hometextilestoday.com FOUNDING EDITOR-IN-CHIEF Carole Sloan 16 E. 96th St., New York, NY 10128 Tel: (212) 831-8266 | Fax: (212) 831-0814 PRODUCT EDITOR Cecile B. Corral 428 Bianca Ave. Coral Gables, FL 33146 (305) 661-7493 | cbcorral@aol.com COPY EDITOR Julie Murphy (646) 805-0224 | jmurphy@hometextilestoday.com DIRECTOR OF MARKET RESEARCH Dana French (336) 605-1091 | dfrench@sandowmedia.com PUBLISHER Joseph V. Carena Jr. (203) 321-0232 | jcarena@hometextilestoday.com ACCOUNT MANAGER SOUTH/EAST Jeff Reeves (336) 605-1009 | jreeves@hometextilestoday.com ACCOUNT MANAGER Mary McLoughlin (646) 805-0227 | mmcloughlin@hometextilestoday.com CLASSIFIED AD SALES Spencer Whittle (336) 605-1027 swhittle@sandowmedia.com Karen Hancock (336) 605-1047 khancock@sandowmedia.com MANAGER, CHINA Nancy Yu Tel: 86 (0) 21 5126 0111; Fax: 86 (0) 21 6539 0321 nancy@oceaniamedia.net MANAGER, EUROPE Mirek Kraczkowski Tel: 48 22 401 70 01; Fax: 48 22 401 70 16 | kraczko@aol.com MANAGER, INDIA Kaushal Shah Cell: 91-9821715431; Tel: 91-22-6663 4597 / 24988658 Fax: 91-22-66634596 | kj_reeds@yahoo.co.in ONLINE SALES MANAGER Penny Schneck (336) 605-1084 | pschneck@sandowmedia.com PRODUCTION MANAGER Rich Lamb Tel: (336) 605-1074; Fax: (336) 605-1143 | rlamb@ sandowmedia.com MANAGER, CLIENT SERVICES, WEB ADVERTISING Dan Sage | (336) 605-1080 | dsage@sandowmedia.com E-MEDIA PROJECT MANAGER Missy Axe | (336) 605-1005 | maxe@sandowmedia.com DIRECTOR OF AUDIENCE MARKETING Allison Ternes (704) 573-9007 | aternes@sandowmedia.com VP, PUBLISHING DIRECTOR Kevin Castellani (336) 605-1034 | kcastellani@sandowmedia.com

The Results are In “Going beyond the obvious — 2009 and 2008 are years that most of us would like to forget — there are some lessons to be learned for suppliers and retailers alike.”

ELL, THE R ESULTS of the annual Home points is the dramatic shrinking of the dollar differential Textiles Today Retail Giants study are now between No. 1 and No. 5, and for each of the steps along in, and there are some subtle and not-so- the way. Who knows, but for a sniffle or an upset stomach subtle things that have surfaced. this year in Bentonville, we could see Bed Bath & Beyond Going beyond the obvious — 2009 and 2008 are years at No. 1 for 2010. that most of us would like to forget — there are More than that, take a look at the roster of some lessons to be learned for suppliers and renames — new and recent additions to the well tailers alike from these experiences. worn list of regulars. These are folks whose mere First and foremost, dealing with consumname mention evokes snorts and questions. But FOUNDING ers will never be as it had been just a few scant look at the sales figures, and there are some EDITOR-IN-CHIEF years ago. The rigid time frames of merchandise other interesting stats worth studying. launches and departures, the awesome move Many are dealing with consumers in the away from the influence of stores and catalogs to consum- heartland of this country — customers they have connecters’ own likes and dislikes and the explosion — just in re- ed with for decades. And now that these guys have been cent months — of social and viral communications to ex- virtually ignored by the mainstream of this business, they press feelings all are making marked differences in the way are going it alone — and doing very well, thank you very all businesses have to look at their businesses. much. These are big bucks key vendors here are ignoring In this arena, I can claim no expertise other than careful — just because they don’t fit the ways “we do business.” analysis of what’s going on — and there seems to be more Case in point, as this was being written I got a call from and more developments by the hours, not the day or week. a senior executive at a Top 50 furniture retailer asking for And as one of retailing’s premier thinkers, Mickey Drex- help in shopping this market, which apparently has been ler of J.Crew, implied in the middle of the recent mess, non-responsive. Considering the number of beds on the perhaps its was a good thing that it happened. It woke the floors that need dressing, you’d think everybody in home smart folks up. textiles would be standing in line to offer help. But back to the Top 50, one of the most interesting Just remember — it’s no more same old, same old. HTT

Carole Sloan

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

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