HGO Merchandiser Fall 2017

Michael Knell’s

HGO merchandiser FALL 2017

HomeGoodsOnline.ca

Volume Six, Issue 3

QFMA at 75: putting manufacturers first

SPECIAL SECTION: CELEBRATING THE FIRST

Retail Sales Professional Awards

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Chatham boutique builds its own furniture Optimism reigned at a cozier CFS Travels in Portugal

CONTENTS

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STORE OPENING CHATHAM BOUTIQUE The winners of the first Retail Sales BUILDS ITS OWN FURNITURE

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EDITOR’S LETTER THE FUTURE LOOKS GOOD

Professional Awards are an impressive group. If there’s one take-away from the program is that this industry’s future is in pretty good hands. Matthew Fecho, who was named the national award winner and honouree for Western Canada isn’t even 30 years old yet.

What’s more, he has no plans to leave his family’s business. The other three honourees fall into the same category.

Retailers who design and build and their own furniture are really nothing new. That’s how it was done before the age of mass production. It’s also a model that’s making a comeback. Ashley Newport introduces John and Rose Fry, the founders of JM Fry Furniture Design in Chatham, Ontario.

MARKET PREVIEW OPTIMISM REIGNED AT THIS YEAR’S SLEEKER, COZIER CANADIAN FURNITURE SHOW

Known best for its wine and cheese, Portugal is awakening as a high-end furniture producer and one that’s excited about the possibilities of free trade between Canada and the European Union. The quality of the product they make is without question, but do they have the chops to make it in this country’s often rough-and-tumble marketplace? HGO publisher Michael J. Knell led a small group of Canadian industry professionals to find out.

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For what felt like the first time in a long time, optimism – along with a host of chic case goods and a vast array of mattresses – dominated the long-standing and ever-evolving Canadian Furniture Show. Out were the usual grumblings about a shrinking show and in were proclamations that the slightly pareddown event had just enough of what everyone needed. Our report was written by contributing editor Ashley Newport.

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SPECIAL SECTION WE FOUND CANADA’S BEST RETAIL FURNITURE SALES PEOPLE

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Earlier this year and in collaboration with Zucora Inc., Home Goods Online launched a new awards program whose goal was to seek out this country’s best retail sales people and sales managers working in Canadian furniture, mattress and major appliance stores. The quality of the response we received from retailers across the country was staggering and truly encouraging. The amount of raw talent at work on retail floors from Victoria and to St. John’s has to be seen to be believed. In this special section, we introduce the winners of the first annual Retail Sales Professional Award.

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TRADE MISSION TRAVELS IN PORTUGAL

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SPOTLIGHT PUTTING MANUFACTURERS FIRST

The Quebec Furniture Manufacturers Association is celebrating its 75th anniversary throughout 2017. What may surprise many to learn, it remains the only furniture industry trade group in North America that is still faithful to its original mandate. HGO publisher Michael J. Knell puts the association in the Spotlight.

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INDUSTRY CALENDAR & ADVERTISERS’ INDEX ON OUR COVER: Brad Geddes, president of Zurcora Inc. – the primary sponsor of the Retail Sales Professional Awards program – is seen here presenting the first national award to Matthew Fecho of Mattress Mattress in Airdrie, Alberta. Fecho and his fellow honourees were feted at the Canadian Home Furnishings Awards gala just prior to this year’s Canadian Furniture Show.

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EDITOR’S LETTER

HGO merchandiser FALL 2017 • VOLUME SIX, ISSUE 3

MICHAEL J. KNELL

THE FUTURE LOOKS GOOD

The winners of the first Retail Sales Professional Awards are an impressive group. It’s about time their efforts on the industry’s behalf were recognised

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F THERE’S ONE TAKE-AWAY FROM THE FIRST ANNUAL RETAIL SALES

Professional Awards it is this industry’s future is in pretty good hands. Matthew Fecho, who was named the national award winner and honouree for Western Canada isn’t even 30 years old yet. What’s more, he has no plans to leave his family’s business – the Alberta sleep specialist Mattress Mattress – or the industry anytime soon. This is where he’ll build his career.

The other three are also industry lifers and while we declined to determine the ages of the three ladies who were honoured as the winners – Amanda Bell in British Columbia, Ruth Parkinson in Ontario, and Sylvie Viel in Atlantic Canada – it’s a sure fire bet they aren’t ready to stop serving their customers in the foreseeable future.

Their love of being in this industry isn’t the only thing unifying our four RSPA winners. All are customer-centric in their thinking. All are also committed to growing on the job, to learning and to leading the other members of their individual teams.

Participating in the creation and organisation of this program has been has been a distinct pleasure for me and for Home Goods Online. The professionals working on retail floors across this country really are the ones who determine the fate of those behind them in the supply chain. They are the consumer’s first – and I would argue – most important contact with the industry, whether they are purchasing a new sofa group, a bedroom suite, a hybrid mattress and a 36-inch sideby-side refrigerator with all the bells and whistles.

I would also like to salute Brad Geddes, the president of Zucora, whose enthusiasm for the program and his willingness to undertake the responsibilities of being the presenting sponsor didn’t waver throughout the entire process. And I’m delighted and grateful to welcome him back for a second go-round in 2018.

We also owe both the Canadian Home Furnishings Alliance and the organisers of the Canadian Furniture Show a round of thanks and applause for their ongoing support as well.

HGO takes great pleasure in introducing the first class of RSP Award winners to our readers beginning on Page 14. They are an impressive group and I’m sure you’ll agree the industry is in good hands.

Michael J. Knell Publisher & Editor mknell@homegoodsonline.ca

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ISSN 2291-4765

www.HomeGoodsOnline.ca PUBLISHER & EDITOR Michael J. Knell mknell@homegoodsonline.ca MARKETING DIRECTOR Corrie-Ann Knell marketing@homegoodsonline.ca CONTRIBUTING EDITOR Ashley Newport ashley@homegoodsonline.ca ART DIRECTOR Samantha Edwards Sam I Am Creative samiamcreative@gmail.com IT DIRECTOR Jayme Cousins In House Logic websmith@inhouselogic.com PUBLISHED BY Windsor Bay Communications Inc. P.O. Box 3023, 120 Ontario Street Brighton, Ontario K0K 1H0 T: 613.475.4704 F: 613.475.0829 Michael J. Knell, Managing Partner PUBLISHERS OF

HGO This Week Home Goods Online.ca

© 2017 Windsor Bay Communications Inc. All rights reserved.

Windsor Bay Communications does not accept any responsibility or liability for any mistakes or misprints herein, regardless of whether such errors are the result of negligence, accident or any other cause whatsoever. Reproduction, in whole or in part, of this magazine is strictly forbidden without the prior written permission of the publisher.

AFFILIATE MEMBER

Zucora is Canada’s largest provider of home furnishing protection programs. For more than three decades we’ve been building a legacy, rooted in our industry-wide reputation for outstanding service for national, regional and independent home furnishing retailers.

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For more information, please get in touch: 1 800.388.2640 | info@zucora.com | www.zucora.com

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Case goods resource Amisco launched Elwood, a bar stool and table set ideal for entertainment spaces such as rec rooms.

MARKET REVIEW

OPTIMISM REIGNED AT THIS YEAR’S SLEEKER, COZIER

CANADIAN FURNITURE SHOW For what felt like the first time in a long time, optimism – along with a host of chic case goods and a vast array of mattresses – dominated the long-standing and ever-evolving Canadian Furniture Show. Out were the usual grumblings about a shrinking show and in were proclamations that the slightly pared-down event had just enough of what everyone needed.

BY ASHLEY NEWPORT

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VER THE PAST THREE YEARS,

the Canadian Furniture Show (CFS) has undergone a number of major changes. It has shortened its name, launched (and then quickly retired) Consumer Day and welcomed more design-centric speakers while transiting from being a winter event to a spring event.

But although event organizers – the Quebec Furniture Manufacturers Association (QFMA), which has operated this country’s only national furniture industry event for the past 45 years – have made fairly significant changes to the show, this was probably the first year that something much harder to alter shifted – attitudes, on both the part of exhibitors and attending retail buyers and designers.

This year’s CFS was held in the all-too familiar International Centre, just across the street from Pearson International Airport in the To-

ronto suburb of Mississauga on the weekend of May 26 – just as it has been for all of its 45-year history. Although it was smaller than it has been in recent years, it was certainly the most exuberant held in the past few years.

Featuring special presentations by design guru and television personality Sarah Richardson, engaging data expert David Coletto and retail success story Kimmberly Capone, the show focused – as it’s been doing more steadily while welcoming more designers to the fold – on a mix of style, selection and education.

The pared down three-day event (the same tighter running time it embraced for the first time last year) featured well over 200 exhibitors showcasing everything from mattresses to domestic wood products to glossy imports and bold upholstered pieces. Boasting its usual array of temporary, permanent and off-site showrooms, the show--occupying less square foot-

age in the sprawling International Centre than usual--seemed to elicit a different, more positive response from both exhibitors and buyers.

As for what prompted the optimism, it’s likely a combination of factors. While some buyers praised the on-trend products, one couldn’t help but get the impression that the contentment was fueled by a return to balance, normalcy and-dare we say it--prosperity in the overall market (and Canadian economy in general).

Finally, furniture can be fun again.

SO, WHAT’S TRENDING?

While it wouldn’t be correct to say that CFS is entirely focused on style (it offers a mix of commodities and stylish casegoods and accent pieces), it has done its part to bring style awareness to audiences in the form of sophisticated talks.

Sarah Richardson of Sarah Richardson Design took the stage at CFS to provide some insight on trends and advise attendees on how to grow their brands and reach more endconsumers. Unlike last year’s presentation by acclaimed Steven + Chris designer Steven Sabados (who was making his first public appearance since the sudden death of his business and romantic partner Chris Hyndman), Richardson’s talk focused more on refining one’s business acumen than curating a home.

That said, she had some pertinent wisdom to offer (along with some style insight).

“Design keeps us employed, but not every consumer can afford to hire a professional,” she said. "We're all striving for harmony, whether you're a manufacturer or designer or retailer.

Regardless of budget or home, it can go from a dramatic before to a beautiful after.”

Richardson offered some useful anecdotes about starting small. During her talk, she mentioned--much to a few people’s surprise--that flea market and thrift store finds launched her career.

“Great results are about great creative ideas,” she said. “Believe that budget is not a barrier to great design.”

She also advised attendees to be aware of the transient nature of trends.

“Not every trend can be embraced. New leaf green, I don't imagine in a big way on walls and furniture,” she said. “Where are we today in the world market? I look at social media and am inspired by ideas on instagram from around the world. As a buyer, you're a curator. Know your customer. My customers have limited means and almost everybody has a budget. Who are you serving? [Someone with a] coastal style?

Country style? City style?”

Some style trends Richardson did highlight fell into three categories: Shore, lane and boulevard.

According to Richardson, shore is beachy and coastal and evokes images of “barefoot elegance.” Land is more grounded, boasting a look comprised of rich wood, darker tones, chunkier and warmer pieces and an autumnlike feel. Boulevard, on the other hand, is more contemporary. It’s “city chic” and upscale.

Richardson also mentioned the “sidewalk” style, which is contemporary, modern, familyfriendly and youthful.

And while style changes often, it appears some trends are holding steady--especially vintage-inspired looks.

But although the show was full of glossier and more contemporary elements, some exhibitors were still offering big, homey, classic pieces because there’s always someone in the market for a more classic and traditional look.

That product mix makes sense, as Richardson mentioned that some consumers are gravitating to what she called “high country,”--a look that features an elevated country style that boasts both rustic and fine elements.

As far as advice goes, she spoke to designers about really understanding consumers more emotional decor needs.

“Less is more. Everything in your home should be useful or beautiful,” she says. “Designers should listen. What does the space say? A lake house doesn't want to feel like a city house. Celebrate the classics and investment pieces, we should not be living in a disposable world.”

She also advised people to, above all else have fun with design (further emphasizing the fact that we’re truly long out of the matchymatchy 80s and 90s era).

CFS 2017 was kicked-off, as always, at the Canadian Home Furnishings Awards gala. Here, Dennis Novosel (left), chairman and founder of destination retailer Stoney Creek Furniture, receives the Lifetime Achievement Award from Laine Reynolds, chairman of the Canadian Home Furnishings Alliance.

Novosel was the first retailer to be awarded the LAA, which is normally reserved for manufacturers and was honoured for his many contributions to the industry on the occasion of his retirement from the day-today running of his business.

Called MAC, this new entertainment centre/ wall unit is from Tuff Avenue and was built in their new Montreal cabinet making centre.

HomeGoodsOnline.ca

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The Beam lamp, which comes in three sizes, is part of a new collection of décor accessories from Trica. It is seen here in grey oak.

“[It’s good to] mix patterns and giving rooms a sense of spirit and whimsy,” she says. “Don't take design too seriously. It's supposed to be fun.”

In another first, the Retailer of the Year Award for 2017 was presented to Leon’s Furniture Limited, the operators of Canada’s two largest full-line furniture, mattress and appliance banners – Leon’s and The Brick for the second time in the program’s history.

The publicly-held company was also the first recipient of the award when it was introduced in 2002. The Brick, as an independent company under founder Bill Comrie, was honoured two years later. Here, Edward Leon (right), LFL chief operating officer, accepts the award from CHFA chairman Laine Reynolds.

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WHAT ARE EXHIBITORS THINKING?

Every year, vendors representing casegoods, upholstery, mattress and decor and accessories manufacturers converge upon the floor to sell their brand new wares to retailers and distributors who are looking for something fresh and exciting. While sales is always a challenge, exhibitors were in good spirits, with some saying they were happy to reconnect with old clients and attract new ones. “[It’s been an] amazing response,” says Martin Sivrais, sales director with the Quebecbased Tuff Avenue Collection. “It’s been a very good show.”

The fact that Tuff was doing well made sense, as it’s well-curated booth offered mixed material casegoods that paired a classic look with a uniquely trendy exterior--something Sivrais said buyers are looking for.

“Buyers are looking for contemporary mixed with rustic, it’s very popular. A little bit of Scandinavian, a little bit of legs that are skinny and slick. Modern rustic is something we’ve been doing for over seven years now.”

As for what the show could improve upon, Sivrais said the dates could use some tweaking.

“The show is good, but right now the dates are too close to the High Point show, so a lot of people doing High Point won’t come here. We try to show every year and show new products at every show we do, and it’s hard to have new products every three weeks.”

Other exhibitors, including permanent showroom holders Renwil, said the one thing that shocked them most about the show was the volume of visitors.

“We saw a ton of traffic, the first day was huge,” says Phil Pinsky, director of marketing with Renwil. “The second day started off slower but picked up steam. We normally see the usual faces who see come in to find something new, but in this case, we’ve opened a lot of new accounts, which is really encouraging.”

As for what Pinsky thinks the show could do better, he says a great social media presence might work well for show organizers and exhibitors.

“I’d love to see more traffic and more social media, the show could be doing that. But we’ve been pleasantly surprised by the traffic. We’ve had tons of designers come to the showroom knowing what they’re looking for.”

Another company that enjoyed a strong show was the Montreal-based CDI Furniture.

“We’re normally acknowledged as being very trend setting, so we don’t get a lot of customers coming to us saying ‘we wish you would make this.’ We try to get out ahead of the pack,” says Jeff Sazant, director of sales with CDI Furniture.

The CDI booth was particularly stunning, boasting a set of mixed-material casegoods with an intricate pattern design that made the pieces appear both classic and modern.

“Industrial, various elements--wood and metal, for example--coming together is a very strong trend. We have a strong collection using white carrara (Italian) marble attached to reclaimed pine bases,” he says.

Sazant also said that CDI has worked to market value-added products (think cushions and candlesticks) to its offerings so that retailers can make more sales.

“We’re finding a trend of getting incremental business by adding something else. The furniture retailer is realizing that that’s a way to improve their sales with that extra cushion or candlestick.”

WHAT ARE BUYERS THINKING?

The health of a show is very likely determined by the buyer experience. If distributors and retailers leave the three-day show without placing many orders, the pressure on exhibitors and showrunners increases.

Although buyers have expressed some discontent over the show’s offerings in the past, a great deal of them seemed pleased with the wares being offered at this year’s CFS. “[I’m seeing] a lot of mattress companies and there are also a lot of traditional suppli-

ers who I think do okay,” says Eric Bennett, president of Bennett’s Home Furnishings, a retail store with locations in Peterborough and Campbellford, Ont. “We do buy mattresses.

There’s quite a bit of solid wood for bedroom and dining room and that’s good because Canada does well at that.”

Bennett, who has been going to shows for years, typically frequents CFS to look at Canadian suppliers such as Julien Beaudoin, Ruff Sawn and Canadel.

“I’m probably a bit different, because I shop more markets than a lot of independents and I go to Vegas. This show is okay because it’s got a Canadian focus. At an American show, you have to comb through a lot of suppliers.”

Although he says the show has changed, he believes it fills an important role.

“This show isn’t what it was 20 years ago, a lot of larger upholstery guys don’t show on site anymore, but they’re not far away [from the International Centre]. When you combine all their stuff, it’s reasonably similar. This needs to be a small show, but I don’t see why it can’t continue. They have other events in this building that are smaller than this. I would not say that this show is going to die, it still provides a service to me and a lot of independents.”

Other first-time visitors walked away impressed by the experience.

“I like it, I like how it’s organized and I like how it has international suppliers as well,” says Khristian Alexander, a buyer from the Brampton, Ont-based Evolution by Design.

“There are great ones I never would have stumbled across online that I’ve seen here.

Elite Living has nice things.”

Alexander, who said he was looking for smaller pieces that are easy to ship, such as

chairs, outdoor furniture and pieces that hotels that are renovating might need, said his first time at the show was relatively exciting.

“We started a distribution company and people started purchasing from us and now we’re opening up our own retail store. It’s my first time at the show.”

As far as improvements go, he said he’d like to see a few more unique showcases.

“I’d like to see more showcases. Everyone carries the similar things, so it’s hard to find something really different.”

Others say the smaller-scale show allows for an easier buying experience.

“It’s a good show. It’s a little smaller, so you get a better feel, you get to see the best-of,” says Cassandra Novosel, a product manager with Stoney Creek Furniture.

“A more rustic look is what we’re looking for, that solid wood. There’s been quite a few things that have caught our eye. Trica looks really great and the weekend hours are a good change.”

Others were also pleased with the shopping experience.

“It’s been great. It’s a good show, lots of good vendors. We’ve seen great savings, too,” says Allison McLellan, a sales manager with the New Brunswick-based Brandsource McLellan Home Furnishings. “Beaudoin and Canadel had great booths.”

As far improvements go, McLellan misses seeing more appliance vendors. “It would be nice to see appliances back here again. But so far it’s been really good.”

WHAT COULD MAKE THE SHOW BETTER?

Overall, the show offers a satisfying product mix to buyers looking to outfit their operations

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1. Among the dozens of new stationary upholstered designs introduced by Décor Rest was the 3706 curved front leather sofa with exquisitely tufted back, dressed in 100% topgrain, genuine cowhide leather in a sumptuous shade of blue. It also features the company’s signature, sinuous spring construction.

2. The Optic chair from Bugatti Designs.

3. Adria from Style is a faux-slipcover style upholstery group featuring the Vancouver-based manufactuer’s luxurious Feathersoft-plus seat cushion. It features deep seating for sink-in comfort as well as feather backs and toss pillows.

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In the Best Booth Awards’ category for exhibits in the 1,000 to 2,499 square foot range, the gold went to Textiles Gauvin, the linen and textile supplier based in StPamphile, Quebec.

First time exhibitor Sun Shine Rugs was named the winner of the ‘Best New Booth’ award at this year’s Canadian Furniture Show. The awards are organised by the International Centre’s SOFA (Source of Furniture and Accessories) annex, which houses the facility’s permanent showrooms.

with on-trend pieces. It also goes above and beyond by hosting talks on style and, in this year’s case, event marketing.

On the second day of the show, Abacus Data founder David Coletto spoke at great length about the complexities of millennial buyers (shoppers between the ages of 18 and 35) and how to market and sell to a demographic that wants to shop quickly (often online, as they’re currently the most tech-savvy and plugged-in group of consumers) and receive their products in record time.

Although his presentation was lengthy and full of insight, he asked vendors an important

ORGANISERS SET 2018 DATES The organisers have announced that the 2018 edition of the Canadian Furniture Show (CFS) will be held from Friday, May 25 to Sunday, May 27 at the International Centre in Mississauga, Ontario, which has hosted Canada’s only national furniture industry event for the past 45 years.

“In keeping with our commitment to continue to evolve the show in line with the needs and desires of the industry, we conducted postevent surveys, as we have been doing since 2015, to guide us in setting the priorities for the 2018 edition. Thousands of participants received the surveys and the results are in,” Pierre Richard, CFS president and chief executive officer, said in a statement. “The industry favours a Friday-to-Sunday show.”

2017 event was the first in several decades that the event had been held on the Friday to Sunday. For most of the past three decades, it was held on a Saturday to Tuesday schedule, until being shortened to three days about two years ago. This year’s event featured approximately 220 exhibitors but no attendance figures have been released as yet.

CFS is owned and organised by the Quebec Furniture Manufacturers Association (QFMA), of which Richard is also president and CEO. “Details of the 2018 edition of the show will be unveiled in the coming months,” Richard said.

The Canadian Home Furnishings Alliance hasn’t yet announced whether it will stage the Toronto Winter Furniture Show next January, as has been its custom for the past few years. Cantrex Nationwide and Mega Group are expected to host private trade events for their respective members in September and October respectively.

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question: Do you want to be Netflix or do you want to be Blockbuster?

His talk revealed something industry insiders have known for a long time--it’s time to embrace technology (look at the success of online mattress manufacturer Casper, for example), utilize social media and create brands that consumers--especially young ones--can form a genuinely emotional attachment to.

Judging from the mood of the show, it seems buyers are finding it easier to fall in love with products that they know their consumers will appreciate.

That said, some buyers are still hoping for a little more domestic selection.

“It’s been good,” says Heather Smillie, an interior designer with the Hanover, Ont-based House Rules Design Shops. “Trica has new stuff and Stylus has new stuff, which is really good. I’m overwhelmed with mattresses.”

And while her experience was good overall, Smillie said the show could benefit from more Canadian products.

“Maybe [it could be improved by] a big focus on Canadian made or a gallery of Canadian made.”

Another and more radical suggestion? Combining the CFS with another popular tradeshow.

“With all the shows that happen, I think it would behoove the CFS organization to consider combining the event with The Gift Show,” says CDI’s Savant. “If we had a slightly longer event where we could put them together sequentially, more people might come and make a vacation out of it.” HGO A contributing editor to HGO Merchandiser, ASHLEY NEWPORT is a Toronto-based freelance journalist who writes primarily for trade and business publications. Her specialties include food, hospitality and emerging social/business trends.

IDEAS

WE FOUND CANADA’S BEST RETAIL FURNITURE SALES PEOPLE INTRO BY MICHAEL J. KNELL • WINNER PROFILES BY ASHLEY NEWPORT HomeGoodsOnline.ca

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The 2017 RSPA winners: Sylvie Viel of Ameublement BrandSource Rice in Edmonston, New Brunswick – Atlantic Canada; Ruth Parkinson of Executive Furniture Rentals in North York – Ontario; Amanda Bell of Marshall’s Home Living in Kelowna – British Columbia; and, Matthew Fecho of Mattress Mattress in Airdrie, Alberta – Western Canada.

ARLIER THIS YEAR AND IN COLLABORATION

with Zucora Inc., Home Goods Online launched a new awards program whose goal was to seek out this country’s best retail sales people and sales managers working in Canadian furniture, mattress and major appliance stores. The quality of the response we received from retailers across the country was staggering and truly encouraging. The amount of raw talent at work on retail floors from Victoria and to St. John’s has to be seen to be believed.

When we published our invitation for retailers to nominate the best members of their team for this award, Brad Geddes, president and chief executive officer of Zucora, the Londonbased added value resource and Presenting Sponsor of the Retail Sales Professional Awards (RSPA), pointed out they really do control the industry’s fate.

“These men and woman are our industry’s first point of contact with the customer. They literally control what the customer buys and why – yet we don’t, as an industry, recognise and celebrate their contributions,” he said, adding, “The RSPA will celebrate the outstanding achievement of sales professionals throughout Canada’s home furnishings industry. In addition to sales success, the RSPAs are driven by peerrecognised achievement for delivering customer excellence by going ‘above and beyond’.”

Nominees had to meet the following requirements, at minimum:

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•• He or she must be actively employed as a sales associate or manager in the retail of home furnishing products (furniture; appliances; electronics; bedding and related products) in Canada; •• He or she must have a minimum of three years of direct sales experience with consumers; •• He or she must consistently meet or exceed performance goals as confirmed by the candidate’s employer; •• He or she must demonstrate a customer-focused approach with supported documentation; •• He or she must have a record of mentoring and assisting other sales professionals as recognised by their peers; and, •• He or she must be aware of the nomination and be willing to be considered for nomination, and if selected, be available to attend the Canadian Home Furnishings Awards gala event to be held in Toronto just prior to the Canadian Furniture Show (transportation and accommodation to be provided).

In all, the judging panel selected one winner from five regions across the country: British Columbia; Western Canada (including Alberta, Saskatchewan, Manitoba, The Yukon, Northwest Territories and Nunavut); Ontario; Quebec and Atlantic Canada (including Nova Scotia, New Brunswick, Prince Edward Island and Newfoundland & Labrador).

From these, one national award recipient was chosen.

The 2017 RSPA winners will be introduced more fully on

A LETTER FROM THE PRESENTING SPONSOR

the pages that follow, but congratulations are warranted once again to: Sylvie Viel of Ameublement BrandSource Rice in Edmonston, New Brunswick – Atlantic Canada; Ruth Parkinson of Executive Furniture Rentals in North York – Ontario; Amanda Bell of Marshall’s Home Living in Kelowna – British Columbia; and, Matthew Fecho of Mattress Mattress in Airdrie, Alberta – Western Canada.

Matthew Fecho was also named Canada’s Retail Sales Professional of the Year for 2017.

Unfortunately, there was no winner found to represent furniture, mattress and major appliance retailers in Quebec.

Each is also profiled by HGO contributing editor Ashley Newport on the pages that follow.

This year’s judging panel included: Mark Geddes, Zucora’s director of corporate sales training; Corrie-Ann Knell, HGO’s director of sales and marketing; and, Pat Kelly, assistant vice president of home furnishings for Cantrex Nationwide.

The recipients of the first RSPAs received an all-expense paid trip (including airfare, accommodation and meals) to Toronto where they were presented to the industry during this year’s Canadian Home Furnishings Awards gala. They were also invited to attend the Canadian Furniture Show.

Pat Kelly was unequivocal in his praise for this year’s RSPA recipients.

“When reviewing the candidates for these great awards one common thread ran through each – a passion for their work. Each contributed on many levels including the success of the business; the right products, excellence in service but most of all a passion and care for their customer; to ensure that each customer had the best experience and a result that exceeded their customer’s expectations,” he observed.

“You have to admire that and recognise the importance of the influence their behaviour has on others and the business. Recognition of their excellence is so important and not just as examples of the changing environment and competitive pressures; but proof it is still the human factor that makes all the difference,” he added.

The RSPA program was also supported by the Canadian Home Furnishings Alliance (CHFA) and the Canadian Furniture Show (CFS).

The call for entries for the 2018 Retail Sales Professional Awards will be made next January.

Home Goods Online extends its congratulations to the winning class of 2017. Our industry’s future is indeed safe in their hands.

SALUTING OUR BRIDGE TO THE CUSTOMER “She doesn’t care how much you know; until she knows how much you care …”

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his is an old but familiar sales refrain. It seems that sales professionals who truly understand the importance of guiding and assisting customers recall this phrase automatically.

What we sometimes forget is that nothing happens until somebody sells something!

Professional sales associates are the real heroes of the home furnishings retail industry. Without them, nothing happens.

Every day, we are fortunate to be able to interact with sales professionals and sales managers throughout Canada who are driven to succeed. Their success (and personal income) is largely dependent on their ability to listen, understand and assist their customers in helping to make the right purchase decision.

Sales associates serve as the bridge between a customer and the product or service offered for sale.

Sales associates determine a retailer’s financial success.

Sales associates are both the first and last impression made with customers.

The Retail Sales Professional Awards is an industry-wide opportunity to recognise the significant value that these key individuals provide for all of us in the home furnishings industry. Together with the support of two leading industry organisations – the Canadian Home Furnishings Association and the Canadian Furniture Show – as well as Home Goods Online, the RSPAs provide the occasion to highlight and celebrate those people that make it happen.

As the program’s Presenting Sponsor, Zucora is proud to have played a small role in recognising these industry professionals who inspire us. Their ability to serve, satisfy and care for customers on a daily basis provides us all with the business success that we’re able to enjoy.

Bradford ‘Brad’ Geddes President and Chief Executive Officer Zurcora Inc. HomeGoodsOnline.ca

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RSPA

WINNE R PROFILES

W

BRITISH COLUMBIA:

AMANDA BELL HATES STAGNATION, LOVES BIG PROJECTS HEN AMANDA BELL STARTS TALKING ABOUT

her job, you know there was no doubt she was a shoe-in for the newly established Retail Sales Professional Awards (RSPA). Her energy truly is electric, and her passion for her profession is palpable.

A sales associate working on the floor at Marshall’s Home Living in Kelowna, British Columbia, Bell was one of first four recipients of the 2017 edition of the RSPA, of which added value goods and service provider Zucora is the primary sponsor. Three other industry insiders also actively support the program, including Home Goods Online; the Canadian Home Furnishings Alliance (CHFA), the Toronto-based furniture trade group; and, the Canadian Furniture Show (CFS), this country’s only national furniture trade event.

Since the award isn’t an easy one to win – salespeople across Canada are nominated for the honour by their managers or peers – locking one down is impressive.

“I was very honoured, it was a surprise,” Bell says. “The owner of my store didn’t tell me he had [nominated me], so when I received a call, I was excited. I had no idea it was coming, I didn’t even know what the award was.”

Bell and the three other winners were honoured at the recent Canadian Home Furnishings Awards gala. She was recognised by the industry and honoured by her manager James Marshall because she is “in tune with what is going on in the industry and a self-starter who is always eager to learn about new products and services.”

Bell’s job is unique because she isn’t just walking clients through a sale; she’s lending them her vision and helping them craft and create their living space. In Marshall’s words, Bell’s clientele list is broad and always satisfied with how she transforms their homes--whether those homes are a brand new builds or a full blown renovations.

Bell, a nine year veteran of Marshall’s Home Living, says the recognition felt incredible.

“I felt really happy and excited when I won,” she says. “I was so looking forward to the whole event and getting to experience all that. It was so nice. When you work hard, it just feels good to get some special recognition like that.”

Although she’s always worked in sales, her role in the company has morphed to better encompass her experience (and talent) as a bona fide interior designer. Her long-term

16 HGO merchandiser

tenure with the store (she’s been with Marshalls almost since its inception) has also allowed her to give back by passing knowledge and experience onto colleagues.

“I’m very proud to say I’ve, for the last several years, surpassed the million dollar mark in sales. Last year was $1.4 million,” she says. “I think I have some qualities that have allowed me to excel at sales. I’m a people person, I’m outgoing, I try to be very engaging and very real and genuine.”

Bell is also knowledgeable about products and that knowledge, she says, puts people at ease.

“I’m trying to do my best for my clients and that really resonates with people. I’m enthusiastic and excited for them.”

As far as career highlights go, Bell says winning a bid on and decorating high-end units in an upscale Kelowna development was an incredible opportunity.

“Last year, I bid on and got 18 multimillion dollar units that I furnished from top to bottom,” she says. “ I set up 18 units with my crew. It was incredible and fun.

The development, called Lakeshore Living at Manteo, functions as both a residential and resort property and Bell and her team even got to work directly with one purchaser to design their unit to their liking.

For Bell, homes and decor have always been fascinating and her early beginnings in real estate allowed her to segue into a sales position.

“I actually started my career as youngest licensed realtor in Regina, Saskatchewan. I was 21,” she says. “I made the leap to Kelowna. My son was young, so I didn’t want to put all the [real estate] time in, and I always loved houses and design and furniture. I got the opportunity to work in a sales capacity and then it grew and built from there.”

Outside of work, Bell likes to keep active and spend time with her family, including her now 22-year-old son.

“I’m a big family person. I love to go biking and boating.

I love to do things with my rottweiler fur baby and travel.”

When it comes to work, Bell says she’s happy to be working in a store where no two days are the same.

“We are unique, we are individually owned and operated and there is only one of us. We’ve turned into a really unique, trend-setting store that people come to. I want to keep growing and working on big projects, I don’t like to be stagnant.”

ATLANTIC CANADA:

SYLVIE VIEL WINS RSPA FOR WORK IN NEW BRUNSWICK STORE

W

HEN SYLVIE VIEL, A VETERAN SALES ASSOCIATE

at Ameublement BrandSource Rice traveled to Toronto to receive the Retail Sales Professional Award (RSPA) for Atlantic Canada, she was the only exclusively Francophone recipient.

But that didn’t stop her from mingling and sharing a moment with fellow winner Ruth Parkinson – of Executive Furniture Rentals and the award winner for Ontario – over a shared taste in footwear.

Viel was one of four regional recipients saluted by the first annual RSPA, which is sponsored by Zucora – the London-based added value service provider – and three other industry insiders, including Home Goods Online (HGO), the Canadian Home Furnishings Alliance (CHFA) and the Canadian Furniture Show (CFS). The award recognises the outstanding achievements and accomplishments of experienced sales professionals working on the floors of furniture, mattress and major appliance retailers across the country and seen as leaders when it comes to delivering exceptional customer sales and service.

Since the award isn’t an easy one to win – salespeople from across the country were nominated for the honour by their managers or peers – locking down for one designated for Atlantic Canada is impressive and very worthy of celebration.

“I was so proud, excited and privileged,” Viel told HGO through an interpreter (she speaks French exclusively), to discover she had been nominated and, eventually, selected.

She was even more thrilled to have been recognised for her hard work.

“I was honored, it felt like recognition of all my hard work for the last 28 years in customer service,” she says.

Viel accepted the honour at the CHFA annual gala, which was held just prior to the opening of the 2017 Canadian Furniture Shore – an event that attracted winners from as close as North York and as far as Kelowna, British Columbia.

As for what compelled her employer and manager, Jim Rice – the owner of Ameublement BrandSource Rice, which is located in Edmundston, New Brunswick – to nominate her, he says it has a lot to do with her drive to go over and above.

“Sylvie consistently strives to achieve more than is asked of her,” he wrote on her nomination form. “She was one of

the top sales associates with a competing retailer for 10 years until she switched over to our team in March 2016.”

He also noted that Viel is incredibly dedicated to improving the store and increasing its performance and has gotten tangible results. “In 11 months, our overall performance has improved by over 50%,” he wrote.

Asides from being a strong salesperson, she has the personal touch that works to engage not only customers, but coworkers as well. Viel is known for her strong coaching skills as well as her eagerness and willingness to help other associates perform better. She also works to achieve her ends by setting monthly, weekly and even daily goals – something that works to embolden and encourage the other members of her team.

Interestingly enough, Viel is something of a new face at BrandSource Rice, having only joined the company 15 months ago. The last year has been a big one for the customer service veteran (she’s been working with clients for close to 30 years) who considers transitioning out of the textile industry into the sales segment a bona fide career highlight.

As for what she loves most about her job, she says the interactions with clients are the most rewarding.

“There are a lot of small things, but the two most important things are my client’s loyalty towards me by asking to be served by me and always coming back when they need to make a purchase for their home,” she says. “There’s also the recognition of their satisfaction regarding the products I recommended to them to fulfill their needs and desires.”

Viel says one of the reasons she enjoys working at BrandSource Rice is everyone’s desire to make the store the best it can be is attractive. “[I like] the ambiance and the drive,” she relates. “The people are always working on improving not only as individuals, but as a team.”

In her free time, Viel likes to spend time gardening and keeping active. “Outside of work, my biggest passion is mostly gardening, but I also keep busy by doing yoga, taking long walks, reading and even playing golf.”

Viel has every intention of staying in the furniture industry and hopes to pass her wisdom down to others going forward. “I would love to pass on my passion to those who are willing to learn,” she says.

HomeGoodsOnline.ca

17

RSPA

ONTARIO:

WINNE R

FURNITURE EXPERT TO THE STARS TAKES HOME RSPA FOR ONTARIO

PROFILES

W

HEN RUTH PARKINSON, A SALES ASSOCIATE

with the North York, Ont.-based Executive Furniture Rentals store, learned that she would be receiving an important honour for her work as an accomplished salesperson, she had two thoughts: she was honoured and worried about having to dress up.

“It was really exciting,” Parkinson said. “At first I thought, ‘do I have to dress up?’ But it was absolutely stunning. It was just great.”

Parkinson was one of four recipients of the furniture industry’s first annual 2017 Retail Sales Professional Awards for Ontario, an award sponsored by Zucora and a host of other industry insiders, including Home Goods Online, the Canadian Home Furnishings Alliance and the Canadian Furniture Show. The award recognizes the outstanding achievements and accomplishments of experienced sales professionals who are seen as leaders when it comes to delivering exceptional customer sales and service.

Since the award isn’t an easy one to win, locking one down is impressive and very worthy of celebration.

“I knew nothing about it,” Parkinson says. “My boss came to me and he said someone wanted to talk to me. I was with a client, but he said to pick up the phone for some good news. They told me I’d been nominated and won. When you’ve been at your job for so many years, it’ good to be recognized.”

Parkinson’s job is decidedly unique, as she rents furniture to people and companies who need it for everything from temporary homes to special events. The company even provides furniture for the popular HGTV TV show, Property Brothers.

While few people think about rented furniture--a necessity for traveling athletes, celebrities and companies looking for furniture for summer staff--it’s a thriving niche business.

“I’ve been at Executive Furniture Rentals for exactly 25 years (and the company has been around for a whopping 66 years) and I’ve been in the industry for 35,” says Parkinson.

Interestingly enough, she was working for a family company when Mark Miller, the owner of Executive, said she would work for him one day.

“When the recession hit, Mark approached me,” she says.

“And now I’m still here.”

As for why Miller chose to nominate Parkinson, the decision was an easy one. Parkinson has over 20 years experience servicing clients and creating complete home packages on a temporary basis. On average, her home packages are created within 48

18 HGO merchandiser

hours and promptly delivered--an astounding turnaround time.

“Ruth has gained many compliments from expats relocating temporarily because she has the acute skill to listen to their needs and create instant solutions that meet their lifestyle,” her nomination form reads. “This ranges from presidents and CEOs of major corporations as well as professional athletes to newly arrived Canadian immigrants. All are treated with utmost respect and in fact, Ruth has often become their first Canadian friend.”

Since Parkinson is helping people feel at home when home is far away, her friendly approach is invaluable.

“I look after people relocating to Toronto,” she says. “I think the most exciting client I had was Kirstie Alley. She was a designer before she was an actor, so it was exciting to meet her and furnish her home for six months.”

Parkinson doesn’t just furnish temporary homes, she truly goes out of her way to befriend and take care of her clients.

“I get to know them and their families. There’s a big design element, so you have to know the person. Do they want comfortable furniture?

Do they have children? You’re getting to know the families.”

Over the course of her impressive career, Parkinson has received some recognition for her work. Recently, Parkinson received the U.S.-based Cort Furniture Rentals’ annual Superior Customer Service Award.

“It was pretty exciting to get two awards in one year,” she says.

As for what she does outside of work, Parkinson said her hobbies do not involve visiting furniture stores on weekends. That said, she never gets tired of housing.

“Real estate is an interest for sure, we deal with a lot of agents, so that’s a big part of our business.”

In terms of what’s most rewarding, Parkinson says getting to know people sets the job apart.

“I really feel that some of these families don’t know anyone, they’re coming with their spouse for work and the first person they meet might be me. I keep in contact and it’s hard to say goodbye. I had to say goodbye to someone who was here with Nike for three years.”

The company also makes work fun.

“My boss is amazing, he’s good to me and always has been.

He’s very fair and honest and we’re very fortunate. After 35 years, it’s great to be recognized by your peers. It’s been an excellent experience.”

WESTERN CANADA:

YOUTHFUL NATIONAL WINNER LOOKING TO GROW WITH HIS COMPANY

I

T’S HARD OUT THERE FOR A SALESPERSON –

especially one in the complex, challenging and everchanging furniture industry.

For that reason, it’s exciting when a young salesperson – one who is just 28-years-old – walks away with both a 2017 Retail Sales Professional Award (RSP) for Western Canada and special recognition as Canada’s National Retail Sales Professional for 2017.

Matthew Fecho, a sales manager with Forty Winks Inc. (part of the Mattress Mattress brand), was one of four recipients of the furniture industry’s first annual 2017 RSP, an award sponsored by Zucora, Home Goods Online, the Canadian Home Furnishings Alliance and the Canadian Furniture Show.

The award recognizes the outstanding achievements and accomplishments of experienced sales professional who are seen as leaders when it comes to delivering exceptional customer sales and service.

Winning the award is impressive, especially when a nominee goes from being shy and somewhat introverted to an enthusiastic and engaging people person.

“It was humbling to know there was that chance, and to be recognized by the company. It was definitely kind of exciting to know they wanted to recognize me,” says Matthew Fecho, who was happily surprised by the win. “My first phone call was to my mom and dad and my wife. They were all really excited, my wife especially.”

The recipients were rewarded during the recent Canadian Home Furnishings Gala, which was held on May 25 in Vaughan, a suburb of Toronto.

Like many people in the furniture industry, Fecho works with family and was actually nominated by his mother, Lori Fecho – but don’t let that fool you.

Fecho is an accomplished salesman, having achieved his personal sales targets for the past 39 consecutive months. He was also a top hourly performer for the entire group of 15 Mattress Mattress stores in 2016. Fecho also opened the Airdrie, Alta. location three years ago and has been mentoring a four person team ever since. Now, his store has been holding the title of the #2 (out of 15 stores) for the past two years.

“We looked at hourly rate of sales for employees. [Mat-

thew] was the most consistent and highest selling employee.

He pulls his weight and more,” says Lori Fecho. “If anyone should win, we thought ‘he’s probably the one to do it.’ We get surveys back from customers and he’s gotten so many back where customers love him. They say that if they could have him on their team, they’d hire him in a second.

While the award is an important milestone, it doesn’t just show Fecho’s sales savvy, but also his personal journey from a quiet introvert to an outgoing company representative.

“I never saw myself in sales, let alone selling mattresses,” he says. “I’ve been in industry since March of 2008 and about five or six of those years were part-time while I was studying accounting at the University of Mount Royal [in Calgary].”

He says working for Mattress Mattress taught him that he’s actually a great people person.

“I love talking to people and not sitting in front of a computer screen alone in an office. I find it thrilling and exciting and every day is different.”

As far as working for family goes, he says it has its challenges and rewards.

“I see and talk to my mom almost every day. My uncle (Mattress Mattress owner Eric Buchfink) and I are quite a bit closer now. You’re not scared to put forth ideas or say what you think is right.”

Fecho’s success stems, in many ways, from the passion he developed for the industry once he became more immersed in it.

“This is a health and wellness product and being healthy and active is important to me,” he says.

Fecho is also active and says he and his wife spend a great deal of time walking their dog and biking, sometimes traveling five to 10 kilometres in a day.

Going forward, Fecho hopes to grow with the company.

“I only have intentions of growing with the company. The goals I have are all within Mattress Mattress. I don’t intend to leave ever.”

That said, he does hope Mattress Mattress gets even bigger.

“Growth needs to happen so people are more aware of us.” HGO

HomeGoodsOnline.ca

19

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21

STORE OPENING

The Element is John Fry’s latest design. It incorporates a solid wood support, a metal base and leather upholstered cushions.

Chatham boutique

BUILDS ITS OWN FURNITURE Retailers who design and build and their own furniture are really nothing new. That’s how it was done before the age of mass production. It’s a model that’s making a comeback.

BY ASHLEY NEWPORT

22 HGO merchandiser

I

T’S NOT RARE TO SEE A MANUFACTURING WAREHOUSE OR A FURNITURE boutique, but it’s a little more special to see a de-

cidedly cozy two-in-one operation that’s run by a dedicated and creative couple (and one that often brings their one-year-old daughter to work, no less).

John and Rose Fry, the founders of JM Fry Furniture Design in Chatham, Ontario – not far from London – introduced their company, and John’s unique upholstery and design work, to the furniture world in 2013 (although they hosted their official grand opening event this past May).

Their boutique, complete with a cozy 600 square foot showroom, showcases a range of upholstered pieces created by John Fry, a Canadian-born upholsterer and furniture designer who spent much of his life in Australia (and still has the accent to prove it). The store, in which they both manufacture and sell, fills a niche in an industry that’s dominated by imports.

It’s not well known but for the past several years, Canada has imported more upholstery than it manufactured domestically.

“We haven’t found any upholstery types like us, although there are a lot of companies that make wood,” says Rose Fry, adding their boutique-sized company works with a metalworker in Sarnia and a nearby woodworker to round out its offerings.

John, who is an upholsterer by trade, has been in the industry for some time. He co-founded LeftCoast Designs in 2003 after returning home from Australia and moving to Vancouver in 2001. Six Rose and Jim Fry, seen years later, he founded ILK Furniture Designs. here with daughter Zoey, “My background is an upholsterer by trade and standing in their new I worked in various companies. I loved the design 600 square foot furniture aspect rather than reupholstering and I loved boutique in downtown the idea of designing my own furniture,” he says.

Chatham, Ontario.

“Rose’s background is in architecture. We started

the business out of our home, but I wanted to get into design and we built a few pieces and stored them in the living room and then we looked into getting a store and here we are.”

The couple met in Vancouver when John was working and Rose was studying architecture. Eventually, Rose – who is originally from Ontario – went back to her home province to finish her degree at the University of Waterloo.

“Long story short, I ended up following her out here,” John says.

The couple moved to Chatham in 2011 and kicked off their home business.

“We’ve been running the store for a year but the business for four years. We wanted to be able to showcase John’s designs,” says Rose, adding the initial response to their unique operation has been overwhelmingly encouraging.

“It’s been fantastic,” John adds. “It was slow to begin with, but the response from people who came into the store was really positive. It takes a little bit of time for people to buy.

They’ll have a chair at home that they want reupholstered and they keep our stuff in mind and come back. Word gets out.

People come in saying they’ve heard about us.”

Their product selection is vast and varied. John – who is currently the chief designer but hopes to pass more design work onto Rose going forward – creates modular, contemporary, mixed-material sectionals that are ideal for a stylish living room or chic condo, all while breathing new life into comfortable, cozy pieces that just need the fabric equivalent of a ‘fresh coat of paint’. As for what pieces they fix and create, the couple says they do everything from sofas, chairs and sectionals to tables although wood pieces are typically outsourced as they don’t yet have space for a full wood shop.

They also re-upholster and design benches, ottomans and headboards.

Initially, the couple’s business was primarily driven by customers wanting their existing pieces re-upholstered. Now, they’ve achieved some balance between rejuvenating older pieces and selling their own original designs.

“Getting the word out took some time,” says Rose. “When we first opened the store, people didn’t know we were here.

Now word of mouth is spreading. It’s been a big part of our business all along, especially in Chatham.”

Although news about the company has spread well through word of mouth, the business is active on social media – something most companies, especially newer ones are actively embracing at a time when people are more likely to consult Pinterest for ideas rather than magazines.

“We have web site and use Facebook and Instagram and that starts getting word around,” Rose remarks. “Once word gets out, people check out social media. It gives a more visual front for us. We’re putting more of our products online.”

While customers are free to browse the company’s offerings online, they have to visit the store to purchase them.

“Online is more browsing, we haven’t gotten to the point of selling online,” says John. “We have discussed it, but we do a lot of custom work. We have so many fabrics and leg styles and lots of options. We might eventually have staples you can purchase online, but we’ll always urge people to contact us for something more custom.”

While re-upholstering a piece is indeed challenging, it seems it would be a different animal from designing a piece from scratch. Because the pair works to both refurbish old pieces and stun shoppers with brand new originals, it’s only natural to wonder what inspires their more contemporary work.

For John, it’s all about imagination and sticking to longheld tastes, such as his penchant for Scandinavian-style pieces. “For me, I don’t think I go anywhere to draw inspiration,” he says. “It’s more what I like and what comes out naturally. I play with computer programs – that’s what I started off doing. People have said my furniture is very mid-century, that wasn’t intentional. I’ve always had an eye for Scandinavian design, so I mimic some of the lines.”

But what’s most interesting, however, is the distinctly modern offerings being sold in a small town known for its more traditional tastes. “There’s definitely a modern touch,” says Rose. “I try to think outside the box and do something that hasn’t been done before.”

But while the pieces can be bold, the couple also works to create furniture that appeals to a large swath of shoppers.

“We use nice, clean, straight lines. It’s got to appeal to the masses without being boring. Plain, crisp and classic,” Rose notes, adding, “We both do well on that. Sometimes we’re just talking and something comes up and we’ll start drawing.”

2

1

3

1. This detail shows where the metal base meets the solid wood support and the leather upholstery on the Element sofa. 2. John Fry’s ambition is to add more word furniture to his offerings, such as Ntable which he designed but was built a local woodworker. 3. The Heron chair.

HomeGoodsOnline.ca

23

The Kent sectional is seen on the floor in John and Rose Fry’s furniture boutique. Where possible, the Fry’s also source their materials and components locally.

When it comes to stand-out pieces, John says he’s more proud of his recently created Element sofa. “It’s a custom built piece with a steel metal frame and walnut seat and it’s upholstered with leather,” he says. “It has leather, wood and metal. It’s something that’s been in my head for a while. It’s a more high-end piece.”

Another thing that’s unique about the business is it’s very much a two-person operation. The couple, who work six days a week (and bring their infant daughter Zoe to work on at least one of those days), spend their mornings working in the shop and their afternoons displaying their wares to shoppers. As of now, John builds and upholsters the pieces on his own.

“Sofas and chairs he builds himself,” says Rose. “He’ll look into help over the next couple of years. With metal and woodworking, he gets outside help, but it’s still all his design.”

The aforementioned mixed-material Element sofa is the kind of original piece that John hopes will get the store a little additional attention. It’s been on the floor of the Chatham store for a few months, but he knows it has the potential to attract buyers from bigger markets, such as those who live in Toronto, Montreal and Vancouver.

And even though the couple can only produce so much (or so you might think) with so few hands on deck, the leanness of their operation hasn’t stopped them from creating goods for other small furniture retailers. “We’re talking about producing more for other stores,” says Rose. “A few of our pieces are available in smaller stores.”

As for the more recent grand opening, Rose says they were well-prepared and happy with the turnout. “We had people come in because of an article in a local paper,” says Rose. “Hundreds of people were in and out of store.”

Another unique element that likely sits well with shoppers is the store’s focus on local talent. While the products are mostly EDITOR’S NOTE: Know of a made in-house (and it doesn’t get furniture, mattress, or major much more local than that), the appliance store that’s just materials that play a huge part opened or about to open? Let in the process are also sourced – us know. Send an e-mail to whenever possible – from domesmknell@homegoodsonline.ca. tic businesses.

24 HGO merchandiser

The Trapezoid chair is another of John Fry’s creations. It is also offered as a sofa.

“We have a mix of suppliers, but our suppliers are wholesalers in Canada,” says Rose. “A lot are from Mississauga, also Montreal and Vancouver.”

Rose is beginning to take on a bigger design role. “We talked about me doing a few pieces, a few more kids’ pieces – especially with our little one, as she’s obsessed with chairs,” she says. “We also talked about doing some smaller wood pieces, we do have a woodworking shop, but it’s not as large.

We want to expand our line, we have more couches and chairs and we’d like to do more ottomans and benches. We also do paneling and wall covers.”

As for what the future holds, a bigger space could be in the works.

“We have a small showroom here, maybe in the next couple years we might open a bigger shop,” says Rose. “If that goes well, maybe we’ll open more locations. We’d like to be a more handson business. John says he’d like to get into hiring some woodworkers to help with frames and some others with upholstery.”

All in all, the little store has been chugging along at a steady pace, even though starting fresh in a challenging industry is no easy feat. “I think there’s a learning curve and it’s a 24/7 thing. We don’t just sell products, we make them.

There’s timing and organisation needed to order everything and get it all done.”

But challenges aside, there isn’t really anything else like JM Fry in their market area. “There’s nobody like us in the area,” says John. “Even in bigger cities, there aren’t too many places like us. Here, you can get something reupholstered or custombuilt and also find home decor. We’re pretty versatile.”

Rose agrees. “A lot of our clients say they couldn’t find what they were looking for, or dreaming of something they couldn’t find. We do a lot of memories and nostalgia (antiques, family pieces with meaning) we help people with pieces they don’t want to give up.”

JM Fry Furniture Design can be found on the web at jmfryfurniture.com and on Facebook at Facebook.com/JmFry FurnitureDesign HGO A contributing editor to HGO Merchandiser, ASHLEY NEWPORT is a Toronto-based freelance journalist who writes primarily for trade and business publications. Her specialties include food, hospitality and emerging social/business trends.

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SLEEP IS LIFE’S GREATEST PLEASURE.

The Xi bookshelf from WEWOOD is designed to be assembled easily without tools or screws. It works like a game with the instructions placed directly on the planks to make them intuitive to understand and fun to assemble. Available in oak and walnut, this contemporary design is perfect to store and display books and is suitable for any room.

Travels in Portugal Known best for its wine and cheese, Portugal is awakening as a high-end furniture producer and one that’s excited about the possibilities of free trade between Canada and the European Union.

The quality of the product they make is without question, but do they have the chops to make it in this country’s often rough-and-tumble marketplace?

BY MICHAEL J. KNELL

26 HGO merchandiser

P

ORTUGAL IS PERHAPS MOST FAMOUS

for its port, a fortified wine most often used as a digestive – that is, to settle the stomach after a good meal. Its creation and sale is the result of one of the earliest trade agreements ever made. In fact, that trade relationship continues to flourish today, some six centuries after it was first signed by this country on the west coast of the Iberian Peninsula and what is today Great Britain. Indeed, the Portuguese export port to everywhere in the world.

After that, Portugal is known for its beautiful cheeses and other truly delicious foodstuffs of various kinds ranging from cod to olive oil. A member of the European Union, Portugal has been active promoting and selling its products across the breadth and width of the world’s largest free trade zone and with the prospect of the Com-

TRADE MISSION

prehensive Economic and Trade Agreement (CETA) with Canada becoming law in September, it is setting its sight on entering the market here. And, while this may come as a surprise to many, one of the products they want to sell here is furniture, both case goods and upholstery.

For one week, the author and three wellknown Canadian industry members with backgrounds in furniture retailing, manufacturing and distribution toured the northern region of Portugal as guests of the Toronto-based Portugal Global Trade & Investment Agency (AICEP, for short) visiting 25 or so local furniture makers. An agency of the Portuguese government, AICEP is charged with building economic relationships between their country and ours.

Accompanying the author were: Gina Delicata, vice president of marketing and merchandising for Tepperman’s – a family-owned and operated furniture, mattress, appliance and electronics retailer with five stores throughout southwestern Ontario; Pat Kelly, assistance vice president/home furnishings for Cantrex Nationwide Group (CNW), the buying and marketing group based in Montreal; and, John Power, general manager/sales and strategic development for Mega Group, the co-operatively owned buying group headquartered in Saskatoon. These three professionals have literally decades of experience in Canada’s furniture industry at both the retail and the manufacturing/distribution levels. They made a dynamic, thorough and fair-minded reviewing panel.

Most of us who have spent most of our adult lives in this industry have a tendency to forget, that in addition to everything else it is, furniture is also a cultural product. It is very much a reflection of the society and the people who make it.

Portugal’s furniture industry is small but what it lacks in size it more than makes up for in quality – in both construction and design, which for the export market is decidedly contemporary, occasionally bordering on the avant garde. Most of the firms visited were not lacking for experience as exporters. Many of them bragged about delivering product across Europe, most notably Italy, England, Denmark and Russia.

Some have even done some business in the United States.

Most are also really excited about CETA and, while they confess to knowing only a little about Canada, they are enthused about the possibilities it offers both their individual companies and their industry.

THE CANADIAN EXPERIENCE ABROAD

Contrast that with the Canadian furniture industry’s virtually non-existent adventures in Europe. According to figures published by Industry Canada, wood furniture exports to Europe were valued at less than $17 million in 2016. And then, shipments were made only to four countries: the United Kingdom, The Netherlands, Germany and Sweden.

With the exception of Italy – whose exports of case goods to Canada were valued at $72.9 million last year – our furniture trade with Europe in this category is statistically nil.

On the upholstery side, it’s even worse.

Canadian upholstery makers sold more to Kuwait, Saudi Arabia, the United Arab Emirates and Qatar (about $2 million worth) last year than they did to Europe, where our only customer seems to be the United Kingdom (whose purchases were valued at about $500,000).

For the past five or six years, Canada has imported more upholstery than it manufactures domestically. Total imports were valued at $1.15 billion in 2016. Our two largest sources were the People’s Republic of China ($624.1 million) and the United States ($354.6 million).

Once again, the only European importer of upholstery into Canada worth mentioning is Italy, whose shipments to retailers in this country were valued at $34.5 million last year. In all fairness, it should be noted imports from Poland, Norway and Romania have increased steadily over the

The HGO panel is seen here in the warehouse of AM Classics. From left to right are: Isabel Quintas; Pat Kelly; John Power; Gina Delicata; Michael Knell; Raul Travado; and, Cristina Cunha. Quintas and Cunha are staff members of the home furnishings division of the Portugal Trade & Investment Agency and based in Porto.

Travado is director of the agency’s Toronto office.

HomeGoodsOnline.ca

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These highly contemporary wall units are part of the Prisma collection, manufactured by ARC – Indústria de Mobiliário, a case goods specialist with a good understanding of the container business and an experienced exporter with customers in Germany and Austria.

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past three years, although their combined value for last year was only about $32.0 million.

This untapped potential is one of the reasons why furniture makers in Portugal are so enthusiastic about entering the Canadian market.

POINTS OF DIFFERENCE

There are some marked differences between furniture manufacturers in Portugal and those in Canada. First and foremost, Portuguese furniture makers are considerably smaller than most of the vendor partners the majority of independent furniture retailers buy from on a regular basis. Indeed, very few had more than 50 production workers.

Unlike most Canadian producers of similar size and capability, these companies actively compete and build product for the hotel and hospitality sector in addition to residential retail. More than one of our hosts showed off collections and specialty items they designed and built for high-end restaurants and resorts across Europe.

The quality of their finished product cannot be overstated. These companies are the very definition of ‘old world craftsmanship’ but for the three industry veterans who accompanied

the author to Portugal the question is: “Are they ready to compete in the Canadian market?” The answer is a qualified yes.

“Many of them could sell into Canada today without changes – by focusing on the more exclusive designer-oriented retailers,” Gina Delicata of Tepperman’s observes. “This is where their opportunity lies right now without making changes. But, if they want to address the mass market, they would have to bring in expertise to help them improve the efficiency of their manufacturing operations, and then design and make products that are both unique and saleable in the mass-market channel.

“However, at the end of the day, this may not be the best route for them,” she continues.

“They have a strong niche in quality, designeroriented products and that may be their best focus. Many of the factories we saw were also strong in commercial and hotel businesses.

This is an additional opportunity for them that they are already expert in.”

Mega Group’s John Power holds a similar view but notes most of the factories visited simply don’t have the capacity to take on the Canadian industry’s bigger players.

“The factories are small and almost any ma-

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The Carrara dining table is from Luisa Peixoto Design, a highend manufacturer and retailer based in Porto, Portugal’s second largest city and centre of the country’s port wine making region.

jor Canadian retailer would over-run their current capacities,” he remarked, adding the flexibility of the Portuguese producers, coupled with the high quality of their finished product come with costs that that average Canadian consumer won’t understand and won’t respect the value it represents. In other words, they could easily find themselves priced out of the market – not because of inherent problem on their part but because consumers have been conditioned to accept a lower quality standard and a lower price point.

He also praises their ability to be “full solution” suppliers – something that’s not always provided by current vendor partners.

The price/value equation is probably the biggest barrier to success for these Portuguese furniture makers, CNW’s Pat Kelly believes.

“The market in Canada is very limited as we continue to race to the lowest price but there is a high-value market out there that is typically tapped by high-end designers,” he points out, adding their best opportunities mightz be found in that market niche.

TRADE MISSION

Here is a sampling of the 25 or so furniture manufacturers the Home Goods Online panel visited during our week-long tour in northern Portugal. Check out their web sites to find out more about them.

ABEL FERREIRA DOS REIS E FILHOS LDA www.vanguardconcept.com Known as Vanguard Concept, this 50 year old family business is a full-line producer making both upholstery and case goods.

It also rounds out its own collections with accessories and accents sourced from other vendors. In many ways, the firm is the most ready to do business with Canadian retailers without making a lot of internal or external changes.

PAULO S. ANTUNES www.pauloantunes.net Owned and operated by Paolo Antunes, an architect by training, this company specialises in highly customised high-end upholstery and case goods for the high-end market – both retail/ residential and designer. The company also produces furniture for boutique hotel projects as well.

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WEWOOD www.wewood.eu Founded in 2010, WEWOOD describes itself as a joinery and specialises in high-end, contemporary solid wood furniture, developed for export from Portugal to other members of the European Union.

ARC – INDÚSTRIA DE MOBILIÁRIO www.arc.pt A producer of contemporary case goods – with a particular emphasis on entertainment centres and other wall units – this company has a good understanding of the container business and already does a lot of business in Germany and Austria. With 95 production employees it was one of the larger furniture manufacturers reviewed by the panel.

A. BRITO MOBILIÁRIO www.aabrito.com This is a value-oriented case goods producer with a strong ready-toassemble capability.

STOFFUS www.stoffus.pt An upholstery specialist with a good feeling for style and value that also demonstrates a willingness to learn about the Canadian market.

ARMANDO FERREIRA DA SILVA www.amclassicfurniture.com A 50-year old producer of bedroom, dining room and kitchen furniture in both the English and French styling traditions. It also has an extensive hotel business as well.

Above: This library wall unit from AM Classics Furniture comes in sections and can be configured to suit almost any room.

It is constructed of solid wood and finished by hand.

Below: Made by Paulo S. Antunes and inspired by the pleated skirts popular in the 1970s, the Alfama armchair exudes sophistication and is almost a piece of art. Covered in highquality leather, the chair is entirely hand-made and retails for more than $10,000 at current exchange rates.

He also applauds the high quality of the product they make, but suspects Canadian consumers would question its relative value. “After all, the best value is challenging enough to quantify,” Kelly says.

Kelly’s first piece of advice to the manufacturers hosting the group was to visit furniture trade events in North America – particularly the High Point Market to get an understanding of the variety of product and price points being offered to retailers in both Canada and the United States.

Visiting Canada is also high on the ‘to do’ list of most of the Portuguese manufacturers the panel spoke with, who urged them to concentrate their efforts on the corridor from Windsor to Quebec City – the heartland of Canada’s consumer marketplace and economy. Many also expressed an interest in attending the Canadian Furniture Show and in touring retail floors where their product would prove an asset. They’re confident in the design and quality of the upholstery and case goods they make and they’re eager to learn what it takes to compete on this side of the Atlantic.

Picking up on that theme, Delicata says, “the level of quality was extremely high and they all appeared to be very flexible and prepared to produce highly customised product.

Their products and values will today service a very exclusive Canadian consumer.”

What’s obvious is Portugal is making a bid to become a respected producer of quality furniture but the next steps in their industry’s development are still tentative. But it wouldn’t surprise the members of HGO’s panel to see them in Canada in the not-too-distant future. HGO MICHAEL J. KNELL is the publisher and editor

of Home Goods Online and all of its platforms.

He has observed, researched and written about Canada’s furniture and mattress industry for the past three decades. He can be reached at mknell@homegoodsonline.ca.

EDITOR’S NOTE: I would like to thank Gina Delicata, Pat Kelly, and John Power for agreeing to be part of the HGO panel on this trade mission to Portugal.

Your insight, contributions and conviviality are truly appreciated.

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SPOTLIGHT

PUTTING MANUFACTURERS

FIRST

BY MICHAEL J. KNELL

32 HGO merchandiser

F

This year, the Quebec Furniture Manufacturers Association is celebrating its 75th anniversary throughout 2017. What may surprise many to learn, it remains the only furniture industry trade group in North America that is still faithful to its original mandate.

O R T H E PA S T 4 5 Y E A R S , T H E

Quebec Furniture Manufacturers Association (QFMA) or, more properly, L’Association des fabricants de meubles du Québec (AFMQ) has been associated primarily by many throughout the industry with one single annual event – what is now called the Canadian Furniture Show (CFS). While many industry stakeholders outside the organisation probably view operating Canada’s only national furniture industry event as its most important task, they may be surprised to learn its senior management team doesn’t share that point of view.

According to Pierre Richard, president and chief executive officer of both QFMA and CFS, the association’s most important work is advocacy for and promotion of the interests of furniture makers in Quebec. What many may not realise is the QFMA is only non-profit industry association left in North America whose focus is on the furniture manufacturing both for the retail/residential as well as contract, commercial and hospitality markets.

For a wide variety of reasons, most other furniture industry groups across North America have broadened their mandates and began admitting more than manufacturers into their ranks – most notably importer/distributors, suppliers of other kinds and in some cases, buying groups and retailers.

For example, the American Furniture Manufacturers Association became the American Home Furnishings Alliance (AHFA) in 2004. Indeed, Richard Magnussen, chief executive officer of the New Hamburg, Ontario-based Magnussen Home

is serving as its chairman of the board for 2017.

He is the first Canadian to hold the post.

Similarly in late 2007, the Ontario Furniture Manufacturers Association evolved into the Canadian Home Furnishings Alliance (CHFA). Shortly thereafter, it merged with Furniture West, the Winnipeg-based factory group and the national umbrella group – the Canadian Council of Furniture Manufacturers – ceased operations.

Many of these changes took place against a background of economic upheaval that, in turn, prompted furniture manufacturers to shift from Canada and the United States to places such as Indonesia, Vietnam and the People’s Republic of China.

These organisations undoubtedly do a lot of good, but theirs is not a path the QFMA will take as the Montreal-based group celebrates the 75th anniversary of its founding.

Indeed, the QFMA is growing its membership.

At least 25 companies have joined the association so far this year. Of its 145 members, at least 100 are furniture manufacturers. These companies range in size from three to as many as 200 or more employees. On the residential side, membership includes firms such as Ébéniste Jean-Guy Morin, a cabinetmaker in St-Sylvère to more familiar names such as the Victoriaville-headquartered case goods producer Huppè, motion upholstery house Elran and specialty mattress maker Zedbed. On the contract side, membership includes several well-known systems furniture producers such as Lacasse, Artopex and Teknion.

Association membership is divided into three categories: regular members – these are furniture manufacturers of both residential and contract, commercial or institutional furniture; affiliate members – companies manufacture and assemble furniture-related products such or components, lamps and decorative accessories; and, associate

The Canadian Furniture Show is probably the event most commonly associated with the Quebec Furniture Manufacturers Association. This is a view of the activity in Hall 2 during the 2016 CFS.

members – firms offering products or services to the furniture industry (including hardware, finishing products, financial services, etc.)

It should be noted Home Goods Online an associate member of the association.

Since taking over as CEO in October 2013, Pierre Richard and his senior management team have been rebuilding the association with an eye to making it a valued resource to the membership and becoming a trusted touchpoint between the industry and both levels of government, the press and even the consumer to a smaller extent.

Back in late spring of 2014, Richard told HGO that rebuilding the association would have its own set of complexities – the first being to have both members and non-members alike determine what role the association should be playing the in day-to-day life of the furniture industry in Quebec. The initial results weren’t that encouraging.

“The level of satisfaction is generally low,” Richard said at the time. “Non-members don’t know us and many of our members don’t really understand all of the benefits of being a member.”

The QFMA still operates one of the best credit reporting programs in the industry, providing a wealth of data about the credit worthiness of furniture retailers across North America to its members. It also operates a health and safety program aimed at reducing the workers’ compensation costs of its members as well as a variety of insurance programs whose goal is to reduce premium rates for such things as property and fleet insurance as well as group insurance for prescription medicine and dental services.

These are ‘meat and potato’ services that the association continues to provide and which Rich-

ard believes critical to the association’s ongoing success.

Over the past three years, Richard has made it a priority to raise the industry’s public profile through a number of initiatives. In 2016 and 2017, QFMA members supplied the furniture for the ‘Open House Weekends’ held over two successive weekends this past April to highlight Montreal’s real estate market. These occasions were used to show Quebec-made furniture to potential Quebec furniture buyers in real Quebec homes. This year, the event was curated by Jean-Claude Poitras, the Montreal-based designer who is perhaps best known for his clothing but has branched off into other areas including furniture.

In association with TéléMag – a French-language cable television channel seen throughout the province – the QFMA has produced four halfhour programs highlighting the industry. The first was broadcast in late 2015; the second last year and the next two were shot over the summer and will be broadcast in the coming months.

As part of the 75th anniversary celebrations, La Presse – the well-known Montreal daily – published a 16-page section devoted to the Quebec furniture industry, something it had never done before. The association followed this up with the publication of its own electronic magazine (which can be found on its web site at afmq.com/en).

Pierre Richard has been president and chief executive officer of the Quebec Furniture Manufacturers Association since October 2013. He holds the same position for the Canadian Furniture Show.

HomeGoodsOnline.ca

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“ I wanted to raise the profile of the industry. I wanted to let them know we still exist. They needed to know the industry is vibrant and makes great contributions to the health of the country’s economy.”

The Alta 37 sofa from G. Romano and the Citta chair and Moment side tables from Huppé were selected for inclusion in the 2016 Open House Weekend organised in part by the QFMA.

Méli-Mélo outdoor furniture suite from Alphavic was also featured in the Open House Weekend.

34 HGO merchandiser

Richard, supported by the senior management team and members of his board of directors, has also been lobbying both the provincial and federal governments about issues that matter to the industry.

Late last year, in what may have been an industry first at least in the modern era, Richard and QFMA chairman Réjean Poitras – who is also CEO of metal furniture maker Amisco – appeared before the House of Commons’ Standing Committee on Industry, Science and Technology to argue for the industry’s inclusion in the federal government’s promised strategy to grow this country’s manufacturing sector.

Their message was straightforward: a decade after the great recession, the furniture industry remains a vibrant and innovative source of jobs, taxes and international trade. “I wanted to raise the profile of the industry,” Richard told HGO at the time. “I wanted to let them know we still exist. They needed to know the industry is vibrant and makes great contributions to the health of the country’s economy.”

This was followed up earlier this year with a written submission arguing against the signing of a free trade agreement with the People’s Republic of China.

The QFMA is also working with Health Canada and other agencies on health and safety regulations for both the product and the factory floor. A good example is the Richard believes furniture manufacturing has a bright future, especially in Quebec – the area of the country with which he’s most familiar. He points out his members have combined payroll expenses in excess of $1 billion annually and generate direct taxes of more than $340 million every year. His members constitute the seventh largest manufacturing sector in the province and shipments have been growing steadily in each of the past few years. “Furniture manufacturers are also the number one consumers of hardwoods in Quebec,” he points out.

Quebec industry shipments are estimated at $2.5 billion for 2016 with exports of residential furniture estimated at about $800 million. It should be noted exports of contract and commercial furniture are likely to be just as great or even higher – with 90% of all exports going to the United States.

“We are the voice of the industry in Quebec,” is how Richard defines the role of the QFMA in its 75th year of operation. “We have become the reference point for both government and the media.”

But don’t let that allow anyone to believe the work is done. Richard and his team know they still have a lot to do. HGO MICHAEL J. KNELL is the publisher and editor of

Home Goods Online and all of its platforms. He has observed, researched and written about Canada’s furniture and mattress industry for the past three decades. He can be reached at mknell@ homegoodsonline.ca.

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INDUSTRY CALENDAR September 28 to October 1, 2017 INTERIOR DESIGN SHOW VANCOUVER Vancouver Convention Centre West Vancouver vancouver. interiordesignshow.com October 1 to 3, 2017 ANNUAL CONVENTION MEGA GROUP Fairmont Hotel Vancouver megaconvention.ca

November 29 to 30, 2017 IIDEX INTERIOR DESIGNERS OF CANADA MTCC North Toronto iidexcanada.com December 3 to 6, 2017 SHOWTIME INTERNATIONAL TEXTILE MARKETING ASSN. High Point, NC showtime-market.com January 4 to 7, 2018 TUPELO FURNITURE MARKET Tupelo, Mississippi tupelofurnituremarket.com

November 16 to 18, 2017 ANNUAL CONFERENCE QUEBEC FURNITURE MANUFACTURERS ASSN. Ritz-Carlton Hotel Montreal afmq.com/en

January 15 to 21, 2018 IMM COLOGNE THE INTERNATIONAL INTERIORS SHOW Koelnmesse GmbH Cologne, Germany imm-cologne.com

ADVERTISERS’ INDEX

October 14 to 18, 2017 HIGH POINT MARKET High Point, NC highpointmarket.org

Pages 2-3 Phoenix AMD International 41 Butler Court Bowmanville, ON L1C 4P8 T: 800.661.7313 phoenixamd.com Page 5 Stearns & Foster Tempur Sealy Canada 145 Milner Avenue Scarborough, ON M1S 3R1 T: 800.268.4414 stearnsandfoster.ca Page 7 Zucora 552 Clarke Road London, ON N5V 3K5 T: 800.388.2640 zucora.com

January 18 to 21, 2018 INTERIOR DESIGN SHOW Metro Toronto Convention Centre North Toronto interiordesignshow.com January 28 to February 1, 2018 LAS VEGAS MARKET World Market Center Las Vegas, NV lasvegasmarket.com January 28 to February 1, 2018 TORONTO GIFT FAIR CANADIAN GIFT & TABLEWARE ASSN. International Centre Toronto Congress Centre Mississauga, ON cangift.org

March 8 to 11, 2018 MALAYSIAN INTERNATIONAL FURNITURE FAIR Putra World Trade Centre Kuala Lumpur, Malaysia miff.com.my March 14 to 16, 2018 ISPA EXPO INTERNATIONAL SLEEP PRODUCTS ASSN. Charlotte Convention Center Charlotte, NC sleepproducts.org

February 25 to 28, 2017 ALBERTA GIFT FAIR CANADIAN GIFT & TABLEWARE ASSN. Edmonton Expo Centre Edmonton, AB cangift.org

Pages 20-21 Serta Canada 40 Graniteridge Road, Unit #2 Concord, ON L4K 5M8 T: 800.663.8540 sertacanada.com

Page 35 Protect-A-Bed 1500 S. Wolf Road Wheeling, IL 60090 T: 519.822.4022 protectabed.com

Page 25 Magniflex 1000 5th St., Suite 220 Miami Beach, FL 33139 T: 905.481.0940 magniflex.com

Page 36 Tempur-Pedic Tempur Sealy Canada 145 Milner Avenue Scarborough, ON M1S 3R1 T: 800.268.4414 tempurpedic.ca

Page 29 Las Vegas Market 475 S. Grand Central Pkwy.

Las Vegas, NV 89106 T: 702.599.9621 lasvegasmarket.com

Page 38 Home Goods Online P.O. Box 3023 Brighton, ON K0K 1H0 T: 613.475.4704 homegoodsonline.ca

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