Start Garden

MMQB
THE BUSINESS OF FURNITURE
12.16.2013
Start Garden
Start Garden is an investment
fund — $15 million, to be exact —
that is backed by the DeVos family,
the billionaires behind Amway.
It is a business incubator. It is a
coworking center. And it is a business
education and collaboration hub
in downtown Grand Rapids.
MMQB
December 16 - 22, 2013
The Monday Morning Quarterback
Contents
Inscape Sales Climb 6.1% in Second
Quarter
The walls business showed a strong
year-over-year growth while year-to-date
furniture sales were adversely impacted by
low volume. p6
Office Depot moving to Florida from
Illinois for new Headquarters
The company said the evaluation of its
headquarters selection was based on operation and employee costs, lease obligations, tax implications and government
incentives and ability for expansion. p7
SCJ sues Sotheby’s to block auction
of desk, chair
The desk and chair were part of a commissioned set of office furniture that the
famous architect designed for the corporation, according to the suit. p8
Midwest Dealer Heads to NYC
It’s a good move for Allsteel, which has
been underserved in the New York market.
p10
On the Shelf with Riveli
It has the characteristics of an art
piece, features of a wall shelving
unit and is unique because it fits
perfectly in a corporate setting
as it does in a retail store. p20
MMQB Online Poll
System is fair?
Do you think the FedBid
COVER: Start Garden
Start Garden is an investment fund — $15
million, to be exact — that is backed by
the DeVos family, the billionaires behind
Amway. It is a business incubator and a
coworking center. p11
MMQB Industry Index
YTD gain or loss: +24.58
(2012 finished with a year-over-year gain of 25.42%)
5500
No
Don’t know
Yes
65.50%
18.60%
15.90%
5350
5200
5050
4900
Nov 18, 2013
Dec 2, 2013
Dec 16, 2013
Editorial / Sales office: 888-603-7665 Issue 1,207 • Email: [email protected] • http://www.mmqb.com
BIFMA’s updated outlook, prepared by IHS
Global Insight, calls for 3.2-percent growth
in shipments in 2014 to $9.7 billion. Orders
are forecast to grow next year by 4 percent
to $9.8 billion. p4
The Monday Morning Quarterback - The Business of Furniture | Copyright © 2013 by ZZC Inc. | ISSN 1064-3575 All rights reserved. Founded 1990 | Subscribe instantly at http://www.mmqb.com
Office Furniture Shipments Climb
1% in Latest Quarter
December 16 - 22, 2013
The Monday Morning Quarterback
Top News
Office Furniture Shipments Climb 1% in
Latest Quarter
Orders are forecast to grow next
year by 4 percent to $9.8 billion.
ff
It isn’t much and certainly not what
the industry was expecting, but at
least the news is positive. BIFMA
reported that North American shipments for office furniture inched up
slightly in the third quarter.
Shipments for the July-to-September period totaled $2.42 billion,
according to the Grand Rapidsbased Business and Institutional
Furniture Manufacturers Association. That’s up just 1 percent from
the third quarter of 2012 and came
4
after a solid 4-percent increase in
the second quarter.
Through the third quarter, industry shipments in North America
grew to $6.96 billion, up 1.4 percent
from the first nine months of 2012.
Industry orders fell in the third
quarter by 1.5 percent to $2.27 billion after growing 4 percent and
3.3 percent in the second and first
quarters, respectively.
BIFMA Executive Director Tom
Reardon said it was “tough to tell
what is causing” the order decline,
“but if it continues it will impact
shipments,” he wrote in an email.
The third quarter volumes led to
an adjustment in BIFMA’s quarterly
outlook, which now sees the industry finishing 2013 with shipments
of $9.4 billion, up 1.7 percent from
2012.
BIFMA’s updated outlook, prepared by IHS Global Insight, also
calls for 3.2-percent growth in shipments in 2014 to $9.7 billion. Orders
are forecast to grow next year by 4
percent to $9.8 billion.
The prior quarterly outlook, issued in August, forecast shipment
growth of 4.1 percent for 2013 and
3.2 percent in 2014. BIFMA updates
December 16 - 22, 2013
The Monday Morning Quarterback
6
the outlook quarterly based on economic conditions and reported sales
volumes from furniture makers.
The quarterly update comes as
Steelcase Inc. and Herman Miller
Inc. prepare to release their latest sales and earnings just before
Christmas.
Analysts expect Steelcase to report sales of $766.0 million for the
quarter and net income of 26 cents
per share, according to a consensus
estimate. That would represent a
5.3-percent increase from the sales
of $727.2 million and net income of
22 cents per share that Steelcase
reported a year ago.
Herman Miller is projected to
report quarterly sales of $466.9 million, up 5.6 percent from $441.8 million it reported in the same period
in 2012, and net income of 40 cents
per share.
Both Steelcase and Herman Miller
report quarterly results on Dec. 19.
Inscape Sales Climb 6.1% in
Second Quarter
The walls business showed a
strong year-over-year growth while
year-to-date furniture sales were adversely impacted by low volume.
ff
Inscape Thursday announced its
second quarter financial results
ended October 31, 2013.
The second quarter of fiscal year
2014 had a net loss of $0.3 million
or 2 cents per share, compared to a
breakeven result in the same quarter of last year. The quarterly results
included $0.4 million decrease in
the fair value of outstanding currency hedge contracts, which may
not reflect the actual financial
results of those contracts when they
are settled in the future. The quarter would have a breakeven result
with the exclusion of the fair value
adjustments. The first six months of
fiscal year 2014 had a net loss of $1.6
million or 11 cents per share, which
included a decrease of $1.1 million in the fair value of outstanding
hedge contracts. The same period
of last year had a net income of $0.1
million or 1 cent per share. The
current year’s financial results with
the exclusion of the currency hedge
contract’s fair value adjustments
would be a net loss of $0.9 million,
compared to last year’s adjusted net
income of $0.4 million.
Sales of $19.3 million in the second
quarter of fiscal 2014 increased
6.1% from $18.2 million in the same
quarter of last year due to higher
volumes in both the furniture and
the walls segments. For the first half
of the current fiscal year, sales of
$36.6 million were 6.8% lower than
the same period of last year. While
the walls business showed a strong
year-over-year growth during the
first six months of this fiscal year,
the year-to-date furniture sales
were adversely impacted by low
volume during the first quarter of
the year.
“We had some impressive sales
with high profile clients during this
period, and benefited from sales
that were 11.8% higher and operating costs that were 6.5% lower than
the first quarter. However, some
December 16 - 22, 2013
The Monday Morning Quarterback
large projects with higher discounts
negatively impacted profitability,”
said Rod Turgeon, President &
CEO. “We are very encouraged by
the market response to our Inscape
Bench, which has crystallized our
application approach. We continue
to have a solid foundation in place:
excellent products, a strong balance
sheet, and an established strategy.”
Gross margin percentage of the
second quarter of fiscal year 2014
was 25.5%, a decrease of 3.2 percentage points from 28.7% of the
same quarter of the previous year.
The reduced gross margin percentage was mainly due to lower net
prices, partially offset by favorable
overhead absorption and production costs. Year-to-date gross margin
percentage was 24.9%, compared
to 27% for the same period of last
year. The decrease in gross margin
percentage was caused by lower net
prices, unfavorable overhead absorption, partially offset by decrease
in production costs.
Selling, general and administrative expenses in the second quarter of fiscal year 2014 were 26.2%
of sales, compared to 27.9% in the
same quarter of last year. SG&A in
terms of dollars spent was at the
same level as last year at $5.1 million. Although the current quarter’s
sales were higher than the same
quarter of last year, variable selling
expenses were $0.2 million less than
the previous year because certain
large projects were subject to lower
commission rates. The lower variable selling expenses were offset
by a minor increase in overhead
expenses in the current quarter.
Year-to-date SG&A was 28.7% of
sales, compared to 26.7% for the
same period of last year. The total
dollar amount of SG&A at $10.5 million was comparable to the amount
incurred in last year. Variable selling
expense was $0.3 million less than
last year due to lower sales volume
and commission rate for certain
projects. The savings were offset by
$0.2 million unrealized decrease in
the fair value of interest-rate-sensitive short- term investments and
a small increase in other overhead
expenses.
At the end of the second quarter
of fiscal year 2014, the company
was debt-free with cash and cash
equivalents at $6.4 million and liquid short-term investments at $13.3
million.
In addition, Chairman of the
Board Madan Bhayana announces
that Rod Turgeon is stepping down
from his position on the board,
effective December 31, 2013 and
appoints Brian Mirsky to the board.
Mr. Mirsky is an experienced Consumer Packaged Goods executive
and CEO of FreshChange Foods
Group, a company that invests in
food companies across North America. Mr. Mirsky holds an MBA in
Marketing from the Schulich School
of Management in Toronto and an
undergraduate degree in Economics
from the University of Toronto.
SUPERSTORE CHANNEL
Office Depot moving to
Florida from Illinois for new
Headquarters
The company said the evaluation
of its headquarters selection was
based on operation and employee
costs, lease obligations, tax implications and government incentives and
ability for expansion.
ff
Office Depot said Tuesday it has
chosen Boca Raton, Fla. for its new
headquarters over Naperville, Illinois where OfficeMax is headquartered.
Office Depot completed its merger
with Naperville-based OfficeMax
last month, but the pair hadn’t yet
announced where the combined
company would be based.
7
December 16 - 22, 2013
The Monday Morning Quarterback
The companies asked for tax
breaks from both states. Illinois lawmakers adjourned last week before
making a decision.
Last month, the company named
Roland Smith, the former head of
the U.S. unit of supermarkets operator Delhaize Group, as its new CEO,
hoping to tap into his turnaround
and integration background.
The company said the evaluation
of its headquarters selection was
based on operation and employee
costs, lease obligations, tax implications and government incentives
and ability for expansion.
Office Depot said it will offer jobs
to Naperville workers at its Boca
Raton location, but it didn’t say how
many.
The former OfficeMax has more
than 2,000 corporate employees
in Illinois -- 1,600 of which are in
Naperville. The rest of the nonretail
8
workforce is spread over three other
locations: its Itasca distribution
center and customer service centers
in Ottawa and Peru.
It said its current Florida headquarters has “ample space to accommodate associates who will relocate
from Illinois.” The company also
didn’t provide a timeline for transition. Together, the two companies
had sales of $17 billion in the year
that ended in September and have
about 66,000 employees.
SCJ sues Sotheby’s to block
auction of desk, chair
The desk and chair were part of a
commissioned set of office furniture
that the famous architect designed
for the corporation, according to the
suit.
ff
Who owns it? SC Johnson has filed
a federal lawsuit in New York state
against the famed auction house
Sotheby’s and a California man,
seeking the return of a Frank Lloyd
Wright-designed desk and office
chair, manufacturered by Steelcase.
Both pieces, valued at a combined
estimate of $480,000 to $720,000,
currently are slated for the auction
block on Wednesday. But SC Johnson filed suit on Tuesday in U.S. District Court in the Southern District
of New York seeking to block those
items from being auctioned off to
the highest bidder. Instead, according to the lawsuit, the Racine-based
company wants the items back.
But SC Johnson’s ownership of
the rare items remains in question.
According to Sotheby’s auction
catalog, the desk and chair once had
been in the SC Johnson Administration Building in Racine, which
Wright also designed. But the desk,
lot 147 in Sotheby’s auction this
December 16 - 22, 2013
The Monday Morning Quarterback
week, was acquired by chemist Elerslie E. Luther of Berkeley, Calif., in
about 1950. It then was passed down
to his son, Everett B. Luther, in
about 1960, and then to his grandson, Jeffrey V. Luther, in about 1990,
according to Sotheby’s. It then was
acquired by an unnamed California man,
listed in the
lawsuit as
“John Doe,”
and sent to
Sotheby’s
on consignment.
The office chair,
lot 148 in
Sotheby’s
auction
catalog, was
a gift from Samuel C. Johnson to a
private collector in 1972. The chair
then was sold to the unidentified
California man in 2002.
SC Johnson, however, states that
this chain of ownership isn’t true.
A search of the company’s records
showed no evidence of a relationship between the corporation and
Elerslie Luther, according to the
lawsuit. And, “this purported 1972
gift is inconsistent with SC Johnson’s records,” the suit stated.
“Despite SC Johnson’s demand for
the furniture’s return, Sotheby’s has
refused to cancel the auction,” the
lawsuit stated.
The desk and chair were part of a
commissioned set of office furniture
that the famous architect designed
for the corporation, according to the
suit.
“SC Johnson owns all such desks
and chairs and has, throughout the
decades, carefully safeguarded all
chairs and desks designed by Frank
Lloyd Wright as an important and
valuable part of its corporate cultural heritage,” the lawsuit stated,
and company officials have carefully
documented gifts and loans of such
furniture.
“With limited and well-documented exceptions not relevant to
this desk and chair, SC Johnson has
not sold, gifted or otherwise transferred its historical furniture to any
third party,” according to the lawsuit, stating
the company is the
sole, rightful owner
and likening the desk
and chair
to “stolen
chattel.”
The complaint does
not indicate
through
what circumstances the desk and
chair were removed from the administration building.
The desk’s estimated value is
$400,000 to $600,000 and the
chair’s value is listed as $80,000 to
$120,000, according to Sotheby’s.
“Sotheby’s, our consignor and
representatives for S.C. Johnson &
Son, Inc. are currently in discussion
and any decision about this week’s
auction will be made pending the
outcome of those conversations,”
Sotheby’s spokeswoman Ali Malizia
stated in an email Wednesday.
SC Johnson spokeswoman Kelly
Semrau issued the following statement Wednesday afternoon: “Frank
Lloyd Wright-designed furniture is
an important part of our company’s
legacy. The furniture was designed
in 1938-39 as part of Wright’s vision
for the administration building.
Wright believed it was ‘impossible
to consider the building as one thing
and the furnishings as another.’ We
share Wright’s belief, and 75 years
later, continue to guard and protect
the furniture, which is an integral
part of our legacy.”
9
December 16 - 22, 2013
The Monday Morning Quarterback
Midwest Dealer Heads to
NYC
It is also a good move for Allsteel,
which has been underserved in the
New York market compared to office
furniture makers of its size.
ff
10
Henricksen Inc., a national office
furniture dealer of Allsteel and
Gunlocke based in Itasca, Ill., is
taking the Big Apple by storm with
a new location in Midtown Manhattan. It is the first Henricksen location in New York City and the first
outside the Midwest.
The company now has eight
dealerships in four major national
markets — Chicago, Milwaukee,
Minneapolis and now, the biggest
of all, New York City. It is a major
move for Henricksen, which has
been in business for more than 50
years and will showcase brands
such as Allsteel, Gunlocke, HBF,
Vitra and Bernhardt at its New York
location, which will also operate as
a showroom.
“We are expanding where we see
the need,” said Russell Frees, executive vice president and principal.
“We have been looking for different ways to expand the business and
New York is a very familiar market
to us. Henricksen has done $25
million in business in the last three
years for our clients in New York.
A lot of design firms have offices
in Chicago and New York. This is a
good next step for us to expand our
business.”
It is also a good move for Allsteel,
which has been underserved in
the New York market compared to
other office furniture makers of its
size. Other brands in the dealership
such as Gunlocke, HBF, Vitra and
Bernhardt will also benefit from an
expanded presence in New York,
the largest office furniture market in
the country.
“We are excited that our long-time
partner, Henricksen, is expanding
its presence to New York City,” said
Jeff Lorenger, president of Allsteel.
“The expansion is a terrific opportunity for Henricksen and the
brands sold within the dealership,
including Allsteel.”
Established in 1962, Henricksen
began as a family business when
December 16 - 22, 2013
The Monday Morning Quarterback
Shirley Henricksen wanted to
help furnish her husband Lawrence’s friend’s office spaces. In
1979, shortly after marrying their
daughter Lois, Stephen McPartlin
purchased the company from the
Henricksens. McPartin has been the
mastermind behind the business
growth throughout the years. His
leadership style was to encourage
and empower his staff to cultivate
business relationships. He retired in
2011, selling the company to seven
members of his existing executive
team.
The business began with a single
office space and showroom, nine
employees and a delivery van. The
company has grown to eight office
locations, about 200 employees and
around $145 million in annual sales.
Alan Grandis, General Manager of
Henricksen New York City, understands the huge challenges and
huge opportunities presented by
the market. Grandis has more than
28 years of experience in the New
York/ New Jersey area on both the
dealer and manufacturer side of the
industry. His experience complements Henricksen’s national presence of seven existing showrooms,
which includes 38 designers and
24 project managers and more than
200 employees. With this reach,
Henricksen has the capabilities and
resources to contribute to a wide
array of projects he said.
“It is, yes, a very competitive market. New York is also a huge market,” he said. “The approach that we
have used (in every market) is organic growth. Henricksen has hired
people with a tremendous amount
of experience — over 20 years on
average. That kind of experienced
group and core team is what started
the business. What’s going to set us
apart is our competence. Henricksen has a great process and we are
adding great people to it.”
That mix is going to help bring
the Henricksen brands served from
the New York office to the forefront, he said. The Allsteel product,
especially, is the best kept secret in
New York that Grandis said is “not
a secret anymore.” Grandis also
has experience at Vitra and is very
knowledgeable on its product line.
In the short time that Henricksen
has been open in New York it is
already working on its fourth Vitra
project.
“The Henricksen organization is
excited with the opportunity to expand to the New York City market,”
said Grandis. “Having a presence in
one of the world’s most significant
design markets represents a true
‘win-win’ for our partner brands
and Henricksen, alike.”
The Henricksen brand has been
successful because it is “very transparent to the design community
and client” and has a strong partner
strategy with its manufacturers,
Frees said, which includes “telling
the manufacturer’s story better.”
Henricksen’s location at 38th and
Fifth Avenue has been open about a
month and it is already reaping the
benefits of the strengthening New
York Market. “I think the New York
market is very strong right now,”
Grandis said. “There is a lot of real
estate activity and not a lot of major
vacant space. New York didn’t suffer as much as other parts of the
country through the great recession.
Now it is stronger than ever. With
its traditional strengths in financial
services and legal, there are also a
lot of tech companies that are growing and growing quickly.”
Henricksen’s reputation has
preceded it. Though the dealer
group has done little to publicize its
presence in New York, its competitors are already feeling its presence,
according to Grandis, who calls the
company’s scale “a tremendous asset.” His intention is to hire the best
people in the market and key in on
the company’s relationships with
the design community.
“The mantra that I have is that
we want no drama,” he said. “We
are out there doing our work, not
getting into a lot of politics and
everything else. We want to serve
our clients and the A&D community.
I’ve empowered (the staff ) to do
what they need to do. We want to
run and gun.”
Henricksen provides a wide
variety of services, including installation, move and change, leasing options, repairs, ongoing maintenance
and buy back. Q
11
Start Garden
Start Garden is an investment fund — $15 million, to
be exact — that is backed by the DeVos family, the
billionaires behind Amway. It is a business incubator. It
is a coworking center. And it is a business education and
collaboration hub in downtown Grand Rapids.
______________
By Rob Kirkbride
December 16 - 22, 2013
The Monday Morning Quarterback
14
A
garden is growing in Grand Rapids. Entrepreneurs are blooming through one of the most
innovative, interesting investment funds in
the world. Start Garden is about ideas, funding
those plans, creating a space for the entrepreneurial ideas to grow and helping others find
the same business success.
Start Garden is an investment fund — $15 million, to be exact — that is backed by the DeVos
family, the billionaires behind Amway. It is a business incubator. It is a
coworking center. And it is a business education and collaboration hub
in downtown Grand Rapids.
December 16 - 22, 2013
The Monday Morning Quarterback
Simply put, it is how work is being created and getting
done in an economy where ideas are gold, regardless of
how far they go. Start Garden is an unconventional venture capital fund that invests in over a hundred ideas a
year in small increments. The program brings financial,
intellectual and social capital to ideas at the earliest stage
by connecting them to the resources of an entire region.
It is founded by Rick DeVos, who has entrepreneurship in his blood. His grandfather, Rich DeVos, founded
Amway with Jay Van Andel. His father, Dick DeVos, ran
unsuccessfully for governor of Michigan. Betsy DeVos is
his mother, a Republican party organizer and daughter
of the Prince family fortune. Prince Corp. was a major
Holland, Mich. manufacturer that was sold to Johnson
Controls. You might know Betsy’s brother, Eric Prince,
founder of Blackwater.
Rick DeVos is making a name for himself with projects like ArtPrize, the world’s richest open art contest
that happens every fall in Grand Rapids. He also founded
5x5 Night in Grand Rapids, which in turn spawned Start
Garden.
16
Each investment Start Garden makes includes not only
financial capital, but intellectual and social capital as well.
It is a family that believes in entrepreneurship and
helping those who have dreams of opening their own
businesses. Start Garden is a simple idea: seeding promising business ideas — no matter how small — with
$5,000 in seed money, no strings attached (unless the
business is a success). The “contest” for the investment
happens weekly with one $5,000 prize coming from the
Start Garden staff and another from a public vote.
The budding companies that receive the funding can
spend the money how they like, but they must return
in person in two or three months to give an update on
the company’s progress at a public event. The update informs the Start Garden team if the project is ready for
a $20,000 investment. The company must also register
as a Michigan limited liability company. The ideas are
funded each week.
If the idea is good enough, it can receive additional
funding, up to $500,000. The Start Garden team watches
the projects closely, and decides whether or not to extend investment. The approach is to invest enough to
prove out the next step. At this level, Start Garden works
closely with its investments to help identify new business models and develop their people and networks.
The Start Garden space can be used by companies that
receive funding, but it is also about creating a “common
area to deepen knowledge and make vital connections
across a variety of topics and industries. The best analogy we’ve come up with - it’s a clubhouse.”
Each investment Start Garden makes includes not only
financial capital, but intellectual and social capital as
well. The fund provides just-in-time investment for the
next step of a startup. Likewise, its facility at 50 Louis in
downtown Grand Rapids is for just-in-time learning and
just-in-time connections. Social events, classes, meetings with mentors – and any other way Start Garden can
provide connections to the people and knowledge entrepreneurs need – is the purpose for its space.
Start Garden’s entrepreneurs don’t have to pay back
the fund with equity, but they do agree to let Start Garden join future fundraising rounds. If they are successful
beyond the first round, that’s when Start Garden’s investors make money.
Steelcase is a Start Garden backer and the space shows
it. Turnstone furniture fills the space with a combination of casual and defined work spaces. Several meeting
rooms fill the storefront location in the heart of the city.
Steelcase media:scape and Node desks are available for
entrepreneurs. The space is broken up into nearly equal
thirds — part evaluation space, part cafe and part meeting space.
“The idea was to create a space that could be
reconfigured on a regular basis by a couple of interns,”
said Paul Moore, who handles communications for Start
Garden. “We like to think of ourselves as a European (i.e.
smaller) version of (New York City co-working space)
General Assembly.”
But the space is not just for projects already funded by
Start Garden. We realize people serious about building
this ecosystem may not be attached to our investments.
The space is also open (for a fee of $100 per quarter or
$300 annually) for those seeking an interesting project
to give some of your time and talent; those tinkering
on a new problem that’s not yet become a project; and
those seeking a deeper exchange of knowledge and ideas
around startups
Membership includes a monthly members-only event
(with a speaker shaping knowledge about entrepreneurship or a field trip to a regional business doing innovative
work). Free access to Start Garden events and classes
and regular access to the Start Garden space. It is not a
true coworking space, but members can loosely use it as
such.
The Start Garden fund was started in April 2012 and
the space opened a year ago. Those who enter the space
are asked to grab a lanyard. Green ones are worn by those
with funded projects. Grey ones are worn by members.
December 16 - 22, 2013
The Monday Morning Quarterback
17
December 16 - 22, 2013
The Monday Morning Quarterback
18
December 16 - 22, 2013
The Monday Morning Quarterback
19
Black lanyards are for partners and orange ones are for
guests.
Start Garden grew, in part, from DeVos’ 5x5 Night
where five ideas were presented, each presenter having five minutes with five slides to convince a panel to
fund their project with $5,000. It also grew out of DeVos’
start-up incubator called Momentum. The space grew
out of visits to Chicago and New York co-working spaces, said Mike Morin, who manages portfolio relations for
Start Garden.
“We checked out a lot of co-working spaces, but found
that Grand Rapids just doesn’t have the kind of density
(for big city spaces),” he said. “Part of the problem with
Grand Rapids too is that it is not an obvious destination
for entrepreneurship.”
The Start Garden space creates “visibility and flow,”
Moore said, which creates an entrepreneurial buzz for
a city the size of Grand Rapids. The Start Garden staff
work in the space, which is on the ground floor at one
of the busiest corners in the city. It is a fishbowl and the
staff has become de facto city ambassadors, answering
questions from people who simply walk into the space.
One of those people who happened upon Start Garden
was the manager of a venture capital fund in Portland,
Ore. who was in the city visiting a friend. Curious about
Start Garden, he walked into the space and started asking questions. He was experienced with tech company
start ups and offered his help.
“You can’t force entrepreneurs to be successful, but
you can manufacture serendipities that can alter the
playing field to make that more likely to happen,” Morin said, noting that Start Garden creates an ecosystem
for success. “A space like this creates the chance for the
right people to meet at the right time.”
Start Garden is unique in that it invests in ideas across
a wide range of segments. It isn’t just for high tech ideas.
In fact, recent funding went to Appraisal150, an online
home appraisal service, and Elf Factory, a holiday school
program specializing in handmade gifts for parents. Other recent investments include Sitting in a Tree, which
creates custom wedding websites, and Break Away Coupling, a fishing lure that is designed to break at a specific
rate of tension.
Not all the projects funding by Start Garden are going
to be successful. Moore guesses that 80 percent will totally wash out and 10 percent might turn out to be slightly successful. The other 10 percent — that’s where the
flowers will grow in the Start Garden. Q
On the Shelf with Riveli
It has the characteristics of an art piece, features of a wall
shelving unit and is unique because it fits perfectly in a
corporate setting as it does in a retail store.
______________
By Rob Kirkbride
December 16 - 22, 2013
The Monday Morning Quarterback
22
I
s it art? Is it a wall product? Just what makes Riveli so
unique? The Riveli product line began its life as a simple,
handmade, one-off piece for a furniture show in Chicago (later at ICFF Studio in New York), but the product has
gained a strong following since its debut three years ago.
It has the characteristics of an art piece, features of a wall
shelving unit and is unique because it fits perfectly in a corporate setting as it does in a retail store. Simply put, Riveli is
a system that creates a wall of shelves that can be folded up
and out of the way. The bottom of the stowed shelves can be
used to create artwork or help sell a product.
Riveli is the brainchild of designer Mark Kinsley who
designed it for “Deceptive Design: Experiments in Furniture,” a show held a few years ago by the Chicago Chapter
of the Industrial Designers Society of America (IDSA) and
the Chicago Furniture Designers Association (CFDA) at the
Chicago Cultural Center, an exhibition of conceptual furniture and furnishings that challenged convention with innovative concepts and compelling forms. Kinsley created
the concept as a response to the compact living space in his
downtown studio. He worked with a local machine shop to
hand machine all parts from solid aluminum plate, paid for
by trading design work for shop time and materials.
The design was warmly received and was later used by
Bernhardt in its ICFF space. A product was born, but it took
some time to gain significant traction.
Kinsley decided to re-design and engineer the shelving
system to be easier to manufacture for consumer sales. After spending a year patenting the design and shopping it
around to different furniture manufacturers to no avail, he
decided to take a chance and manufacture and sell Riveli
Shelving himself. With the help of Jillian Pai (the pair
worked together at Bretford) and her contract furniture
design company, Iconic Revolution, he founded LAKE +
WELLS with the intention of designing, manufacturing and
selling well-designed, American-made furniture products,
Riveli being the first.
The product is unique. Sold like a modular system, the
shelves can be specified for any size by height. When the
shelves are folded up, the bottoms can be used to create a
mosaic picture. It can be a design, product photo or advertising shot — really anything that the customer can come up
with. Riveli can be used to frame out a flat screen television
or monitor, which is a great application for a conference
room.
Riveli is easy to install and for larger projects, the company is using area dealers to put it in place.
The shelves can also be flipped down, which creates the
December 16 - 22, 2013
The Monday Morning Quarterback
23
ability to do a 2D display using the image on the bottom,
connected to a 3D display with actual product on the shelf
itself. For example, in a retail setting, the bottom of the
shelves might create a picture of a beautiful woman wearing
stylish clothing. One of the shelves might be flipped down
and used to actually hold the product.
In a corporate setting, Riveli might be used in a lobby
or waiting area with an image of the company’s products
making up the mosaic on the bottom of the shelves and the
products themselves on the shelving. It makes for an effective display — part art, part practical. “As a way of branding,
we’ve never seen a product like this before,” Pai said. “No
other company is selling something like that. It is very well
made and engineered.”
Riveli is a true platform at the intersection of shelving, art
and wall coverings. Since Riveli is a modular system comprised of individually pivoting shelves, the user can easily
change the artwork, the material, or even the configuration.
As the space evolves, so does Riveli. Specifiers can chose
many options including whiteboard backing, canvas or artwork. The designer can specify the company’s own graphics
(corporate branding, artwork, patterns, photographs, etc.)
or select pieces from Riveli’s library, which includes curated
artists, National Geographic photographs and more.
Riveli also offers a Design Frame with insert, that allows
the user to slide in any material for display like wood, acrylic, fabric, leather or virtually anything else.
The shelves are made of American-made solid extruded
aluminum. Color matching and custom colors like gold and
gunmetal are available with certain minimums. Each shelf
is 1/4-inch thick and is able to hold about 10 pounds, with
more weight capacity as more shelves are folded down.
Though the company has gained a strong following
through online sales at riveli.net, it continues to look for
distribution partners. Pai said she would like to develop relationships with at least one dealer in each state. “We would
be happy to work with them,” she said.
Riveli Shelving can be found at Hershey Co., World Kitchen, Red Studio Architects, Teton County Library and Desks
Inc., to name just a few. Though corporate and retail are the
company’s largest markets, Riveli also has worked with museums, schools and on tradeshow projects as a way to show
2D and 3D products.
“It gives you the chance to refresh the space with new
products and change the area to have a totally new look,”
Pai said.
The company has other products in development, including an extension of Riveli. Q
December 16 - 22, 2013
The Monday Morning Quarterback
Events
SCOTTSDALE / JAN 27-29, 2014
The 360° Leadership Conference is an annual intellectual
feast for leaders in the contract
furniture industry. Montelucia
Resort & Spa, SCOTTSDALE, AZ
http://www.bifma.org/
CHICAGO / JUN 9-11, 2014
NeoCon is North America’s
largest design exposition and
conference for commercial interiors. Merchandise Mart, Chicago, IL
http://www.neocon.com
COLOGNE / OCT 21-25, 2014
ORGATEC is the only trade fair
to present the whole world of
work! In 2014 ORGATEC particularly focuses on solutions
for the growing demand for
flexible forms of work and the
optimal working environment.
Koelnmesse, Cologne, Germany.
http://www.orgatec.com
24
BRIEFING
Consultants Start
Collaborative venture
John Sacks’ JSA Consultancy Services (JSA) based in central London, UK and Michael A. Dunlap
& Associates (MADA) in Holland,
Michigan announced that they
are combining their individual
talents and intellectual assets into
a collaborative venture that primarily serves the interests of the
commercial furniture industries in
North America and Europe.
For the past several years, John
Sacks of JSA Consultancy Services
in London UK has compiled and
distributed regular reports to sub-
scribers in the form of European
Standings of the market shares
and financial performance of UK
and European Office Furniture
manufacturers and dealers. These
tables are compiled from both
from publicly available information and on information provided
by the companies themselves.
“Our current subscribers find
this information to be exceptionally valuable and help them better understand the markets in
which they operate, as well as the
relative performance of their own
businesses.” John Sacks noted.
“Mike and I have chosen to collaborate to produce and distribute similar reports on a quarterly
basis for the 50 largest commercial furniture manufacturers in
the North American markets, using publicly available information
for the publicly listed companies,
commercial databases, directly
provided information, and our
own estimates.”
JSA and MADA have worked
together informally for several
years, exchanging data and global market intelligence. “It’s a good
fit for both of us and the timing
is right for our clients.” said Mike
Dunlap.
He added “Our focus is on the
working (office), learning (education), healing (healthcare), and
leisure (hospitality) markets. We
hope to expand into other regions such as Australia, China, India, Japan, Malaysia, Middle East,
Philippines, South Africa, South
Korea, Taiwan, Turkey and others
that have an impact on this ever
expanding global industry.
The North American Standings will be available by annual
subscription will be published
quarterly. The first edition of the
First Looks:
Pallas Textiles introduced the Lemonade Stand™ Collection, which
brings back the simpler times of our childhood – the county fair, summer camp, creative crafts and games – with a modern, mature approach. Lemonade Stand patterns include Spin Art, Fortune Teller,
Friendship Bracelet and Marbles.
“The four patterns of Lemonade Stand are a touchstone to timeless
childhood activities, which we now relive when playing with our own
children,” said David White, vice president and general manager, Pallas
Textiles. “The color combinations developed for this collection allow
for the playful, bold colors of childhood, yet include sophisticated color
ranges and neutrals that appeal to the grown-up artist in each of us.”
reports will be issued in January
2014.
The firms will continue to operate autonomously and will continue their individual businesses
as they have for more than a decade.
Herman Miller Earns 7th
Consecutive Perfect Score
on Corporate Equality
Index
Herman Miller, Inc,. is once again
part of a select group of businesses to earn a 100% and distinction
as a “Best Places to Work for LGBT
Equality” on the Human Rights
Campaign (HRC) Foundation’s
twelfth annual Corporate Equality
Index (CEI). The company is one of
only 303 major U.S. businesses to
receive a perfect score in 2013, an
achievement they have now obtained seven years in a row.
“Embracing the unique talents
and perspectives of all our employees is an integral part of our
business strategy,” said Brian
Walker, Herman Miller’s Chief Executive Officer. “By doing so, we
create more innovative products
and services for our customers,
develop stronger community
December 16 - 22, 2013
The Monday Morning Quarterback
and supplier relationships, and
provide a supportive environment where all employees feel
welcome and able to bring their
whole selves to work.”
The index evaluates non-discrimination policies, benefits, diversity training and other internal
resources for the LGBT workers,
and is the primary method for
businesses to benchmark and
evaluate their policies, practices
and diversity efforts related to the
LGBT community. The 2014 Corporate Equality Index report can
be viewed on the Human Rights
Campaign website.
Designtex and 3M
Architectural Markets
Announce Collaboration
Designtex and 3M Architectural
Markets announced a new collaboration. Designtex will become the distributor in the United
States for 3M™ DI-NOC™ Architectural Finishes, effective December
1, 2013. The DI-NOC™ series utilizes 3M technology to create a dynamic material which conforms to
flat or curved surfaces, making it a
versatile solution for doors, drawers, furniture, and back-lit applications. The collection includes over
500 meticulously crafted patterns,
from warm wood grains to highimpact color, elegant leathers to
tonal textures, modern metallic
to stone, natural weaves to soft
pebbles. All styles are available by
the yard, in roll format.
With their beautifully crafted,
authentic replication of rare and
exotic woods, DI-NOC™ Architectural Finishes provide a highquality alternative to using these
increasingly scarce resources.
DI-NOC™ is also available in the
E-Series which is composed of
polyolefin, an environmentally
preferable alternative to vinyl,
and features more than 70 designs and natural textures. The
entire DI-NOC™ collection allows
surfaces to be refinished on site,
and thus extends the useful life of
interior architectural and design
elements such as walls, columns,
furniture and furnishings.
“3M and Designtex share a passion for innovation and great design,” said Maureen Tholen, General Manager of 3M Architectural
Markets. “Comprised of leading
edge technology, the DI-NOC™
series conveys a sense of organic
nature to the design environment
and by putting DI-NOC™ in the
hands of an industry leader like
Designtex, we’ve set the stage for
a redefining moment in the design space.”
“This collaboration between
Designtex and 3M allows
Designtex to expand its offerings
of applied materials for the built
environment in a bold new direction,” says Susan Lyons, President
of Designtex. “The DI-NOC™ collection represents an ideal union
of design and innovative technology that is very much in sync with
Designtex’s own approach to the
development of materials.”
EnviroLeather Launches
New Print Technology with
Designs from Jhane Barnes:
EnviroLeather™ by LDI announces the launch of a new line of
PVC-Free faux leather featuring
inspiring design patterns from
renowned New York fashion and
interior product designer Jhane
Barnes. This new EnviroLeather™
upholstery is made with a unique,
patent-pending, hybrid digital
printing process.
The EnviroLeather™ design technology allows for dozens of colors
and subtle color gradients within
each pattern. This type of variety
and vibrancy on a faux-leather
has historically been very hard to
achieve with traditional printing.
These new looks will give interior
designers some fresh, high-end
print options to help them create
innovative design spaces.
The Jhane Barnes Collection
features fresh and innovative patterns inspired by clean, modern
geometry and computer technology. “Box Study” and “Brainstorm”
layer and juxtapose squares and
rectangles in a pleasing, creative
array of hues. “Flora” and “Ivy
League” have a more organic feel
and are contemporary versions
of florals with Jhane’s signature
touch.
In keeping with its goal to design products with sustainable
and health safety benefits, the
new print technology developed
by LDI uses a more environment
friendly process with much lower
energy consumption and waste. It
also uses more eco-friendly materials by incorporating water based
systems to replace solvents.
EnviroLeather™ has gained
recognition as a PVC-Free Faux
Leather that combines outstanding durability, superior chemical
resistance and a soft, luxurious
feel with environmental benefits.
EnviroLeather™ contains no PVC,
no plasticizers, no halogens, and
no heavy metals. It also passes
the stringent California 01350 indoor air quality test and contains
renewable material and postconsumer recycled content. With
this new print technology, EnviroLeather™ now offers innovative,
fresh, new looks and designs as
well.
Jhane Barnes ran her own awardwinning men’s fashion company,
starting in 1976 and pioneered
digital printing in menswear in
the 1990s. Her textile innovations
in fashion opened the doors to
designing textiles for contract
interiors. She has also used her
math and technology-driven approach to make innovative, efficient designs that change the way
modular floor tiles are installed.
Her creative design approach has
led to collaboration with LDI on
EnviroLeather™ upholstery. Jhane
states: “My interest in design innovations and concerns for the
environment make it a natural fit
to work with LDI, who is a leader
in those two areas”
“There is no reason to use outdated product technologies that
are damaging to the environment
or pose a health threat to people,”
says Josh Dame, President of LDI
“We offer innovative technology
to provide more sustainable alternatives that offer superior performance and lower cost.”
ODDS & ENDS
HIRED: Mike Maggio in the role
of President of TriMega Purchasing Association. Mike has over
30 years of Senior Management
experience in all segments of
25
December 16 - 22, 2013
The Monday Morning Quarterback
26
the Business Products Industry.
Mike has held key management
roles at industry wholesalers, SP
Richards Co., and ActionEmco,
and Office Furniture component
manufacturer Group Dekko, and
at independent dealer, Bellia Enterprises. Most recently Mike was
with Virginia based independent
dealer TSRC, Inc., as General Manager of its Frank Parsons division.
APPOINTED: Spencer Henderson to the role of South Division
Manager
for
National
Office Furniture.
Henderson joins
National
with
extensive sales
and sales manHenderson
agement experience most recently as the Vice
President of Sales for Total Office
Solutions in Jacksonville, Florida.
Henderson also has held positions in project management, design and business development.
Henderson will be responsible
for personnel development, distribution strategy and execution
as well as the achievement of
National’s growth goals overseeing the company’s selling efforts
across Alabama, Florida, Georgia,
Kentucky, Louisiana, Mississippi,
North Carolina, South Carolina,
Southern Indiana and Tennessee.
RETIRED: After over 30 years in
the contract furniture industry,
Ken Slaney is
retiring on January 1, 2014 from
Spec Furniture.
Ken started his
career at Kinetics in the 1980’s.
Slaney
Ken will be continuing his passion for golf, and
spending well-deserved time
with his wife Cathy and his family.
Mike McLean, Donald Taylor and
Reg Bernard will continue to lead
Spec.
JOINED: Carl Blando as Luna
Textiles’s new Vice President of
Sales. Carl has over fifteen years in
the contract textile industry, most
recently with Maya Romanoff. Carl
will be based in Luna’s Chicago office and manage worldwide sales
operations for the company.
JOINED: Frank Bucher, a fifteen
year sales management and
furniture industry veteran, has
joined JRB Studio, a Baker Manufacturing brand, and will serve as
its Vice President of Sales. Frank
started his career with a dealer
and advanced quickly to sales
leadership roles within Teknion,
HNI/Allsteel, Paoli and AIS. In his
new position at JRB Studio, Frank
will be responsible for broadening the visibility and distribution
of JRB Studio branded products,
including its award winning product family Animate+.
HIRED: Mark Stuckey has been
hired in a newly created position
of national sales manager at Studio Q Furniture. In this position,
he will direct the sales efforts of
Studio Q Furniture managing
Studio Q’s team of independent
U.S. sales representatives. Stuckey
brings to this position more than
twenty years of sales management experience in the contract
industry. Stuckey joins Studio Q
Furniture from his most recent
position as national sales manager at Furniture Lab. Stuckey will
report directly to Gary Lail, president, Studio Q Furniture.
NAMED: Sai Kakumanu as
Khameleon Software’s Director
of Systems Design and Architecture. ai has more than 15 years’
experience in leading complex IT
infrastructure projects, and most
recently served as Chief Architect
of McAfee Systems. In his new
role, he will help lead the execution of the product roadmap for
the company. A seasoned IT leader, Sai has extensive experience
designing identity and access
management solutions, leading
middleware infrastructure projects, and managing highly-skilled
technical teams.
LEADER: Herman Miller, Inc.,
and its subsidiaries have again
been named a preferred source
for commercial furnishings by
architectural and design professionals, as surveyed in Contract
Magazine’s 2013 Brand Report
Awareness Survey. Based on unaided responses, Herman Miller
was once identified as the top
choice in Ergonomic Seating
and Furniture Systems, while
Nemschoff and Herman Miller
Healthcare were named the first
and third most cited brands respectively for Healthcare Furnishings. Maharam was also named
First Looks:
Bretford Manufacturing announced its MOTIV™ Soft Seating products are now available with a complete daisy chain-style power system
that increases the number of mobile devices that can be charged from
a single electrical outlet. Fluid Power for MOTIV allows up to six power
units to daisy chain off of one electrical outlet so a facility can meet
the power demands of its patrons while using the existing electrical
infrastructure. Bretford is currently accepting orders for Fluid Power
for MOTIV.
Targeted for social and lounge environments, Fluid Power for MOTIV
was created to allow a greater dispersal of power to support electronics and encourage social learning. The system frees students and professionals from solely working at their desks by giving them the ability to move to more comfortable and informal learning and working
environments.
Fluid Power for MOTIV is UL-recognized for safety and includes a
power management system that monitors the power draw and shuts
the system down if too many devices are plugged in and drawing too
much power. Once the overload is eliminated, the system automatically turns back on, removing the need to reset a circuit breaker.
the top choice in Fabrics & Textiles
and second in Healthcare Textiles.
Overall, the company and its family of brands hold top 5 rankings
in eleven furniture categories,
including, Computer Support, Filing & Storage, Guest & Occasional
Seating, Conference Tables, and
Education Solutions.
IN PRINT: Today’s workplace is
not just not keeping up with businesses, and their need to compete, it’s holding
back companies
and
organizations
reliant
on knowledge
workers to stay
ahead.
Falling
behind in any
competitive arena is a bad thing. Paul Heath and
Clark Sept’s latest book, The Emergent Workplace – Understanding
and Creating Adaptive Workplaces
(Business Place Strategies, Inc.,
2013), comes to the rescue of organizations facing the perils of
incessant change. Copies of The
Emergent Workplace can be purchased at Amazon.com.
AWARDED: Sharewall Full Wall
Magnetic Whiteboard by MooreCO Inc. has been awarded both
the 2013 IIDA Innovation Award for
Wall Surfaces and the 2013 Interiors and Sources magazine Readers’
Choice Award for Best Conference
Element.
AWARDED: Halcon’s New Millennia collection has been crowned
a Best of Year Winner by Interior
Design magazine. Designed by
Frederick A. Poisson, the New
Millennia collection expands
upon Millennia’s classic lines and
integral finger pull to deliver innovative solutions for the private
office and open plan. Perfectly
mitered casework and stunning,
height-adjustable desking result
in a timeless, modern aesthetic
for the workspace of today and
tomorrow.
VIDEO: AIS has released a new
corporate video. Watch now:
https://vimeo.com/79097201 Q
December 16 - 22, 2013
The Monday Morning Quarterback
Blogged:
PREPARING FOR THE ON-DEMAND
GENERATION
ff
Millennials are just the warm up
by TRACEY PARSONS · December 12, 2013
In a few short years, my son will be in a coveted marketing
demo. And as all generations before him, there are unique
attributes about their experiences that can be challenging
for marketers. Baby Boomers have their characteristics
that help inform marketing choices as does my generation
(X) and the Millennials right behind me. We are all a bunch
of marketing conundrums, however, with each generation
the channels in which to engage continues to grow. Boomers are more comfortable with more traditional media like
television, radio and print. But as you go through the demographic chain the channels expand.
My generation pays attention to more than radio and
television. We use social and mobile to an increasing degree. However, we still listen to the radio and watch television. And the Millennials are the most diverse in terms of
their platforms and media choices. They are very savvy not
only to new channels and content, but they, as a cohort,
might be the most marketing savvy. They know they are
being marketed to. But, this next cohort…I think will prove
to undo most modern marketers. If you think there are too
many options and channels now…just wait.
Now I have been calling this next demographic the “OnDemand Generation”. This group does not typically have
to wait for anything. They get their entertainment and information and knowledge truly in an On Demand format.
They have no need to open a dictionary, read a thermometer, or understand the hands on a clock. They do not prescribe to television schedules nor do they understand the
Hollywood release cycle. They simply don’t need to nor
understand why they have to wait for anything. The world
is at their fingers and they are happy to engage in this
world that is becoming increasingly designed to be more
real time and on demand than ever before. And because
there is so much to the world that is NOT on demand, this
cohort is increasingly frustrated with the “old way”.
For example, they see an ad for a movie and they want to
be able to download it on their Apple TV right now. Theater? Why is that a requirement to enjoying this entertainment I want right now? And just wait until they are old
enough to access some form of social media, because they
have ideas on how to let you get them whatever they want
right now. Let me be clear, it is not that they are an impatient group. They just do not have any history to having to
wait for something like entertainment. Oh, and ads, forget
it. They skip them or walk away from them. They know
and aren’t buying it.
What does this mean for marketers? There will be three
things that are going to be critical when approaching the
On Demand Generation.
Create a Flexible Framework
More than ever, it is going to become more difficult to cut
through the clutter. This group has more channels, devices
and platforms at their ready and they wield them all with
great aplomb. To stand out, you should be sharpening your
personalization strategy and skills. They are not going to
respond to mass marketing the same way previous generations have. They want a catered approach and a lot of options to customize.
Be responsive. In every possible way
Right now, marketers are all talking about responsive
design, which is awesome. But for this cohort, it is not going to be enough. We need to be thinking about responsive
experiences, platforms, products, and brands. The level
of responsiveness that will be required is going to change
things so dramatically. This generation is going to require
businesses and marketers to need to be very nimble and
agile. This group is not fickle, actually, they are very loyal.
However, they do want what they want now and expect to
get it. For example, let’s say you have a game that is console
driven. This cohort is going to want to take the game to
school with them and play it on the wall of the playground.
You need to be ready for that with a responsive, on demand
execution. Scary? Yes. Cool? Um, I wanna play that game
now!
Build scalable feedback loops
Get ready for a LOT of feedback. But, not just feedback.
Be ready for ideas and solutions, too. So start building this
concept into your plans. Because, as I mentioned, they
are not going to be patient while you get it done, they will
move on. They are going to want to not only engage with
the products and services you’re offering, but they also
want to impact their design and development. This group
has more ideas than they know what to do with and they
have been given tools to indulge that creativity.
Every generation offers its own unique challenges for
marketers, this next one, the On Demand one, is going
to be something else. I think adapting to Millennials and
their needs will be a great warm up for this next big heavy
lift. Happy Marketing!
ABOUT TRACEY PARSONS
Since 1995, Tracey has been developing digital solutions. Currently SME Digital’s lead strategist, she continues to be dedicated to bringing cutting edge, thoughtful and measurable solutions to marketers. With more than 15 years in digital, Tracey
not only brings vision, but the tools and strategies to execute
against complex next generation concepts. She has worked with
some of the world’s most recognized brands to develop and devise cutting-edge social, mobile and digital marketing practices.
27
December 16 - 22, 2013
The Monday Morning Quarterback
To place a Marketplace Ad simply go
to: http://www.mmqb.com and click
on “Place a Job Ad” or “Place a Classified Ad.” Questions? Call us at 847681-1199 x1. Ads close Friday 6:00
pm for Monday’s edition.
Contract Sales Specialist San Francisco
28
JANUS et Cie®, the reputable,
design-focused furniture industry
leader is seeking a corporate sales
specialist in San Francisco.
JANUS et Cie, the reputable, design-focused furniture industry leader is seeking a
corporate sales specialist in San Francisco.
The candidate will need to be a motivated, self-starter with a hunter mentality,
while maintaining a polished image that
is in line with the company’s mission and
values. They must be able to generate leads
and sales from clients with a major focus
on A+ dealers and corporate end users.
They must also have a thorough knowledge of the corporate furniture industry,
including competitors, projects in process,
and relationships with key influencers and
decision makers.
Total Compensation Includes:
-Base salary
-Commission
-Medical, dental, & life insurance
-401k Plan
-Paid vacation
-Expense account
Qualified candidates may email resume,
cover letter, references and earnings history
to Marlo Smith, VP of Human Resources
to [email protected] or fax to 562262-2844, or contact Harry Ward, VP of
Corporate Sales at [email protected]
for questions.
Furniture Sales Executive
---Phoenix/Tolleson, AZ
Our furniture professionals work
with customers to understand their
business objectives and then create
furniture solutions that support
those objectives.
Position Summary:
The FSE is responsible for initiating and
closing profitable furniture sales. The FSE
serves as the primary contact for the client
during the sales process and works with
the other furniture support functions (design, project management, furniture sales
support, etc.) to ensure that client needs
are met and client satisfaction is achieved.
As part of an integrated selling team, the
FSE collaborates with sales professionals
from other Staples product categories to
develop comprehensive sales plans for
Staples accounts in an effort to maximize
sales of all product categories. The FSE
reports to the Sales Director, Furniture.
For more details, visit :
careers.staples.com
Looking for Project
Managers and Designers
Junior Technical CAD
Designer
NonRTH TX & OK Area
Representative
Join the leading Herman Miller
dealer in the Pacific Northwest!
Come work in the heart of UCLA in
Westwood Los Angeles!
BiNW, Herman Miller’s only Certified Dealer
in Seattle, is looking for Project Managers
and Designers. We thrive on thrilling our
customers and are committed to nurturing
a positive work environment supported by
teamwork, fun, and innovation.
BiNW and Seattle are a winning combination!
Fast paced dealership, located in Westwood Los Angeles, is looking for a CAP/
Specification Designer.
We are looking for the best person to
work and grow with our collaborative and
expanding team.
This is an entry level position that will
lead to training in space planning, layout
and design utilization.
This position requires great attention to
detail while working under tight deadlines.
Opportunity with Cherryman
Industries
Cherryman Industries a leader in casegood
value solutions, is seeking a representative
group that services all channels of the market from budget dealers through aligned
contract dealers. The successful group will
be a team of individuals that has capacity
to grow a dynamic industry segment with
coverage in the North TX/OK markets.
If your group is seeking an exciting
growth company to represent, please send
a communication outlining your team
including headcount, current line package
and showroom location if applicable to:
[email protected]
Project Management Requirements
• Bachelor’s degree preferred; or equivalent of education and experience
• Prefer Project Management Certification
• Proficient in MS Office
• Required: at least 1 year of project
coordination experience
• Prefer 3-5 years project management
experience or commercial furniture
experience
• Knowledge or expertise in Herman
Miller systems furniture preferred
Design Requirements
• Four-year Interior Design degree or
equivalent required (preferably from a
FIDER accredited college)
• Familiarity with Z-Axis and/or current
third party software to provide appropriate design solutions.
• AutoCAD 2013 experience required
• Proficient in MS Office
• Knowledge or expertise in Herman
Miller systems furniture preferred
Apply today and learn more about BiNW
by visiting our website www.binw.com EOE
Account Executive Contract/Commercial,
Phoenix
Check out Business Interiors by
Staples!
Business Interiors by Staples provides
comprehensive furniture solutions for
customers of all sizes. Our furniture professionals work with customers to understand
their business objectives and then create
furniture solutions that support those
objectives.
We are searching for a talented Furniture
Sales Executive to initiate and close profitable furniture sales. The FSE serves as the
primary contact for the client during the
sales process and works with the other
furniture support functions (design, project
management, furniture sales support,
etc.) to ensure that client needs are met
and client satisfaction is achieved. As part
of an integrated selling team, the FSE
collaborates with sales professionals from
other Staples product categories to develop
comprehensive sales plans for Staples accounts in an effort to maximize sales of all
product categories.
More information is available at http://
www.staplesadvantage.com/what-we-offer/furniture/why-furniture-solutions.page.
Applicants are encouraged to have:
• A degree in Interior Design
• 3-5 Years of experience drawing and
specifying Modular Systems furniture
• Proficiency in Auto CAD 10 or better
• MS Office skills are important
• Adobe Creative Suite is a plus
• Ability to work in a team environment
• Confidence to interact and communicate with clients
Compensation:
• $15-$18/hr
• Health Benefit Package
Please submit resumes to:
[email protected]
Houston Territory Sales
Manager for ErgoGenesis
Add comfort to the workplace!
ErgoGenesis, LLC is the manufacturer of
premium BodyBilt® ergonomic seating
products, and ErgoFusion® workplace
accessories.
Current opportunities exist for one to
two Territory Sales Manager in the Greater
Houston area.
About The Position
• This is a full-time outside sales position, with the following key responsibilities:
• Hunter & Farmer Skills
• Hit or exceed your sales goal
• Develop a minimum of 25% new account base year to year
• Identify target market opportunities
and prospect for new accounts
• Maintain and grow key accounts and
contacts
• Prepare quotations and manage appointments
Requirements
• Desire to serve others
• Experience in Direct Sales to end-user
• Experience in Governmental Sales
• Furniture Industry experience of at
least 3 years is a plus
• An ability to lift 75lbs on a regular
basis
• Good driving record
Apply by sending your resume to
[email protected]
ErgoGenesis is an EEOC/Affirmative Action company
Account Executive Furniture Sales (Denver, CO)
We know that when its all said and
done, talented teams win!
Introduction:
Business Interiors by Staples provides
comprehensive furniture solutions for
customers of all sizes.
The Account Executive - Furniture (AE)
is responsible for initiating and closing
profitable furniture sales. The AE serves as
the primary contact for the client during
the sales process and works with the other
furniture support functions (design, project
management, furniture sales support, etc.)
to ensure that client needs are met and
client satisfaction is achieved. As part of an
integrated selling team, the AE collaborates
with sales professionals from other Staples
product categories to develop comprehensive sales plans for Staples accounts in
an effort to maximize sales of all product
categories. The AE reports to the Sales
Director, Furniture.
Candidate should be competitive and
self-motivated as well as possess the ability
to balance their needs with the needs of
the company To Apply, Click: https://staples.taleo.net/careersection/2/jobdetail.ftl?l
ang=en&job=860021&src=MTP-200023
Looking for Sales Leaders
Start the New Year with a New Job
Destined for Success!
Andersen Schoel Office Interiors is an
award winning dealer looking for award
winning sales and business development
professionals. Come reach your potential
with us and help our growth nation-wide
in Government, Healthcare and Commercial markets.
We are looking for sales, designers, and
project managers across the country.
Pay and benefits are commensurate with
what you bring to the table. The potential
for these positions is limited only by the
applicants’ talent, energy and skills.
Are you up for the challenge for 2014?
Let us know.
Contact [email protected],
PH: 254-698-1483 or fax 254-393-0475
December 16 - 22, 2013
The Monday Morning Quarterback
ACCOUNT EXECUTIVES OUTSIDE
SALES PROFESSIONALS
AUSTIN TEXAS, Mid-Market
Dealer, Sales Support
Start your New Year right; make
your move to National Business
Furniture!
Join us in the Top Growth Market in
the U.S.
It has been another excellent year at
National Business Furniture and we are
adding experienced Account Executives/
Outside Sales Professionals to our team in
the following markets:
• New York
• Los Angeles
• San Francisco
• Seattle
• Virginia
• Oklahoma City
• Little Rock
• North Carolina
• New Orleans
• Las Vegas
• And YOUR LOCATION - if your market
presence and our current customer base
make it attractive to launch a new Account Executive in that territory!
We offer:
• An Outstanding $$$$ pay plan
• A Monthly guarantee
• No commission caps
• Great internal support to keep you
selling
• Product offerings that delight your
customers
• The opportunity to reach your income
goals
It is time to get selling! Send your resume
to [email protected] or call Tom Milczarski, our
HR Director at (414) 615-3625 and let him
know you are interested. DO IT TODAY!
Systems/A&D Representative
Work with industry leaders
Two positions in the Minneapolis/St Paul
metro...Systems and/or A&D experience
preferred. One position to rep Evolve Panel
system and Global portfolio to dealers,
A&D...one position to rep and present
Global portfolio to A&D and contract
dealer community.
Send resume to [email protected]
Sales Representative
Join our winning team
Canada’s largest Office Furniture Manufacturer, The Global Group, currently has an
opening in the Saskatchewan/Manitoba/
Northwestern Ontario territory for a Sales
Representative.
With a minimum of 3 to 5 years selling
experience, you will identify and qualify
profitable business opportunities as well
as leverage existing business opportunities with established customers for the
company’s products and services.
Candidates who feel they qualify for this
position are invited to forward a resume
to Bob Ritter, Director of Corporate Human
Resources, via e-mail at:
[email protected]
Do you love being in the middle of everything in a key support role as part of a
business-to-business Sales Team?
Are you passionate about providing
excellent service to others’ business
customers and fellow employees?
Our well-established office furniture
mid-market dealership serving small and
mid-sized businesses in AUSTIN TEXAS
is seeking one hyper-productive Sales
Support person who possesses the passion
and disciplined behavior to help our Salespeople excel in their productivity.
Office Furniture NOW! is a 16-year old
business with 29 employees. We have a
very positive reputation in our local market
and we are building our Sales Team to take
our business to the NEXT LEVEL.
To apply, go to our website at: http://
www.officefurniturenow.com/sales-support-client-manager/
Email Resume to:
[email protected]
Also, submit an answer to the following
question. “What are some of your personal
‘Lessons Learned’ that would apply to
your being successful in this position?”
NEW TEKNION DEALER HIRING
FOR ALL POSITIONS
Help build a top-tier company
serving the NY/NJ metropolitan area.
Blau Office Furniture is a new dealership
located in Jersey City, NJ. Our major line is
Teknion, and we target mid-sized and major companies and A&D firms in the NY/NJ
metropolitan area. Though our company is
new, our principals have extensive experience and are well known in the industry.
We are looking for energetic individuals in
the following areas:
• SALESPEOPLE to identify, establish
and maintain new business relationships.
Industry experience is important, but we
are willing to train highly motivated, hard
working individuals. Successful salespeople can earn six-figure incomes.
• DESIGNERS for projects and proposals. Contract furniture experience and
proficiency with design software are both
important.
• PROJECT COORDINATORS to work
with our sales and design teams.
Responsibilities include preparing quotes,
interfacing with manufacturers, communicating with clients, issuing purchase
orders, and coordinating delivery and
installation.
If you are qualified, we would like to
speak with you. Please email your resume
to: [email protected]
Senior Executive Level
Opportunity
Use your creative skills to develop
something special.
Our client is an Office Furniture Manufacturer in excess of $100m annually based
in a Central US northern location. They
are seeking a senior executive to join their
team. This healthy and growing company
requires a unique individual who has a
sales leadership background but also has a
creative, “out of the box” solutions based
approach to processes, programs, and business management.
This newly created division will propel
their exposure and gain traction in the
“contract project-driven dealer” space
nationally.
Your experience should include success
in a leadership role in an organization
with revenues in excess of $20 million. At
least 5+years with staff management and
ideally P&L
If you meet or exceed the above expectations contact Bob Kaestner
Kaestner & Associates
Executive Search Consultants
[email protected]
www.kaestner.com - 813-996-5664
All inquires will be kept in strictest of
confidentiality.
Senior Level II - Interior
Designer (New York, NY)
Leading the Way in Modern Work
Spaces! For more information, see
www.staplesfurnituresalesjobs.com
Business Interiors by Staples is seeking to
fill a Senior II Interior Designer position in
New York, NY. Apply by directly @
careers.staples.com (job #853737) or visit
www.staplesfurnituresalesjobs.com.
REP GROUPS NEEDED
Attn: Independent Sales
Reps
Healthcare Furniture manufacturer
seeking representation in New York
and Colorado.
Stance Healthcare is a fast-growing
manufacturer of high quality furniture for
the healthcare market. we are seeking
independent representation in NY and CO/
UT/WY markets with strong dealer, A&D
and end-user relationships.
Visit www.stancehealthcare.com to
view our complete offering of innovative
furniture solutions.
Please email [email protected]
to learn more.
Independent Sales Reps
Sales reps needed in several regions
throughout the US.
Beaufurn Furniture is searching for Independent Sales Representatives with predominantly Hospitality, A&D and Contract
background/lines in select states. Beaufurn,
located in Advance NC, is a manufacturer
of Hospitality and Contract furniture: wood,
metal and fully upholstered seating as well
as table products.
For more information please contact
Adam Yazejian Vice President of Sales at
[email protected] or (cell) 954-2357751.
FABRICATION
LAMINATE AND SOLID SURFACE
WORKSURFACES – SERVICE
DRIVEN. QUALITY FOCUSED.
For Sale (New) / Tables
Laminate solid and veneer work surfaces.
we bring solutions to the surface.
-Custom Components Corporation We are a, FSC Certified (mixed and pure
credit), supplier of fully fabricated EDGED
AND FINISHED Work-surfaces, Laminate
Tops, doors, panels, shelving, wall panels,
conferencing solutions and much more. We
are currently compliant to ISO9001-2000 with a documented quality system - PPAPS
provided.
Our core competency encompasses supplying various types of surfaces in a wide
range of materials as simple components
or finished good assemblies. Let us do the
work and we will supply you with your
very complicated assemblies including all
accessories and supporting hardware: Legs,
Grommets, Electrical, Stretchers, Ganging
Hardware, Lighting ETC. built to your
specifications.
Our Capabilities Include:
PRESSING – LAMINATING –
HOT AND COLD – For one off or high
production of Veneer and Laminate Panels.
PVA Glue Water Based, Green, EnviroTested and Reliable.
EDGEBANDING
CNC MACHINING
We process many materials including:
MDF, Particleboard, HPL (Wilsonart,
Formica, Laminart, Merinolam, Nevemar,
Pionite and many more), Natural wood
veneers and exotics. Recon veneers, Solid
Core Phenolic – TRESPA, WILSONART AND
MORE, Corian, LPL / MELAMINE, Markerboard laminates, Plywood
Lead-times from 24 hours to 3 weeks.
Nation-wide shipping.
Capacity of up to 1000 surfaces per day.
Contact: Ryan Pawloski, CEO for more
information. PHONE: 616-523-1111
EMAIL: [email protected]
29
2014 Is coming soon and it’s looking like it’s going
to be a good year for the Office Furniture Industry
MMQB