Furniture Today June 2010

Transcription

BeyondTop100cover_2010.indd 13
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FURNITURE |TODAY
www.furnituretoday.com
JUNE 28, 2010
Beyond the Top 100
Independents survive rollercoaster year
By Clint Engel
HIGH POINT — Despite operating for years now in some
of the toughest economic
conditions they’ve ever seen,
some retailers in Furniture/
Today’s Beyond the Top 100
report are finding ways to
maneuver and build market
share.
Some are opening stores,
and many are reporting sales
gains over last year. That’s
not to suggest the furniture
business doesn’t remain a
struggle everyday, but at
least these retailers have
found ways to cut their costs
without slicing away at their
consumer base and their
competitive advantages.
In Wilkes-Barre, Pa.,
Beiter’s Home Centers has
opened an 81,000-squarefoot store. It’s the third year
in a row that the South Williamsport, Pa.-based company has added to its store
count.
With all the commercial
real estate available as a result of the weak business climate and the availability of
good lease rates, “this is really the time to lock in now,
and not just … for three or
four years, but long term,”
said Beiter’s President John
Grant.
“The economy
is going to bounce
back,” he said,
“and we’re just
trying to set ourselves up to be in
a real prime position for when that
happens.”
To some extent
it already has happened for Beiter’s.
Sales for the now
seven-store retailer
of promotional
to midpriced furniture, electronics and appliances were up 11% last
year while same-store sales
increased about 4%, Grant
said. For the first six months
of this year, same-store sales
are up another 6%.
Beiter’s upholstery business came roaring back in
the second half of 2009,
Grant said. This year, the
sales gain has had more to
do with Beiter’s introduction of a concept called Extreme Value Rooms in all
stores — an early version of
the new Furnish 123 Ashley
concept that Beiter’s tested.
It has since converted the
EVP areas to the Furnish 123
name.
The Beyond stores
have more than
6 million square
feet of selling
space.
“The main thing we did
for the last two years is we
really took a look at each
and every expense line, and
we made adjustments to just
about everything we do to
be more streamlined,” Grant
said.
For instance, Beiter’s consolidated its delivery to two
central locations (three now
with Wilkes-Barre), rather
than having trucks at each
store. That saved money
without sacrificing service.
“Look at your expenses
first,” Grant said. “You still
have to remain competitive
with your price
and you still have
to advertise. A lot
of people do pull
back on advertising when times
get tough, and
that’s the kiss of
death.”
For the fivestore Landover,
Md.-based Family
Furniture Discount
Centers, business
was a challenge
last year and
sales were down.
This year has been a “rollercoaster” so far — up some
weeks and months and then
back down, said Joe DeCampo, merchandise manager.
“It seems like you’re working twice as hard just to try
and do a couple of percent
less than last year,” he said.
Like other retailers, Fam-
This year’s
Beyond
stores
operated a
total of 338
stores in
2009.
FT016-036i41.indd 16
ily Furniture has tightened its
operations. The retailer has
managed to avoid layoffs,
but is monitoring overtime
closely, has eliminated bonuses and has renegotiated
its leases, DeCampo said.
“You don’t want to say
these times have been good,
but it did cause a lot of selfexamination. We tightened
up a lot of the back-end operations and reduced a lot
of waste,” he said. But like
Beiter’s, the retailer has not
cut its advertising.
“We’re committed to staying in front of the public
with our circulars, television
and radio,” he said. “Cutting
back on that would be a selffulfilling spiral downward.”
Like Beiter’s, Family Furniture Discount Centers sees
these tough times as an opportunity to gain market
share. DeCampo said the
company recently made
an offer on space for a new
store in Gaithersburg, Md.
If it works out, the 30,000square-foot former Borders
Books space would become
one of its largest stores.
“Real estate is inexpensive. Factories are looking
for additional business and
are willing to work for us because of the way we pay, so
it’s probably a good time (to
expand),” he said. “Hopefully this (business climate)
can’t last forever.”
Slug Hefner, owner of
four-store Hefner Fine Furniture & Appliances in Poplar
Bluff, Mo., said his business
last year was decent — about
flat with 2008, which was
Hefner’s best year in three
years.
His struggles started earlier, in 2006. Sales suffered,
and the retailer took a hard
look at how it was operating.
“We basically reinstated
and redefined responsibilities,” Hefner said. He let
go of some employees who
were fighting a move back
to a performance-based culture and promoted others.
The store also “got educated on the buying side a
bit.” For instance, the company is now buying contain-
Despite the tough business climate, Family Furniture Discount
Centers, Landover, Md., says it is committed to staying in
front of the customer with aggressive advertising such as
this Memorial Day weekend circular. “It seems the worse the
economic conditions, or at least the customers’ perception of
them, the more likely they are to wait for a special event to
make a purchase,” said Family Furniture’s Joe DeCampo.
ers more efficiently, making
sure to work only with vendors that offer the flexibility
to mix product on containers.
Also, Hefner said the retailer had always been loyal
— probably to a fault — to
several companies under
Furniture Brand International’s wing, including Thomasville, Broyhill and Lane.
Hefner still carries Furniture
Brands products, but the
lines are not as important in
the assortment.
That’s partly because
promotional product is doing better for Hefner these
days than midpriced goods.
Ashley has become one of its
largest vendors, even though
it’s sold only in Hefner’s two
outlet stores.
“Ashley makes it very
easy to merchandise because
its backroom is better than
anybody else’s — period,”
see Independents, p18
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FURNITURE |TODAY
JUNE 28, 2010
Beyond the Top 100
X Independents
from p16
he said.
Something else that’s
helping the retailer this year
was its purchase of two 12foot by 24-foot electronic
billboards it placed outside
in main Poplar
Bluff and Farmington, Mo.,
stores.
“It’s like having a big TV in
front of your
store,” Hefner
said. The billboards have become the second
biggest reason
that customers
cite when they
say why they’ve
stopped in to
shop.
“The first is, ‘I see your
truck,’” Hefner said. “The
second is ‘I see your sign.’”
At about $250,000 each,
the billboards weren’t cheap,
but the response is better
than from other forms of
advertising, he said.
Sales at Tifton-Ga.-based
Turner Furniture’s seven
stores were down just 1.5%
last year, and have been up
about 5% this year — though
President and CEO Fortson
Turner said the first quarter
of 2010 was better for the
promotional to midpriced
retailer than the second.
The company opened two
stores last week — a Turner’s
Fine Furniture and a Turner’s
Budget Furniture next door.
The stores are on the Georgia-Florida border, midway
between Thomasville, Ga.,
and Tallahassee, Fla.
“We’ve expanded in recessions before,” Turner
said. “The cost of buildings
is usually lower and the cost
of funds is pretty low.”
Turner said his company
prepared for the tough business conditions the past two
years the same way many
retailers have — by cutting
costs wherever it could. That
included advertising, he
said, although “we probably
got more for our money dur-
ing the recession.”
Turner saved on salaries
too. It didn’t lay off anyone,
but had some attrition and
chose not to replace departing employees. Fuel costs
also went down significantly,
though he realizes that was
a bonus out of the company’s control.
Business was flat for the
eight-store Ennis Fine Furniture of Boise,
Idaho, last year,
but sales for the
past two years
were about 30%
below what the
retailer was doing in 2006,
said Dick Ennis,
president.
Results have
varied by region, however.
The company’s
Ennis and Thomasville
Home Furnishings stores in
Washington have done better than its stores in Idaho
and Reno, Nev. Ennis said
the unprecedented unpredictability of the business
has been frustrating.
“We’ve adjusted overhead
where we could, but it’s still
tough,” he said. Business this
year was up 16% through
April but then fell back in
May until the week of Memorial Day, when it came
back strong again.
“Everybody seems to go
away at the same time, and
you get traffic at the same
time,” Ennis said. “So trying
to figure what attracts the
customer is as difficult as
anything I’ve seen in my 55
years (in the business).”
Ennis isn’t looking to
expand right now, and the
retailer was fortunate to be
able to get out of a lease for
a new design studio — the
design end of the business
has dropped off substantially along with the housing market in Boise and
Reno, he said.
The retailer also trimmed
corporate, sales and warehouse personnel, and its
advertising costs have decreased — but like Turner’s,
it’s getting more for less. Ennis said the company used
Electronic billboards added to the front of
two Hefner Furniture & Appliances stores in
Poplar Bluff and Farmington, Mo., have done
wonders drawing consumers through the
door, says owner Slug Hefner.
85 Beyond
stores offer
mid-priced
lines; 31
offer highend; 21 offer
promotional
lines.
The Beyond stores employ more than
5,300 people.
FT016-036i41.indd 18
to pay $4,000 to $5,000 for
a full-page ad in the local
newspaper. This Memorial
Day, it ran three full-page
ads for a total of $1,000.
Despite the tough times
and the difficulty of forecasting, Ennis said he believes
the business is positioned
to weather the storm until
business shifts to the positive
long term.
“Our staying power has
been pretty good,” he said.
The 64-year-old retailer
has hung in there, even as
several competitors have
closed.
Indeed, none of the retailers interviewed for this
report believe this year will
be much of an improvement
over last year. But they say
they’re ready for whatever is
coming.
“I think the economy
is going to be rough this
year,” Hefner said. “But Hefner Furniture is tougher this
year. We expect more out of
our reps and our people, and
we’re going in the right direction.”
2010
Beyond the Top 100 listing,
pages 20-36
43 Beyond stores have a Facebook
fan page; 19 have a Twitter account.
How the list was compiled
Furniture/Today’s exclusive report, Beyond
the Top 100, lists 100 independent furniture
stores that are significant players in their
respective markets.
This list is by no means comprehensive.
Many more than the 100 furniture stores
listed here are strong retailers within their
communities. This survey does not rank
companies, nor is it a continuation of the
Top 100 U.S. Furniture Stores, which published in the May 24, 2010 issue.
All sales figures and ranges are Furniture/Today estimates and are for total 2009
store sales, which may include revenues
from the sale of products other than fur-
niture, bedding and decorative accessories,
such as consumer electronics and major
appliances. Where possible, the percentage
of sales from furniture, bedding and decorative accessories is given. All sales figures
and store counts are for the calendar year
2009.
Furniture/Today compiled this report by
surveying independent retailers, researching
business newspaper archives and speaking
with furniture industry insiders. Information was gathered, compiled and analyzed
by Director of Research Dana French, with
assistance from Database/Web Administrator Cynthia Myers.
6/22/2010 4:29:15 PM
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FURNITURE |TODAY
JUNE 28, 2010
Beyond the Top 100
American Home
Home base: Albuquerque, N.M.
www.americanhome.com
Total stores 2009: 4
Est. 2009 total sales: $27.2 million
Founded in 1936. Currently operates four stores in
Albuquerque, Farmington and Santa Fe, N.M. Offers
mid-priced lines. One hundred seventy-five total employees, including a sales team of 80. Major suppliers include Simmons, Sealy, Lane and Aspenhome.
Has closed nine stores since filing for Chapter 11
bankruptcy protection in November 2008. Reopened
its Warehouse Plus location in Albuquerque in May.
This unit is opened on Friday, Saturday and Sunday’s
only.
Americas Mattress and Furniture
Home base: Freeport, Maine
www.americasmattressandfurniture.com
Est. 2009 total sales: less than $5 million
Family-owned mattress specialist. Currently operates
one store each in Augusta, Biddeford, Scarborough,
Topsham and Windham, Maine. Opened the Biddeford location in February 2010. Stores offer midpriced lines in 32,000 square feet of selling space.
Major suppliers include Serta, Ashley and La-Z-Boy.
Case goods accounted for 9% of 2009 total sales; upholstery, 20%; bedding, 70%; decorative accessories,
1%. Is opening a new store in Portland, Maine, this
summer.
Baileys Furniture
Home base: Anchorage, Alaska
www.baileysfurniture.com
Est. 2009 total sales: $30 million to $34.9 million
Family-owned, founded in 1990. Operates one superstore and clearance center in Anchorage; two stores
in Wasilla; and one store each in Soldotna and Fairbanks, Alaska. Stores offer mid-priced lines in a combined 175,000 square feet of selling space. Average
sales per square foot, $200. Also sells online. One
hundred thirty employees, including 40 salespeople.
A member of FMG buying group. Major suppliers
include Emerald, Englander, Lifestyle, United, Corinthian, Primo and Albany.
Baker Furniture
Home base: Cramerton, N.C.
www.bakerfurnitureinc.com
Est. 2009 total sales: $5 million
Family-owned, established in 1949. Offers uppermiddle price points in 50,000 square feet of selling
space. Average sales per square foot, $110. Ten employees, include a sales team of four. Major suppliers include Smith Bros., Lane, Comfort Solutions,
Hooker, Lexington Home Brands, Hancock & Moore,
Canadel, Universal, Bassett Furniture Inds., Taylor
King, Hekman, Temple and Uttermost. Case goods
accounted for 35% of 2009 total sales; upholstery,
50%; bedding, 10%; decorative accessories, 5%.
Beiter’s Home Centers
Home base: South Williamsport, Pa.
www.beiters.com
Family-owned, in business since 1966. Currently
operates stores in South Williamsport, Lock Haven,
Sunbury, Mansfield, East Lewisburg, East Smithfield
and Wilkes Barre, Pa. Opened the 80,000-square-foot
FT016-036i41.indd 20
Wilkes Barre location in June. Stores offer promotional to mid-priced lines in a combined 240,000
square feet of selling space. Average sales per square
foot, $125. A member of FMG buying group. One
hundred seventy-five employees, including 35 salespeople. Major suppliers include Best Home Furnishings and England. Case goods accounted for 12%
of 2009 total sales; upholstery, 28%; bedding, 13%;
decorative accessories, 1%; other merchandise, including consumer electronics, major appliances and
warranties, 46%. Has a Facebook fan page.
Bennington Furniture
Home base: Bennington, Vt.
www.benningtonfurniture.com
Family-owned, founded in 1987. At year end, operated two stores in Bennington, Vt.; and one store
each in Manchester and West Dover, Vt. Is opening
a 25,000-square-foot store in Rutland this summer.
Stores offer promotional to high-end lines. Average
sales per square foot, $117. Is a member of Furniture First buying group. Major vendors include Sealy,
Klaussner, Ashley, Flexsteel, La-Z-Boy, Best Home
Furnishings, Thomasville, King Koil and Broyhill.
Case goods accounted for 20% of 2009 total sales;
upholstery, 45%; bedding, 20%; decorative accessories, 10%; other merchandise, including window
treatments, 5%. Has a Facebook fan page.
Bodily’s Furniture
Home base: Elko, Nev.
www.bodilys.com
Family-owned, in business since 1963. Offers promotional to lower-middle price points in 8,500 square
feet of selling space. Average sales per square foot,
$210. Seven total employees, including a sales team
of five. A member of AVB/Brand Source buying
group. Major suppliers include Ashley, Broyhill and
Lane. Case goods accounted for 27% of 2009 total
sales; upholstery, 23%; bedding, 19%; decorative accessories, 2%; other merchandise, including major
appliances and floor coverings, 29%.
Bograd’s Fine Furniture
Home base: Riverdale, N.J.
www.bograds.com
sales per square foot, $330. One hundred employees,
including a sales team of 55. Key vendors include
Rowe and Bauhaus Furniture. Case goods accounted
for 36% of 2009 total sales; upholstery, 49%; bedding, 3%; decorative accessories, 6%; other, 6%. Imports product directly. Has a Facebook fan page.
Bountiful
Home base: Easton, Md.
www.bountifuldecor.com
Family-owned, in business since 1997. Its 18,000square-foot store offers upper-middle to high-end
lines. Total sales per square foot, $122. Fifteen employees, including a design and sales team of 10.
Major suppliers include Wesley Hall, Sarreid, EJ Victor, Drexel Heritage, Chelsea House, Vanguard, Chatham Crossing, Hooker, Elizabeth Marshall, Kincaid,
Somerset Bay and Sam Moore. Case goods accounted
for 30% of 2009 total sales; upholstery, 30%; decorative accessories, 25%; other merchandise, including
home textiles and floor coverings, 15%. Offers complete design services. Plans to add two high-end, instore galleries this year and renovate its carpet and
tile department.
Bozeman TV Furniture &
Appliance
Home base: Bozeman, Mont.
www.bozemantv.com
In business since 1975. Offers promotional to midpriced lines in 16,000 square feet of selling space.
Opened its furniture department in 2008. A member
of Furniture Leaders and Nationwide West buying
groups. Twenty-three total employees, including a
sales staff of eight. Key suppliers include Broyhill,
La-Z-Boy, Leather Italia, Aspenhome, Cheers, Sunny
Designs, USA Premium Leather, Best Home Furnishings, Serta and Intercon. Case goods accounted for
20% of 2009 total sales; upholstery, 38%; bedding,
35%; decorative accessories, 5%; other merchandise,
2%.
Bradens Lifestyles Furniture
Home base: Knoxville, Tenn.
www.bradens.com
Family-owned, founded in 1930. Offers upper-middle to high-end lines in 30,000 square feet of selling
space. Twenty-eight employees, including 11 salespeople. Just opened a new fine rug department and
renovated its in-store Stickley gallery. Major suppliers include Stickley, Hancock & Moore, Henkel-Harris, Century, Hickory Chair, Armando Rho, French
Heritage, E.J. Victor and TRS. Case goods accounted
for 61% of 2009 total sales; upholstery, 34%; bedding, 1%; decorative accessories, 4%.
Family-owned, founded in 1956. Offers mid-priced
to high-end lines. Closed its downtown Knoxville
and Sevierville stores in 2009. Twenty-seven employees, including a sales team of nine. Features
a 4,500-square-foot Stickley in-store gallery and a
1,200-square-foot Kingsdown gallery. Other key suppliers include Bernhardt, Sherrill, Four Hands and
Rowe. Case goods accounted for 43% of 2009 total
sales; upholstery, 28%; bedding, 8%; decorative accessories, 11%; outdoor furniture, 10%. Has a social
media presence through Twitter and Facebook.
Boston Interiors
Brashears Furniture
Home base: Stoughton, Mass.
www.bostoninteriors.com
Family-owned, established in 1979. Operates stores
in Stoughton, Brookline, Mashpee, Hanover, Westborough, Natick and Saugus, Mass. Opened the Saugus store in 2009. Stores offer mid-priced lines in a
combined 84,000 square feet of selling space. Has
a 100,000-square-foot distribution center. Average
Home base: Berryville, Ark.
www.brashears.com
Family-owned, founded in 1935. Operates one store
each in Berryville and Springdale, Ark., and Branson, Mo. Stores offer upper-middle price points in a
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JUNE 28, 2010
Beyond the Top 100
combined 80,000 square feet of selling space. Average sales per square foot, $100. Forty-three employees, including a sales team of 16. Major suppliers
include Klaussner, Winners Only, Fine Furniture
Design, Cheers, Jamison Bedding, Kingsdown, King
Hickory and Theodore Alexander. Case goods accounted for 38% of 2009 total sales; upholstery, 38%;
bedding, 12.5%; decorative accessories, 10%; other
merchandise, 1.5%. Has a social media presence
through Twitter and Facebook.
Bridgman’s Furniture
Home base: Lebanon, N.H.
www.bridgmans.com
Family-owned, established in 1891. Offers midpriced to high-end lines in 25,000 square feet of
selling space. Average sales per square foot, $96.
Thirteen total employees, including five salespeople.
Major suppliers include Stickley, Ekornes, Shifman
Mattresses, Durham, Temple, Bradington-Young and
Hooker. Case goods accounted for 24% of 2009 total sales; upholstery, 39%; bedding, 14%; decorative
accessories, 2%; other merchandise, including floor
coverings, home textiles, window treatments, furniture protection and delivery, 21%. Has a Facebook
fan page.
California Design Center
Home base: Oro Valley, Ariz.
www.californiadesigncenter.com
Family-owned, founded in 1979. Offers uppermiddle to high-end lines in 20,000 square feet of
Seventeen total employees, including seven salespeople. Major suppliers include Century, Omnia,
Precedent, A.R.T., Hunter Douglas, Pastel and Table
& More. Case goods accounted for 32% of 2009 total sales; upholstery, 21%; bedding, 10%; decorative accessories, 17%; other merchandise, including
window treatments, 20%. Has a social media presence through Twitter, LinkedIn, Facebook and a
company blog.
Charlotte’s
Home base: El Paso, Texas
www.charlottesfurniture.com
Family-owned, founded in 1952. Operates one Charlotte’s store carrying upper-middle price points and
an outlet store. Units have a combined 38,854 square
$160. Thirty-eight employees, including 10 sales associates. Major suppliers include Century, Hooker,
Fine Furniture, Bernhardt, Lexington Home Brands,
Marge Carson and Hancock & Moore. Case goods
22%; bedding, 3%; decorative accessories, 12%; other
merchandise, including gifts and flooring, 16%. Has
a Facebook fan page.
Cherry House Furniture
Home base: LaGrange, Ky.
www.cherryhouse.com
Family-owned, founded in 1964. Offers lower-middle to high-end lines in 25,000 square feet of selling
space. Expanded its store this year. Average sales per
FT016-036i41.indd 22
square foot, $400. A member of Furniture First buying group. Thirty total employees, including 10 sales
associates. Major suppliers include Hooker, Universal
and Sherrill. Case goods accounted for 45% of 2009
total sales; upholstery, 38%; bedding, 2%; decorative
accessories, 15%.
CHF
Home base: Boise, Idaho
www.shopchf.com
Catnapper, Lane, Coaster, Restonic, Sealy, TempurPedic, Corsicana, World Imports, Bernards, United,
Stratford and Crown Mark. Case goods accounted for
16%; decorative accessories, 1%.
Collectic Home
Home base: Austin, Texas
www.collectichome.com
Family-owned, established in 1953. Operates one
CHF store , one CHF clearance center and one LaZ-Boy Furniture Gallery. Stores offer upper-middle
price points. A member of the Furniture First buying
group. More than 60 total employees. Key vendors
include A-America, Best Home Furnishings, Fairfield,
Lawrence, La-Z-Boy, Broyhill, Hooker and Powell.
Furniture and bedding accounted for 60% of 2009
total sales; decorative accessories, 10%; other merchandise, including major appliances, 30%.
space. Total sales per square foot, $350. Plans to open
a Dallas store in late 2010 or early 2011. Founding
member of the Sustainable Furnishings Council.
Eleven employees, including five sales associates.
Major suppliers include American Leather, BDI, Zocalo, EuroStyle, Nathan Anthony, Green & Sienna
and Natura. Case goods accounted for 15% of 2009
accessories, 10%. Has a Facebook fan page.
Ciao Interiors
Compass Furniture
Home base: Kalispell, Mont.
www.ciaointeriors.com
Home base: Jefferson, La.
www.compassfurniture.com
Family-owned, established in 1993. Offers uppermiddle to high-end lines in 5,500 square feet of selling space. Average sales per square foot, $365. Six
employees, including three sales associates. Major
suppliers include Lee Inds., Wesley Hall, Southwood,
Stanley, Lorts, Theodore Alexander, Vanguard, Maitland-Smith, Old Biscayne, Wildwood and Flat Rock.
total sales; decorative accessories, 25%; other merchandise, including home textiles and floor coverings, 35%. Has a social media presence through
Facebook, LinkedIn and Twitter.
Compass store and one New Directions store, offering contemporary and casual lines, in Jefferson,
La., and one Compass For Kids store in Metairie, La.
Stores offer mid-priced lines in a combined 100,000
square feet of selling space. A member of FMG buying group. Seventy total employees. Suppliers include Albany, Pulaski, Max Home, Vaughan-Bassett,
Standard, Serta, Lane, Stanley and Ashley.
Coconis Furniture
Home base: South Zanesville, Ohio
www.coconisfurniture.com
Family-owned, in business since 1927. Currently
operates a 65,000-square-foot main store and a
10,000-square-foot store, opened in May. Stores carry
mid-priced lines and are both located in South Zanesville, Ohio. Average sales per square foot, $147. A
member of Furniture First buying group. Fifty-two employees, including 20 salespeople. Major suppliers include Ashley, Lane, Flexsteel, Broyhill, England, Best
Home Furnishings, Jofra, Vaughan-Bassett, Cheers,
Serta, Tempur-Pedic, Leather Italia, Standard and
Craftmaster. Case goods accounted for 30% of 2009
total sales; upholstery, 49%; bedding, 18%; decorative accessories, 2%; consumer electronics, 1%.
Colfax Furniture
Home base: Greensboro, N.C.
www.colfaxfurniture.net
Family-owned, in business since 1964. Operates one
store each in Greensboro, Kernersville, and Winston-Salem, N.C. Stores carry promotional to lowermiddle price points in a combined 170,000 square
$86. A member of FMG buying group. Eighty-seven
full-time and part-time employees, including a sales
staff of 26. Major suppliers include Ashley, Albany,
D.T. McCall & Sons
Home base: Carthage, Tenn.
www.dtmccalls.com
each in Carthage, Cookeville, Lafayette and Lebanon, Tenn. Stores offer upper-middle to high-end
lines in a combined 200,000 square feet of selling
space. One hundred fifty employees. A member of
Nationwide buying group. Major suppliers include
Thomasville, La-Z-Boy, Berkline, Flexsteel, Natuzzi,
Hooker and Catnapper. Furniture and bedding accounted for 60% of 2009 total sales; other merchandise, including consumer electronics, floor coverings
and gaming equipment, 40%. Has a social media
presence through Twitter.
dane décor
Home base: Dowingtown, Pa.
www.danedecor.com
store each in Dowingtown, Langhorne and Philadelphia, Pa.; and Mt. Laurel, N.J. Stores offer uppermiddle price points in a combined 90,000 square feet
of selling space. Twenty-five total employees, including 11 salespeople. Major vendors include Ekornes,
Jesper, Skovby, Sun Furniture, Jaymar and Domitalia. Case goods accounted for 70% of 2009 total
sales; upholstery, 30%; decorative accessories, 5%.
Regularly markets to customers through e-blasts.
continued, p24
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JUNE 28, 2010
Beyond the Top 100
Dearden’s
Home base: Los Angeles
www.deardens.com
Est. 2009 total sales: $35 million or more
Family-owned, serving the Southern California
market since 1909. Operates stores in Los Angeles,
Anaheim, Chino, Commerce, El Monte, Huntington
Park, Pico Rivera, Santa Ana and Van Nuys, Calif.
Stores carry promotional to mid-priced lines. Four
hundred seventy-five total employees, including
100 salespeople. Is a member of FMG and Nationwide buying groups. Major vendors include Ashley,
Guildcraft, Golden Oaks, Fairmont, Diamond Mattress, Sandberg and Good. Furniture accounted for
an estimated 40% of 2009 total sales. Also carries
consumer electronics, major appliances, housewares
and jewelry. Offers tax and travel services and home
delivery to Mexico, El Salvador and Guatemala.
Decorum Furniture
Home base: Norfolk, Va.
www.decorumfurniture.com
each in Norfolk and Virginia Beach, Va. Stores carry
mid-priced lines in a combined 32,000 square feet
of selling space. Average sales per square foot, $160.
Twenty employees, including eight salespeople. A
member of Contemporary Design Group buying
group. Plans to renovate its Norfolk store this year.
Major vendors include Natuzzi, Ekornes, Precedent,
Lazar, Actona, ALF Italy, AP Industries, BDI, Elite,
Eurostyle, Domitalia, Italsofa, Jesper Furniture, Star
and W. Schillig. Case goods accounted for 37% of
2009 total sales; upholstery, 41%; bedding, 5%; decorative accessories, 7%; other merchandise, including
area rugs, 7%. Has a social media presence through
Twitter, Facebook and YouTube.
Diamond Furniture & Mattress
Home base: Philadelphia
www.diamondfurniture.com
Third generation, family-owned, founded in 1927.
Operates three full-line stores in New Jersey, two
in Pennsylvania and one in Delaware. Also operates an outlet store in Pennsylvania. Stores carry
promotional to mid-priced lines in a combined
150,000 square feet of selling space. Average sales
per square foot, $168. Also sells online. Plans to
open another store in Pennsylvania. One hundred
forty-eight employees, including 52 salespeople.
Major suppliers include Klaussner, World Imports,
American, Vaughan-Bassett, Berkline and Pulaski.
total sales; other merchandise, including decorative
accessories and fabric and wood care, 5%. Online
orders accounted for 2% of 2009 total sales. Has a
Facebook fan page.
Discovery Furniture
Home base: Topeka, Kan.
www.discoveryfurniture.com
Family-owned, founded in 2000. Operates one Discovery store and one Ashley-dedicated store called
RoomMakers in Topeka, Kan.; and one Ashley Furniture Home Store in Salina, Kan. Plans to open a
new store in Lawrence later this year. Stores offer
FT016-036i41.indd 24
mid-priced lines in a combined 110,000 square feet
of selling space. Eighty-two employees, including
27 salespeople. A member of Furniture First buying
group. Major suppliers include Lane, Legacy Classics, Sealy, Simmons, Tempur-Pedic and Simple Elegance. Case goods accounted for 30% of 2009 total
sales; upholstery, 42%; bedding, 22%; decorative accessories, 6%. Has a social media presence through
Twitter, Facebook and a company blog.
Ennis Fine Furniture
Home base: Boise, Idaho
www.ennisfurniture.com
Family-owned, in business since 1946. Operates
stores in Boise and Meridian, Idaho; Reno, Nev.;
and Richland and Spokane, Wash. Stores offer upper-middle to high-end price points in a combined
per square foot, $135. Ninety employees, including a 35-member sales team. Key vendors include
Thomasville, Drexel Heritage, Stickley, Karastan,
Bernhardt, Sealy, Hancock & Moore, Hooker and
Bradington-Young. Case goods accounted for 45%
decorative accessories, 10%.
Esprit Décor Home Furnishings
Home base: Chesapeake, Va.
www.espritdecorfurniture.com
Family-owned, founded in 1983. Offers mid-priced to
high-end lines in 39,000 square feet of selling space.
Average sales per square foot, $145. Twenty-nine
employees, including 14 salespeople. Major vendors
include Stanley, Temple, Rowe, Universal, Hancock
& Moore, Riverside, Lane, King Koil, Henkel-Harris, Ashley, American Drew, Broyhill, Kincaid and
Lexington. Case goods accounted for 47% of 2009
total sales; upholstery, 33%; bedding, 5%; decorative accessories, 7%; outdoor furniture, 4%; window
treatments, 3%.
Eynon Furniture Outlet
Home base: Dunmore, Pa.
www.efofurniture.com
Family-owned, founded in 1984. Operates stores
in Scranton and Wilkes Barre, Pa. Stores offer promotional to mid-priced lines in a combined 60,000
square feet of selling space. Thirty-five total employees, including a sales team of 12. A member of FMG
buying group. Major suppliers include England,
Klaussner, Ashley and Spring Air. Case goods accounted for 36% of 2009 total sales; upholstery, 50%;
bedding, 12%; decorative accessories, 2%.
Family Furniture Discount Centers
Home base: Landover, Md.
www.familyfurniture.com
Founded in 1968. Operates stores in the Washington,
D.C. metro area with one each in Landover, Langley
Park, Hillcrest Heights and Waldorf, Md., and Alexandria, Va. Several locations in Gaithersburg, Md., are
currently under consideration for a new store to be
opened by Labor Day. Also looking for additional locations in Northern Virginia. Stores offer promotional
to mid-priced lines in a combined 101,000 square feet
One hundred seventy-one employees, including 32
sales associates. Major suppliers include American
Furniture, Harden, World Imports and United Furniture. Case goods accounted for 52% of 2009 total
sales; upholstery, 32%; bedding, 14%; decorative accessories, 1%; protection and warranties, 1%.
Fedde Furniture
Home base: Pasadena, Calif.
www.fedde.com
Family-owned, established in 1937. Stores offer uppermiddle to high-end lines in a combined 40,000 square
feet of selling space. Thirty-two total employees. Major
suppliers include Stickley, Sherrill, Fine furniture Design,
Bradington-Young, Stanley and Hancock & Moore. Case
goods accounted for 40% of 2009 total sales; upholstery,
40%; bedding, 10%; decorative accessories, 10%.
Fish Furniture
Home base: Mayfield Heights, Ohio
www.fishfurniture.com
Family-owned, in business since 1925. Stores offer
mid-priced to high-end lines in a combined 56,000
foot, $178. A member of Mega Group. Forty employees, including a sales staff of 16. Major suppliers
include Clayton Marcus, Flexsteel, Stanley, Canadel, Cochrane, Durham, Sealy, Tempur-Pedic and
Moosehead. Case goods accounted for 43% of 2009
total sales; upholstery, 40%; bedding, 15%; decorative accessories, 2%. Is adding a 8,000-square-foot
addition to its North Olmstead store this year.
Fruehauf’s
Home base: Boulder, Colo.
www.fruehaufs.com
In business since 1977. Offers mid-priced to high-end
lines in 88,000 square feet of selling space. Thirteen
total employees, including 10 sales associates. Major
suppliers include Brown Jordan, Cast Classics, Gloster, Hanamint, Homecrest, Jensen Leisure, Kingsley Bate, Lloyd/Flanders, Meadowcraft, O.W. Lee,
Pride, Telescope and Woodard. Outdoor furniture
accounted for 70% of 2009 total sales. Also carries
accent furniture and gifts. Has a Facebook fan page
and a Twitter account.
Furniture & Mattress Discounters
Home base: Harrisburg, Pa.
www.fmdiscountking.com
each in Harrisburg, York, Exeter and Lancaster, Pa.
Stores offer promotional to mid-priced lines in a combined 45,000 square feet of selling space. Average
sales per square foot, $195. Also sells online. Plans to
open two stores in Pennsylvania in the fourth quarter of 2010. Has future plans for stores in Maryland.
Major suppliers include United/Simmons Furniture,
Spring Time Bedding, Homeline Industries World
Imports, Lifestyle, Ashley and Serta. Case goods
45%; bedding, 35%; decorative accessories, 5%. Has
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FURNITURE |TODAY
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Beyond the Top 100
Furniture Barn
Home base: New Castle, Del.
www.furniturebarnshowroom.com
lines in 20,000 square feet of selling space. Average
sales per square foot, $170. Plans to add a 7,500square-foot clearance center this year. Twenty-three
employees, including a 12-member sales team.
Member of FMG buying group. Major suppliers include Ashley, Legacy, Universal, Vaughan-Bassett,
Sealy, Lane, Lea, Broyhill, Southern Motion and
Joffran. Case goods accounted for 54% of 2009 total sales; upholstery, 37%; bedding, 7%; other merchandise, 2%. Has a social media presence through
Twitter, Facebook and You Tube.
Furniture Enterprises of Alaska
Home base: Anchorage, Alaska
www.sadlers.com
Sadler’s Home Furnishings store each in Anchorage,
Fairbanks and Sterling, Alaska; and one William
& Kay store, one freestanding La-Z-Boy store, one
Ultimate Mattress store and one Ashley HomeStore,
all in Anchorage. Stores offer mid-priced lines in
a combined 181,000 square feet of selling space.
A member of Furniture First and Pacific Furniture
Dealers. One hundred thirty employees, including
50 salespeople. Major suppliers include Lane, Simmons, Sealy, Tempur-Pedic, Select Comfort, La-ZBoy, Ashley, Rowe, Flexsteel and Natuzzi.
Furniture For Less
Home base: Pell City, Ala.
www.pellcityfurniture.com
Family-owned. Offers lower-middle price points in
7,400 square feet of selling space. Plans to expand
its showroom this year. Three employees, including
two salespeople. Major suppliers include Ashley Furniture Inds., American Furniture, United, Lane and
Broyhill. Case goods accounted for 36% of 2009 total
sales; upholstery, 59%; bedding, 8%; decorative accessories, 3%; other merchandise, 2%.
G. Carver Rice Furniture
Home base: Saranac Lake, N.Y.
www.ricefurniture.info
lines in 7,500 square feet of selling space. Average sales
per square foot, $160. Six total employees, including a
four-member sales team. A member of Furniture First
buying group. Major suppliers include Broyhill and
Best Home Furnishings. Case goods accounted for 14%
decorative accessories, 6%; other merchandise, including floor coverings and window coverings, 28%.
G. Hermann Furniture
Home base: Brenham, Texas
www.hermannfurniture.com
Family-owned, in business since 1876. Offers uppermiddle price points in 20,000 square feet of selling
FT016-036i41.indd 26
space. Eighteen total employees, including 12 salespeople. Major suppliers include Flexsteel, Kincaid,
Lexington Home Brands, Sealy, Furniture Classics
and Stein World. Case goods accounted for 25% of
2009 total sales; upholstery, 22%; bedding, 9%; decorative accessories, 28%; other merchandise, including antiques, crafts and gifts, 16%. Has an electronic
newsletter and blog.
Gardner’s Bedrooms
Home base: Lancaster, Pa.
www.gardnersbedrooms.com
sales per square foot, $197. Six total employees, including three salespeople. A member of Mega buying
group. Major suppliers include Tempur-Pedic, Serta,
Coaster and New Energy. Case goods accounted for
67%; other merchandise, including soft goods, 8%.
Giorgi Brothers
Home base: South San Francisco, Calif.
www.giorgibros.com
space. Thirty total employees, including a sales team
of 15. Also sells online. Major vendors include Stanley,
Hancock & Moore, Pearson and Drexel Heritage. Online sales accounted for 5% of 2009 total sales. Case
goods accounted for 40% of 2009 total sales; upholstery, 50%; bedding, 5%; decorative accessories, 5%.
Gormans Home Furnishings
Home base: Farmington, Mich.
www.gormans.com
Founded in 1940. Operates four stores in Detroit
suburban markets. Stores offer upper-middle to
high-end lines in a combined 108,000 square feet of
selling space. Eighty total employees. Major suppliers include Stickley, Bernhardt, Universal, Henredon,
Stanley, Lexington Home Brands, Century, Hancock
& Moore, Sherrill, Hooker, Natuzzi and Ekornes. Also
carries home textiles and floor coverings.
Greenbaum Interiors
Home base: Paterson, N.J.
www.greenbauminteriors.com
each in Paterson and Morristown, N.J. Stores offer
square feet of selling space. Total sales per square
foot, $180. Sixty-five total employees, including a
sales staff of 30. Major suppliers include Hickory
Chair, Baker, Theodore Alexander, Hickory White,
Century and Chelsea House. Case goods accounted
for 20% of 2009 total sales; upholstery, 40%; bedding, 5%; decorative accessories, 25%; other merchandise, 10%. Has a Facebook fan page.
Harold’s Furniture
Home base: Lebanon, Pa.
www.haroldsfurniture.net
lines in 20,000 square feet of selling space. Ten employees, including a sales team of four. A member
of Furniture Smart buying group. Major vendors include Klaussner, La-Z-Boy, Sealy, Broyhill and Ashley. Plans to expand its Klaussner in-store gallery
this year. Case goods accounted for 20% of 2009
total sales; upholstery, 60%; bedding, 10%; decorative accessories, 5%; office furniture, 5%. Has a social
media presence through Twitter.
Hefner Furniture & Appliances
Home base: Poplar Bluff, Mo.
www.hefnerfurniture.com
Family-owned, founded in 1930. Operates one Hefner and one Hefner’s Too store in Poplar Bluff, Mo.;
and one full-line unit and one clearance center in
Farmington, Mo. Stores offer mid-priced lines in a
combined 165,000 square feet of selling space. A
member of the Mega buying group. Seventy-eight
employees, including 24 sales associates. Major suppliers include Thomasville, Broyhill, Bassett, La-ZBoy, Lane, Sealy and Ashley. Case goods accounted
for 30% of 2009 total sales; upholstery, 48%; bedding, 12%; decorative accessories and other merchandise, 10%.
Home and Garden
Home base: Covington, La.
www.handg.com
In business since 2008. Operates one store each in
Covington and Metairie, La. Carries mid-priced to
high-end lines in a combined 24,000 square feet of
selling space. Twenty-eight employees, including 14
salespeople. Key vendors include Aidan Gray, Oly
Studio and Guildmaster. Furniture accounted for
70% of 2009 total sales; decorative accessories, 20%;
other merchandise, 10%. Has a Facebook fan page
and a Twitter account.
Homestead Furniture
Home base: Nescopeck, Pa.
www.homesteadfurn.com
Family-owned, established in 1981. Stores offer promotional to mid-priced lines in a combined 16,000
foot, $125. Nine total employees, including a fiveperson sales team. A member of Brandsource buying
group. Major suppliers include Broyhill, Lane, Flexsteel, Ashley, Simmons, Tempur-Pedic and VaughanBassett. Case goods accounted for 32% of 2009 total
sales; upholstery, 47%; bedding, 20%; decorative accessories, 1%. Has a Facebook fan page.
HW Home
Home base: Boulder, Colo.
www.hwhome.com
store each in Boulder, Broomfield, Denver and
Greenwood Village, Colo. Stores carry upper-middle
to high-end lines in a combined 25,000 square feet
continued, p28
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FURNITURE |TODAY
JUNE 28, 2010
Beyond the Top 100
Also sells online. Forty-five employees, including 25
salespeople. Major suppliers include Mitchell Gold
+ Bob Williams, Hickory Chair, Cisco Bros, Palecek,
Elite Leather, Visual Comfort, Jamie Young, Barbara
Cosgrove, Lampworks, Global Views, Oly Studio and
Vanguard. Online sales accounted for 10% of 2009
total sales. Case goods accounted for 30% of 2009
I.O. Metro
Home base: Lowell, Ark.
www.io-metro.com
Founded in 2005. Currently operates 16 stores
throughout the states of Alabama, Arkansas, Mississippi, Missouri, Oklahoma, Tennessee and Texas.
Plans to open three Atlanta stores this year and one
store each in North Kansas City and St. Louis, Mo.
Stores offer promotional to mid-priced lines in a combined 120,000 square feet of selling space. Average
sales per square foot, $225. Direct sources merchandise from India, Indonesia, China and Mexico. One
hundred eleven employees, including a sales team
of 79. Case goods accounted for 30% of 2009 total
sales; upholstery, 30%; bedding, 5%; decorative accessories, 35%. Has a social media presence through
Twitter, Facebook, Flickr and a company blog.
INTER!ORS
Home base: Lancaster, Pa.
www.interiors-furniture.com
Family-owned, in business since 1967. Opened a second store in Harrisburg, Penn., this March. Stores
offer upper-middle to high-end lines in a combined
90,000 square feet of selling space. Seventy-five total
employees, including a sales team of 24. Major suppliers include Stickley, Flexsteel, Thomasville, Century and Hooker. Case goods accounted for 37% of
2009 total sales; upholstery, 48%; bedding, 2%; decorative accessories, 10%; other merchandise, 3%.
Kay Furniture
Home base: Smithville, Mo.
www.kayfurniture.com
Family-owned, founded in 1965. Offers upper-middle
price points in 36,000 square feet of selling space. A
member of Furniture First buying group. Twenty employees, including six salespeople. Major suppliers
include Flexsteel, LaCrosse, Best Home Furnishings,
La-Z-Boy, Sealy, Serta, Stanley, Thomasville and Smith
Brothers. Case goods accounted for 15% of 2009 total
sales; upholstery, 65%; bedding, 18%; decorative accessories, 1%; floor coverings, 1%. Opened a furniture
consignment division in its showroom this year.
Kelsey Furniture Company
Home base: Tuscola, Ill.
www.kelseyfurniture.com
sales per square foot, $93. Twelve total employees,
including three salespeople. A member of Mega buying group. Major suppliers include Lane, Broyhill,
Ashley, Bemco Bedding, Smith Brothers, Howard
FT016-036i41.indd 28
Miller, Stanley and Hooker. Case goods accounted
for 41% of 2009 total sales; upholstery, 41%; bedding, 10%; decorative accessories, 1%; carpet, 7%.
Knoxville Wholesale Furniture
Home base: Knoxville, Tenn.
www.knoxvillewholesalefurniture.com
Family-owned, founded in 1992. Operates three
Knoxville Wholesale Furniture locations and one
42,000-square-foot Ashley HomeStore. Stores carry
square feet of selling space. One hundred forty-four
employees, including a sales team of 52. Major suppliers include Broyhill, Flexsteel, Serta, Ashley, Corinthian, A.R.T, Jackson, Lane and Cheers. Furniture
and bedding accounted for 95% of 2009 total sales;
Kuebler’s Furniture
Home base: Redding, Calif.
www.kueblersfurniture.com
Family-owned, in business since 1974. Stores, operating in Redding, Calif., and Roseburg and Salem,
Ore., offer mid-priced lines in a combined 65,000
square feet of selling space. Thirty-eight employees,
including a sales team of 14. A member of FMG buying group. Major suppliers include Lane, Broyhill,
Aspen, Ashley, Best Home Furnishings and Pulaski.
upholstery, 48%; bedding, 12%; decorative accessories, 3.5%; other merchandise, including fabric protection, 0.5%. Has a social media presence through
Twitter, Facebook and MySpace.
Ladlow’s Fine Furniture
Home base: Scottsdale, Ariz.
www.ladlows.com
In business since 1955. Offers upper-middle price
points in 75,000 square feet of selling space. Average sales per square foot, $224. Fifty total employees,
including a sales team of 20. Key vendors include
Bernhardt, Fine Furniture Design, Hooker, Maitland-Smith, Platt Collections, Uttermost and John
Richard. Furniture accounted for 85% of 2009 total
sales; decorative accessories, 10%; other merchandise, 5%.
Landfair Furniture + Design Gallery
Home base: Portland, Ore.
www.landfairfurniture.com
space. Also sells online. Has two employees. Plans
to buy more product for the floor this year. Major
suppliers include Sherrill, Stanley, Global Views and
Palecek. Online sales accounted for 2% of 2009 total
sales. Case goods accounted for 40% of 2009 total
sales; upholstery, 40%; decorative accessories, 20%.
Has a social media presence through Twitter, Facebook, LinkedIn and a company blog.
Leader’s Casual Furniture
stores in west, central and east Florida. Stores offer
upper-middle price points in a combined 130,000
square feet of selling space. A member of Casual
Classics buying group. One hundred seventy-eight
total employees. Major suppliers include Palm
Springs Rattan, Garden Classics, Tropitone and
Windward. Furniture accounted for 95% of 2009 total sales; decorative accessories, 5%.
Luxe Home Interiors
Home base: Tulsa, Okla.
www.welcometoluxe.com
Currently offers 21 stores, 14 of which are franchised.
Stores offer lower-middle to upper-middle price
points. Closed eight stores in 2009. Major suppliers
include Century, Huntington House, Miles Talbott,
Klaussner, Stanley, Lexington Home Brands and
Hooker. Furniture, bedding and decorative accessories account for 90% of total selling space. Plans to
open stores in 2011.
Mattress Warehouse
Home base: Orangevale, Calif.
www.sacramentomattress.net
Family-owned, founded in 2006. Offers promotional
to mid-priced lines in 4,500 square feet of selling
space. Average sales per square foot, $200. Four total
employees, including two salespeople. Major suppliers include Simmons, Spring Air, Coaster and Englander. Case goods accounted for 10% of 2009 total
sales; bedding, 80%; other merchandise, including
sleep accessories, 10%. Has a social media presence
through Twitter, Facebook, MySpace and LinkedIn.
Montgomery’s Furniture
Home base: Sioux Falls, S.D.
www.montgomerysfurniture.com
Fifth-generation, family-owned retailer, established
in 1888 in the Dakota Territory before South Dakota
became a state. Operates a Montgomery’s store and
a 10,000-square-foot flooring and window coverings
store in Sioux Falls and a Montgomery’s store Madison, S.D. Stores carry promotional to mid-priced lines
in a combined 65,000 square feet of selling space.
Fifty total employees, including 20 salespeople.
A member of Furniture First buying group. Major
suppliers include Flexsteel, Rowe, Lexington Home
Brands, Stanley, Bernhardt, Ekornes, Huntington
House, Canadel, Hooker, Serta, Bradington-Young,
Sam Moore and Four Hands. Case goods accounted
for 20% of 2009 total sales; upholstery, 42%; bedding, 6%; decorative accessories, 17%; other merchandise, 15%.
More Space Place
Home base: Clearwater, Fla.
www.morespaceplace.com
Manufacturer’s dedicated store network, founded in
1994. At year’s end, operated 21 stores in Florida;
Home base: Largo, Fla.
www.leadersfurniture.com
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Beyond the Top 100
four in Texas; two each in South Carolina, Georgia,
Tennessee, Maryland, North Carolina and Illinois;
and one each in Virginia, Colorado, New Hampshire, Delaware and Puerto Rico. Stores offer uppermiddle price points in a combined 75,500 square
$278. Major suppliers include Murphy Bed Chicago,
Roseburg, Sidelines and Decorative Specialties. Case
goods accounted for half of 2009 total sales; upholstery, 2%; bedding, 18%; closet systems, 30%. Has
a social media presence through Twitter, Facebook,
LinkedIn and a company blog.
Morris Sokol Furniture
Home base: Charleston, S.C.
www.morrissokol.com
Family-owned, founded in 1921. Offers uppermiddle price points in 37,000 square feet of selling
space. Twenty-five employees, including a nine-person sales team. Major suppliers include Lexington
Home Brands, Stanley, Kingsley-Bate and Tropitone.
upholstery, 25%; bedding, 10%; decorative accessories, 15%; outdoor furniture, 15%. Has a social
media presence through Twitter, Facebook and a
company blog.
MOTIF Modern Living
www.motiffurniture.com
Founded in 2002. Operates stores in Austin and San
Antonio, Texas. Also sells online. Stores offer uppermiddle price points in a combined 38,000 square
feet of selling space. Plans to open a new store and
warehouse this year, bring total square footage to
63,000 square feet. Twenty total employees, including eight salespeople. Major suppliers include
American Leather, BDI, Calligaris, Elite Modern,
Gus, Innovation, Nova, Neuvo, Palliser, Sitcom,
Tema Home, Umbra and Zuo Modern. Online sales
accounted for 8% of 2009 total sales. Case goods
a social media presence through Twitter and Facebook.
Mountain Comfort Furnishings
Home base: Frisco, Colo.
www.mountaincomfort.net
store each in Kremmling and Frisco, Colo., Taos,
N.M., Truckee, Calif., and Coeur d’ Alene, Idaho.
Plans to open one new store this year. Stores carry
upper-middle to high-end lines in a combined 38,000
square feet of selling space. Fifty-five total employees, including 23 sales associates. Major suppliers
include Paul Robert, King Hickory and Simmons.
upholstery, 40%; bedding, 5%; decorative accessories, 20%. Has a Facebook fan page.
N.B. Liebman Furniture
Home base: Mechanicsburg, Pa.
www.nbliebman.com
FT016-036i41.indd 30
store each in Mechanicsburg and Harrisburg, Pa.
square feet of selling space. Is constructing a new
motion furniture gallery in its Mechanicsburg store.
Is a member of Mega and Styletrend buying groups.
Ninety employees, including 20 salespeople. Major
suppliers include Lane, Berkline, Legacy Classics,
Sealy, Serta, Tempur-Pedic, Klaussner and Bernhardt.
upholstery, 40%; bedding, 9%; decorative accessories, 1%. Has a Facebook fan page.
New Ulm Furniture
Home base: New Ulm, Minn.
www.newulmfurniture.com
Family-owned, established in 1945. Offers promotional to mid-priced lines in 45,000 square feet of
selling space. Also sells online. Fifteen total employees, including a sales staff of eight. Major suppliers
include Flexsteel, La-Z-Boy, Sealy, Ashley, Lane and
Restonic. Furniture and bedding accounted for 85%
of 2009 total sales; decorative accessories, 5%; other
merchandise, including floor coverings, 10%.
Parsons Furniture
Home base: Wolfeboro, N.H.
www.parsonsfurniture.com
Family-owned. Founded in 1954, under present
ownership since 1987. Offers mid-priced to high-end
lines in 14,000 square feet of selling space. Average sales per square foot, $113. Twelve employees,
including six salespeople. Major suppliers include
Sherrill, Hancock & Moore, Palliser, La-Z-Boy,
Broyhill and Kingsdown. Furniture and bedding
accounted for 82% of 2009 total sales; decorative
accessories, 3%; other merchandise, including patio
furniture, 15%.
Pilgrim Furniture City
Home base: Southington, Conn.
www.pilgrimfurniturecity.com
Family-owned, in business since 1961. Currently operates one store each in Southington, Milford and
Manchester, Conn. Stores offer mid-priced lines in
a combined 210,000 square feet of selling space.
Opened the Manchester store this January. A member of Furniture First buying group. One hundred
fifty employees, including 60 salespeople. Major suppliers include Ashley, Klaussner, Legacy, Simmons,
Jofron, Warehouse M, Southern Motion and Lane.
upholstery, 51%; bedding, 8%; decorative accessories, 1%.
Plantation Furniture
Home base: Richmond, Texas
www.plantationfurniture.com
space. Fifteen total employees, including a sales team
of 10. A member of Furniture First buying group. Major suppliers include Broyhill, Aspenhome, Lane and
Fairmont Designs. Case goods accounted for 50% of
2009 sales; upholstery, 40%; bedding, 5%; decorative
Rosen’s Furniture & Mattress
Home base: East Stroudsburg, Pa.
Family-owned, founded in 1919. Offers midpriced to
high-end lines in 90,000 square feet of selling space.
More than 25 total employees. A member of Style
Trend buying group. Major suppliers include Harden
Furniture, Klaussner, Sealy, Vaughan-Bassett, Simply Amish, Tempur-Pedic, Broyhill, Clayton Marcus,
Rowe, Lexington, Tradwins, Jofran and Magnussen.
Furniture accounted for 76% of 2009 total sales; bedding, 22%; decorative accessories, 2%. Offers complimentary refreshments and games while customers
shop.
Rosenthal Furniture
Home base: Minneapolis
www.rosenthalfurniture.com
Family-owned, in business since 1895. Offers uppermiddle price points in 17,000 square eet of selling
space. Has eight employees. Major suppliers include Ekornes, Natuzzi and American Leather. Will
remodel its Ekornes gallery this year. Case goods
a social media presence through Facebook and
LinkedIn.
Sedlak Interiors
Home base: Solon, Ohio
www.sedlakinteriors.com
Family-owned, founded in 1947. Offers uppermiddle to high-end lines in 143,000 square feet of
selling space. Eighty-seven employees, including 24
salespeople. In-store galleries: Stickley, 4,200 square
feet; Henredon and Century, 3,528 square feet each;
Hickory Chair and Harden Furniture, 3,500 square
feet each. Other suppliers include Hancock & Moore,
American Leather, Bradington-Young, Barcalounger
and Sherrill. A remodeled Henredon Gallery and
completely renovated bedding gallery featuring
Shifman Mattresses, are new for 2010. Furniture
decorative accessories, 10%; other merchandise, including floor coverings, 10%.
Severegn Furniture Management
Home base: Phoenixville, Pa.
www.sheffieldfurniture.com
Privately held group of high-end furniture stores operating Sheffield Furniture & Interiors in Malvern,
Pa., Rockville, Md., and Dulles, Va. Also holds sales
events at its warehouse in Phoenixville, Pa. Major
suppliers include Stickley, Henredon, Baker Furniture and Hickory Chair and designer collections
from Christopher Guy, Julia Gray, Alexa Hampton, Thomas O’Brien, Ralph Lauren and Barbara
Barry. In April 2009, the company reopened two of
its Danker stores in Dulles, Va., and Rockville, Md.,
as Sheffield Furniture & Interiors. The remaining
two Danker stores in Pentagon City and Annapolis
closed last year when their leases expired.
continued, p34
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JUNE 28, 2010
Beyond the Top 100
Sheely’s Furniture & Appliances
Home base: North Lima, Ohio
www.sheelys.com
Family-owned, in business since 1952. Its 75,000square-foot showroom carries upper-middle price
points. One hundred fifty total employees, including 25 sales associates. Average sales per square foot
for furniture, $312. Major suppliers include Sealy,
Flexsteel, Lane, Riverside, Winners Only, Legacy,
Best Home Furnishings, Canadel, Hooker, VaughanBassett, Stanley, Smith Brothers, Klaussner, Liberty,
Parker House, Cresent, Eagle and Lea. Case goods
31%; bedding, 8%; decorative accessories, 2%; other
merchandise, including major appliances, 22%.
Shumake Furniture
Home base: Decatur, Ala.
www.shumakefurniture.net
Family owned, in business since 1937. Offers uppermiddle price points in 30,000 square feet of selling
space. Plans to remodel the front half of the store,
including new floors and walls, this year. Eleven
total employees, all of which sell. Major suppliers
include La-Z-Boy, Clayton Marcus, Hooker and Lexington Home Brands. Case goods accounted for 30%
decorative accessories, 10%; other merchandise, including outdoor furniture, 10%.
Slate Quarry Furniture
Home base: Delta, Pa.
www.slatequarryfurniture.com
lines in 16,000 square feet of selling space. Six total
employees, including a three-member sales team.
Plans to make minor store renovations this year.
Major suppliers include Wesley Hall, Smith Bros.,
Temple, Broyhill, Keystone Collection by Martins,
Simply Amish and Custom Shoppe. Case goods accounted for 30% of 2009 total sales; upholstery, 65%;
bedding, 3%; decorative accessories, 2%; Has a social
media presence through Twitter and Facebook.
Smart Interiors
Home base: Spring Hill, Fla.
www.smartinteriorsfurn.com
each in Spring Hill and Lecanto, Fla. Stores offers
upper-middle price points in a combined 40,000
square feet of selling space. Sixteen total employees,
including nine sales associates. Major suppliers include Lexington Home Brands, Stanley, Bernhardt,
Norwalk, Bradington Young and Hooker. Case goods
35%; bedding, 10%; decorative accessories, 15%;
other merchandise, 15%.
Sofas Plus
Home base: Fairfield, N.J.
www.sofasplus.com
Family-owned, established in 1985. Offers mid-priced
FT016-036i41.indd 34
lines in 32,000 square feet of selling space. Plans to
renovate this year. Twelve total employees, including
four salespeople. Major suppliers include Klaussner,
Berkline, Ashley and Vaughan. Case goods accounted for 18% of 2009 total sales; upholstery, 80%;
bedding, 1%; decorative accessories, 1%.
Southeast Furniture Warehouse
Home base: Juneau, Alaska
www.southeastfurniturespot.com
Founded in 2000. Offers mid-priced to high-end
sales per square foot, $188. Eight total employees,
including three salespeople. Major suppliers include
Ashley, La-Z-Boy, Ekornes, Tradewins, Whittier, Emerald Home Furnishings, Best Home Furnishings and
Home Elegance. Case goods accounted for 33% of
2009 total sales; upholstery, 42%; bedding, 24%; decorative accessories, 1%. Has a Facebook fan page.
Spiller Furniture Stores
Home base: Tuscaloosa, Ala.
www.spillerfurniture.com
Family-owned, founded in 1948. Operates stores in
the cities of Tuscaloosa, Reform, Aliceville, Eutaw,
Demopolis, Thomasville, Selma, Prattville, Brent
and Greensboro, Ala.; and Columbus and Starkville,
Miss. Stores offer promotional to mid-priced lines in
a combined 255,000 square feet of selling space. One
hundred fifteen employees, including 35 salespeople.
A member of Mega buying group. Major suppliers
include Ashley and Symbol Bedding. Case goods accounted for 39% of 2009 total sales; upholstery, 35%;
bedding, 15%; decorative accessories, 2%; major appliances, 6%; consumer electronics, 3%.
Spitaleri Furniture
Home base: South River, N.J.
www.spitalerifurniture.com
space. Nine employees, including four salespeople.
Major suppliers include Broyhill, Berkline, Best Home
Furnishings, American Drew, Beech Brook, Legacy,
Riverside, Vaughan, Vaughan-Bassett and Zimmerman Chair. Case goods accounted for 27% of 2009
total sales; upholstery, 55%; bedding, 8%; decorative accessories, 1%; other merchandise, including
tv stands and home office, 9%.
Sprintz Furniture
Home base: Nashville, Tenn.
www.sprintz.com
Family-owned, in business since 1981. Stores include a 110,000-square-foot flagship store and
a 50,000-square-foot Sprintz store, as well as a
16,500-square-foot Thomasville Home Furnishings
and Bassett Home Furnishings store. Also operates
a 70,000-square-foot distribution center. Stores offer
upper-middle to high-end lines. One hundred fortyfour total employees, including a sales team of 54.
Major suppliers include Henredon, Drexel Heritage,
Stickley, Thomasville, Universal, Bernhardt, Hooker,
Stanley, Natuzzi, Lexington, Fine Furniture, Rowe,
Hancock & Moore and Bassett Home Furnishings.
Operates a design center and also offers carpet. Furniture, bedding and decorative accessories accounted
for 100% of 2009 total sales.
Sussan Fine Furniture
Home base: Dickinson, Texas
www.sussanfurniture.com
space. Eleven total employees, including four sales
associates. Major suppliers include Paul Robert and
Stanley. Furniture and bedding accounted for 65%
of 2009 total sales; decorative accessories, 35%. Has
Talsma Furniture
Home base: Hudsonville, Mich.
www.talsmafurniture.com
Family-owned, established in 1947. Operates stores
in Hudsonville, Holland and Byron Center, Mich.
square feet of selling space. Expanded its Hudsonville store in 2009. Fifty total employees, including
30 salespeople. A member of Furniture First buying
group. Major suppliers include Broyhill, Lane, Bassett, Flexsteel, Canadel, Vaughan-Bassett and Craftmaster. Case goods accounted for 20% of 2009 total
sales; upholstery, 50%; bedding, 20%; decorative accessories, 10%. Has a Facebook fan page.
The Furniture Look
Home base: Hays, Kan.
www.thefurniturelook.com
space. Also sells online. Ten total employees, including a sales staff of five. 2010 plans inlcude bringing in a new upholstery line, lowering price points
and sourcing product made in the U.S. Also plans
to expand its advertising reach to new market areas. Major suppliers include Smith Brothers, Bassett,
Lane and Riverside. Online sales accounted for 8%
of 2009 total sales. Case goods accounted for 25%
The Furniture Warehouse
Home base: Sarasota, Fla.
www.furnwarehouse.com
store each in Sarasota, Bradenton, Venice and Port
Charlotte, Fla. Stores offer lower-middle price points
in a combined 66,000 square feet of selling space.
Operates a 60,000-square-foot distribution center.
A member of FMG buying group. Sixty-five total
employees, including a sales staff of 29. Major suppliers include Stratford, Serta, King Koil, Simmons,
Progressive, Simmons Upholstery, Best Home Furnishings and Standard. Case goods accounted for
including fabric protection and wicker, 5%. Has a
Facebook fan page.
continued, p36
6/22/2010 4:29:18 PM
36
FURNITURE |TODAY
JUNE 28, 2010
Beyond the Top 100
The Great American Homestore
Town & Country Leather
Home base: Southaven, Miss.
www.greatamericanhomestore.com
www.townandcountryleather.com
one store each in Southaven, Miss., and Memphis,
Tenn. Stores offer mid-priced lines in a combined
per square foot, $204. A member of Mega buying
group. Ninety-five company employees, including
40 salespeople. Major suppliers include Corinthian,
Sealy, La-Z-Boy, Broyhill, Magnussen, AICO, Samuel
Lawrence, ART Furniture, Franklin, Tempur-Pedic
and Leather Italia. Case goods accounted for 38%
decorative accessories, 3%; other, including furniture protection and delivery, 6%. Has a Facebook
fan page.
Family owned, in business since 2007. Offers midpriced to high-end lines in 7,200 square feet of selling space. Average sales per square foot, $300. Also
sells online. Plan to open one or two stores in the
central Texas market this year. Six total employees,
including three salespeople. Major suppliers include
Palliser, LeatherTrend, Natuzzi, Legacy, Flexsteel and
Lane. Online sales accounted for 5% of 2009 sales.
Case goods accounted for 5% of 2009 total sales; upholstery, 94%; other merchandise, 1%. Has a Facebook fan page.
The Shops at Carolina Furniture
of Williamsburg
Home base: Williamsburg, Va.
www.carolina-furniture.com
Family owned, in business since 1976. Is located
in historic Williamsburg. Offers upper-middle to
high-end price points at 30% to 60% off suggested
retail in 22,000 square feet of selling space. Also
sells online. Online sales accounted for 24% of 2009
total sales. Fifty employees, including a sales team
of 30. Major suppliers include Henkel-Harris, Baker,
Ralph Lauren, Henredon, Hickory Chair, French
Heritage and E.J. Victor. Case goods accounted for
2%.
Three Chairs Co.
Home base: Ann Arbor, Mich.
www.threechairs.com
Family-owned, founded in 1996. At year end, operated two stores in Ann Arbor, Mich.; and one each in
Holland, Mich., and Carmel, Ind. Is closing its Carmel store this year. Stores offer upper-middle price
points in a combined 17,800 square feet of selling
space. Average sales per square foot, $130. Thirteen
employees, including a sales team of 10. Major suppliers include Herman Miller for the Home, American Leather, Mitchell Gold + Bob Williams and Lee
Inds. Case goods accounted for 26% of 2009 total
sales; upholstery, 64%; bedding, 1%; decorative accessories, 8%; other merchandise, 1%.
Town & Country Furniture
Home base: Iuka, Miss.
www.tnciuka.com
full-line store and one outlet in Iuka, Miss.; and one
full-line store in Counce, Tenn. Stores offer promotional to mid-priced lines in a combined 61,000
square feet of selling space. Sixteen total employees, including eight salespeople. A member of Mega
buying group. Major suppliers include Broyhill, LaZ-Boy, Sealy/Stearns & Foster and Stanley/Young
America. Case goods accounted for 31% of 2009 total sales; upholstery, 48%; bedding, 16%; decorative
accessories, 5%.
FT016-036i41.indd 36
Turner Furniture
Home base: Tifton, Ga.
www.turnerfurniture.com
Family-owned, in business since 1915. Operates two
stores each in Tifton, Valdosta and Albany, Ga.; and
one in Moultrie, Ga. Stores offer promotional to midpriced lines in a combined 169,000 square feet of
Plans to open two stores this summer. A member of
Furniture First buying group. One hundred fifty employees, with 70 salespeople. Major suppliers include
Ashley, La-Z-Boy, Serta and Jamison. Case goods accounted for 30% of 2009 total sales; upholstery, 40%;
bedding, 15%; decorative accessories, 10%; outdoor
furniture, 5%. Has a Facebook fan page.
W.E. Mayberry & Son
Home base: Crossville, Tenn.
www.mayberrysfurniture.com
Family-owned, founded in 1946. Operates two locations in Crossville, Tenn.: Mayberry’s Furniture and
Mayberry’s Interiors. Stores offer promotional to midpriced lines in 25,000 square feet of selling space.
Average sales per square foot, $120. Also sells online.
Plans to converts its Interiors store to a Bassett store
this year. Fourteen total employees, including a sixmember sales team. A member of Mega and The
Buying Giant buying groups. Major vendors include
La-Z-Boy, Ashley, Broyhill, Best Home Furnishings,
Sealy and Tempur-Pedic. Case goods accounted for
5%. Has a Facebook fan page.
Family owned, established in 1986. Offers midpriced lines in 12,000 square feet of selling space.
Has a sales team of four. Major suppliers include
Ashley, Craftmaster, Hooker, Fairfield, Universal,
Stanley, Kincaid, Largo, Lea, Drexel Heritage, AICO
and Simmons Beautyrest. Case goods accounted for
15%; decorative accessories, 5%. Has a Facebook fan
page.
Zak’s Furniture
Home base: Johnson City, Tenn.
www.zaksfurniture.com
space. Also has a 10,000-square-foot clearance center in a separate building. Fifty-three total employees, including a sales team of 14. A member of FMG
buying group. Major suppliers include Lane, Broyhill, La-Z-Boy, Flexsteel, Southern Motion, Liberty,
Legacy, Vaughan-Bassett, Cresent, Clayton-Marcus,
Universal, Hancock & Moore, Craftmaster, Corinthian, Jamison, Restonic, Tempur-Pedic and Sealy.
Added a Flexsteel gallery this year and remodeled
25,000-square-foot of showroom space. Furniture
decorative accessories, 5%; other merchandise, 3%.
Has a Facebook fan page.
Zimmermans Furniture
Home base: Bismarck, N.D.
www.zimmermansfurniture.com
Family-owned, founded in 1995. Operates two stores
in Bismarck, N.D.; and one each in Fargo, Jamestown,
Minot and Grand Forks, N.D. Stores offer mid-priced
lines in a combined 145,000 square feet of selling
space. Sixty total employees, including 23 sales associates. Major lines include Flexsteel, Bassett, Best
Home Furnishings, Berkline, A-America, VaughanBassett, Legends, Klaussner, Stratford, Leather Trend
and Natuzzi. Case goods accounted for 30% of 2009
total sales; upholstery, 50%; bedding, 13%; decorative accessories, 1%; other merchandise, including
fireplaces, 6%; Has a Facebook fan page.
Weece Furniture
Home base: Dodge City, Kan.
Family owned, founded in 1957. Offers promotional
to mid-priced lines in 52,000 square feet of selling
space. A member of Brand Source buying group.
Twelve total employees, including a six-member
sales team. Major suppliers include Ashley, Broyhill, Lane and Sealy. Case goods accounted for 32%
Williams Furniture
Home base: Carbon Hill, Ala.
www.williamsfurniturestore.com
6/22/2010 4:29:18 PM
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Furniture Today June 2010

Transcription

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