September 2013—In Vogue

Vol. 2 Issue 7

“IN VO

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E” SEPTEMBER Issue

SEPTEM

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2013

SEPTEMBER 2013

www.RetailerNOWmag.com

COLOR TRENDSMARKET TRENDS

SOCIAL MEDIA TRENDS

In VOGUE

Farmhouse Stripes FAR-7000

ATLANTA HIGH POINT LAS VEGAS NEW YORKNEW DELHI TORONTO TUPELO [email protected]: SURYA.COMSURYASOCIAL

Goa G-5138

POUF-156

FOR MORE TRENDSSURYASOCIALZZ-422

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Highland Breeze786

Brilliant Blue2065-30

Blue Macaw784

Utah Sky2065-40

Shining Sea789

Storm SOM-7723

Experience a rhapsody in blue. Inspired by the aged azure shades found in classic Delft china, this sophisticated trend can take an interior from classic colonial to calming coastal – depending on the choice of pattern. Whether it’s found in a rug, pillow or pouf; home accessories in this beautiful shade can bring a tranquil sophistication to any living space – indoors or out.

china blue

SEPTEMBER 17-20 OCTOBER 19-24MERCHANDISE MART 8-4055

CHICAGOSHOWPL ACE 4100HIGH POINTNEWSTOP BY TO SEE OUR

LATEST TRENDS INOUTDOOR ACCESSORIES

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FOR MORE TRENDS

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www.retailerNOWmag.com S E P T E M B E R | 2 0 1 3 1

12. Does Your Sofa Wear Plaid?15. On the Big Screen16. International Color Trends19. Blog It23. Embrace Hue You Are27. Las Vegas Market Wrap-up

36. Fall Home and Garden Trends

In VogueFashion highlights turn into furniture flair for showrooms, markets and trends.

count onIT

yourVOICE

featuresNOW

09. Roving Reporter Las Vegas Market10. Retailer2Retailer/Inspired Reading34. Getting to Know the NextGen37. Community Today A Leadership Conversation38. Fresh Perspectives Business Truisms

I N S I D E

04. From the Association President In Vogue06. From the Editor Fashion Forward40. What's Selling Now42. Membership Marketplace46. Industry Scoop49. Product Focus The Beauty of Boucherouite51. Quick-Fire Marketing CombiningOnlineandOfflineMedia53. Government Relations54. Industry Calendar

56. The Now List

In Vogue

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On the Cover: Reflections Home Furnishings located inside Hickory Furniture Mart; Hickory, North Carolina

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RetailerNOW, ISSN# 2166-5249, is published monthly (except March and December) by the North American Home Furnishings Association, 500 Giuseppe Court, Ste 6, Roseville, CA 95678. Application to Mail at the Periodicals Postage Prices is Pending at Roseville, CA and additional mailing offices. POSTMASTER: Please address changes to: RetailerNOW, The North American Home Furnishings Association, 500 Giuseppe Court, Ste 6, Roseville CA 95678.

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If you would like to only receive an electronic version of RetailerNOW, please send an email to [email protected]. © 2012 North American Home Furnishings Association. Published by the North American Home Furnishings Association. Material herein may not be reproduced, copied or reprinted without prior written consent of the publisher. Acceptance of advertising or indication of sponsorship does not imply endorsement of publisher or the North American Home Furnishings Association. The views expressed in this publication may not reflect those of the publisher, editor or the North American Home Furnishings Association, and North American Retail Services Corp. Content herein is for general information only; readers are encouraged to consult their own attorney, accountant, tax expert and other professionals for specific advice before taking any action.

What we are so passionate about. . .

To have the courage to pursue purposeful dialogues that challenge conventional thinking, to engage and entertain our readers by delivering content that creates a fervent following ready to change the landscape of our industry.

RetailerNOW is the magazine for today’s home furnishings professional. Developed for a specialized community, RetailerNOW brings a unique editorial focus on progressive and relevant issues concerning the home furnishings industry in the retailer’s voice, with a focus on issues impacting retailers NOW.

Magazine of the North American Home Furnishings Association

Published by the North American Home Furnishings Association 500 Giuseppe Court, Suite 6 Roseville, CA 95678 800.422.3778

Publication StaffJennifer Billock Editor [email protected]

Lisa Tilley Art Director [email protected]

Tim Timmons Associate Publisher [email protected]

Michelle Nygaard Executive Sales Manager [email protected]

Cindi Williams Business Development [email protected]

Editorial Collaborators

Andrew Tepperman Tepperman's Windsor, ON

Carol Bell Contents Interiors Tucson, AZ

Donny Hinton Colortyme Gaffney, SC

Rick Howard Sklar Furnishings Boca Raton, FL

Travis Garrish Forma Furniture Fort Collins, CO

North American Home Furnishings Association Sharron Bradley CEO [email protected]

Mary Frye EVP [email protected]

Executive Committee Chair Howard Haimsohn Lawrance Contemporary

President Rick Howard Sklar Furnishings

President Elect Marty Cramer Cramer’s Home Furnishings

Vice President Steve Kidder Vermont Furniture Galleries

Secretary/Treasurer Paul Sanford Jerome’s Furniture Store

SHFA President Britt Sams Sams Furniture

SEHFA President Wogan S. Badcock III W.S. Badcock Corp.


Rick Howard, President North American HFA

President's Message

In VogueOur world is so much smaller than it was a few decades ago. Today we know what is happening around the world almost minute by minute. News gets the lead as we are bombarded by world events and politics daily. Through social media, there are a tremendous number of ideas floating in cyber space. Anything you want to know or find out is there on the internet waiting for you.

The “Big New Thing” can go viral worldwide through traditional or social media in as little as an hour. For those of us in the furniture and design world, we are focused on business, fashion and color trends. Our best and major sources of information are trade shows. Each manufacturer in turn must focus on world fashion and major new category trends in order to present their new lines to us.

The world has many design shows, each showcasing a specific category or product. Design is everywhere and is celebrated in many contests for graphics, fine art, architecture, furniture design, interior design, advertising, performing arts, movies and music. Trends

from this plethora of sources quickly spread from area to area. Our collective consciousness comes about through exposure to the many resources that are at our fingertips.

Clothing fashion designers usually lead the way and reflect the period we live in. Designers are using rich materials, supple textures and toning. These are being matched with very vibrant accent colors such as chartreuse, purple, cobalt blue, aubergine, reds, mustard and greens. The results are stunning. Clothing is starting to become fun again! The fashions are coming from designers with different lenses that offer us plenty of room for self expression.

Our industry is part of the fashion world. The furniture, textile, wall covering and paint industries work hard to keep up with the trends. When I leave the Milan furniture fair or our High Point and Vegas shows, I come away with impressions of an industry on the move, and frankly, of a planet on the move. Because our recent economic times were tough, designs and color palettes have been somewhat subdued and comfortable. Soft earthy tones in leather and elegant fabrics were married with wonderful

wood tones. Woods are walnut, ebony, seared oak, zebrano and matte lacquers along with some white oak that is coming back into the picture. This combines to make stunningly comfortable and inviting room settings. At the Milan show this motif was prevalent, welcomed and beautiful.

When visiting any large cosmopolitan center, I make it my business to window-shop fashion to see what the hot colors are. What do the leading-edge designers think we are ready for and how do these fashions and colors resonate with me? Paying attention to all of these things across a broad range of products lets me feel that I understand the trends that are happening before my eyes. This realization is how I define what is in vogue, what colors are in and what next year’s colors, fabrics, finishes, furniture and even technology will look like.

How do you distill all the design clues that you see flowing your way every day? This is a vital part of our business and each manager must take a stand on what is new and exciting and determine what the new store lineup will be. This is a necessary and vital step in our semiannual floor planning and it is tricky because our success as merchants depends on our choices. Once we have it figured out, we spend a lot of money on purchasing new product offerings, updating our showrooms and selling off product that just a moment ago was the latest thing. In order for our business to flourish, remain fresh and stay relevant, we must excite our clients with our product interpretation of what is in vogue!

This month’s RetailerNOW is dedicated to this tricky topic. I hope you enjoy it.

Rick Howard

from the president

K I N C A I D F U R N I T U R E

M O R E T R A N S I T I O N A L T H A N Y O U M AY T H I N K .

With our traditional craftsmanship and attention to detail, Kincaid Furniture is the #1 solid wood furniture maker in the country. But, did you know we also offer an exciting selection of transitional styles? Like our new Montreat collection which features solid Dutch White Cedar, a beautiful graphite finish and all the elements of quality you expect from Kincaid. See more of Montreat and our new Studio Select upholstery options (shown above) at KincaidFurniture.com


from the editor

Follow other products I love on my blog and on Pinterest.www.retailerNOWmag.com

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Editor’s Message

What I’m LovingToyko design studio YOY has taken the combination of form and functionality to a whole new level. Lean one of these stylish pieces of art against your wall, and then shock your guests by sitting IN the picture! Each stretch-fabric print conceals a hidden frame on the back allowing the canvas to become a fully functional piece of furniture. Photo by Yasuko Furukawa.

My first day at the Las Vegas Market was packed full. I had appointments from 10:30 a.m. clear through until 5 p.m. That’s a lot of walking. So I did the sane thing and donned my 10-year-old well-worn black kitten-heel flats that I knew I could walk in. I was shocked to see (as I was in High Point, as I’m sure I will be at every furnishings event) that others did not follow my good-sense rule of wearing comfortable shoes. How these women did it, I have no idea, but I saw pair after pair of stilettos. Platforms. Heeled wedges. I imagine these poor women heading back to their hotel rooms at the end of the day only to find that their feet are permanently held in high-heel position.

It got me thinking about the interplay between the furniture and fashion industries. Couture dominates this industry, and these women not only know it, but show it. Fashion trends dictate the color, form and function of our furniture. If orange is overpowering the runways, you better believe orange fabric will be exploding all over Market. If styles trend back to the 1960s, expect showrooms to be full of mod, retro pieces. This issue is dedicated to the fashion

forward and groundbreaking tech trends making their way across the world, infiltrating every culture and industry. This issue is for you, fashion-conscious Market goers!

In the end, maybe the high-heeled women came out on top—midway through Day 2, the portion of my kitten heel that maintains traction fell off, and I slipped and fell in front of an entire crowd of people. So much for fashionable grace!

(224) 627-3288 [email protected] @retailerNOW

Fashion Forward

Tillandsia Purple

Absinthe Green

Rhubarb Provincial Blue

Jennifer's Fall Pantone Picks

Jennifer Billock, Editor, RetailerNOW

High Point MarketOctober 19-24336.869.1000 | [email protected] #hpmkt Sfind us everywhere www.highpointmarket.org

8 S E P T E M B E R | 2 0 1 3 www.retailerNOWmag.com www.retailerNOWmag.com S E P T E M B E R | 2 0 1 3 9

Cool AppsSocial Tech

Tech

TechNOW

#We’reJustAsConfusedAsYou! Are you overwhelmed with all the different #hashtags popping up on Twitter, and now on Facebook too? #We’reJustAsConfusedAsYou! These ones have been popping up all over RetailerNOW’s Twitter feed—and here’s what the Tweeters are trying to say.

#latergram: “I took an awesome Instagram photo hours ago, but I’m only getting around to posting it now.”

#followfriday (#FF): “These people are pretty cool. I follow them, and you should too.”

#maderemade: “I remade some of my junk into something fabulous!” (Or, a shout-out to the popular DIY Network blog of the same name.)

#flashbackfriday: "It's Friday! Let's reminisce about this thing that happened in the past."

Have you connected with RetailerNOW? Like, Tweet or Pin with us and you’ll be able to experience more content and continue the conversations online!

Like: www.facebook.com/RetailerNOW Tweet: @RetailerNOW Pin: www.pinterest.com/RetailerNOW

What technology are you using in your store? Let us know at

[email protected]!

Lovvvit: This app allows users to post video check-ins on social media streams. Encourage your customers to download it! Not only will videos of your store

be shared across the tech-spectrum, but you can offer discounts through the app so nearby users will be enticed into the showroom. Free; Available for Apple phones.

FieldVision: Customers are becoming more and more impatient when it comes to waiting in long lines. Now they don’t have to. FieldVision allows retailers to use a constantly updated flip-through catalog to show shoppers items you have available in stock—and then you can place the order right from where you are. You can even show people the catalog and take orders while you’re out of the store. Free; Available for the iPad.

HomeZada: Are you planning a showroom makeover? Manage the project with HomeZada. The app will help you determine product cost and necessary supplies. It

also allows you to comparison shop and will track your budget throughout the length of the project. Already completed your new showroom? We’d love to see photos and hear your story! Share your experience with [email protected]. Free app, web subscription required; Available for Apple and Android.

Facebook Introductions Facebook Friends

The popular social site has recently introduced two new changes to the way you see your news: Story Bumping and Last Actor. Story Bumping: If you missed a post in your feed

that is receiving a large amount of likes and comments, it will reappear near the top of your newsfeed.

Last Actor: The last 50 pages or people you interacted with will be at the top of your news feed when you log on.

As always, constant interaction is key to Facebook success—so get online and network!

Good to Know

“Keylogging” refers to a type of software that hackers can put on your computer to track every keystroke you make. The hackers don’t need personal access to your computer—they just need you to download a file sent as cleverly disguised spam. According to Democrat and Chronicle, this system has helped steal more than 160 million customer credit card numbers from businesses in a recent attack. Be safe—don’t download anything from someone you don’t know, don’t open any suspicious-looking emails and conduct regular virus scans.


336.869.1000 | [email protected] #hpmktS S S find us everywhere www.highpointmarket.org

HighHighH PointPointP MarketMarketMOctober 19-24


Retailer2Retailer

A: Seeing old reps and looking for specials. I’m always in the market for something new – they’ve got to build a better mousetrap somewhere! James Hughes, Credit World, Texas

Q: What do you find most useful at market?

Inspired Reading

Converge: Transforming Business at the Intersection of Marketing and TechnologyToday more than ever, marketing and IT need to work as one to meet the needs of consumers. In Converge, by Bob Lord and Ray Velez, readers will learn how to take these two departments out of their silos and synergize them into a powerful entity.The book provides tried and true roadmaps of major companies like Kellogg and Unilever who were able to blend technology, media and creativity, with exceedingly positive results.If you’re looking to improve your store’s marketing, packaging and brand empowerment to generate sales and increase interest in your product, this is the book to get.

What books are you reading to help you along your business path? Let us know at [email protected].

A: The variety that you find in products. I also really like the way the guide is set up into different categories and products. It’s very user-friendly.Rebecca Timpson, Mojave Home Center, La Verkin, Utah

Your Voice


Roving Reporter

Your Voice

JENNIFER BILLOCK

Las Vegas Summer Market, Las Vegas, Nevada

Get the app to follow our Roving Reporters’ journeys or visit online at www.retailerNOWmag.com.

It’s all over industry news that the summer market in Vegas was a huge hit: participation numbers were up, buyers found sessions more beneficial,

new products were a smashing success… So then why did most showrooms report lower attendance than last year’s market? Maybe it wasn’t minimal foot traffic, but rather more purposeful visits. Throughout the entire event, retailers were tied to their guidebooks, making sure they were on track to see everything they needed without wasting time on superfluous meetings. The most echoed sentiment throughout Market was that although attendance appeared to be low, every meeting was useful and productive.

Nearly every showroom I walked into embraced a num-ber of emerging trends. Customers have a new desire to not be so matchy-matchy in their homes, so “planned eclectic” was a major theme. Not every piece of furniture in a lifestyle vignette comes from the same collection anymore. Showrooms truly embraced the opportunity to mix and match their offerings. This trend led to another widely-seen movement regarding furniture customiza-tion. Custom option programs for tables, beds, chairs, mattresses and more reached out to buyers who know their customers are looking for not just the eclectic feel, but also a personalized comfort. Other major trends on hand included leather upholstery, construction from natural materials (like rope, flower stems, eggshells and bamboo), cages as tabletop accessories, black frames with bright fabric colors, vintage originals and repro-ductions, and my personal favorite: inspiration through typeface. It seemed like almost all furniture showrooms had some kind of text-inspired accessory or de-sign, whether it was a framed old letter or map, a collage of vin-tage book pages,

bold typeface on upholstery or even print-inspired color options (such as Thomasville’s two color choices “ink black” and “paper white”).

Education at Market was informative and took a decidedly tech turn, of-fering seminars about social media, websites and blogging. Through the sessions, attendees learned that it’s no longer just about what you have in your showroom—you need a full multichannel strategy to embrace all potential customers and turn them into sales.

Here are some stats from this year’s Summer Market:

More than 70 new showrooms and 1,200 new lines debuted.

Buyer traffic rose 31 percent from the previous year. Buyers arrived from every state and more than 60

countries. New buyer attendance increased by 13 percent. More than 700,000 square feet of furniture space has

been added in the past year.What did you enjoy most about Las Vegas Market? Let us know at [email protected]!

Editor, RetailerNOW

Ivystone display textiles

Ribbon cutting at the new Retailer Resource Center showspace


Does Your Sofa Wear Plaid?

The past year has seen a huge shift toward embracing color. Following the lead of the exciting things happening with color on the fashion runways with apparel, home furnish-ings is also totally embracing the color trend in upholstery.

Using everything from bold and bright to pastel and tonal, a shift is taking place to step outside the neutral box and make a statement.

by Meredith SpellA report on up and coming upholstery trends

BlueBlue is one of the biggest and best selling trend colors in upholstery right now. The popularity of blue can be explained by the versatility this color provides. A bold turquoise can be used to make a clean and modern statement or a crisp shade can be used to make a coastal scheme dreamy. On a whole sofa or as a pop on a chair or pillow, any space created with blue feels airy and effortless.

OrangeOrange is an unexpected color that has really become a trend in upholstery. It can be used as a bold pop or toned down into a rust shade to create the perfect look of sophistication and polish. Orange is popping up in gorgeous woven fabrics and rich velvets.

GreenWith emerald green being Pantone’s color of the year, emerald has been all over upholstery in 2013. With the emphasis on emerald, other tones of green have also become popular. Everything from pastel mint to chartreuse to deep forest green has been showing up and making its impact on upholstery. One of the reasons green is so strong in furniture is due to its ease of working with many different color schemes and palettes. For example, an emerald green can work with black and white to create a sophisticated and masculine look, chartreuse can work with grays and neutrals to create a transitional look and mint can work with white or coral to create a modern and even quirky look. Green can translate into so many different tones to create the perfect look for any personality.

PinkWith the movement into color, we are seeing typically unconven-tional shades, such as pink, being experimented with and even embraced. A pop of pink in a room can add the perfect level of interest and individually. Mixing pink with black and white to cre-ate a sophisticated look or popping pink in with yellows and blues to create a quirky and urban feel are both right on trend.

In Vogue

PANTONE®VIEW home + interiors 2014

Dazzling BluePANTONE18-3949

Scuba BluePANTONE16-4725

Absinthe GreenPANTONE14-6329

Calypso CoralPANTONE17-1744

Fusion CoralPANTONE16-1543

Violet TullePANTONE16-3416

DewberryPANTONE18-3533

Samoan SunPANTONE14-0851


Bold and rich, chevrons and other geometric patterns have impact.

In Vogue

Graphic and Chevron PatternsGraphic trellis patterns and chevrons are making a huge impact, not only in furniture, but also in fashion. Upholstery has really taken this look right off the runways and translated it into the home. These patterns and prints are usually seen as bright pops of bold color mixed with crisp white to create a fresh and modern look.

StripesStripes have always been a staple in upholstery but are taking a fresh turn to compliment the color movement. Stripes are a classic standby that can be used to tie any room together. On trend right now are bright, bold stripes as a way to bring a rainbow of colors into a room as well as menswear inspired stripes using masculine colors like gray, navy and black.

Black and White with a TwistA black and white color scheme is a classic staple in both furniture and fashion. A fresh trend on the classic black and white is popping a bright and unexpected color into the palette to create a bold and fearless statement. This can be done with turquoise, emerald green, yellow, pink or any striking color.

Velvets The timeless texture of velvets in new bold, bright and fresh colors is an up and coming trend in upholstery. The color breadth of gorgeous and rich velvets is now growing to include every color under the rainbow.

Menswear Menswear looks are being used as a trend to tie colors together in a scheme and to make a look polished and refined. Choosing a few bold colors or patterns and mixing with a menswear stripe, texture or houndstooth is a great way to create a refined look.

Gray as the biggest neutral Gray continues to be a big trend in upholstery. Gray is seen as the new neutral and has become the bestselling color for many upholstery manufacturers. Gray can be used to create any look you choose from modern and fresh to rich and refined.

Meredith Spell is president and creative director of Younger Furniture. She is the daughter of CEO and founder of Younger Furniture, Mike Younger. Meredith handles all merchandising, marketing and branding at Younger.

Classic Herringbone

ClassicHoundstooth

B & W Stripes GrisaillePANTONE18-3912

IronPANTONE18-1306

EthereaPANTONE15-1506

SilverPANTONE14-5002

Twilight MauvePANTONE18-1807

PANTONE®VIEW home + interiors 2014 Sculpted Simplicity

Classic Herringbone

ClassicHoundstooth

B & W Stripes GrisaillePANTONE18-3912

IronPANTONE18-1306

EthereaPANTONE15-1506

SilverPANTONE14-5002

Twilight MauvePANTONE18-1807

PANTONE®VIEW home + interiors 2014 Sculpted Simplicity


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“My name is Jim Van Pelt. I’m the President of Baker Furniture Company (Cramerton,NC)…we recently selected Planned Furniture Promotions to do a retirement and going out ofbusiness sale. …we were very impressed with the people at Planned Furniture Promotionsand they were very professional and actually most impressive. So, we decided to use theircompany after we had interviewed seven additional companies.

We had a phenomenal sales event. And it was masterminded by a team led by Mr. JohnCoffey. And his team really did a masterful job and we were so impressed and it was aconsistent, professional event.

We’d have to extend our highest recommendation to Planned Furniture Promotionsbecause, from the beginning to the end Planned Furniture Promotions actually surpassed all of our expectations. It allowed our company and our family to retire our business in a mostpleasant way and a most respectable manner. So, we were just delighted to the way theevent ended and the way it started and everything in between. It was just exceptional.”

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On the Big Screen:How to Get Your Furniture in a Movie

by Nickolay Lamm

If you’re a store owner you’ve undoubtedly watched movies and wondered to yourself: How awesome would it be if he was using my sofa, sitting at my dining table? Is product

replacement only available for companies with unlimited market-ing budgets? Or can an ordinary business make a splash on the silver screen?

In order to help finance a movie, movie producers will sign $100 thousand contracts with companies such as Pepsi, Chevrolet and FedEx. Sometimes, the large brands fit perfectly into the movie and even act as a character, like Wilson did in Cast Away. Other times, the producer’s desire to cash in is so obvious, it turns off the audience, which made Transformers seem like a two-hour-long GM ad. Sometimes, even though product placement is subtle (like the Dunkin Donuts in Good Will Hunting), it’s also obvious that the director tried to make it subtle.

Not surprisingly, producers sometimes avoid big brands all together and give the little guy a chance in order to add some au-thenticity to the movie. The Kids Are Alright, for example, featured Fiddlehead Cellars, a modestly sized vineyard. Here’s how you can get your store and its products in a movie or a television show.

Find out the contact information of the production company for something being filmed in your area. If it’s a television show, do a little online detective work. Let’s say you know that Law and Order is filming in your city. A Google search for Law and Order: Special Victims Unit yields an IMDb webpage, which says that the show’s current production company is Universal Media Studios. A search for their website reveals the email address and phone number of the Senior Vice President of Publicity.

Find out the contact information of key people in production companies who produce the television shows or movies you want to be featured in. Rather than contacting them with an outright request to be included in their production (an instant turnoff), simply send them a media kit, which includes your contact in-formation, a description of your store and products, photos and a letter saying that you’d be happy to have your store or furniture featured. In your media kit, make sure to include a cover letter that makes your business sound interesting and unique enough in order to pique the reader’s interest. But, whatever you do, do not suggest how your business may be used! The producers will decide that for themselves.

While it isn’t likely that your sales will skyrocket after being featured on the set of Revenge or Chicago Fire, having your store featured in a movie or television show will give instant credibility to your business and give you a long-term boost in sales. You may even become a tourist destination where people go just because you were visited by a famous celebrity, like Sex and the City did for the Magnolia Bakery in Manhattan.

Think of product placement as a reward for being a good business man or woman. It’s tough, but you may get a bite by contacting production companies—in the meantime, focus on providing value to your customers.

This article originally appeared on the blog at under30CEO.com.

In Vogue


In Vogue

INTeRNaTIONaL COLOR TReNDS Make Showrooms Pop


In Vogue

INTeRNaTIONaL COLOR TReNDS Make Showrooms Pop by Connie Post

The most wonderful thing about my job as a retail store plan-ner is where it takes me. It is one thing to visit and work with retailers around the world, but it is quite another to attend the Maison Objet furniture show in Paris each year

to sniff out the latest color and style trends! This year, armed with a high-powered camera, I returned with well over 1,200 photos of fabulous ideas to discuss and implement.

One thing is for sure: Pink was the favored color from Cologne to Paris, and also during the latest High Point and Vegas furni-ture shows. It ranges from blush to rosy red and has a dominant presence in many showrooms. A perfect deep rose color match from Sherwin Williams Paints is SW6843—it matches exactly with Pantone 18-1741. This color will have a long life in your showroom complementing the fashionable blush and light pinks seen around the industry.

The next international favorite is navy blue pared with Asian and antique motifs and designs. This theme is mixed with urban, transitional pieces instead of the expected traditional designs for a very modern look. Huge lifestyle graphics add additional drama to showroom vignettes. The Sherwin Williams color match is SW 6966 and Pantone is 19-3964; this blue is perfect for updating any showroom.

The hottest colors this summer have been bright and vibrant. Yellow has dominated, followed by green and orange, only to be complemented by the oh-so-fashionable rosy pink. Williams-Sonoma devoted the first half of their latest big book catalog to yellow paired with taupe and gray. The second half spotlights navy blue. At a recent furniture show, Softline did a great job selecting colors for their furniture that simply sucked you in to their space.

My personal favorite this summer has been black and white. This classic combination is seen in every house of fashion throughout Paris and Milan, often paired with yellow for a fresh new and modern look. While a staple for many, a combination mixed with stripes, polka dots, chevron and houndstooth patterns is simply fabulous. Wittman featured a black and white color-blocked leather sofa partnered with fashionable gray. I was so wild about the combination that I chose to introduce one of my latest IMAX decorative accessory collections, Essentials by Connie, to black and white this summer.

Color motives us to change each and every season when it comes to clothing; we all want to be dressed in the latest fashion colors. Our homes are the same. No one wants to come home to an old, dingy or drab environment—much less shop in one. Updating your store with fresh new products and paint colors are a sure-fire ticket to a ringing cash register. New always wins!

PANTONE 18-1741 Raspberry Wine

PANTONE 19-3964 Monaco Blue

BLACK & WHITECLASSIC CHEVRON

FASHIONABLE GRAY

YELLOW STRIPEACCENT

BLACK & WHITEHOUNDSTOOTH


software | consulting | performance groups | freight savings | e-solutions

800.888.5565www.profitsystems.com

If your best selling merchandise is out of stock when a customer wants it, you could be missing out on 10% or more of your annual sales revenue. This is lost revenue you will never have the opportunity to earn. Just as bad, is being overstocked on items that aren’t selling. When you have merchandise that doesn’t sell, the annual carrying cost is in the neighborhood of 30%. A robust inventory management software will identify your best sellers, based on the gross margin dollars they earn, not just on volume sold, and recommend reordering so that they roll in as you need them, helping you maximize your sales volume. You should also have an automated process for identifying the items that aren’t making you money so that they can be marked down and moved out as quickly as possible. If your system isn’t helping you identify what’s hot and what’s not on your sales floor, take a look at what we can do for you.

Do you have lots of inventory but it never seems to be what the customer wants?

Problem Solved.

“Making sure that our best sellers are here when we need them without being overstocked has made a huge improvement to our business. It is great to see how many times a piece of furniture will sell in a month when you keep it in stock.”

Beckey Waldrop Miller Waldrop Furniture Hobbs, NM


Jaime Fernandez, marketing director at GDC Home, a family-owned home furnishings and decorating store, uses her company’s blog to interact with customers. She showcases new trends and creates contests to move readers to action.

READ ONto learn how blogging has helped retailers connect with thier customers.

In Vogue

software | consulting | performance groups | freight savings | e-solutions

800.888.5565www.profitsystems.com

If your best selling merchandise is out of stock when a customer wants it, you could be missing out on 10% or more of your annual sales revenue. This is lost revenue you will never have the opportunity to earn. Just as bad, is being overstocked on items that aren’t selling. When you have merchandise that doesn’t sell, the annual carrying cost is in the neighborhood of 30%. A robust inventory management software will identify your best sellers, based on the gross margin dollars they earn, not just on volume sold, and recommend reordering so that they roll in as you need them, helping you maximize your sales volume. You should also have an automated process for identifying the items that aren’t making you money so that they can be marked down and moved out as quickly as possible. If your system isn’t helping you identify what’s hot and what’s not on your sales floor, take a look at what we can do for you.

Do you have lots of inventory but it never seems to be what the customer wants?

Problem Solved.

“Making sure that our best sellers are here when we need them without being overstocked has made a huge improvement to our business. It is great to see how many times a piece of furniture will sell in a month when you keep it in stock.”

Beckey Waldrop Miller Waldrop Furniture Hobbs, NM


How Furniture Retailers are Leveraging this Powerful Marketing Tool by Megy Karydes

Can furniture stores cut through the online chatter and use blog-ging as a way to effectively inter-act with their customers? Not

only are successful furniture stores doing just that, they are having fun with the plat-form and increasing the bottom line, too.

“Because we are such a visual industry, the more eye candy the better,” says Jaime Fernandez, marketing director at GDC Home, a family-owned home furnishings and decorating store with three locations in the Charleston, South Carolina, area.

Fernandez often uses her company’s blog to illustrate new trends and ideas and to move readers to action. She admits, it’s small on words and heavy on beautiful pictures. The goal when they started the blog in 2010? It’s another way to interact with and inspire our customers, she says.

Interacting with customers is the holy grail in any retail industry but furniture retailers are in a unique position because they can use their blog to communicate their mes-sage over multiple platforms. You’re setting up your staff to fail if you don’t take into account why blogging is important and make time for it.

Know The Goal

As in any effective marketing tool, it’s important to first understand the goal of a blog and create a strategy to achieve the goal.

Contempo Space, a contemporary furni-ture manufacturer and retailer with a show-room in Passaic, New Jersey, first dipped its toes in the blogosphere nearly two years ago as a way to ramp up its online presence. Shortly thereafter, it added an e-commerce component.

“We use our blog to notify customers of company developments like new product lines, trade show appearances, sales and coupons, and to show custom pieces we've built for other customers,” says Chris Sansone, web strategist for Contempo Space.

Tim O’Brien, president of Tropical Salvage in Portland, Oregon, works with artisans in Indonesia to reclaim old, quality prod-uct and gives it new life in solid furniture. O’Brien prefers to use its Salvage Blog (which he affectionately calls Slog), to address engaging subjects relevant to the company's work and goals rather than fea-ture random contemplations that amount to chirpy natter common on other blogs, he says.

Furniture retailers without a physical pres-ence can just as effectively use a blog to engage with customers. “We deeply care about design and strive to offer heirloom-quality, lasting finds that enrich one’s life and bring harmony, balance and happiness to one’s interior,” says Wendy Estes, co-founder of web-based Layla Grayce which includes thoughtfully curated collections of items for the home, women and children.

“We’re constantly stumbling across fabulous ideas and incredible designers, and it’s important to us that we share these influ-ences with our customers to help create and encourage their design vision.”

Customers are responding and, more im-portantly, reacting. “I keep going back to the Layla Grayce site because it's simply stunning, from the layout to the actual products being sold,” says Desiree Miller from Atlanta, Georgia. “I'm inspired every time I go to the site. I daydream when I read the blog, and sometimes even take the ideas and run with them in my own home. I have taken ideas from the site and re-created them in my own home.”

Recently, Miller saw a holiday paint-ing that incorporated a monogram that she wanted to make. “It seemed simple enough to duplicate, so I tried it at a local art shop,” she says. “Mine wasn't as

“We wanted to have a

closer connection to our

customers—inspire them

with our finds, keep them

informed of the latest

trends and also help

them get to know us

as actual people."

In Vogue


good as the professional artist's, but it was good enough to put on my mantle for the holidays.”

Miller’s experience is exactly what furniture retailers want to see happen with their blogs: Not only eyeballs reading them but also customers taking it to the next level by acting upon that inspiration.

Content is King; Marketing is Queen

Gary Vaynerchuk’s famous line from the 2008 Blog World Expo is just as true today as when he shared it during his presenta-tion: “Content is King, but marketing is Queen and the Queen runs the household.”

It doesn’t matter how mind-blowingly original or well-written and laid out your content is if your customers don’t see it. Successful furniture retailers with blogs think beyond just the content itself.

“We cross-promote every blog post on our Facebook page, which we've set to automatically tweet out as well, and code all images to include a ‘Pin It’ button so customers can easily share them on their Pinterest boards,” says Estes. “In addition, we promote our Instagram feed through our blog, where we have also hosted several extremely successful ‘Pin to Win’ contests, collaborating with vendors and requiring customers to pin products from Layla Grayce in order to be entered to win gift certificates towards those vendors' products

On Tropical Salvage's blog, president Tim O'Brien engages his readers by addressing subjects relevant to the company's work and goals.

Tropical Salvage in Portland, Oregon

In Vogue


In Vogue

To maximize your time and effectiveness, create an editorial calendar and be con-sistent with your posting, recommends Estes. “Try to post once a day and make the content engaging and unique and the copy loose and informal,” she adds. “We try to mix up ‘promotional’ posts, in which we feature products or sales, with ‘get to know us’ and editorial posts.”

Avoid Blogging Pitfalls

“Perhaps the biggest challenge to date is staying ahead of the schedule,” says Estes. To combat this pitfall, Layla Grayce creates posts in advance. Estes is a fan of features like “Designers We Love” or “Top 10s”. She also pulls in other resources and knows that having a successful blog is a team effort. “We’re lucky to have a group of designers, writers and strategists who have joined forces to make the blog a success, which makes all the difference.”

Don’t have access to analytics? Switch your platform, says Fernandez, who is in the process of moving the store’s blog. Also, she recommends to start simple and stay fresh.

Not marketing your blog is a common and costly mistake.

“It can be disheartening to pretty up a bunch of photos and put together the most eloquent words to describe the finest nuances of their beauty, and then realize a week later that only you, your boss and your mother ever saw it,” jokes Sansone.

Megy Karydes is afreelance writer whose work has appeared in national and local magazines and websites. She’s always on the hunt for great stories. Contact her at KarydesConsulting.com.

on our site. Because of the viral nature of Pinterest, we found that requiring custom-ers and entrants to pin our products has led to significant increases in sales for those vendors.”

Pinterest has also allowed many new cus-tomers to find their way to Layla Grayce’s blog and then to its website. “Many of our images wind up on Pinterest—either by us or re-pinned by readers—where they go viral and drive people from new or untapped markets to our blog,” notes Estes.

“Facebook is another strong driver: Once we share a blog post to Facebook, oftentimes our followers share the post elsewhere, re-sulting in increased traffic to the blog. We have found that when you truly engage all social media platforms, you begin to see your efforts come full circle.”

Sansone is equally religious when it comes to distributing their posts on other social media sites such as Facebook, Twitter and Pinterest and, like Estes, realizes there is value in being visible on various social media platforms even if one specifi-cally doesn’t drive the sale. “Facebook and Pinterest are both great for us because they’re visual,” he adds. “Telling people what you’re doing is the best when you’re face-to-face or on the phone, but we have this photography of these one-of-a-kind furniture pieces that nobody’s ever seen be-fore, and those platforms lend themselves to that kind of visual posting. We get at least some customers every month from both Facebook and Pinterest.”

Analyze your Analytics

While some may find it time-consuming to review their analytics, it’s actually meant to

be a time saver. Successful retailers moni-tor their analytics carefully so they know what content to provide to their readers and customers. “Based on our analyt-ics, our blog readers are very loyal,” says Estes. “We’re incredibly grateful for a large readership each day. Customers seem to interact the most with posts that are rich in imagery, original content and ‘how-to’ type material. Of course, our giveaways are always a big hit, receiving hundreds (sometimes thousands!) of comments.”

Another reason analytics are important is because strong traffic doesn’t always equal conversions, says Sansone. “One of our early blog posts was something about the furniture in Mad Men and it exploded. Actually, it still gets traffic over a year later. Never brought us one customer though. If you have the resources to be everywhere and go with the ‘branding at all costs’ model, then go big and go wide. But for the rest of us, it pays to know what kind of posts bring people into the showroom.”

Analytics can also show you where your traffic is coming from such as through web searches or other social media sites like Pinterest. Armed with that data, you can make your posts more effective by making sure to distribute your content in the places people are looking.

Plan Your Work, Work Your Plan

Every single person admitted that manag-ing their blog is time consuming. “You can’t just slap up some picture and say a few words,” says Fernandez. “There is research and photo credits and a lot of times, an abundance of information to sort through.”

Successful retailers monitor their

analytics carefully so they know

what content to provide to their

readers and customers.


In Vogue

eMBRaCe

HUe YOU aRe

Color test your way

to business success

by Margi Kyle


In Vogue

To work effectively with others, you first need to know how you attack life. I am going to take you on a colorful journey

that will better describe hue you are and how you live your life, through the colors your eyes go to without thinking.

In a clinical comparison of America’s lead-ing personality evaluation systems (The Myers Briggs, The 16PF and The Strong Inventory), two out of three participants believed that the Dewey Color System gave them a stronger awareness of themselves. Three out of four participants believed the Dewey Color System better described how they live their lives.

Today in business, you need to know more than your customers do, capture their at-tention and give them an experience. You can’t change someone else, but you can change how you approach them. Once I learned the power of color, it changed my life. I have learned that, as an interior de-signer, I can be very direct in my approach while working with my customers. In my mind, I see the room done and think it is. I don’t ask the questions my customers need answered or allow them to dream. I am a red—my mindset is to just get it done. I have turned a lot of clients away because they simply needed more information and wanted their dreams to be heard, and I couldn’t do that. Experience and this color test have taught me differently.

Today, I walk into a home with a much different approach. The first thing I do is color test my customers so that I can adjust my personality. If they are a red personality like me, I back off and let them shine. If their eye goes to yellow, I know I need to get them facts first. Blues love to dream, so I listen to their dreams. This knowledge has allowed me to work far better with my

customers and not tick them off like I used to—without even understanding why they were frustrated with me.

Have some fun with this and first color test yourself, then your family, using the color chart on the previous page. You might be surprised to learn that the daughter you seem to butt heads with shares your per-sonality type. Decide which battles to fight and when to let her win. The son you get so frustrated with because he asks so many questions before he will do anything is a yellow. He simply needs to know the facts, because that is how he processes life.

Once you have the hang of it, begin testing your customers. The client that is in the clouds dreaming is most likely a blue. Let them dream and then you will be able to work together to create a plan that works for them, not for you. You are only there to help them accomplish their goals.

For this color test, discard your personal color knowledge and preferences. Don’t allow them to steer you off track. Let your brain rest and allow your eyes to do the work. This is not about what you love to wear or decorate with; this is what your eyes go to without thinking to depict your personality.

Let’s look at the primary colors first. These are your basic Motivators and indicate in the broadest sense who you are.

If you prefer yellow first without thinking, you are realistic, diplomatic and giving. Your power is wisdom to know what is needed. You love facts! Your motiva-tion is personal growth. Finding common ground is the game you play best. You calm troubled situations and bridge differences. Your awareness of others’ perspectives

allows you to express contrary, unpopular feelings without offending anyone. By keeping people listening, you allow solu-tions and possibilities to unfold. You accept people for who they are.

If you prefer blue first without think-ing, you are a planner, initiator and vision-ary. Your power is the ability to visualize the future. You are a dreamer and a vision-ary—wistful, imaginative and eccentric. You’re preoccupied with the future. Your dreams give you the mental discipline to concentrate and stay on track. You need to justify your life by making a positive impact on the world, even on those you don’t know. Thinking about the future energizes you.

If you prefer red first without thinking, you are practical, resourceful and direct. Your power is the use of experience to im-prove things. Your motivation is to better control your world. You know exactly what you want. Money, power and status give you a sense of security but ultimately you use them as a means of expression. You’re not one to hoard your wealth. On the con-trary, you would give the shirt off your back for those you’re concerned about. You are ambitious, driven, confident and outgoing.

Let’s look at how you start your day. Yellows get up and have the day planned. You make sure what you have in your plan-ner or Google calendar is what you really need to be doing. You go over all the facts needed that day and stay organized. Blues get up, see the sun out and decide instead of working, they might be more creative if they play tennis first. Reds get up and go directly to their computer, work for about an hour and then realize they have not had a coffee and need to get ready for the day. The day can change in a heartbeat, and reds don’t miss a beat!

Uncompromising integrity .Unparalleled resUlts.

Serving the U.S., Canada and the U.K.Call (800) 824 - 2238 or www.LynchSales.com

Copyright 2013 Lynch Brothers Licensing Corporation

“Let me tell you why Lynch is your best choice,

just as it has been for many of this country’s

more successful furniture retailers.”

Judson Lynch, Co-CEO

To hear more from successful retailers, visit

www.lynchsales.com/ testimonials

For nearly 100 years, the family-owned Lynch Sales

Company has delivered on our promise to help

our retail clients succeed through Lynch promotional sales, or close with dignity

with our complete close-out sales. I am particularly proud that many of those

storeowners reward us with their repeat business, time

and again. Let them tell you why they prefer the integrity

of our business model and our one-page contract over

that of our competition.

Secondary colors determine your reasoning within your relationships and create bonds with the world around you.

Should you prefer green first, you are nurturing, concerned and comfortable. Your power is creating sup-portive environments. Your motivation is to understand who you are and what you want. You’re the perfect audi-ence for others’ problems. They interpret your concerns as encouragement to talk about their lives. They feel you can see beyond outward appearances and truly understand who they are. Like fertile soil, you nurture people so their dreams can grow.

Should you prefer purple first, you are determined, dramatic and empowering. Your power is seeing new possibilities, ideas and strategies. Your motivation is to be-come more self-powered. Your search for personal power is certainly no secret. You are reflective and thoughtful. Others see you as witty, clever and full of pride, and they are right. You need to show off your stuff. You are strong-willed. You know exactly what you want from others.

Should you prefer orange first, you are bold, sentimental and dedicated. Your power is implementing change without disruption. Your motivation is to discover how things are made. You are dedicated to your job, hob-bies, friends and family. Your realistic view of the world allows you to identify what is not important. You are a doer and have a sharp eye for spotting physical things that are not working.

There is no wrong color, personality or combination of hue you are, it is just who you are. The most important thing you will learn from this color test is who you are. When working in business or in personal life with a matching color, adjust your personality and take a step back. If you are working with a yellow, slow down and give them the facts. Let a blue dream; it’s what they do best. You can’t change others, but you can change and adjust yourself! Color test your family, friends and colleagues. You will be surprised at how much better you relate, once you know and understand hue they are.

For more information about the Dewey Color System, contact Margi at [email protected] or www.DeweyColorSystem.


Post-Recession Optimism Brightens Fall Home and Garden Trends

That’s the buzz phrase for fall as a recovering economy fans a collective determination to put the bad news of recent years—from layoffs to natural disasters—behind us, says Roy Joulus, CEO of Greenbo, LLC.

“We’ll see an insistence on hope, optimism and joy in the simple things in life reflected in bright, happy colors and clean designs with strong lines,’’ says Joulus, whose new railing flowerbox, Greenbo XL, won the prestigious international Red Dot Design Award for product design in 2012.

Joulus and his team must forecast global style trends two to three years out. Their new line of garden containers is made from sustainable and recyclable materials in upbeat colors, with attached drainage trays that can be mixed and matched for custom color combos. The Greenbo designers also see a growing demand for products whose form is as appealing as their function.

“Consumers’ desire for sustainability and green products is only going to continue to grow,” says Joulus. “The interest in gardening will continue to grow, as will demand for high-grade products that can either be recycled or are made from recycled materials.”

by Ginny Grimsley

Happy Colors, Simplicity and Sustainability Top the List, Says Award-Winning Designer

Lighten up!!

Photos from Greenbo.co

The fall colors, which you’ll see in everything from fashion to furniture to the garden, include bright greens, deep fuschia, bright orange, fiery red, ochre yellow and violet. How can you brighten your store with these colors? Joulus offers some tips:

• Forget terra cotta – use fabrics that offer a vivid pop of color. Colorful fabrics add a carefree, cheerful element to any store. Mix up the colors, just as you would wildflowers in a garden, or use all one color for more impact.

• Coordinate colors. Play with different combina-tions to see what you like. One extreme is the monochromatic approach—where everything is all the same color, although shades may vary. On the other end of the extreme, a jumble of colors (polychrome) will work beautifully, too. You might try pairing opposite sides of the color wheel, such as red and green, violet and yellow, or blue and orange. Or use colors that reside side-by-side on the color wheel, such as salmon and violet or fuchsia and bright red.

• Create a pattern of repeating colors and textures. Use of color can create an eye-catching display when arranged so that each color repeats at a regular interval. For instance: blue, purple, violet, green, blue, purple, violet, green.

In Vogue



Market Wrap-up

Trends, Hot Products and Tweets

Market Wrap-up


NOURISON | Typeface and travel were major themes at Market. The Waverly rug captures the

essence of both. nourison.com

HOT PRODUCTSIn Vogue in Vegas

Fashion, quirkiness and functionality dominated at this year’s Las Vegas Market.

BROYHILL | Clean lines and hardwood showcase the Estes Park collection’s classic style. broyhillfurniture.com

PHILLIPS COLLeCTION |The Cities Collection stool is another great example of the typeface and travel trends. phillipscollection.com

THOmASVILLe |The Tang etagere can either go Eastern with its square cabinet handles or vintage with a style reminiscent of stacked suitcases. thomasville.com

Market Wrap-up


ABBYSON LIVING |A comfy chair, a cup holder that maintains your drink’s temperature… what more could you want from the Grand recliner sectional? abbyson.com

TWIN-STAR | Swing-out side cabinets make the Metro bar a space-saving and interactive showpiece. twinstarhome.com

DRexeL HeRITAGe |The 24 Willow Crossing collection blends vintage and modern elements to create a unique experience. drexelheritage.com

mIDWeST CBK |Antique bottles are big

accessories as these Bottle lamps. mwcbk.com

PURe LATexBLISS |The Prestige bed is a new introduction in a line of 100 percent latex beds. purelatexbliss.com

Market Wrap-up


Among all the shopping and business meetings in Vegas thrived exciting parties and events. Your very own NAHFA debuted its brand new Retailer Resource Center space, complete with a ribbon cutting ceremony, fresh-made waffles and cocktails. Next Generation NOW had a blast in the One-Six Club with fabulous views of the strip. Check out some of our favorite moments, spaces and places from Las Vegas Market.

Market Wrap-up

The new RRC showroom offers retailers the same perks like vendors and seminars, but in a more organized way.

Lounging outside in Market Square


Market Wrap-up

Drinks and good conversation were on tap at the Next Generation Now party.

Market parties are always the best excuse to mingle with friends.


Market Wrap-up

We stalked your Twitter for the best #LVMkt tweets and photos. Go online and show them some love!

@themrshelms: Great panel discussion with @MicroDInc #lvmkt

@nine6Design: @RetailerNOW edi-tor Jen Billock signs the #wall #Sign-YourSocialSignature #lvmkt #design #modern #wallart who's next?

@jasonphillipsdesign: Vegas skyline from the One Six Lounge at the #LVmkt

@blueprintbrands: Underfoot while visiting @suryasocial showroom at @worldmarketctr. #lvmkt

@GFToday: This Sleek and Stylish bedroom we came across at @WorldMarketCtr stands out!! Do you like the design? #LVMKT #WMCLV

@worldmarketctr: This swivel chair was the darling of the @jonathanadler space on C1 at #lvmkt

@ladolcevitablog: Heavy is the head that wears the crown? Spotted this chic coffee table & huge crown at #lvmkt #design #decor #latergram

@insidestylehome: Going through my #LVMkt photos. I hope you enjoy....

@lampsplus: Good morning from @worldmarketctr! Give us a shout if you're here too! #lvmkt


Getting to Know the Next Gen

Next Gen NOW Member Spotlight

: Tell me about your industry history.

MJ: My mom and my aunt started Colfax 49 years ago. It’s always been a female-owned family business. I was not raised in the furniture industry at all. It was always my choice. I went to college and did a double major, then got my Masters in business. Then the economy tanked. My mom said, “You know, I need some help if we’re going to take this business to the next generation. Do you want to get into it?” So I did about five years ago. I started in merchandising, buying products and learning about the business, and I worked my way up to general manager.

: How have you seen the industry change since the store opened as far as its perception of women?

MJ: It’s still not good. They just did a “Top 40 Under 40” in Home Furnishings Business. Seventy-five percent of them are men. When my mom started the business, they kicked her out of High Point Market, saying a woman shouldn’t be there. We still get that persona. I go to markets a lot, and I have a male buyer who will say I’m his girlfriend. And he’s 50-some years old, so that’s really fun for me too. [laughs] I think it’s gotten a little bit more accepted, but it’s still a man’s world.

The furniture industry gets younger every

year. In order to embrace the new genera-

tion of retailers and welcome them into

the business, RetailerNOW features a different

member of the Next Generation NOW social

network in every issue. Next Generation NOW

is the premiere social scene for the new era of

furniture professionals. Join the conversation

at social.ngnow.org!

For this month’s spotlight, we introduce

30-year-old Mandy Jeffries, of Colfax Furniture

in Greensboro, North Carolina.

: How do you overcome that?

MJ: We prove it in the business. I don’t discuss it, I don’t take it personally. It actually gives me a little bit more drive to do better.

: What are some of the benefits that you see in Next Generation NOW?

MJ: I really enjoy it. Especially on the east coast, there are not a lot of next generations. When the business owners die, they haven’t passed it on to anybody. The furniture industry is very stuffy. It’s a much older, male generation. So Next Generation NOW has been great for me because I meet likeminded people who are my age, that are experiencing the same things I am. I don’t care where they are, they know exactly what I’m going through. You look at my mom, she grew up with all the reps. She has her own network of people. But this is my life. I work six days a week, ten-hour days. This is my social life and everything else with it. It’s been very exciting for me to be able to meet people that I can relate to.

: What advice do you have for new retailers?

MJ: It’s so tough right now. I would say be small. Don’t try to be big. In today’s economy, being big is not worth it. You have to your hands on everything at all times to face the economy and find good people to work. It’s almost impossible to make a new business succeed, especially in furniture.

: What advice do you have for those that have been in the business for a long time?

MJ: Stick with it. Don’t give up. It’s so crucial to go to markets and symposiums. Network with people because that’s going to be your refresher. When I went to San Antonio, I came back so refreshed, so revitalized about the business. You get new ideas. We’re not all perfect. We’re not here making millions of dollars. We need each other to be successful. I think people that have been in the industry for a long time forget that. They think their way is the best way, and that’s not the case. We have to learn from each other.

: What are the biggest challenges that store owners face today?

MJ: Employees and customers. Customers are much more de-manding today than they’ve ever been. You go to the grocery store and they want to negotiate for milk. It’s a whole new breed. As far as employees, with the employment laws, to employ people, it’s gotten very tough.


Next Generation NOW (NGN or Next Gen NOW) is a community of young, passionate and engaged home furnishings professionals. Next Gen NOW seeks to give a voice to the unique needs of future generations entering the workforce to educate the industry on how to attract and keep young talent. Connect with members online at ngnow.org or on twitter @ngnow.

: How does your store integrate technology?

MJ: We have our website and we are upgrading our sales to more tablets on the floor. That’s the biggest thing we’re trying to do. It’s tough because the furniture industry is so far behind the times. We’re 20 years behind every other industry. So having the resources available to be able to do things that are geared towards furniture has been really tough for us. I think our website has been a huge step in the right direction.

:Why do you think the industry is so behind?

MJ: I have no idea. When I got into it and we were shopping for computer systems, I couldn’t believe what our options were. Everything we do is behind the times, even as far as our vendors not putting prices on the web for me to look at pictures and

pricing. I don’t have time to chase you down, get a catalog, get a price list—it should all be readily available. I think it has to do with the older generation dominance in the furniture industry; they don’t know technology.

: Do you think there will eventually be a big trend of stores switching to solely online sales?

MJ: I think that there’s a market for it, but I don’t think that’s the main thing that’s happening. Furniture is always going to be an item that a customer will want to touch, feel, smell—they want to sit on your sofa. I’m not saying that there’s not going to be a push for it, but I don’t think it will be the bread and butter of the furniture industry.

Mandy Jeffries of Colfax Furniture


Locations: Puyallup, WAMira Loma, CA • Morganton, NCFax: 828-764-4461 • Phone: 855-208-6377Email: [email protected]

Please contact Grant Laidlaw VP Sales at 778-549-3188 or [email protected] to review your transportation needs.

The Northwest Furniture Transportation Leader

Eric ClarkePresident


Grant LaidlawVP of Sales


www.NWFXpress.comwww.NWFXpress.com


Valerie Watters Valerie’s Furniture & Accents

Cave Creek, AZ

Cherie RoseThe Rose Collection

Los Gatos, CA

In this month’s Community Today, we discuss leadership and the NAHFA with Cherie Rose and Valerie Watters.

Community Today

: A leader’s great attitude reflects in the employees. What can leaders do to make employees feel important and really bring forth that attitude?

Valerie: To empower them to get that passion, I think it comes from education. If you give the employees everything they need to become successful, that makes them feel more important and valuable. Not only for you, but for the cus-tomers and hopefully in the industry, too. It’s not just a sales job. They need to know the company is a credible, service-oriented, quality company. They should feel really good about themselves and build themselves up, knowing the pride of where they work and what they’re selling.

Cherie: I think that’s perfect. Knowledge is empowerment. Lots of training, lots of ways to learn more about our industry. It gives them the confidence to have power and be a better salesperson and a better employee. That’s one of the things that NAHFA is working on too, creating a stronger hold on education through a lot of different means.

: What is your biggest resource for leadership?

Valerie: Definitely being involved with the North American Home Furnishings Associa-tion! When you’re involved with your industry, you’re involved with other leaders. They give us so much and support us, and we all support each other. They coach you. You know you’re not alone, that all the retailers out there have the same issues, the same problems.

Cherie: And regardless of size. It doesn’t matter if you’re a single smaller store or you have a mega-store. Everybody shares ideas. They treat you on an equal basis. It doesn’t matter what you are, we are all the same person. We’re all out there trying to make a living and create beautiful homes. I think we are unique in that way. We are who we are because of our industry and our organization.

Valerie: You know, I actually feel so much better when I’m around the big guys. Sometimes I’ll comment, “I’m just this little 6,300-square-foot store in Cave Creek, Arizona,” and they’ll look at me and go, “Gosh, Valerie, you’ve been in business 24 years, by yourself. Even though you have seven employees and I have 700, look how successful you are. You’ve survived.” It makes me feel so good. I am successful, even though I am little. They give you that confidence. My main leadership resource is in the NAHFA. The staff, the members, the board members.

Cherie: If you have a question or issue or prob-lem within your company, you can give staff a call. They will find you the resource and infor-mation so you can get your issue and questions handled. And, if you find some type of a service out there that works really well for your organi-zation, you present it to them and they bring it industry-wide. They’re all about supporting all of us and making all of us successful.

Locations: Puyallup, WAMira Loma, CA • Morganton, NCFax: 828-764-4461 • Phone: 855-208-6377Email: [email protected]

Please contact Grant Laidlaw VP Sales at 778-549-3188 or [email protected] to review your transportation needs.

The Northwest Furniture Transportation Leader





www.NWFXpress.comwww.NWFXpress.com


by John Graham

“It takes money to make money.”This one is so obvious that it has earned a permanent place in the pantheon of business lore. Yet, it has taken a life of its own for a less than obvious reason. Strangely enough, it may survive because it offers unparalleled comfort.

“Comfort” you say? How could not having money be consoling? If I believe that it takes money to make money and I don’t have money, then I’m off the hook; I’m home free. Why work hard, be persistent, make sacrifices, put yourself at risk or even try when the cards are stacked against you?

In other words, if it takes money to make money, why waste your time trying to climb the ladder of success when you lack what it takes to do it? We put limits on ourselves when we permit an idea such as this to guide us.

“I know, but it’s a tax-deductible expense.” The worst money mistake I ever made was agreeing to make a presentation at a conference that was scheduled halfway across the country. The convener held out the occasion as an opportunity to meet and present to possible clients. He described it as “a free pass to the hen house.” This was his justification for not paying a speaker’s fee or covering travel expenses.

I can still hear myself justifying spending the money since at least the expenses were tax deductible. One way or another, everyone in business is lured into footing the bill for things that may not be worthwhile. Just because something may be tax deductible doesn’t make it a smart move.

There are times when doing something for free makes sense, just don’t justify doing it because it’s tax deductible.

Some business ideas seem to have a life of their own, particularly since they sound so reasonable. They’re so much a part of the culture and so obvious that they go unchallenged, requiring neither proof nor explanation. Since they’re “self-evident,” they gain truism status. But once unmasked, they’re revealed to be what they really are—untrue.

But that’s not all. Some truisms aren’t only false; they can also be downright dangerous. Here are seven popular business truisms that deserve a closer look:

Fresh Perspectives


“The harder you work, the luckier you get.”

How could anyone question this idea? It not only seems so obvious, but it’s ingrained in our culture. All that’s needed is to hear it enough times and we become believers.Not too long ago, many professionals were lured into business with a compelling enticement: “Work hard in the business for 20 years and then the business will work hard for you for the next 20 years.” It sounds like a good deal. If you pay your dues, there will be a positive payoff.

Of course, the reality is quite different. There’s no guarantee to “get lucky” just by working hard. Today, such effort may not guarantee getting or keeping a job, having your business survive or living comfortably in retirement.

Or, to put it another way, entitlement is a myth.

“Look at it from 30,000 feet.”

Seeing the big picture is certainly helpful when it comes to keeping things in perspective. At the same time, it can ignore the reality of coming face-to-face with prob-lems. Looking at wildfires or a flood from the window of airplane is quite different from what someone sees who races from a home engulfed in flames, waits to be rescued from the rising waters of a raging river or is a first responder to a threatening situation.

Some in business can take too much pride in being “big picture” people and do a disservice to those who don’t fly quite so high. Because they fight the front-line battles, put out endless fires, correct the mistakes, satisfy customers, make things happen or all of the above, they may be the best resource for solving and identifying problems.

“You have to believe in yourself.” It’s a given that it takes a certain amount of self-confi-dence to do well in business. But quite often, as we’ve all seen, self-confidence races out of control, leaving a trail of destruction in its wake. There are those who know all the answers, believe they do everything right, make brilliant decisions, possess the formula for success, fabricate facts—and focus attention on themselves rather than the company or their customers.

This can be a dangerous game today, particularly when it’s so easy to be tripped up by increased transparency. Once again, the emperor has no clothes.

“If you’re not part of the solution, you’re part of the problem.”

Wow! That’s not only tough talk, but it’s also nonsense. We all face enough challenges without adding ideas that only make our task even more difficult and demand-ing—and this is one of them.

For some people, there are only two teams, two views, two answers, two ways of doing things and two attitudes: one is right and the other is wrong. That’s it.

With a duality mindset, we create the enormous prob-lem of cutting ourselves off from the many “shades of grey” and reducing complicated problems to simple solutions.

“You can BS others but you can't BS yourself.”

And finally, here’s the granddaddy of them all. If only it were true—but it isn’t! While self-deception is com-plicated, most of us are masters at the everyday garden variety: Convincing ourselves—and then others—something we want to be true is, in fact, true. And it’s a useful tool for shaping the way others see us.

Here’s just one example of how we BS ourselves in busi-ness: Resumes and business bios (see LinkedIn). Facts are fudged, twisted, exaggerated and ignored, claims are made that stretch credibility beyond the breaking point and achievements are piled as high as an elephant’s eye (and every week, the pile grows higher). Many are little more than exercises in creative writing.

All of which suggests that it’s far easier to BS ourselves than it is others. And there may be nothing worse than self-deception.So there you have it. Seven business truisms that aren’t just untrue, they’re dangerous—because they limit suc-cess, undermine credibility, create distrust and inhibit achievement.

John Graham of GrahamComm is a marketing and sales consultant and business writer. He publishes a free monthly eBulletin, “No Nonsense Marketing & Sales.” Contact him at [email protected], (617) 774-9759 or johnrgraham.com.

Fresh Perspectives


What’s SellingEvery month, What’s Selling Now features best-sellers from across the country. Here’s a look at some top-selling products from Las Vegas Market.

Manufacturer: Skyline DesignProduct Name: Sparta Lounge; Shade DaybedIs the product: Made in America – No Warehouse Ready – Yes Container Product – YesRetail Cost: $16,960; $10,316Why do you think it is a successful seller? It has a unique look and can sit 10 to 12 people, plus it is durable and environmentally friendly.How available is the product from the manufacturer? Approximately 2-3 weeks.

What's Selling

Manufacturer: Pol ArtProduct Name: Inside Out BookcaseIs the product: Made in America – No Warehouse Ready – Yes Container Product – YesRetail Price: $2,200Why do you think it is a successful seller? The piece is flat-out striking and immediately causes conversation and garners attention.How available is the product from the manufacturer? Six to eight week lead time

OCTOBER 19-24, 2013

HIGH POINT MARKET

Just steps from the Transportation Terminal, the hub of Market, Showplace o� ers a broad selection of product at every price point and in every category, including furniture, rugs, lighting, wall décor, outdoor/casual, decorative accessories, and more.

Complimentary Buyers Breakfast: 9:00-10:00

Afternoon Social: 4:30-6:00

Sunset on 3 (on the balcony): 5:30-7:00

Food Court located on the Atrium level

W W W. I M C H I G H P O I N T M A R K E T . CO M

A A Importing Co

AB Art Wholesalers, Inc

Adagio Water Features

Agio International

AKARA Rugs

Amer Rugs

America Arts, Inc

American Leather

angelo:HOME

Anji Mountain

AntlerWorx, Inc

ARK Group

Art & Frame Mart

Art as Antiques

B.S. Trading Rug, LLC

Badash Crystal

Baffour African Art

Baroque Masters, Inc

Beanbag Station LLC

Berg Furniture USA

Bolton Furniture

Bramble Co, The

C.R. Plastic Products

Camafl exi

CDI International Inc

Chandra Rugs

Clayton Marcus

Coast Lamp Mfg

Continental Home

Copeland Furniture

Creative Accents Area Rugs

DFI

Dimplex North America Ltd

Dlynn’s Fine Art

Dynasty Galler

East Enterprises Inc

Elementary

Elements International Group,LLC

Forever Green Art

Four Hands

Furniture Classics

Furniture Consultants, Inc

H. Hal Kramer Company

Hallmart Collectibles, Inc

Hinkle Chair Company

Home Trends & Design

Hommax Furniture

IMG Norway

Inada Massage Chairs

India’s Heritage, Inc

Jaipur Rugs Inc

Jozefi na Art Glass, Inc

Lauren Galleries, Inc

Lifestyles USA, Inc

LR Resources

Madera Home

Mauricio’s Furniture

Maxwood Furniture / Maxtrix

Mercana Art Decor

Muniz

New Pacifi c Direct

Noble House, Inc

One World

Orian Rugs Inc

Original Book Works

Palm Springs Rattan & Garden Classics

Panama Jack Outdoor

Pelican Reef Wicker

Pinestone Furniture

Plexi-Craft

Red Horse Signs

Rizzy Home

Robin Bruce

Rossetti, Inc.

Rowe Fine Furniture, Inc

Rug Factory Plus

SAMS International

Silkroute International

Steve Silver Company

Surya Inc

Telescope Casual Furniture

Trade International

Treasure Garden, Inc

Two Palms Casual

van Thiel & Co

Westmoreland Woodworks, Inc

Yessica’s Collection


Marketplace

CaLL TODaY TO STaRT SaVING MONeY aND aCTIVaTe aNY OF YOUR MeMBeR BeNeFITS: (800) 422-3778

These exciting and robust programs are open to all North American Home Furnishings Association members and are not available to outside brokers.

Save on average

25-35%

HEALTH INSURANCE PROGRAM AIS has developed a Group Health Program for the home furnishings industry. This association-style health insurance program enables retailers throughout the country to participate in a larger group

“pooled” environment. This is not a cookie cutter approach where one plan fits all. Your business has unique needs and we can tailor the coverage to fit your needs.

h Custom designed employee benefits programs h Group health policies created specifically for your business h Experienced benefits team to help with Cobra administration,

HIPPA administration, claims management and more.

Call for a quote today!

NEW PROGRAMS offer you HUGE SAVINGS—

BUSINESS INSURANCE PROGRAM Together with Association Insurance Services (AIS) and their program with The Hartford, we bring you the only Home Furnishings Industry Business Insurance Program. We are building the largest volume to control YOUR pricing, giving you a greater voice. We offer pricing concessions, dividend programs and special forms of coverage.

There is a difference between an “offering of insurance” and a “program.”

h Most associations and buying groups offer a service through an endorsed agency

h A program offers a special classification with the insurance carrier, creating buying volume

Choose from competitively priced plans for:

h Property and casualty h Commercial auto h Workers’ compensation h Employment practices liability h General liability h Umbrella h And much more


Join or renew your Association membership today and start enjoying the benefits of belonging. Whether you are looking for great financing rates, first class

education or a community of peers, your Association provides it all.

(800) 422-3778 nahfa.org

"Belonging to NAHFA puts me with the best and the brightest in the business. Seeing and hearing from my fellow retailers refreshes, renews, and motivates me to get 'er done! Without fail, I come home from every meeting with new and better ways to do what I have been doing my entire career. I get the TLC that I need!"

—Mike Spiller, Spiller Furniture

Advertising Concepts of AmericaAICO/Amini Innovation Corp.American ExpressAmerican LeatherAshley Furniture Industries, Inc.AspenhomeAssociated Volume BuyersBecker Designed, Inc.Bernards, Inc.Best Buy for BusinessBest Home FurnishingsBraxton Culler, Inc.Cargo Consolidation ServicesCentury FurnitureCoaster Company of AmericaCory Home Delivery ServiceDécor-Rest Furniture Ltd.Diakon LogisticsDSI CompaniesEkornesElements InternationalElite LeatherEmerald Home FurnishingsFairmont DesignsFlexsteelFurniture of AmericaFurniture WizardFurnitureDealer.netGE CapitalGreat American Furniture ServicesGuardian ProductsGuardsman/The Valspar Corp.

Harden Furniture CompanyHigh Point Market AuthorityHolland HouseHomelegance USA HFB MagazineHorich Hector Lebow Advertising Consulting Services, Inc.Innovative Delivery SystemsJofran Sales, Inc.Julius M. Feinblum Real Estate, Inc.KincaidKing Hickory Furniture CoLane Home FurnishingsLazar IndustriesLeaLeggett & PlattLiberty FurnitureLifestyle EnterprisesLinon Home Décor ProductsMagnussen HomeMail AmericaMassood LogisticsMed-Lift MobilityMicroD, Inc.Mohawk Finishing Products, Inc.Myriad SoftwareNatuzzi Americas, Inc.NetSertiveNourison IndustriesOkinus Credit SolutionsPacific Furniture Dealers

Phoenix A.M.D. International, Inc.PROFITsystemsProtect-A-BedRestonic Mattress Corp.Sandberg FurnitureSAP RetailSerta Mattress CompaniesSimmonsShock WatchSleep-EzzSource International, Inc./4 Sales FinanceSphinx by Oriental WeaversStandard FurnitureSteve Silver Co.STORISSuryaThe TV ShieldThe Uttermost CompanyTidewater Finance CompanyTrendwood, Inc.Tropic Survival Advertising & MarketingTruckSkin, LLCTwin Star/Classic FlameUnited Furniture IndustriesValassis, Inc.Vaughan Furniture Co.Versatile SystemsWahlquist Management CorporationWorld Market CenterZenith Global

Our Association gratefully recognizes all of our supporters whose dedication and committment has strengthened our industry.

THANK YOU

To become an industry partner contact:North American Home Furnishings Association800.422.3778 or email: [email protected]

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What’s going on with our retailers across the countrythe scoop vA. Leon Capel Jr. Nominated to

American Furniture Hall of Fame

A. Leon Capel Jr., a rug industry icon and second-generation Capel Inc. leader, has been named an industry fellow and nominee for election into the American Furniture Hall of Fame.

Six new Hall of Fame fellows will be honored at the 2013 Induction Banquet on October 20 at High Point Market. At the banquet, new members of the Hall of Fame also will be announced and inducted. Hall of Fame Foundation members vote to determine which fellows will join the Hall of Fame.

An innovator in the rug industry throughout his career, A. Leon Capel Jr. led Capel Inc., America's oldest rug manufacturer, from 1954 until his retirement in 2005. Working together with his broth-ers, Capel led the company founded by his father in Troy, N.C., in 1917, through a robust period of growth.

Capel Rugs is a leader in the rug industry today due in large part to the creativity, leadership and innovation of A. Leon Capel, Jr. This well-deserved nomination honors Leon's contributions to Capel Rugs and the rug industry during his 60-year career.

In 1954, Leon Capel returned from The University of North Carolina at Chapel Hill to join his father's rug manufacturing firm in Troy, N.C. Along with his brothers Jesse S. Capel and Arron W.E. Capel, Leon Capel fostered industry partnerships and expanded product offerings as they grew the company into an industry pow-erhouse. A master of creativity, Mr. Capel is known for devising unusual promotions to drive showroom attendance at market and for developing innovative in-store rug display racks that have now become the industry standard.

A U.S. Army veteran, Capel is an active contributor to his state and community, serving on the Board of Trustees and Board of Visitors of the University of North Carolina and as a past direc-tor for the N.C. Energy Policy Council. He is past president of Montgomery Memorial Hospital, U.S. Carpet Golf Trade Assn., Troy Rotary Club, Montgomery United Services, Troy Industrial Development Commission, Trinity United Methodist Church, Methodist Men's Club and Montgomery County Elephant Club.

He is past chairman of the Trinity Methodist Church Board of Trustees, Montgomery County Boy Scouts of America, Save Cape Hatteras Lighthouse, Montgomery Country Club and First Health Hospital. He also was the county chairman for two North Carolina governors—James Holshouser and Jim Martin.

Capel's other involvements include service on the Governors Travel Council for Exports to Europe, the Far East and South America; the North Carolina Department of Commerce for Domestic Exports; and advisory boards at the High Point, Dallas and Atlanta market centers.

vMattress World Chains to Become Art Van PureSleep StoresGetting a good night’s sleep will soon be easier with the announce-ment that Art Van Furniture plans to convert 31 Mattress World locations throughout Michigan and Indianapolis to its signature Art Van PureSleep stores. Well-known for its exclusive, state of the art diagnostic system that determines the exact mattress and pillow best suited for each individual’s comfort, Art Van PureSleep has become the most trusted and sought after brand among consum-ers in search of their ideal bed. The conversion now creates 76 Art Van PureSleep stores.

“Our number one focus is always on the needs and desires of our valued customers, and they have spoken loud and clear by placing their trust in the Art Van PureSleep brand,” said Art Van Elslander, founder and chairman of Art Van Furniture. “It makes sense to put all of our efforts into further enhancing and growing Art Van PureSleep, which has become one of the most sought after sleep science systems in the entire furniture industry.”

Specialty sleep stores are one of the fastest growing retail categories. Art Van Furniture originally acquired the Howell, Michigan, based Mattress World chain in May 2011, which provided Michigan’s number-one furniture retailer a presence outside of the state for the first time.

The conversion began August 1, will be completed by the end of 2013, and all Mattress World associates will be Art Van employees.

The Scoop


The Scoop

v Las Vegas Market Has Strongest Summer Market in YearsLas Vegas Market announced today that the just-concluded Summer Market was a smashing success, with the ongoing expan-sion and realignment of gift and home decor resources resulting in exponential growth in both buyer traffic and overall market momentum. The 2013 Summer Market registered year-over-year gift and home decor attendance growth of 73 percent—reflected in whopping 82.5 percent gains in gift and 67.3 percent gains in home decor—over last year’s Summer Market, as well as market-to-market resource increases, with more than 50 new gift and home decor showrooms and an estimated 1,150 new lines debuting in the revamped World Market Center’s Building C. Vendors gave the Summer Market rave reviews, citing enhanced resources, increased cross-category sales and marketing opportunities and overall momentum for a dominant west-coast marketplace.

Send your latest news stories to [email protected]. We love to hear what’s going on with you.

Surya and Jaipur open their new showrooms Retailers congregate in the Market Square

48 S E P T E M B E R | 2 0 1 3 www.retailerNOWmag.com www.retailerNOWmag.com S E P T E M B E R | 2 0 1 3 49WWW.IMCHIGHPOINTMARKET.COM 336.888.3700

VISIT SALON EXHIBITORSon the Ground and Mezzanine fl oors of Suites at Market Square.

HIGH POINT MARKET OCTOBER 19-24, 2013

Kevin Obrein Solaria Lighting Solaris Taylor & Burke

Dovetail Furniture

VanCollier

Luxe Sleep

S U I T E S AT M A R K E T SQUA R E G ROU N D A N D M E Z Z A N I N E F LO OR S


Vivid colors, exotic patterns, hand-woven de-sign—all of these can be found in Morocco’s boucherouite rugs. The rag rugs, created using

scraps of various materials, are perfect for these Spring and Summer months. Whether hung on the wall or laid on the floor, the boucherouite rug is a bright and colorful home accessory.

While many rugs from Morocco and the Middle East have histories that are centuries old, the boucherouite rug was developed in the 20th Century. The time period is likely responsible for the funky patterns and wild colors that you can see in each design.

Truly upcycled pieces, the word “boucherouite” comes from the Arabic phrase meaning “torn and reused clothing.” Weavers in the Berber culture used a mix of materials to design these fascinating multi-colored creations that are almost too beautiful to walk upon.

Now, in the 21st Century, these patchwork pieces of art are making a comeback. The fun and eclectic designs add color and whimsy to modern white spaces, and are a complement to colorful interiors.

One of the most spectacular things about boucherouite rugs is the variety of colors that can be found in each piece. You can discover these carpets in a variety of unique patterns. Choose a boucherouite with a one-of-a-kind pattern to create a statement in a space.

These carpets are nothing if not graphic. Geometric shapes like diamonds and stripes can be found in many boucherouite rugs. Look for shapely geometrics that are absolutely on trend in interior design.

Though intended for the floor, these intricately created rugs are fun and fashionable works of art. If you don’t feel like walking on it, mount your boucherouite rug on the wall for a cool artistic feature. You can even layer one behind the bed and create a one-of-a-kind headboard.

This article first appeared on the Doris Leslie Blau blog at http://blog.dorisleslieblau.com, written by Jeanine Hays.

Product Focus



Quick-Fire Marketing is brought to you by R&A Marketing. Armed with more than 25 years of furniture retail marketing experience as a full-service traditional and digital marketing company, R&A is the industry’s premier agency for retailers in the home furnishings and appliances/electronics industries. Visit us on the web at www.ramarketing.com or email us at [email protected].

When combining online and offline strategies, it’s proven that you will generate more leads and have a higher and faster response rate.One successful strategy is to use offline media to direct customers to respond online. Customers love the look and feel of a nice direct mail piece, but they want a quick and easy way to respond. This is where online marketing comes into play. Use the offline direct mail marketing piece to send customers to your company’s website, social media outlet or a special landing page. According to PODI.org, 42 percent of direct mail recipients prefer to respond online and 25 percent of direct mail recipients will only respond online.Some would argue, well, if they are looking for us online, then we should only be online. While we understand the thought process behind this, there are always two sides to an argument. Yes, it makes sense to be online if customers are looking for you online, but how will they know to look for you if they haven’t heard of you before? And how will they hear about you if you are only online? People still watch TV, listen to the radio and read the newspaper. And people still get excited to get real mail in their mailbox. Gone are the days of driving down Main Street, USA, saying “That store looks nice; I think I’ll shop there!” Shopping has turned into a four-step process:

Online search

Seeing/hearing your marketing message

Researching/looking you up online and comparing you to other stores

Visiting your store

The best thing for your business to do is hit both offline and online strategies. By using offline media to direct customers online, you are allowing the consumer to shop the way they want to shop.

Combining Online and Offline MediaPotential customers will always look you up online after receiving a marketing message from you. For starters, it helps them to legitimize your business. They might see your TV ad and it will prompt them to search online to see what you are really about.

Marketers reported an average improvement of close to 50 percent for personalized multichannel campaigns over traditional campaigns. —InfoTrends

Sixty-two percent of online campaigns are seeing an increase in return on investment when combined with offline marketing such as direct mail. —Omnicon Media Group

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Government RelationsBy Lisa Casinger

Government Relations

GO

VERNMENT ACTION

North Am

erican Home Furnishings

Ass

n.

If you’re a brick-and-mortar retailer you are required by law to collect and remit sales taxes to the states in which you do business—unless you’re doing business in Alaska, Montana, New Hampshire, Delaware or Oregon, the only states with-out sales and use taxes. If you are an online or remote retailer you are required by law to collect and remit sales taxes only in your own state and in states where you have a physical presence, such as a warehouse or distribution center, regardless of where you do business. Currently, it is the responsibil-ity of the purchaser to remit sales tax on purchases made online or remotely.

According to the National Retail Federation (NRF), brick-and-mortar retailers collect 100 percent of sales tax on purchases while online retailers collect 18 percent. The NRF reports that this inequality in sales tax col-lection results in an estimated $24 billion loss in sales taxes each year. Granted, the $24 billion includes all retail sales, not just home furnishings. Uncollected taxes, how-ever, mean less money in your town, your county, your state. Uncollected taxes mean online or remote retailers not currently re-quired to collect and remit sales taxes have a pricing advantage.

This spring, the U.S. Senate passed the Marketplace Fairness Act and the bill (H.R. 684) has gone to the House of Representatives. This summer, the House Judiciary Committee referred it to the Subcommittee on Regulatory Reform, Commercial and Antitrust Law; there is no timetable for consideration.

If the Marketplace Fairness Act becomes law it would create a national, legal frame-work under which brick-and-mortar, re-mote and online retailers would be treated equally.

Under the proposed law, states that wish to enforce the collection of these taxes must simplify their sales tax laws and they have two options for doing so.

1. A state can join the 24 states that have voluntarily adopted the simplified measures outlined in the Streamlined Sa l e s and Use Tax Agreement (SSUTA).

2. A state can meet simplification mandates listed in the bill, which include notifying retailers prior to rate changes; designating a single state organization to handle state tax registrations, filings and audits; estab-lishing a uniform sales tax base; using destination sourcing to determine sales tax rates (i.e., a purchase made by a consumer in New York from a retailer in Texas is taxed at the New York rate and paid to New York); and providing free software for managing sales tax compliance.

The main objective of this bill is to give states the authority to collect these sales taxes—but only if they simplify their pro-cesses for retailers.

If signed into law, the bill would require remote retailers to collect and remit sales taxes wherever they do business, regardless of whether they have a physical presence in the state. Retailers with annual gross receipts in total U.S. remote sales under $1 million would be exempt.

Opponents of the bill purport they are against new taxes or raising taxes—this bill is neither. This is not a new tax; it is a bill to enforce the collection of existing taxes.

The Marketplace Fairness Act simply shifts the responsibility of sales tax collection. As of now, consumers are supposed to track and remit taxes on their online purchases but there is little or no enforcement to ensure that this happens. The proposed leg-islation would shift this responsibility back to the online retailer just as it is currently the responsibility of the brick-and-mortar retailer. It would also empower states and local governments to enforce state and

local sales tax laws if they simplify and streamline their processes. The collection of these taxes could also offset the need for new or higher local tax rates.

Lawmakers need to hear from their con-stituents—the people and businesses this proposed law benefits. They need to know how this bill could make a difference in your community. More than 200 businesses and organizations, including the North American Home Furnishings Association, National Retail Federation, Retail Industry Leaders Association, National Governors’ Association, National Conference of State Legislatures, National Association of Counties, National League of Cities, International Council of Shopping Centers and Amazon.com, support the bill.

Online retailers are only collecting about 18% of the required sales tax, while brick-and-morter retailers collect 100%— Doesn't seem too fair, does it?

Sales Tax Equality

Lisa Casinger is NAHFA’s government relations liaison. You can reach her at [email protected] or (800) 422-3778.

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MARK YOUR CALENDAR FOR THESE INDUSTRY EVENTSCalendar MARK YOUR CALENDAR FOR THESE INDUSTRY EVENTSCalendar

International Casual Furniture & accessories MarketSeptember 17-20, 2013 Chicago, Illinois www.casualmarket.com

Midwest Furniture ShowSeptember 25-26, 2013Schaumburg, Illinois www.midwestfurnitureclub.com

High Point MarketOctober 19-24, 2013High Point, North Carolina www.highpointmarket.org

KeM Furniture and accessory MarketNovember 13-14, 2013Long Beach, California www.kemexpo.com

ZOW MoscowNovember 18-22, 2013Moscow, Russia www.zowmoscow.ru/en

ShowtimeDecember 8-11, 2013

High Point, North Carolina www.showtime-market.com

atlanta International Gift and Home Furnishings MarketJanuary 7-14, 2014 Atlanta, Georgia www.americasmart.com

imm CologneJanuary 13-19, 2014

Cologne, Germany www.imm-cologne.com

Dallas Total Home and Gift MarketJanuary 15-21, 2014

Dallas, Texas www.dallasmarketcenter.com

Las Vegas MarketJanuary 26-30, 2014

Las Vegas, Nevada www.lasvegasmarket.com

The Next Vegas Market

Phillips Collection Folded Glass Tables


Ad Index

ADVERTISER PHONE WEBSITE FACEBOOK TWITTER PAGE#

Diakon (703) 530-0677 diakonlogistics.com www.facebook.com/DiakonLogistics 14

Furniture Wizard (619) 869-7200 furniturewizard.com www.facebook.com/furniturewizard 50

High Point Market (336) 869-1000 highpointmarket.org www.highpointmarket.org/facebook @hpmarketnews 7, 9

Jaipur Rugs (888) 416-8600 jaipurrugs.com www.facebook.com/jaipurlifestyle @jaipurlifestyle Inside Back

Kincaid Furniture (828) 728-3261 kincaidfurniture.com 5

Lynch Sales (305) 444-3939 lynchsales.com facebook.com/lynchsales 25

MicroD (800) 964-3876 microdinc.com www.facebook.com/microdinc @microdinc Back Cover

Northwest Furniture Xpress (828) 475-6377 nwfurniturexpress.com 26

Planned Furniture Promotions (800) 472-5242 pfpromotions.com 14

PROFITsystems (716) 894-1414 profitsystems.com www.facebook.com/profitsystems @PROFITsystems 18

R&A Marketing (888) 225-0776 ramarketing.com www.facebook.com/RAmarketing @RAmarketing 52

Serta (888) 557-3782 serta.com www.facebook.com/sertamattress @sertamattresses 3

IMC / Showplace (336) 869-1000 highpointmarket.org www.highpointmarket.org/facebook 41, 48

Storis (888) 4-STORIS storis.com @STORIS 33

Surya (877) 275-7847 surya.com www.facebook.com/SuryaSocial Inside Cover

NAHFA Sponsors (800) 888-9590 retailerNOWmag.com www.facebook.com/retailernow @retailerNow 44

Pink was the

favored color from

Cologne to Paris,

and also during

the latest High

Point and Vegas

furniture shows.


The former First Lady of the Philippines, Imelda Marcos, had 2,700 pairs of shoes—all of which she had to leave behind when she and her husband were exiled in 1986.

The dress Marilyn Monroe wore when she serenaded JFK for his birthday had 6,000 rhinestones on it. At a 1999 Christie’s auction, it sold for more than $1.26 million.

$1 MILLIONJudy Garland’s ruby slippers from The Wizard of Oz had an estimated value of between $660,000 and $1 million. Someone stole them in 2005 out of a Minnesota museum. They have yet to be recovered.

It was fashionable to wear false eyebrows made of mouse skin in the 18th century.

Linen is made out of flax, a textile fabric and food dating back to roughly 5000 BC.

Microfiber threads are finer than silk and 100 times finer than human hair.

According to Chinese history, silk was invented in 2600BC by Yuen Fei, an emperor’s concubine, when she dropped a cocoon into her tea and saw it unravel. She is now considered the Goddess of Silk Worms.

The Now ListA quick dose of fun facts, random trivia and useful

(or useless) bits of info

Jacket sleeves have buttons because of Napoleon Bonaparte. He decreed they be attached so soldiers would stop wiping runny noses on their sleeves.

Grabatologist A grabatologist is someone who collects neckties.

One bale of cotton can make 215 pair of jeans.

Jewelry was first worn by men. They wore it to show their status and to bring them luck in battle.

Pregnancy was so in vogue in the 15th century that women who were not expecting would put pillows under their clothing to look like they were.

Bermuda shorts were invented in the 1930s when it was illegal for women to show their thighs in Bermuda. Because they still wanted to wear shorts, the length was simply increased to the knee.

An average cocoon holds up to 400 meters of silk.

Silk is stronger than metalBetween a thick metal wire and a silk rope of the same thickness, the silk is stronger.

There are two types of angora: Angora rabbit hair, which is referred to as angora, and Angora goat hair, which is referred to as mohair.

27 TIMESAbsorbent cotton is stronger wet than dry and retains up to 27 times its own weight in water.

In Enterprise, Alabama, cotton farmers became concerned for their crops when the boll weevil began laying its eggs in cotton bolls, destroying the cotton. Someone suggested they grow peanuts instead and when they did, they were wildly successful, enough so that they built a boll weevil statue out of appreciation for the critter.

Cotton was once grown in a number of different colors, including brown, light purple and rust.

Vol. 2 Issue 7

“IN VO

GU

E” SEPTEMBER Issue

SEPTEM

BER

2013

eCommerce2YEARS

1993 - 2013let’s talk...

Retailer Benefits• Offer Larger Selection Online vs. In-Store• SEO Sends Shoppers Directly to You• Dynamic Pricing Updates• Comprehensive Sales/Trend Analytics• Accepts Credit Cards, PayPal, etc.

Consumer Benefits• Hundreds of Merchandise Options• Less Pressure than In-Store Shopping• Product Filter, Search, & Compare• Shopper Product Reviews/Ratings• Safe & Secure Payment Processing

Integration with MicroD’s ePiphany web-site platform gives the consumer detailed product information and encourages them to move from browsing to buying.

Managed Services package includes analytics monitoring to manage marketing campaigns and website product placement to promote popular items online and increase their visibility.

SEO & SEM service package includes monitoring and maintenance to increase website traffic.

Advantages

Why eCommerce?• Access to Fastest Growing Sales Channel• Open for Business 24/7/365• Expand Geographical Reach• Online Influences and Speeds In-Store Sales• 1 in 4 Furniture Buyers Purchase Online

Email: [email protected]: 800-964-3876Chat: www.microdinc.com

More Information

Extend your reach & Grow your sales!

Documents

September 2013—In Vogue