Monday, September 2, 2013
THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY
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| Vol. 34, No. 20 | $8.00
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Monday, September 2, 2013
THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY
More Changes Ahead for JCPenney
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hometextilestoday.com
All Textiles Roads Lead to Shanghai BY WARREN SHOULBERG
Revamped Home Department Underperforms BY JENNIFER MARKS PLANO, TEXAS — So far, 2013 has been a year of exits for JCPenney. Visionary ceo Ron Johnson was shown the door this past spring in the face of staggering sales losses. Activist investor Bill Ackman left the board in in mid-August after unsuccessfully lobbying for additional management changes, then last week sold his stake in the retailer at a substantial loss. Next to go: Johnson’s reinterpretation of the home department. Opened in early June in more than 500 stores, the shop-in-shop format built around key design personalities turns out to be less productive than home departments that did not receive the makeover. MIKE ULLMAN Penney’s reformat has resulted in “the bestJCPenney looking home store in the industry,” Penney ceo Mike Ullman said during the company’s quarterly conference call in August, but it’s not stocked with the kind of merchandise or price points the customer wants. Slack sales in home knocked 240 basis points off Penney’s second quarter comp, which declined 11.9%. Initiatives going forward include: • Restoring opening price point products, a shift from ousted ceo Ron Johnson's vision of a home assortment that tilted toward better/best. • Expanding the window department, which was pared back for the new format. Other categories that suffered the same fate include SEE CHANGE PAGE 26
Inside This Issue Oriental Weavers Introducing Rug Collections in New York ........................................................ page 2 Yes, But ............................................................................................page 4 It’s Still Not Quite a Small World ................................................. page 4 Hugo Boss Launching Diffusion Home Textiles Line ........................................................................ page 5
| Vol. 34, No. 20 | $8.00
Buyers await the show open.
S HANGHAI — Newcomers and longtime Intertextile exhibitors from outside China may have different business agendas and various expectations, but they all seem to agree on one thing: China specifically and Asia in general are where the best prospects for growth exist in home textiles. On the opening morning of the fair last week, aisles and booths were packed with showgoers in the International areas in Halls W1 and W2. Major country pavilions from Turkey, Italy, Korea and elsewhere were standing-roomonly, as were individual stands from companies hailing from more than 30 countries. “We are expecting to see customers from all parts of the world here this week, “ said Ajay Arora, managing director of D’Decor Home SEE SHANGHAI PAGE 28
Laura Ashley’s Major Milestone
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t began in 1953 as a kitchen table operation in a London flat with an investment of £10 in wood for a screen, dyes and some linen. Sixty years later, the Laura Ashley brand has international distribution through a multitude of licensing agreements, owned stores, franchise operations and ecommerce. In North America, Laura Ashley products can be found in more than 23,000 retail doors. For a look at where the home furnishings business is headed in the United States, see our special report on page 8-14.
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NEW YORK – Oriental Weavers will introduce several new area rug collections at the Sept. 23-26 New York Home Fashions Market at its 295 5th Avenue, Suite 719 showroom. Seven all-new print collections will be among the highlighted product. The rugs boast heavy loops and high-density designs with prices ranging from $59 to $149. Five woven collections will be introduced. The microfiber polyester rugs are detailed with frieze accents with prices ranging from $59 to $199. Also on display in New York will be a variety of indoor/outdoor offerings, scatters and utility rugs. HTT
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NEWPORT NEWS, VA. – C & F Enterprises will debut a collection of fashion-forward quilts under the Studio label during the New York Home Fashions Market next month. “The modern and unique design of these new quilts appeal to a more contemporary and youthful consumer,” said Nelson Chow, vp of sales. The new collection employs an engineered print design to create a large border effect encompassing the entire quilt. “This gives C&F the opportunity to showcase bold and dramatic looks as if the quilt is one large canvas,” said Jennifer Sheridan, national sales manager. The 200-count sateen weave gives the line a softer look and feel. C & F Enterprises will preview Mazarine and Geneva, two of the four beds in the Studio line, in its new showroom at 295 Fifth Ave, Suite 710. HTT
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Brandsource Adds Rizzy as Part of Textiles Extension BY CLINT ENGEL ATLANTA — Furniture, electronics and appliance buying group Brandsource is expanding its home furnishings assortment in a continuing effort to appeal to a broader base of consumers, including younger, firsttime home buyers. In addition to sofas, chairs and tables, new collections include a variety of area rugs, bed linens, decorative pillows and other home accents “designed to bring affordable style into today’s busy, modern home,” according to a release. The group said it recently added supplier partners Classic Home Furnishings, Legends Furniture and Rizzy Home to expand its youthful looks, including repurposed furniture from around the globe to traditional and eclectic items.
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The group said the enhanced offering is designed to drive traffic, increase sales and boost the visual impact of member stores. Members got a first look at the new midpriced to upper-middle collections at the summer Las Vegas Market and will have the opportunity to see more during Brandsource’s National Convention and Buying Fair Aug. 25-28 at Caesars Palace in Las Vegas. Mike Allen, vp of Brandsource Home Furnishings, said the new lines are an extension of the group’s continuing effort to help dealer members in second- and thirdtier markets reach out to new and younger consumers, who tend to consider online sources and retailers such as Ikea, Pottery Barn, Crate & Barrel and Restoration Hardware ahead of their local furniture stores. The group made a similar move earlier
this year, when it launched the private label Majestic Home living room collection by England, which included more urban and casual contemporary looks. “In many areas of the country, the housing market is on fire and people that were underwater two years ago now have equity back, home prices are going up, and they’re feeling more confident,” Allen said. “Younger people are buying first-time homes again. This is great for our members.” In addition to store displays, the free Brandsource mobile app will showcase the new lines, allowing shoppers to plan ahead and search any time, filtering by price, manufacturer, color, depth, width and height. Information and photos can be shared with friends and family via email, Twitter or Facebook. HTT
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OPINIONTodaY It’s Still Not Quite a Small World
Yes, But…
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H ER E H A S BEEN M UCH CH EER following Walmart’s announcement in January that it will buy an additional $50 billion in U.S.-made products over the next decade. Walmart has long set the pace for the domestic retail industry, both in pricing and in practice. There’s also a fairly large nit to pick with the kudos attending the policy. That $50 billion represents a sliver of the approximately $900 billion Wal-Mart Stores Inc. will generate at its U.S. stores over the decade. And as several critics have noted, a goodly amount of that U.S. buying will involve food. During the summit Walmart convened two weeks ago in Florida to promote the cause, a roster of business execs, government officials and the like made the case for the return of U.S. manufacturing: lower energy costs, a more predictable rule of law, low interest rates, flexible workforcEDITOR-IN-CHIEF es, and proximately to the market as well as rising labor and transportation costs overseas. GE chairman and ceo Jeff Immelt said the prospects for domestic manufacturing are improving. “The U.S., on a relative basis, has never been more competitive. We can compete from here,” he said. Left unspoken was the degree to which automation plays a part in re-establishing U.S. manufacturing. Immelt and other business leaders addressing the summit used the occasion to announce plant expansions in the U.S. to support Walmart’s push. It was 150 jobs here, 200 jobs there. Altogether, they’ll add up to about 1,000 new U.S. jobs — said figure courtesy of Wal-Mart Stores Inc. president and ceo Mike Duke. That’s a drop in the bucket compared to the nearly 9 million jobs lost during the recession, of course. Then there’s the matter of the “flexible” workforce touted by so many. Could that flexibility mean part-time work with an ever-shifting schedule of the sort Walmart has brought to its stores? Methinks so. One does not rebuild a middle class with such jobs. One creates more customers for Dollar General. The best hope for this enterprise might be that other retailers follow Walmart’s lead — as they certainly did in the march to offshoring. That would be something to celebrate. HTT
Jennifer Marks
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H ER E ISN ’ T A N Y BODY in the home business that will dispute the fact that more and more it is becoming a truly global economy. But nobody said it was going to be easy. As the international industry for home textiles products gathered last week in Shanghai for Intertextile — the Warren biggest Asian trade show Shoulberg for the business — we all need to be reminded PUBLISHER/ EDITORIAL DIRECTOR that doing business on a global basis is no easy task. Some of the smartest, most sophisticated corporations on the planet have stumbled — even failed — trying to establish business units away from their native countries. Take the situation in China. Two of the biggest retailers from the United States — Home Depot and Best Buy — have basically given up trying to establish store operations there. The biggest American toy company, Mattel, has pulled back from its Chinese beachhead, too. It’s not just U.S. companies that have had their problems. Two big European retailers — Carrefour and Tesco — have both said they are not happy with their operations there and are looking at alternative solutions. And this is not just a case of Western com-
panies going to Asia. Tesco, the second biggest grocery retailer in Great Britain, has just admitted defeat trying to establish an American operation under the Fresh and Easy name. Even more relevant to the companies gathered in Shanghai, the textiles business has been no easier. U.S. and European suppliers are still finding their way in Asia. Likewise, producers from China, India and elsewhere have often had to reinvent their business models several times to find the right strategy to operate on a global scale. And yet, it can be done. The Western cosmetics retailer Sephora has some 135 stores in China. That is a sizable presence — and a formidable one, too. Walmart, while not perfect, is largely successful in China as well. Two large Chinese suppliers, Haier in appliances and Lenovo in consumer electronics, are major players in the American market. And all you had to do was walk around the streets of Shanghai to see the large numbers of Western fashion brands that have outlets there to understand that many corporations have figured out how to do business on an international scale. I guess it’s like any business situation: There will be winners and there will be losers. Any company attempting to become global needs to keep that in mind. You can’t beat yourself up if it doesn’t immediately work. But you can’t stop trying either. HTT
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Hugo Boss Launching Diffusion Home Textiles Line NEW YORK — Hugo Boss Home
is expanding its scope with the debut of the Boss Home Classic Collection, which offers the brand’s luxury aesthetic at a lower price point for a broader consumer market. The Boss Home Classic Collection will be available on Macys.com, Dillards.com and Bloomingdales.com and will arrive in stores in September. Price points range from $75 to $350. Made by Sunham Home Fashions, the Boss Home Classic Collection features a unique mix of bold, modern designs addressing casual lifestyle “while offering the same fine craftsmanship and design integrity that is val- Prism in teal is part of the Boss Home Classic Collection. ued in the luxury line,” according to the Boss announcement. and Prism. A coordinating ClasThe original Hugo Boss Home The line is launching with sic Check Sheet and Tribeca Di- line is now called Boss Home four bedding ensembles:Tie- amond Quilted Coverlet are core Luxury. Its fall collection will hit stores later this month. HTT Dye, Fleur Fil, Rhythmic Dots elements of the program.
Opening up NY Now
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Retail Briefs Rouleau Settles In At Tuesday Morning
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ive months after he was appointed interim ceo, Mike Rouleau is no longer a temporary placeholder in the job. He will also continue to serve on the company’s board of directors, which he joined in November 2012. Rouleau most recently served as president and ceo of Michaels Stores. Prior to that, he was executive vp of store operations for Lowe’s. Before joining Lowe’s, Rouleau was a co-founder 20 and president and ceo of Office Warehouse, which merged into Office Max. He spent 20 years with Target from its inception in 1962.
Stein Mart Looks To The Net
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tein Mart is focused on the upcoming launch of its new e-commerce business, which has been two years in the making and is set to debut “in the next few weeks,” ceo Jay Stein said during the company’s recent quarterly call. The site will be stocked with a “significant selection” of Stein Mart stores’ mix as well as some items exclusive to the site.
Sam’s Wants Brands
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am’s Club is making a shift in its merchandise strategy to emphasize brands, especially in home and apparel. “Home continues to be strong, as price leadership in domestics drove double-digit comp and unit growth,” said Rosalind Brewer, Sam’s president and ceo. Sam’s, she added, is “striving to be a house of brands for our members. This transformation will continue, especially as we enter the holiday season.”
Tuesday Morning Swinging Into Action
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uesday Morning will sharpen its pricing as it begins implementing a new merchandising strategy, reducing markdowns in the process. “As you know in the past, we bring in an item at a certain price and then we mark it down once, we mark it down twice, we mark it down three times, we mark it down four times, then out the door. So the idea would be, why not bring it in at the fourth markdown right off the bat and sell out?” ceo Michael Rouleau said during the company’s recent quarterly call. The 828-unit closeout chain has been freshening the look of its stores, installing new cash registers and standardizing merchandise presentations, particularly on end caps.
TJX Sees Broader Horizon
T The ribbon was cut for the new NY Now show at the Javits Center and Pier 94 in New York last month. The three-year strategic reorganization of the New York International Gift Fair by show organizer GLM resulted in a new layout built around four collections. From left: Randi Mohr, sales director Home; Christian Falkenberg, show director, GLM svp; Charles McCurdy, GLM ceo; and Scott Kramer, sales director Lifestyle.
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JX Cos. is planning U.S. expansions of its Marmaxx and HomeGoods businesses and looking at potentially new markets internationally. Marmaxx (TJMaxx and Marshalls stores) is nearing a count of 2,000 units. That could go up to 2,400-2,600. Home Goods, now at 430 units, could grow to 760 to 825, the company said during its recently quarterly call. On a related note, TJX Cos. plans to launch its TJMaxx website in controlled mode this fall.
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News
> hometextilestoday.com
FIRST MONDAY:
Home Finds Harmony at Spaces Kennebunkport BY CECILE B. CORRAL K ENNEBUNKPORT, M AINE — At
Spaces Kennebunkport, casual “seaside chic” home fashions co-exist in the elegantly eclectic merchandise mix as effortlessly as the relationship between the shop’s co-owners, Nicki Bongiorno and Anna Dixon. “We are like twins separated at birth, except we’re not the same age,” said Bongiorno, an interior decorator/designer, of her business partner, Dixon, a retailer by trade. “We read each other’s minds,” she continued.
“And finish each other’s sentences,” Dixon quickly added. The two ladies laugh. Business for Bongiorno and Dixon is indeed mixed with pleasure, which makes for easy decision-making and painless day-to-day operations — from shopping trade shows for product to running the store. “We agree all the time, which is great,” Bongiorno said. “If Anna spots something she likes, I am already noticing it in the distance — and I like it, too. Maybe on five occasions we had to discuss for a moment if we should carry something in
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the store or not.” Interjected Dixon: “We share the same brain.” Their career strengths also complement — Bongiorno’s sense of style and décor paired with Dixon’s eye for fashion and her knowledge of running a retail business. The two loosely knew each other before pairing up professionally in the summer of 2008. “Anna’s sister babysat my brother’s children,” Bongiorno explained. Bongiorno was working independently as an interior designer, and Dixon had just left her position managing a gift shop, where she had worked for eight years, when the two decided to collaborate. “I was looking for help in my design work, so I called her up and we started working together. It was that easy,” Bongiorno said. “And then, we were working together for only six months when we decided to open our own shop.” With her retail background, Dixon “knew about the discounts we could get wholesale for the shop, and she knew how and where to find interesting things we could not find anywhere else in Maine,” Bongiorno continued. Just one week later, a retail space in the quaint downtown area of tourist-heavy Kennebunkport became available. It was in a perfect spot, the two partners agreed, as it was situated near four major hotels and was sure to attract area visitors “Literally, we signed the lease on July 1 and opened our doors on August 15,” Dixon recalled. The 500-square-foot space had been a flower shop, “so we have to move out the shop counter and the sinks, and then we painted the place, brought in shelving [and other display furniture and fixturing] from West Elm and we got it all ready very quickly,” Dixon said.
Anne Dixon, left, and Nicki Bongiorno became fast friends and faster business partners five years ago
Bedding and home textiles accessories represent the largest slice of Spaces Kennebunkport’s overall business. The coastal-inspired assortment of dec pillows on the bed are from John Robshaw, Roberta Roller Rabbit, Pehr Designs, and Thomas Paul.
Spaces Kennebunkport, which just celebrated its fifth anniversary, has steadily ramped up its home textiles offerings over time. The segment — including sheeting and top-of bed com-
ponents, fabrics, decorative pillows, blankets, throws, table linens, baby and nursery linens, and other accessories — originally represented a small percentage of the total business. Today it occu-
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pies about 60% of the store. “The economy crashed right after we opened,” Bongiorno said. “So it was hard at first. We were carrying more furniture at the time. But people around here were not really looking for that. They were looking for easy and quick ways to update their rooms. They were after products that could make their home feel more comfortable with things like decorative pillows and quilts and throws. Lots of textiles.” “But we wanted to have things here that were uncommon in this area,” Dixon piped in. “Our taste is a little more contemporary, and we like more of a punch of color,” Bongiorno added. Today on the selling floor are three display beds that Bongiorno and Dixon update frequently with a mix-and-match presentation of linens from their various supplier brands. These include John Robshaw — the store’s first textiles brand — along with Nandini, and Better Living, among others. The shop also offers sheeting on special order. Price points average about $220 to $475 for quilts, $220 to $475 for sheets, $75 to $225 for decorative pillows and shams, and $8 to $25 for place mats and napkins.
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The other 40% of the mix includes “little pick-me-ups,” like candles and other small gift-able items as well as chic resortwear from upscale brands like Roberta Roller Rabbit and more recently lifestyle accessories like bracelets and other items for women — the latter of which have become important drivers of traffic to the shop. “Right now, we’re seeing our shoppers are willing to spend on small, personal items like scarves, bracelets and clothes. And that is what is drawing the customers in, and once they are here they usually tend to look around and buy other things,” Bongiorno said. “And in turn, that is helping our home business. Spaces Kennebunkport also operates an e-commerce business online at www. spaceskennebunkport.com — where an assortment of total mix in the shop is available. “But we still hand-write our receipts,” joked Dixon. “And we use a cash drawer,” laughed Bongiorno. “It’s how we are. We never have more than three people working here, and that is only when it is peak season. Most of the time, it’s just the two of us. We are a tiny operation, and Anna and I do everything here.” That’s how they like it at Spaces Kennebunkport. HTT
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Mixing and matching complementary “seaside chic” looks is how Spaces Kennebunkport likes to present its home textiles offerings across its three in-store display beds.
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News
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Laura Ashley Celebrates 60 Years BY JILL ROWEN F O R T M I L L S , S.C . — “Laura Ashley is all about pretty,” said Penne Cairoli, president, Laura Ashley Inc. Now celebrating its 60th year, “pretty” is an understatement in describing the cachet of designs and styles that are part of the brand’s iconic look. With products in virtually every cate-
nine styles became part of the Laura Ashley look. Home furnishings followed in 1974. How does a brand that was based on Victorian designs stay relevant in a modern world? “Part of it is that Mrs. Ashley herself designed for a modern woman,” Cairoli told HTT. “She pulled from history, but made it work for that time. That is still what the brand is about.”
“I don’t like ephemeral things; I like things that last forever.” — LAURA ASHLEY
Designer Laura Ashley began her business printing fabric at her kitchen table.
An original Laura Ashley print from 1954.
gory, and a new, fast-growing ecommerce site, it continues to be a force in home textiles and beyond. In 1953, Laura Ashley was inspired by an exhibition at the Victoria and Albert Museum in London and began printing designs on linen, turning them into colorful headscarves, tea towels and placements in her flat. They were instant hits. In 1960, the brand ventured into fashion and the flowing, femi-
Rich Roman, president, Revman International, remembers Ashley herself as very savvy and a quick study when he worked with her on expanding into bedding and home furnishings. “She was a woman with a strong point of view and classic taste,” he said. One of her quotes speaks to that classic sensibility: “I don’t like ephemeral things; I like things that last forever.” SEE LAURA PAGE 10
From Tea Towels to Timeless International Brand Laura Ashley Timeline
1953 – Laura Ashley and
1974 – Laura Ashley comes to the U.S. with fashion and home furnishings housed in Laura Ashley stores. A combination retail store and U.S. office opens in San Francisco.
her husband Bernard begin their design business with printed scarves, tea towels and placements produced in their London flat.
1981 – The brand’s first home furnishings catalog is launched.
1960 – The brand branches out into fashion, with long feminine silhouettes that become the brand’s trademark.
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1977 – The company
1983 – The Laura
receives a Queen’s Award for Export.
Ashley Book of Home Decorating is published as a result of the interest in the Laura Ashley “style.”
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www.lauraashleyusa.com
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LAURA FROM PAGE 8
She’d be delighted with how the brand has managed to present updated products and looks with every season. This is not your mother’s Laura Ashley. According to the firm, today’s Laura Ashley customer is just over 30, is well-educated, well-travelled and has a household income of about $75,000 a year. The well-travelled part is something Cairoli emphasizes because the company sees its customer shopping Ashley stores even during their trips as far afield as Russia and Japan. “Our customers visit our stores
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globally,” she noted. Coupled with an 88% recognition rate, the brand is on firm ground. Today, a look back reveals not just floral prints — a motif that is often associated with the brand — but a catalog of designs that worked as well in the 50s as they do today, including an original geometric pattern from 1953 that hasn’t aged at all. The Laura Ashley archive features about 60,000 designs, both original patterns and companyapproved designs fashioned by licensees. While it makes sense that fashion products with an obvi-
Ruffle Garden Quilt from Revman.
News
ous Laura Ashley look do well, the name works in more basic categories as well. “Our fashion bedding, with iconic Laura Ashley florals, for instance, is very popular, but our basic bedding is just as popular,” said Cairoli. “That has to do with the brand name. And ultimately, while it is part of white goods, the products are not basic. There will be an element in the gusset, a design on woven damask, a cotton eyelet detail. That is why consumers buy into the brand.” While the prints and patterns have easily stood the test of time, the company itself has ebbed and flowed with worldwide economic and business cycles. The British company went public in 1985, just after Ashley’s untimely death. The firm grew quickly to include company-owned stores and manufacturing facilities worldwide, but a difficult era in the 1990s saw consolidations in both areas. In 1999, a management and investor team bought out 94 Laura Ashley stores in the United States and Canada from the British company Laura Ashley Holdings and created a new U.S. entity called Laura Ashley Inc. The U.S. company had its own
> hometextilestoday.com
An all-Laura Ashley Room from the 1970s.
challenges, and finally closed the last of the underperforming stateside stores in 2003. But it found a blueprint for success in licensing with Cairoli’s help. Cairoli was named president in 2012 and has been with the brand for more than 25 years, starting on the sales floor and rising to vp of licensing before taking the helm. Today, the brand has licenses in virtually every area of home furnishings and fashion. Though there are no immediate plans to open free standing stores in the United States,
the company did make a first step back into retailing with an e-commerce site launched in 2011. According to Cairoli, lauraashleyusa.com grew 166% in the last year. Worldwide, the brand has 400 stores both company-owned and through franchises and the UK company runs lauraashley.com. “We’re definitely going to continue on this track,” noted Cairoli. “There are still opportunities in licensing for home accessories, furniture and even food and drink if you think outside of the box.” HTT
From Tea Towels to Timeless International Brand Laura Ashley Timeline
1985 – In September, Mrs. Ashley dies as a result of an accidental fall and two months later, the company which bears her name goes public, with many employees and customers investing in the business.
1987 – Bernard Ashley is knighted.
1999 – A management and investor team completes the buy-out of the 94 Laura Ashley stores in the U.S. and Canada from British company Laura Ashley Holdings. The new U.S. entity, named Laura Ashley Inc., expands into licensing, opening new channels of distribution.
2001 – British e-commerce site is launched.
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2003 – Laura Ashley Stores close in the U.S. The brand retains retail outlets, both companyowned and franchised, throughout the world.
2013 – Laura Ashley celebrates 60 years as an iconic fashion brand with a presence in more than 23,000 retail doors throughout North America.
2011 – Company-owned retail resurfaces through the launch of the U.S. e-commerce site, www.lauraashleyusa.com Plans are to continue expanding the British product mix alongside the U.S. merchandise to showcase a full range of global products.
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“I don’t like ephemeral things, I like things that last.” -Laura Ashley
Thank you for decades of timeless style.
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Licensees Bring Modern Flair to Laura Ashley NEW YORK — As the Laura Ashley brand celebrates its 60th year, the roster of licensees in the home textiles category are giving a nod to the brand’s longevity, but always designing with an eye to the future. A l t h o u g h L a u r a A s l e y ’s archive of prints and patterns numbers more than 60,000, licensees have brought a modern eye to their products by tweaking the old and creating new styles that speak to the Laura Ashley lifestyle and the brand’s modern customer. “Laura Ashley customers are design savvy, appreciate the quality of good design and are willing to pay for quality and beauty,” said Katie Laird, pr and social media manager, blinds.com. “We found Laura Ashley customers very loyal and looking for the brand in all categories,” noted Scott Walters, vp, product development, Pem America, which holds separate licenses for throws and infant bedding. “She responds well to Laura Ashley Salisbury bedding from Revman.
Owlphabet infant bedding from Pem America.
“Laura Ashley customers are design savvy, appreciate the quality of good design and are willing to pay for quality and beauty.” —KATIE LAIRD, blinds.com updated traditional looks and we will continue to build upon our successes with updated color palettes and unique design twists on classic looks.” While the corporate archive serves as a starting point, many licensees create their own prints and colors (with brand approval) that become part of overall brand story. It’s never about just using an old design. “Many of the prints are classics and can be used again, but you keep them modern by changing the scale and color,” said Rich Roman, president, Revman International. Revman has a long history with Laura Ashley and was one of its first licensees when it shifted to a licensing business formula. Roman, who knew Ashley personally, credits the brand with keeping its classic look, keeping up with the times and always having “good taste, good design and good color.” Revman has been keeping up with the times as well. Laura Ashley has honored the company with a “Best e-commerce” licensing award that recognized it for growing the brand’s online distribution opportunities. Keith Schneider, senior vp, Pem America, said his first visit to the London headquarters where he saw the Laura Ashley archives in person was “eye-opening.” Pem was able to manipulate the original art and changed the scale to create infant-friendly fashion. “It was critical that the usage of the art shine through and that you could connect it to Laura Ashley,” he said. “Our designers have a good eye for what is marketable and can take a Laura Ashley-esque design and spin it for a modern, young mother.” In SEE LICENSE PAGE 14
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Natural woven wood shades with gold banding from blinds.com.
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Laura Ashley Trousseau mattress pad from Hollander.
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addition to infant bedding sets, Pem has done well with a range of muslin wraps and stroller blankets. Its throws division is also growing with the addition of blankets and bedspreads. But it isn’t always just about the prints. Some categories lend themselves more to solids and textures. Laird from blinds.com noted that the Laura Ashley customer “appreciates a beautiful brand story.” While it does offer custom prints, Laird points to quieter solids among its popular Laura Ashley products. “We open people’s eyes to the possibility of a pop of color on their windows, but offer solids and subtle designs that create cohesive looks.” Among the winners: its cellular shades and roller shade designs. According to Laird, the company’s customer service also resonates with Laura Ashley customers. It sends out up to 10 samples of products and, since all orders are custom, offers a free replacement if an initial window measurement is not correct. “Details matter,” she noted. Beatrice Home Fashions joined the Laura Ashley roster in
January 2012 for ready-made draperies. “In the past, Laura Ashley draperies had been very matchymatchy with bedding,” noted Alex Bernstein, design director, Beatrice. “It’s a brand known for its history, heritage and quality; we wanted to translate that to freestanding drapery designs.”
“We have enjoyed tremendous success when incorporating archived designs into elements of our product category.” —BETH MACK, Hollander While prints have done well, Beatrice also translated the Laura Ashley look into solids, laces and textured designs using different techniques. Soft colors such as grey, lilac and wheat, and quiet prints, such as a Swiss dot pattern and a tile lace design are part of its product offering. Next for the brand: a juvenile collection with “whimsical, sweet patterns and coordinating solids.” In the white goods and basics categories, it is the the lifestyle
associated with the brand that carries through to those product areas as well. And the art still plays an important part. “Hollander has enjoyed a true partnership with Laura Ashley for over 14 years,” noted Beth Mack, president, sales and merchandising, Hollander Home Fashions. “We have enjoyed tremendous success when incorporating archived designs into elements of our product category.” Over its long history together, Hollander has received a number of kudos from the brand as a top performing license and for its brand vision. Customers who have the wallpaper and use the bedding look for the name in other categories too, even basics, according to Owen Shoemaker, senior vp, marketing & merchandising, King Koil, makers of the Laura Ashley mattresses. “Women influence 90% of all home purchases and they recognize the brand as beautiful and smart,” he said. The latest from King Koil, is a mattress with a foam core designed to alleviate pressure on the shoulders, hips and lower back for a better night’s sleep. HTT
8/28/2013 2:24:00 PM
Congratulations
One of the longest-running designer brands in the home furnishing industry.
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September 2, 2013
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Couture Dreams Named “Best Of Market” For Textiles at NY Now N EW YORK — Five companies
exhibiting in the Home section of NY Now were named recipients of Home Textiles Best New Product Awards over the weekend, with Couture Dreams receiving the “Best of Market” award for its Chichi throw. A panel of trade and consumer editors also selected winners and finalists for Best New Product Awards in four categories: Bed, Bath, Dining and Home Accessories. They were:
Bedding Winner: Tribute Goods (Houston) for its Water-Sea Glass, bedding collection based on the elements - Earth, Air, Fire and Water. Bedding is made in the USA of finest Italian woven Egyptian cotton sateen. Finalist: Silk Story Llc (Alpharetta, Fa.) for its Raeshmi Silk Habotai Comforter. Finalist: DownRight Ltd.
(Brooklyn, NY) for its eiderdown comforter.
Bath Winner: Scents and Feel (Miami, Fla.) for its bath towel and hand towel in new herringbone, a chic new bath set in herringbone with stripes in “Couture Sellier”. Finalist: Pom Pom Home (Burbank, Calif.) for its Gwen hamlock lace shower curtain. Finalist: Scintilla (Reykjavik, Iceland) for its scented towels.
Home Accessories Winner: Pine Cone Hill (Pittsfield, Mass.) for its Bargello woven jute rug, hand loomed with the weft guided by hand and a loop at each thread crossing to create a highly textured rug. Finalist: Scents and Feel (Miami, Fla.) for its throw Natte and pillow. Finalist: Traditions Linens
(Claverack, NY) for its Rustic Linen Collection. All five winning products automatically qualify for consideration in the first NY Now “Best of Home” Award, which will be determined through online voting at www.redclaydesign.com/ nynow. “People’s Choice” balloting ran through Aug. 20, and the winner was set to be announced on Aug. 21.
The panel of judges included: Jennifer Marks, Home Textiles Today; Jenny Heinzen York, Home Accents Today; Laura van Zeyl and Nancy Robinson, Home Fashion Forecast; Duke Ratliff, HFN; and Wanda Jankowski, LDB Interior Textiles. The criteria used for judging included innovation in design, creative use of materials/construction and new fiber, material or technology. HTT Tribute Goods Water-Sea Glass
Dining Winner: Pom Pom at Home (Burbank, Calif.) for its Chloe placemat. Finalist: Couture Dreams (Wading River, NY) for its Whisper Napkins. Finalist: LinenMe (Chicago) for its Antico Burgundy Linen Runner. Scents and Feel’s bath towel and hand towel
Couture Dreams Chichi throw
Pine Cone Hill’s Bargello woven jute rug
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8/28/2013 2:48:23 PM
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Softline Partners Home Source International with HGTV’s Readies First Tencel Collection Monica Pedersen G ARDENA , C ALIF . — Softline
Home Fashions has licensed with interior designer and television host Monica Pedersen to create the Make It Beautiful Collection, which will debut in January 2014 as the Las Vegas Market. Pedersen, who specializes in showing consumers how to enhance their homes on a tight budget, has appeared on more than 90 episodes of HGTV’s series Designed to Sell, and 50 episodes of Bang for Your Buck. She has also hosted HGTV’s Dream Home and Smart Home Giveaways, House Hunter’s Great Escapes and has appeared on NBC’s Today Show, Steven and Chris, The Revolution, Steve
Harvey, Fox News and WGN. Pedersen released her first design book, “Make It Beautiful” in May 2012. “We believe our Monica Pedersen product launch will be an introduction that many consumers will relate too. We want to bring Monica’s style to every home in America,” said Rodney Carr, director and co-founder of Softline. “Monica’s style is in tune with what we strive for at Softline: affordable elegance. Monica will work closely with Softline’s creative and sourcing teams to develop stunning new collections in decorative fabrics and pillows, as well as an extensive line of ready-made curtains.” HTT
Monica Pedersen with Jason Carr, left, and Rodney Carr, right.
A T L A N TA — Multi-category home textiles and furniture manufacturer Home Source International will debut its first Tencel collection of sheets and duvet covers during next month’s New York Home Fashions Market. “Home Source has always been on the forefront of sustainable and eco-friendly home textiles so this new collection is no exception,” the company said in its announcement. “This collection of duvet sets and sheet sets are 100% Tencel.” Tencel is a brand of lyocell made by Lenzing and produced from sustainable Eucalyptus forests, processed in a closed manufacturing system and recognized for its low environmental impact. Home Source’s Tencel collection is 400 thread count and available in twin, queen and king sizes in four colors. Also during market, Home Source will introduce the patent-pending Clip ’N Zip duvet cover with a hidden zipper closure and three removable clips on each side to hold the duvet in place. “No longer will your duvet slip as you toss and turn at night, nor will you struggle to put your comforter back in its cover after laundering,” said the company. The Clip ‘N Zip duvet is a 300 thread count cotton with a reversible design available in four colors. In addition, Home Source will launch the Parousha Collec-
Home Source is debuting a new Tencel collection of duvet covers and sheets.
tion of luxury sheets and duvet covers. Parousha made from fine cotton grown under ecological conditions and is hand harvested without the use of defoliant chemicals. The sheet and
duvet sets are 300 thread count cotton and available in six soft colors. The duvet covers feature a tonal geometric pattern reversing to a solid backing of the same color with button clo-
Fiesta Moving into Bedding, Bath N EWELL , W.VA . — The Homer
Laughlin China Company, the largest U.S. pottery manufacturer and maker of Fiesta dinnerware, has inked a new license partnership with Ellison First Asia and expanded its alliance with Town & Country Living for an extensive collection of bed and bath linens set to roll out at retail in spring 2014.
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The bedding and bath collections will debut at the New York Home Fashions Market, which takes place from Sept. 23-26. “For Fiest a, the addition of bedding and bath are an exciting yet natural progression for the brand as our consumers continue to demand more lifestyle compliments to their everyday style and home décor,” said Rich Brink-
man, vp of sales and marketing at Homer Laughlin. The mix-and-match patterns use Fiesta’s color spectrum for comforters, duvet covers, bed skirts, shams, Euro pillows, accent pillows, quilts, coverlets, sheets, blankets and throws, accent window treatments, and other items. “Ellison First Asia is excited to bring the modern consumer what they want in bedding: stylish, colorful fashion bedding that can be mixed and matched to fit their individual needs,”
said Kevin Finlay, president/ ceo of Ellison First Asia. “We have paid great attention to the quality and details in developing the exciting new Fiesta bedding line.” Town & Country introduced Fiesta kitchen textiles and tabletop linens during last fall’s market. The new collection will include a linens for the bathroom, including solid bath, hand and face towels, jacquard woven towels with matching robes, print towels, coordinating shower curtains, ceramic bath accessories
in 12 colors, and coordinating bath rugs, as well as updates to the current line of kitchen textiles and tabletop. “The cross-merchandising of Fiesta Dinnerware with matching table linens, aprons and kitchen coordinates has been a tremendous add-on to the already successful bridal registries. The new bath program will extend the colorful and decorative nature of the brand throughout the store and certainly throughout the home,” said Neil Mandell, cmo, Town and Country Living. HTT
8/28/2013 11:08:19 AM
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PEOPLETodaY HomTex Taps Farias PROSPECT, KEN. — Industry vet-
eran Al Farias has joined HomTex and will be involved in selling, planning, and forecasting bed pillow and mattress pads lines for retail distribution for big box retailers, department stores, and specialty retailers. Family-owned HomTex manufactures the patented DreamFit sheet in the United St The company is based in Vinemont,
Ala. and operates in sales and marketing, plants in Cullman, handling major ret ail Ala. and Sylva, N.C. accounts. H o m Te x ’s p e r m a “It is a great chalnent showrooms are lenge, and having the located at 295 Fifth solid support of the ownAve. in New York and ership and management at the World Market team we should be able AL FARIAS Center in Las Vegas. to bring quality, experHomTex Farias spent many tise, innovation and years of his career at competitiveness to the Louisville Bedding Company retail market,” said Farias. HTT
GLM Creates New Position to Expand Online Resources W HITE P LAINS , N.Y. — Trade show organizer GLM has promoted Melissa Gray to the newly created position of director, digital marketing & analytics. She will work as part of GLM’s eight-person digital products team to launch and integrate new online resources. She will report to Jason Brown, GLM chief digital officer. “Effectively educating our
retailer and exhibitor customer base about the benefits of these new initiatives, and how they can support their business and market experiences, is essential,” said Brown. Gray most recently served as group marketing director for the National Stationery Show, Creative & Lifestyle Arts, Surtex, Surtex Asia and SourceNY. She joined GLM in 2005, as media
supervisor, and was promoted to marketing manager in 2008, and group marketing director in 2012. The GLM digital products team develops online resources to enhance the organization’s events, shows and conferences. Recent launches include NYNOW365. com, a lead-generating, imagebased product directory with 45,000 products . HTT
Market Jam to Benefit Wounded Warrior Project N E W YO R K — Home textiles industry members will raise money for the Wounded Warrior Project during the bi-annual Market Jam taking place during the New York Home Fashions Market next month. Over 50,000 servicemen and women have been injured in the recent military conflicts. In addition to the physical wounds, it is estimated as many as 400,000 service members live with the invisible wounds of war including combat-related stress, major depression, and post-traumatic stress disorder. Another 320,000 are believed to have experienced a traumatic brain injury while on deployment. The event will take place Sept. 24 from 9 p.m. to midnight
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Catching up at the spring Market Jam last March. From left, Charles Ellis and Chris Meyers, both of Big Lots, and Paul Ruddy of Paul Ruddy Marketing Group.
at Legends, 6 West 33rd St. Tickets are $20, with all proceeds going to WWP. The event will feature live music from the Dave Fields Band and will also have a cash
bar and full menu available. For tickets or corporate sponsorship opportunities, contact Denise Matlack at denise.matlack@westgatehome.com or 310503-9805. HTT
Wearbest Promotes Battah to Director of Contract N E W YO R K — Textiles pro-
ducer Wearbest Sil-Tex Mills announced that Melissa Battah has been promoted to director of contract, effective immediately. Battah will be responsible for the design direction of the company’s contract private label lines as well as its Bella-Dura brand of high-performance fabrics for the contract division. “Melissa has been with Wearbest for 10 years, beginning as a stylist and then promoted to senior contract designer,” said Ari Gasner, evp. “She is an extremely talented designer, who is beloved and respected by
both her peers and our clients, and we are confident she can help take Wearbest and BellaDura contract to the next level of design.” This promotion marks another step in the company’s overall restructuring, geared toward growing its business and elevating its position in the textiles marketplace, according to a company press release. Other recent changes include the addition of MJ Ramos as senior merchandiser, residential, and Susan Lobel as vp of marketing and brand development. HTT
Ken Kolker, Retail Sage N E W YO R K — Services were held here Aug. 18 for Kenneth Kolker, the longtime May Co. senior executive who also served as friend, confidant and mentor to several generations of retail leaders over his long life. Kolker was 89 and passed away after a short illness. He spent the bulk of his career at the former May Department Stores where he eventually became president of May Merchandising and chairman of the May International divisions, serving as the number two person in the company behind ceo David Farrell. He is credited with helping to develop the May strategy of a strong promotional stance balanced with key item merchandising and a focus on both opening price point and better tiering. Prior to that he spent many years at Abraham & Straus, the now defunct New York department stores where he was part of the legendary training program that produced many of the executives who have run
America’s retail stores over the past 30 years. He eventually rose to executive vice president of merchandising there and that is where he forged many of the relationships that endured throughout the rest of his career. Among those generally cited as being mentored by Kolker are Allen Questrom, Michael Steinberg and Michael Gould. Kolker retired in 2005 with the Macy’s purchase of May but continued as an informal advisor to the company. He was also a lover of the arts and sports and would avidly attend film festivals. His obituary notice in the New York Times captured the Ken Kolker that many in trade knew very well. “Ken just made you feel good to be with him and a great friend to all! He was above all a kind, caring, generous and humble man. Ken will be missed by all!” The notice did not mention survivors and added that donations could be made to the 92nd Street Y Jazz Program in New York City. HTT
8/28/2013 11:09:39 AM
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September 2, 2013
BUSINESS TodaY Retail Rides a Seesaw Ups and Downs in Quarterly Results N EW YORK — Once again, off-price re-
tailers were the big winners during the second quarter – both overall and in the home department. The period proved more challenging for discounters and department stores, with results ranging from disappointing to downright abysmal. But whether they were heroes or zeroes, most companies remain fairly cautious in outlook for the second half.
Bon-Ton Stores The lowdown: Focusing on the localization of merchandise assortments and marketing programs to improve results. Net loss: narrow to $37.3 million from $45.0 million in the year-ago period. Sales: down 6.3% to $557.1 million. Comps: down 6.4%.
Dillard’s The lowdown: Better merchandise gross margin boosted profit, but the department store continues to struggle with home and furniture – the weakest businesses during the quarter. Net income: up 18% to $36.5 million. Sales: up 0.2%to $1.459 billion. Merchandise sales only; does not include revenue from the company’s CDI Contractors construction business.
Home Depot The lowdown: Growth in the housing market is spurring business at the home improvement retailer. Net income: up 20% to $1.8 billion. Sales: up 9.5% to $22.5 billion. Comps: up 10.7% overall; up 11.4% in the U.S.
JCPenney The lowdown: The home department overhaul failed to turnaround the business. Net loss: widened to $586 million from $147 million in the year-ago period. Sales: down 11.9% to $2.66 billion. Comps: down 11.9%.
Kohl’s The lowdown: Sales improved significantly from the first quarter, but profit was down and the retailer lowered its full-year guidance.
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Net income: down 4.0% to $231 million. Sales: up 2.0%to $4.3 billion. Comps: up 0.9% on top of a 2.7% decline in the year-ago period.
Ross Stores The lowdown: Better-than-expected sales and an 80 basis point improvement in merchandise margin. Net income: up 17% to $213 million. Sales: up 9% to $2.55 billion. Comps: up 4% on top of a 7% gain in the year-ago period
Sears Holdings The lowdown: Sales impacted by having fewer Sears U.S. and Kmart stores in operation as well as the spin-off of Sears Hometown and Outlet Stores. Shop Your Way members accounted for 65% of sales. Net loss: Widened to $194 million from $132 million in the year-ago period. Sales: down 6.3% to $8.9 billion. Comps: down 1.5% overall; down 2.1$ at Kmart; down 0.8% at Sears U.S.
TJX Cos.
Stein Mart The lowdown: Home continues to outperform the company, led by top of bed and sheets. Net income: up 48% to $3.4 billion. Sales: up 3.8% to $291.0 million. Comps: up 6.4%.
Target The lowdown: Home business was strong in both the U.S. and Canada, with textiles driving sales in the former. Net income: down 13.2% to $611 million. Sales: up 2.4% to $16.8 billion in the U.S.; $275 million in Canada, the company’s first quarter in operation there. Comps: up 1.2%.
Wal-Mart Stores Inc. The lowdown: The home department in the U.S. continues to improve. Bedding and bath business increased steadily through the quarter, finishing the period with a low single-digit positive comp. Operating income: up 1.4% to $6.8 billion overall; up 5.2% for Walmart U.S.; up 8.0% for Sam’s Club. Sales: up 2.4% to $116.2 billion overall; up 2.1% $68.7 billion for Walmart U.S.; up 2.6% to $14.5 billion for Sam’s Club. Comp: down 0.3% at Walmart U.S.; up 1.7% at Sam’s Club. Results don’t include the impact of fuel sales. HTT
Tuesday Morning The lowdown: Determined to improve its brick-and-mortar revenue, which accounts for 99% of sales, the retailer shut down its ecommerce operations. The period was Tuesday Morning’s fiscal fourth quarter. Net loss: widened to $15.6 million
Same-store sales
Comps Make Grade in August’s Third Week Johnson Redbook Index
ShopNBC/Value Vision The lowdown: Customer base rose 22% during the period and trends suggest more than one-quarter of new customers will repurchase within 90 days of their initial order. Net loss: narrowed to $1 million from $4 million in last year’s second quarter. Sales: up 10% to $149 million.
from $2.0 million in the year-ago period. Sales: up 2.9% to $202.1 million. Comps: up 4.6%.
The lowdown: Home fashions credited with helping sales post above plan. Net income: up 14% to $480 million. Sales: up 8% to $6.4 billion overall; up 8% to $4.3 billion at Marmaxx; up 15% to $690 million at Home Goods. Comps: up 4% on top of a 7% gain in the year-ago period overall; up 4% at Marmaxx; up 8% at Home Goods.
Third week of August, year-over-year % change WEEK ENDED
Department stores* Discounters Redbook Index
8/10
8/17
8/24
2.1 4.5 3.7
1.9 4.2 3.4
2.5 4.5 3.8
8/31
MONTH
2.2 4.4 3.7
TARGET
2.3 4.6 3.9
*Including chain stores and traditional department stores Source: Johnson Redbook Index
N EW YORK — Sales picked up the pace in the third week of August, raising comps by 3.8%, following a 3.4% gain the prior week, according to the Johnson Redbook Retail Sales Index. Month-to-date, August was up 3.7% compared to August of last year, relative to a target of a 3.9% gain. Month-over-month showed a 0.3% gain, relative to a target of a 0.5% gain. Back-to-school sales gained traction as more schools began their terms, or approached the beginning of the school year, explained Redbook analyst Catlin Levis. “People are positioning their purchases closer to the time of actual need as many students want to see what other students are wearing before purchasing clothing,” she continued. “At this point in their calendars, most retailers are seeing business generally balanced between summer clearance, back-to-school and fall buying, although clearance activity is expected to decline rapidly over the next few weeks. Many companies’ margins are getting pinched as the companies slash prices to lure in customers.” Levis added that it is still too early to assess the health of back-to-school and other seasonal business. HTT
8/28/2013 2:47:26 PM
ConText
P R E S E N T
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CHANGING BEHAVIORS WHAT: Exclusive new research from NPD Group on in-store and online shopping patterns, presented in a fast-paced session on the opening morning of NY Market, followed by a retail panel discussion.
WHEN: Monday, Sept. 23, 7:30 - 9:00 am
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HOW TO REGISTER: Registration is FREE but seating is limited on a first-come/first-served basis. Register online at hometextilestoday.com/context
TEXTILES IS OUR MIDDLE NAME
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Featured Exhibitors at
Home Textiles Today’s Global Home Show
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September 22-26, 2013 Fall NY Home Fashions Market Week 7 West 34th Street, Suites 600, 633, 635, 637, 1015, 1021 and 1029
For show information: Joe Carena, Show Manager jvcarena@gmail.com (203) 329-9553
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News JCP
Las Vegas Market Shifts to Sunday-Thursday Schedule Through 2016 L A S V EG A S — International Market Centers has announced winter and summer Las Vegas Market dates through 2016, introducing a new Sunday-toThursday date pattern to “better serve retailers’ needs for a weekend day and accommodate Friday travel plans,” according to a press release. IMC previously announced the Sunday-to-Thursday schedule for the winter 2014 show, rather than the traditional Monday start. Running Sunday through Thursday, future market dates are: • Jan. 26-30, 2014 • July 27-31, 2014 • Jan. 18-22, 2015 • Aug. 2-6, 2015 • Jan. 17-21, 2016
• July 31-Aug. 4, 2016 “In the face of recent upheaval in the industry show calendar, with other shows switching dates and running times, Las Vegas is maintaining continuity and organizing a consistent timeframe for market participants,” said Robert Maricich, president and ceo of IMC. “An extremely successful summer market — with exponential year-over-year growth in both buyer attendance and vendor participation — has teed-up some great momentum for our future growth.” Markets in 2014 and 2015 also will overlap with other related industry events running in Las Vegas. In winter 2014 and 2015, the Las Vegas Market will continue
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its existing co-location with the Surfaces/StonExpo, which runs Jan. 28-30, 2014, and Jan. 2123, 2015, at the Mandalay Bay Convention Center. “We are extremely pleased that Las Vegas Market dates will overlap with these industry related markets and look forward to working with their organizers to make the most of our common timing and locations,” Maricich said. “ The winter 2014 market will feature the second ceo summit produced by IMC and Eller Enterprises, which will take place Jan. 29-30, 2014. Showrooms will be open from 8 a.m. to 6 p.m. Sunday, Jan. 26, through Wednesday, Jan. 29, and from 8 a.m. to 4 p.m. Thursday, Jan. 30. HTT
luggage, frames and candles, which Ullman plans to restore. • Increasing the amount of soft home on the floor. The recently installed layout carries a heavier mix of hard goods. Ullman noted that while hard home merchandise provides better margins, soft home has traditionally been a traffic driver for the store - especially when promotionally priced. "We went too far," he said. • Returning to classification merchandising in key categories such as towels, sheets, pillow and pads. • Reintroducing multi-piece bed sets, a process that has already begun. • Stocking more traditional merchandise in home to rebalance the department, which recently pivoted toward contemporary. • Using the home aisles for merchandising. In some stores,
the aisles are 18 feet wide. • Restoring more than 1,000 cash registers to the floor. Store associates will remain equipped with iPads. • Putting more focus back on private label brands across the store, returning house brands to 50% of the mix. • Bringing back the retailer's tiered loyalty program. As of two weeks ago, the shop-in-shop reset remained uncompleted in the 30 of the 550 stores selected for the makeover. But the home business online is healthy, Ullman added, suggesting the store format is also contributing to lower sales. In addition to alienating core customers, many of the transformational changes made to the stores and the merchandise last year failed to deliver new customers, said Ullman. “We actually attracted fewer new customers in 2012 than in any of the previous 10 years,” he said. “We actually lost more customers than we gained.” HTT
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Wanted: Established Agents/Importers Amber Home (INDIA), manufacture of Kitchen Textiles, wants Established agents/Importers for USA, Canada & Mexico Having strong existing relationship with key retailers. We are visiting NYC from 20th – 30th September 2013. Please contact us at: info@amberhome.co.in Established Home Textile Importer with showrooms in Montreal and Shanghai seeks experienced Sales Reps in USA with established key accounts in Fashion Throws/Blankets, kitchen & shower on a direct import basis. Please direct your enquiries via fax # 514-745-3199 so as to arrange mtg. in time for market week Sept. 22-25
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Spencer Whittle:
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Karen Hancock: khancock@progressivebusinessmedia.com ph 336.605.1047 fax 336.605.1143
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BEDDING AND TOWELS Full time and/or freelance 1–5 yrs. experience preferred Recent graduates accepted Photoshop and Illustrator Medical, dental and 401K 5th Ave. showroom contact: msnider@balticlinen.com
small space BIG RESULTS !
ADVERTISE
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News
> hometextilestoday.com
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Home Textiles Today
September 2, 2013
Calendar September
www.hdboutique.com
6 – 10 Maison & Objet Parc des Expositions, Paris-Nord Villepinte, Paris, France (888) 522-5001 www.maison-objet.com
25 – 27 Heimtextil Russia IEC Crocus Expo Exhibition Center, Moscow, Russia +7 (495) 721 1058 www.messefrankfurt.ru
Center , Other locations, High Point, N.C. (336) 869-1000 www.highpointmarket.org
December 8 - 11 Showtime Fabric Fair Market Square, Textile Tower, High Point, N.C. (336) 885-6842 www.itma-showtime.com
January 2014
October
8 – 11
15 – 18
Heimtextil Messe Frankfurt Frankfurt, Germany +49 69 75 75 – 0 heimtextil.messefrankfurt.com
ABC Kids Expo Las Vegas (210) 691-4848 www.theabcshow.com
November 9 – 12 International Hotel /Motel & Restaurant Show Jacob K. Javits Convention Center, New York, NY (914) 421-3200 www.ihmrs.com
February 2014 1–6 NY Now Jacob K. Javits Convention Center and Piers 92 & 94, New York, 1-800-272-7469 www.nynow.com.
March 2014 23
10-11 7–9 Dallas Total Home & Gift Market Dallas Market Center, Dallas, TX (800) DAL-MKTS www.dallasmarketcenter.com
19 – 24 High Point Market International Home Furnishings
Boutique Design New York Jacob K. Javits Convention Center, New York, NY (914) 421-3200 /www.boutiquedesignnewyork.com/
Home Textiles Today Market Kickoff Party (646) 805-0226 www.hometextilestoday.com
24 – 27 New York Home Fashions Market
Home Fashion Products Association (212) 297-2122 www.homefashionproducts.com
April 2014 5 – 10 High Point Market International Home Furnishings Center, Other locations, High Point, N.C. (336) 869-1000 www.highpointmarket.org
June 2014 1–4 Showtime Fabric Fair Market Square, Textile Tower, High Point, NC (336) 885-6842 www.itma-showtime.com
September 2014 14 Home Textiles Today Market Kickoff Party (917) 934-2852 www.hometextilestoday.com
15 – 18 New York Home Fashions Market Home Fashion Products Association (212) 297-2122 www.homefashionproducts.com
10 - 12 Indigo (Home Furnishing Edition) Brussels Expo, Brussels, Belgium +33 (0) 1 70 38 7000 www.indigo-salon.com
22 Home Textiles Today Market Kickoff Party 230 Fifth Avenue (917) 934-2852 www.hometextilestoday.com
23 - 26 New York Home Fashions Market Home Fashion Products Association (212) 297-2122 www.homefashionproducts.com
24 – 25 HD Boutique Exposition & Conference Miami Beach Convention Center, Miami Beach, Fla. (770) 291-5400
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Home Textiles Today
1271 Avenue of the Americas, 17th floor New York, NY 10020 Tel: (917) 934-2852; Fax: (646) 365-2307 www.hometextilestoday.com www.facebook.com/httmag EDITOR-IN-CHIEF Jennifer Marks 10 Ocean Blvd #8B Atlantic Highlands, N.J. 07716 (732) 204-2012 | jmarks@hometextilestoday.com PUBLISHER/EDITORIAL DIRECTOR Warren Shoulberg (917) 934-2876 | wshoulberg@hometextilestoday.com SENIOR EDITOR Cecile B. Corral 428 Bianca Ave. Coral Gables, FL 33146 (305) 661-7493 | ccorral@hometextilestoday.com MANAGING EDITOR Julie Murphy (917) 934-2858 | jmurphy@hometextilestoday.com CONTRIBUTING GRAPHIC ARTIST Desiree Nunez (917) 934-2862 | dnunez@giftsanddec.com
September 2, 2013
ACCOUNT MANAGER NORTHEAST/MIDWEST/ WEST COAST/CANADA Mary McLoughlin (917) 934-2852 | mmcloughlin@hometextilestoday.com CLASSIFIED AD SALES Spencer Whittle (336) 605-1027 swhittle@progressivebusinessmedia.com Karen Hancock (336) 605-1047 khancock@progressivebusinessmedia.com
> hometextilestoday.com
Industry Vet Keith Brown Joins American Textile Company DUQUESNE, PA. — Sleep soluing roles. Prior to Springs, tions provider American TexBrown held leadership roles tile Company (ATC) has apat Pillowtex and West Point pointed Keith Brown svp of Stevens. operations. ATC is transforming its Brown previously led opermanufacturing operations ations at Springs Global US, in the face of aggressive where he orchestrated progrowth plans, including the KEITH BROWN ATC ductivity improvements and expansion of its Asian operestablished key global alliancation. The company also es. He also held senior prodmanufactures in the U.S. uct development and merchandis- and South America.
DIRECTOR OF MARKET RESEARCH Dana French (336) 605-1091 | dfrench@progressivebusinessmedia.com ASSOCIATE PUBLISHER, ACCOUNT MANAGER SOUTH/EAST/CHINA Jeff Reeves (336) 605-1009 | jreeves@hometextilestoday.com
News
“Our continued growth hinges on our ability to deliver solutions of significant value across a range of categories to customers and consumers, requiring expert coordination across our expanding global footprint,” said Lance Ruttenberg, president and coo of American Textile Company. He added: “Keith’s background enables us to move more quickly than ever across operations, product development, and merchandising.” HTT
Jim Waugh, 1946-2013 WASHINGTON — Industry veteran Jim Waugh passed away in the company of his beloved family Aug. 17 after a long illness. Waugh started his career directly out of high school in Brooklyn in Bloomingdale’s buyer training program. He then went to work for Karpel before striking
JIM WAUGH
out on his own as a sales representative. I n 1 9 8 7 , Wa u g h joined Commonwealth Home Fashions and Versailles Home Fashions and continued to represent them until his passing.
Waugh always said: “You only live once, but if you do it right, once is enough,” his colleagues recalled. He is survived by his wife Kate, daughter Bridge and son Darcy. Memorial contributions may be made to DC Central Kitchen, PO Box 417407, Boston, MA 02241-7406. HTT
MANAGER, EUROPE Mirek Kraczkowski Tel: 48 22 401 70 01; Fax: 48 22 401 70 16 | kraczko@aol.com MANAGER, INDIA Kaushal Shah Cell: 91-9821715431; Tel: 91 22 2305 9305/6/7 Kaushal@kaushals.com PRODUCTION MANAGER Rich Lamb Tel: (336) 605-1074; Fax: (336) 605-1143 | rlamb@progressivebusinessmedia.com DIRECTOR, WEB OPERATIONS Chris Schultz | (336) 605-1076 | cschultz@@progressivebusinessmedia.com MANAGER, CLIENT SERVICES, WEB ADVERTISING Dan Sage | (336) 605-1080 | dsage@progressivebusinessmedia.com E-MEDIA PROJECT MANAGER Missy Axe | (336) 605-1005 | maxe@progressivebusinessmedia.com VP, AUDIENCE MARKETING Eric Rutter erutter@progressivebusinessmedia.com AUDIENCE MARKETING MANAGER Angela Tanner atanner@progressivebusinessmedia.com FOUNDING EDITOR-IN-CHIEF Carole Sloan 1979-2011
PRESIDENT, Kevin Castellani VP, MARKETING Connie Lineberry SUBSCRIPTIONS: U.S.A. (866) 456-0405 All other countries: (818) 487-2036 subscriptions@hometextilestoday.com FAX SUBSCRIPTIONS: (818) 487-4550 THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY® 1271 Avenue of the Americas, 17th Floor, New York, NY 10020 Telephone: (917) 934-2852 Fax: (646) 365-2307 USPS 497-490 HOME TEXTILES TODAY (USPS 497-490) (ISSN 0195-3184) is published 29 times a year except for the weeks of 2/4, 2/18, 3/4, 3/25, 4/8, 4/22, 5/6, 5/20, 6/3, 6/17, 7/1, 7/15, 7/29, 8/12, 8/26, 9/9, 9/30, 10/14, 10/28, 11/11, 11/25, 12/9 and 12/23 by Furniture/Today Media Group, 1271 Avenue of the Americas, 17th Floor, New York, NY 10020, a subsidiary of Sandow Media LLC, 3651 FAU Boulevard, Boca Raton, FL 33431. Periodicals postage paid at New York, NY, and additional mailing offices. HOME TEXTILES TODAY copyright ©2013 by Sandow Media LLC. Annual subscription rates: U.S. Canada and Mexico $189.97; 1 year, other countries $345.97 for surface mail . All payments must be made in U.S. currency. Subscription inquiries: HOME TEXTILES TODAY, PO Box 16659 North Hollywood, CA 91615. Phone: (866) 456-0405 (Outside the US - (818) 487-2036). Subscription requests may also be made via email to subscriptions@hometextilestoday.com or to update/manage your print subscription, visit www.hometextilestoday.com/subscriptionservices. HOME TEXTILES TODAY and THE BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY are registered trademarks of Sandow Media LLC, used under license. Sandow Media LLC does not assume and hereby disclaims liability to any person for any loss or damage caused by errors or omissions in the material contained herein, regardless of whether such errors result from negligence, accident or any other cause whatsoever. (Posted under Canadian International Publication Agreement No.40624074. ) POSTMASTER: Send address changes to HOME TEXTILES TODAY, PO Box 16659 North Hollywood, CA 91615. Return undeliverable Canadian addresses to: RCS International; APC; PO Box 503, RPO West Beaver Creek, Rich Hill, ON L4B 4R6
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Intertextile SHANGHAI FROM PAGE 1
Fabrics, the Indian supplier that is a long-time exhibitor at Intertextile. “We’re feeling good about business,” he said indicating that Asia has been strong for the company and the U.S. market is picking up. He said he also believes the worst is over in Europe “after falling off the cliff.” At the other end of the spectrum was Mundotextil, the Portuguese towel supplier that was a first-time exhibitor. “We’re following the evolution of business that China can be an increasingly good market for our products,” said Rogerio de Matos, managing director for the company. “We’re starting to see a mediumincome class that is growing here. We believe they are interested in and can afford our products.” With the economy soft in Europe and consumers there more interested in cheaper towels, he said China represents a good opportunity for a company that makes better products. De Matos said he wasn’t sure how Mundotextil would decide to do business here, either directly or through a distributor. “We’ll have to see what direction we take.” Another first-time exhibitor was Terry Palmer, a towel producer from Indonesia that has targeted the Chi-
nese market for very much the same reasons. “We decided to come here because of the big population in China and we think the market is very promising for our towels,” said Irene Irawati, marketing manager for the company. Like Mundotextil, it is focusing on the middle to better market as she said it couldn’t be competitive at the low-end. Terry Palmer is working with a distributor here to launch its line, which it sells throughout Asia and in parts of Europe. Irawati said business was all right this year, though Asia is doing better than Europe. The company does not sell into the US market. Feroze 1888 Mills Limited, from Pakistan, also showed at the fall Intertextile Fair for the first time, though it did exhibit at the smaller spring show earlier this year. It is taking a different approach to the Chinese marketplace, according to Muhammad Tasleem, general manager for marketing and customer service, targeting the low-end. “Our products are cheaper than the Chinese, even after the tariffs, which are 14%. “So being a low-cost supplier is a real opportunity for us,” he said, adding that the company is only showing its towels but is hoping to sell both retail and commercial accounts. Tasleem talked about the Pakistani cotton crop this year, which has been
More than 1,300 exhibitors from 31 countries and regions showed at the fair.
hurt recently by excessive rains and is expected to come in several weeks later than usual. He wasn’t sure how this would impact pricing but said yarn prices continue to climb overall, up 8% so far this year. Arora of D’Decor mentioned another international economic consideration that could help his company’s export efforts and that’s the recent slide in the Indian rupee. “It makes us more competitive as an exporter, which is where we do 70% of our business. “We’re feeling good about business.” HTT
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