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Monday, July 25, 2011


Kurt Hamburger Home Textiles Today’s new series Living — & Working – Legends, interviews with executives who have spent their careers in the home textiles industry and continue to manage the companies they own or help run, returns this week. Each interviewee is asked the same eight questions, reflecting both their experiences and their thoughts on the future … their own and the industry’s. BY WARREN SHOULBERG


urt Hamburger is the founder and president of Lintex Linens, a company that has focused on table linens and bath textiles but has more recently moved into bedding. Begun in 1967, Lintex was a pioneer in upscale bath, first from Brazil and more recently from around the world, but now its showroom and offices at 295 Fifth Avenue in New York are full of all manner of product.

Hamburger, who will only approximate his age as “octogenarian,” has forged a reputation as someone never afraid to speak his mind or take a stand, even if unpopular with customers, counterparts … or both. As the owner and operator of Lintex, he represents a business model that was once the backbone of the home textiles industry but is now a vanishing breed. Home Textiles Today sat down with him recently amidst all the products in the showroom. SEE LEGEND PAGE 6

Inside This Issue: How to Sell White Goods See inside for a special report from the editors of HTT. This how-to guide will help retail associates assist their customers with utility bedding purchases.


| Vol. 32, No. 18 | $8.00

Berkus Joins Springs Stable with New Line BY JENNIFER MARKS N EW YORK — Designer and television personality Nate Berkus is bounding back into the broader retail market with a massive line of soft and hard home merchandise developed by Springs Global – the third such comprehensive line from the manufacturer. Berkus, host of an eponymous television show, has a line with consumerdirect retailer HSN. His last multi-category home program was exclusive to Linens ’N Things. “He’s a solution-based brand, but he’s also a person with a pont of view and a certain aesthetic, so he’s also a lifestyle brand,” said Joe Granger, president of Springs Global. Retailers have been reviewing the program in recent weeks, and the line is

“He’s a solution-based brand, but he’s also a person with a pont of view and a certain aesthetic, so he’s also a lifestyle brand.” —JOE GRANGER, Springs Global slated to debut at retail in fall 2012. The positioning is “aspirational but, equally important, attainable,” said Granger. Its roughly 400 skus encompass fashion bedding, sheets, blankets and color multipler accessories such as dec pillows and throws as well as bath towels and accessories, soft window, window hardware, table linens, table top, rugs, lighting, décor pieces, frames, headSEE BERKUS PAGE 30

$1 Cotton: It’s Back BY CECILE B. CORRAL NEW YORK — A moment that seemed like it might never arrived is finally here. Cotton is back down to $1 per pound — and on some days has traded under a dollar. New York cotton futures peeked in March at $2.19 per pound, and while they’ve fallen considerably since, they are still up sharply compared to last year. So what’s going on? HTT turned to two experts — John Robinson, professor and extension economist of cotton marketing at Texas A&M University; and Jon Devine, manager of economics and analysis for Cotton Inc. — for some perspective.

HTT: Why are cotton prices starting to fall? Robinson: “I am not entirely sure. Some correction down from the 140 level [$1.40/lb.] was to be expected. The demand picture has gotten more uncertain. Still, I thought the uncertain supply situation in the United States combined with the late monsoon in India would keep prices from going below $1” Devine: “Cotton prices have fallen because demand has slowed. Supplies remain low by historic standards, especially in the U.S., but if no one is interested in buying, there is no pressure on prices.”

Inside This Issue Vegas Exhibitors Expect Good, but Slower 2 Lost in Translation 4 What’s a Licensee To Do? 4

HTT: Is there any sense of where the prices will settle — or could the pricing take off again? SEE COTTON PAGE 30

Thick as a BRIC: Emerging Nations offer Tomorrow’s Avenues for Growth 26 NRF: Back-to-College Spending Expected to Decline............................... page 31


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January 10, 2011

ATH-5008 The very popular Athena Vines design comes in 5 different color-ways.



| Vol. 32, No. 18 | $8.00

Berkus Joins Springs Stable with New Line BY JENNIFER MARKS

OMR-1000 New design from JEF Designs this is a floral silhouette with a fuchsia pop color.


AUGUST 1-5, 2011

ART-206 This Blown-up rose design is bold and modern in a contemporary color palette of coral-red, outlined in sky blue with chocolate field.

HGT-1003 Part of the Smithsonian Collection this design is based on textiles from China’s 5th century. Visit us at To become a Surya dealer please call 1.877.275.7847 or email us at

HTT_Cvr for Wrap_final.indd 1

N EW YORK — Designer and television personality Nate Berkus is bounding back into the broader retail market with a massive line of soft and hard home merchandise developed by Springs Global – the third such comprehensive line from the manufacturer. Berkus, host of an eponymous television show, has a line with consumerdirect retailer HSN. His last multi-category home program was exclusive to Linens ’N Things. “He’s a solution-based brand, but he’s also a person with a pont of view and a certain aesthetic, so he’s also a lifestyle brand,” said Joe Granger, president of Springs Global. Retailers have been reviewing the program in recent weeks, and the line is

“He’s a solution-based brand, but he’s also a person with a pont of view and a certain aesthetic, so he’s also a lifestyle brand.” —JOE GRANGER, Springs Global slated to debut at retail in fall 2012. The positioning is “aspirational but, equally important, attainable,” said Granger. Its roughly 400 skus encompass fashion bedding, sheets, blankets and color multipler accessories such as dec pillows and throws as well as bath towels and accessories, soft window, window hardware, table linens, table top, rugs, lighting, décor pieces, frames, headSEE BERKUS PAGE 30

$1 Cotton: It’s Back BY CECILE B. CORRAL NEW YORK — A moment that seemed like it might never arrived is finally here. Cotton is back down to $1 per pound — and on some days has traded under a dollar. New York cotton futures peeked in March at $2.19 per pound, and while they’ve fallen considerably since, they are still up sharply compared to last year. So what’s going on? HTT turned to two experts — John Robinson, professor and extension economist of cotton marketing at Texas A&M University; and Jon Devine, manager of economics and analysis for Cotton Inc. — for some perspective.

HTT: Why are cotton prices starting to fall? Robinson: “I am not entirely sure. Some correction down from the 140 level [$1.40/lb.] was to be expected. The demand picture has gotten more uncertain. Still, I thought the uncertain supply situation in the United States combined with the late monsoon in India would keep prices from going below $1” Devine: “Cotton prices have fallen because demand has slowed. Supplies remain low by historic standards, especially in the U.S., but if no one is interested in buying, there is no pressure on prices.”

Inside This Issue Vegas Exhibitors Expect Good, but Slower 2 Lost in Translation 4 What’s a Licensee To Do? 4

HTT: Is there any sense of where the prices will settle — or could the pricing take off again? SEE COTTON PAGE 30

Thick as a BRIC: Emerging Nations offer Tomorrow’s Avenues for Growth 26 NRF: Back-to-College Spending Expected to Decline............................... page 31

7/22/2011 4:49:08 PM


Home Textiles Today

Retail Briefs Ikea to launch new online inititaives


n August, Ikea will launch an iPad app and add some new features to its U.S. website. The Share Space will be a microsite that allows visitors to share photos of how they’re using Ikea products in their homes as well as to comment on products they like and create wish lists. A new blog called Design by Ikea will further push the retailer’s design marketing message. Finally, Ikea is changing its Twitter handle to @DesignByIKEA. The new catalog drops in two weeks. As part of Ikea’s sustainability positioning, Ikea is launching a line of children’s bedding called Torva along with plush toys and a book of the same name. The toys are depictions of the fruit and vegetable characters in the book, which teaches children about the importance of a healthy planet.

West Elm Touts New Textiles Collection with Designer Allegra Hicks


illiams-Sonoma Inc.’s hip nameplate, West Elm, has collaborated with London-based Italian fashion and textiles designer Allegra Hicks for an exclusive Fall 2011 collection of soft home decorative pieces and some furniture pieces. Dubbed the “Allegra Hicks Collaboration,” the new collection spans botanically-inspired home textiles accent pieces, three upholstered chairs and one upholstered headboard that are now available at West Elm. Specifically, the product offering includes two styles of woven and looped rugs, four styles of cotton and hemp pillow covers, two styles of sheer window panels, four upholstered furniture pieces, and three designs of special-order fabrics, which “she created just for us,” West Elm touts, and “perfectly express her relaxed, bohemian style, and just as we expected, our style, too.” Designs lean heavily on organic themes, including floral, botanical, waves, and others. A mini nine-page slide show gives shoppers an idea of Hicks’ many sources of inspiration – including a patch of succulents she spotted in Stromboli in Southern Italy, which is the region that provided the inspiration for the collection’s color palette, said West Elm. As Hicks explains in a quote on West Elm’s site in her section, “Inspiration is complex. I see things, they go in the back of my head, then months, or even years later, they come back in a different universe.” Retail price points by category include: $24 to $29 for decorative pillow covers; $30 per yard for fabrics; $39 to $749 for accent through area-size rugs, depending on size and construction; and $39 to $69 for drapes and soft window panels.

Family Dollar Promotes Nielsen


amily Dollar Stores Inc. has promoted Christopher Nielsen to the position of vice president - loss prevention. Nielsen began his career at Family Dollar in 1998 as regional loss prevention director, and was promoted to regional vice president in 2001. Prior to joining Family Dollar, he served as regional loss prevention manager at Jumbo Sports. In his new post, he reports to Bryan Venberg.

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July 25, 2011



Vegas Exhibitors Expect Good, but Slower Traffic BY JILL ROWEN L AS VEGAS — Maybe keynote

speaker and former president Bill Clinton will have some good advice about the debt ridden economy when he addresses the upcoming Las Vegas Market, next month. In the meantime, exhibitors at the home furnishings showcase are anticipating a good market, albeit with slower traffic, as has been the case for recent shows and markets around the country, including Dallas and Atlanta. “I always want to be positive, but I think we’ll see less traffic than in the past. That has been the pattern,” noted Nelson Chow, vp, sales C & F Enterprises. “For us, it’s more about the quality of buyer, and despite less traffic, we expect serious buyers who will place orders.” C & F will be showing new bedding collections in transitional patterns. Kasbah features aqua and greens in a paisley design, while Montpellier features a scroll pattern in a range of grays. According to Chow, the company has also introduced a set of microfiber quilts in multiple designs, partly in response to issues of

C&F Enterprises beckons the sea with a new coastal collection of quilted bedding called Water’s Edge. For additional Vegas introductions, see pages 10-11.

cotton worldwide. “We’ve also seen a real surge in decorative pillows,” he noted. “I think people are finding pillows a good way to update a room or area without a total renovation.” For Lonnie Scheps, svp, Hudson Industries, the atmosphere at the Las Vegas market is unique and in itself makes a great show. “We love this market as we are a

member of a strong team of vendors who feed off of each other to strengthen the classification and each category,” he said “We are all grouped in one huge showroom at the Specialty Sleep Association. We consistently address more large and small clients in one showroom every day of market than any other showSEE VEGAS PAGE 12

Anna’s Linens to Open 30 New Stores, Adds New Execs C OSTA M ESA , C ALIF. — Anna’s

Linens is on track to open a minimum of 30 new stores this year, with 13 already up and running, and is supporting the expansion with two new hires to its executive team. The privately-held home linens and furnishings chain opened its first location in 1987 in Los Angeles. “In 2003, the 15th year of business, Anna’s reached 100 stores nationwide. By the end of 2011, Anna’s Linens will have 300 stores. We couldn’t be happier with the growth and success we are experiencing,” said Alan Gladstone, founder and ceo of Anna’s Linens. Anna’s Linens has named Tracy Servaes senior buyer of tabletop and decorative accesso-

ries and appointed Lance Stern director of e-commerce. Servaes comes to Anna’s Linens from Garden Ridge in Katy, Texas, where she spent the past four years in buying and management positions. Her new duties include “keeping Anna’s Linens ahead of the latest trends” in home décor, tabletop and decorative accessories, and employing her expertise in fashion for the home to continue to grow the brand, the retailer said. “We know that Tracy will utilize her high-level retail and buying experience to manage these buying responsibilities at Anna’s. We look forward to her bringing a fresh look to Anna’s Linens’ vital tabletop and accessories departments,” said Carie Doll, chief merchandising officer.

Stern brings to Anna’s Linens several years experience working in high-level management positions in which he helped establish e-commerce businesses for several other retailers. At Anna’s, he is charged with managing the company’s online business, which is Anna’s Linens’ fastest growing segment, and overseeing improvements in the functionality and aesthetic of the website as well building a state-of- the art fulfillment center. “After a long and careful search, we’re confident that Lance is the right person for this position and we are excited to have someone of Lance’s caliber and expertise on the Anna’s Linens team,” said Steve Strickland, vp of marketing and e-commerce. HTT

7/22/2011 4:55:21 PM

cornerstone of the home textile market Best Building. Best Rent. Best Tenants. That’s why industry leaders such as Mohawk, Glenoit, Shaw, Oriental Weavers, Welspun, Home Dynamix, Gertmanian, YMF Carpets, Achim Importing, KAS Rugs, Carpet Enterprises, Natco Products, Town & Country Living and Ruia Home make 295 Fifth their home. Make it yours, and you can enjoy these advantages: • More actual square footage for your rental $. 295 Fifth has the lowest loss factor in the home textile showroom market.* Compare our space measurements and you’ll see how you’re paying much less for actual square footage at 295. • The most Market Week traffic. 295 Fifth is the only building to rent exclusively to the home textiles, tabletop and gift industries for showrooms. And we have more than double the number of showrooms than any other building. • Free freight service and more freight cars running full-time, including weekends prior to each Market Week. • State-of-the-art security and 15 daytime employees—twice the staff of any comparable building to keep the building spotless and well-serviced.

Be part of the best for less! Call Lou Lombardi at 212-685-0530. LOU LOMBARDI, President MANHATTAN PROPERTIES COMPANY Owner/Management *according to official REBNY guidelines

295 FIFTH AVENUE • NEW YORK, NY 10016 • 212-685-0530 •

Manhattan Properties.indd 1

3/8/2011 2:28:49 PM


Home Textiles Today

July 25, 2011


OPINIONTodaY Lost in Translation


A R R EFOUR IS H AV ING a spot of trouble in China. The government has fined the hypermarket for claiming that the original prices on discounted merchandise were actually higher than they turned out to have been. Eleven of its 180 units have been fined $76,000 each. I guess the Chinese just don’t appreciate the good old-fashioned, Western style of flim-flammery we call marketing. A manufacturing executive in India, talking about his country’s retailing industry recentEDITOR-IN-CHIEF ly, observed: “You have sales every month. We have them two or three times a year.” India’s government is now preparing to open the door to outside retail giants, albeit with a bevy of strict rules. It will be interesting to see if promotional posturing is restricted or regulated. I started covering retailing nearly 20 years ago. At the time there was a great deal of concern about whether retailers were training customers to shop only for sale items. We all know how that turned out. Three U.S. retail chains — Macy’s, Williams-Sonoma Inc. and Crate & Barrel — are now making their way into the international market aboard multi-lingual, multi-national, multi-currency ecommerce platforms. They’ll surely experience some bumps along the way, but what they learn from consumers around the world will no doubt influence the designs and types of products they eventually will develop for the home market. It can be troubling to look at the International Monetary Fund projections that show share of U.S. GDP in the global marketplace declining as developing nations arise. But those ballooning BRIC figures also represent opportunity. Somebody’s going to sell to these new consumers. Why not you?

Jennifer Marks


What’s a Licensee To Do?


ET ME SAY F IR ST, I think brands are the salvation of consumer products like home furnishings and if that brand just happens to be a licensed one, secured from outside the industry, all the better. That said, sometimes the business model of using a brand name based on actual human being can Warren an backfire … and sometimes it Shoulberg can backfire really badly. It’s quite possible we may PUBLISHER/ EDITORIAL DIRECTOR be seeing the latest example of that. Earlier this year Kohl’s announced with all due flourish that it had signed the husband-and-wife entertainers Jennifer Lopez and Marc Anthony to do a line of products for the store that would launch this fall. It was seen as a smart move by a store that, in my book at least, is known for making lots of smart moves. The Kohl’s stable of private label and captured brands is as strong as anybody’s in retailing today. However unlike an Ernest Hemingway, who isn’t around anymore, or a Betty Crocker, who was never around in the first place, J-Lo and Marc Whatever are very real people and they sometimes have very real problems that impact their very real lives. I don’t have the inside scoop on what’s actually going on with these two — not all journalists tap phones, Rupert, you know – but if in fact their marriage dissolves, it’s going to cause some very real headaches for the folks from Menomonee Falls, despite what Kohl’s is saying right now.

What’s new with Hollander?

A spokesperson for the company was quoted as saying the two brands are separate and have distinctive elements, so there’s no problem if they are not Mr. and Mrs. anymore. What would you expect them to say? They’ve got a lot of money tied up in this program, I bet, and with the goods sitting in containers now somewhere between over there and over here, they don’t have a whole lot of choice on what to do with this program. Even TJX can’t absorb this much close-out goods. If you’re starting to think of Tiger Woods — or for those with longer memories, O.J. Simpson — you’re getting the problem. When celebrities crash and burn — or at least get burned — it can be a pretty messy situation for anyone who has chosen to peg their business to that individual. Can you say Britney? Not that this means you stay away from licensed brands. Companies need brands to differentiate their products and to create the correct image for those products. Nothing does it better. For every one of these meltdowns there are usually ten brands that stay squeaky clean. And there are also more than enough Snoop Doggs out there where arrests, incriminating headlines and out-and-out character assassinations are not looked down on, but are actually considered marketing pluses. I feel for the folks at Kohl’s. They thought they had another winner in the works. And who knows, they may. But it’s certainly not going to work out exactly the way they wrote it down in the business plan. Stuff happens. Where’s the Acme Sheet and Towel line when you really need it? HTT

Hollander, the number one pillow supplier in North America gains momentum due to their FOB points. Simply put … “We have strategically positioned our manufacturing facilities throughout North America.” Stated Chris Baker, CEO of Hollander Home Fashions. “This allows shorter lead times, reduced freight costs to distribution centers and results in a smaller carbon footprint benefiting the environment.” Hollander has six manufacturing plants throughout the USA and one in Canada. w w w. h o l l a n d e r. c o m

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7/22/2011 6:25:06 PM

© GLM 2011



New York International Gift Fair A U G U S T 1 3 – 1 8 , 2 0 11 l PIERS 92 & 94, NYC


Parisian Tapestry Pillows imported by TABULA TUA


Home Textiles Today

July 25, 2011


Legend: Kurt Hamburger


not the other way around. So this has allowed me to be very independent, not dependent on anybody. It’s a feeling of freedom.


HTT: If you had to do something over, what would it be and how would you do it differently?

HTT: How did you get started in the home textiles business? KH: I came to this country from Germany in July of 1938 as a little boy. I graduated from Stuyvesant High School but didn’t have any money to go to college. My uncle was in the linen trousseau business and he said I could come along with

KH: Knowing what I know now, I would perhaps have gotten into some products earlier, like top of the bed and sheeting. And I would have expanded towels. I also would have gone to India and China earlier. I got into it too late, and I stayed in Brazil. HTT: What’s the single biggest change you’ve seen in the industry? KH: The biggest change — and I regret it terribly — is the demise of the small hometown department store, which we used to sell to in a big way. That was a good business, a faithful business. The same for the demise of the specialty store.

“My uncle was in the linen trousseau business and he said I could come along with him and help him carry his bag…which meant I carried all the bags. After he finished selling, I was allowed to sell negligees. I never sold anything. “

HTT: If you could do one thing to improve the industry’s overall business, what would it be?

—KURT HAMBURGER, Lintex Linens

him and help him carry his bag … which meant I carried all the bags. After he finished selling, I was allowed to sell negligees. I never sold anything. In 1947 I started as an apprentice at a wholesaler in the linen business. My job was to fold up tablecloths after the salespeople made a mess. I joined the army in the Korean War and afterwards I joined Post and Sherman for the next 17 years. I styled the line and handled 80% of the sales. In 1967 I went into business for myself under the Lintex name. HTT: If you hadn’t gone in this field, what would you have done? KH: My ambition in high school was to go into medicine and become a doctor, in internal medicine. But I had no money. I would have done great as a doctor. My attitude is to help people, and I would never have turned down anybody because of insurance.

HTT_Cvr for Wrap_final 6

HTT: When did you know you were going to be successful in this business? KH: I knew it when I was at Post and Sherman with the success I had in sales. I was far and away the most successful salesman in New York. And if you can make it in New York, you can make it anywhere. It was the start of discounting, and I sold them all. That made me very successful. HTT: What single accomplishment in your career are you most proud of? KH: Of all the questions, this is the most difficult to answer for me. I have never borrowed money to this date. I’m self-financed, there’s no factoring situation, no borrowing situation. The bank has my money,

KH: I have no fear or inhibition, and I’m not afraid to say it: I deal only from the top of the deck. I’m fair and I’m honest … unlike some others that load onto their prices. I do not believe in doing that. Never have, never will. Because of these unscrupulous large retailers who do not discriminate between those that do that and those that do not, that’s hurt us badly. I wish that was not so, but that’s the reason I prefer to be selective in who I will call on. HTT: What’s your exit strategy? KH: My exit strategy is that I have no exit strategy. I have been approached many times by venture capitalists and entrepreneurs that want to buy this business. They always want me to run the business for them. They want to give me a modest down payment and then pay me out of the profits. My question is: Why would I ever do that? I’ve been in this business for 64 years, and I’m still going strong. HTT

7/21/2011 5:50:10 PM


Home Textiles Today

July 25, 2011

Thick as a BRIC Emerging Nations offer Tomorrow’s Avenues for Growth


he value in the world market of total trade with BRIC nations — Brazil, Russia, India and China — has grown seven-fold over the past decade, and the IMF expects economic development in BRIC countries to become more prominent in the postrecession era. BRIC aggregate GDP was 5.8% of the global economy in the early years of the 1990s, but is expected to account for 21.6% four years from now. By comparison, GDP for the United States in 2015 is projected to account for 22.0% of the global economy. Going forward, the BRICs look to be paved with gold. HTT



Share of World GDP

Real GDP Grow th

( % of purchasing power parit y)

( % annual rate)




U.S UK Japan Germany Brazil Russia India China

21.07 3.31 6.55 4.29 2.08 4.52 4.75 10.47

19.33 19.33 5.92 3.82 2.88 3.35 5.23 13.37

2014 (PROJ)

18.26 18.26 5.36 3.48 2.81 3.41 5.71 15.45


ATLANTA Americasmart 3-F-3


HIGH POINT Showplace 3515


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5.0 5.5 8.7 10.0

Largest Indian Cities by GDP ( $ bil.)

(in millions of dollars) 2007




$15.6 0.15 0.30 NA

$15.8 0.30 0.36 NA

$12.5 1.2 0.40 NA

$13.8 1.0 0.72 NA


so that chains will not grow so rapidly that they swamp the mom-and-pops. “Also, they will worry about inflation so they will want more players to level the prices,” he said. Still, Textrade began directing some of its business into the domestic market about 18 months ago and hopes it can launch its own brand there within the next two or three years. While India’s consumer class is expanding, “people’s standard of living is still low compared to the West,” said Pradeep Mukherjee, president of global marketing, Himatsingka Linens. Himatsingka operates 12 high-end fabric stores in the country for the carriage trade, but its volume bedding business is export and will likely remain that way for several years. “Retailing is huge in India, but home retail is a low priority,” said Mukherjee. “There’s no home stores as such. Department stores, yes. Food stores, yes.”


6.1 8.1 9.0 13.0

See page 32 for the rest of HTT’s BRIC report


U.S Expor ts to India

Floor coverings Curtains & Drapes Bedroom furnishings Bathroom furnishings


Brazil Russia India China


India: A Wait-and-See Proposition he opportunity to sell volume goods to India’s burgeoning middle-class market is vast in many product categories. Home textiles is not yet one of them, according to several export manufacturers who produce goods there. But that doesn’t mean they aren’t beginning to prepare for the possibility, which many see coming five to 10 years down the road. The first hurdle is the country’s $590 billion retail landscape, which is dominated by small, independent shops. So far, India has barred entry to what it calls multi-brand retailers from outside the country such as Carrefour and Wal-Mart Inc. (which has a JV in a cashand-carry operation, the only retail format in India currently permitted to accept 100% overseas investment). But government officials met last week to finalize a plan that will ease up on that regulation — albeit slowly. The restrictions are also likely to be steep, according to a July 21 report from The Hindu Business Line. Foreign ownership could be capped at 49% in joint ventures for multi-retail formats, with a minimum investment set at $100 million. Some portion of that minimum must be directed into building up the country’s infrastructure. “Organized retail is growing at 20% to 30% but it’s a very small base,” said Anish Doshi, managing director, Textrade. He predicted the government will move carefully


Mumbai New Delhi Kolkata Bangalore Chennai Hyderabad Ahmedabad Pune Surat Kanpur

$209 167 150 83 67 60 59 30 22 17


Once there’s a market for home stores, he said, the sector should expand fairly quickly. Middle class Indian consumers are not throwing their discretionary money into their homes yet — in part because housing remains very expensive and down payment requirements high. And there’s no real brand profile in home textiles. Consumers are interested in apparel, accessories, electronics and automobiles — things that can be seen by others. “As things change in personal usage, then we will catch up in home textiles,” said PK Markandy, general manager of Trident. His company is doing its biggest domestic business with the rapidly growing hospitality sector, but it is also making inroads here and there in retail. Trident is also expanding its capacity for domestic business. “We plan to have a strong brand-building exercise in the country,” said Markandy. HTT

7/21/2011 6:48:47 PM


Home Textiles Today

Las Vegas Market

July 25, 2011






5 8

6 1. Pacific Coast Feather’s high-value Luxury Down Blanket is available under a variety of brands. Filled with premium 550 fill power down, the blanket has a 500-count 100% Egyptian cotton cover featuring a decorative vintage scroll pattern. 2. Demadco and artist Lynn Morris created the Dots & Daisies collection of fun and feminine kitchen textiles and table linens, including tea towels as well as an apron and other matching components. 3. Hallmart Collectibles’ new Elegance is a ninepiece top-of-bed collection that employs woven jacquard fabrics in tones of green, silver and blue. Components include a comforter, two shams, a bed skirt, two euro shams, and three decorative pillows. 4. Miracle Sleep is showing this patent-pending

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7 mattress topper that integrates air-regulated comfort zones for the neck, lower back and knees with 100% natural latex for maximum orthopedic support. 5. Imax’s Prairie Trend Pillows feature feminine floral embroidery patterns. 6. Softline Home Fashions sends its regards from across the pond with the new Travel Collection, which includes a French grouping of 100% cotton dec pillows featuring images from Paris. 7. C&F Enterprises takes a graphic approach to nature with a chocolate brown floral pen-and-ink design that launches a magenta butterfly into the sky via an 18-inch square decorative pillow. 8. Fabricadabra’s new Ikat placemats collection comprises hand-woven silk and cotton blended pieces.

7/21/2011 11:07:52 AM


Las Vegas Market



8. Mohawk’s Woolrich licensed collection continues to grow with new additions like Maple Grove, which is suitable for indoor or outdoor use with its 100% olefin construction. 9. Sphinx/Oriental Weavers is expanding its USA-made 100% polypropylene Emerson collection with several new designs, including this one, in a vivid palette that includes tomato red, pumpkin orange, turquoise blue, and bright acid green mixed with earth tones. 10. The Rug Market America is introducing Bloomsbury, a new addition to its Resort collection of indoor/outdoor hooked polypropylene rugs. This whimsical floral design is an all-over print that incorporates rich green hues with contrasts of white. 11. Foreign Accents’ new India-made Chelsea collection of hand-tufted 100% wool rugs employs over-tufted yarns on a flat woven background for

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a dramatic effect on the floor.

Home Textiles Today

July 25, 2011




12. Kas Rugs’ Ruby collection is in full bloom. Made in China, the rugs are 100% wool and hand-tufted. 13. Karastan is expanding its Carmel Collection with new looks, like Fern Canyon. All Carmel rugs are woven on Wilton looms in the U.S.A. of two-ply nylon yarn. 14. Company C is introducing the new Autumn Botanical Collection, which includes this pattern named Landscape of ferns and flowers, silhouetted like pressed specimens or botanical illustrations. Made of 100% wool, the rugs are hooked and tufted. 15. Capel Rugs is building up its core program of domestically-made braided rugs with several new collections, including this one titled Countryside. Composed of a blend of wool and nylon, the rugs come in the Blacksmith, Blue River, Barn Star Red, Patriot Blue, Rustic Red and Sagebrush colorways.

7/21/2011 11:24:02 AM


Home Textiles Today

Las Vegas Market VEGAS FROM PAGE 2

room. The ‘buzz’ at every market makes Las Vegas so very special and unique. No other market has this environment.” Hudson will be featuring its Polar Foam pillows & toppers and is introducing an extended array of related specialty bedding items, including Sensa-

July 25, 2011

Gel, its next generation of gel enhanced Pillows. Next up according to Scheps. a third generation Gel-Infused Memory Foam. “Buyers are still very cautious, but I am seeing a loosening up of OTB funds as everyone looks to the third and fourth quarters to produce true traction especially in the therapeutic category,” he said. Andrew Sedlock, national sales mgr., Pine Cone Hill, said that attendees at all the markets



he’s been so far are concentrated on new ideas. “There are many that are working with reps and through catalogs to do their buying, saving the expense of visiting every market,” he noted. One thing that has worked for the company and will be shown in Las Vegas: a large folded display of Pine Cone Hill’s extensive offering of matelasse bedding. “It was stacked with every color and pattern and it made an impression. We got a lot Hudson Industries is showing the SensaGel Collection, a cooling gel memory foam bedding system designed to help its users maintain a lower body temperature.

Woven Workz’s new faux fur Wolf collection of throw blankets is made of a polyacrylic blend.

of response and are going to do that again,” said Sedlock. In addition, the company has added juniper and lavender to the color selections of its popular Matte Velvet bedding. One more thing that may have buyers taking a second look at Pine Cone Hill is pricing. Sedlock said that the company increased prices in January, responding the cost of cotton, but has now rolled back prices on select items. For Jitti Pillows, it’s all about color. According to owner Goga Bouket – who forecasts a “very good market” – the company is showing a range of outdoor pillows in five vibrant colors, a trend she sees continuing through summer and fall. Also on display, the company will have six new bedding ensembles with rich details such as appliqués and embroideries. Meanwhile, Manual Woodworkers is going to the dogs … and cats. It has introduced a new collection of decorative pillows called Paws & Whiskers, featuring different breeds of the animals, including Dachshunds, Boston Terriers and Bichons. According to the company, long lasting inks are used to print the image on the fabric. The 18-by18-inch pillows are expected to retail for $22. HTT

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7/21/2011 5:15:34 PM

How To Sell


Goods A special how-to guide for sales people on pads, pillows and utility bedding

From the editors of

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7/19/2011 5:30:19 PM


Home Textiles Today

July 25, 2011

Special Report

How To Sell Utility Bedding CHAPTER ONE Understanding Shopping Habits


he consumer is all about comfort,” noted Joe Blazar, director of marketing/product development, Future Foam. “She wants to know: Will that be comfortable? Will I sleep better? What are the health benefits I will see?” Knowing how shoppers go about making a utility bedding purchase is the key to successful retailing. This not only helps define the assortment of goods, but helps target the right price points and determine the best marketing and promotions that will work to get a sale. The utility bedding shopper has her own approach. “If you study how she buys products you will see her walking to the center of the wall — she will look left then right to understand where the price points fall. She will then review the feature/benefits statements on packaging — she will take a product and squeeze it against her chest — then make the purchasing decision. With little information on cost to benefit, she will default to a lower price point,” reported Dan Schecter, vp, sales and marketing, Carpenter.

is No. 5. But two other factors get top nods as well. Ranking No. 2 on NPD’s chart is: “like how the product looks,” and No. 3 is “like the material/texture.” In a category where squeezing the pillow and caressing the blanket can be vital to the shopping experience, the latter makes perfect sense. Toward the bottom of the list, however: eco-friendly claims. “Eco-friendly is a great idea overall, but at the end of the day it is about direct return for consumers. Green cars and appliances will save money. There is only a small percentage who will find a direct benefit within textiles, and they are probably not willing to pay more,” noted Kathy Cella, director, NPD’s housewares and home textiles division. Category leaders offer more advice and comments on shoppers’ habits: • The life expectancy of a pillow is about three years, and about 40 million are sold annually, according to Dale Read, president, Specialty Sleep Association. He reiterates the price/ comfort dynamic for the utility category: “There are so many types of TOP PURCHASE MOTIVATORS pillows and toppers now that en1 Price compass health attributes, aller2 Like how the product looks gen protection and encasement 3 Like the material/texture protection, it really comes down 4 On sale/special promotion to price and comfort — what a 5 Brand is good value for money consumer believes will provide 6 Matches other items I own comfort at a price they are happy 7 It’s a brand I trust with.” 8 Store promotional display • “Mattress pads are a destina9 No particular reason tion purchase, typically consum10 Store personnel recommended it ers go to the store seeking them 11 Recommend by friend or relative out, wanting to solve a problem 12 Eco-Friendly — reduce allergens, enhance 13 Consumer rating sleep environment or protect Source: The NPD Group / Consumer Tracking Service their mattress investment,” noted In studies conducted by NPD, it is Mandy Talbert, brand communications no surprise that price is indeed the top manager Louisville Bedding. “Bed pilfactor in purchasing motivators, and it lows are more of an impulse buy … crops up again in other forms. “Special Pillows are picked up and hugged in promotion/sale” is No. 4 on the list of the store and a decision is made if it motivators is and is “good brand value” feels good to her. With mattress pads,

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she generally goes in knowing what she wants. She is willing to purchase a pad with more bells and whistles so long as her original needs are met.” • “The consumer is very-priceconscious, but in the area of specialty/therapeutic bedding, she seems less concerned about pricing as she seeks resolution to a problem, not just a low price,” said Lonnie Scheps, vp, Hudson Industries. “Basic pillows and pads are far more subject to pricing sensitivity and sales. Any innovative concepts, whether in basics or therapeutics can always command better ticket prices. Her cautious attitude toward any issue always plays into her buying decisions, but innovation always can trump price sensitivity – which is our main motivator as manufacturers and marketers.” • There is an acknowledged increase in the popularity of online shopping, with one caveat. Bedding and blankets sales were up in the last year, but online pillow sales decreased, according to NPD. “People still want to touch and feel the

PLACE OF PURCHASE Brick and Mortar


Internet Site




TV Shopping


Home Party


Source: The NPD Group / Consumer Tracking Service

product,” suggested Cella. “I think the economy has changed every shopper,” said Talbert “Consumers are becoming smarter when they shop and making certain products perform the way they say the are going to: does the mattress pad skirt truly fit my mattress? Is it stain resistant? Does it wash well? We find consumers more aware and that’s a good thing.” Bottom line: Know your products and the key benefits of the products you offer. The consumer still shops price, but the range and quality of performance-based products may nudge consumers to a new purchase. Samples, clear signage and a well-versed sales associate are a winning combination.

7/20/2011 2:54:10 PM

Special Report CHAPTER TWO


The Right Assortment

Honor Thy Markets and Trade Shows


rends do matter, even in utility bedding, though the category is obviously not as much a slave to fashion as apparel. Everything from housing starts right down to health trends and even pop culture can influence shoppers and determine the discretionary income they can spend in your store. It is essential to know what’s going on around you in order to make informed decisions about what you offer and how you price your products. • One of the surprising findings in the past year, according to NPD’s Cella, was higher sales growth in prints and patterns for bedding products, with the usual white and solid offerings right behind. “People are looking for something eye catching and different,” explained NPD’s Cella. “And, people want to please their kids, so they are willing to pay a premium for prod-

COLOR OF BEDDING Pattern or Print White Light Color - Solid Dark Color - Solid Cartoon, Logo or Theme Other/Don’t Know

22.9% 20.4% 17.6% 12.3% 2.6% 23.7%

Source: The NPD Group / Consumer Tracking Service

ucts that feature cartoon and character logos.” • According to International Sleep Products Association (ISPA), queenDollar Sales (000) % Change vs. June’10-May’11 Prior Year

Total Bedding

size innerspring mattresses account for 37% of mattresses shipped in 2010, followed by twin (24.7%), full (18%) and king (10%). In addition, a recent report by HTT sister publication Furniture Today in partnership with HGTV noted that 71% of respondents plan to make purchases in queen and king size this year. Bigger, apparently is better. Utility bedding makers and retailers should take note of how the sizing plays out in the category. “Oversized dimensions still seem important on the top end, but a typical 88-by-88 queen comforter is pretty standard at the entry level and mid-tier,” said Jyl Davis, marketing manager, Downlite. • According to NPD, memory foam products continue to rise in popularity, and are still showing double-digit gains through 2010. • The average selling price for sheet sets was $13.29 and $48.30 for bedding ensembles, according to NPD. Higher costs of doing business may find prices rising across all retail categories. Bottom line: Queen size bedding and standard size pillows are the norm, but specific performance products (side sleeping pillow, for example) will garner you points. Also, white and offwhite rule, but the right pop of color (or licensed logo or character) may lure customers in and find a buyer in those looking for a right-priced trend. Unit Sales (000) Average Selling Price % Change vs. %Change vs. June’10-May’11 Prior Year June’10-May’11 Prior Year







Sheets/Pillowcases $3,326,024






Bed Covers







Bed Ensemble

$2,252,009 -13.4%





Other Bedding







Source: The NPD Group / Consumer Tracking Service


rade shows and market weeks are vital to keeping up on trends and on the new and exciting fabrications and performance features of the category. Vendors diligently stay in touch with their retail customers year round, but a market and trade show event gives everyone an opportunity to see the big picture for the season. Both local markets and venues attracting national and international attendees abound. For more information on the following and other events, go to Among the domestic events to consider:

ASD/AMD Las Vegas 7/31/11 to 08/3/11 Las Vegas Las Vegas Market 8/1/11 to 8/5/11 Las Vegas New York International Gift Fair 8/13/11 to 8/18/11 New York New York Home Textiles Market Week 8/14/11 to 8/18/11 Dallas Total Home & Gift Market 9/10/11 to 9/12/11 Atlanta Fall Int’l Gift and Home Furnishings Market 9/10/11 to 9/12/11 F!NDS Dallas Temp Show 9/10/11 to 9/12/11 HD Boutique Exposition and Conference 9/13/11 to 9/14/11 Miami New York Home Fashions Market 9/19/11 to 9/23/11 New York International Hotel/Motel Show 11/12/11 to 11/15/11 New York Dallas Fabric Show 1/9/12 to 1/10/12 Atlanta International Gift and Home Furnishings Market 1/11/12 to 1/18/12 AmericasMart F!NDS Dallas Temp Show 1/20/12 to 1/23/12 World Trade Center, Market Hall, Dallas Dallas Holiday and Home Expo 1/18/12 to 1/24/12 Dallas Market Center New York Home Textiles Market Week 1/28/12 to 2/2/12 New York CGTA Gift Show 1/29/12 to 2/2/12 Toronto International Center; Toronto Congress Center, Toronto New York International Gift Fair 1/28/12 to 2/2/12

Louisville Bedding

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Home Textiles Today

July 25, 2011

Jacob K. Javits Convention Center, Passenger Ship Terminal Piers Las Vegas Market 1/30/12 to 2/3/12 World Market Center ASD Las Vegas 3/11/12 to 3/14/12 Las Vegas Convention Center, Las Vegas New York Home Fashions Market 3/12/12 to 3/15/12 Dallas Total Home and Gift Market 3/22/12 to 3/25/12 Dallas Market Center, Dallas High Point Market 4/21/12 to 4/26/12 International Home Furnishings Center (IHFC) High Point, N.C. Hospitality and Design Show 5/15/12 to 5/17/12 Sands Expo Center, Las Vegas International Contemporary Furniture Fair (ICFF) 5/19/12 to 5/22/12 Jacob K. Javits Convention Center New York Surtex 5/20/12 to 5/22/12 Jacob K. Javits Convention Center New York NeoCon World’s Trade Fair 6/11/12 to 06/13/12 The Merchandise Mart, Chicago Licensing International Expo 6/12/12 to 6/14/12 Mandalay Bay Convention Center Las Vegas F!NDS Dallas Temp Show 6/22/12 to 06/25/12 Market Hall, Dallas Dallas Holiday and Home Expo 6/20/12 to 06/26/12 Dallas Market Center, Dallas Dallas Total Home & Gift Market 6/20/12 to 6/26/12 Dallas Market Center, Dallas New York Home Fashions Market 9/10/12 to 9/13/12

Bottom line: It’s essential to get out and see what’s happening in the marketplace overall and pick up on upcoming trends.

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Home Textiles Today

July 25, 2011

CHAPTER FOUR Display’s the Thing


ore than any other, utility bedding is one of the most difficult product categories to display in a retail setting. Products are often bulky and a sea of white or off-white is not easy to differentiate. It is also a category that promotes the sense of touch. Who hasn’t squeezed the pillow before deciding whether to take it home? But the limited amount of floor space versus the breadth of product requires a smart approach to showcasing the products on the shelf and giving them each their due. “A good store should build a matrix of their pillow and topper skus — with features and benefits allowing their customers to compare attributes to refine her search and see how each sku can serve her purpose,” noted Scheps of Hudosn Industries. “Product samples available to touch and feel are an easy interactive element that consumers want to experience,” noted Talbert. Beth Mack, chief merchandising officer, Hollander, agrees. “The best way to showcase basic bedding is with display samples and/or swatches (for mattress pads). The consumer wants to feel the product and buy a fresh sample. Displays also help romance the product and the consumer can see some of the attributes up close.” Depending on the ret ailer, Jyl

Davis of Downlite reported that the best way to display products is “sometimes on a full bed display, other times it is a touch and feel sample or packaging cut-away. White products are often looked at as the filler pieces and need to layer into a bedding ensemble. We find success with retailers that are able to merchandise like products and solutions together and help their consumers find all they need.” “I would have signage that explains how a pillow works, what it should do and what she can expect,” advises Schecter, “My floor samples would be changed out on a regular basis. My packaging would not be humongous, but it would be differentiated as dictated by the product. I want her to know there are major difference between the product benefits and its cost. Information, information, information.”

CHAPTER FIVE Training and Education


onsumers are getting smarter and savvier about products overall, especially those that claim to enhance health and sleep. How do you motivate this new, smarter consumer? Start asking questions, suggest the top vendors in the utility bedding category, who, of course, have the answers. With complex technology in the fabrication and performance attributes of the latest utility bedding products, it is essential that associates are as educated as they can be on the features that make up the blankets, comforters, feather beds, pillows and mattress pads on the selling floor. Suppliers are happy to share their knowledge; after all, it’s a win-win for them as well. Many vendors design retailer-specific glossaries and sell sheets to help associates understand their goods. Suppliers of fiber and fill products that go into bedding products have

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loads of resources, too. “There is a lot that goes into that white stuff that you never see,” noted Brian Nix, segment manager, Invista. The company provides a range of material for associates that unlocks the mystery of what’s inside and how it performs, including consumer research on preferences as well as product definitions and attributes. “PrimaLoft has initiated marketing programs, including educational training with retailers and specialty store employees, and continues to do so, “ said Diane O’Connor, marketing communications manager. “While it’s obviously important for retailers and sales associates to understand the features and benefits of what they sell, it’s also crucial for consumers to do their own research and to understand which bedding options will fit their lifestyles so they are able to make in-

Special Report Schecter’s adamant response comes from seeing less than stellar displays at some retailers. “Some put out sample pillows … but they never change them, and they yellow, get dirty and stained. Who would buy from that type of display?” Scheps puts the onus on bedding makers as well. “Packaging, packaging, packaging is always the ‘best’ display.”

Mack seconds that. “Packaging is a key driver – it engages the consumer in only a few seconds” Bottom line: Keep your displays fresh and clean. Keep your signage clear with information that will reveal the cost/benefit of each product. Work with vendors to ensure they provide packaging that is accurate and enticing.

Hollander Home Fashions

formed buying decisions. Catalogs and websites provide excellent information, including product specs and photos as well.” “It’s always important to improve the level of information in the industry whenever we can,” noted Nina Nadash, home textiles merchandiser, Lenzing. The company’s website provides extensive information and graphics to explain its offerings. Nadash also suggests seeing Lenzing’s primer on natural and synthetic fibers to keep everyone on the same page. “It’s important for the sales associates to ask the right questions,” suggests Beth Mack, Hollander Home Fashions. “How do you sleep: stomach, back or side? Many consumers are confused by the offerings, so they shop by density and price on pillows. While a comforter is about warmth and price, mattress pads are either protection and price or comfort and price.” Davis agrees. “We feel the most important information for the associate to understand is the assortment the store

has to offer and understanding how each product can fit a specific need or solution for the customer. If an associate can educate himself, they will do a much better job at pointing the consumer in the right direction toward a product that will fit his or her need. Being able to touch and feel products is typically an essential part in the consumer buying decision. How the consumer sleeps, warmth in relationship to comforters, density or support in relation to sleep pillows, and also performance in terms of a variety of basic bedding items (i.e. water repellency, stain resistance, etc.) will also help the associate guide the consumer in the right direction.” Bottom line: Take advantage of sell sheets, glossaries and vendor sponsored websites for the latest information. Look online for associations that service the industry and provide data. Still have questions? Just ask. Vendors will be happy to provide information that will ultimately lead to better sales performance on your retail floor.

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Special Report


July 25, 2011



Marketing and Promotion: Getting the Message Out

Glossary of Terms

hile internet sales have increased across the board, the growth for utility bedding is steady but slower than other categories. According to NPD’s Cella, it might be that consumers are still touchy feely about their bedding before buying. But the internet holds another key to bedding sales. Customer reviews and social media sites are becoming a big source of information and a motivator for sales. According to a new Retail Advertising and Marketing Association survey conducted by BIGresearch, women with children at home are more likely to use Facebook (60.3%), MySpace (42.4%) and Twitter (16.5%) than average adults. Also in the survey, moms were asked to rate from one to five what promotions most influenced her purchases. The results: Product samples in the store (3.8), product samples delivered to home (3.6), loyalty cards (3.5), and special displays (3.4) rank as moms’ favorites. A mix of new media marketing with traditional sales and marketing efforts creates the most successful programs. And one of the most powerful marketing tools is right on the store shelf: the package itself. More insights: • ”The most compelling promotion is a coupon followed by buy-one-get-one (surveyed by

Consumer Goods Technology),” noted Mack of Hollander, who added packaging as a key driver. • ”Value products (not cheap) are great promotional items. We all want a product that you feel is a good quality item for an affordable price,” said Talbert. “I personally think January is still important (the traditional white sale month), but less so than in the past given more promotional/ special buys that take place during the year such as Back-to-School, Black Friday, etc.” • “Packaging is essential, and we continue to work with our retailers in both their private label and branded items to ensure proper communication,” said Davis. “For our online retailers and catalogers, photography and item descriptions are also key to their selling ability.” • “We have found that all types of programs only work when we partner with the client to satisfy their needs,” said Scheps. “Each program must be unique and specific to the goals of each store.” Bottom line: Use a mix of traditional methods and new media approaches to create the best possible campaigns and stay in the game. Organizations such as have done a great job in getting consumers to focus on sleep issues and possible solutions. Keep that momentum going with strategic marketing and promotions.


Home Textiles Today

Anti-microbial fiber and foam Treatment that inhibits the growth of microbial contaminates. Baffle Box Construction In a baffle box construction, the down product has boxes sewn into it, but the boxes have vertical strips of fabric sewn to the top and bottom fabrics, creating baffled walls between each box. The baffles allow down to move into the boxes initially, but help prevent the down from shifting from the boxes later. Batting Cotton, wool, or synthetic fiber wadded into rolls or sheets, used for stuffing furniture and mattresses and comforters and for lining quilts. Crimp Shape The “waviness” of a single fiber measured in “waves” (crimps) per inch. Crimp directly impacts the softness/ firmness, loft, and support of the fiber. More crimps per inch makes the fiber feel firmer; fewer crimps per inch makes the fiber feel softer. Cut Length The actual length of single fiber when it fully extended. Cut length varies depending on the processing of the fiber. Down Consists of the soft undercoating of waterfowl. It is three-dimensional and is composed of individual fibers that are connected to one another at a central point Down is an efficient insulator. It provides lightweight warmth while wicking away moisture, resulting in a consistently comfortable sleep experience. Damask Woven ticking produced on a loom. The design is woven into the fabric rather than printed on the surface.


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Home Textiles Today

July 25, 2011

Special Report

CHAPTER SEVEN Glossary of Terms GLOSSARY FROM PAGE 5 Denier The weight-per-unit length of a fiber measured in grams per 9000 meters. Lower numbers represent finer or smaller sizes; higher numbers represent coarser sizes. Common denier range for pillows is 6 to 10 denier. Density A measure of weight per cubic volume, usually expressed in pounds per cubic foot. Often referred to when discussing foam. Down Alternative Down alternative is synthetic or natural filling material used in comforters and duvets, with insulating and warming properties similar to down. Feathers Two dimensional in shape, feathers from ducks and geese provide lightweight support and are uniquely resilient. Feathers conform to an individual’s sleeping needs. Fill Power Refers to the amount of volume — or space — of one ounce of down, which is measured under laboratory conditions. The more volume taken up by one ounce of down, the higher the fill power will be, and the higher the fill power, the more insulation the prod-

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uct will provide per one ounce. As the fill power of down increases, it is possible (and often preferable) to use less weight in the product while achieving the same warmth provided by heavier, less comfortable, products. Hand Term used to describe the touch or feel of fabrics (e.g., soft, smooth, springy, etc.) or a finished mattress surface. Latex A flexible foam created from a water dispersion of rubber obtained from a rubber tree or a man-made product. Loft Refers to the fluffiness of the product. The three dimensional nature of the down itself is what gives it loft. When a down comforter or pillow becomes flattened with use, its loft can be easily restored with plumping or shaking. Memory Foam A polyurethane based foam with open cells, meaning that air can pass into and out of tiny holes in the material. Higher-density memory foam softens in reaction to body heat, allowing it to mold to a warm body in a few minutes. Lower-density memory foam is

Hollander Home Fashions

pressure-sensitive and moulds quickly to the shape of a body pressing against it, returning to its original shape once the pressure is removed. Microfiber Extremely fine synthetic filament used to produce very lightweight, soft fabrics. Polyurethane foam Synthetic flexible polyurethane used for mattress cores and as a cushioning material. As a core, it is the main support system. Generic term covering both polyester and polyether foams. Sewn-Through Construction The top and bottom fabric of the product are stitched together, helping to prevent the down from shifting. A product with sewn-through construction may have boxes, channels or other patterns. While all sewn-though constructions

help prevent the down from shifting, a multiple-box construction generally will prevent more shifting than an endto-end channel construction. Thread Count Total number of threads running in both directions per square inch in a woven fabric. Ticking A strong durable material typically striped, used to cover mattresses and pillows. Visco-Elastic Foam Also known as memory foam. Slow recovery urethane foams that are temperature sensitive. They conform to the body and distribute pressure according to body heat and dynamics. Bottom line: “It’s easy to forget, but we spend nearly one-third of our lives in bed and we should make our environment and sleep experience as comfortable and as tailored to individual needs as possible,” said Talbert. Adds Scheps: “Understand that your consumer is seeking a product that will perform as advertised – not just a sale item.” Finally, Schecter emphasizes, “The equipment you use to sleep— from your mattress to your bed pillow to your comforter — is vital in achieving a restorative night’s sleep. Sleeping is not a waste of time, but a pillar and necessary discipline for good health.”

7/20/2011 5:25:33 PM

Home Textiles Today’s

Global Home Show

September 18-22 A Must-See Destination Fall NY Home Fashions Market Week 295 5th Avenue and 7 West 34th Street Exhibitor registration begins May 16. Join an exciting array of companies from around the world and across the United States in this global presentation of home fashion products from existing suppliers as well as new companies looking to enter the U.S. marketplace.

For complete information, contact: Joe Carena, Show Manager, (203) 329-9553

For complete exhibitor information, contact: Warren Shoulberg, Publisher, Home Textiles Today (646) 805-0226

HOTEL ACCOMMODATIONS: For lowest rates go to or call us at 1-800-521-8765.

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Home Textiles Today

July 25, 2011




Summer 2011 Rug Preview Area rug suppliers are giving retail buyers a reason to attend the various markets this summer. Their latest batch of soft floor covering offerings demonstrate varied sources of inspiration but similar efforts to execute design innovatively. From Ikats to fine art paintings to foreign lands to nature’s subtleties, the gallery of new rug styles demonstrates how suppliers are broadening their design scope, looking for beauty in sometimes unexpected places to then reinterpret it for the floor. Blue and gray shades are this season’s anchor palettes with the help of more saturated neutral like taupes and browns. Brighter pops of color – bright corals, crimsons and chartreuse -are still important, except in less overt ways. HTT


1 6 2

3 1. Surya Inc. is introducing the Matmi collection of classic Ikat fabricinspired looks interpreted in bold and contemporary color palettes. The rugs are made of 100% wool and are hand-tufted in India. 2. Orian Rugs is building its Carolina Wild collection of sophisticated woven shag rugs with new colors and styles. Made in a thick 35mm pile height, these rugs are made in the USA of 100% olefin. 3. Capel Rugs is taking the animal skins trend to contemporary heights with this new interpretation dubbed Wildlife Zebra. Made in Belgium, this olefin-and-polypropylene blended rug comes in other skin styles and colors. 4. Rizzy Home is showing its Country collection of hand-tufted loop rugs made of New Zealand wool-blend in India. 5. Company C commissioned artist Jennifer Hansen to paint an abstract scenic oil painting to recreate it on this hooked and tufted wool rug titled Landscape, seen here in the crimson colorway. 6. Peking Handicraft broadens the scope of the holidays with several new hooked novelty accent rugs by artist Scott Church, whose work depicts animals in festive scenes, like these elephants toting a Christmas tree.

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Home Textiles Today

July 25, 2011



Summer 2011 Rug Preview 1





1. Angela Adams’ Sea Fantasy design depicts a vivid underwater scene on a hand-tufted 100% New Zealand wool construction. The piece can be used as a rug or wall tapestry. 2. Momeni is looking to reach a meditative state with a new collection of natural-fiber rugs called Zen. The rugs are hand-tufted of 100% wool with bamboo silk highlights. 3. Safavieh’s latest Martha Stewart-branded offerings include an Oriental field of poppies in bloom. This intricate 100% wool rug, a canvas of cut-pile blossoms on a loop-pile background, is hand-knotted in India. 4. The Creative Touch is showing an assortment of contemporary hand-knotted rugs made of wool, such as Blue Modern, which is part of the company’s Ikat collection. 5. C&F Enterprises is introducing more than 20 new accent rug designs spanning coastal, nautical and lodge as well as harvest and spring styles.

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7/20/2011 1:49:30 PM

25,$1 58*6



Home Textiles Today

July 25, 2011



Summer 2011 Rug Preview 1







1. Jaipur Rugs’ new Barcelona collection of indoor and outdoor rugs is hand-hooked from 100% polypropylene. Designs, like Figuera here, and draws inspiration from the Catalan region in Spain’s northern Mediterranean coast. 2. Oriental Weavers’ Salerno collection of Persian patterns spans antique palettes through contemporary color stories to offer a range of interpretations on these machine-woven 100% space-dyed nylon rugs manufacturer in the United States. 3. Nourison takes its cues from nature’s organic lines to create the new Contour collection of hand-tufted area rugs in transitional and contemporary patterns in rich palettes. Design details are carved deeply into the dense, cut-and-loop pile for a dramatic texture and bold contrast on these 100% polyester rugs that are made in China. 4. 828 International Trading Co.’s Sienna collection of floral rugs is blooming with several new designs that feature flowers set on two-toned backgrounds for a space-dyed look on a 100% polyester hand-hooked construction. 5. Karastan Rugs takes wisteria vines in shades of plum and camel and lets them meander across a taupe field in this new addition – Forest Hills Taupe – to its Wilton-woven, USA-made Carmel collection of nylon rugs. 6. Kalaty Rugs’ new Echo collection of modern geometric rugs comprises tone-on-tone patterns on a handcrafted and hand-carved 100% wool construction. 7. Dynamic Rugs’ new Dynamak collection employs a construction the company created to offer the look of hand-woven Soumaks but at aggressive retail prices. Handmade in India of 100% wool yarn, the rugs are flat woven with pile thickness and the backing strength of hand-tufted rugs and feature traditional Oriental and transitional designs.

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7/21/2011 4:24:46 PM


Home Textiles Today

July 25, 2011

Calendar August

10 – 12

1–5 Las Vegas Market World Market Center and Pavilions Las Vegas, (702) 599-9621

Dallas Total Home & Gift Market Dallas Market Center, Dallas (800) DAL-MKTS

13 – 18

10 – 12

New York International Gift Fair Jacob K. Javits Convention Center, Pier 94, New York (914) 421-3200 ,

Atlanta Fall International Gift & Home Furnishings Market AmericasMart, Atlanta (404) 220-3000

14 – 18

10-12 F!NDS Dallas Temp Show World Trade Center, Market Hall, Dallas, TX (214) 655-6116

New York Home Textiles Market Week 7 W New York, 230 Fifth Avenue, Jacob K. Javits Convention Center, New York, NY (800) 272-SHOW www.nyhometextilesmarketweek. com

14 – 18 Gourmet Housewares Show Jacob K. Javits Convention Center (914) 421-3200

27 – 30 Textile House South America Anhembi Exhibition Pavilion São Paulo (SP), Brazil (+55 11) 2105-7000

12 – 14 Domotex Middle East Dubai Airport Expo Centre, Dubai, United Arab Emirates +971 4 337 6072

13 – 14 HD Boutique Exposition & Conference Miami Beach Convention Center, Miami Beach, Fla. (770) 291-5400

13 – 15 29 – 31 Intertextil Show Shanghai New International Expo Centre, Shanghai, China (852) 2238 9983

September 9 – 13 Maison & Objet Parc des Expositions, Paris-Nord Villepinte, Paris

Indigo (Home Furnishing Edition) Brussels Expo, Brussels, Belgium +33 (0) 1 70 38 7000

18 Home Textiles Today Market Kickoff Party 6-8pm 646-805-0226

October 6–8 Interstoff Asia Essential – Autumn Hong Kong Convention & Exhibition Centre, Hong Kong (852) 2238 9917

22 – 27 High Point Market International Home Furnishings Center (IHFC), High Point, N.C. (336) 869-1000

November 12 – 15 International Hotel / Motel Show Jacob K. Javits Convention Center, New York (914) 421-3200

New York Home Fashions Market Home Fashion Products Association (212) 297-2122 (Kellen Co.)

Heimtextil Russia IEC Crocus Expo Exhibition Center, Moscow, Russia +7 (495) 721 1058

23 – 26 ABC Kids Expo Louisville, Ky. (210) 691-4848

htt110703_028 28

CGTA Gift Show Toronto International Centre; Toronto Congress Centre, Toronto, Canada (416) 679-0170

14 – 17

29 – February 3

Domotex Hannover Hannover Fairgrounds, Hannover, Germany (609) 987-1202

New York Home Textiles Market Week At the New York International Gift Fair, Jan. 29 - Feb. 3 At 230 Fifth Avenue, Jan. 30 - Feb. 4 At 7 W New York, Jan. 28 - Feb. 3 (800) 272-7469 www.nyhometextilesmarketweek. com

16 – 20 imm cologne The Exhibition Center Cologne, Germany (773) 326-9920 or +49 221 821-0

28 – February 2

Texworld USA Jacob Javits Center, New York (770) 984-8016


18 – 24

29 – February 1

Showtime Fabric Fair Market Square, Textile Tower, High Point, N.C. (336) 885-6842

Dallas Holiday & Home Expo Dallas Market Center, Dallas (214) 655-6100

Intirio Flanders Expo, Gent, Belgium +32 09/24 38 450

January 2012

18 – 24

30 – February 3

9 – 10 Dallas Fabric Show Dallas Market Hall, Dallas (214) 655-6100

Dallas Total Home & Gift Market Dallas Market Center, Dallas (214) 655-6100

Las Vegas Market World Market Center, Las Vegas (702) 599-9621

15 – 18

20 – 23

National Retail Federation Convention & EXPO Jacob K. Javits Convention Center, New York (202) 626-8162

F!NDS Dallas Temp Show World Trade Center, Market Hall, Dallas (214) 655-6100

5–9 Spring Fair The National Exhibition Centre (NEC), Birmingham, UK (609) 921-0222

20 – 24

7 – 10

Maison & Objet Parc des Expositions, Paris-Nord Villepinte, Paris, France (888) 522-5001

Texworld Paris Le Bourget Exhibition Centre, Paris, France +33 155 268 989

22 – 25

8 – 10

Interiors Birmingham The National Exhibition Centre (NEC), Birmingham, UK +44 (0) 20 7921 8408

Expofil Parc des Expositions, Paris-Nord Villepinte, France +33 (0) 4 72 60 65 00


Heimtextil Frankfurt Fair & Exhibition Center Frankfurt am Main, Germany (770) 984-8016

11 – 18 21 – 23

The Canadian Home Furnishings Market (TCHFM) The International Centre Mississauga, Ontario, Canada (514) 866-3631

New York International Gift Fair Jacob K. Javits Convention Center, Passenger Ship Terminal Piers, New York (800) 272-7469

11 – 14 19 – 23

14 – 17

Atlanta International Gift and Home Furnishings Market AmericasMart, Atlanta (404) 220-3000

18 – 20

February 2012

10 – 14 12 – 15

24 – 26

The Atlanta International Area Rug Market AmericasMart, Atlanta (404) 220-3000

Surfaces Mandalay Bay Convention Center Las Vegas, (866) 860-1975

29 – February 2

Ambiente Frankfurt Fair & Exhibition Center, Frankfurt am Main, Germany (770) 984-8016 www.ambiente.messefrankfurt. com/frankfurt

7/21/2011 5:58:12 PM

Get Into Bed With

More companies choose Home Textiles Today for their marketing & advertising than all other industry publications put together.

HTT_Campaign "11 finals.indd 1

3/1/11 12:14:38 PM


Home Textiles Today


July 25, 2011

Trident India Nabs JCP 2010 Innovation Award For Towels N EW YORK — J.C. Penney Co. recently honored Trident India with its 2010 Innovation Award for development and retail performance of the manufacturer’s Pure Perfection line. JCP presented the award last month the mid-tier department store’s International Supplier Summit held at Hong Kong. Trident India, which manufac-

turers bath towels, beach towels and terry robes, credited its “excellent collaboration” with JCPenney in developing a product “that not only meets the customers’ requirements but also provides additional features and benefits to the user.” The “Pure Perfection” towel was created using Trident’s proprietary Air Rich Yarn, which is soft and highly absorbent. Unlike conventional low-twist

towels, Pure Perfection towels do not lint and remain soft and fluffy after multiple washes. The collection’s color palette was developed in collaboration with a Swiss organization, and its color fastness is guaranteed for 50 washes. Trident said it is now offering a broad range of towels and bathrobes that employ the company’s Air Rich technology. HTT EDITOR-IN-CHIEF Jennifer Marks 10 Ocean Blvd #8B Atlantic Highlands, N.J. 07716 (732) 204-2012 | FOUNDING EDITOR-IN-CHIEF Carole Sloan PRODUCT EDITOR Cecile B. Corral 428 Bianca Ave. Coral Gables, FL 33146 (305) 661-7493 | MANAGING EDITOR Julie Murphy (646) 805-0224 | DIRECTOR OF MARKET RESEARCH Dana French (336) 605-1091 | PUBLISHER/EDITORIAL DIRECTOR Warren Shoulberg (646) 805-0226 | ASSOCIATE PUBLISHER, ACCOUNT MANAGER CHINA Jeff Reeves (336) 605-1009 |

Same-store sales


Another Sound Week for Comps NEW YORK — Same-store sales rose 3.8% during the second week of July after climbing 4.6% the previous week, according to the Johnson Redbook. Comps in the department store sector rose 3.1% while same-store sales in the discount channel increased 4.1%. “Sales pulled back in the latest week,” said Redbook analyst Catlin Levis. “July is typically a trendless, transitional and clearance month. Intra-month volatility should persist as companies pursue their individual promotion calendars.” HTT

360 Park Avenue South, New York, N.Y. 10010 Tel: (646) 805-0227; Fax: (646) 365-2307

CLASSIFIED AD SALES Spencer Whittle (336) 605-1027 Karen Hancock (336) 605-1047

Johnson Redbook Index Second week of July, year-over-year % change WEEK ENDED


Department stores* Discounters Redbook Index

4.2 6.1 5.4



3.1 4.1 3.8



3.7 5.1 4.6

3.0 5.1 4.4

*Including chain stores and traditional department stores Source: Johnson Redbook Index

MANAGER, EUROPE Mirek Kraczkowski Tel: 48 22 401 70 01; Fax: 48 22 401 70 16 | MANAGER, INDIA Kaushal Shah Cell: 91-9821715431; Tel: 91-22-6663 4597 / 24988658 Fax: 91-22-66634596 | ONLINE SALES MANAGER Penny Schneck (336) 605-1084 | PRODUCTION MANAGER Rich Lamb Tel: (336) 605-1074; Fax: (336) 605-1143 | rlamb@ DIRECTOR, WEB OPERATIONS Chris Schultz | (336) 605-1076 | MANAGER, CLIENT SERVICES, WEB ADVERTISING Dan Sage | (336) 605-1080 |


boards and select pieces of occasional furniture. Many of the décor pieces are being sold as what Springs refers to as “tablescapes,” sets of three to six coordinating items. The number one comment Berkus gets is “Why doesn’t my table look like that?” according

to Edward Cardimona, Springs’ chief global creative officer and svp. “These are pre-decorating solutions,” he said. The collections fall into one of three design silos: classic American style; curator — “because he loves flea markets,” said Cardimona — and glamour informed by old Hollywood. Berkus joins a stable of other re-

cent brand development projects for Springs, including Diane Von Furstenberg, Sami Hayek, and Paula Deen. “It should be very clear now that we’re unique in that [each project] start with the barnd for us and then the product from a design perspective rather than the price,” said Granger. “We are putting a lot of energy and vitality into that effort.”HTT

E-MEDIA PROJECT MANAGER Missy Axe | (336) 605-1005 | DIRECTOR OF AUDIENCE MARKETING Allison Ternes (704) 573-9007 | PRESIDENT, FURNITURE TODAY GROUP Kevin Castellani (336) 605-1034 |


Cotton Outlook COTTON FROM PAGE 1

Robinson: “The technical analysts will talk about ‘support levels’ and such, but it remains to be seem. Again, fundamentally, I expect prices to settle sometime soon. And yes, prices could rally again, especially if India’s weather stays drier than normal.” Devine: “We believe that the increase in prices was much the result of supply and demand. World cotton harvests had been declining over the past several years because cotton acreage had been declining. “The Chinese government maintains reserves of cotton to help stabilize prices. When prices are low, they will buy to refill reserves and help support the prices that farmers

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CFO/COO Christopher Fabian

receive. When prices are high, they will sell from the reserves to help mills cope with cost pressure. Although the exact amount of cotton held by China is unknown (state secret), China did [sell] a lot of cotton from their reserves during the time period that cotton prices were increasing. “It is widely thought that they do not have much cotton left in their reserves. They announced that they will look to refill their reserves at a price level that corresponds to futures prices somewhere around 100 cents/ lb. Chinese purchases should keep prices from falling much below this level this year.” HTT: What’s the outlook for the crops now in the field and how will that impact pricing? Robinson: “U.S. cotton is rela-

tively poor compared to last year and compared to average ratings for this time of the summer. There will be record abandonment – i.e., unharvested [cotton] – in Texas and probably in the U.S., too.”


SUBSCRIPTIONS: U.S.A. (866) 456-0405 All other countries: (515) 247-2984 FAX SUBSCRIPTIONS: 1-866-310-7181

Devine: “The world’s four largest cotton producing countries (in order) are China, India, the US, and Pakistan. Crop conditions have been relatively good for each of these countries, with the exception of the US. “Just over half of US cotton acreage is located in Texas, and Texas is facing the most severe drought conditions ever recorded (records back to 1895). As a result, the U.S. crop will be smaller than last year. However, the world crop is still expected to be the be largest ever. Any impacts from the smaller U.S. harvest would only be felt if demand rebounds.” HTT

THE WEEKLY BUSINESS AND FASHION NEWSPAPER OF THE HOME TEXTILES INDUSTRY® 360 Park Avenue South, New York, NY 10010 Telephone: (646) 805-0227 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 1/3, 2/14, 2/28, 3/20, 4/11, 4/25, 5/2, 5/16/,5/30, 6/13, 6/27, 7/4, 8/1, 8/15, 8/29, 9/5, 9/26, 10/17, 10/31, 11/14, 11/28, 12/12, 12/26 by Furniture/Today Media Group, 360 Park Avenue South, 17th fl., New York, NY, 10010 a subsidiary of Sandow Media LLC, 3731 NW 8th Ave, Boca Raton, FL 33431. Periodicals postage paid at New York, NY, and additional mailing offices. HOME TEXTILES TODAY copyright ©2011 by Sandow Media LLC. Annual subscription rates: U.S. and Canada $169.97; 1 year, other countries $325.99 for surface mail and $525.00 for airmail. All payments must be made in U.S. currency. Subscription inquiries: HOME TEXTILES TODAY, PO Box 5879, Harlan, IA 51593-1379. Phone: (866) 456-0405. 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. Sandow Media/CDS (Mint Hill) POSTMASTER: Send address changes to HOME TEXTILES TODAY, P.O. Box 5879, Harlan, IA, 51593-1379 Email: Return undeliverable Canadian addresses to: RCS International; APC; PO Box 503, RPO West Beaver Creek, Rich Hill, ON L4B 4R6

7/22/2011 5:25:36 PM



Home Textiles Today

July 25, 2011

NRF: Back-to-College Spending Expected to Decline WASHINGTON — College students and their dorm rooms might not look as dressed up this fall. Parents and students plan to spend about 3.2% less on everything from apparel and electronics to dorm furnishings and food items. According to National Retail Federation’s 2011 Back-to-College survey, the average BTC spend will amount to $808.71. Last year’s average was $835.73. The poll, conducted by consumer research firm BigResearch, found “more college shoppers this year will make adjustments to their budgets because of the economy.” Combined K-12 and college back-to-school spending will

reach $68.8 billion. Even more college students will be living at home this year: 52.9% versus 51.8% in 2010. One-quarter (24.7%) will live off campus at a house or apartment. Dorm dwellers and/or students set to live in college housing make up 18%, and 3.6% of students will live in a fraternity or sorority house. Four out of five (83.7%) respondents said the economy will impact their spending plans. More shoppers than last year will purchase store brand or generic products (38.0% versus 34.1% in 2010), and more will comparison shop online (30.7% vs. 23.2% in 2010). Additionally, many shop-

pers will make do with last year’s items (29.7%) and spend less overall (44.6%). “College students and their parents, who are likely also spending thousands of dollars on tuition, will be looking for ways to stretch their budgets and find good deals this year,” said NRF president and ceo Matthew Shay. “To compensate, retailers will spread out their promotions to capture the attention of shoppers whenever they’re in the mood to spend, and will use every resource they can to prominently promote everything from bedding to mini refrigerators and, of course, laptops and smartphones.”

The survey found 45.8% of students and their parents will buy electronics, the lowest level since 2005, although BigResearch noted many college students already own the latest gadgets. Shoppers will also spend on clothing and accessories ($127.37), dorm furnishings ($96.84), food items ($94.60), school supplies ($61.48) and personal care items ($64.44). Nearly half (47.6%) of families with college-aged children will shop at a department store, up from 42.5% last year. Others will shop at discount stores (53.9%), drug stores (19.4%), home furnishing or home decor

stores (11.2%), office supply stores (33.4%), clothing stores (34.2%) and electronics stores (19.6%). Online retailers will see a nice boost in traffic this year — onethird (33.4%) of respondents plan to shop online, up from 28.6% last year. This year’s survey found that one-quarter (24.4%) of college shoppers will begin their shopping at least two months before school starts, the highest percent since NRF began conducting the survey in 2003. Others will head out three weeks to one month before school starts (28.9%), one to two weeks before (27.9%), the week school starts (9.4%) or after school starts (9.4%). HTT



SPENCER WHITTLE: ph 336.605.1027 fax 336.605.1143

KAREN HANCOCK: ph 336.605.1047 fax 336.605.1143



CLOSEOUTS WANTED --BOUGHT AND SOLD-Seeking Unlimited Quantities on Firsts, Irregulars and Overstocks HOME FASHIONS DISTRIBUTOR INC Mike O’Neil 207-646-1949 Email:

HELP WANTED Shipping/Receiving/EDI Manger 35 year importer of home textiles seeks shipping manager with the following qualifications; -Minimum 5 years experience with EDI and WMS systems -MS Great Plains accounting software knowledge helpful -Experience shipping BBB, JCP, Wal-Mart, Sam's Club, Belk, and other majors a must. Email your resume to: Attn: BB154 to:



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7/22/2011 5:13:30 PM


Home Textiles Today

July 25, 2011




Thick as a BRIC Emerging Nations offer Tomorrow’s Avenues for Growth

Russian Market Remains Challenging 10 Largest Cities


oing business is Russia remains challenging, U.S Expor ts to Russia according to those who sell into the market. (in millions of dollars) Finding a good and above-board distributor 2007 2008 2009 2010 is key in a country where the gray market account Floor coverings $6.5 $6.2 $4.1 $4.5 sfor roughly one-third of retailing. Curtains & Drapes NA NA NA NA The Russian government is taking measures to Bedroom furnishings 0.18 0.49 0.16 0.08 simplify international sales. A fact sheet generated Bathroom furnishings NA NA NA NA by trade fair organization Messe Frankfurt for its SOURCE:U.S. OFFICE OF APPAREL AND TEXTILES Heimtextil Russia show notes that total international imports in Russia rose 17.2% last year, with the EU being the country’s largest trading partner. A quarter of the textiles business is concentrated in Saint Petersburg and Moscow, the latter “the gateway” to the Moscow also presents opportunities in the hospitality trade as Russian market and the supply hub for Russian regions and CIS the government is investing in massive reconstruction and renovacountries. tion in the hotel industry. HTT

Population (mils) Moscow Saint Petersburg Novosibirsky Yekaterinburg Nizhniy Novgorod Samara Omsk Kazan Rostov-na-Donu Chelyabinsk

10.4 4.04 1.42 1.29 1.29 1.28 1.13 1.10 1.07 1.06


Chinese Retail Developing Rapidly Largest and Wealthiest Cities


lthough China’s retail industry is developing U.S Expor ts to China rapidly, it remains highly fragmented. The top (in millions of dollars) 50 retailers in the country own only 5% of the 2007 2008 2009 2010 market, according to a 2010 report from My Decker Capital, an investment banking and asset manageFloor coverings $14.5 $24.4 $13.2 $20.7 ment company based in Beijing. Curtains & Drapes 1.10 1.18 1.32 2.07 Bedroom furnishings 3.39 3.77 2.23 1.77 The biggest department store operator, DaShang Bathroom furnishings 0.11 0.03 0.08 0.30 Group, has only 170 stores. Other leaders in the industry have 20 to 30 stores. They include ParkSOURCE:U.S. OFFICE OF APPAREL AND TEXTILES son Retail Group, New World China, InTime and Golden Eagle. Walmart operates about 200 units in 101 cities. Carrefour has 180. kets, with a higher tendency for consumption and more aggressive Young people constitute the dominant group in the retail mar- consumption patterns. HTT

Brazil on Fire


htt110703_008 32

22.2 19.6 15.3 14.0 12.3 6.4 6.0 5.9 5.1 3.9


U.S Expor ts to Brazil (in millions of dollars) 2007

razil’s retail segment has no shortage of chain retailers, most of them operating a variety of formats under several nameplates. Walmart Brazil, which operates nearly 500 stores there, is only the country’s third largest chain. Its chief competitors in the country are Carrefour, with roughly the same number of stores; Lojas Americas, with 550 discount general merchandise stores and online retailing; and Brasileriade Distribucicao, whose 1,000 store portfolio includes hypermarkets, furniture stores and ecommerce. HTT

Population (mils) Shanghai Beijing Chongquing Shenzhen Tianjin Dongguan Guanzhou Foshan Nanjing Hangzhou

Floor coverings Curtains & Drapes Bedroom furnishings Bathroom furnishing s

$9.1 0.93 0.71 NA


$11.9 1.1 0.79 NA


$9.2 2.1 0.39 NA


$12.9 3.0 1.2 NA


7/22/2011 5:48:47 PM

c o M I n g THI S SEP TEM B ER I n n EW YoRk


Online & Beyond A h Al f - dAy c o n f eer r e nc e o n All t h ings o n l in e An nl A n d digitAl

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helaine suval President, suval consultants former eVP, gMM,

Crystal vilkaitis director of social Media snap retail

Brett Goldberg President,

Chris Phillips sales & Marketing director, Apartment therapy




after August 1st



Re gis te r o nl ine at Fur ni tur eTodayo nli ne . c o m / co nfe r e nc e s For mor e infor mat ion and s pons or s hip oppor t unities , c o nta c t Wa rren s h oulberg at 6 46-805-0226 or w s houlberg@ho metextiles to d ay.c o m

As the summer heat winds down We're cooling things off this fall

Reserve a Market Appointment Now Sinomax USA, 295 Fifth Avenue, Suite 708, New York, NY 10016 Tel: 1.877.726.3888 | |

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