SUMMER 2017
FEATURE
DeVine Corporation Is DeFinitive Luxury DeVine Corporation deserves bragging rights for offering the ultimate and most exclusive luxury tabletop brands under one roof. The company is unmatched in bringing to the North American market a stellar international lineup that includes Alberto Pinto, Anna Weatherley, Couzon, Ercuis, Jaune de Chrome, JL Coquet, Mario Luca Giusti, Medard de Noblat, Raynaud, Royal Crown Derby, SV Casa and Varga Art Crystal. These are fine china, silver, crystal and even acrylic collections of epic design and masterful production that awe and take one’s breath away. With vision and savvy, the husband-and-wife team of Tim and Sara DeVine have built this impressive portfolio. (Read about another laudable family business on page 4.) With years of experience on the corporate side of tabletop, Tim formed the import and distribution company in 1991. “I looked at the industry to determine where there was an opportunity at the luxury end of the
Dolce Vita from Mario Luca Giusti
tabletop business finding many brands capable of generating from one to four million dollars per year in sales in the U.S., but they needed a marketing/distribution partner to realize their potential,” he said. “Over a period of three years we pieced together a business initially built on four brands that has since grown to 12. By carefully culling and adding brands, we’ve been able to stay ahead of shifting consumer and retailer demand to remain relevant.” Soon after launching their own venture, the DeVines opened a showroom at Forty One Madison, and over the past quarter of a century they have hopscotched to a few different spaces that could accommodate the showroom’s swelling representation. Since 2004 it has anchored the 9th floor. A renovation of the 2,800-square-foot showroom earlier this year has yielded subtle but critical changes that include enlargement of its conference room, where prospective new brands can be tested with reps or customers in private previews. An existing kitchen area, well-concealed from showroom visitors, now benefits from the addition of a bar – an amenity that will come in handy for the various events that DeVine hosts with featured product designers and artists. The overall layout of the showroom remains the same, but customers will see an updated, fresh look highlighted by a raised ceiling, new lighting and new carpeting. Also new in the showroom is another brand: SV Casa. This Italian design Printemps from Varga Art Crystal
company specializes in bed and bath accessories, frames, bar accessories
and serveware – some encrusted with precious stones, shells and other organic elements and some featuring wood inlay. SV Casa designs are favored by leading hotels around the world, such as Mandarin Oriental and The Peninsula. With the addition, DeVine joins a On the cover: Blue Impression from Jaune de Chrome 2 WWW.41MADISON.COM
Smoke from Royal Crown Derby
BUYER’S LOUNGE
Forty One Madison’s New Hot Spot The wraps have come off the redesigned Buyer’s Lounge on Level A, and it’s a definite hit that meets the needs and expectations of show visitors. Exquisitely furnished with numerous seating alcoves, work tables and chairs, the bright and open space is now an attractive landing
zone where showgoers can relax between appointments in comfort and style. Other appreciated amenities: a selection of magazines courtesy of their publishers, complimentary coat check,
Paradis from Raynaud growing list of Forty One Madison resources
and plenty of outlets to plug in devices. This completed first stage of the building renovation also included a refresh of the meeting rooms, with new carpeting and lighting.
whose offerings go beyond the basic definition of tabletop and reflect a broadening array of interior décor products and accessories.
Ercuis With such an extraordinary range, it’s no wonder that DeVine also has broadened its distribution beyond traditional retail channels. Interior designers and architects who specify tabletop for private residences or commercial projects have discovered DeVine, and their purchases now represent nearly 20% of the company’s business. Sara personally services this segment. DeVine is open by appointment. FORTY ONE MADISON 3
FAMILY TIES
Fathers and sons…mothers and daughters…siblings…cousins… husbands and wives. Families are ubiquitous in the fabric of the tabletop industry, from manufacturers to retailers to sales rep organizations. So, we’re inaugurating a page that profiles a business built on such family ties. Let us know what you think about Forty One Madison’s own theory of relativity as we bring you their stories!
The DNA strands of creativity, imagination, Villeroy & Boch has a rich legacy of ancestral involvement spanning nearly four centuries and courage and business acumen have served this 10 generations. It began in 1748, when François family well in building a dynasty that continues Boch and his three sons set up a pottery in what to innovate and lead industry coups such as the is now the Lorraine development of high-performance porcelain and province of France. the use of saturated colors, bold decorations The family succeeded and unconventional shapes. Many family memin exploiting an bers remain involved to this day, contributing to emerging demand the company’s Tableware division as well as to throughout Europe its Bathroom and Wellness division (tubs, toilets, for elegant tableware. sinks, etc.) and tiles. By 1809, François’s The faces of the company most familiar to grandson, Jean“New Wave”, with latest iteration “New Wave Stone”, our readers include Nicolas Luc Villeroy, a François, headed sparked a revolution in shapes. the company and management board member and head of the Jean-François Boch, purchased a former Benedictine abbey along Tableware division since 2005. His cousin Wendelin von Boch headed the founder’s grandson and catalyst for growth the Saar River in Mettlach, Germany, building company globally from 1998 to 2007 and then was on the supervisory board, a factory there. The company continues to serving as its chairman the past eight years and stepping down in March. manufacture at these headquarters today as well Isabelle von Boch, Wendelin’s sister, is brand ambassador for the Americas. as at facilities eventually added in nearby Merzig She interacts directly with consumers in North, Central and South America and in Torgau, near Berlin. during store, bridal and press events and brings a vitality and personality
Nicolas Villeroy
In 1836, the Bochs merged with another established local potter – Nicolas Villeroy, who specialized in engraved decorations. It was a business union soon consummated by a marriage in 1842 when Eugen Boch married Octavie Villeroy. By the end of the 19th century, Villeroy & Boch was regarded as being on par with Doulton in England and Sèvres in France.
to the products along with authenticity that’s rare in today’s marketplace. Another of her siblings, Helen, was blessed with the design gene and created several patterns, including “Basket.” Though no longer in production, it was instrumental in the brand’s North American breakthrough in the 1970s. Among those representing the ninth generation, Constantin von Boch is director of the Americas for the Bathroom and Wellness division, and a few other cousins of his age are learning the business and joining its ranks, carrying on a historic legacy.
Nicolas Luc Villeroy och
nB Wendelin vo
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Isabelle von
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YOUR TABLE?
WHAT’S ON YOUR
T A B L E ? We’re ushering in another new and ongoing Tableaux feature as we pose this headline question to those who have an abiding appreciation for tabletop design. Starting us off in this issue is Shax Riegler, executive editor of Architectural Digest and the author of Dish, an encyclopedic book that traces the history and stories behind 813 dinner plates. It was published in 2011 by Artisan, and an abridged paperback edition, Dishes, appeared in 2013. Either edition is a bookshelf or coffee table must for
Nearly 20 years ago – long before he began his tableware tome – Riegler spotted and became besotted with Noritake’s “Bambina” pattern. He made an impulse purchase of service for 12 from a thrift shop in Cold Spring, NY, even though he barely had
(photo: Robert Bean)
those of us in the biz and for any dinnerware aficionado.
room for it in the studio apartment where he was living at the time. Today, with a weekend home in Shax Riegler
Salisbury, CT, he enjoys using this vintage design, especially the dinner plates. “It’s not a particularly valuable collectible pattern – Noritake produced it from 1956 until 1968 – but I like it because it feels mid-century in a nice, quiet way. It’s subtle; elegant but casual…haiku in porcelain.” For wine, water and other beverages, he pairs the china with “Etched Botanical Glassware” from Roost. The delicate tumbler shapes feature a leafy, vine-like motif that exquisitely complements the bamboo decoration of “Bambina.”
“Bambina” from Noritake
“Natural Bamboo” flatware from Juliska completes the ensemble. He accessorizes this dressing with woven reed placemats and bright green or yellow linen napkins. And, for a tabletop scholar such as Riegler, is there any one pattern in this world that is his “wish dish”? Actually, there are two he covets: Spode “Greek Blue” and T.G. Green “Cornish Blue.”
“Natural Bamboo” from Juliska
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DISPLAYS
DISPLAY’S THE THING
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That Greenwich, Connecticut, was among one of Andy Cohen’s location choices for his Real Housewives TV franchise is enough to know just how affluent and style-conscious a community it is. And, if this town of more than 63,000 had made the cut, Hoagland’s, its premier retail source for tableware and gifts, likely would have been a segment setting. Hoagland’s was founded in 1937 and has remained a Greenwich institution even as it changed ownership 19 years ago. It also has remained in its original location on Greenwich Avenue, the main commercial thoroughfare, adding space and growing from strictly tabletop and gifts to home décor and lifestyle, including occasional furnishings
Individual elements on this table combine to create an irresistibly chic look: Herend dinnerware, Bernardaud chargers, Baccarat stemware, CAPDECO flatware, Kim Seybert metal chargers, Dransfield & Ross mats, Deborah Rhodes napkins and rings, Global Views hurricane, and Two’s Company starbursts.
NEW YORK TABLETOP SHOW ® I OCTOBER 17 – 20, 2017 I APRIL 10 – 13, 2018
DISPLAYS Offering a delightfully inspiring idea, this table is set with individual lanterns by TAG at each place. Completing the look: Costa Nova dinnerware, Michael Aram stemware and candleholders, Alain Saint-Joanis flatware, Kim Seybert metal chargers, and Karen Ballard napkins.
and a children’s shop. The store, along with its active wedding registry, serves a well-heeled clientele encompassing generations. A composition in blue and white is forever classic: Richard Ginori dinnerware, Costa Nova chargers, William Yeoward Crystal blue stemware, Zodax dotted stemware, VIETRI flatware, Uppercut mats and coasters, and Kim Seybert napkins and rings.
Striking a more casual tone, this table features Juliska dinnerware, Cyan bowls, Sabre flatware, William Yeoward Crystal stemware, Kim Seybert mats and napkin rings, Bodrum napkins and table runners, and Made Goods giraffe figurines.
Roland Wolfe is Hoagland’s creative director, having joined the company about two years ago with fashion and visual merchandising experience from Ralph Lauren, Victoria’s Secret and more than a dozen years at Saks. In his short time with Hoagland’s his impact already is being felt. He has helped usher the store into omni-channel marketing, launching just this May a new interactive website that’s designed to expand the store’s customer base beyond mere geography. He also established and manages Hoagland’s Instagram and Facebook accounts. In-store displays convey strong points of view; they’re story-telling vignettes that inspire multiple purchases from shoppers who “have to have the complete look.” Wolfe has several advantages in his role. He’s also the buyer, sharing those responsibilities with owner Kathy O’Malley. So, the visual merchandising concepts start to take shape as the duo make their product choices. Another plus: Corporate offices are housed above the 8,000-square-foot store, and he’s frequently on the selling floor, refreshing displays almost daily. A film buff who grew up adoring MGM’s Technicolor productions, Wolfe said this celluloid art has influenced his approach: “Technicolor was a three-color process, and three key elements influence my designs and are incorporated in displays: color, pattern and texture.” He also draws heavily on his corporate experience with Saks. “It’s essential to have a merchant mindset married to creative sensibility,” he said. Dressing three full-length windows along the avenue, Wolfe makes compelling statements that lure people into the store to explore what’s within. At holiday time, at least seven trees are trimmed with ornaments, a huge part of that season’s business for Hoagland’s. Day in and day out, though, Hoagland’s is the leading retail resource for this community’s at-home entertaining and hosting needs, valued for its exceptional selection and trusted service.
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AUGUST 19 – 23, 2017
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FEBRUARY 3 – 7, 2018
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SHOWROOM S
The Forty One Scene Jean McCallum (center) of Arc Cardinal met with Joshua Dent, Alexandra Ortiz, Iman el Khatib and Georgie Fryburg from Macy’s.
At Godinger, Arthur Goldstein showed new collections to Cindy Wang, Jayne O’Grady and Paula Watson of Walmart.
Kiyasa co-founder Kiana Bahadorzadeh and Marco Greggio showed his silver designs to Jackie Chiesa of William Ashley.
At Noritake, EVP Peter Goldberger showed new designs to Cynthia Smith and Woody Powell from Belk.
Nicole Ramos (center) from Denby showed the company’s latest collection to the team from The Bon-Ton: Amanda Manke, Nicole Lijewski, Jessica Stark and Jacqueline Peters.
Rick and Bob Kratchman and Kelly Gilmore of Kitchen Kapers learned about new WMF Americas cookware from company president Deborah Corrado.
Hermès VP Tableware Olivier Péchou met with Lucy McCabe and Robert Dailey of Dallas-based retailer Forty Five Ten.
Jeff Nichols of Gibson Overseas met with the Kroger team: Sarah Carpenter, Kanani McNerthney, Carrie Peterson and Cory Ellis.
Crystalite Bohemia president Lubor Cerva and his associate Ales˘ Trpák (far right) discussed business with contingent from Trudeau Corporation, a Quebec-based supplier of kitchenware and tabletop, including Robert Trudeau, Jenny Gouskos and Jacques Dubuc. 8 WWW.41MADISON.COM
SHOWROOMS
Interior designer Caleb Anderson, a principal of Drake/Anderson, was interviewed by Editor TV host Marisa Marcantonio in the L’OBJET showroom for the online video as part of Forty One Madison’s Interior Designer Day. Sara Weaver, Erin Aiken and Kristiana Lentino of Gilt.com reviewed new collections with Steve McGuire of LSA International.
Michael Rudin and Laurie Burns joined new Lenox CEO Katrina Helmkamp (center), at the company’s showroom soirée.
At Christofle, Jason Meyer and CEO Nicolas Krafft worked with Nancy Joseph of LCR Westport, a Connecticut-based tableware and giftware boutique.
Portmeirion VP Michael Close with One Kings Lane’s team members Bevin Landry, Sam Weiss and Katie Madigan.
Julio Ruiz of Riedel showed designs from the Sommeliers series to Toni Russo of Barneys.
Connie Kim, Alyssa Pasternack and Lisa Beck (far right) of Zola.com met with Rita Rosenblum and Cynthia Flores from Juliska.
Virginie de Toustain of Royal Limoges showed a new colorway to Hadley Keller of Architectural Digest.
Marie Fritz of Fiskars and Lady Mary Regina Wedgwood, widow of Lord Piers Wedgwood, enjoyed the launch party for the Wedgwood Wonderlust collection.
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SHOWROOM S
The Forty One Scene Debbie Vogel Brown and Lou Scala of Nambé with Diana Clontz from Bloomingdale’s.
At Pickard, company president Andy Morgan (center) welcomed the Gearys Beverly Hills entourage, including CFO Michael Sudjati, VP Peter Behnke, CEO Thomas Blumenthal, Jason Coy, Natasha Sanchez and VP Athena Bizanis.
Charles Carroll Cole of Degrenne Paris guided Linda Tabas of The Pink Daisy, a boutique bridal gift shop in Yardley, PA, through the showroom.
Mottahedeh owner Wendy Kvalheim welcomed Gump’s CEO Kathi Lentzsch and DMM John Weeth to her showroom.
Christa Peck and Sadie Mackay from Amazon met with Erin Rolo and Marissa Huston of Orrefors Kosta Boda.
Alex Burdick of Pasabahçe met with Adrian Costarella of ATG Stores, a Lowe’s lighting, furniture and home store.
Malcolm Beckwith and Tessa Lydon from TJX toured the Prima Designs showroom with VP Shawn Solon.
Lucy Morgan and Debbie Hom from Pottery Barn met with Ian Zucker, CEO of Ten Strawberry Street.
Proving that Libbey thinks big, company executives Serena Williams, Walter Ott and president Robert Zollweg “toasted” the team from Meijer – Darlene Bond, Leah Postema, Alison Clone and Lisa Baber – when they toured the showroom.
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SEMINAR
SELLING TABLETOP in the DIGITAL AGE
The audience was at capacity.
A rapt audience packed the annual breakfast seminar as Warren Shoulberg, HFN editor-atAaron Cunningham, senior director of Walmart large, led Debbie E Commerce, had a question for the panelists. Propst, president of online home décor retailer One Kings Lane, and Jung Lee, whose namesake Manhattan boutique specializes in tabletop, in a discussion on e-tail vs. retail. From the outset, the trio agreed that it’s wise not to position the two selling platforms as oppositional: They should coexist, and what’s optimal for success is an omni-channel and experiential approach – especially in the furnishings category. According to the panelists, storytelling and personalized lifestyle marketing continue to be the keys to connecting with and converting customers, both online and in-store. Lee she said imparts to her customers the value of investing in their homes. “The goal is to help them create unique experiences,” she said. “As retailers we need to move away from commoditizing brands and change the conversation by using indepth product knowledge to tell a deeper story for better engagement.” Propst, who has spent most of her career working to bring stores online, shared that she’s now helping One Kings Lane expand in another direction with brick-and-mortar concepts: “We have the opportunity to take our online experience, which is really content-led commerce and storytelling around product, into a physical environment,” she said. However, “one size does not fit all,” said Propst when describing her brand’s marketing strategy across its channels, stressing the importance of a customized content approach per channel. Personalization is not only a marketing tactic, she said, but also a prominent product trend that particularly appeals to millennials who want to feel they’ve had a hand in making or designing the products they purchase.
Panelists Jung Lee, Debbie Propst and moderator Warren Shoulberg.
How does tabletop fit into the bigger picture? Propst believes that many home trends begin in tabletop. She explained, “If you are running a multicategory furnishings and accessories strategy, you have to be acutely aware of what is happening in tabletop, and be quick to react to applying those key trends to other areas of the business.” She observed that tabletop may even play a role in generating sales of larger investment pieces. For Lee, her store is distinctly designed to offer a sense of discovery and showcase products in context of how they can be used. She brings to the visual merchandising an eye and talent for entertaining, borrowing from her companion business, Fête, an event planning and design production firm. Find the audio recording of the seminar session posted on Forty One Madison’s Facebook page. FORTY ONE MADISON 11
NEW YORK TABLETOP MARKET® October 17 – 20, 2017 April 10 – 13, 2018
41 Madison Avenue, New York, NY 10010-2202 212-686-1203 www.41madison.com
NY NOW August 19 – 23, 2017 February 3 – 7, 2018 (dates subject to change) Laurie Burns Senior Vice President, Director www.41madison.com /company/forty-one-madison /fortyonemadison @41madison #tabletopny #41madison
Laurie’s Note Disruption. This word is seen in headlines almost daily – bandied about by Wall Street, marketers, and even consumers. Disruption is not merely about change; it is about innovation and the change (sometimes radical, often accelerated) accompanying it. This century, what tops the disruption caused by the development of the internet in affecting how we shop? And just think about the ripple effects…how it impacts what manufacturers decide to produce…how goods are delivered. Resilience is required for survival. With some factories in the We’re serving up revealing interviews and “dish” with some of the tabletop industry’s most illustrious design talent at Table 41. Click on http://41madison.com/t41.html
tabletop industry humming since 1702, it’s to their credit that they’ve embraced disruption, faced the challenges and are meeting the continually changing demands of the marketplace with saleable products plus quick-ship logistics. Our illustrious seminar presenters touched on these issues. Highlights from their keen observations can be found on page 11. Lastly, over the past year here at Forty One Madison we’ve experienced a spike in overseas brands either opening showrooms or finding import partners. It’s another indicator that the U.S.A. is as strong a bet as ever for the next 12-18 months as a center of commerce in our category.
Laurie Burns