Académique Documents
Professionnel Documents
Culture Documents
Plaintiff,
Defendant.
PRELIMINARY STATEMENT
STATEMENT OF FACTS
has become known in the industry and among the consuming public
to the length of the mark's use claims that the mark was
Complaint. ¶8
QUESTIONS PRESENTED
functional?
secondary meaning?
Complaint?
ARGUMENT
on which it rests. Bell Atl. Corp. v. Twombly, 550 U.S. 544, 555
Shore Mkt.s Inc. v. J.D. Assoc.s, LLP, 213 F.3d 175, 180 (4th
and 41, and indirectly references them each time it uses the
v. Taco Cabana, Inc., 505 U.S. 763, 765 n. 1, 112 S.Ct. 2753,
Although the Lanham Act protects marks that consumers are likely
Wal-Mart Stores, Inc. v. Samara Bros., Inc., 529 U.S. 205, 213
trade dress, "a court must assess whether 'in the minds of the
itself.' Kramer, 783 F.2d at 449, (quoting Inwood Lab., 456 U.S.
Stores, Inc. v. Samara Bros., Inc., 529 U.S. 205, 214-15 (2000);
dress. Shevy Custom Wigs v. Aggie Wigs, No. 06 Cv. 1657, 2006 WL
which elements of the design are distinctive and how they are
(2009).
inference that: (1) its design is not functional; (2) its design
confusion.
Mkt'g Displays, Inc., 532 U.S. 23, 29-30 (2001). For Plaintiff's
10
Qualitex Co. v. Jacobson Prods. Co., 514 U.S. 159, 165 (1995)).
Act.").
11
for the Court to find that they are non-functional. The Amended
Laurent Am. Holding, Inc., 696 F.3d 206, 226 (2d Cir. 2012); see
also Yurman Design, 262 F.3d at 115 (noting that a product has
12
Monaco, 329 F.3d 359, 370 (4th Cir.2003); see also Devan
13
of sales of each model by year. There was also evidence that the
years, but that it had not been exclusive for the entire period
out, the only remaining factual allegations are that the design
14
Dynamics Corp. of Am., 975 F.2d 815, 826-27 (Fed. Cir. 1992)
15
that sells well does not support its claim of secondary meaning;
the source.
Court held that a furniture design that was not the subject of
16
2016, less than 3 years before this action was filed. Compare
17
1
https://www.horchow.com/Daphne-9-Drawer-
Dresser/cprod133220021/p.prod
https://www.horchow.com/Daphne-King-Bed-with-Cedar-
Storage/cprod133220015/p.prod
18
process is illuminating:
Ex. 2, p.2.
19
Ltd., 187 F.3d 363(4th Cir. 1999), the Court held that designs
Yurman Design, Inc. v. PAJ, Inc., 262 F.3d 101, 118 (2001)( "A
20
in the Amended Complaint2, and that photo does not contain any of
of secondary meaning.
2
"A.R.T. Landing Patents for Arch. Salvage Collection" (July 10, 2017), Exhibit 3, p. 28/50.
21
secondary meaning.
22
F.Supp.2d at 562.
confusion.
23
The accused dresser has a much simpler, open loop pattern with
in the center that lines up with a fluted design the divides the
left and right sides of the headboard. One accused bed has a
24
25
Paragraphs 24, 25, 39, 40, and 41, and indirectly references
them each time it uses the term "ARCH. SALVAGE IP" in twelve
patent rights, and that the designs have been granted patent
protection.
26
CONCLUSION
the pleadings.
Respectfully submitted,
27
L.R. 7.3(d)(1).
CERTIFICATE OF SERVICE
on December 5, 2018 using the CM/ECF system, and that the Clerk
Plaintiff.
28
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details
With ornate fretwork overlay, lambs tongue molding and bold carved acanthus leaf corbels
on the front pilasters, this dresser recalls the robust Neo-classical architecture of the
eighteenth century. The dresser is constructed of parawood solids and cathedral elm
veneers.
Handcrafted nine-drawer dresser.
Parrawood solids and cathedral elm veneers.
76"W x 22"D x 41"T.
Imported.
Boxed weight, approximately 235 lbs.
PARCHMENT
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details
The generously scaled bed constructed of parawood solids and cathedral elm veneers,
has a curved pediment, deep molding, a carved heraldic shield cartouche, and carved
corbels and acanthus leaf motifs. The broad footboard opens to reveal a cedar-lined
storage chest.
Handcrafted bed with storage.
91.8"W x 100.8"D x 76"T.
Hardwood solids and cathedral elm veneers.
Hardware and instructions included.
Imported.
Boxed weight, approximately 357 lbs.
CREAM
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Daphne 9-Drawer Daphne Queen Bed with Bernhardt Adelina California King Remberts Cane King
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ARCH. SALVAGE
Wirebrushing
Cowtailing
Padding
Glaze
Spatter
Hand Padding
Vintage glass door knob hardware Nailhead trim with gimp welt Elegant smoked glass finials Fold up and down seat on dining bench Sofa features built-in bookshelves. Deconstructed outback and hand
allows for easy entrance and exit. painted linen
Pendant Fancy face, high-low veneer top. Pattern Industrial X stretcher offers design and Storage footboard features cedar lining Nightstand features USB charging function. Metal accents
inspired by a provencial hardwood floor. support that mimics a cedar chest.
Bar pull Decorative caster Greek meander carving detail relief Pull out corbels and center posts support Tack detailing Touch lighting
carved into fronts flip top on server.
Benjamin Mirror
shown in 2802
Parch finish
Chambers Panel
Bed shown in
2802 Parch finish
Wren Dresser
shown in 2802
Parch finish
Gabriel Bedside Chest
shown in 2802 Parch finish
Chambers Panel
Bed shown in
2823 Mist finish
Gabriel
Bedside Table
shown in 2823
Mist finish
Pillow not
available
Searles Mirror
shown in 2802
Parch finish
Bryce
Upholstered
Panel Bed
shown in 2802
Parch finish
Grayson Dresser
shown in 2802
Parch finish
Gady
Nightstand
shown in 2802
Parch finish
Bryce Upholstered
Panel Bed shown in
2823 Mist finish
Adler Bench
233149-2817
69.625W x 21.375D x 26.5H Gabriel Bedside Table
Available in 2817 Cirrus finish only. shown in 2823 Mist finish
Classic bergere styling Grayson Dresser
adapted for bedroom use. 233130-2823
Beautiful Chesterfield tufting. 70.125W x 19.875D x 41.75H
Nailhead trim over gimp welting.
Shown in 2823 Mist finish.
Carved, French cabriole leg.
Also available in 2802 Parch finish.
Decorative lamb’s tongue molding
frames the bank of 9 drawers.
Inspired by wall paneling from the
Adam Bros. period. Ghost overlay
molding matched to drawer fronts.
Concrete top. Dramatic pilaster
with acanthus leaf corbel motif. Adler Bench
shown in 2817
14 | Arch. Salvage ARThomefurnishings.com Cirrus finish
Gabriel
Bedside Chest
shown in 2823
Mist finish
Gwynn Curio
China shown
in 2802
Parch finish
Mills Side
Chair shown
in 2817
Cirrus finish
Peace
Dining Table
shown with
2802 Parch
top and
2817 Cirrus
base
Reeves Host
Chair shown
in 2817
Cirrus finish
Fenton Mobile
Bar Server shown
in 2823 Mist finish
Hollis Counter
Stool shown in
2839 Cirrus/Mist
22 | Arch. Salvage ARThomefurnishings.com two-tone finish
Leoni Round
Dining Table
shown with
54" glass top and
2817 Cirrus finish base
Carr Buffet
233250-2802
66.5W x 20.125D x 94.625H
Carr Sliding
Door Buffet
233250-2802BS
66.5W x 20.125D x 40H
Available in 2802 Parch finish only.
Sliding door provincial style casual
buffet with a concrete top. Touch
lighting. Smoked glass finials. Drawer
storage behind doors. Can be used
as stand-alone or with Baker’s rack.
Gwynn Curio
China shown
in 2802 Parch
finish
Searles Mirror
shown in 2802
Parch finish
Carr Sliding
Door Buffet
shown in 2802
Parch finish
Burton End
Table shown in
2823 Mist finish
Burton Cocktail
Table shown in
2823 Mist finish
Jardin Sectional
shown in 5023AA
Mist finish
Edith Ottoman
shown in 5039AA
Jardin LAF Chaise Jardin Armless Loveseat Jardin Corner Chair Jardin RAF Loveseat two-tone Cirrus/Mist finish
533530-5023AA 533526-5023AA 533533-5023AA 533531-5023AA
36W x 70.75D x 30.5 56W x 44.75D x 30.5H 44.75W x 44.75D x 30.5H 62.5W x 44.75D x 30.5H
Also Available: Also Available:
Jardin Armless Chair Jardin LAF Loveseat
533528-5023AA 533529-5023AA
28W x 44.75D x 30.5H 62.5W x 44.75D x 30.5H
Jardin Sofa
shown in
5023AA
Mist finish
Townley
Entertainment Unit
shown in 2823
Mist finish with
2802 Parch back Mills Arm Chair
shown in 2817
Cirrus finish
Townley
Entertainment Unit
shown in 2823
Mist finish with
2802 Parch back
Harrison Loveseat
shown in 5002AA
Parch finish
Sloane Cocktail
Table shown in
2802 Parch finish
Sloane End
Table shown in Harrison Sofa
2802 Parch finish shown in 5002AA
Parch finish
Harrison Sofa
533521-5002AA
94W x 43D x 26H
Available in 5002AA
Parch finish only. Maggi Spot Table Moss Lamp Table Drew End Table
Contemporary track arm 233308-2839 233363-2823 233303-2823
sofa captured within 15W x 15D x 25H 26W x 26D x 24H 28W x 15D x 24H
a church pew inspired Available in 2839 Available in 2823 Mist finish only.
bookcase frame. Available in 2823 Mist finish only.
Cirrus/Mist two-tone European garden inspired mixed
finish only. Demilune shape with mixed media
media table. Metal supports. Carved
(metal/glass/wood). Smoked glass
Octagonal turned interior and exterior molding details.
finials. Scaled perfectly for use with
accent table with Glass top with smoked glass finial.
Arch. Salvage upholstered items.
concrete top
in two-tone
finish. Reminiscent
of a large
candlestick.
Bryce Upholstered Panel Bed, Queen ••Headboard features finely Benjamin Mirror ••1" beveled mirror Gabriel Bedside Table ••1 drawer Pearce Dining Table ••Extends to 136" with
233125-2802 tailored fabric upholstery 233121-2802 ••Ships with mirror-supports for 233141-2802 ••1 shelf; open 233221-2802 one 26" center leaf
233125-2823 with a contrasting nailband 233121-2823 mounting on the 233130 Grayson 233141-2823 area is 17"H 110/136L x 46D x 30.5H ••Can accommodate
67.875W x 95.5D x 78H and nailhead trim 46.75W x 3.75D x 58H Dresser or 233131 Wren Dresser 26W x 18.25D x 30.125H pages 10 & 15 six chairs without leaf
pages 7 & 8 Pearce Dining Table Top ••Can accommodate
pages 12, 13, 14 & 15
Bryce Upholstered Panel Bed, King 233221-2802TP eight chairs with leaf
233126-2802 110/136L x 46D x 3H
pages 18, 19, Reeves Host Chair ••Stylized
233126-2823
83.875W x 94.125D x 78H Pearce Dining Table Base 20 & 21 233200-2802 “deconstructed”
233221-2817BS 233200-2817 design features
30.125W x 82.25D x 27.625H 26.75W x 28.375D x 45.625H finely tailored
button-tufted fabric
upholstery with a
contrasting nailband
and nailhead trim
••Ships KD, 1pc/ctn
pages 11, 18, 19,
20, 24, 25 & 33
Grayson Dresser ••6 drawers Gabriel Bedside Chest ••Concrete top Leoni Round Dining Table Leoni Round Dining Table ••3/4" thick, tempered glass top
233130-2802 ••Top LSF drawer features 233142-2802 ••3 drawers with 54" Glass Top with 60" Glass Top (sold separately)
233130-2823 drop-front for use with 233142-2823 ••Features USB 233225-281754 233225-281760 ••Will comfortably
70.125W x 19.875D x 41.75H A/V component 39.25W x 20D x 33H charging 54W x 54D x 29.75H 60W x 60D x 29.75H accommodate four chairs
pages 12 & 14 pages 6, 8 & 16 ••Top of base features inset
54" Round Glass Top 60" Round Glass Top metal accents
100225-110054 100225-110060
pages 24 & 25
54W x 54D x .75H 60W x 60D x .75H
Leoni Round Dining Leoni Round Dining
Chambers ••Headboard features finely
Table Base Table Base
Panel Bed, Queen tailored fabric upholstery
233225-2817BS 233225-2817BS
233155-2802 with a contrasting nailband
25.75W x 25.75D x .29.25H 25.75W x 25.75D x .29.25H
233155-2823 and nailhead trim
75.5W x 100.75D x 76H pages 6, 7, 8 & 9
Panel Bed, King Adler Bench ••Backless bench
233156-2802 233149-2817 features finely
233156-2823 69.625W x 21.375D x 26.5H tailored button-
tufted upholstery Mills Side Chair ••Planked front and back;
91.5W x 93.25D x 76H
with nailhead trim 233202-2802 out-back features
Chambers Wren Dresser ••Concrete top 233202-2817 decorative “scroll” overlay
pages 14 & 15
Panel Bed, Cal King 233131-2802 ••9 drawers 22.5W x 24.875D x 43.125H ••Seat features finely
233157-2802 233131-2823 ••Top LSF drawer features tailored upholstery with
91.5W x 97.25D x 76H 76W x 21.375D x 41H drop-front for use with nailhead trim
A/V component ••Ships KD, 2 pcs/ctn
pages 7 & 8 pages 18-21, 28-32
Leoni Rectangular ••3/4" thick, tempered
Dining Table glass top (sold
233232-2802 separately)
100L x 48D x 29.75H ••Will comfortably
accommodate
Leoni Rectangular eight chairs
Dining Table Top ••Top of base features
233232-2802TP inset metal accents
100L x 48D x .75H ••2 bases must
Leoni Round be ordered to
Dining Table Base accommodate the
Mills Arm Chair ••Planked front and
(two shown) 100" x 48" glass top
Searles Mirror ••1" beveled mirror Gady Nightstand ••3 drawers Jackson Drawer Chest ••5 drawers 233203-2802 back; out-back
233225-2817BS pages 28, 29, 233203-2817 features decorative
233120-2802 ••Can be hung vertically or horizontally 233140-2802 ••Features USB 233150-2802 pages 11 & 17 25.75W x 25.75D x .29.25H 30 & 31 25.375W x 24.875D x 43.125H “scroll” overlay
233120-2823 ••Ships with mirror-supports for mounting on 233140-2823 charging 233150-2823
48.375W x 3D x 39.75H the 233130 Grayson Dresser or 233131 34.5W x 18.5D x 32H 45.625W x 20D x 58H ••Seat features finely
pages 8, 9 & 13
Wren Dresser tailored upholstery
pages 12, 14 & 35 with nailhead trim
••Ships KD, 2 pcs/ctn
46 | Arch. Salvage ARThomefurnishings.com pages 21, 26,
28-33, 40 & 41
Carr Sliding Door Buffet ••3 wood shelves with plate grooves Drew End Table ••Wood frame top Vaux Sofa Table ••Flip-top that extends top Moss Lamp Table ••Wood frame top
233250-2802 ••Concrete top 233303-2823 with tempered 233327-2817 surface area to 40" deep 233363-2823 with tempered
66.5W x 20.125D x 94.625H ••2 sliding doors 28W x 15D x 24H glass insert 60W x 20/40D x 30H when open 26W x 26D x 24H glass insert
••2 tray drawers with felt lining in the top ••Decorative metal ••Wood top and base with ••Decorative metal
Carr Baker’s Rack center drawer supports and decorative metal supports
233250-2802TP ••1 adjustable shelf, features wine storage ••Open storage structural support ••Wood base
Reeves Bar Chair ••Stylized “deconstructed” design 62.625W x 13D x 54.625H cleats on one side area is 17.75"H ••Open shelf storage; open pages 37 & 45
233209-2823 features finely tailored button-tufted
Carr Sliding Door Buffet ••Open storage area at ends with 2 fixed page 45 area is 18.375"H
24.5W x 25.125D x 46.125H fabric upholstery with a contrasting
233250-2802BS wood-frame-with-glass-insert shelves pages 32, 33, 41 & 43
nailband and nailhead trim
66.5W x 20.125D x 40H ••Touch operated LED lighting
••Ships KD, 1pc/ctn
pages 26, 27, 28 & 29
pages 22 & 23
Sloane End Table ••Stylized “parquet Burton ••Stylized “parquet floor” top Burton End Table ••Stylized “parquet
233304-2802 floor” top Cocktail Table ••Open storage 233364-2823 floor” top
Becket Dining Bench ••Planked out-back features decorative Wren Buffet ••Two french doors 24W x 28D x 24H ••1 drawer 233361-2823 ••Casters 24W x 24D x 24H ••1 drawer
233212-2802 "scroll" overlay 233251-2823 ••Two adjustable shelves behind each door, ••Open storage 50W x 50D x 19H pages 34, 35, 36 & 39 ••Open storage
233212-2817 ••2 flip-up double-wide seats 76W x 21.375D x 40 H features wine storage cleats on one side area is 11.4375"H area is 14.4375"H
88.125W x 23D x 29H ••Seat and in-back feature finely tailored ••One drawer behind each door pages 42 & 44 pages 35, 36,
fabric upholstery with nailhead trim ••Wood Top 38 & 39
••Ships Set-Up, 1 pc/ctn page 30
pages 30 & 31
Jardin Sectional
Jardin Armless Loveseat ••Down blend (5/95 50/50) Jardin Chair ••Down blend (5/95 50/50) Harrison Sofa ••Down blend (5/95 50/50)
533526-5023AA seat cushion and toss pillows 533503-5023AA seat cushion and toss pillows 533521-5002AA seat cushion and toss pillows
56W x 44.75D x 30.5H pages 34, 35 & 36 35W x 39.75D x 30.5H pages 38 & 39 94W x 43D x 26H pages 42, 43 & 44
Jardin LAF Loveseat ••Down blend (5/95 50/50) Jardin LAF Chaise ••Down blend (5/95 50/50) Jardin Ottoman ••Foam cushion Harrison Loveseat ••Down blend (5/95 50/50)
533529-5023AA seat cushion and toss pillows 533530-5023AA seat cushion and toss pillows 533504-5023AA page 38 533522-5002AA seat cushion and toss pillows
62.5W x 44.75D x 30.5H 36W x 70.75D x 30.5 pages 34, 35 & 36 30.5W x 22.5D x 18H 68W x 43D x 26H pages 42, 43 & 44
Jardin RAF Loveseat ••Down blend (5/95 50/50) Jardin Corner Chair ••Down blend (5/95 50/50) Crane Accent Chair ••Foam cushion Harrison Chair ••Down blend (5/95 50/50)
533531-5023AA seat cushion and toss pillows 533533-5023AA seat cushion and toss pillows 533534-5039AA ••Down blend (5/95 50/50) 533514-5002AA seat cushion and toss pillows
62.5W x 44.75D x 30.5H pages 34, 35 & 36 44.75W x 44.75D x 30.5H pages 34, 35 & 36 32.25W x 36.5D x 33.5H toss pillows 34.25W x 35.5D x 27H pages 42 & 44
pages 36, 37, 38 & 45
Jardin Armless Chair ••Down blend (5/95 50/50) Jardin Sofa ••Down blend (5/95 50/50) Edith Ottoman ••Foam cushion Coulter Swivel Chair ••Down blend (5/95 50/50)
533528-5023AA seat cushion and toss pillows 533501-5023AA seat cushion and toss pillows 533544-5039AA pages 37 & 38 533516-5017AA seat cushion and toss pillows
28W x 44.75D x 30.5H pages 34 & 35 97W x 44.75D x 30.5H pages 38 & 39 21W x 21D x 16H 31W x 34D x 35H pages 6, 7, 44 & 45
eLetter Subscription | Subscribe Now | Digital Edition | Buyers Guide | Research SEARCH
NEWS MARKETS PRODUCTS VIDEOS RESEARCH CLASSIFIEDS BLOGS CONFERENCES EVENTS BUYERS GUIDE
Opposites attract-ive
Casual, glam to dominate April case goods intros
Thomas Russell, March 22, 2016
HIGH POINT — Case goods introductions planned for the upcoming April Our lowest prices.
High Point Market offer a mix of traditional and contemporary forms that Instant benefits. Only at From
continue to bring casual looks to each style segment thanks to dry,
Marriott.com $364
distressed finishes that often highlight wood grains. JW Marriott Marco Island Beach
Resort
These wood grains, including varieties such as hickory, elm, ash and oak,
offer a visual palette that complements the drier finishes, adding a sense of VIDEOS
texture to headboards, table tops and corresponding case pieces. This dining table is part of A.R.T.
Furniture’s Morrissey collection. New City Furniture store is …
Made with primavera veneers, it
combines European, Art Deco and
West Indies influences for a casual,
urban glam appeal.
Glam also continues to play a role in case goods style direction this market, offering a mix of champagne, gold
and silver tones on pieces accented with materials such as mirrors, glass, stainless steel and stone. At some
resources, rose gold hardware also appears to be coming on strong as an alternative to champagne, silver and
stainless steel tones.
These and other designs were seen at the March 7-8 Premarket.
One of example of the glam-inspired introductions is Bernhardt’s Savoy Place, a 45-piece neo-traditional
collection that is made with quartered ash veneers and ash solids in a two finishes, a light brown mushroom
tone called chanterelle and a soft ivory.
These pieces are accented with nickel-plated, die-cast hardware in a bright silver finish and nickel plated metal
grill work as seen on a curio display cabinet. The collection also combines Greek key design elements seen on
hardware and the inlays on drawer fronts and table tops as well as some Chinese Chippendale influences. The
collection is further softened with raffia accents and case pieces covered in a damask-patterned fabric.
http://www.furnituretoday.com/article/529656-opposites-attract-ive/ 1/4
A.R.T.’s 41-piece Morrissey collection also has some urban glam elements that combine European, Art Deco
and West Indies themes.
It uses silver, coffee bean and neutral gray tone finishes over primavera veneers and parawood solids. It also
incorporates mixed media elements such as crocodile patterned leather, travertine stone tops, and plated metal
and glass accents on various pieces.
Hooker Furniture’s 75-piece Auberose collection has a mix of Tuscan and European country design elements
that give pieces an old world-inspired flair. This is seen on the shaping of tops of bunching bookcases,
computer credenzas, and on scrolled fretwork back dining chair backs, and the bases of round pedestal dining
tables. Shaping is also seen on the headboards of wood and upholstered panel beds and on a buffet with a
hand-painted scroll motif.
Finishes that include a main brown finish with heavy distressing and accent finishes of antique white and
charcoal add a timeworn, casual appeal to the collection.
Stanley’s 70-piece Juniper Dell offers a mix of 17th century English and
Our lowest prices. Instant
French country inspired forms that often take a more modern approach
thanks to painted finishes such as a highly chipped and distressed white
benefits. Only at
over maple veneers and a wood tone finish called English clay over Marriott.com
planked pecan veneers. A silver leaf accent finishes seen on a mirror and JW Marriott Marco Island Beach Resort
accent table base also add modern flair to these traditional forms.
From
Kincaid’s Greyson collection has Bernhardt’s 45-piece Campania collection bears rustic traditional elements. $364
European casual design elements. It Made with white oak solids and veneers, its traditional themes are seen in
is made from solid oak and solid the form of canted posts, acanthus leaf carvings and scroll details. But the
alder in a twotone finish.
forms are made casual thanks to the dry weathered sand finish with gray
undertones. These combine with accents such as cast crushed stone, turned metal, antique mirror and nickel-
plated die-cast zinc hardware for added and sophistication.
Kincaid also addresses traditional forms with Greyson, a European casual collection featuring solid alder bases
and frames in a dark painted finish and solid oak tops in drier wood finishes. Taking a cue from some of the
WILL TARIFFS AFFECT YOU?
construction elements seen in kitchen cabinetry and even the textured nature of some wood flooring, it features
mostly clean-lined forms as well as mitered, beaded edges on case pieces.
“It allows it to have a casual edge to it without looking old and tired,” said Max Dyer, vice president of marketing
for La-Z-Boy’s wood division, of the mix of the traditional yet casual forms.
Sister company American Drew is using fumed and anilinedyed veneers in its new AD Modern Classics and
Organics collections, both of which feature clean-lined forms that offer a dramatic wood story through such
treatments.
It incorporates various European architectural elements on various moldings and posts inspired by door frames HIGH POINT MARKET
and mantles as well as acanthus leaf around the perimeters of drawers, and planked details on drawer fronts
and table tops.
“We tried to capture a fresh perspective here with the color palette,” said Adam Tilley, vice president of
merchandising at A.R.T., adding that combined with the architectural forms and high-low treatment of planked
veneers “it makes a confident statement.”
Universal Furniture’s 25-piece Synchronicity offers contemporary casual design elements that incorporate mid-
century forms. Made with quartered ash veneers in two low-sheen finishes, it also features various mixed media
elements. Whether you made it to High Point for the latest
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“It is contemporary furniture made casual through the use of wood species, finish, metal and stone,” said Jeff
Point Market.
Scheffer, president and CEO. “We needed a good contemporary collection, and we as a company felt we would
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be more successful on the casual side versus slick contemporary.” See Live at Market Videos
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Universal’s Elan collection, meanwhile, incorporates Belgian inspired designs. Made with flat cut elm veneers, it
features design elements such as turned legs on tables and open fretwork design on side dining chairs. It also
features different finishes — Belgian wheat, mist and coriander — that often offer a casual two-tone effect on
various items.
“It is a familiar case form that with this finish (story) we think is exceedingly fresh,” Scheffer noted.
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SLF’s 90-piece Urban Vintage offers three collections that combine rustic and industrial elements, seen SEARCH
particularly in the heavy wood tops and heavy iron bases of dining tables and thick metal tubing on the
headboard and footboard of a wood and metal panel bed. The same collection is rich in accent pieces,
including a work table with a turnbuckle inspired base and various accent table and display cabinets.
Casual traditional design elements are also seen in Fairmont Designs’ Devonshire collection, as well as its
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Casual, coastal cottage inspired influences are seen in Hooker Furniture’s Sandcastle collection, which offers a
creamy white painted finish with some brush stroke and subtle rub through on birch veneers and poplar solids.
Its casual flair is further seen in woven sea grass accents seen on the headboard and footboard of a panel bed Like Page Sign Up
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moved her own furniture, and she is so
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HIGH POINT — Furniture for small spaces demands functionality and thoughtful design, but consumers living in
these spaces have the same desire for a custom look as their counterparts with larger residential footprints. Our lowest prices.
And contrary to what some might think, small space does not always translate into a small price tag.
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At the upcoming High Point Market, many upholstery and case goods manufacturers are offering small-space Fort Lauderdale Marriott Harbor
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product introductions, and representatives say they expect the category to continue to grow.
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From smaller tables with banquet seating to sofas that can “float” in a room, Fine Furniture Design is
developing furniture appropriate for smaller rooms as well as open loft spaces. Graham said retailers can
merchandise items in several configurations on the retail floor, accompanied by point-of-sale marketing
materials with floor-plans for various room sizes to show versatility.
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“When we are designing items like this, we no longer think about which particular room they will go in, but rather
the many different rooms they could work in,” he said. “For example, showing the Victoria Banquet seating in
different configurations on the floor along with various room scene photography helps demonstrate its versatility
in size as well as how it can be positioned in a room, whether it’s against a wall or floating in the room.”
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At A.R.T. Furniture, market introductions developed for small spaces include a variety of styles with creative benefits. Only at
features that allow the consumer to maximize functionality. Adam Tilley, vice president of merchandising, said Marriott.com
multi-functionality is one of the key design strategies.
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“It’s all about furniture that does double duty,” Tilley said. “In our new Morrissey collection, we pair items like the From
Trellis chair on casters and occasional pieces that have storage capacity with West Indies, Art Deco,
Neoclassical design elements.”
$449
The Arch. Salvage collection, A.R.T.’s second collection introduction, offers multifunctionality in pieces that
showcase a “discovered” design aesthetic.
“This group is about taking old elements and making them new, giving an authentic element to new furniture
pieces,” Tilley said. “But you have features like a dining bench that lifts up to make it easier to exit in tight
spaces and a footboard with a built-in cedar storage chest.”
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At Joybird Furniture/Four Studio, founder Josh Stellin said four “apartment size” collections are available.
“Reduced depth has been a key, along with smaller-than-loveseat widths,” Stellin said, explaining the defining
characteristics of the company’s small-scale line. “Generally, a 72-inch loveseat could be substituted for an
apartment size sofa; however, we saw demand in the mid-to-low 60-inch range.
“Before, you had limited options for a 64-inch sofa, but now with the scale of manufacturing, it’s been easier to
bring style to that market,” he said. “While homes are being constructed at similar sizes, more people are
moving back into major downtown areas where construction is booming. These spaces are a bit more confined
… People have a hard time visualizing these spaces at times, so the more we can do as an industry to show
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Manufacturers not traditionally known for small silhouettes also are bringing small-space furniture to the
showroom floor. At AICO, the Studio division includes modular components and “intriguing shapes mixed with
interesting fabrics and the signature Michael Amini details,” according to Laurie Phillips, vice president of HIGH POINT MARKET
upholstery.
“Different generations have different needs,” Phillips said. “Many Baby Boomers are downsizing due to empty
nests or even buying smaller second homes. Millennials are not buying large homes, if buying at all, and are
renting smaller spaces. Many large cities are building vertically, with smaller but highly functional apartments
and condominiums.”
Phillips said that she thinks the demand for small-space furniture represents an opportunity for manufacturers.
“We think demand for smaller-scale upholstery will be around for the foreseeable future, and we are continuing Whether you made it to High Point for the latest
our focus, with case goods and upholstery, for highly functional, flexible and better-end products. There is a lot market, or just want to see what happened, see
Furniture Today's coverage of the Fall 2018 High
of disposable small upholstery, but there are many consumers who want good quality, good design and good Point Market.
value,” she said.
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described as “lighter-scaled furniture with smaller dimensions.” The MC Avenue group has been well received
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“The generously proportioned European traditional and contemporary designs we’re known for are right for a lot
of homes that command that type of furniture,” said Will Sharp, president of Marge Carson. “However, we Furniture Today
about an hour ago
recognize that consumers of all ages in different stages of life have needs for well-designed, quality furniture
that is suited for a smaller environment.” Slim Furniture's sofas, chairs and
ottomans are designed to be taken
At Norwalk Furniture, small-space options include seating via sofas, loveseats and chairs, as well as a apart, reconfigured and moved ... all
hanging headboard collection. Additionally, a swivel chair group and accent ottomans extend the line’s without tools. “My 71-year-old mother
versatility. moved her own furniture, and she is so
proud of that," the company’s VP said.
“In recent years, we’ve seen a growing interest in smaller living spaces, extending all the way from the tiny
house phenomenon to ‘right-sizing’ of new home construction to apartment and condo living,” said Caroline
Hipple, president. “No longer do we see a strong demand for the mega mansion, but rather for much more
human, manageable spaces in new construction.”
Hipple said retailers can maximize their sales in the small-space category by showing products in multiple
ways. She added that the life stages of Millennials will continue to drive demand for new small-space products.
“Experience has shown us that retailers who display our swivel chair with a stationary chair of the same design
significantly increase sales for both swivel and stationary chairs,” Hipple said. “By offering options to the end
user, the consumer can see how to use them and better visualize it in their homes. The result is that they buy
more.
“We expect this trend to continue as the Millennial generation ages into their key buying years,” Hipple said.
“Not only will the dual-purpose nature of the pieces appeal to them from a financial standpoint because these
pieces are a smart buy, but also because this is the first generation that we’ve seen that is highly focused on
scaled-down living. The oldest Millennials are in their early 30s, and there are millions of them coming into their
best buying years within the next 10 years.”
“The demographics of the retired Boomer and the emerging Millennials all focus on smaller homes and more
flexible spaces within those homes,” Bartlett said. “These smaller spaces require triple-duty flexibility and
versatility.”
European consumers have long been accustomed to furnishing smaller spaces since expensive city addresses
often come with diminutive floorplans, and several suppliers with European roots are bringing the aesthetic to
High Point Market. In 220 Elm, for example, EQ3 is introducing configurable products that are customizable
with more than 140 fabrics and leathers.
“Solo, Stella and Salema upholstery collections are designed to accommodate smaller spaces, and we also
have a selection of dinettes that work great for smaller living spaces,” said Laura Spencer, wholesale sales
coordinator. “A lot of EQ3 productions are highly configurable which allows them to work in to the restrictions of
smaller footprints, specifically upholstery, shelving and dining items.”
Reverie is a small-space
sofa option by EQ3.
Innovation USA is a Danish company and has been developing multi-functional sofa beds for small-space
living since 1986. Innovation representative Tomas Nielsen said the company is currently offering three
individual collections that address the need.
“We have our U.S. warehouse collection named Innovation Home, and all of the products in the collection are
convertible sofas design and scaled for small-space living,” Neilsen said. “We sell to more than 300 dealers
nationwide from our U.S. warehouses.
“Our second collection is our direct container program from our own factories in China, where we offer an even
wider range of models, fabrics and detail options,” Neilsen continued. “On top of that, we have our very
successful OEM program where our in-house design team develops customer-specific designs.”
Neilsen said that Innovation is evolving its product line to meet consumer demand for additional small-space
options.
“As metropolitan-based new constructions are much smaller in footprint and the traditional way of living is
challenged, the house is set up in a more functional way and therefore, we see a demand for functionality and
space-saving furniture for the living room as well,” he said. “Over the last three to four years, we have branched
out and started to design functional furniture for the living room as well. One of the new introductions this year is
our Magni sofa, which is a queen-size bed, cleverly hidden in a sofa with feather seat cushions.”
At Vox, the Balance collection allows consumers to customize their furniture according to their specific space,
design and lifestyle requirements. Export Sales Director Lukasz Szymanski said the company’s customers “feel
a strong connection with our products as co-creators.”
“Apartments in big cities are very expensive, so every square foot is important,” Szymanski said. “The more
function you can have in one square foot, the more interesting and useful it will be. You are not using tables for
eating all day, so why not use it as a desk for part of the day and as a playground for another part of the day?”
“Merchandising is one of the most important issues,” he said. “You need to know how to create an exposition
display experience that will help customers dream about this particular room. Our customers are not just buying
tables or sofas. We help them realize their dreams about stylish, clever and functional interiors in the same
space.”
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HIGH POINT — Case goods resources showing here this week are employing different strategies all aimed at
boosting the presence of bedroom and dining collections on retail floors in the year ahead. Our lowest prices.
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Collections of all sizes are taking a mostly casual approach to the wood category, particularly with finishes. With Marriott.com $132
few exceptions, most finishes are lower sheen, which allows them to show off wood grains of species such as Courtyard New Haven at Yale
oak, walnut, ash and hickory. In other cases, the finishes have a washed look, marking yet another attempt to
attract consumers in different regions with lighter tones.
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Dealers will also see a number of new licensed lines as well as solid wood initiatives aimed at competing with
Amish resources.
Among the highlights in the lighter finishes include Universal’s Elan collection,
which offers 25 SKUs of bedroom, dining and occasional with Belgian design
influences and featuring a light finish called Belgian Wheat on flat cut elm
veneers.
This contrasts with the more contemporary Synchronicity, which is made with
quartered hickory and ash veneers in a two-tone soft brown finish called Horizon
and a lighter finish called Moonlight.
Hooker’s Auberose collection, meanwhile, offers select pieces such as a writing desk, executive desk,
entertainment console, buffet and round dining table and chairs in an antique white finish with hand-painted
details.
A.R.T. Furniture’s 36-piece Arch. Salvage offers lighter finishes that include Parch, a dry, open-grained casual
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Licensing leaders
Licensing continues to play a role in case goods, including in-line groups that are performing well at retail.
Perhaps the biggest launch in licensing this market is the new Rachael Ray Home collection with Legacy
Classic. It features roughly 100 pieces spread over three case goods collections covering urban modern,
Americana and casual contemporary style themes. In addition to the typical dining and bedroom pieces, it
includes other signature items such as kitchen islands and utility cabinets that offer both style and functionality.
AICO’s Michael Amini and Jane Seymour Design Collaboration, which is entering its seventh year, is launching
a new 25-piece addition this market called Melrose Plaza. Offering bedroom, dining and occasional, it plays off
similar themes in previous successes such as Hollywood Swank and Hollywood Loft with a clean-lined
contemporary lineup featuring mixed media such as crystal, vinyl and fabric combinations. It is also priced in the
same realm as Hollywood Loft and Glimmering Heights, which represents a starting price point for the line.
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Klaussner Home Furnishings is adding to its licensed Trisha Yearwood line with a new 31-piece wood collection benefits. Only at
called Music City. Made with oak veneers in a gray finish, it has more contemporary design elements that mirror Marriott.com
some of the styles Yearwood is said to have chosen for a new home in Nashville.
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Geoff Beaston, Klaussner senior vice president, described the finish as a flat sheen, transparent gray tone that From
allows the grain to show. He added that various pieces also are accented with brushed steel hardware and
other metal accents such as the Xs and Os in the headboard of a panel bed.
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“Trisha’s furnishings have been tremendously successful,” Beaston said of the licensed line introduced last
April. “She has a great talent for creating furniture that is as beautiful as it is comfortable.”
TV celebrity and designer Joanna Gaines is adding to her successful Magnolia Home line at Standard Furniture
this market and is adding a youth component as well called Magnolia Kids. Lexington Home Brands also is
adding a new Tommy Bahama Home collection, and Theodore Alexander is launching Califolio, a licensed line
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with designer Michael Berman that features a modern design aesthetic that combines with a southern
California-inspired lifestyle approach.
In addition to typical go-to resources in the solid wood category such as Copeland Furniture, Kincaid, Bassett
Furniture and A-America, others are getting into the solid wood category this market. That includes Hooker and
Fairmont Designs, both of which are launching new solid wood dining programs this market. In each case,
various tables are paired with a range of chairs and side pieces such as sideboards and servers.
“Customers are telling us they are having success with solid wood dining,” said Steve York, noting that the
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This nightstand, which can double as featuring four piece bedrooms retailing from $2,599 to $3,599, company
an end table, is part of the new CEO Wyatt Bassett said the collection is a “great value proposition” and
Whether you made it to High Point for the latest
licensed Califolio collection by one that offers retailers a compelling story. “If you are going to grow, you market, or just want to see what happened, see
Michael Berman at Theodore Furniture Today's coverage of the Fall 2018 High
just can’t fulfill a need, you have to fulfill a desire,” he said of solid wood
Alexander. Point Market.
bedroom. “It is about how do you make it a growing category – how can
you take the square footage in bedroom and make it a dynamic selling space?” Market news, click here
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Berg Furniture is also adding a solid wood youth program, with beds and bunk bed options made with solid
pine
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While some of this product aims to compete with Amish resources, some of those resources plan to compete
aggressively as well. That includes Conrad Grebel, which is launching three bedrooms and three dining sets,
each hitting new style categories and products, including transitional upholstered beds and live edge tables with Search for Products/Companies
different steel base options. “I believe this will be the market where we have put our best foot forward in new SEARCH
styling for a new audience,” said company President Chad Gascho.
Simply Amish, another solid wood Amish resource, has partnered with a Canadian showroom designer to offer
a full menu of accessories that dealers can buy just as it’s displayed. “A lot of stores try to put it together on Furniture Today
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their own,” said Kevin Kauffman, company founder. “This just makes it easy.”
For example, in addition to its Trisha Yearwood line, Klaussner is adding two new short bedrooms, including a Be the first of your friends to like this
glam-influenced set featuring mirrored accents and fret overlays on drawers that retails at $1,899 for four pieces
and a second Mediterranean influenced bedroom that starts at $1,599 for four pieces. In addition, Klaussner is Furniture Today
showing a dining set made with mango veneers built off a successful bedroom. about an hour ago
Wurster said he is optimistic about the show. “Even though we are hearing some parts of the country are slower
than others, we think retailers are always on the lookout for things they don’t have at the prices we have to
offer.”
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Market highlights
Furniture Today Staff, May 3, 2016
Several trends took center stage in a range of product categories — inspiring the imagination and attracting the
buyers’ commitment: from mirrored details to angular features, from strong blue to ruby red, from industrial Our lowest prices.
elements to gentle, white washed finishes. All that and more were highlighted at the April 2016 High Point Instant benefits. Only at From
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HIGH POINT – Case goods and upholstery manufacturer A.R.T. Furniture has promoted Adam Tilley to senior
vice president of product and marketing, a new position.
Tilley joined the company last year as vice president of merchandising for the company’s case goods division.
In this position, he has overseen the launch of several successful collections including the vintage-inspired VIDEOS
Arch, Salvage and the modern, glam-influenced Morrissey collection.
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In his new role, he reports to Jeff Cook, CEO and will lead the development of new
product, including collections. He also will oversee comprehensive retail and
consumer marketing initiatives and support, the company said.
“There is no question that in just one year Adam has had a major influence on the
growth and success of A.R.T.,” Cook said in a statement. “As we continue our
Adam Tilley
aggressive growth strategy, I am honored that Adam has chosen to take the senior
leadership position in setting the strategy for our entire product line and new product extensions. He has shown
incredible leadership, and I know that our retail partners really appreciate what he has done for them.”
Tilley said he looks forward to his new role with the company.
“I’m excited to continue to grow with A.R.T. Furniture and its exceptional team,” said Tilley. “My goal is to
continue to create inspired furniture that meets the retail and consumer demands in terms of style, aesthetic,
and functionality, as well as providing our retailers marketing support to help sell the product in their stores.”
At the High Point Market, A.R.T. is showing three new major collections at market, including Epicenters Austin;
Cityscapes, a comprehensive 45-piece collection with spa contemporary styling and the 54-piece Roséline
collection, which combines casual European traditional design and glam influences.
At the High Point Market, A.R.T. shows in space 200 of Plaza Suites.
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Furniture Today research shows that many homes built in recent years
have a formal dining room. However, some of those rooms are being used VIDEOS
The 920 dining set, from the Trisha
for different uses such as offices and children’s play areas.
Yearwood licensed collection by
Klaussner Home Furnishings, New City Furniture store is …
features a doubleped, trestle-base
table and a companion display china
cabinet.
For these resources and their customers, this raises some questions about the future for large scale dining sets
that in the past have made up the bulk of the formal dining business. Some case goods resources have shied
away from even using the term formal dining to describe how people live and gather today.
“People aren’t getting out the sterling silver, bone china and Irish crystal — if they have it at all — just once or
twice a year,” said Neil McKenzie, director of product development at Hekman Furniture, adding that the
concept of “formal dining is going by the wayside.
“But there is a family gathering table, which still requires sitting six or more people, that may be used in great
room combinations or in a large kitchen dining setting.”
McKenzie noted that Hekman, which once did most of its dining business in European and American traditional
styles, has approached the category of late by designing product that suits those “lived-in” areas in the home.
Its more casual styling and finishes can be seen in collections such as Wellington Hall and Lincoln Park.
“We have brought out more casual styles and finishes that can take harder
use where the family members or kids are at the table doing homework or
watching TV or doing projects on it,” he said.
Despite the shift in style, McKenzie said the scale has not necessarily
changed. Hekman still sells a number of 76-inch rectangular tables that
The 920 dining set, from the Trisha
extend to more than 100 inches.
Yearwood licensed collection by
Klaussner Home Furnishings,
“They want a table to gather the family, whether it’s immediate family or
features a doubleped trestle base
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Books or dishes
Phil Haney, president and CEO of Lexington Home Brands, said that at its upper middle to upper end price
points, its market is largely homes with a dedicated dining room.
As these rooms are often used for home office and homework, Haney
noted, they are accommodating more bookcase display types of units,
which Lexington also sells in its line.
“China cabinets are gone, but bookcases are in,” he noted, adding that
these pieces offer a vertical design element to the room that gives a library
type of appearance to the dining area.
The Rosedale table from A.R.T.
He also agreed that the styles and finishes are getting more casual in Furniture’s Epicenters Austin Our lowest prices. Instant
nature. Examples in its line include the Oyster Bay collection in Lexington collection has a wirebrushed finish benefits. Only at
and the Cypress Point collection in its licensed Tommy Bahama line. and is shown with spindle side
chairs. The table retails at $1,849.
Marriott.com
With its recent purchase of Artistica, the company also will soon offer large Courtyard New Haven at Yale
scale dining sets with more casual finishes than the Lexington line, which still develops a good number of
From
groups in its traditional to contemporary collections with sophisticated, and in some cases, higher sheen
finishes. $132
Casual style, finish
Among its collections that address some of the new direction in both style and functionality are Arch. Salvage,
Morrissey and CityScapes and Roseline to name several.
See the latest list of furniture-related items covered by
the proposed tariffs on Chinese imports. Furniture
These sets too offer tables that seat both smaller groups, yet have a leaf to accommodate larger groups of eight Today will continue to update this list as more details
to 10. are released. Check it out!
“We do a lot of business with open floor plan homes, and with those open floor plan homes, they need a bigger
HIGH POINT MARKET
table, Tilley noted. “But if you want to go big, it is important to be able to go small.”
Stanley Furniture also is known for its collection business, which includes formal dining. But while its footprints
can be considered formal due to their styling and scale, it too is offering its customers more casual looks and
finishes.
“The way we approach our collections is that we know people are certainly living more casual lifestyles,” said
Randy Wells, director of creative at Stanley Furniture, noting that the company designs formal dining as part of
a collection that is comfortable well-designed furniture and ties in with the company’s brand aesthetic.
Reflecting lifestyles
“This doesn’t just go for dining,” he said. “If you look at collections we have
done over the last five years, everything we have done has become less Furniture Today
formal and more casual or more livable. It is a reflection of how everybody 16,235 likes
lives today. … What has worked for us are things that are more livable and
more casual, and dining has followed along with that.” Hekman Furniture’s Wellington Hall
collection, this dining set is made
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Among the recent collections that reflect this pattern include Elan, a more with acacia veneers and has a lightly
European-influenced collection in a light finish, and Synchronicity, a distressed finish that emphasizes the
casual nature of the wood grains. Be the first of your friends to like this
transitional contemporary collection in a wire-brushed, low-sheen finish.
While Pulaski has developed more casual looks in its dining segment, the company still has a strong business
in the formal dining segment and develops sets along these lines with many of its collections.
“There is a perception that during the downturn formal dining was dead and it was all casual dining,” said Dallas
George, vice president of sales. “Like other things, it has cycled back and has not disappeared. … Consumers
still like formal dining.”
He added that Pulaski introduces more than one table with a collection, including a round and rectangular.
However, it depends on the collection, whether one or more of these get cut with the rest of the collection.
Geoff Beaston, vice president of case goods at Klaussner, said that the company’s bedroom business has been
stronger than its dining business.
Still, the dining category has gained some steam, particularly with its Trisha Yearwood licensed collections. This
is due largely to her appeal, not just as an entertainer, but as a celebrity cook.
“For the past three years, we have seen dining increasing,” Beaston said. “Dining has been a growing category.
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The 36-piece whole home collection is inspired by architectural features from old European structures and was
created to address the vintage, restoration and authenticity movement that has become increasingly popular
among consumers.
“We will aggressively defend our designs to protect our dealers against knock-offs should unauthorized
competition arise,” said Jeff Cook, CEO of A.R.T. Furniture. “We are also looking at worldwide patents to protect
our designs from all directions. Our proprietary design reflects how well our design team listens to our customer
needs and finds innovation solution to fit those needs.”
In addition to selling to U.S. retailers, A.R.T. Furniture has more than 50 retail locations in premium shopping
districts throughout all major cities in China.
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CLINT'S NOTES
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DOUBLETREE BY HILTON
BERKELEY MARINA, CA
Clint Engel FROM $103
Retail Road Trip: Bonus visit to Star Furniture
February 27, 2018
Among other things, the Texas retailer has been updating how it gets its message to consumers, investing a much An old reporter’s shorthand for new
larger percent of its resources to digital advertising, for example. It’s also working on expanding its store count in its technology terms
current markets and updating the existing stores.
That includes a remodel of the retailer’s 150,000-square-foot Park Ten flagship store, just now getting under way and
“expanding and balancing our assortments to cover more price points and lifestyles while continuing to be a
destination for upper moderate collections,” Price said.
I asked Price if any of these changes were in response to some of the things I’ve seen or heard about the
competitive Houston market before and during my trip — such as Gallery Furniture’s Made-in-America merchandise
strategy and the higher prices that come along with it or the possibility of value-oriented American Furniture DOUBLETREE BY
Warehouse staking a claim here.
HILTON BERKELEY
“While we are always respectfully aware of the competitive realities in all markets, our changes and updates are MARINA, CA
based on the goal to better serve the customer,” he said. FROM $103
“One of our ongoing priorities is to constantly improve our processes to address the changes of how the customer
wants to shop for furniture.”
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“Since October, there has been an increased demand for items to replace furniture that was damaged during the What a difference four years can make
hurricane,” he said. “This should continue to be the case for the next several months as homes are repaired and
This Week's Picks: A Bright Birthday Gift, a Cozy
become habitable.” Candle and a Fun Way to Play with Your Food
Day 5: DirectBuy
But DirectBuy was eager to get its first new U. S. location open quickly to help those recovering from Hurricane
Harvey. It soft opened the design center about a month ago and reached out to thousands of former club members in
the area offering a free first year of membership just as it readies for a rollout of new design centers across the
country. For the grand opening Friday, the design center attracted nearly 400 people.
And yes, they’re going to be called design centers — like the six design centres in Canada with a slightly different
spelling — not DirectBuy “clubs,” like the old DirectBuy use to operate through a mix of corporate and U.S.
franchised locations.
A black leather living room group from Palliser is one of two living room groups on
display.
Indeed, there are a lot of differences between the old DirectBuy and the new one, acquired out of bankruptcy last
year by CSC Generation. Among other things, the new DirectBuy will have only corporate-owned locations, no
franchises. And the membership fee is more affordable for a broader swath of the population — $999 for the first
year (initiation fee) and $298 annual renewal, compared to a wide range of higher prices before.
In Houston, under the old franchised club system, a prospective member might have plunked down $5,000 for the
first three years of membership and then $200 to $300 a year after that for annual renewal.
As I’ve been reporting on this new DirectBuy and its expansion plans, several industry observers have told me that
they still don’t quite understand the business model. In the past, DirectBuy said it passed on wholesale pricing direct
to the consumer, apparently making its money via the thousands of dollars in initial membership fees. The new
DirectBuy, meanwhile, is still promoting wholesale prices, but its fee structure has been drastically cut.
I asked Meyer to explain how that could work, and as a former franchise operator and then corporate employee he
should know.
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“You might have eight to 10 people in the phone room, and they would be calling to set appointments. In order to
generate those leads to set those appointments, I’d have to be out at tradeshows every weekend. I have to be
putting out radio advertising, TV advertising. The marketing itself might cost me $80,000 to $100,000.”
A selection of mattresses from Tempur Sealy line the front of DirectBuy’s first U.S.
design center.
A club could have another three or four salespeople, either paid hourly or on some form of commission, which now
pushes the overall sales team to around 14 people, plus a manager, a catalog updater and some product specialists,
he said. Another three or four people might be working in the warehouse.
The design centers, meanwhile, are streamlined. “I’ve got four employees. Most of the IT stuff I can do myself or it’s
centralized,” he said. Instead of 150 locations with (at least) 10 service people each — 1,500 employees — we found
we can do basically the same things with 150 people in a centralized location because we can share the workload.”
And instead of rent for 25,000 square feet of space, DirectBuy is now leasing less than 4,000 square feet.
“If you look at … our furniture catalogs, we’re working right off of wholesale price lists. There’s no way to fudge those
numbers, no way to tack anything on,” he said. “When you see a purchase order, everything it itemized.”
There are other fees, however, including delivery and a handling fee. The delivery charge is subsidized, he said, and
the handling basically covers credit card charges, and a small percentage (say less than 2%) is for back office
support and just in case there are any issues down the road.
“On furniture sales there might be an 8% handling fee, but we’ve got credit card fees (to offset), the final mile home
delivery, things like that to deal with.” Meyer said.
In the furniture category, the final savings over retail range from about 20% to 50%, depending on the brand, Myers
estimated, noting that the margins are tighter on some lines (say Ashley) than on others (Jonathan Louis.)
Meyer said the last thing DirectBuy wants to do is have a member thinking he or she just saved 60% only to find out
it’s 10%, so the saving are always real and significant, he said.
“We still want to make sure by the time it reaches your home landed, you’re saving, 25, 30, 40%,” he said.
With four large stores slated to open here over the next two
years, Houston’s Exclusive Furniture has a big challenge on its
hands.
With the tagline “Where low prices live,” you might think that
challenge would come in the form of American Furniture
Warehouse, the Top 100 low-price leader of Colorado and
Phoenix that has confirmed it’s considering a move into
Houston and, in fact, negotiating for a tract of land in Webster,
Texas, just a stone’s throw from where Exclusive will open a Exclusive Furniture’s newest 53,000-square-foot Grand
Parkway store in Richmond, Texas, is the prototype for
52,000-square-foot store at the end of the year.
four additional locations slated to open in the Houston
market over the next two years.
But that’s not it, said Fawad Zavary, vice president of
operations for the family-owned retailer celebrating 20 years in business in June. Sure, AFW would present a
challenge, but Exclusive has seen tough competition before, with the entry of Rooms To Go and Ashley HomeStore,
for instance. And in each case business only grew.
The company his brother Sam started began as one small store inside a mall doing about $60,000 a month. By 2011,
the brothers had grown Exclusive to a $10 million business. And in 2017, with a little help from Hurricane Harvey,
sales reached nearly $40 million at six stores and a clearance center. (Exclusive is now owned by the brothers and
sister Fauzia, who joined a few years ago.)
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The biggest challenge, he said, is a people problem — recruiting the right talent across the board, from the
warehouse all the way to the store manager.
“The workforce in Houston in the retail industry already is very tight,” he said. Part of the problem has been the
improving energy market. This is oil country, and higher oil prices mean the energy companies around here are
fishing the labor pool, too.
An updated take on rustic with beefy Texas flair, is a hot case goods category for
Exclusive Furniture with product predominantly imported from Mexico and
International Furniture Direct.
So finding quality people who can follow Exclusive’s strict processes so the retailer can execute on all the other
things it’s trying to accomplish in this changing market place (like building the average ticket size in a retail world of
declining foot traffic) remains a difficult proposition.
“We constantly recruit and constantly train,” Zavary said. “I’ve had some salespeople who came from other stores or
different markets say, ‘I’ve never been trained this much in my life.’
Exclusive has two 15-year veterans dedicated to training new employees and current ones. For the new sales hires,
it’s a two-week program — one week to get familiar with the backend and procedures (how to schedule deliveries,
check stock, write an order) and a second on product knowledge. All salespeople receive additional training
throughout the year, usually during morning sessions and especially in categories where they may be struggling to
close the sale.
“The consumer already knows a lot because of the Internet. They’re able to shop and kind of know what they want.”
Zavary said. They come into the store, hold up their phones with a product they saw online and say they’re looking
for that or something similar. “They didn’t buy on the Internet because they really want that extra help,” he said.
And Exclusive needs salespeople who don’t hesitate, who can steer them in the right direction knowledgeably,
providing that better experience and added touch they came to the store for in the first place.
For now, Exclusive will continue offering bonuses to existing employees for good referrals, advertising its benefits
and the sliding scale commissions on the sales side that Zavary said adds up to better than standard market
compensation.
“We’ve been holding our own” on the warehouse side, after losing several late last year to the Hurricane Harvey
cleanup and construction efforts, he said. “But I could use another five or 10 salespeople and probably a couple of
drivers.”
It’s a challenge that’s only going to be multiplied by Exclusive’s appetite for growth.
http://www.furnituretoday.com/blogpost/15289-houston-day-1-supernova-and-y-y-y-lady/ 4/9
But I learn later that Mack’s day started with a speech to a realty
group and then a visit to Gallery’s Post Oak store, so he’s Mattress Mack was planning to make 100 follow-up
already had a busy morning. (Mack tells me since Hurricane calls Wednesday to customers who took delivery over
Harvey and all the national attention he and Gallery received, his the Presidents’ Day weekend. It takes about five or six
hours, he said, but it’s a guaranteed win. If the
public speaking engagements have quadrupled, and he’s on
delivery went well, the customer knows he cared
pace to do about 300 talks this year.) enough to call. And if there’s a problem, they know
he’ll fix it right away.
The second thing I notice is “Made in America” all over the store
and in all sorts of forms. There’s the Gallery Furniture Factory, right off the front door, a room filled with a high-tech
CNC router, surrounded by wood and glass and a big sign overhead that says “Made in America, Not in China.”
American flags are everywhere, some backed by fans, so they’re waving proudly. A display of Amish furniture lets
shoppers know this product is “Imported from Absolutely Nowhere.” Television monitors on repeated loops explain
the quality of American-made goods and how they put people to work in this country.
Gallery devotes a large display of Made In America upholstery from Smith Brothers
of Berne in Berne, Ind.
One of the few things I can find that’s not made in America: a large full-circle slice from a 513-year-old bubinga tree
harvested in Africa in 2004. But even here, a lot of the historical notes pasted along the tree rings bring it home to the
U.S.A. — 1773, The Boston Tea Party occurs; 1865, Lincoln’s assassination.
And when I finally get some time with Mack, I notice how different he seems in front of a camera (louder,
enthusiastic, full of energy) from when he’s answering questions off-camera (quieter, more reserved, body relaxed,
practically sliding down the sofa). He sounds different, but his message really is the same.
It’s all about serving. Serving the community. Serving customers better by hiring salespeople who are better active
listeners. Serving experiences to visitors, not just furniture. And serving up something that may seem counter-
intuitive to some — higher-priced domestic goods — because, he, said, that puts Americans to work, “and I truly
believe work is life’s greatest therapy.”
The three-store Gallery started making the concerted shift to American-made goods about four or five years ago,
McIngvale estimated. It had to be gradual, like losing weight, he said, or it wouldn’t work. It took time to line up new
suppliers.
“And we’re working on some of our vendors that are making stuff
offshore to bring it back and make it in America,” he added. “Like
Flexsteel — it started making motion furniture in the United States, and
that’s a big deal to us.”
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It’s not that they can’t find solid middle-price goods here, either.
Gallery’s sofas start at $499 and run up to about $5,000, but “I think a
lot of people want to buy something they can be proud of and that’s
made in America,” he said. “I think we’re absolutely heading in the right
direction.
“When I was in high school, a nice car was $6,000. Now a nice car is
$60,000. And the price of sofa when I was in high school was probably
$799 and now it’s $299.
“That makes no sense,” he said. “What are we doing here? Maybe I’m
wrong, but I don’t think so. I’m here with these people every day. They
want something they can be proud of. They want something they can
use for years, and they want something that’s made in America.”
Gallery Furniture celebrates Jim McIngvale’s
If Mack is wrong, it’s yet to show up on the topline. Sales last year were birthday during the entire month of February
(he turned 67 Feb. 11), with cake for shoppers
up about 25%, he estimated, although he added most of the year-over-
and special pricing.
year gain followed Hurricane Harvey. This year to date, he estimates
sales are up another 20 % to 30%.
Gallery’s bestselling leather sofa is made by United Leather. It’s in stock for delivery today and sells for $3,500. If a
customer wants to special order it in a different color, that only takes seven to 10 days — another advantage of
buying American, McIngvale said.
“People think made in America hampers us, but it helps us,” he said. “We get faster turns.”
Don’t get me wrong. Pfeiffer is not complaining about better business, including — finally — in case goods.
“But if you own a business, spikes are bad,” he said. You can’t plan for them — at least not for the long-term.
For starters, there’ the unpredictability of how long a spike will last. Six months? A year? Two years? Pfeifer’s gut
tells him he’s in for two or three years of a Harvey-related business spike, but he doesn’t know for sure how that will
play out. Will it be a steady increase? Or will the tide gradually decline over time or return in fits and starts?
“We don’t want to get into a position where I have to buy another truck, hire more people and then, down the road,
lay them off when the cycle turns,” he said.
So instead, Homestead House is trying to handle the huge influx in demand with its current small staff of seven
(including the owners), and that’s just adding pressure to them all.
Take the delivery drivers, for instance, now under pressure to put the
furniture away in a warehouse and receiving area that already too
crammed with goods because consumers have purchased furniture
but still are waiting on contractors or money to rebuild their homes.
And the drivers also are pressured to find goods in the stacks when
an order finally is ready for delivery.
This week, Furniture Today ran a letter penned by Pfeiffer and his
wife and business partner Linda that spoke to this furniture storage
conundrum and the rebuilding delays and hardships still faced by the
Custom upholstery orders pile up in the receiving thousands of Houston-area Harvey victims — people Pfeiffer
area of Homestead House as Hurricane Harvey
believes some have forgotten now that the waters have receded and
victims put a hold on delivery because of home
the national news teams have moved on to other disasters.
rebuilding delays.
He knows retailers across Houston are doing their part, offering steep discounts, for instance, and storing furniture
for months on end. But he wants the supplier community to step up, too.
In his letter, he asks them to think about how they can assist these families better. I asked Pfeiffer if he has any ideas
in mind, and he mentions one right off the bat.
http://www.furnituretoday.com/blogpost/15289-houston-day-1-supernova-and-y-y-y-lady/ 6/9
This kind of direct marketing to consumers, calling out more than one retailer is not unheard of. Big auto companies
do it all the time, he noted.
“Why can’t furniture manufacturers do that?” he asked. “Lexington, Henredon, Ashley — I don’t care who the brand
is, whether we deal with them or not — let’s see the furniture industry have an outpouring of support.
But when she’s ready, she’ll be getting the furniture she needs, while SuperNova and the Abrahams get what they
need, too: that word of mouth advertising and 80% repeat business that’s been crucial to their own recovery.
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Tommy Leflein
Another great interview by Clint today. Keep them rolling!
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“A.R.T. Furniture has already established its position in the new traditional category with the Arch. Salvage and
American Chapter collections,” said Jeff Cook, CEO. “We wanted to design a well-researched group that
incorporated elements from hill country, low country, lake and shore lifestyles. It’s a style that touches the most
elemental of heartstrings, the pleasure of a relaxed sanctuary. “
The new group includes bedroom, dining room, living room, upholstery, entertainment, office and outdoor. The
whole collection is detailed with elements borrowed from architecture and traditional furniture. Dining chair
backs are clad in ship lapping, for instance, a technique seen in cottage architecture; headboards are stick built
in the traditional manner; and throughout the collection bold geometric overlays recall porch railings and garden
gates.
“Every room in Summer Creek stands on its own, but the whole collection flows together through a repetition of
scale, textures, finishes and interesting design elements,” said Cook.
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Weight watchers
Lighter scale – visual or physical – plays growing role in upholstery design
Powell Slaughter, August 28, 2018
HIGH POINT — A movement toward lighter visual and physical scales and Our lowest prices.
cleaner, airier silhouettes even with larger frames is filtering throughout Instant benefits. Only at From
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Neutral shades in fabrics and richer leather tones are another trend for
Sofas such as Alden Parkes’ Raphael
upholstery, again at a variety of price levels. address consumer interest in cleaner,
less fussy lines.
VIDEOS
Those are some overall themes gleaned from input from eight upholstery resources at price points from luxury
to medium.
Christopher Guy Harrison, founder and chief designer of luxury furniture manufacturer Christopher Guy,
believes lighter scales emerged from several factors that compounded the increasing introduction of Mid-
Century Modern-inspired and other cleaner, simpler style themes.
“One reason for the 1950s modern looks was a matter of raw materials,”
Harrison said. “Also, in China, manufacturing had been geared toward
what was needed for the export market. After the recession hit in 2008,
they had to focus more on their own market and that led to cleaner looks.”
Palliser’s 1000 sofa typifies the clean What he called “the Internet of things” also had an impact on scales.
look of track arms and no skirt on the
base. “The Internet compounded all this by creating demand for furniture that’s
easier to ship,” Harrison said. “Small, Mid-Century Modern became a cool
look for younger consumers, and manufacturers found it easier to make and ship.
“Mid-Century Modern allowed younger people to say, ‘This is what my grandparents had, but it’s still cool, and
it’s what I want.’”
Harrison noted that the American market still has a focus on comfort, even
as the lighter, design-oriented scales gain popularity. He made an analogy
to women’s shoe fashion.
“You have the stiletto heel; that’s fashion,” he said. “You have the flat; that’s
http://www.furnituretoday.com/article/556841-weight-watchers/ 1/4
Alden Parkes, a high-end whole home resource, also has seen more consumer interest in cleaner, less fussy
lines, according to President Lynn McArdle.
“Our customers are looking for smaller, tighter frames. Everyone is replacing the overstuffed look with tight
backs and seats, and we’re seeing rounded, rolled arms replaced by track arms,” she said. “Also, they’re
replacing skirts with visible legs and opening up space beneath the seat.”
“We’re seeing smaller scale sofas picking up in sales — more condo sized
80-to 84-inch sofas becoming important,” said Jeff Katz, vice president of
upholstery at Palliser, where sofa sales are strongest from $799 to $999 in
“With higher end, it’s all about customization, comfort and details. These unique qualities have continued to $132
build the upholstery manufacturer’s success,” she said. “In the medium to lower end, unique style and the ability
to provide customization have played a pivotal role.”
She credits A.R.T.’s success in the category to a focus on unique styles and details.
“These details include flange edge treatments, quilting designs and shaped frames with exposed wood, which
continue to give us a unique look through embellishments and design,” Alala said.
WILL TARIFFS AFFECT YOU?
A scale dichotomy
While smaller physical scales for sofas are growing in popularity, there’s
increased demand as well on the larger side, even if the visual design is
cleaner and lighter. Lessening in demand are those pieces that fall in the
middle.
That’s been the case over the past couple of years at another Canadian
The Chandon Droite from Christopher
upholstery resource, Décor-Rest, where sofas retail mostly around $999.
Guy is an example of light visual
scale in upholstery.
“We have seen direction on two lengths: the condominium sofa under 80 See the latest list of furniture-related items covered by
inches and growth for sofas over 100 inches,” said Christina Marzilli, managing director. the proposed tariffs on Chinese imports. Furniture
Today will continue to update this list as more details
are released. Check it out!
Scale also seems to be moving toward opposite ends of the size spectrum at high-end manufacturer Vanguard
Furniture.
HIGH POINT MARKET
“We are seeing trends toward small-scale living in urban areas. We are also seeing large-scale upholstery
being used as the comfort hub of the home,” said Andy Bray, president of Vanguard, whose sofas retail mostly
from $2,000 to $3,000. “These consumers are buying large sectionals with many pieces where the entire family
converges.”
Functional upholstery also is making waves at Vanguard and other manufacturers, particularly with upholstered
chairs.
Whether you made it to High Point for the latest
“Anything that swivels is selling,” Bray said. market, or just want to see what happened, see
Furniture Today's coverage of the Fall 2018 High
Point Market.
The same is true at Alden Parkes.
Market news, click here
“If it moves, if it swivels, it sells,” McArdle said. “We’ve taken some frames and made them swivel, and that’s See Live at Market Videos
See PBM's News Desk Video coverage
turned their numbers completely around. The other thing we’re seeing is frames with open space, with the
upholstery still built for comfort ”
http://www.furnituretoday.com/article/556841-weight-watchers/ 2/4
At more moderate price points, track arms are the No. 1 style on its sofas, but rolled arms — smaller in scale
than before — are picking up in sales.
Décor-Rest’s Marzilli noted that curves in sofas and sectionals account for most of the company’s action these
days. Furniture Today
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WILL TARIFFS AFFECT YOU?
“We anticipate a lot of growth for Vintage Salvage and Renaissance Salvage,” said Bryan Edwards, A.R.T.
Furniture’s president. “The visually striking and elegant shapes, beautiful details and fine finishes all align with
what our customers have come to expect from A.R.T. Furniture.”
With the Vintage Salvage collection, designs return to the traditional European elements introduced in Arch.
Salvage but in a new transparent umber finish. The new tones are applied to the collection’s parawood solids
and elm veneers.
“The deeper finish on Vintage Salvage makes a whole new design statement,” said Doug Rozenboom, A.R.T.
Furniture’s senior vice president of merchandising and marketing. “Arch. Salvage, offered in a Parchment finish, See the latest list of furniture-related items covered by
the proposed tariffs on Chinese imports. Furniture
has proven its appeal to consumers. With the addition of the umber finish on Vintage Salvage we have
Today will continue to update this list as more details
expanded our customer’s options in one of our most popular lines.” are released. Check it out!
Drawing specifically on designs from the art and architecture of the northern Italian area around Venice, the
LEADERSHIP CONFERENCE PHOTOS
Renaissance Salvage collection deviates from Arch. Salvage’s original designs more than Vintage Salvage.
Made of rubberwood solids and elm veneers finished in white and accented in silver leaf, marble and Venetian-
style glass, the collection focuses on repurposed Renaissance looks from Italy as opposed to all of Europe. Key
pieces from the collection include the Vitruvian bachelors chest, a serpentine-front chest with ornamental
scrollwork and a patterned marble top, and the Teatro panel bed, which is paneled at the headboard and
footboard with antiqued Venetian-style glass.
Pieces from all three collections will be on display at October High Point Market in the company’s showroom in
the Plaza Suites, 200 and 220.
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