Archive for February, 2012


Thursday, February 23rd, 2012

NHFA & WHFA to Launch New Magazine, RetailerNOW

HIGH POINT — The National Home Furnishings Association and Western Home Furnishings Associations are launching a brand new publication for home furnishings retailers. Written for, by and about the progressive leaders in the home furnishings industry, the new publications name, RetailerNOW, was a natural choice.

“For decades our organizations have focused on the needs of the members by providing relevant, targeted programs and services,” said Sharron Bradley, WHFA executive director. “The obvious next step was to deliver a more powerful educational and inspirational publication that links our community across regions, categories and the nation. This is who we need to be NOW”

RetailerNow is the magazine for today’s home furnishings professional. Developed for a specialized community, it will bring a unique editorial focus on progressive and relevant issues concerning the home furnishing industry, more often than not, shared in the retailer’s voice. “We are the only Association publication delivered to a dedicated member base nationwide, and we are taking our new role very seriously,” added RetailerNOW Editor, Melissa Dressler.

RetailerNOW will launch during the second annual Home Furnishings Industry Conference, May 6-8 in Palm Springs. Attendees to this event will be the first to experience this bold new publication offering a fresh perspective on pertinent issues affecting the home furnishings retailer. Events and surprises will be sprinkled throughout the conference in celebration of the magazines launch.

Marc Schewel, Schewel Furniture and current NHFA President stated, “By merging our efforts, NHFA and WHFA will be able to craft a better magazine to help our members while helping the industry move into the future. We are ready to change the landscape of our industry, and this is the perfect vehicle to do it.”

RetailerNOW will be published 10-times a year. For advertising and special launch issue opportunities contact Larry Carroll at lcarroll@nhfa.org, or Cindi Williams at cwilliams@whfa.org. For editorial opportunities, contact Melissa Dressler at mdressler@whfa.org.

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Thursday, February 23rd, 2012

Specialty Sleep Association Showroom Sets Record at Winter Vegas Market

25 percent increase in buyer attendance for SSA member exhibitors Innovation in bedding products drives buyer interest  

February 22, 2012—Members of the Specialty Sleep Association (SSA) are extremely pleased with record activity in the SSA’s multi-exhibitor showroom during the recent Las Vegas Market. Featuring 35 SSA members, the 20,000-square-foot showroom (C1350) posted a 25 percent increase in attendance in buyer organizations.

SSA President Dale T. Read said 675 unique retail buyer groups and designers visited the organization’s showroom during the Jan. 30-Feb. 3 event, compared with 500 and 540 at the past summer and winter markets, respectively. He said buyers are attracted by manufacturers showing a range of innovative bedding and related products, including “cool” sleep items, adjustable beds, certified organic mattresses, and more.

“It’s an amazing record, and several new exhibitors will be joining us for the next Las Vegas Market,” Read said. “We’ve worked hard to promote the space among a growing list of interested and prospective buyers. Product- and profit-differentiation are in demand by the bedding retailer and our exhibitors deliver that. The SSA member exhibitors can also meet demand for products that address a host of consumer end-benefits, many associated with better sleep, and that’s invaluable to dealers and their RSAs.”

California based Supracor, which has a worldwide patent for a fusion-bonded honeycomb foam technology, will be among the new exhibitors in the SSA showroom in July after showing in a different area of the World Market Center earlier this month, said Steve Landi, director of business development. “The level of foot traffic in the SSA showroom was significant and the staff is so welcoming and helpful,” Landi said. “You could feel the energy in the space. The SSA showroom will be best for us to exhibit in the future.”

Dreampur, a Spain based distributor of viscoelastic and memory foam pillows with offices in Florida, also committed to membership in the SSA and plans to exhibit in the association’s space at the next winter Vegas market. The company’s goal is to promote awareness of their brand to prospective North American customers. “It was our first market and so we did not realize the showroom existed for our industry,” said Lissette Villamor, national accounts manager, based in Miami.” We were impressed with the quality of the meetings we witnessed [among SSA exhibitors].We wanted to join immediately.”

Among current SSA exhibitors, reactions to the February event have been overwhelmingly positive:

  • Mike Echevarria, national director of sales and marketing, Forever Foundations, Orange, CA. (bed foundations and frames): “We wrote new business with good-sized customers and are busy following up on leads. There’s a big awareness about the SSA for a lot of retailers now, and they know to look there for the specialty items like ours.”
  • Angela Owens, owner, Suite Sleep, Boulder, CO. (organic mattresses and bedding for the whole family): “I think it is a great opportunity for small to mid-sized businesses to show in the SSA showroom, because retailers are looking for unique products to differentiate themselves in the market and the SSA showroom offers buyers a one-stop shopping experience for all things Specialty Sleep.”
  • Mark Miller, president, InnoMax, Denver, CO. (adjustable beds and bedding products): “When you think of air flotation, fluid suspension, gel elements, his and her adjustability, and a host of wellness benefits for an aging population, you realize that until all sleep is suspended animation, we’re not done yet. There will always be opportunities for innovation and new products. ”Miller additionally serves on the SSA Board of Directors.

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Wednesday, February 22nd, 2012

NHFA Partners with Web4Retail for Internet Marketing and Social Media Services

The National Home Furnishings Association (NHFA) is forming an alliance with Web4Retail to provide complete Internet Marketing Services to NHFA members.

The services include website development, search engine optimization, social media marketing, reputation management and email marketing. Members will select from a complete packaged offering or individual services. “Our membership has requested that we develop a program in conjunction with a provider to handle all aspects of internet marketing and social media”, says Steve Dehaan, NHFA Executive VP, “After an extensive search, our search committee determined that Web4Retail is the appropriate provider for the home furnishings industry.”

Web4Retail, a division of Keniston & Company, has over a decade of experience working with retailers and is an industry leader in technology and the internet. “Web4Retail and the NHFA are alike in that we are committed to the preservation of the independent retailer”, says Web4Retail President Denise Keniston, “This program has been designed specifically for the independent home furnishings retailer who has seen a drastic change in the manner in which the consumer shops the category, as well as changes to the competitive landscape.”  The program is currently in place and is available to NHFA members.

About NHFA: NHFA is the nation’s largest organization devoted to home furnishings retailers. NHFA’s membership comprises 2,000 corporate entities representing nearly 5,000 stores.
NHFA’s mission is to help our members operate highly profitable businesses that provide an exceptional level of service to the consumers who buy their furniture.
Web4Retail: A leader in web management for retail, Web4Retail (www.web4retail.com) provides website design, web marketing, SEO, social media and e-commerce services for home furnishings industry retailers.

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Tuesday, February 21st, 2012

Winter Las Vegas Market Strongest in Three Years, Bolstered by Double-Digit Increases in Attendance, Buyers, Exhibitors

New domestic, international buyers were difference makers

LAS VEGAS, NV —Feb. 21, 2012 —Winter Las Vegas Market 2012 far exceeded expectations with strong traffic and sales created by an uptick in consumer confidence, scores of new showrooms and the market’s distinction as the first major event for product introductions and buying in the western United States. Market officials reported significant attendance increases amongst retailers across all categories, interior designers as well as international buyers – especially those from Canada, Latin America and the Middle East.

According to Robert Maricich, CEO of International Market Centers, parent company of World Market Center Las Vegas, Winter Las Vegas Market 2012 was the strongest ever in three years.  “Given the depth of the recent recession, our success speaks volumes about improving consumer confidence and a resurging economy,” he said.  “According to our statistics, the recession is officially over in the eyes of the furnishings industry.  The energy at Winter Market was palpable. Buyers were buying, and ultimately, that’s what counts.”

Statistics from the five-day (January 30-February 3) Winter Las Vegas Market included:

  • 14 increase in attending companies as compared to Winter Market 2011
  • 27 increase in Latin American buyers and a 33 percent increase in Middle Eastern buyers compared to Winter Market 2011; almost twice as many Canadians attended than at the Summer Market 2011
  • 23 percent increase in buyers as compared to Summer Market 2011
  • 83 of the industry’s top 100 retailers attended
  • 31 percent increase in interior designers as compared to Summer Market 2011
  • 4,000-plus new U.S. buyers attended for the first time; 1,000-plus new International buyers
  • 71 percent of first-time buyers were from the Western United States
  • 58 percent increase in mattress buyers as compared to Summer Market 2011
  • 21 percent increase in furniture buyers as compared to Summer Market 2011
  • 19 percent increase in decorative accessory buyers as compared to Summer Market 2011
  • 9 percent increase in floor coverings buyers as compared to Summer Market 2011

The international event for home furnishings, gifts and decorative accessories industry attracted tens of thousands of professionals and is considered as one of the most vibrant furnishings markets in the world given the depth and variety of product offerings coupled with a sophisticated, highly-efficient buying experience.

Since August 2011, Las Vegas Market signed an additional 275,000 square feet of showroom and exhibit space to 257 companies. This included 236 new companies to the Las Vegas Market and 21 existing tenants that have expanded. More than 50 ribbon-cutting ceremonies took place during Market week, adding significant energy and buzz. In total, Las Vegas Market encompasses more than 5 million square feet of exhibition space across three state-of-the-art, interconnected buildings which feature more than 1,000 exhibiting brands and lines.

According to Maricich, the growth of Las Vegas Market exhibitors speaks to the Market’s overall value as a place where business is done.  “Las Vegas Market is where retail buyers and designers get their industry intelligence and pick up on the hottest design trends at the start of every year, drawing from thousands of products and manufacturers from around the world,” Maricich said. “Added to that is the incredibly appealing Las Vegas location that’s accessible and offers a mood that is unparalleled.”

The recent merger of the World Market Center Las Vegas complex and the most premier High Point properties, now forming the International Market Centers umbrella, is a positive force for the industry, Maricich said.  “The two Markets are now cooperating, not competing,” he said.  “It’s a union that has been a long time in coming, but one that is mutually beneficial for everyone in the industry.  We can now offer buyers, exhibitors and manufacturers the best of both Markets.”

New to Winter Las Vegas Market were notable power-houses like Bassett, which was not only showing at Las Vegas Market, but has permanent space IMC’s International Home Furnishings Center in High Point, N.C. “Bassett is one of the giants, a true bellwether in the home furnishings industry,” said Maricich.  “The company understands the value of having a strong presence at markets on both sides of the country, demonstrating the new synergy created by IMC’s merger of platforms in Las Vegas and High Point.”

Also debuting at Winter Market was the “Made in USA” pavilion, which featured an array of products made in America.  According to Maricich, buying local is a growing trend throughout the entire manufacturing and retail industries, and the home furnishings and gift sectors are no exception.  “American-made products speak to the growing sentiment of patriotism and are seen as a way to bolster the economy,” he said.  “The Pavilion proved to be incredibly popular with market attendees and was equally popular with overseas buyers.”

Yet another visible spring design trend at Market was color. “Color is everywhere this season and present in scores of showrooms,” Maricich said.  “It symbolizes the energy boost consumers are feeling and speaks to newfound hope for the future.”

Las Vegas Market kicked off with “First Look,” a biannual tradition highlighting trends and new product picks for Market. Celebrity designer Monica Pedersen of HGTV and home products/trends editor, Julie Smith Vincenti, guided attendees through a colorful presentation that featured everything from Pantone’s 2012 color of the year – Tangerine Tango – to the newest accents, patterns and trends.

LuxEco and One Good Design hosted yet another notable seminar during Winter Las Vegas Market. Designer Lori Dennis guided guests through an insightful panel on the growing concern for environmental issues amongst affluent consumers who are particularly proactive in their shopping choices. Accordingly to Dennis, “there were 186 green exhibitors at market this year. We continued to see an increase in eco-friendly products. This is a reoccurring trend that has staying power and something in which consumers are really interested. Las Vegas Market offered attendees a chance to learn more about what’s current in the design world.”

Across the exhibition floors, buyers and exhibitors were equally enthusiastic.

Bruce Cohenour, senior vice president for Bassett Furniture, reiterated Las Vegas Market’s high energy. “Las Vegas Market is an important audience for us to capture,” stated Cohenour. “On the first day alone, we had many new customers comment on how pleased they were with our products. We’ve aggressively added new offerings to our retail mix at this Market. Las Vegas has an energy you can’t beat. We were happy to be a part of a successful week of meetings and sales.”

“This was our first Las Vegas Market,” stated Cary Benson, president of sales and marketing for Palliser. “Our reps had 300-plus appointments, and the interest was so high, we were taking orders on Sunday – prior to the formal opening of Market.Las Vegas was definitely an order writing show.”

According to Matt Briggs, CEO of Four Hands, the company has been involved in Market since its inception.  “Our showroom presence has grown with our successes over the years. Once spanning only 8,000 square feet, we are now showing an impressive 20,000 square feet of showroom space. We continue to roll out new product collections to meet the demands of our customers. Las Vegas is a win-win for us.”

Brock Bogenschutz, director of e-commerce for Yosemite Home Décor said, “Vegas Market was exceptional for us. The dynamic was as strong as the product mix. Everyone loves coming to Vegas. We consider it our major Market, and we look forward to continuing to build on our success here.”

David Gebhart, CEO and president of Dallas-based Global Views, said Las Vegas has a zest about it. “We got to work hand in hand with our customers to educate them on trends and color palettes. There was a noticeable uptick in traffic and business in general. We were very pleased.”

Gary Gibson, vice president of sales for Sonax, said the company had 30 percent more appointments during the Winter Market.  “More appointments easily translated into more business,” he said. “We only participate in the two Las Vegas Markets, and there was noticeable growth this year.”

According to Jason Philips, vice president creative director for Philips Collections, the Las Vegas Market best reaches its west coast customers but also has growing attendance from east coast and international buyers. “The city has established itself firmly as a national and international Market,” he said.

Keith Koenig, President of City Furniture, makes the trip each market to see many of the unique suppliers that are in Las Vegas and to get a fresh look at new product. “Las Vegas has got a nice dose of west coast oriented companies which gives us a vision into what those companies think are new and fresh and stylish. It gives us a chance to see new vendors that might turn into a new resource. And we have so many important suppliers and important venders that introduce new product here. Even though it is more markets, it is helpful for the manufacturers to be able to show because they get a chance to present product in a different light.”

Carlos E. Capo, Executive Vice President of El Dorado Furniture, said his team loves coming to Las Vegas Market because they have the opportunity to see companies and product that they can’t see anywhere else. “We can talk with the vendors, see their goods and build a relationship. As an industry, we have to find what the customer wants even when they don’t know. This is something that Las Vegas Market helps us with.”

Toronto-based Patrick Kelly, Director of Cantrex’s furniture network and retail programs, noted the importance of Las Vegas Market for its members in western Canada. “We’re here shopping different manufacturers and products and working with them on different programs, so it’s very important for the West—but we’ve also had a lot of people from Quebec and eastern Canada so it’s been a good market. This markets stands out from other markets because the venue is awesome and it is so easy to shop.”

Lael Thompson, Chief Operations Officer for Sonshine Furniture Today Inc. which owns and operates the Broyhill Home Collections furniture store in Aurora, Colo. believes the formation of IMC is positive. “I think the investment of IMC was a major step for the industry as a whole. Instead of having competing markets or having to choose which market you would go to, we now have them organized by a single source. It makes it easier for me as a buyer and as a store. The furniture industry is a very fragmented industry and so to be able to have more unity in this industry during these tough economic times is extremely important.”

Other Market highlights included an only-in-Vegas conversation with Priscilla Presley, the Gift+Home Merchandising Awards, and an esteemed panel focused on Canada as an emerging international market, plus dozens of other educational seminars from thought leaders in social media, marketing and design. Hospitality at Las Vegas Market was top notch all week long with events such as the Gourmet Food Truck Festival, a Market kick-off party that transformed the courtyard into a four-wheeled fiesta for market goers. Attendees also started the day off right with a delicious Grab ‘N’ Go breakfast compliments of Las Vegas Market, provided each morning in the Grand Plaza.

To visit our online photo gallery for images from Las Vegas Market, please visit http://www.lasvegasmarket.com/gallery/lvm-winter-2012-day-1/.

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Tuesday, February 21st, 2012

Del Sol Expanding in Phoenix

Del Sol Furniture has bought a 25,000-square-foot former grocery store for a new furniture store in Phoenix’s West Valley.

The space is nearly double the size of the company’s largest store and is intended to expand their presence into an area currently underserved by home furnishing retail options. Interior remodeling on the space is currently underway with an expected opening by April of 2012.

While plans for the company’s growth were put on hold by the economic downturn, management is bullish on current and future trends in the market.

“We definitely held back when the economy slowed down, but we adapted and built a better foundation,” said Vice President Alex Macias . “When the opportunity for this space came along we saw the potential to better serve our customers as well as get back to our West Valley roots.”

Del Sol is looking to establish this anchor location as a flagship for the furniture brand. The concept will take advantage of the larger location to offer more product selection and provide a one stop shopping experience to a wider customer demographic.

In reaction to the economic downturn’s impact on the home furnishing and greater retail markets, Del Sol scaled back some locations and made efforts were made to broaden the customer base. Responding to the effects of the housing downturn, the company enhanced its finance offerings to help customers fulfill their furnishing needs.

“We understand that families have struggled, so we are excited to open this new location as a thank you to all our loyal customers and demonstrate our commitment to the Phoenix community,” said owner Rosa Macias.

Opened in 1997 as Muebleria Del Sol by Venancio and Rosa Macias, the company has grown to four valley locations including Red Tag Furniture at Arizona Mills Mall, which coincided with a rebrand from a mostly Hispanic market segment to a more general consumer reach. The company has evolved into a second-generation family-owned furniture retail business with son Alex Macias and daughter Minerva Macias-Maestas now at the helm.

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Wednesday, February 15th, 2012

The Sound of Revenue

Every day we are influenced by the sounds surrounding us; whether listening to a radio station or hearing a baby crying, it inspires our emotions. Even in our favorite movies we hear music in the background to create suspense, thrill, and loving moments for the audience. Each scene requires a different tone of music in order to sell the story. Retailers can incorporate this idea in their showrooms to gain more revenue.

Imagine customers relating their lifestyle to a room just by the sound of music from each showroom. Music enhances the experience of shopping because it influences a customer from the moment they step into the store. The tempo of music cannot be too fast or too slow because it will impact the emotions the customer has and might make them leave quickly or lose interest.

Just as each room requires different styles of colors and furnishings, the setting of each room requires a personal station that plays certain tunes that will connect a customer to the merchandise. For instance, a dining room should have different music than the bedroom. Music should be an accent to the décor of each room and contain a sense of belonging for the customers. The backdrop of music will create a vision for the customer with their family inside the showrooms, and encourage them to continue shopping. Rooms will come to life with the support of music. Customers will be able to identify their own style in each room.

Another benefit is to include in-store branding messages between songs for customers to learn about current sales, interest rates, delivery options and store policies. Employees will gain value from listening to the music stations by learning about current promotions, advertisements, and being entertained which could improve morale for the store. Background music will help create a professional relationship between the customer and employees in a positive environment. You turn your speakers into an additional sales tool that is considered by the customer as less intrusive and biased than a salesperson. The messages can plant the “sales seed” in the consumer’s mind that can turn into the sound of a ringing register.

Here are five tips on how music will generate revenue:

  1. Music will upsurge revenue by allowing owners to select the proper music for each showroom to showcase merchandise and grab the customer’s attention.
  2. Customer satisfaction will increase by identifying your brand with the customers.
  3. Employees and customers will be reminded of current promotions through music messaging.
  4. In-store messaging will advertise your brand only, and eliminate competitors.
  5. Using licensed music from a company will avoid any infringement fees that can be in excess of $100,000.

Elvia Medina, is a student intern at Sacramento State. Her focus is in Public Relations and can be contacted at medina916@att.net. For more information on music or messaging, contact Jim Mathews at Retail Radio, (888) 807-6863.

To find out about WHFA’s discount program with Retail Radion, contact WHFA at (800) 422-3778.

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Wednesday, February 15th, 2012

High Point Market Receives International Recognition for Social Media Program on Pinterest

High Point, NC, Feb. 15, 2012—The High Point Market has received international recognition as one of the top brands using the social media site Pinterest. Social media and branding experts such as Hubspot, Social Media Today, Likable Media, eModeration, and FrontLine touted the Market’s Style Spotters program as a unique way to take advantage of brand building on Pinterest.

Named alongside such top-shelf brands as The Today Show, Whole Foods, Pillsbury, and Random House, the High Point Market was listed as a brand that creatively used Pinterest as part of its overall marketing plan. Style Spotters, launched during the October 2011 Market, recruited home fashion trendsetters to showcase their favorite products and top trends from Market exhibitors on Pinterest, a website that lets users organize and share photos on virtual pinboards.

Pinterest has become one of the fastest-growing social networks on the Internet and is now driving more referral traffic than Google+, YouTube, Reddit, and LinkedIn combined.

“At the High Point Market we have a clear strategy for social media,” says Cheminne Taylor-Smith, vice president of marketing for the High Point Market Authority. “We use it to increase brand awareness, to build a community within the home furnishings world, to provide customer service and respond to feedback, and to quickly circulate information about the Market.

“There is also a less tangible, but no less important, reason that we use social media tools, and that’s to create excitement about the Market,” she adds. “We’ve done that at every recent event, from a flash mob in the fall of 2010, to viral behind-the-scenes videos in April 2011, to our Style Spotters event last October.”

The Style Spotters program will continue this April, with a new roster of trendsetters on the lookout for top products and trends. The Spotters will present exhibitors with signs that highlight the Style Spotter’s name with a QR code and URL for the Market Pinterest board. Market attendees can also participate by voting on the pinboards and products, generating “likes” or re-pinning.

Style Spotters are also promoted on the Market’s Facebook page and on Twitter, using the Market hashtag #hpmkt.

The April 2012 Style Spotters include:

  • The winning Style Spotter from October, Tobi Fairley, Tobi Fairley blog, @tobifairley
  • Crystal Gentilello, Rue Magazine, @CrystalG
  • Shay Geyer, Designer Detective, @designershay
  • Jamie Meares, I Suwannee, @jamiemeares
  • Jennifer Mehditash, Dec-A-Porter, @decaporter
  • Mat Sanders, Domino’s Quick Fixes, @thematfinish
  • Patricia Shackelford, Mrs Blandings, @mrsbdreamhouse
  • Traci Zeller, Traci Zeller blog, @tracizeller

To discover more about the Style Spotters, go to www.highpointmarket.org/stylespotters.

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Tuesday, February 14th, 2012

Furnish Your Anniversary

What if people gave a new piece of furniture or home decor for every anniversary instead of paper, wood or iron? We think the standards should change and people should use this list to “furnish” their next anniversary gift.

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Monday, February 13th, 2012

Casa Bella Galleria

Where Everybody Knows Your Name

The hit theme song to the 1980s sitcom Cheers ended with, “You wanna go where everybody knows your name…” which is exactly why the customers of Casa Bella Galleria keep coming back to the store. Opening in late 2004, Casa Bella Galleria has become family to its customers and transformed their living spaces into casa bellas (beautiful homes in Spanish and Italian).Located in Sacramento, Calif., Casa Bella Galleria offers customers impeccable design at an affordable price. Well-accessorized room vignettes greet customers and splashes of the latest color trends can be seen throughout the showroom. Husband and wife team, Shane Curry and Rhoda Santamaria, took their skills from other careers (marketing and advertising, respectively) and opened the store in a time where the real estate market was flourishing. “I realized I really had a passion for design,” said Rhoda. “Since the market was booming, we decided to open the store. Neither of us knew a thing about owning a furniture store. We went to a lot of seminars in the beginning, and I worked at La-Z-Boy for a year because they have a great training program. Working there made me realize that I really enjoy the furniture business.”

Over the years, Rhoda and Shane have learned the business and built relationships with their clients as well as local designers. This has helped bring in a steady stream of business, despite the decline in the economy. “We now have relationships with a lot of designers that always bring back customers, and those customers bring in new customers,” said Rhoda. “We advertise, but we have found most of our customers are return clients or referrals. We are like the Cheers of furniture stores, people come in here and we know their life story. At this point in time, we have furnished some homes twice already—they bought their first sofa when we opened and are now coming back in to purchase their second sofa.”

Along with Rhoda and Shane, their son and daughter-in-law work in the store. With only four people working in the store, customers have come to love and trust the consistency of who will help them when they walk in. “We are small, but we try to be like Nordstroms and take care of every problem as best as we can. We want to make everyone feel important. Also, I think we are consistent. Because there are so few of us, people know they are going to talk to one of the four of us when they need something—they won’t be shipped off to a customer service department. People appreciate that,” said Rhoda.

The team at Casa Bella has also realized that some customers are more willing to work with certain salespeople, and if a customer isn’t responsive to one person, the other takes over. “Because there are three of us [that sell], and we are all very different, we can take a shopper who comes in with the meanest look on their face and between the three of us, we generally turn the person around and they end up loving the store,” Rhoda added.

While Casa Bella Galleria has a great list of returning customers, they aren’t in the best location for attracting new business. “Rhoda is originally from Manhattan and saw a lot of potential in the neighborhood due to the rejuvenation that was occurring in 2004,” Shane said. “It was on a trend upwards and the city spent millions of dollars on the boulevard. By 2007, several developers had things in planning stage. Then the real estate market crashed. I think we suffered a little more of an impact because people were too afraid to move forward on their projects and just left the neighborhood.”

Even though many businesses have left, Shane is seeing signs of business starting to return to the boulevard. Not only is he hopeful about the return of business to his neighborhood, but the potential of the business excites him. “Even though we are in a recession, there is still a lot of potential,” he said. “I always feel like tomorrow things are going to break out and get better. We probably work harder than the average business at trying to make people happy. We often go above and beyond for our customers, and sometimes I think to myself, we don’t have to do it. But then you think, I am going above and beyond what is fair because I am building a future with this customer. It is the potential to grow, and the potential to have the right product to serve the people coming in. Our goal is to open another store in a different location, but the circumstances have to be right. It’s got to be the right location and timing.”

With the idea of a new store in the future, Shane and Rhoda have already figured out a plan to maintain what has made them so successful, their contact with their customers. “The goal would be to change this current location into more of a promotional furniture store, and maybe even some type of consignment store,” Shane said. “Then the next location would just duplicate what we have right now. Part of duplicating the store is to duplicate us, so the promotional furniture store would have to be staffed differently so we could be available to still work in the new location.”

The excitement and positive outlook that Shane and Rhoda have for the future will ensure they will one day be selling their loyal customers their tenth sofa.

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Monday, February 13th, 2012

AICO Honors Sales Representatives

Martin Ploy, Michael Amini, Brad Pyne, Chuck Reilly, & David Koehler

Importer AICO/Amini Innovations Corp recognized their top producing Sales Representatives during their annual Sales Award banquet held in Las Vegas last month. The most prestigious honor, “Sales Professional of the Year 2011”, was presented to Brad Pyne, who has been with AICO managing the New York and Northern New Jersey territory for over six years. Aside from his trophy award, Pyne received a brilliant white gold diamond ring recognizing his achievement. Senior Vice President of Sales and Marketing, Chuck Reilly said, “Brad’s drive and commitment has been key to our growth in the region, however the recognition that Brad received from his peers this past year as Dean of IHFRA is a true tribute to his makeup as a Professional.”

AICO President Martin Ploy presented the President’s Club award for outstanding sales achievement to Hank Butler, Mike Gray, Frank Lorenzo, Brad Pyne and Jake Salman. In presenting these awards, Martin commented, “the measure of success is not just in the volume of sales achieved, but in facilitating growth even in the toughest times. These gentlemen continually reinvent their sales approach to win in challenging times.”

Lawrence Pascal, who has managed the Canadian territory at AICO for over 12 years, was honored with the Spirit of Professionalism award, which is given annually to the sales professional who most exemplifies professionalism day in day out and in the management of their accounts.

In addition to these awards, there were awards given for Sales Achievement in both Top-of-Bed and Upholstery to several top producing sales professionals.

Michael Amini and Jane Seymour

Also on hand to congratulate the award winners was Michael Amini’s collaborator, Jane Seymour. Said Michael Amini, “I want to thank Jane for taking the time out of her busy schedule to join me in recognizing the outstanding achievement of our sales professionals. We are very fortunate to have such dedicated and well-respected professionals on our team. It gives me great pleasure to recognize their efforts and achievements.”

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