Monthly Issue
From Home Furnishing Business
June 7,
2016 by in Furniture Retailing, Industry 
BY Trisha McBride Ferguson
While cocktail ottomans are gaining popularity as the place of choice for consumers to prop their feet or lay the remote, there’s no shortage of growth in the occasional table marketplace. From traditional to modern to farmhouse, today’s table styles help tie a room together while offering both fashion and function. No longer limited to identically matched sets of cocktail, end and sofa tables—consumers and designers are creating curated looks using carefully chosen tables to set a unique design aesthetic.
In 2015, occasional tables accounted for $3.3 billion in sales, a 5 percent increase when compared to sales of $3.17 billion in 2014. Sales growth in the category from 2013 to 2014 was notably lower at just 2.8 percent. In the overall home furnishings market, the occasional category accounted for 18.1% of total industry sales last year.
Greenington’s Rosemary Coffee Table
Edgy and eco-friendly, this coffee table is crafted of 100-percent solid bamboo. Its sophisticated lines reflect Mid-Century Modern influences. Suggested retail is $672.50.
Ferris Coffee Table NBWY-007 from Four Hands
The clever interplay of thick peroba wood slabs creates a modern take on the modular cocktail table. Its thoughtful design allows expansion from 48” to 76” wide. Suggested retail is $1,930.
Vanguard Furniture’s G231C Norma Cocktail Table
Part of its Barry Goralnick Collection, the Norma Cocktail Table features a metal base crafted in a French Brass finish. Its inlaid Agaria Marble Top adds both luxury and organic appeal. Suggested retail is $2,997.
Magnussen Home’s Bellamy T2491
Modern meets traditional in this stylish cocktail table crafted of pine solids and featuring brass hardware with a pewter overlay. Its classic scroll design gives it a timeless quality. Suggested retail is $
Stein World’s Vincent Cocktail Table 331
A table with a point to make, Stein World’s Vincent occasional group features a solid, inverted triangle-shaped base. It’s crafted in a mahogany tone finish and has a wood-framed glass shelf.
Ashley Furniture’s Traxmore Table T766-1
Wood and metal combine to create this unique cocktail table. Casual, medium-brown pine table tops feature removable wood serving trays and are supported by a slanted black metal base crafted from tubular steel and finished in a dark, textured, powder-coated finish.
Circles Cocktail Table from Hickory Chair
Inspired by an artifact on display in the collections of the New Mexico History Museum, this Made to Measure cocktail table is rich with historic influences. Its straight lines and clean silhouette give a nod to Arts & Crafts styling. Suggested retail is $3,225.
Klaussner’s Shoal Creek Cocktail Table
This multifunctional cocktail table is all about keeping clutter contained. It features a lift-top storage feature on one side and drawer storage on the other. Antique pewter metal legs and an “X” metal stretcher complement a light gray, ash finish and U-shaped drop bail pull hardware. Suggested retail is $
Jofran’s Beacon Street Cocktail Table 1649-1
Offering a new twist on a classic shape, this slatted-shelf cocktail table boasts a warm, multi-toned finish over solid acacia. It’s complemented by coordinating end, sofa, and chairside tables. Suggested retail is $199.99
Stickley Furniture’s 2016 Collector Edition Console
Equally at home in the foyer, living room or dining room, this console boasts dark copper hardware and three inlays made with sycamore, maple, cherry, makore, magnolia, and bird’s eye maple. Also includes back panel wire access cutouts and a power strip.
A.R.T. Furniture’s Epicenters Williamsburg Single Dresser
Featuring unique artwork created by a local artist and inspired by Brooklyn street art, this distinctive chest delivers plenty of charisma. Suggested retail is $2,079.
Borkholder Furniture’s Sienna Bench
Scaled for today’s living, this multifunctional bench features distinctive architectural elements. American-made and solid-wood, it’s shown in a brown maple finish. Suggested retail is $1,499.
May 19,
2016 by in Advertising, Industry, Product, Recliner
With the increasing demands of today’s overcommitted, technology-driven lifestyles, it’s no surprise consumers want to sit down and put their feet up. The motion upholstery category reflects this trend with 5.1 percent year to year growth from 2014 to 2015.
In 2015, total motion upholstery sales were $11.02 billion, with recliners’ share estimated at $4.74 billion. For the first quarter or 2016, the entire motion upholstery category is up 4.1 percent over first quarter of 2015.
While they’re looking for comfort, fashion and functionality are at the top of consumers’ shopping lists as well. Furniture designers have responded in a big way and are coming to market with a variety of styles, materials and options for every budget and décor style.
American Leather Comfort Recliner™
Featuring its best-selling arm style and a sleek tight back, the Fallon model shown here offers a variety of features and customization options including choice of chair size, arm and base, articulating headrest, and power or manual operation. Suggested retail is $2,999.
Bradington-Young’s Gallaway 3007
Offered in hundreds of cover options, the Gallaway 3-Way Lounger is shown here in an on-trend shade of gray (cover 9067-95) and is available in a variety of wood finishes with no upcharge. Suggested retail is $3295.
American Furniture’s 9930
Featuring a soft, tone-on-tone cover in Gazette Pewter, this timeless recliner continues to perform well on retail floors.
Flexsteel’s 1251 Brookings
This best-selling model is available as a handle-activated or power recliner and can be customized in a rainbow of leather or fabric choices. Suggested retail is $1,299.
Ashley Furniture’s 29501 Pranav
Consumers are responding to this updated twist on the traditional rocker recliner. The genuine leather model has sophisticated styling and contemporary flair.
Natuzzi’s ReVive
Designed to move with the user, this performance recliner intuitively responds to the body’s movement. Its innovative design ensures a seamless transition between body positions. Suggested retail is $2,500.
Craftmaster’s L361515
Classic never goes out of style, as seen with this top-performer from Craftmaster. Its rich brown leather cover is Galveston 08. Suggested retail is $1,199.
April 4,
2016 by in Industry
Area rugs can give bare floors a quick and easy makeover, and they can also be a great anchor for a well-designed living space.
In today’s home furnishings world, a great selection of rugs give retail sales associates a better opportunity for add-on sales. According to the most recent Home Furnishings Business survey of consumers, that’s just how people shop for area rugs—first, they buy new furniture; then, they buy the rug.
Nearly 75 percent of consumers said they chose their furniture first. Each of the consumers had bought a rug within the last 18 months. Another 17 percent said they reversed the purchases and bought the rug first. The other 8 percent bought furniture and the rug at the same time.
Perhaps the most concerning part of the survey for furniture stores is that consumers are bypassing the traditional furniture retailers when buying rugs and turning their attention and money to mass merchants like Walmart and Target.
Thirty-four percent of those surveyed made their most recent rug purchase at a mass merchant. Another 23.3 percent opted to buy from the nearby home improvement center—Lowe’s or Home Depot, for example. Even the Internet wooed a higher percentage of rug buyers at 13.8 percent compared to traditional furniture stores where only 11.3 percent of surveyed consumers recently bought their new rug.
When asked where they shopped for their rugs prior to purchasing, 16 percent said they’d looked for rugs at a traditional furniture store. The mass merchants garnered 29.7 percent of consumers shopping for their purchase, and the home improvement stores were cited by 20.5 percent of rug consumers.
Price sensitivity could have driven many consumers into non-traditional furniture channels for their purchase.
More than 42 percent said they spent between $100 and $399 for their most recent rug purchase. Another 35.2 percent reported they spent less than $100 for their rug. Another 12 percent spent between $400 and $799.
Consumers in the survey seemed clustered around a few trends. Neutral colors—beige, white, black, for example—were bought nearly six times as more frequently than other colors with 66 percent opting for neutral hues. On-trend blues, one of the more popular colors in home furnishings, came in a distant second at 11.3 percent, and greens followed at 10.7 percent.
A myriad of designs and patterns exist in rugs, but the largest segment of our consumer group, 29.6 percent, opted for solid rugs. Geometric designs followed at a distant second with 18.9 percent buying those patterns. Floral designs at 15.1 percent and traditional prints at 12.6 percent followed in third and fourth places.
Want More?
A more in-depth report on the rug category is available for purchase by e-mailing Laura McHan at Laura@FurnitureCore.com
5.7%
Percentage of 2015 industry sales attributed to rugs
$5.29 Billion
2015 rug sales
6.2%
2015 sales growth for rugs
What Suppliers Say
Kas Rugs’ Harbor
Hand hooked in China of polypropylene, Harbor works indoors or out. Suggested retail is $250 for a 5 x 8.
Surya’s Banshee
This hand-tufted rug is crafted of wool and viscose features shimmer. The abstract painterly motif in a soothing palette of neutrals and trending blues makes the rug very versatile and well suited for a variety of spaces. Suggested retail is $877 for a 5 x 8.
Jaipur’s Murray by kate spade new york
Retailers appreciate the ombré effect and the unique look of the hand-knotted rug. The rug is made of wool and eco-friendly bamboo.
Barrister by Capel Rugs
The menswear deign of the rug give it the chops to hold the focal point of a room. Its versatility allows it to fade into the background when paired with patterned décor.
Feizy's Brixton
Shown in Atlantic, the rug is inspired by the paintings of Tobias Tovera, making it an instant fan favorite. Power-loomed durability and a timeless design make this rug perfect for any room. Suggested retail is $422 for 5 x 8.
Loloi’s Fable Collection
The collection, designed by Justina Blakeney, offers chunky texture and vivid colors. The rug has generated interest as not only a floor covering, but also as a wall hanging and other unique uses. Suggested retail on a 5 x8 is $1,019.
nuLoom’s Felicity
Crafted of polyester, the blended soft corals and blues pop in the intricate design. Suggested retail is $179 for a 5 x 8.
Company C’s Passionflower
An all-over drawing of a bursting bloom makes a bold statement in wool. A classic drawing in updated colors. Suggested retail for 5 x 8 is $680.
June 11,
2015 by in Furniture Retailing, Industry
By Sheila Long O’Mara
Family rooms and living rooms would be lost without them. The occasional table helps complete a room by offering a perch for lighting, a favorite book and family photographs.
Those occasional tables — cocktail, end and sofa tables — also often serve as places to dine and hold beverages during casual get-togethers. They are an important part of homes and this year, the category has done well for furniture retailers by posting an increase in overall sales.
Last year, occasional tables accounted for $3.18 billion in sales, a 3 percent increase when compared to occasional tables sales of $3.09 billion in 2013. In 2014, occasional tables accounted for 15.48 percent of the overall industry’s total sales of $87.56 billion.
Looking back further into 2012, occasional table sales reached $3.05 billion. The increase from 2012 sales to 2013 sales in the category was 1.1 percent.
Home Furnishings Business’ most recent consumer survey showed revealed end tables as the big seller within the occasional table category this year. Slightly more than half (50.8 percent) of the consumers participating in the survey bought end tables within the last 18 months. That number is up from the 32.1 percent who purchased end tables in last year. In our 2014 survey, cocktail tables were the big purchase with 39.3 percent saying they bought that piece.
Sofa and console tables held relatively steady at 18 percent between surveys, and the purchase of nesting tables fell from 10.7 percent to 6.6 percent.
Traditional styling took the lead with consumers this year with 38.3 percent saying their purchase fell into the traditional family. Last year’s survey revealed that traditional styling garnered 27.5 percent of the dollars spent. Contemporary styling slipped a bit between surveys. This year, more streamlined, contemporary designs were purchased by 42.5 percent of those surveyed compared to 27.7 percent this year.
Country designs were in third place among styles that consumers bought this year with 14.9 percent opting for a more rustic feel for their homes.
Today’s tables on the market offer a variety of options including lift tops that can function as computer or tablet desks, as well as making for easy dinners in front of the television. Storage and seating are other available options.
Surveyed consumers crave the function, and the desire for tables that solve storage or other needs will continue to grow. According to the survey, function continues to trump styling in how consumers shop the category.
This year’s survey showed 68.1 percent of respondents put function first. Last year, function first garnered 57.5 percent of the responses ahead of styling.
When it comes to pricing, this year’s consumers were willing to pay a bit more for their table purchases. Thirty-four percent said they would pay between $250 and $499 for a grouping of occasional tables.
That’s up from last year’s survey that showed only 30 percent fell into that price bracket. Last year, 42.5 percent said they would be willing to pay $250 or less for a table group.
Bump up the pricing to between $500 and $999, and 31.9 percent remain willing to pay. Only 4.3 percent think an occasional table grouping should cost $1,000 or more.
Callouts
$3.18 billion
2014 total sales of occasional tables
3%
Increase in occasional sales from 2013 to 2014
15.48%
Percentage of 2014 industry sales for occasional tables
Want More?
A more in-depth report on occasional tables is available for purchase by calling Natalia Hurd at (404) 390-1535 or via e-mail at NataliaHurd@ImpactConsultingServices.com
What Suppliers Say
Legacy Classic’s 3100-466 Console
This multi-use console from Legacy Classic transitions easily for use in a variety of ways—an entry console, a sofa table or even in a dining room as a serving console. The piece features a drawer for storage, a bottom shelf and a touch lighting feature. Suggested retail is $1,499.
Ashley Furniture’s Norcastle
Traditional styling and a dark rich finish, give Ashley’s Norcastle a sophisticated look and feel. A cast filigree design is displayed under beveled glass. Suggested retail is $349.
Universal Furniture’s Put Your Feet Up Table from Paula Deen Home
Casual and comfortable, the Paula Deen Home Put Your Feet Up by Universal is warm and inviting. It offers great functionality with its versatile lift-top.
Suggested retail is $599.
The Egerton Cocktail from A.R.T. Furniture
A.R.T. Furniture’s Egerton cocktail offers a unique sliding top that provides additional storage, as well as a leaf extension for versatility in scale and function.
Suggested retail is $729.
Hollywood Swank table from Aico
Part of the Michael Amini and Jane Seymour Design collaboration from Aico the table features a scalloped-edge, polished stone top sitting atop a metallic painted finish apron and legs. Both the cocktail and end tables have smoked inlay glass tops. Cocktail retails between $999 and $1,199.
What Retailers Say
Harvey Ellis Storage Cocktail from Stickley’s
“I think it is so popular because it has storage capability and is a good medium scale so it works well with sectionals or sofas in television viewing areas.” Retail is $3,882.
Kelly Von Hemert
von Hemert Interiors
Costa Mesa, Calif.
Flexsteel’s Chateau Chair-side Table
“The size and color of this table” is perfect. The casual feel of the table works in a number of environments, and the two-tone finish adds a nice contrast. Retail is $249.95.
Dianne Ray
Garden City Furniture
Garden City Beach, S.C.
Ashley's T719 Cross Island Lift Top Cocktail Table Group
"It has a great oak finish with a blend of Mission and vintage casual styling … We show it on our floor three times—once each with motion, leather and with stationary (upholstery)."
Randy Coconis
Coconis Furniture
South Zanesville, Ohio
May 19,
2015 by in Business Strategy, Industry
By Sheila Long O'Mara
Father’s Day is just around the corner and the television airwaves and newspaper circulars are already touting the big day and Dad’s Chair as the perfect gift.
A fitting crown for the king of the household, recliners make for a great promotion during this time of the year. In fact, the kickoff to football season, Thanksgiving and the holidays seem to put the recliner front and center in promotions.
It’s an easy category for retailers to promote and a relatively easy category for consumers to understand and gravitate toward.
Recliner sales for 2014 increased slightly—2.87 percent—over recliner sales in 2013. Category sales last year were $4.51 billion; in 2013, recliner sales were $4.39 billion. Recliners remained steady accounting for slightly more than 5 percent of sales for total industry sales of $87.53 billion last year.
Today’s top-selling recliners seem to be generating a higher price point than those of year’s past when $299 and $399 were the sweet spot. No fear, those marks are still pulling in some volume—and they make for great promotions—but there is a slight trend in a higher price point.
Much of that swing can be attributed to consumers’ penchant toward the abundance of creature comforts and features available, including heat and massage, charging ports for electronics, better leathers and plusher fabrics.
In Home Furnishings Business’ most recent consumer survey, consumers ranked their top-wanted features they’d like to have in their reclining chairs. We asked them to pick their top four features they were most interested in for their recliner. An adjustable headrest and lumbar support landed at the top of the list of wanted features. Those support features were followed by heat and massage, hidden tables, storage drawer and a docking station for a smartphone.
While the majority of the consumers were pleased with their recliner shopping experience, they did face a few challenges. At the top of the list, they were somewhat disappointed by the selection of recliners from which to choose.
As is typical, the consumers also had a bit of sticker shock with pricing, and they had a hard time in distinguishing the differences between recliners. Those few stumbling blocks leave the door open for retail sales associates to explain the different features available in the different styles, and possibly the opportunity to upsell consumers into a higher ticket.
When it comes to shelling out dollars for recliners, the largest segment—41.2 percent—said they’d expect to pay between $300 and $599 for a recliner dressed in fabric. Another 35.3 percent said they’d pay between $600 and $999 for a fabric recliner. On the low end of the pricing scale, 17.7 percent said they’d expect to pay less than $300 for a fabric recliner.
Stepping up to leather posed a bit of a challenge in pricing for the surveyed consumers. More than 36 percent said they would be willing to pay only $50 more for a leather recliner, and 27.3 percent said they’d be willing to pay $100 more for a leather recliner.
When it comes to recliners, more than half of our consumers—53.6 percent—were most interested in traditionally styled chairs. Just over a quarter (28.6 percent) gravitated toward a more contemporary styled recliner.
Despite all the fancy bells and whistles consumers are demanding, they still like to go old school with the recliner mechanism. Nearly 68 percent chose lever-operated mechanisms as their preferred method for reclining their easy chair. Push-back mechanisms garnered 17.9 percent and power mechanisms took 14.3 percent as the preferred method to recline.
When asked about pricing and how much more they would be willing to pay for a power recline mechanism, 85.8 percent said they would only pay $100 more, and most of those—67.9 percent—said they would only pay $50 more.
When it comes to product warranties, most recliner consumers agree they matter. When asked whether or not they had a warranty on their chair, 64.3 percent said yes.
Overall, the consumers were satisfied with their recliner purchase. On a scale of one to seven with seven being “very satisfied” and one being “not at all satisfied”, more than 67 percent selected five or above.
Want More?
A more in-depth report on recliners is available for purchase by calling Natalia Hurd at (404) 390-1535 or via e-mail at NataliaHurd@ImpactConsultingServices.com