Monthly Issue
From Home Furnishing Business
June 15,
2023 by HFBusiness Staff in Business Strategy, Industry 
Form vs Function
The longstanding battle between fashion and functionality has never been more evident than in reclining furnishings. Consumers are embracing the influx of stationary upholstery-inspired styles yet overstuffed traditional motion frames retain their place in the market. Similarly, demand is great for power motion innovations, yet manual recliners still dominate entry level price points. The fashion factor ensured by hidden buttons, cupholders and features is prized, while conversely, at the other end of the spectrum fully lit tabletops and worksurfaces are popular. When it comes to scale, more is more for consumers who equate volume with value. At the same time, many motion manufacturers are finding success with smaller silhouettes targeting apartment dwellers and downsizing boomers.
Design Options
Design directions in recliners and reclining sofas and sectionals continue to mirror the trends in stationary upholstery. “The cover is essential,” explains Marietta Wiley, vice president of merchandising and product development for Parker House. “Consumers are looking for fashionable fabrics on motion like what they’re seeing in higherend stationary upholstery—interesting textures and soft, lofty constructions.”
From sleek European styling to classic chesterfield tufting, reclining furniture encompasses every major design style. Contrasting welts, decorative stitch patterns, leather and mohair trims, and unique nailhead options are additional elements being used to elevate and distinguish motion designs. The result is an ongoing acceptance of motion sofas and chairs and their promotion from mancaves and home theaters to the living rooms of America.
This growing array of reclining options is resonating at retail. “Today’s consumer loves the ability to personalize sectionals to the perfect size and angles that enhance their living experience,” explains Anthony A. Teague, executive vice president of Jackson Furniture.
Statistically Speaking Post-pandemic sales in the motion category are holding steady. According to a FurnitureCore, Inc. survey developed by Impact Consulting Services (parent company of Home Furnishings Business), the combined upholstery category (stationary + motion), as a percent of total furniture sales, is holding at 34.1% in the first quarter of 2023, compared to 34.7% at the end of 2022 and 34.2% in 2021. Motion upholstery comprises 36.9% of all upholstery sales this year through the end of Q1—unchanged from its 2022 yearend share of 36.9% and down slightly from a 37% share in 2021.
As expected given macroeconomic changes, annual growth projections for the category are slowing. Motion upholstery is tracking 3.9% growth year to date in the first quarter of 2023—equal to the stationary upholstery category for the same time period—but down from 7.8% growth in motion sales in 2022, 24.7% growth in 2021, and 21% growth in 2020.
March 27,
2023 by HFBusiness Staff in Business Strategy, Industry
While dining room furniture sales growth was down in the first quarter of 2022, it rebounded in the second quarter and climbed steadily throughout the year, finishing with 6.6% growth in Q4 over the same period in 2021.
Today’s top-selling dining rooms offer versatility and functionality. Expandable tables, including those with hidden table leaves, are trending as are customizable design options that allow consumers to choose their favorite finish, table size, and seating styles.
At Bellini Modern Living, the Lago table is popular for its variety of options, says Frederik Winther, vice president of sales. “In just 200 square feet, dealers are able to offer their customers a visually stunning dining table that expands three sizes, with a choice of four Italian ceramic tops and a choice of three sculptural bases.” Consumers love the durability and easycare of the ceramic tops featuring realistic stone patterns, and the self-adjusting/selfleveling system that automatically lifts the extra leaves hidden beneath the tabletop into place, Winther explains. Jofran’s Telluride Collection is all about scale as the dining table can be expanded to accommodate large groups with two breadboard extensions. “At 127 inches long with a relaxed Driftwood finish, it really makes a statement in any home,” says John Miranda, executive vice president of Jofran. Telluride’s coordinating bench seat option is another popular feature. Combining natural beauty and craftsmanship, Greenington’s Erikka dining collection is turning heads. Its solid Amber bamboo construction delivers a sustainability story that resonates with consumers while its streamlined designs complement an array of home décor styles. “We are very excited about the solid performance of Erikka as it has earned a place in our top sellers,” says Troy Lerew, vice president of sales.
Solid-wood construction is a key selling feature for many manufacturers. “Our Fall River Collection has been one of our best sellers because it’s hard to beat beautiful solid wood,” says Julie Grant, owner and creative director of Porter Designs. “All our wood designs are solid, and this set matches an entire collection that spans occasional, accent pieces and bedroom.
We find that buyers start with a few pieces and end up with the entire collection.” The Ziglar table from Fusion Designs is also revered for its solid wood craftsmanship. “Ziglar is a best-seller because customers immediately see the value in its solid wood, mortise-and-tenon construction, and love the fact they can choose from more than 30 hand-wiped finishes to suit their personal style and still have their dining furniture delivered quickly,” says Norm Schrock, sales manager at Fusion Designs.
Updated traditional continue to be well-received, as illustrated by Klaussner’s Trisha Yearwood Hometown collection. “We’ve seen very good traction on the Pennamon double pedestal table, it’s a classic look that’s been updated with a relaxed plank top and beautiful espresso finish,” says Ben Radoll, vice president of casegoods and import upholstery at Klaussner.
When it comes to personalization, the options are nearly limitless. At Wildwood, the Athena round table is consistently a best seller in its select line of customfinished furniture, says Meg Gilliland, director of marketing. “Its classic shape fits in a variety of settings, and the ability to choose any shade from Benjamin Moore’s array of over 3,500 paint colors gives designers more control over their colorways.”
The Phillips Collection is another supplier finding success with custom design options, says vice president Jason Phillips. “Our live edge dining table continues to thrive for several reasons: It speaks to our company’s ethos of sustainability and environmental stewardship which our customers connect with; it’s stunning in appearance, exceptionally constructed, and each one is unique. We sell each table as a one-of-akind SKU and it has taken years to master the procurement, drying, photography and technology required to support this sort of business, and ultimately packaging and freight to our customer.” The company is thrilled with the number of reorders and the positive reactions from clients on these unique models, says Phillips.
January 19,
2023 by HFBusiness Staff in Business Strategy, Industry
Health and wellness are taking priority in consumer spending and mattress makers are seeing their share of the sales. “Today’s consumers are looking for better goods because they understand how quality sleep benefits their life,” explains Mark Kinsley, president and CEO of Englander. The link between health and home has never been stronger and is generating increased consumer interest in the origins of mattress components. “With the heightened awareness of sleep and its link to physical and mental wellness, the appeal of natural and organic products in our homes now includes the mattress which we spend one-third of our lives on … and more people are willing to pay more for materials that are better for their health and offer luxury sleep comfort,” says Trina Solomon, director of marketing for Diamond Mattress.
Mattress sales continue to climb according to industry research. Estimates from the FurnitureCore model developed by Impact Consulting Services, parent company to Home Furnishings Business magazine—shows the bedding category grew year over year from $18.48 billion in 2020 to $22.56 billion 2021. This shows the bedding category as stable with approximately 12.9 percent of total furniture industry sales in both 2020 and 2021. Third quarter mattress sales in 2022 finished at $17.37 billion, a respectable 3.9 percent increase over the previous quarter’s sales. Growth measured year over year in Q3 was smaller, with a 0.7 percent increase compared to sales in the same period of 2021 ($17.26 billion).
While post-pandemic home furnishings sales have softened, the demand for wellness and health-related products continues to grow. Addressing these consumer priorities appears to be a key strategy for mattress makers working to retain their share of consumer spending.
November 30,
2022 by HFBusiness Staff in Business Strategy, Industry
As Americans spent more time at home during the pandemic, home entertainment furnishings received a sizeable share of home improvement spending. Industry research—from the FurnitureCore model developed by Impact Consulting Services, parent company to Home Furnishings Business magazine—estimates the entertainment furniture category grew an impressive 20.9% from 2020 to 2021. This double-digit growth compares to the strong, but not as astounding, 9.9% growth posted from 2019 to 2020.
In 2021, the entertainment furniture group finished at $6.92 billion over $5.73 billion the previous year. As with most categories, that dramatic growth has slowed in , yet the numbers are still positive with 5.8% growth showing from the first quarter of this year to the second.
New looks in media consoles dovetail with other casegood design directions and notably include wirebrushed, cerused, painted and clear finishes. Natural finishes and designs with a light, natural aesthetic are trending. Greenington’s best-selling Hanna console embodies this look and features a sustainable, earth-friendly Wheat finish crafted using heat, steam, and pressure to transform solid bamboo into a variety of tones. The environmentally safe finish displays a beautiful grain pattern with continuous color throughout the material.
“Hanna represents my commitment to working with Greenington to integrate sustainable and rapidly renewable bamboo material with minimalist design to evoke a powerful emotional response with high-performance consumer products,” says Greenington’s designer Jim Liu.
Console size is an evolving factor in the category, with larger sizes proving necessary to support larger TV screens. At Lexington Furniture, the 107-inch Artistica Signature Designs Logan media console is a best-seller and appreciated for its ability to anchor the 100- inch class of ultra-high-end monitors, says Robert Yount, president of Artistica. The growth of on-demand and digital programming and the subsequent decline of DVD-player usage has changed the styling of media consoles as well. While some console designs still feature open shelves or clear glass doors, the more popular look of closed-door cabinets has become predominant as multiple A/V component access is no longer required. This evolution in style has added versatility to the category as media consoles are increasingly being used in other areas of the home—and not just for displaying televisions.
“The Enrico entertainment center, which can fit in any room, reflects the next generation of home entertainment, and shows the versatility of our sleek and modern style,” said Frederik Winther, vice president of sales and marketing for Bellini Modern Living. “Younger consumers are minimalists, so entertainment centers tend to work better because they fit in a room easily and leave the wall space open. Enrico is our best seller because its contemporary features really speak to the modern-day consumer.”
October 4,
2022 by HFBusiness Staff in Business Strategy, Industry
Based on the FurnitureCore Model developed by Impact Consulting Services, parent company to Home Furnishings Business, research shows that the category has maintained its steady climb, finishing 2021 with $53.98 billion in sales and up from $43.34 billion in 2020 – a 24.6% increase. Although skyrocketing demand across all durable goods is settling down, upholstery sales in the second quarter of 2022 were still 4.6% higher than the previous quarter and 3% higher than the same quarter in 2021. With sales of $28.01 in 2022 Q2 year-to-date, the upholstery category accounts for 34.9% of the total furniture industry.
While comfort is no stranger to the world of motion furniture, manufacturers are placing great importance on bridging comfort and style. “Comfort drives our business,” says Anthony Teague, senior vice president of sales and merchandising at Jackson Catnapper. “Aesthetically, we continue to pour our efforts into creating motion that does not look like typical reclining furniture. Catnapper has been the innovator of “pillowed motion” by utilizing the comfort of a classic motion frame core, adding a more current arm treatment and covering with stereotypical stationary fabrics.”
While sleeker, more contemporary designs have gained momentum over the last decade, the majority of consumers are still choosing comfortable, cozy pieces geared toward creating a space the whole family can enjoy. When consumers were polled during a FurnitureCore survey and asked which look they selected for their most recent upholstery furniture purchase, 56.79% selected plump, overstuffed sofas with deep seating compared to 43.21% who selected a sleek, tight body cover following the line of the furniture.
The desire for comfort has also pushed the rise in popularity for sectionals. In a survey from FurnitureCore, consumers were asked why they purchased a sectional sofa and 53.93% answered to have more seating capacity, 21.35% wanted to be able to rearrange seating set-up and 51.69% responded that the sectional matched their open room layout. The ability to customize sectionals is also a growing selling point for many consumers polled in the same survey. While 60.7% purchased the sectional sofa as it was on the sales floor, 39.33% chose to customize the product.
L & JG Stickley has found success with providing consumers the ability to customize. Regarding the company’s bestselling 7000 Series Sectional, Director of Product Development Paul Peters says, “Rather than searching endlessly for the perfect sofa, chair or sectional, customers can design a piece to their exact needs and specifications. They’re excited to choose their preferred arm style, back, base, and even seat depth, finish it in their favorite fabric or leather, and add decorating details.” Whether it’s customized from top to bottom or that perfect upholstery item found right on the sales floor, manufacturers and retailers are providing consumers with the ultimate choice of comfort.
