Daily News
From Home Furnishing Business
Hooker Organizes Sales Management on Geographic Lines
July 16,
2013 by Home Furnishings Business in Industry, Special Events 
The new structure is designed to position Hooker, Martinsville, Va., for future growth through enhanced planning, sales development, customer relationship building and service and marketing support.
“We’re pleased to announce a more unified sales management structure as we transition from a product and brand-specific sales management focus to a geographic focus," said Michael Delgatti , executive vice president of sales for Hooker Furniture, Sam Moore, Bradington-Young and Seven Seas Seating and president of Hooker Upholstery. “Under the new structure, each regional sales executive can speak and act on behalf of all four brands. Ultimately, this will help us achieve our goal of presenting one face to the customer.
“We believe the new structure will better leverage our management strength, strengthen dealer relationships and help us grow into a more complete business and marketing partner for our dealers, building on our long history as a product-driven partner.”
The sales management team will be led by Senior Vice President of Sales Ray Harm and consist of three geographic regions, each managed by a vice president of sales. Capitalizing on the extensive brand sales management experience within the company, each new regional vice president post will be filled by a company veteran:
• Frank Richardson , former vice president of sales for Sam Moore, will become vice president of sales—Northern Region.
• Craig Young , former vice president of sales for Bradington-Young, will become vice president of sales—Southern Region.
• Matt Cowan will continue his responsibility for national and strategic accounts while adding the role of vice president of sales-Western Region.
• To provide sales development support for the new sales management team, Hooker is creating the new position of director of sales development. Filling this key position and providing leadership as a liaison between the company’s sales, merchandising, marketing and sourcing teams will be Phil Garrett , former national sales manager for Hooker Furniture. Garrett also reports to Harm.
All new job assignments are effective immediately.
“We believe this new, integrated structure benefits sales representatives and customers alike and will streamline our dealer communications, planning and sales administration by enabling us to adopt common merchandising, marketing and customer service practices across our brands,” Delgatti said. "This will be particularly beneficial for programs such as our Preferred Partner Program (P3) and our national advertising programs."