Posts Tagged ‘dining room suits’

Broyhill Launches WOW Sales Strategy

Monday, January 4th, 2010

LENOIR, N.C. — Case goods and upholstery resource Broyhill is set to launch a sales strategy it calls “WOW,” which is aimed at improving relationships with retail customers through a variety of merchandising, promotion and pricing initiatives.

The WOW strategy eventually will be rolled out by all brands owned by Broyhill’s parent Furniture Brands International, according to company officials.

“Broyhill is the perfect place to launch this strategy at the brand level,” said Ralph Scozzafava, FBI’s chairman and CEO. “Broyhill’s customer base ranges from single location independent dealers to national accounts. The consultative, fact-based sales approach that is the foundation of the WOW strategy works with customers at every level, and we maximize the upside leverage of this proven sales strategy by starting with Broyhill.”

The strategy consists of three core elements, which the company describes as Win at the Store, Own the Customer, and Work Together.

Mark Stephens, formerly vice president of national accounts at Furniture Brands, will shift to Broyhill to lead the sales team there.

“Mark has been the point person for rolling out the WOW strategy to Furniture Brands’ five national account teams, and their early success has been impressive,” said Broyhill President Jeff Cook. “It just made great sense to leverage his knowledge and experience to lead the Broyhill sales team in implementing the WOW strategy.”

Stephens is replacing Don Webb, who is leaving Broyhill to return to the West Coast to pursue other business interests in the furniture industry.

In addition to Broyhill, FBI’s key brands include Lane, Drexel Heritage, Henredon, Maitland-Smith and Thomasville.



‘Tis the season to be optimistic

Tuesday, December 8th, 2009

The holiday season is upon us and a new survey from American Express  reveals that 53% of consumers have intentions on spending more or the same on holiday gifts this year compared to a year ago. This is welcome news for economy and retailers.

According to Deloitte’s 24th Annual Holiday Survey, 54% of Americans expect the economy to improve in the upcoming year. And, this has consumers starting to show optimism in their shopping plans. In line with results from the American Express survey, 51% of respondents in Deloitte’s survey said they hope to spend more or the same on the holidays.

So, what will consumers purchase this season? The National Retail Federation found in their November Consumer Intentions and Actions survey that 58% of adult consumers plan to purchase clothing or clothing accessories as gifts, 55% plan to purchase electronics or computer-related accessories and 42% plan to purchase toys. More important to our industry is that 17% of adult consumers plan to buy home décor or home-related furnishings as gifts this season. And, even when the purchase is not a gift, Deloitte’s survey found consumers are willing to increase spending on home/holiday furnishings.

According to Stacy Janiak, Vice Chairman of Deloitte’s U.S. Retail division, consumers will continue to demonstrate a change in shopping habits, due to the economy. However, they now seem to have an interest in revisiting shopping categories they had previously placed on the back burner. “We have seen key economic indicators ease from their worst levels, helping to put more resources back into Americans’ pockets. As a result, a cautious upturn in sentiment may draw consumers out of their bunkers, turn their focus away from saving and debt reduction, and encourage them to do some holiday shopping for their homes, family and friends.”

What’s helping to fuel enthusiasm among consumers this holiday season? Some say the Internet and social media such as Twitter and Facebook have captured the consumers’ attention and brought excitement back into holiday shopping. According to, retailers are creating promotions and incentives to help Americans with their shopping this season. They’re jumping aboard, ramping up their web sites and increasing their use of social media in hopes that it will lead to more sales this season. In other words, they’re letting their online presence shine. In fact,’s eHoliday survey revealed 47% of online retailers will be increasing their use of social media this holiday season due to the consumers’ interest in these types of sites.

According to American Express, 79% of consumers intend to use the Internet as a holiday shopping tool this year and 45% will use the Internet to purchase items.

So, let’s be joyfully optimistic going into this holiday season.



Copeland Furniture wins Sage environmental award

Thursday, December 3rd, 2009

Manufacturer honored at AHFA’s Sustainability Summit

GREENSBORO, N.C. — Case goods manufacturer Copeland Furniture was named Wednesday as the winner of the second annual Sage Award sponsored by the American Home Furnishings Alliance and Cargill BioH Polyols.

Copeland was recognized at the AHFA’s second Sustainability Summit, taking place here this week. The Sage Award recognizes excellence in home furnishings through sustainable business practices.

For several years, Copeland has made case goods using wood certified by the Forest Stewardship Council, which has helped it win Silver Exemplary Status from the Sustainable Furnishings Council, of which it is a founding member.

Copeland now has eight product groups that qualify for FSC certification. The company sources a majority of its wood within 500 miles of its plant in Vermont.

Also at the Summit, Bill Perdue, vice president of environmental affairs for the AHFA, said that Kincaid Furniture would win the organization’s Environmental Excellence Award.

He also said that the AHFA’s Environmental Leadership Award would be presented to Lewis Herman, corporate environmental and facilities engineer at Kincaid, a La-Z-Boy division. Herman is responsible for environmental compliance, oversight and environmental stewardship for La-Z-Boy’s case goods group.

Kincaid’s Sustainable by Design program was the first case goods operation to receive registration from the AHFA.

Hickory Chair was named the first Sage Award winner last year.