Furniture Shopping Improves Again—Retailers Driving Shopping

Charleston, SC - February 1, 1999 — The National Furniture Buying Index continued its upward movement for 1999 by improving one point to 74 for February.

“We are pleased to see  furniture shopping holding steady above 70,” observed America’s Research group Chairman Britt Beemer. “But, there are several key reasons as to why this is happening.”

“First, futon retailers are driving sales more than consumers. This is actually quite good to see, but the impact of this force is somewhat lost unless shoppers themselves are the wave, and the futon retailers are the crest. When retailers are both the wave and crest, it does little better than maintain sales levels,” Beemer explained. “Furniture is still taking a back seat to buying a new home, or new car or truck.”

“While we see certain consumers spending more on furniture in 1999 than 1998, the number of individuals spending more remains stagnant,” he continued.

“And, we don’t expect to see an increase in store traffic in the first half of the year. It will take strong promotions on key merchandise categories to really drive up shopping levels,” Mr. Beemer concluded.

Britt Beemer is Chairman and Senior Research Analyst of America’s Research Group, located in Charleston, SC. ARG provides research design, process and analytical services to manufacturers and retailers of consumer goods across North America. Mr. Beemer is recognized as a premier retail marketing expert and has over twenty years experience in gathering, analyzing and interpreting consumer behavior data.

Sullivan Named Executive VP and General Manager of United Sleep Products

Paul Sullivan has recently been promoted to Executive Vice President and General Manager of United Sleep Products, Inc. In this new position Sullivan will be responsible for the general management of the company’s three locations, Denver, PA, Fort Wayne, IN and Leola, PA.

Sullivan has been with United Sleep Products for five years executing his responsibilities as Vice President of Sales and Marketing. During that time the company has experienced tremendous growth in both the bedding and Simmons futon business.

Sullivan will lead the organization to new heights in sales and customer service with an increased concentration on quality and process improvements.

Harlee Expands Sales Team to Better Serve Retailers

Harlee International, a seventeen year veteran of the futon and furniture industry has expanded its sales and support staff to better serve futon customer.

New to the Harlee family are the team of Dick Baker and John Erlich who will be serving customers in Arizona and will also act as Harlee’s conventional bedroom specialists. Also new for Harlee in the Mid-West is Brent Grahms and Mid America Marketing. “Dick, John and Brent are true professionals who are well known and respected in the furniture industry. They will be using their years of experience and expertise to assist the Harlee retailer,” said Steve Leichter, President of Harlee.

Now representing Harlee in the New England area is the Harvey Bigelow Company. “We have had a good relationship with Harvey Bigelow for some time ,” said Chet Stoler, Marketing Director for Harlee International, “They have successfully been our warehouse space in Massachusetts and it is a logical extension of that relationship that they represent us in that area.” Harvey Bigelow will also be offering their own complementing line of furniture.

The new representatives join Robert Thomas in Florida and the South East; Tom Conard in Texas and the Southwest; Travis Stoler in the Upper Midwest , Ohio Valley and New Jersey; Howard Gursky in New York City; Jim Murphy in the West Coast and Colorado, as well as Mary Cripps and Tricia Hodawanus in the California office. All are invited to meet the Harlee team at the Futon Expo in Las Vegas in Booth 130.

Bedroom Distributors Opens New Distribution Center

Bedroom Distributors, Inc. has taken another step forward in customer service by opening up a new distribution center in Kenosha, Wisconsin in a joint venture with Mid-America Furnishings, owned by Bill Bohlman. This service center will be stocking ninety percent of Bedroom Distributors, Inc vast hardwood import futon frames including their famous “Hard Body Futons™.”

“Bill and I have been friends for years, and we are very excited to be working together. Our target date for shipping will be May 1, 1999,” said Don Bumgardener of Bedroom Distributors. Mid-America Furnishings also delivers on their own trucks into a broad surrounding area, including Chicago, every week. “This service has worked very well for us in the Florida market,” said Bumgardener. The Florida distribution center, Waterfall Industries, Inc, owned and operated by Anthony Lupo and Glen Moller, offers the same service, delivering on their own trucks all over the state, for a small delivery charge, and guarantee “No Freight Damage”. “Our futon dealers love that kind of service!,” he said.

In addition to Florida, Kenosha and the master distribution center in Fort Worth, TX, Bedroom Distributors also has an excellent distributor on the West Coast, called “Futon Place” out of Santa Barbara, CA, owned and operated by Nick Nara. The two companies have done well together for the last two years. They also have a limited distribution in Hartford, CT called Innovations owned and operated by Mike Ricci.

“We now have the perfect futon distribution network,” said Bumgardener. “We’ve all been successful in the distribution business for years. We’re all honest and hardworking, and we are all friends. I figure, if I surround myself with successful people like these, we will have Hard Body Futons at all of the dealer’s fingertips,” he said.

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