Furniture First's import program growing fast
By Tom Edmonds -- Furniture Today, August 5, 2002
PROVIDENCE , R.I. — PROVIDENCE , R.I. — The two-year-old Furniture First import container program, giving retail members access to container prices on full and partial container orders, is big and growing fast.
Last year, about 1,000 container shipments were processed through the program, and Bill Hartman, the group's president, expects that to double this year. He said the program will expand as long as the Asian factories can keep pace with orders.
"The amount of growth will depend on China," Hartman said. "If we have to wait 120 days, that's too long, but if they can keep the goods flowing, the sky's the limit."
Retailers see the container program as a valuable benefit of membership.
"We have a small store in the middle of Illinois, but this helps us compete with the big-box stores," said Patty Robinson, owner and operator with her husband David of Klavohn New Leaf Furniture in Geneseo, Ill.
Robinson said she buys a quarter or a half container of case goods at a time. Larger members such as Rotmans in Worcester, Mass., or Kloss Furniture in Highland, Ill., buy full containers.
About two dozen suppliers displayed merchandise at the Furniture First Container Night, held in the Rhode Island Convention Center. Exhibitors included Aspen, DeCoro, Global, Harbor Home, Hillsdale House, Hillstreet Beds, Kemp, Legacy Classics, Manchester, Mattress First, Powell, Progressive, Samuel Lawrence and Trademaster.
For suppliers, the relationship with Furniture First allows them to reach a previously inaccessible retail audience.
"For our distribution it's very positive," said Dino DiLuca, director of North American operations for DeCoro leather upholstery, which is produced in China. "It helps us reach customers who can't buy containers themselves. We feel this is very much a growth opportunity."
Representing Manchester case goods, one of Furniture First's original container suppliers, Matt Spinelli said he has seen several members start with partial loads and then graduate to full containers on bedrooms and dining rooms with popular looks that sell well.
"They get better margins, they can't be shopped as easily, and for the consumer the higher value is there," Spinelli said.
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