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Furniture Express: Scoring with single source

By Furniture Today Staff -- Furniture Today, February 24, 2002

Retailers consolidating their bedding resources say they are doing so not because of consumer preference but because of the support that a dedicated resource provides.

For instance, Furniture Express, a fast-growing chain in Michigan, chose to work with Spring Air only in 2000, and the company's bedding sales have been growing exponentially since.

"Bedding underperformed in our business because we didn't really pay enough attention to the category, but now we've partnered up and it's moving," said Bob Berman, president.

With Spring Air's support, Furniture Express promotes more, offers better pricing and better compensation for sales. The company also receives heightened service from its Spring Air rep and the head office.

"They came to the table realizing that what we're doing is a benefit to both of us," Berman said.

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