Product sources

By Thomas Russell -- Furniture Today, March 7, 2004

4D Concepts

Homebase: Rancho Cucamonga, Calif.
Contact: Jeff Riegserker
Phone: 909-944-1980
Fax: 909-944-0741
Products: Master bedroom (2% of sales), casual dining (25%), fabric upholstery (2%), entertainment (40%), home office (10%) and storage (21%).
Source countries: China (20% of sales), Indonesia (30%), Malaysia (20%), Taiwan (5%), Thailand (15%) and South America (10%).
Shipment options: Full containers, mixed containers and less-than-full containers. 50% shipped from warehouse; 50% shipped direct.
2003 shipments to U.S.: $10 million.
Line is sold in discount stores (10% of sales), multi-market furniture stores (30%) and home improvement/catalog/Internet (60%). Key price points: Casual dining ($199), entertainment ($199) and home office ($149). Shipments, which rose 43% in 2003, are projected to rise another 60% in 2004. Oversees design and manufacturing under contractual arrangement and does some light assembly and repair. Operates warehouses on the East and West Coasts as well as in Asia. Ships to retailers from warehouse.

A-America

Homebase: Seattle
Contact: Fred Rohrbach, CEO/president/owner
Phone: 206-575-3044
Fax: 206-575-2928
Products: Master bedroom, dining room, casual dining and home office.
Source countries: China, Indonesia, Malaysia, Taiwan, Thailand and Vietnam.
Shipment options: Mixed containers. 50% shipped from warehouse; 50% shipped direct.
2003 shipments to U.S.: $50 million to $100 million.
Line is sold in department stores, single-market furniture stores and multi-market furniture stores. Key customers include The Bon, Home, Jerome's, Jordan's, Gardner White, The Old Cannery Furniture Warehouse, Kacey's, Carls, Steinhafels, Mark Walker, HOM, Levin Furniture, Rhodes, Havertys, Conlin's, Lack's, Breuners, AMI, Nebraska Furniture Mart and R.C. Willey. Oversees design and manufacturing under contractual arrangement and does some light assembly and repair. Ships to retailers from warehouse. Operates one West Coast warehouse as well as one in China and one in Taiwan. Ships from warehouse to retailer. Started importing furniture in 1975, focusing on medium-to-better quality solid-wood furniture with a broad selection of casual dining products. Offers advertising and promotion services to the trade.

AICO

Homebase: Pico Rivera, Calif.
Contact: Michael Amini, CEO
Phone: 562-222-2500
Fax: 562-222-2525
Products: Master bedroom (45% of sales), dining room (45%), occasional (10%), entertainment, home office and curios.
Source countries: China (92% of sales), Malaysia (4%) and Philippines (4%).
Shipment options: Full containers. 50% shipped from warehouse; 50% shipped direct.
Line is sold in department stores, single-market furniture stores, multi-market furniture stores and home accent/gift stores. Key customers include Havertys, JCPenney, R.C. Willey, Nebraska Furniture Mart, Jerome's, Finger Furniture, El Dorado and City Furniture. Key price points: Master bedroom ($5,500), dining room ($5,500) and occasional ($4,600). Oversees product design and manufacturing under contractual arrangement and handles some light assembly and repair. Ships to retailers from Pico Rivera, Calif., warehouse. Provides advertising and promotion services to the trade.

Boraam Inds.

Homebase: Mundelein, Ill.
Contact: Burton S. Snider, executive vice president
Phone: 847-949-6300
Fax: 847-949-6800
Products: Dining room (10% of sales), casual dining (40%) and folding chairs, bar stools and other types of seating (50%).
Source countries: China (5% of sales), Indonesia (5%), Malaysia (70%), Thailand (15%) and Vietnam (5%).
Shipment options: Full containers, mixed containers and less-than-full containers. 75% shipped from warehouse; 25% shipped direct.
2003 shipments to U.S.: $1.4 million to $1.5 million.
Line is sold in department stores (28% of sales), single-market furniture stores (14%), multi-market furniture stores (21%) and specialty stores (37%). Key customers include Boscov's, Sears, Haynes, Army Air Force Exchange Services, Linens & Things and Bed Bath & Beyond. Key price points: Dining room ($499), casual dining ($299) and folding chairs and bar stools ($79). Saw rapid growth in 2003 with shipments up 150%. Projects another 300% increase for 2004. Oversees design and manufacturing under contractual arrangement and does assembly in U.S warehouses. Ships to retailers from two U.S. warehouses — one in Tennessee, the other in the Chicago area — and one in Malaysia. Also supplies mail order accounts from its own fulfillment house. Touts price and customer service as competitive advantages.

CG Sparks

Homebase: Salt Lake City
Contact: Michael Hennessey
Phone: (801) 519-6900
Fax: (801) 595-6901
Products: Dining room (35% of sales), occasional (25%) and antiques (40%).
Source countries: India (100% of sales).
Shipment options: Full containers, mixed containers and less-than-full containers. 100% shipped from warehouse.
2003 shipments to U.S.: $0.2 million.
Line is sold in single-market furniture stores (90% of sales) and home accent/gift stores (10%). Key price points: Dining room ($1,200) and occasional ($300). Expects to boost shipments to $655,000 this year. Oversees design and manufacturing of product made in overseas factories; imports and ships under contractual arrangement. Operates a warehouse in Salt Lake City and one in India, where it sources most of its product. Provides advertising and promotion services to the retail trade and consumers. Perceives its core strength as providing distinctive products.

C-Global

Homebase: Aurora, Ill.
Contact: Steven Yap, president
Phone: 630-236-1128
Fax: 630-236-0341
Products: Master bedroom (27% of sales), dining room (18%), casual dining (15%) and leather upholstery (40%).
Source countries: China (78% of sales) and Malaysia (22%).
Shipment options: Full containers and mixed containers. 100% shipped direct.
2003 shipments to U.S.: $2.4 million.
Line is sold in discount stores (15% of sales), single-market furniture stores (57%) and multi-market furniture stores (28%). Key price points: Master bedroom ($1,200), dining room ($850) and leather upholstery ($947). Shipments rose 9% in 2003. Projects another 25% increase in 2004. Oversees product manufacturing in overseas factories. Ships directly to retailers from one warehouse in Shenzhen, China. Offers advertising and promotion services to the consumer.

Coaster Company of America

Homebase: Santa Fe Springs, Calif.
Contact: Michael Yeh, president
Phone: 800-221-9699
Fax: 800-221-9813
Products: Master bedroom, youth bedroom, dining room, casual dining, occasional, fabric upholstery, leather and motion upholstery, entertainment and home office.
Source countries: China, Malaysia and Mexico.
Shipment options: Full containers, mixed containers and less-than-full containers. 90% shipped from warehouse.
Line is sold in discount stores, single-market furniture stores (90% of sales), multi-market furniture stores (5%), home accent/gift stores and warehouse clubs and other channels (5%). Oversees design and manufacturing under contractual arrangement with Asian factories. Has seven U.S. warehouses and one in Montreal. Offers advertising and promotion services to the trade. Can ship product in as little as three days. Considers speedy delivery and competitive prices its main strengths.

Collezione Europa

Homebase: Englewood, N.J.
Contact: Leonard Frankel, chief financial officer/president
Phone: 201-541-8600
Fax: 201-541-8222
Products: Master bedroom (42% of sales), dining room (17%), casual dining (10%), occasional (9%), fabric upholstery (2%), leather upholstery (7%), entertainment (3%) and accents & accessories (10%).
Source countries: China (89% of sales), Philippines (1%) and Vietnam (10%).
Shipment options: Full containers, mixed containers and less-than-full containers. 50% shipped from warehouse, 50% shipped direct.
2003 shipments to U.S.: $100 million.
Line is sold in discount stores (6% of sales), single-market furniture stores (40%), multi-market furniture stores (41%), home accent/gift stores (8%) and catalogs (4%). Key customers include Value City, Big Lots, HomeGoods, Gallery Furniture, Walker Furniture, Harlem Furniture, Rhodes, City Furniture, Horchow, Winterthur and 7th Avenue. Key price points: Master bedroom ($2,599), dining room ($2,549), casual dining ($699), occasional ($234), leather upholstery ($1,049), fabric upholstery ($649) and entertainment ($2,399). Shipments rose 37% in 2003; projects another 50% increase in 2004. Oversees design and manufacturing under contractual arrangement and does light assembly and repair. Ships to retailers from an East Coast warehouse. Offers advertising and promotion services to the trade.

Containers 2 Go

Homebase: Winnipeg, Manitoba
Contact: Matthew Baerg, president
Phone: 204-958-8810
Fax: 204-958-8819 or 888-224-7799
Products: Master bedroom (25% of sales), dining room (10%), casual dining (10%) and occasional (55%).
Source countries: China (60% of sales) and Philippines (40%).
Shipment options: Full containers and mixed containers. 100% shipped direct.
Line is sold in single-market furniture stores (60% of sales) and multi-market furniture stores (40%). Key price points: Master bedroom ($3,500) and casual dining ($1,399). Oversees design and manufacturing under contractual arrangement. Has one warehouse in High Point and one in the Philippines. Stresses its ability to mix product, especially from Philippine factories located within a 10-mile radius of one another.
Corson Furniture International
Homebase: Pompano Beach, Fla.
Contact: Lee Corson, president
Phone: 954-971-2986
Fax: 954-957-8788
Products: Master bedroom (45% of sales), casual dining (5%), occasional (15%), fabric upholstery (5%) and leather (30%).
Source countries: China (90% of sales), Indonesia (5%) and Vietnam (5%).
Shipment options: Full containers and mixed containers. 100% shipped direct.
Line is sold in discount stores, single-market furniture stores, multi-market furniture stores, warehouse clubs and to OEM accounts. Key customers include Wal-Mart and Rooms to Go. Oversees design and manufacturing of product manufactured in Asia. Views its competitive advantage as its ability to anticipate and identify merchandising and marketing trends as well as developing the right sourcing partners.

Crown Mark

Homebase: Houston
Contact: Joseph Ngo, vice president
Phone: 832-295-9500
Fax: 832-295-9501
Products: Master bedroom, dining room, casual dining, occasional, leather upholstery and entertainment.
Source countries: China, Indonesia, Malaysia, Philippines, Singapore, Taiwan, Thailand and Vietnam.
Shipment options: Full containers.
Line is sold in department stores, discount stores, single-market furniture stores and multi-market furniture stores. Oversees the manufacture of product imported under contractual arrangement and also does some light assembly and repair, including chair assembly. Ships product from a Houston warehouse in three days or less. Views its ability to ship quickly as its main strength.

Emerald Home Furnishings

Homebase: Tacoma, Wash.
Contact: David Beckmann, president
Phone: 253-922-1400
Fax: 253-922-3747
Products: Master bedroom (32% of sales), youth bedroom (3%), dining room (6%), casual dining (29%), occasional (11%), fabric upholstery (3%), leather upholstery (12%), entertainment (2%), outdoor (1%) and lamps and accessories (1%).
Source countries: China (75% of sales), Indonesia (1.5%), Malaysia (23%) and Brazil (0.5%).
Shipment options: Full containers and mixed containers. 61% shipped from warehouse; 39% shipped direct.
Line is sold in single-market furniture stores (30% of sales), multi-market furniture stores (65%) and home accent/gift stores (5%). Key customers include The Old Cannery, Beck's, Furniture Enterprises of Alaska, Boulevard Home Furnishings, Harwell, Naturwood Home Furnishings, American Furniture, Mathis Brothers, C.S. Wo & Sons, McMahan's, Jerome's and South Dakota Furniture Mart. Key price points: Dining room ($999), casual dining ($499), occasional ($159), fabric upholstery ($499), leather upholstery ($999), entertainment ($799) and outdoor/casual ($299). Expects to ship 1,650 containers in 2004, a 15% increase from last year. Oversees design of product manufactured under contractual arrangement and does some light assembly and repair. Ships to retailers from its Tacoma, Wash., warehouse. Offers a blended program with direct containers, warehoused product and a complete parts inventory system. Web site is www.emeraldhome.com

Exsero Group

Homebase: Washington; Ho Chi Minh City, Vietnam
Contact: Jeff Dilley, Nguyen Dong Hai
Phone: 202-462-4200
Fax: 202-462-1700
Products: Master bedroom (20% of sales), youth bedroom (10%), dining room (10%), casual dining (10%), occasional (10%), leather (5%), entertainment (15%), home office (10%) and casual (10%).
Source countries: Vietnam (100% of sales).
Shipment options: Full containers, mixed containers and less-than-full containers.
Line is sold in department stores (10% of sales), discount stores (15%), multi-market furniture stores (50%) and home accent/gift stores (25%). Expects shipments to reach $30 million in 2004. Oversees design and manufacturing under contractual arrangement and does light assembly and finishing. Has one West Coast warehouse; is planning two more, one on the East Coast and one in Asia. Web site is www.exsero.com. Contact by e-mail at exsero@attglobal.net or exserogroupvn@yahoo.com.

Four Hands

Homebase: Austin, Texas
Contact: Brett Hatton, CEO
Phone: 512-371-7575
Fax: 512-371-7719
Products: Master bedroom (5% of sales), casual dining (35%), occasional (30%), leather (15%) and antiques (15%).
Source countries: China (23% of sales), Indonesia (7%), Philippines (1%), Europe (10%) and India (59%).
Shipment options: Full containers and mixed containers. 30% shipped from warehouse; 70% shipped direct.
2003 shipments to U.S.: $11 million.
Line is sold in department stores (3% of sales), discount stores (5%), single-market furniture stores (30%), multi-market furniture stores (40%), home accent/gift stores (15%), warehouse clubs (2%) and catalogs (5%). Key customers include Crate & Barrel, Costco Home, Neiman Marcus and Gabberts. Key price points: Master bedroom ($1,299), casual dining ($1,095), occasional ($590) and leather ($1,900). Shipments, which rose 57% in 2003, are projected to increase another 46% in 2004. Oversees product design and production. Ships to retailers from one West Coast warehouse. Also provides advertising and promotion services. Views its main strength as its ability to buy direct from the source and to develop vendor relationships.

Global Furniture

Homebase: Mooresville, N.C.
Contact: Jack DeBonis, CEO
Phone: 704-664-6107
Fax: 704-664-6105
Products: Master bedroom (80% of sales), dining room (15%) and entertainment (5%).
Source countries: China (60% of sales) and Indonesia (40%).
Shipment options: Full containers, mixed containers and less-than-full containers. 30% shipped from warehouse; 70% shipped direct.
2003 shipments to U.S.: $24 million.
Line is sold in single-market furniture stores (50% of sales) and multi-market furniture stores (50%). Key customers include Bob's Discount Furniture, Oak Express, R.C. Willey and Finger Furniture. Key price points: Master bedroom ($1,499), dining room ($2,499) and entertainment ($999). Markets full solid-wood collections under the Heirloom Traditions brand. Shipments increased by 20% in 2003. Another 33% increase is projected for 2004. Oversees design and manufacturing under contractual arrangement and does some light assembly and repair. Ships to retailers from a Trumann, Ark., warehouse. Offers advertising and promotion to the trade.

Green Grass Home Furnishings

Homebase: City of Industry, Calif. Contact: Tony Guo, vice president
Phone: 909-348-0890
Fax: 909-348-0898
Products: Casual dining, occasional, case goods and leather.

GSI Imports

Homebase: Scottsdale, Ariz.
Contact: Eva Sheres, manager
Phone: 480-595-2866
Fax: 480-595-2940
Products: Master bedroom (80% of sales), dining (10%), casual dining (5%) and entertainment (5%).
Source countries: China (100% of sales).
Shipment options: Full containers and mixed containers. 100% shipped direct.
Line is sold in department stores, single-market furniture stores and multi-market furniture stores. Key price points: Master bedroom ($1,400), dining room ($2,400) and casual dining ($1,400). Oversees design and manufacturing of product made in overseas factories under contractual arrangement. Offers advertising and promotions to the retail trade. Views its competitive advantage as its ability to design its own products and maintain high production standards.

Hamilton & Spill

Homebase: Richmond, British Columbia
Contact: Mick Verjee, president
Phone: 604-276-9555
Fax: 604-276-0610
Products: Master bedroom (5% of sales), dining room (30%), casual dining (50%) and occasional (15%).
Source countries: China (59% of sales), Malaysia (10%), Philippines (1%) and Thailand (30%).
Shipment options: Full containers, mixed containers and less-than-full containers.
2003 shipments to U.S.: $20 million.
Line is sold in department stores (10% of sales), single-market furniture stores (30%) and multi-market furniture stores (60%). Key customers include JCPenney, Bob's Discount Furniture, Leath, R.C. Willey, Jerome's, Harlem Furniture, American Furniture Warehouse, City Furniture and El Dorado. Key price points: Master bedroom ($1,000), dining room ($1,000), casual dining ($249) and occasional ($99). Projects a 60% rise in shipments in 2004 on top of a 67% increase in 2003. Imports and ships product manufactured under contractual arrangement and does some light assembly and repair. Operates two warehouses in Canada, one in Vancouver, British Columbia, and another in Toronto as well as three in Asia, in Shenzhen, China, and Bangkok, Thailand. Also offers advertising and promotion services to the trade. Views its core strength as 20-plus years of experience in Asia along with expertise in warehousing and logistics.

Harris Marcus Home

Homebase: Chicago
Contact: David Marcus, president
Phone: 773-247-7500
Fax: 773-247-9030
Products: Dining room (10% of sales), casual dining (5%), occasional (30%), home office (5%) and lamps & lighting (50%).
Source countries: China (80% of sales), Philippines (10%) and Europe (10%).
Shipment options: Full containers, mixed containers and less-than-full containers. 70% shipped from warehouse, and 30% shipped direct.
Line is sold in department stores (10% of sales), single-market furniture stores (20%), multi-market furniture stores (30%), home accent/gift stores (20%) and mass merchants (20%). Shipped about 400 containers in 2003 and expects to ship about 500 in 2004. Oversees design and production on a contractual basis and also does some light assembly and repair. Ships to retailers from its Midwest warehouse. Offers advertising and promotions to the trade. Has an in-house design staff and multi-plant locations in Asia which the company considers a key strength, along with the ability to provide products at all price points, designed to customers' specifications.

Holland House Furniture

Homebase: Indianapolis
Contact: Fred Holland, executive vice president
Phone: 317-895-4300
Fax: 317-895-4310
Products: Master bedroom (60% of sales), dining room (19%), casual dining (6%), occasional (3%), entertainment (2%) and glider rockers (10%).
Source countries: China (85% of sales), Malaysia (5%) and Vietnam (10%).
Shipment options: Full containers and mixed containers. 30% shipped from warehouse; 70% shipped direct.
2003 shipments to U.S.: $61 million.
Line is sold in discount stores (5% of sales), single-market furniture stores (35%) and multi-market furniture stores (60%). Key customers include W.S. Babcock, Rooms To Go, Haynes, Hank's Fine Furniture, Room Store and Art Van. Key price points: Master bedroom ($1,399), dining room ($1,999), casual dining ($499), occasional ($99), entertainment ($1,999) and glider rockers ($249). Shipments rose 22% in 2003 and are projected to rise another 23% in 2004. Oversees product design and manufacturing of product made and imported from overseas factories. Ships to retailers from its Midwest warehouse. Names as core strengths its deep sourcing ability, large domestic support warehouse and solid financial position.

Key product categories
Of the 54 importers on this list, these are the major product categories they handle as well as their key retail price points ...
	Number of cos. that import	Retail price point
Other includes bar stools, curios, storage furniture, antiques, accent furniture, lamps, lighting, accessories, glider rockers, futons, daybeds, metal beds, television lifts, cribs and rattan upholstery.
Master bedroom	43	$1,999
Casual dining	40	$849
Occasional	40	$249
Formal dining	40	$1,400
Entertainment	25	$1,224
Leather upholstery	15	$999
Youth bedroom	13	$600
Home office	12	$999
Fabric upholstery	8	$625
Outdoor/casual	3	$299
Motion upholstery	2	NA
Other furnishings	22	$324

HomElegance

Homebase: High Point
Contact: Hutch Chao
Phone: (336) 887-9680
Fax: (336) 887-9683
Products: Master bedroom (30% of sales), youth bedroom (10%), dining room (15%), casual dining (15%), occasional (10%), fabric upholstery (5%), leather (5%), motion upholstery (5%) and entertainment (5%).
Source countries: China (50% of sales), Malaysia (30%), Philippines (5%), Taiwan (5%), Vietnam (10%), South America and Mexico.
Shipment options: Full containers and mixed containers. 60% shipped from warehouse; 40% shipped direct.
Oversees design and marketing of product it imports under contractual arrangement. Launched an upholstery program to tie in with its case goods and occasional products. Design is one of its core strengths.

IDM Home Furnishings

Homebase: Boca Raton, Fla.
Contact: Christian Buehl
Phone: 561-487-3737
Fax: 561-488-2530
Products: Master bedroom (15% of sales), youth bedroom (2%), dining room (25%), casual dining (25%), occasional (10%), entertainment (10%), home office (10%), television lifts and accents (3%).
Source countries: China (70% of sales), Indonesia (5%), Philippines (5%), Vietnam and South America (20%).
Shipment options: Full containers and mixed containers. 5% shipped direct.
2003 shipments to U.S.: $36 million.
Line is sold in department stores (10%), discount stores (10%) and multi-market furniture stores (80%). Key price points: Master bedroom ($3,000), youth bedroom ($2,000), dining room ($1,200), casual dining ($999), occasional ($500), entertainment ($1,500) and home office ($2000). Shipments increased 20% in 2003 and are projected to rise another 11% in 2004. Oversees product design and manufacturing under contractual arrangement. Puts emphasis on quality control.

ImportAdvantage

Homebase: Boca Raton, Fla.
Contact: Robert Buehl, president
Phone: 561-488-6010
Fax: 561-488-2530
Products: Master bedroom (20% of sales), dining room (15%), casual dining (15%), occasional (25%), entertainment (15%) and home office (10%).
Source countries: China (50% of sales), Indonesia (5%), Philippines (5%), Vietnam (25%) and Honduras (15%).
Shipment options: Full containers and mixed containers. 100% shipped direct.
2003 shipments to U.S.: $9.5 million.
Line is sold in multi-market furniture stores (100% of sales). Key price points: Master bedroom ($3,000), dining room ($1,200), casual dining ($999), occasional ($500), entertainment ($1,500) and home office ($2,000). Shipments rose 19% in 2003 with another 5% increase projected for 2004. Oversees product design and manufacturing under contractual arrangement. Says that design and high-end finishes add to the perceived value to its product line.

Jamestone Home Collections

Homebase: Vernon, Calif.
Contact: Danny Dang
Phone: 323-266-7801
Fax: 323-266-8105
Products: Master bedroom (55% of sales), youth bedroom (5%), dining room (30%) and casual dining (10%).
Source countries: China (80% of sales) and Vietnam (20%).
Shipment options: Full containers and mixed containers. 80% shipped from warehouse; 20% shipped direct.
2003 shipments to U.S.: $18 million.
Line is sold in single-market furniture stores (70% of sales), multi-market furniture stores (25%) and warehouse clubs (5%). Key customers include Edelstein's, Nebraska Furniture Mart, Homemakers, Walker Furniture and Finger Furniture. Key price points: Master bedroom ($1,700), youth bedroom ($600), dining room ($1,400) and casual dining ($650). Shipments, which increased by 80% in 2003, are projected to grow by another 33% in 2004. Oversees design and manufacturing under contractual arrangement and does some light assembly and finishing. Ships to retailers from its warehouses in Los Angeles and China. Maintains about $3 million in inventory in its backup Los Angeles location. Offers advertising and promotions to the trade. Considers its ability to provide mixed containers from Asia with a four-week lead time as its main competitive advantage.

Jofran

Homebase: Norfolk, Mass.
Contact: Robert Roy
Phone: 508-384-6019
Fax: 508-384-7010
Products: Master bedroom (7% of sales), casual dining (57%), occasional (33%) and futons (3%).
Source countries: China (30% of sales), Indonesia (4%), Malaysia (30%), Taiwan (1%), Thailand (30%) and Vietnam (5%).
Shipment options: Full containers, mixed containers and less-than-full containers.
Line is sold in single-market furniture stores and multi-market furniture stores. Key customers include 35 % of the Top 100 and a significant number of the next tier of retailers. Key price points: Master bedroom ($900), casual dining ($400) and occasional ($100). Oversees product design and manufacturing under contractual arrangement and does some light assembly and repair. Operates a warehouse in Boston as well as facilities in Thailand and Malaysia. Offers advertising and promotion services to the trade. Most orders from the Boston warehouse, which also stocks parts and oversells warehoused in Asia, can be shipped within 72 hours. Can ship mixed containers from its Asian warehouses within three weeks of order.

John Kelly Furniture & Accessories

Homebase: New York
Contact: John N. Kelly, president
Phone: 212-625-3355
Fax: 212-625-9599
Products: Master bedroom (30% of sales), dining room (20%), casual dining (10%), occasional (10%), home office (15%) and outdoor/casual (15%).
Source countries: China (5% of sales), Indonesia (5%) and Malaysia (90%).
Shipment options: Full containers, mixed containers and less-than-full containers. 70% shipped from warehouse; 30% shipped direct.
2003 shipments to U.S.: $1.2 million.
Line is sold in department stores (25% of sales), single-market furniture stores (30%), multi-market furniture stores (20%), home accent/gift stores (15%) and mail order (10%). Key customers include Brown Thomas, Furniture Village and IDC. Key price points: Master bedroom ($11,000), dining room ($11,000) and casual dining ($5,500). Projects a 67% increase in shipments in 2004 on top of a 20% increase in 2003. Oversees product design and ships under contractual arrangement. Has one U.S. warehouse in addition to warehouses in Singapore, Tokyo and the United Kingdom. Offers advertising and promotion services to both the trade and the consumer. Views its ability to stock and ship product in 72 hours as a core strength. Web site is www.johnkellyfurniture.com

Kemp Enterprises

Homebase: New Bern, N.C.
Contact: William P. Kemp III, president
Phone: 252-633-3669
Fax: 252-633-3997
Products: Master bedroom (50%), youth bedroom, dining room (20%), casual dining
(5%), occasional (5%), entertainment (15%) and home office (5%).
Source countries: China (35% of sales), Indonesia (5%), South America (30%) and Mexico (30%).
Shipment options: Full containers and mixed containers. 10% shipped from warehouse, 90% shipped direct.
Line is sold in department stores (5% of sales), single-market furniture stores (25%) and multi-market furniture stores (70%). Key customers include: American Furniture Warehouse, Rooms to Go, Rhodes, Havertys, Slumberland, Finger Furniture, Lack's and R.C. Willey. Key price points: Master bedroom ($1499), dining room ($999), casual dining ($749), occasional ($224), entertainment ($1,249) and home office ($999). Oversees product design and manufacturing in overseas factories and imports product manufactured under contractual arrangement. Considers its strength the ability to apply its manufacturing and marketing expertise to importing.

Largo International

Homebase: Houston
Contact: Glenn Wakefield, president
Phone: 800-825-2746
Fax: 713-460-9035
Products: Master bedroom, dining room, casual dining, occasional, metal beds, daybeds and futons.

Leather Italia USA

Homebase: Wilmington, N.C.
Contact: Michael Campbell, president
Phone: 910-794-7904
Fax: 910-794-7905
Products: Leather upholstery (100% of sales).
Source countries: China (80% of sales) and Europe (20%).
Shipment options: Full containers, mixed containers and less-than-full containers. 60% shipped from warehouse; 40% shipped direct.
2003 shipments to U.S.: $26 million.
Line is sold in department stores (5% of sales), discount stores (10%), single-market furniture stores (12%), multi-market furniture stores (65%) and home accent/gift stores (8%). Key customers include Benchmark, Evans, Rose Furniture, O'Dells, Cox Warehouse Furniture, Barrows and R.C. Willey. Key price point: Leather upholstery ($559). Shipments rose 86% in 2003 with another 50% increase projected for 2004. Oversees the purchase of raw materials, product design and styling of 100%-leather upholstery made in overseas factories. Operates one West Coast and six East Coast warehouses. Offers advertising and promotion services to the trade. Core strengths lie in its dealer promotion programs and its warehouse quick-ship program with special-order capabilities.

Key retail channels
Of the 54 importers on this list, top retail channels of distribution include ...
Retail channel	No. of cos. that import
Other includes designers, rent-to-own outlets, catalogs, home improvement centers, model homes, hotels, design studios and the Internet.
Multi-market furniture stores	48
Single-market furniture stores	46
Department stores	26
Discount stores	21
Home accent stores	20
Warehouse clubs	11
Other	17

Legacy Classic Furniture

Homebase: Whitsett, N.C.
Contact: Kevin O'Connor, president and CEO
Phone: 336-449-4600
Fax: 336-449-4687
Products: Master bedroom (45% of sales), dining room (35%), casual dining (10%) and occasional (10%).
Source countries: China (100% of sales).
Shipment options: Full containers and mixed containers.
Line is sold in department stores (30% of sales), single-market furniture stores (40%) and multi-market furniture stores (30%). Key customers include Federated, May Co., JCPenney, Jordan's, City Furniture, HOM, Benchmark, Wickes, Seamans, Raymour & Flanigan, Mathis Bros., Art Van and Levitz. Key price points: Master bedroom ($1,999), dining room ($1,999), casual dining ($599) and occasional ($199). Estimated annual sales of $120 million in 2002. Oversees product design and manufacturing in overseas factories under contractual arrangement. Also oversees shipping and does some light assembly and repair. Has one East Coast warehouse in addition to warehouses in Shanghai and Tianjin, China. Can ship mixed containers direct to retailers from its two Asian locations.

Lifestyle Enterprise

Homebase: High Point, N.C.
Contact: William Hsieh, chairman and CEO
Phone: (336) 882-7900
Fax: (336) 882-9122
Products: Dining, master bedroom, youth bedroom, occasional and leather upholstery.
Source countries: China (50% of sales) and Malaysia (50%).
Shipment options: Mixed containers. 100% shipped direct.
2003 shipments to U.S.: $100 million.
Line is sold in single-market furniture stores (15% of sales) and multi-market furniture stores (85%). Shipments increased 66% in 2003; projects another 50% increase this year. Primarily performs marketing for products it imports to the United States. All product is shipped direct to the retailer, with an average of eight weeks between order and delivery.

Ligo Products

Homebase: Greensboro, N.C.
Contact: Dan Angus, senior vice president of sales and marketing
Phone: 336-545-5516
Fax: 336-282-8980
Products: Master bedroom (6% of sales), casual dining (90%) and occasional (4%).
Source countries: China (2% of sales), Thailand (96%) and Vietnam (2%).
Shipment options: Full containers. 80% shipped from warehouse; 20% shipped direct.
2003 shipments to U.S.: $24 million to $48 million.
Line is sold in department stores (10% of sales), discount stores (5%), single-market furniture stores (30%), multi-market furniture stores (50%) and home accent/gift stores (5%). Key customers include RoomStore, Rhodes, Levitz, Slumberland, R.C. Willey, Nebraska Furniture Mart, Star and Art Van. Key price points: Master bedroom ($2,000), casual dining ($899) and occasional ($349). Oversees product design and imports product made under contractual arrangement and does light assembly and repair. Ships to retailers from its Chicago warehouse. Stresses service and back-up of U.S. warehouse stock.

Magnussen Home Furnishings

Homebase: High Point
Contact: Jeff Cook, CEO
Phone: 336-841-4424
Fax: 336-841-4414
Products: Master bedroom (23% of sales), dining room (3%), occasional (63%) and home accents (11%).
Source countries: China (80% of sales), Indonesia (1%), Philippines (15%), Taiwan (1%), Vietnam (1%) and Mexico (2%).
Shipment options: Full containers, mixed containers and less-than-full containers. 80% shipped from warehouse, 20% shipped direct.
2003 shipments to U.S.: $68 million.
Line is sold in department stores (1% of sales), single-market furniture stores (54%), multi-market furniture stores (44%) and warehouse clubs (1%). Key customers include Hechts, JCPenney, Sofa Express, Havertys, Wickes, Levitz and Costco. Key price points: Master bedroom ($2,499), dining room ($2,999), occasional ($249) and home accents ($399). Shipments, which rose 21% in 2003, are projected to rise another 32% in 2004. Oversees product design and the manufacturing of product imported under contractual arrangement. Ships to retailers from warehouses in the United States and Philippines. Also offers advertising and promotion to the trade. Focuses on delivery and service, design and ability to produce quality product at competitive price points.

Master Design Furniture

Homebase: Ontario, Calif.
Contact: Harry Lo
Phone: 909-390-8868
Fax: 909-390-8838
Products: Master bedroom (28% of sales), dining room (58%) and casual dining and occasional (14%).
Source countries: China (95% of sales) and Malaysia (5%).
Shipment options: Full containers and mixed containers.
Line is sold in department stores (10.6% of sales) and single-market furniture stores (89.4%). Key customers include: Robinson's May, Nebraska Furniture Mart, Lack's, Raymour Flanigan, Breuners, BJ's, Costco, Ayers Group and Brook & Cart. Key price points: Master bedroom ($1,499), dining room ($849) and occasional ($149). The number of containers shipped in 2003 was 59% higher than the 2002 level; 2004 projections call for shipment of 650 containers, a 33% increase. Oversees design and manufacturing of product and also does light assembly and repair. Offers advertising and promotion services to the trade. Views "everyday low prices" strategy as a competitive advantage.

Modus Furniture International

Homebase: Los Angeles
Contact: Oliver Wong, president and CEO
Phone: 310-827-2129
Fax: 310-827-7972
Products: Master bedroom (70% of sales), youth bedroom (10%), entertainment (10%) and baby cribs (10%).
Source countries: China (10% of sales) and Indonesia (90%).
Shipment options: Full containers, mixed containers and less-than-full containers. 55% shipped from warehouse; 45% shipped direct.
Line is sold in department stores (5% of sales), discount stores (10%), single-market furniture stores (40%), multi-market furniture stores (20%), warehouse clubs (10%) and distributors (15%). Key customers include JCPenney, Linders, Mancini Sleep World, Roy's Furniture, The America Group, Sleep Well, Urban Home, Z Gallerie, Sleep Train and Costco. Key price points: Master bedroom ($1,399), youth bedroom ($1,399) and entertainment ($999). Expects to ship 800 containers in 2004 compared to 500 containers in 2003. Oversees product manufactured in overseas factories under contractual arrangement. Also owns and operates a factory in Indonesia.
it says provides an advantage over other importers in the areas of price, shipping and quality control. Has two West Coast warehouses in California and one in Surabaya, Indonesia.

Morettis Design Collection

Homebase: Carson, Calif.
Contact: Mori Afshar, president
Phone: 310-638-5555
Fax: 310-638-5006
Products: Dining room (20% of sales), casual dining (25%), occasional (25%), fabric upholstery (25%) and leather upholstery (5%).
Source countries: China (20% of sales), Indonesia (5%), Philippines (25%) and Italy (50%).
Shipment options: Full containers, mixed containers and less-than-full containers.
2003 shipments to U.S.: $6.5 million.
Line is sold in department stores (10% of sales), discount stores (30%), single-market furniture stores (20%), multi-market furniture stores (20%), home accent/gift stores (10%) and warehouse clubs (5%) and through designers (5%). Key customers include Treasures, Star, Noelle and The Place. Key price points: Casual dining ($2,600), fabric upholstery ($3,000) and leather upholstery ($4,500). Oversees manufacturing of product it imports and ships under contractual arrangement. Also does light assembly, finishing and repair on its products, including upholstery. Has one warehouse on the West Coast. Offers advertising and promotion services to the trade.

Padma's Plantation

Homebase: Batavia, Ill.
Contact: Kevin Sypolt, VP/COO
Phone: 800-753-9190
Fax: 630-761-3130
Products: Master bedroom (10% of sales), youth bedroom (5%), casual dining (20%), fabric upholstery (40%), leather upholstery, entertainment (5%) and accent furniture, occasional chairs and rattan upholstery (20%).
Source countries: China and Indonesia (90% of sales), Malaysia and Philippines (10%).
Shipment options: Full containers. 70% shipped from warehouse; 30% shipped direct.
Line is sold in single-market furniture stores (30% of sales), multi-market furniture stores (25%), home accent/gift stores (30%) and warehouse clubs (5%) and through designers and model home clients (10%). Key customers include R.C. Willey, Benchmark, Nebraska Furniture Mart, Art Van, Storehouse, Expo Designs, The Great Indoors and American Furniture Warehouse. Key price points: Master bedroom ($700), youth bedroom ($129), casual dining ($995), fabric upholstery ($600) and entertainment ($922). Expects to ship 390 containers in 2004, up from about 336 in 2003. Oversees the design and marketing of product made in overseas plants. Is working with many of these plants to improve technology and streamline its production and distribution. Has a 153-member sales force that sells the product in six different countries. Has warehouses on the East Coast and West Coast. Offers advertising and promotion services to the trade.

Philippe Langdon Furniture

Homebase: Bell Gardens, Calif.
Contact: William Fanet
Phone: 562-928-8008
Fax: 562-928-5757
Products: Master bedroom (40% of sales), dining room (30%), casual dining (10%), occasional (10%) and entertainment (10%).
Source countries: China (100% of sales).
Shipment options: Full containers, mixed containers and less-than-full containers. 50% shipped from warehouse; 50% shipped direct.
Line is sold in single-market furniture stores (90% of sales) and home accent/gift stores (10%). Projects $25 million in shipments this year. Provides product design and manufacturing. Also performs finishing work. Has warehouses in both the United States and Asia. Offers 2-week delivery.

Platt Collections

Homebase: South El Monte, Calif.
Contact: Larry Platt, President
Phone: 626-444-6149
Fax: 626-444-5482
Products: Master bedroom (35% of sales), dining room (25%) and occasional (40%).
Source countries: China (40% of sales), Philippines (50%) and India (10%).
Shipment options: Full containers and mixed containers. 90% shipped from warehouse; 10% shipped direct.
2003 shipments to U.S.: $10 million to $20 million.
Line is sold in single-market furniture stores (50% of sales), multi-market furniture stores (30%) and design studios (20%). Key customers include Robb & Stucky, Gabberts, Noel, Star Furniture, Carls, Boyles Furniture and Treasures. Key price points: Master bedroom ($5,000) and dining room ($8,000). Oversees design and manufacturing of product made under contractual arrangement in overseas factories. Ships to retailers from one West Coast warehouse. Inventories its entire line of furniture and accessories for shipment in an average of four weeks.

Leading source countries

Of the 54 importers on this list, key source countries include ...

Source country	No. of cos. that import
China	49
Vietnam	22
Malaysia	20
Indonesia	19
Philippines	17
Taiwan	9
Thailand	8
Singapore	1

Prime Resources International

Homebase: Glenview, Ill.
Contact: Kevin B. Gallagher, CEO
Phone: 847-998-9988
Fax: 847-998-9526
Products: Master bedroom (38% of sales), dining room (10%), occasional (10%), leather upholstery (22%), entertainment (18%) and home office (2%).
Source countries: China (92% of sales), Malaysia (2%), Vietnam (5%) and Mexico (1%).
Shipment options: Full containers and mixed containers. 10% shipped from warehouse; 90% shipped direct.
Line is sold in department stores, single-market furniture stores and multi-market furniture stores. Key price points: Master bedroom ($2,495), dining room ($999), occasional ($249), leather upholstery ($999), entertainment ($1,199) and home office ($799). Number of containers shipped reached 3,500 in 2003, an 84% jump. Expects to ship 5,000 containers in 2004, a 43% increase. Oversees product design and manufacturing for product it imports and ships under contractual arrangement and also offers parts services. Has one East Coast warehouse and one in Dong Guan, China. Also offers advertising and promotion services to the trade.

Primo Designs

Homebase: High Point
Contact: David Ballard, president
Phone: 336-431-1283
Fax: 336-431-7538
Products: Master bedroom (45% of sales), dining room (25%), casual dining (15%), occasional (10%) and entertainment (5%).
Source countries: China (80% of sales) and Vietnam (20%).
Shipment options: Full containers, mixed containers and less-than-full containers. 65% shipped from warehouse; 35% shipped direct.
Line is sold in single-market furniture stores (60% of sales) and multi-market furniture stores (40%). Key price points: Master bedroom ($1,999), dining room ($1,299), casual dining ($899), occasional ($199) and entertainment ($1,999). Oversees design and production in overseas factories and ships under contractual arrangement. Has warehouses in Hayward and Santa Fe Springs, Calif., one warehouse in High Point and one in Daling Shan, China. Product construction features fancy-face veneers and complex high-end finishes.

Progressive in the Market

Homebase: High Point
Contact: L. McLean, president
Phone: 336-434-4626
Fax: 336-434-2396
Products: DIning room (85% of sales), occasional (8%) and entertainment (7%).
Source countries: China (2% of sales), Philippines (8%), Europe (80%) and South America (10%).
Shipment options: Full containers and less-than-full containers. 98% shipped from warehouse; 2% shipped direct.
2003 shipments to U.S.: $10 million.
Line is sold in department stores (2% of sales), discount stores (2%), single-market furniture stores (6%), multi-market furniture stores (6%) and home accent/gift stores (4%) and through designers and specifiers) (80%). Key customers include: ABC Carpet & Home, Boyles, Rose Furniture, Furnitureland South, Gay Waldrop & Assoc., Durr Limited, Barton Sharpe, Robb & Stucky, Crate & Barrel and Gabberts. Key price points: Dining room ($11,000), occasional ($1,600) and entertainment ($1,900). Shipments, which increased by 25% in 2003, are expected to rise another 20% in 2004. Imports product manufactured under contractual arrangement. Also handles light assembly and repair as well as product finishing. Ships to retailers from one U.S. warehouse. Offers advertising and promotion services to the retail trade. Views its 20-plus years experience in the business as a core strength.

R.L. Heritage Sales

Homebase: Greensboro, N.C.
Contact: Ronald Levine
Phone: 336-282-1010
Fax: 336-288-8017
Products: Youth bedroom, cribs, bunk beds and case goods (20% of sales) and institutional wooden toys (80%)
Source countries: China (65% of sales), Thailand (12%), South America (12%) and other, including Romania (11%).
Shipment options: Full containers and mixed containers.
Line is sold in multi-market furniture stores (20% of sales) and to institutions (80%). Key price points: Youth bedroom ($600) and institutional wooden toys ($15). Shipped 50 containers last year, a 25% increase over 2002. Imports exclusively under a contractual arrangement. Also imports institutional wooden toys in addition to furniture.

Regency House

Homebase: Hickory, N.C.
Contact: Jeffrey A. Arditti, president
Phone: 828-322-5870
Fax: 828-328-8152
Products: Master bedroom (15% of sales), dining room (45%), casual dining and occasional (35%) and entertainment (5%).
Source countries: China (90% of sales) and Taiwan (10%).
Shipment options: Full containers, mixed containers and less-than-full containers. 70% shipped from warehouse; 30% shipped direct.
Line is sold in department stores (10% of sales), single-market furniture stores (50%), multi-market furniture stores (30%) and home accents/gift stores (5%) and through designers (5%). Key price points: Master bedroom ($5,999), dining room ($4,999), occasional ($299) and entertainment ($1,499). Number of containers shipped in 2003 rose to 1,000. Another 10% increase in containers shipped is expected in 2004. Oversees design and manufacturing of product and ships on a contractual basis from overseas plants. Also handles some light assembly and repair as well as packaging of product. Has an East Coast warehouse in Hickory, N.C. Offers advertising and promotion services to the retail trade. Views its main competitive advantage as value, design and product innovations, plus exclusive dealer partnerships.

Richardson Brothers

Homebase: Sheboygan Falls, Wis.
Contact: Joe Richardson III, CEO
Phone: 800-558-7709
Fax: 800-374-6301
Products: Master bedroom (35% of sales), casual dining (50%) and occasional (15%).
Source countries: China (95% of sales) and South America (5%).
Shipment options: Full containers. 95% shipped from warehouse; 5% shipped direct.
2003 shipments to U.S.: $14 million.
Line is sold in discount stores (5% of sales), single-market furniture stores (70%) and multi-market furniture stores (25%). Key customers include: Darvin Furniture, Brueners, Leath, HOM, American TV & Appliance and Jordan's. Key price points: Master bedroom ($3,000), casual dining ($2,000) and occasional ($899). Total shipments for 2003, $24 million. Phased out production in U.S. factories in 2003. Imported product more than quadrupled. A 30% increase in imports is projected for 2004. Oversees product design and manufacturing in overseas factories and does some light assembly and repair. Ships to retailers from three U.S. warehouses. Also offers advertising and promotion services to the trade. Focuses on solid-wood product.

RiversEdge Furniture

Homebase: Lynchburg, Va.
Contact: Mark Stubstad, managing partner
Phone: 434-847-4155
Fax: 434-847-4473
Products: Master bedroom (35% of sales), youth bedroom (10%), dining room (25%), casual dining (5%), occasional (15%) and entertainment (10%).
Source countries: China (90% of sales), Malaysia (5%) and Vietnam (5%).
Shipment options: Full containers and mixed containers. 10% shipped from warehouse; 90% shipped direct.
2003 shipments to U.S.: $84 million to $108 million.
Line is sold in single-market furniture stores (10% of sales) and multi-market furniture stores (90%). Key price points: Master bedroom ($1,499), youth bedroom ($299), dining room ($999), casual dining ($499), occasional ($199) and entertainment ($1,499). Oversees the design and manufacture of product made in overseas factories imported under contractual arrangement. Ships to retailers from a warehouse in Lynchburg, Va. Views its quality control, select distribution and exclusive designs as its main competitive advantages.

Sansegal China

Homebase: Sandy, Utah
Contact: Kevin Smith, managing director
Phone: 214-850-2076
Fax: 801-562-5088
Products: Master bedroom (30% of sales), dining room (50%), casual dining (10%) and occasional (10%).
Source countries: China (100% of sales).
Shipment options: Full containers, mixed containers and less-than-full containers. 50% shipped from warehouse; 50% shipped direct.
2003 shipments to U.S.: $8.5 million.
Line is sold in department stores (2% of sales), single-market furniture stores (53%) and multi-market furniture stores (45%). Key customers include Neiman Marcus, Kacey Fine Furniture, Covin's , Russell's, Ladlow's, Porter's, Classic Gallerie, Weir's Furniture Village, Star Furniture, R.C. Willey, Gabberts and Treasures. Key price points: Master bedroom ($4,250), dining room ($3,750) and casual dining ($1,750). Shipments, which increased by 47% in 2003, are projected to rise another 65% in 2004. Oversees product design and manufacturing in Chinese factories and imports under contractual arrangement. Ships to retailers from its warehouses in Dallas and Zhon Shan and Dong Guan, China. Handles advertising and promotions to the trade. Views design as one of its core strengths and shares this expertise with overseas sourcing partners through management and product quality training and consulting.

Stein World Furniture

Homebase: Memphis, Tenn.
Contact: Andy Stein, president & CEO
Phone: 901-942-2441
Fax: 901-942-5246
Products: Occasional (33% of sales), entertainment (33%) and chests, consoles and other accent furniture (34%).
Source countries: China (100% of sales).
Shipment options: Full containers, mixed containers and less-than-truckload and truckload out of warehouse.
Key price points: Occasional ($299), entertainment ($899) and accent chests and consoles ($299). Oversees product design and manufacturing and ships under contractual arrangement. Has a warehouse in Memphis, Tenn. Views product value, quick delivery and excellent service as its core strengths.

Sterling Ashmore

Homebase: High Point
Contact: Gary Ash, CEO
Phone: 336-558-4832
Fax: 336-217-8877
Products: Accent furniture (100% of sales).
Source countries: Philippines (80% of sales) and Vietnam (20%).
Shipment options: Full containers, mixed containers and less-than-full containers. 100% shipped direct.
2003 shipments to U.S.: $3 million.
Line is sold in single-market furniture stores (100% of sales). Key customers include Greenfront Furniture and Rose Furniture. Expects to increase shipments to $5 million this year. Oversees product design and imports from overseas factories under contractual arrangement. Ships to retailers from a warehouse in High Point; average delivery time is eight weeks. Focus is on high-end items with premium veneers and outstanding construction. High priority placed on quality and on-time delivery.

Tradespan International

Homebase: Columbus, Ind.
Contact: Orie Fritts Jr., president, and Joe Fritts, vice president
Phone: 812-375-9500
Fax: 812-375-9501
Products: Master bedroom (10% of sales), youth bedroom (5%), dining room (10%), casual dining (10%), occasional (35%), entertainment (15%) and wood and metal components (15%).
Source countries: China (95%) and Vietnam (5%).
Shipment options: Full containers, mixed containers and less-than-full containers. 80% shipped from warehouse; 20% shipped direct.
2003 shipments to U.S.: $12 million to $15 million.
Line is sold to OEM accounts and distributors (100%). Key customers include American Furniture Warehouse, Art Van, Sam's and Rooms to Go. Oversees product design and manufacturing in overseas factories and imports under contractual arrangement. Provides consulting services to companies that want to do business in China. Has a diverse sourcing network of more than 30 local Chinese employees. Offers hands-on quality control with employees embedded in manufacturing sites throughout Tianjin, Shanghai and DongGuan, China, and Ho Chi Minh, Vietnam. Offers advertising and promotion services to the trade.

Ultimate Accents

Homebase: Kernersville, N.C.
Contact: Gail Steele, president
Phone: 336-996-7453
Fax: 336-996-3659
Products: Occasional (20% of sales), entertainment (10%) and hand-painted accents (70%).
Source countries: China (100% of sales).
Shipment options: Full containers, mixed containers and less-than-full containers.
2003 shipments to U.S.: $8 million.
Line is sold in department stores (10% of sales), single-market furniture stores (30%), multi-market furniture stores (40%) and home accent/gift stores (20%). Key customers include Hildeberans, Furnitureland South, Havertys, Levin, Star and HomeGoods. Key price points: Occasional ($149), entertainment ($499) and accents ($349). Shipments rose 3% in 2003, with another 25% increase projected for 2004. Design and manufacturing in overseas factories under contractual arrangement. Also handles some light assembly and repair. Operates one East Coast and one West Coast warehouse and two warehouses in South China. Handles both advertising and promotions to the retail trade and to consumers. It views its main competitive advantage as having Gail Steele, a woman, as president.
Universal Furniture International
Homebase: High Point
Contact: Harvey Dondero, president
Phone: 336-822-8888
Fax: 336-822-8016
Products: Master bedroom (45% of sales), dining room (45%), casual dining (5%) and occasional (5%).
Source countries: China (100% of sales).
Shipment options: Mixed containers. 30% shipped from warehouse, 70% shipped direct.
Line is sold in department stores, discount stores, single-market furniture stores, multi-market furniture stores, home accent/gift stores and warehouse clubs. Key price points: Master bedroom ($2,750), dining room ($2,750), casual dining ($1,100) and occasional ($399). Shipped 10,600 containers in 2003, up 32% from 2002. Projects that the number of containers shipped in 2004 will be up between 9% and 19%. Estimated annual sales of $370 million in 2001. Oversees design and manufacturing of product it imports and ships under contractual arrangement. Has warehouses on the East Coast and West Coast and a facility in China. Offers advertising and promotion services to the trade.

World Imports

Homebase: Philadelphia
Contact: Stan Luber, president
Phone: 1-800-486-4710
Fax: 1-877-423-9956
Products: Master bedroom (16% of sales), youth bedroom (8%), dining room (7%), casual dining (27%), occasional (13%), leather upholstery (5%) and other (24%).
Source countries: China (60% of sales), Indonesia (4%), Malaysia (25%), Taiwan (5%), Vietnam (3%) and South America (3%).
Shipment options: Full containers. 95% shipped from warehouse, 5% shipped direct.
2003 shipments to U.S.: $55 million.
Line is sold in discount stores (10% of sales), single-market furniture stores (70%) and multi-market furniture stores (20%). Key price points: Master bedroom ($1,000), youth bedroom ($85), dining room ($900), casual dining ($180), occasional ($60) and leather upholstery ($300). Shipments, which increased by 12% in 2003, are projected to rise by 16% in 2004. Oversees product design and also does some assembly and repair work. Ships to retailers from an East Coast warehouse. Offers advertising and promotion services to both the trade and consumers. Prides itself on its retail customer-oriented approach and excellent service in addition to low prices.

World Imports USA

Homebase: Portland, Ore.
Contact: John Berning, president
Phone: 503-236-4407
Fax: 503-625-4111
Products: Master/adult bedroom, dining room, casual dining, occasional and home office.
Source countries: Indonesia.
Shipment options: Full, mixed and less than full container. 80% shipped from warehouse; 20% shipped direct.
2003 shipments to U.S.: $0.4 million.
Line is sold in single-market furniture stores, multi-market furniture stores and home accent/gift stores. Offers advertising and promotions to the trade, product design and finishing.