U.S., China marriage must weather disagreements over dumping issue

By Furniture Today Staff -- Furniture Today, October 12, 2003

I am writing in response to the many articles published regarding the possibility of China "dumping" products in our country. With respect for our domestic manufacturers, retailers and our Chinese counterparts, I offer the following considerations:

The United States and China are absolutely married to each other, and in the spirit of any married couple successfully emerging from a disagreement with romance still intact, each party must demonstrate empathy toward their counterpart's position and ensure their respective position is founded on logic that their spouse can appreciate.

China's position toward their currency valuation greatly rests on the premise that any slowdown in their export activity could in effect destabilize their economy, citing the following primary concerns:

• China is running somewhere around 15% unemployment and foresees this percentage still climbing.

• China's banking structure sits on somewhere around $2 trillion in outstanding loans (closing in toward $150% of their GDP) and possesses an inordinately high level of non-performing loans; any disturbance in their current economy may further diminish the ability for this debt load to be managed.

• Downward pressure on China's GDP measures could likewise damage their considerably fragile real estate market.

These concerns deserve recognition. Moreover, with its huge foreign currency reserves — which are directly attributed to its export revenue — China has been a meaningful purchaser of U.S. Treasury bonds. While this action certainly helped protect their currency value, let's not forget it likewise helped us finance our own current account deficit and of course has contributed to the low mortgage rates we have been enjoying. (Outside of China and Japan's purchase volume of our Treasury bonds, we may have been hard-pressed this past couple years to find a foreign appetite for our debt instruments at the rates offered.)

On the opposite end however, the U.S. must continue to help China understand the future implications of keeping the yuan so tightly pegged around 8.3 to 1 against the U.S. dollar:

• The huge stream of incoming foreign currency attributed to exporting revenue combined with rapid increases in foreign direct investment will certainly weigh on the Chinese government as they are starting to face forward-looking inflationary pressures that they must remain in control of.

• In an effort to soak up all this excess liquidity coming into their economy, the Chinese government is increasingly looking to sell bonds at its end, which can become dangerous as these bond issues increase China's internal debt load; the future interest payments assigned to servicing this debt could in fact disturb the monetary and fiscal policy measures the Chinese government has worked so hard to stabilize.

From these two considerations alone, at some point China will have to release a little steam out of their currency in an effort to remain in control of the speed of their own economic growth.

If the U.S. furniture industry focuses on delivering a message as a partner, striving to convince China that a "win-win" situation exists in at least somewhat relaxing the yuan's trading band against the dollar, possibly both parties can move closer toward equilibrium measures that protect China as well as the U.S.

If, however, China is by any measure assisting their furniture manufacturing base with export subsidies (primarily in the means of tax breaks), the U.S. furniture industry stands on reasonable ground requesting the elimination of such activity.

Much has been said about China in essence "exporting deflation," and although the hit on the U.S. home furnishings industry itself is unfortunate, our aggregate import activity with China amounts to less than 2% of our nation's current GDP. In this sense, we might accept that the disproportionate effect China has had on our furniture industry somewhat traces back to our own lack of preparedness for movement toward free trade.

Furthermore, the long-term threat to our furniture industry extends well past China. We are increasingly resourcing from other emerging countries with super-competitive currencies and labor rates.

As we move toward a global marketplace we should all become thoroughly familiar with the doctrine of comparative advantage as the U.S. is now facing the implications of this head on; manufacturing in itself is leaving our country and the economics involved dictate this does in fact best serve the end-use consumer.

In recent years we have witnessed the mechanics behind supply chain management gravitate toward its new definition of "value chain management." This emphasizes the need to identify the added value for the end-use consumer produced along every link in the chain. This said, U.S. manufacturers and retailers must ask themselves: Exactly where do they add value along the way to the consumer's doorstep?

We can lobby for equitable measures. But if we can't clearly answer the above question, all the lobbying in the world will not preserve the future of our industry.

Meanwhile, we have created and still possess the best-known brands in the furniture industry, and rightfully so, we are quite proud of them. But we have predominantly used price and finance terms as the primary driver to establish the demand for our products. If we fail now to effectively attach these brands on an emotional level with our target audience, then we'll have no one else to blame if we fall prey to a future game driven on price alone.

With the incredible heritage behind many of our furniture brands, what do the marketing plans look like for these companies regarding their strategies for future brand equity in the U.S. marketplace? China isn't in the way of this.

Don J. Webb, Portland, Oregon, donjwebb@aspenworks.net

If you want to stay in the industry, go where it goes

I have been in the furniture business for 30 years in the United States and Asia. I have had the opportunity to work in many of the U.S. factories that have signed the antidumping petition (and also) in the Chinese/Taiwanese factories this petition affects. I live in China and am in the Chinese/Taiwanese factories every day....

It absolutely breaks my heart to go to my hometown of Denton, N.C., and see the continuing loss of furniture jobs as well as all the other industry that has been lost in my area. But this is evolution and is the reason I'm working in Asia. ... If you want to stay in the furniture industry, you go where it goes. Five years from now that will probably be Vietnam.

Is the USA going to build walls against a global economy, or get smart and be a global distribution center? Just think of all the other employment that will be lost if this action goes through — Americans in China, logistics companies, distribution centers already set up. Who suffers? The American consumer, who will not pay higher prices.

Many Americans have the mindset that all China furniture factories are sweatshops. This is far from correct. The Taiwanese and Chinese furniture factories that I have been working in are much better working environments than most of the furniture companies I worked at in the USA. New buildings can go up in six months and employ 3,000 to 4,000 employees. Equipment is up to date and efficient, and the environment is safe.

Most importantly, in China there are 95% Indians and only 5% chiefs. This is where the USA lost it. Any middle to lower management person in furniture in the USA will agree with me. All the U.S. funds went to the 50% chiefs' salaries and not to investment in new factories and equipment. And most of us U.S. Indians carried these 50% chiefs. Because of this issue many Americans lost morale and efficiency, and pride in their work. I was one who always gave 200%, worked night and day and weekends to try and keep my team on track; and most of us are working in Asia now and are happy. ... Is the USA going to discriminate against Chinese and Taiwanese factories because they are operating efficiently without the 50% chiefs' salaries and automobiles? The general manager of one of the largest factories here in South China with over 3,000 employees makes $42,000USD. This is the level I was at in 1996 (when I supervised) 50 employees.

It's evolution, nothing else. China will price itself out of the furniture industry to another third world country; it's happening now.

The U.S. cannot revive the furniture industry. Plants are too old and not equipped well; and all that's left of a true experienced workforce is like me and ... in Asia. ... And I'm sure the chiefs are not going to give up their salaries to update the U.S. factories. China is not easy; the average age of most workforces here is 24. You are constantly training a new workforce (because of turnover). But more and more are marrying here and staying in furniture to become managers.

In the USA, most young Americans are not interested in joining the furniture business; in the best of circumstances, it's a dirty, hard job. ... China kids are interested in wherever they can get work just to survive, and are very hardworking, cooperative, and eager to learn. ...

The USA is the leader and has to figure out the next move forward. But attacking other countries is not the way.

I love my career in furniture in Asia, and have chosen to go where it goes. I am by far the happiest I've ever been in the industry. China has no red tape — you make a decision in the morning and it is completed that same afternoon. There is no bureaucratic regime or 50% chiefs to go through. There is absolute undying respect here between the Chinese/Taiwanese and Americans. I do not want this action to upset these international relationships.

Karen N. Lanning, Independent contractor, Shermag Asia

U.S should 'practice what it preaches'

Factor price equalization is a term used by economists that explains global economics. FPE means people with capital and manufacturing expertise move their means of production from high-cost producing nations to low-cost producing nations when the manufacturing process is labor intensive and then sell their finished products to the high-cost producing nations.

Historically most advanced nations of the world developed over time with three distinctively different economic systems: agriculture, manufacturing, and service.

An excellent example of this development and transition is Great Britain. During the 16th, 17th, and 18th centuries, they developed a formidable agricultural economic system. The industrial revolution started to evolve in the mid-19th century. In a relatively short period of time, Great Britain became a manufacturing giant. However, in that same time frame they started to lose their comparative advantage to the United States ... a nation with abundant natural resources, low labor cost, and lower start up capital investment cost. Today, Great Britain has made the transition to a service sector economy with a work force that is 81% employed in the service sector, 17% in capital-intensive specialized manufacturing and 2% in agriculture.

Based on the "conventional wisdom" ... and the current fractural economic trends, my prediction is this: In the not too distant future, the United States work force equation will emulate that of Great Britain.

Economics is the social science that affects all people all the time. But it is the one social science that is least understood. Furthermore, out of self-interest, people will tend to focus on local microeconomic issues that may affect them negatively but not understand the big picture. However, we must understand and recognize the changes taking place on a macro-economic level. We must also understand the many ramifications consistent with a dynamic global economic system.

Since the end of World War II, the United States has spent trillions of dollars on the cold war and got involved in hot wars in Korea and Vietnam with the sole purpose of stopping the spread of the communist ideology. Moreover, the United States and other industrialized nations of the world over the last 30 years administered a Herculean effort to convince communist bloc countries to convert their command economies to a quasi-free market system. Freedom-loving television viewers throughout the world would prefer to see news stories of people from former communist nations working in factories producing consumer goods rather than to view them marching down boulevards dressed in military uniforms and carrying AK47s on a mission to spread the communist philosophy.

Based on our past performance and success, most people would find it unconscionable that a minority of citizens would be allowed to devise a convoluted system to restrict and impede the progress of our new partners in the new world order. The United States is a world leader in the advocacy of capitalism and the free market system. Developing nations will only follow a leader who reaches out to help them.

The nucleus of the U.S. Constitution and the philosophy of a free market system is "liberty and justice for all." In the "new world order" we have to practice what we preach.

Jim Desautels, UFO Distribution

Trucking co. shows true customer service

I would like to thank Shelba D. Johnson Trucking of High Point for the outstanding service they recently provided me.

The manufacturers I deal with usually meet the desired delivery time for my customers. This time they slipped up. My customer was irate, threatening to cancel if the order was not in their home by a certain day.

Getting everything in place and orchestrated for that delivery date took tremendous effort. The sofas ordered were to be picked up in Hickory, N.C., on Tuesday evening. Unfortunately, they were not ready. When supervisor Scott Denmark called me with this news, I explained it had to be in my New York customer's home on Thursday. Calls to the manufacturer came with assurances the sofas would be ready Wednesday morning.

Johnson's truck driver, Joe Russo did me a huge favor by staying overnight just to accommodate this one customer. He was there early Wednesday morning, but the manufacturer did not have the sofas ready until 11:30 a.m. I found Joe Russo at my warehouse at 6 a.m. Thursday morning. The customer was delivered on time.

After 25 years in the furniture business, I was greatly impressed with the dedication and commitment to this customer, and wish to thank all the hardworking people at Shelba D. Johnson's Trucking for going the extra mile. You're the best!

William Etts, president, Marc Williams Interiors, Sayville, N.Y.

U.S. Borax official addresses NASFM letter

Thank you for the opportunity to set the record straight about borates' health and safety effects, as well as our ongoing efforts to share that information with customers, government agencies and the public.

We respect and appreciate what the National Assn. of State Fire Marshals is doing to protect consumer safety — particularly because we share the same goals. We sent detailed information about borates' health and safety effects to NASFM leadership nearly a year ago. Needless to say, we were surprised at the assertion in the NASFM letter posted on the Furniture/Today Web site Sept. 22 suggesting otherwise.

As world leaders in borate supply and science, we will continue our efforts to disseminate research proving not only that borates are safe for people, but that borate-treated cotton mattresses are the safest option on the market. The specific facts we believe will be of value to your readers are these:

• Borates are safe for people and the environment. Borates are naturally occurring minerals, essential to plants, and part of a healthy diet for people. Our greatest exposure to borates is the one to three milligrams we eat every day, but we also encounter borates in countless household items — from wallboard and insulation to cookware and eye drops.

• There are no borate applications that pose any harm to people. Because borates are not absorbed through the skin, consumer exposure to borates can only be through inhalation. It is not physically possible to inhale enough borates to reach harmful doses. In fact, data show that there are no existing product applications or exposures — even among people who work with borates every day — that pose any risk to people.

• Borax makes product safety its priority. Borax will not sell its products for any use that is unsafe, or for which we do not have regulatory approval. Borates have been used safely to as flame retardants in furniture fabrics, insulation materials and mattresses for decades. Our practices and products are in good standing in nearly 100 countries.

Most major risk assessment organizations around the world have studied borates — including the World Health Organization and the United States Food and Drug Administration — and most are satisfied that standing regulations are more than adequate to protect people, animals and the environment. Borax works with European Union officials to ensure that any new regulations take into account the absence of risk associated with the normal handling and use of borates.

Dr. Jim Qin, Chief environmental, health and safety officer, U.S. Borax Inc.

Rug seller isn't worried about direction of high-end hand-knotted rug market

Those of us in the hand-knotted rug business appreciate nearly any press we can get. For that reason, I am grateful for Lissa Wyman's column in Furniture/Today's Aug. 25 edition. But I think she is mistaken in her conclusions about the market direction for hand-knotted rugs. I believe that manufactured rugs and tufted rugs have little or nothing to do with the hand-knotted Oriental rug business.

A convenient analogy can be drawn between rugs and paintings. Hand-knotted rugs, like original paintings, require time and talent to create, and their beauty is timeless and perennially stylish. Photographic prints and cheap copies of original art require neither time nor talent to produce, and they are readily recognized as decorative imitations. Machine-manufactured rugs and tufted rugs fall into that category. An analogy using authentic and costume jewelry works too.

Consequently, I don't agree with Wyman's assessment that the hand-knotted rug "market is shrinking as wealthy consumers are seduced by the easy availability, good looks and low prices of machine-made and hand-tufted products," any more than I believe the market for fine paintings is shrinking because the Chinese are producing cheap imitations.

Art buyers are not deciding between an original painting of merit, on the one hand, and a cheap Chinese version of Monet on the other. Likewise, an Oriental rug buyer who sets out to buy a real rug won't settle for a manufactured rug, unless he or she gives up on the notion of buying an Oriental rug.

Despite Wyman's warnings, mark me down as one who's not worried about the market's direction.

William A. McConnell, president, Patusan Trading Co.

Rug importer says, 'Don't count us out!'

I read Lissa Wyman's article (on changes in the tufted rug market) in the Aug. 25 issue of Furniture/Today and have some comments to make on the content — obviously defending Mastercraft's and other importers' position on the ever-changing manufacturing side of the business.

Don't count us importers out! We can and do compete with the large U.S. firms because we refuse to bring in common, mass-produced product one would expect to find in the big-box stores at a cheap price.

The entire consumer base does not shop the big chains or department stores, or order through catalogs. A vast number of people continue to prefer to shop "tried-and-true" retail stores who pledge service and reliable support of the products they market. And marketing is the key to the success of the smaller retailers as it is their opportunity to explain to the consumer the many positive aspects of buying from them and not a big-box store. "You get what you pay for" is so true in every way. Unfortunately, the consumer who is led by the nose on price does not truly realize what they are "investing" in other than a "look" at a low price. Their satisfaction is rarely guaranteed either.

For those of us who pride ourselves in offering better products to smaller retailers — even though it is more expensive than some U.S.-made items — we believe there is still a huge audience who really cares to know where their dollars are going, why they pay more for our rugs, and who want to make the investment feeling confident their purchase is sound in every way. Generally, this portion of the population has money to spend and is an age group that continues to grow in this country. I doubt seriously if the 45- to 65-year-old category of shoppers (again the fastest-growing and largest segment of consumer) spends a great deal of their time in a Lowe's or Home Depot seeking out quality home furnishings with their decorator.

I think it is safe to say that for lower-medium to low-end machine-made rugs and common tufted goods your article is accurate. We importers continue to have a great deal to offer, albeit to the more discerning public.

Norm Sweeters, President, Mastercraft Imports, Ltd.

'Import' only a dirty word for those who don't do it

Given the weak condition of retail today, I'd say hundreds of importer/distributors, thousands of retailers who buy and depend on imports, several major ocean lines, thousands of sales reps and all others "employed" by imports (directly and indirectly) and even various consumer advocate groups need to realize that now is the time to send an organized and loud collective message to the U.S. Department of Commerce, International Trade Commission and all other relevant organizations in support of the many benefits of imported wood bedroom from China.

Take a moment and tally up the number of jobs in this industry actually created and sustained by imports ... and compare that number to domestic factory job loss ... and while we're calculating, be sure to deduct out job loss due to a slow economy and bad management.

If they want to talk about "job loss," let's be sure we include all jobs, including those created and sustained by imports!

Unfortunately, when it comes to government rulings, the "squeaky wheel (often unfairly) gets the grease." Does anyone dependent on imports for their job really want to leave it up to this government committee to make a fair and balanced decision on this complex issue without someone presenting the other side?

It seems that "imports" is only a dirty word if you don't import. I am saddened by the number of (so-called) "domestic" manufacturers who haven't yet admitted their "dirty little secret." The real irony of all this is that American manufacturers started and perpetuated the "imports" by actually teaching them how to do it so as to add imports to their own lineups and thereby improve their own margins!

How would a government committee make a decision about what is "dumping" and what is just a "great value?" "Surrogate economy" comparisons? Scary, isn't it? Those who depend on imports need to understand the process that will be used by the Commerce Department to levy duties and find supporting information for their own position.

There was a time in this industry when many retailers would not buy imports, but today, 30-odd years after they began coming here on a regular and ever-increasing basis, most retailers will not buy if it's NOT an import! As of 2003, the wood part of his industry appears to be about 80% of the way through the paradigm shift from "mostly domestic" to "mostly import." As the shift progressed through time, those who did not embrace "change" were forced to find other ways to be employed. Unfortunately, as in many other industries before us, we are either going to be "riding the wave of change" or be crushed by it. In the face of this reality, no government regulatory committee should be allowed to turn back the clock at the 11th hour. Although Washington D.C. professes to be "free trade," exceptions are beginning to show up.

I know that we are all compassionate for the factory workers who have lost jobs in this paradigm shift. I know some of them personally and few personal tragedies are worse than job loss. But the job loss issue would best be solved by federal Trade Act assistance such as granted to Stanley workers (Furniture/Today, Aug 4, page 9). It's a changing world ... nothing is forever. Helping laid-off factory and administrative workers find another job and paying them compensation while they search is a noble cause and far better than creating MORE job loss by punishing imports and all industries associated with imports.

Its time for importers, retailers, sales reps, ocean lines and all others dependent on imports for their job to take action in defense of their own jobs!

Michael Waggoner, American Traditions

We're in a global economy, so let's not build barriers against it

After being in this industry over 40 years I have seen much change, yet these days I am embarrassed by some of the attitudes that are prevailing. Are we in a global market or are we not? Do we pick and choose who we want to trade with and what we want to buy? All my working career I have been involved in manufacturing furniture and have seen so many changes in the methods and materials being used to produce fine furniture. America should be proud of what they have accomplished in this industry, but let us not tarnish our reputation by building walls to protect us against what we perceive as an attack against an industry. I know many jobs have been lost in our industry but so have many other industries seen change. Change leads to change.

Come over to China and see all the Americans working here to help the industry grow. These are our well-trained managers and workers who were displaced by change.

Up to two years ago all my efforts were made in selling North American-made furniture. Now, all my energy has shifted to designing and manufacturing in Asia. This was an opportunity to meet the greatest people that I have ever done business with. Integrity is an important factor in dealing with the Asian culture and boy, are we sending mixed signals these days. Some of the same people pushing to have these factories expand and pressuring for better prices are saying, "You are bad boys."

The factory workers in China may be paid at a scale much lower than ours; yet, if you walk in their factories you find a well-trained, polite person who generally is happier than most of our domestic workers. Most of the factories are new, bright, and very well equipped. Have we invested in our own factories to this level? Most of these factories are owned by Taiwanese entrepreneurs who saw their own factories in Taiwan close because they became inefficient and too costly to run.

If we say that many Chinese factories are dumping bedrooms into the United States, why is it that we have picked bedroom furniture? ... Why doesn't the antidumping coalition admit that they do not want any Chinese furniture to be allowed into the country without dumping duties? I am sure that is what their intentions really are.

Now to me the most important consideration is, has anybody thought about the retailer and consumers? Are we arbitrarily deciding that they should be paying more for those bedrooms coming from China or they are forced to buy what we make domestically? The choice will still be in the hands of the retailer and consumer to decide what they will buy. Did the lobby consult with their retail partners before initiating this bold move? I think they are very arrogant thinking that their customers favor this move. ...

Where will the dumping duties go? They will not go back into the marketplace. They will go into the endless pit of government spending. And while this issue is argued the lawyers will get rich, very rich. I think the retailers, and any importer/manufacturer believing in what they do, should join the coalition of Asian manufacturers. This should not be America vs. China; it should be an industry issue and it should be a discussion between two different sides.

Leave the lawyers and government out of this issue as there are laws in place all along to combat dumping. If any person or company feels that there are companies anywhere in the world dumping, have an action taken through the courts against those parties not the entire Chinese industry.

Jerry Zelnicker, Shermag Import Division

Manufacturers, retailers, reps must work together to save the furniture industry

My partner and I are independent sales representatives representing medium to high-end case goods and upholstery in northern California. As you know, our area has suffered big-time job losses with the collapse of Silicon Valley and has had a general economic downturn. Many retailers' reaction has been to import cheaper case goods direct from China or to buy Chinese products from their suppliers. Down-trending the price points is obviously a mixed blessing — sales of pieces go up but dollar profit per sale goes down. Hence, the retailer must sell two to three times as many pieces to generate enough profit to keep the store open.

So, who is to blame for this movement to Chinese goods? Domestic manufacturers, of course. Who put the Chinese in the furniture business? Same answer. Prominent names in the case goods business that previously were thought of as solid American companies are putting their names on products from China, Vietnam, South America and who knows where else. Most retail customers buying a bedroom set bearing one of these prominent names don't even ask where it's made.

This issue isn't limited to just furniture. How many Detroit autoworkers buy American cars? How many of us check to see where the clothes we purchase are made? Or our electronics? Or our power tools? And, speaking of cars, remember when the Japanese dominated the automobile business? Detroit got out of its complacency and started building cars that would compete with the imports. They used components made globally and domestic labor. Are you listening, North Carolina? I feel that it is essential to our industry that we accept what we have wrought and do all that is in our power to work within the present situation. We cannot stop the imports and it's going to be very tough to get a majority of manufacturers to band together on an anti-dumping movement. Retailers and manufacturers alike must also consider what will happen if offshore firms decide to open their own retail outlets on our shores. Don't pooh-pooh the idea — it could easily happen. Domestic furniture manufacturing is on the brink of extinction. Who will lead the fight to bring it back to prominence? Can it be saved? Or should we just close all the plants and become importers and jobbers? Serious stuff. Lots of jobs are at stake. Manufacturers, the ball is in your court. We as reps will do our best to sell the product you give us, but please, have realistic expectations. We can't sell what's not perceived as a value, regardless of the price. Do your homework. Get out in the field and see what the competition is. Ask retailers what they want — don't try to force them to buy what you want.

Next week we leave for our semiannual trek to furniture Mecca. This market should tell us a lot about retailers' attitudes. The old way of selling just isn't going to make it anymore. We must become our retailer's partner in merchandising his or her store, not just try to tie up real estate. Our job extends way beyond placements — we must insure their success with our products. This can only happen when manufacturers, retailers and reps work together to make it happen.

Roy Schierbaum, President, R&D Associates, San Ramon, Calif.

Yes, Jerry Epperson, I'd 'rather be at home'

I think Jerry Epperson has nailed it! His last sentence in the next-to-last paragraph of his July 21 column regarding an American Furniture Manufacturers Assn. national ad campaign reads, "Let's face it, wouldn't you rather be at home?"

His phrase, "wouldn't you rather be at home?" captures it for me because, honestly, that's where most of us prefer to be today. Just ask the furniture folks traveling back and forth to China. I'm sure they'd rather be at home. What about the traveling salesperson or the flight attendant? How about our courageous troops in Iraq and other parts of the world? Oh, and how about a father of four like myself who just enjoyed a terrific vacation in Florida with the entire family? As wonderful as it was, nothing beats getting back home. Try a busy mom who is so tired from the day's activities that she just wants to be at home and relax!

The other day, our family had to say goodbye to Anna from Belarus, who visits us for six weeks each summer. As great as her time was here, she too was ready to get back home to see her mother and sister. In essence, she too would rather be at home!

I'm sure the examples are endless. In a world where you just can't seem to get away any more — phones. faxes, voice mail, e-mail, GPS, OnStar, etc. — one has to believe that home is the best place to be, our very own personal space to relax and be who we really are.

I'm not implying that we should stop traveling and lock ourselves away at home. However, I feel strongly that, just as Jerry suggests, we have an opportunity to connect with the consumer, which we've never done successfully as an industry, and to promote the importance of the home and of home furnishings, decorating and beautifying one's home.

For me, Jerry's captured a slogan that says it all: Wouldn't you rather be at home? Marketing ideas generated from this could be endless and successful!

Dwayne Welch, president, Hickory Furniture Mart, Hickory, N.C.

Thanks for remembering designers' names

The Carole Sloan column of June 23 awakened creative juices to write this letter. ... My compliments to you for your opinion on the subject of designers' names. You hit the nail on the head (by commenting on) "producers of product so remote from the home that the stretch is almost laughable."

I guess you and I are of the very few that have experienced past history of our wonderful industry. How many recall the dismal failure of the "Pierre Cardin" collection? Does anyone remember great contributors to furniture design as Paul McCobb, Milo Baughman, John Van Koert, Kipp Stewart and Stewart MacDougall? These designers were contributors to trends and new ideas. Yet their names are forgotten not only by the public, but by most of the current leaders in furniture manufacturing.

It was my privilege to have worked in that area. Thanks for being so correct about this matter.

Jerry Morgan, Consultant, Rancho Mirage, Calif.