• Clint Engel

5th Marlo on tap as flagship store reopens

FREDERICKSBURG, Va. - Regency Furniture will open a Marlo Liquidation Center at a former RoomStore location here, the fifth Marlo showroom for the Top 100 company.
     It also drew thousands of consumers to a grand reopening for its flagship showroom in Rockville, Md., which was damaged by a fire last year and closed for eight months during a complete remodel.
     The new 29,000-squarefoot liquidation center on Plank Road will target consumers looking for immediate gratification with a mix of floor samples, discontinued and one-of-a-kind items as well as special bargain oriented goods - "anything that can give us some aggressive price points in the market," said Regency President Mark Stuart.
     Stuart said the Brandywine, Md.-based retailer will buy special in-line items for the store, including new resources, although he didn't want to name the suppliers.
     He projected that the store, slated to open this summer, will do about $5 million in annual sales.
     Separately, the retailer celebrated the grand opening of its 85,000-square-foot Marlo showroom on Rockville Pike in Rockville, Md. The showroom, which was extensively damaged by a July 2012 fire, was gutted and remodeled, Stuart said.

Regency Furniture
Regency Furniture reopened its remodeled Marlo Furniture in Rockville, Md., with a promotion that included 48-month, no-interest financing and drawings to win $25,000 in free furniture and a two-year lease on a new Cadillac.
Supplier representatives and Marlo Furniture employees join Mark Stuart, left in suit, Regency Furniture owner, CEO Abdul Ayyad and Mustafa Ayyad, Regency’s president of project development, for the ribbon cutting on the revamped 85,000-square-foot Marlo flagship store in Rockville, Md.
Supplier representatives
Thousands of consumers
Thousands of consumers gather for giveaways of $25,000 in furniture and a lease on the 2013 Cadillac SRX, part of the grand opening festivities at the remodeled Marlo Furniture in Rockville, Md.

     He added that the store features some new areas along with new and expanded supplier presentations targeting "a little more affluent customer." In Rockville, for instance, Marlo has added A.R.T. Furniture and expanded space for Pulaski, IdeaItalia and Leather Italia.
     For the May grand opening, Marlo drew some 4,000 consumers on opening day, including about 2,500 to 3,000 who crowded around for drawings to win $25,000 in free furniture and a two year lease on a 2013 Cadillac SRX.
Consumers "were absolutely ecstatic" over the revamped store," Stuart said.
     "It ended up being a great retail day. A lot of times with big retail events, consumers will gather for the drawing and then leave. But people didn't go home; they went back into the showroom," he said.
     He wouldn't disclose sales, but said they exceeded projections.
     Even with one less Marlo store open through much of 2012, Regency Furniture posted a 39.2% sales increase last year to an estimated $135 million, thanks in part to its May 2012 acquisition of the Marlo chain, Furniture/Today estimates. The retailer climbed 10 spots up the Top 100 ranks to No. 47.

Clint EngelClint Engel | Senior Retail Editor, Furniture Today

Please feel free to email or call me with all of your retail news and tips, including expansion news, successful merchandising and marketing strategies and anything else you would like to see covered by Furniture/Today.  Contact me directly at cengel@furnituretoday.com or 336-605-1129.

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