Stein World's new gallery program comes in 3 sizes
By Thomas Russell -- Furniture Today, May 7, 2007
Memphis, Tenn. — Accent and occasional furniture specialist Stein World has unveiled a new gallery program that helps retailers highlight and sell some of the company's newest and most popular SKUs.
At the High Point Market in March, the company showed three vignettes available to dealers of 150, 300 and 500 square feet. From the smallest to the largest, these show varying combinations of 15, 30 and 50 SKUs.
Stein World President Richard Olmeda said retailers will increase their business when the product is showcased.
"We focus on best sellers — these are proven at retail. We've taken the guesswork out of it," he said.
The first Stein World galleries were installed some 16 months ago at Indianapolis-based Kittle's Furniture, which set up test galleries in its six main stores. The largest, in the Castleton, Ind., store, holds 30 to 40 SKUs, said Lynne Schipp, Kittle's accent, occasional, home office and home entertainment buyer.
She said the galleries are in high traffic areas, a factor that has had a positive impact on sales.
"The department has done extremely well," she said. "If you scatter (the product) across the floor, I don't think you have that kind of impact."
Kittle's stocked the galleries with some of the best-selling and more traditional pieces in the line.
It later added Asian-influenced and newer contemporary items as well, which gives the spaces "a totally different look," said Schipp.
She said she also likes the fact that the items in the gallery program are available for quick shipping and can be in a Kittle's warehouse 28 to 30 days from the time of order.
Stein World officials declined to reveal projected sales per square foot of the galleries, but say they're pleased with results so far based on early dealer response.
By early this month, the number of dealers signed up for the program had reached 55, said Chief Operating Officer David MacIntosh.
