March packages tables, lamps in 'All-in-a-Box' sets
By Gary Evans -- Furniture Today, December 7, 2009
RAMSEUR, N.C. — Promotional upholstery manufacturer March Furniture has launched an “All-in-a-Box” package that delivers virtually all the occasional pieces and accessories a consumer would need for a room — all in one box, all in one delivery.
Eight All-in-a-Box collections were introduced at the October High Point Market, with each set containing eight to 12 pieces.
Each package has a cocktail and two end tables, two lamps and coordinating accessories such as vases, trays, bowls, picture frames, clocks and decorative items. The packages are designed to coordinate with most of March's upholstery groups, which are sold separately. Rugs are not offered.
The company said that virtually all of its dealers committed to the program, with sets starting at $199 retail and topping out at $499.
“Everyone loved it,” said March President Brian Boyers. “From the dealers so far, the response has been terrific.”
March has a 250-employee factory in North Carolina that makes upholstery with sofas retailing for $199 to $599, with the bulk of its business at $399.
Until now, the company has been under the radar. But Boyers said retailers have been advertising an increasing number of eight- and 10-piece room packages at one price, and the company wanted to answer with a program of its own.
What makes March's effort different, he said, is that competitors' products arrive at the retailer's warehouse “in different packages on different days” and the merchant has to unpack the deliveries, accumulate the pieces, and then deliver the package to the customer. Missing pieces lead to delays.
“This system makes it where it's all in one box and you can send it right to the customer. For someone with a pickup, you can put it on the person's truck. A lot of promotional customers pick up their own,” Boyers said.
March found a supplier in China with side-to-side factories making lamps and accessories, next door to another company making tables.
“We got them to work together,” said Boyers, and come up with packaging that would transport the items safely. Part of the packaging has been patented, he said.
In keeping with its two-week shipping program for upholstery — even with the custom option of 400 covers — the company will stock the All-in-a Box sets. The Chinese supplier also will stock at least a container of each of the eight styles to replenish March as needed.
March delivers in its own trucks to mostly independent dealers east of the Mississippi, with freight on the packages — some weighing over 100 pounds — at the same price it charges to deliver a chair, usually less than $10 and shipments to retail clusters in places like Maryland at around $5.
An added advantage to the program, according to Boyers, is that the company gained some accounts who just bought the occasional and accessories packages during market, which may provide March with an entrée for its upholstery.
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