RiversEdge merchandises occasional with upholstery
By Thomas Russell -- Furniture Today, January 27, 2008
Lynchburg, Va. — Case goods importer RiversEdge Furniture is taking a different approach with occasional merchandising that it says is boosting interest and sales in the category.
For most of the past seven years, the company has shown occasional as part of its wood collections, said Mark Stubstad, managing partner.
But with buyers steering toward bedroom first and then dining room, that caused the category to remain an afterthought with some. So with the introduction of upholstery two markets ago, RiversEdge began showing more living room settings with sofas plus cocktail and end tables.
"With the upholstery buyers out shopping, they are looking for something to complement the upholstery right away," said Jim McCloskey, also a managing partner in the business. "It is much more focused buying now that we can have occasional groups that complement the upholstery."
The company now has 10 upholstery groups, six of which debuted at the October market. Most sofas in the groups retail between $599 and $799.
RiversEdge also has 12 occasional groups featuring cocktails ranging from $199 to $299. Eight of those styles use finish and design elements to complement various upholstery frames, without necessarily exactly matching the specific piece.
RiversEdge's approach to the occasional category coincides with a shift in the way retailers are presenting it. It's not necessarily shown as part of big collections any more, said McCloskey.
"Lately with this big lifestyle push, they are saying, 'We don't necessarily have to have a collection. We just have to have a nice presentation,'" he said.
Other suppliers that also have recently begun making a more concerted effort to merchandise occasional with upholstery include Klaussner, Fairmont Designs, Magnussen Home and Broyhill.
RiversEdge officials said the effort has started to pay off, with occasional sales up 25% for the year to date.
"Our intent is to drive it a lot more," McCloskey said.
One factor that has helped boost sales is that the company can ship its upholstery and occasional together, which makes sense given the number of tables that would be necessary to fill a container. "It has really spiked our occasional business and helped get the upholstery business going too," he said.
Stubstad and McCloskey said the company intends to develop more occasional groups developed to coordinate with upholstery in the future. All the new upholstery developed for the April High Point Market will have coordinating tables.
-
Upholstery sources find momentum at High Point
Oct 26, 2011 -
Occasional Intros Take Cues from Neighbors
Aug 16, 2011 -
New Classic to expand product line
Mar 9, 2008 -
New Classic to expand product line
Mar 9, 2008
Specialty retailer LoveSac introduces new store design
Kincaid Furniture honors Jimmy and Rosalynn Carter for Habitat work
Omnia Furniture ends relationship with Kathy Ireland Worldwide
Belfort Furniture, Lawrance Furniture are NHFA Retailers of Year
Singapore furniture show expecting increased turnout
Featured Company
-
Wright Labels
Bill and Tom Wright founded Wright of Thomasville in 1961 on the idea that printing was a creative medium and the belief that "a promise made is a promise kept." The Wright brothers focused their attention on providing exceptional printing for the... more
VIEW ALL GALLERIES
