Parent company takes over Cambridge Mills sales, marketing
Thomas Russell -- Furniture Today, August 20, 2013
MCCONNELLSVILLE, N.Y. — The ownership of case goods source Cambridge Mills has made structural changes to the organization by moving sales and marketing responsibilities into the fold of company parent Harden Furniture.
Earlier this summer, Harden eliminated about 20 rep positions and also parted ways with Mike Scarsella, who had been president of the company since it was formed by Harden in 2010.
Scarsella previously was president of domestic case goods producer Virginia Sterling, which ceased production in April 2010 due to the challenging economy.
Scarsella has recently secured a position within the health care industry.
"It got to a point where he was looking to do something outside the industry, and the timing worked out well for both parties," said Greg Harden, president and CEO.
Scarsella largely oversaw sales and marketing for Cambridge Mills, which produces solid wood bedrooms that retail around $4,000 for four pieces, compared with $6,000 for Harden groups.
The marketing side will now be handled by Arlene Hall, Harden's marketing director, and the sales side will be handled by Doug Cleveland, national sales manager for Harden. Other staff at Harden were previously involved in product development, order processing and website management and will continue to handle those roles, Harden said.
Scarsella left the company in early July, Harden said. The 20 reps were dropped July 12.
The company decided to make the change largely because many were struggling due to a lack of any consistency in sales volume, Harden said. Many of the reps, he added, also had larger accounts, so Cambridge Mills represented a relatively small amount of their volume.
The Cambridge Mills line will now be handled by 23 Harden reps. Harden said they are responding positively to the change as they initially hoped for some of that business when the company was first formed.
Harden said a key goal of the change is improved distribution. A second key goal is to provide improved sales training and related support to retailers that carry the line.
"We just got to a point where we thought that Cambridge Mills would be more successful if it was within the Harden sales and marketing organization," he said, noting that about 50 accounts carry both lines.
At this October's High Point Market, the Cambridge Mills showroom will move from the International Home Furnishings Center to a spot across the hall from Harden at 200 Steele.