BEYOND. Top 100 Furniture Stores in US. Stores ranking 101 and above fine-tune strategies for success

Transcription

1 BEYOND Top 100 Furniture Stores in US Stores ranking 101 and above fine-tune strategies for success This article is in continuation to the article on Top 100 Furniture Stores in US, published in our previous issue.

2 Some put fine back in furniture, others employ name recognition, design services When recession hit a few years ago and the economy began to tank, Zak s Fine Furniture of Johnson City, Tenn., did what was necessary to appeal to a consumer suddenly short on disposable income. The three-store retailer had always put an emphasis on upper-middle to lower-high-end goods to differentiate from the big boxes and chain stores fighting it out at more promotional and middle prices, said owner Scott Bowman. But when the economy soured it supplemented that strategy with low-end goods to help the business and consumers who were suffering. Then one day a customer walked in and said, you need to put the Fine back in Fine Furniture. And the representative looked around and said, You know, you re right. I slipped from that model that had made us so successful over the years. But now Zak s is back on track. The retailer, listed among Furniture Today s Beyond the Top 100 companies, has been moving away from the lower end at its main store (it also operates a discount store and a clearance center) and beefing up the higher end offering with good results. It s one of several strategies independent retailers on the list are employing to stake their ground in a challenging business climate in which smaller players are not only contending with an anemic recovery, but more bigbox, regional and online competition. This past year, Zak s added several upscale galleries to its main floor, including Natuzzi, Bernhardt and Simmons, focusing on the latter s higher-end ComforPedic from Beautyrest and Beautyrest Recharge World Class lines. While sales remain flat and the proprietor still believes consumers generally are reluctant to make big purchases, things are looking up for Zak s. The actual number of tickets has gone down, but the per-ticket (dollars are) greater and the margin is better. And customer service issues have dropped. For starters, the consumer buying that promotional $399 sofa is probably the most costly customer of all, thanks to all the service headaches that come with cheaper furniture. And then there is the tough competition in that low-end arena. The chains are focusing on the lower price points. One can compete with them on case goods if one buys containers just like they do. But a $399 or $499 sofa can be purchased just about anywhere these days, and chances are the larger furniture chains with greater buying power are getting better deals. So the move back to more goods at the upper end of Zak s price spectrum has been welcome by both the retailer and consumers looking for the fine in fine furniture, despite an east Tennessee economy that s still limping a bit. Others on the Beyond list this year, are finding success, too, thanks to varied fine-tuned strategies. Augusta, Ga.-based Tipperary Sales, a La-Z-Boy Furniture Galleries dealer, had a record 2013, as sales increased about 16.3% to an estimated $32.1 million at six stores in Georgia and the Carolinas. Martha Brown, president and co-owner of the Augusta, Ga.-based company gives much of the credit to the company behind one of the few well-recognized manufacturer brand names in the industry. We re an independent dealership, but because we re a La-ZBoy Furniture Galleries dealer, it probably hedges our bets to the positive side, versus just being a general furniture dealer, Brown said. La-Z-Boy has done such a great job corporately. I know we ve benefited from that and their strategy and great leadership their positioning in the marketplace and the marketing. Brown said she knows La-ZBoy s marketing campaign featuring Brooke Shields was key to Tipperary s success last year, noting that whenever the campaign runs, her stores see more people from in

3 its target demographic younger consumers and others who are style conscious and savvy, she said. And I feel like our team was ready to meet those customers and show them the line, she said, adding that La-Z-Boy s merchandising has come a long way, too. Tipperary is scouting several additional store locations this year and will look to expand its Richburg, S.C., distribution center sometime over the next 12 months to handle the projected increase in business. Roughly half of Tipperary s 115 employees are store associates, and each h store has one to two degreed interior designers on staff. The designers skill at creating floor plans and their overall know-how give consumers an added level of confidence, and the company s inhome design program has been another key the retailer s recent success. Austin, Texas-based Town & Country Leather saw an approximate 18% increase in sales last year over 2012, thanks in part to a sturdy state economy and the addition of one store in the Bee Cave area of Austin, though it has been open only since September. We re well placed, said Eric Salem, vice president and coowner in the three-store business with wife Karen Salem, who is president. We ve been out here in Austin for six and a half years now. It s been a great run for us. The leather specialty retailer which also does well at its one Houston store had been pulling a lot of business from Austin s west corridor and felt the time was right to open a showroom there. Across the street from the Hill Country Galleria, the new 7,200-square-foot Bee Cave location is the retailer s first that didn t open amidst a cluster of other furniture stores. Because Town & Country Leather already was drawing business from the Bee Cave area, the retailer faced some cannibalization in sales, but it has since beefed up marketing in north Austin, where its first store is located, and it s pretty much back to its original numbers, Salemsaid. Now, Salem said, the company has set its sights on expansion in Houston, where it opened a store about three years ago and wants to open a couple of more if it can find the right property not an easy task in a market that s seeing explosive growth. Houston is such a large city, and the traffic is so tough there that people are just not as likely to get in their car and drive for 45 minute to an hour to go to a specialty store as good as ours is so it s just a matter of getting back to giving people a more convenient (shopping experience), he said. In its Texas markets, Town & Country Leather has a long list of formidable competition from other leather specialty stores to the big furniture retailers, such as Louis Shanks, Havertys and Star Furniture to the upscale department stores, such as Macy s and Dillards. To compete, the retailer works hard on offering what Salem considers a better selection and competitive prices, from well-known names, such as Natuzzi, Palliser, HTL and Bernhardt, to the smaller, but high quality and style leaders Artistic Leather and Eleanor Rigby both out of California. It s a real sharp consumer today, Salem said. You have to be competitive, not only with brick and mortar stores, but with (pure-play online retailers). The identifiable product like the names I ve mentioned they are all over the Internet. That s a challenge today. And there s no easy way to address that challenge, he added, noting, among other things the sales-tax advantage e- commerce players have. Also, as much as suppliers talk about minimuma dvertised-price policies, they are hard pressed to turn down orders. The value of having a store with an actual person and owner who is there five to six days a week, someone you can grab by the shirt if you re not happy with that sectional is better--rather than send 15 s and hope (the online company) stands behind its policies, he said. Some people get it, some people don t. You have to make sure you give people enough value added that they understand and say, You know, I d rather deal with the guy down the street.

4 In Fairfield, N.J., the threestore White House Designs for Life faces a similar challenge, and it s one that s been going on a long time, at least since the 1990 s said owner Karen Arakelian. It used to be consumers calling up the North Carolina discount retailers for better prices. Now, the consumer comes in, we help them make selection and they go Google it and try to find it somewhere else, she said. But like Town and Country Leather, White House has developed strategies that play up its important design and other services along with the quality, uppermiddle and high-end goods the retailer is selling. For large jobs whole rooms, for instance, White House Designs takes a $500 non-refundable retainer up front. If the customer doesn t purchase from the store, the retailer keeps the retainer. If they do buy, most of the money goes toward the purchase price, though a portion is carved out for a designer fee. It just commits people, Arakelian said. If their intention is to buy it online, they re not going to give you the $500. We do a lot of work for that money, she noted, including inhome visits. White House Designs has had that retainer policy in place for a number of years, but it has built on it in recent years, further playing up the value of its services to counter Internet competition. It now offers wholehome design services, including window treatments from Hunter Douglas, wall paper and kitchen tile. Today, about half of the retailer s staff are certified interior designers. Also one of its three stores is a tradeonly location, for independent designers, who seem to be doing most of the business these days. So instead of fighting them we re inviting them to do it with us, Arakelian added. Earlier this year, the company opened a consignment shop for home furnishings and upper-end apparel, giving its loyal, longtime customers an outlet to clear out some goods when they reach the point of retiring and moving out of state or downsizing. All profits from the Design Consign shop go The Gloria Foundation, a non-profit named after Arakelian s mother that benefits victims of domestic violence. The retailer is an agent for several fabric companies, so designers can come in and buy fabrics on their own account at wholesale price, then move on to the store to buy the furniture for their jobs. Beyond the Top 100 AMERICAN HOME- Albuquerque, N.M. Total stores 2013: 6 Est total sales: $33 million. Founded in New Mexico retailer operating three stores in Albuquerque, one in Farmington and two in Santa Fe. Stores offer mid-priced lines in a combined 240,000 square feet of selling space. Major suppliers include Sealy, Lane, Lexington Home Brands, Flexsteel, Universal, Klaussner, Steve Silver, Magnussen, Ashley, Hillsdale and Aspenhome. Also offers interior design services. BAILEYS FURNITURE- Anchorage, Alaska Total stores 2013: 6 Est total sales: $30 million to $34.9 million. Family-owned, founded in Operates one superstore and clearance center in Anchorage; two stores in Wasilla; and one store each in Soldotna and Fairbanks, Alaska. Stores offer mid-priced lines in a combined 175,000 square feet of selling space. Average sales per square foot, $200. One hundred thirty employees, including 40 salespeople. A member of FMG buying group. Major suppliers include Emerald, Englander, Lifestyle, United, Corinthian, Primo and Albany. Has a social media presence(facebook).

5 BARTLETT HOME FURNISHINGS- Bartlett, Tenn. Total stores 2013: 1; Est total sales: $4.2 million Family-owned, founded in Offers mid-priced to highend lines in 22,500 square feet of selling space. Average sales per square foot, $186. Has 16 employees, including eight salespeople. Major suppliers include King Hickory, Stanley, Hooker, Sherrill, Bradington-Young, Fairfield, Natuzzi and Canadel. Store features a Fine Furniture and a Flexsteel in-store gallery. Case goods accounted for 40% of 2013 total sales; upholstery, 48%; bedding, 4%; and decorative accessories, 5%. Offers free WiFi to customers and has a social media presence through Facebook. Attends two U.S. tradeshows. BEITER S HOME CENTERS- South Williamsport, Pa. Total stores 2013: 6; Est total sales: $25 million to $29.9 million Family-owned, in business since Operates stores in South Williamsport, Lock Haven, Sunbury, Mansfield, East Lewisburg and East Smithfield, Pa. Stores offer midpriced lines in a combined 247,000 square feet of selling space. Average sales per square foot, $100. Online sales account for 1% of total sales. A member of FMG and Nationwide buying groups. One hundred fifty-five employees, including 32 salespeople. Major suppliers include Spring Air, Englander, Simmons, England, Hughes, Ashley, Vaughan-Bassett, Michael Ashton, ECI and Jofran. Offers WiFi for customers. Offers in-home delivery and design services. Attends four U.S. tradeshows each year. BENNINGTON FURNITURE- Bennington, Vt. Total stores 2013: 5 Family-owned, established in Operates one store each in Bennington, Manchester, West Dover and Rutland, Vt. and Queensbury, N.Y. Store offer promotional to high-end lines in a combined 71,000 square feet of selling space. Average sales per square foot, $130. Online sales accounted for 3% of 2013 total sales. Forty-six total employees, including a 17-member sales team. A member of the Furniture First buying group. Three stores feature Flexsteel galleries and one has a La-Z-Boy in-store gallery. Other key vendors include Sealy, Klaussner, Ashley, Warehouse M, Best Home Furnishings, Palettes by Winesburg, Daniels Amish, Magnussen, King Hickory and King Koil. Case goods accounted for 29% of 2013 total sales; upholstery, 38%; bedding, 19%; decorative accessories, 9%; and other merchandise including window treatments, 5%. Plans to concentrate on interior design business and domestic case goods business in the future. Has a social media presence through Facebook and Google+. Offers inhome delivery and design consultations. Attends three U.S. tradeshows each year. BRADEN S LIFESTYLES-Knoxville, Tenn. Total stores 2013: 1 Est total sales: $6.4 million Family-owned, founded in Offers upper-middle to high-end lines in 17,000 square feet of selling space. Average sales per square foot, $378. Internet sales accounted for 2% of 2013 total sales. Eighteen employees, including 10 sales associates. Features Stickley and Ekornes in-store galleries. Other major vendors include Natuzzi, Rowe, Palettes, Four Hands and

6 Kalaty Rugs. Case goods accounted for 34% of 2013 total sales; upholstery, 44%; bedding, 1%; area rugs, 1%; and outdoor furniture, 20%. Has a social media presence through Facebook. Offers WiFi for customers. Attends four U.S. tradeshows each year. BRASHEARS FURNITURE-Berryville, Ark. Total stores 2013: 3 Family-owned, founded in Operates one store each in Berryville and Springdale, Ark., and Branson, Mo. Stores offer upper-middle price points in a combined 83,000 square feet of selling space. Average sales per square foot, $121. Forty-three employees, including 15 salespeople. Major suppliers include Stanley, Smith Brothers, Winners Only, Jamison Bedding, Hancock & Moore, King Hickory, Winesburg, Cheers, Craftmaster and La-Z-Boy. Case goods accounted for 38% of 2013 sales; upholstery, 42%; bedding, 15%; and decorative accessories, 5%. Has a social media presence through Facebook and Pinterest. Offers in-home delivery and design services. CAROLINA RUSTICA-Concord, N.C. Total stores 2013: 1 Established in Part of the Mattress USA family of retailers. Sales and store count information is for the Carolina Rustica location only. Store offers upper-middle price points in 20,000 square feet of selling space. Is planning a 5,000 sq. ft. addition later this year. Average sales per square foot, $300. Online sales accounted for half of 2013 total sales. Has 12 employees, including five salespeople. Major suppliers include Serta, Sealy, Simmons, Stearns & Foster, Century, Lexington, Bernhardt, Hickory White, Hooker, AICO, Stanley, Bradington-Young, Fine Furniture Design, Universal, Kincaid and Palliser Leather. Has a social media presence through Facebook, Twitter, Pinterest, Google+, YouTube and LinkedIn. Offers design consultations. lines and one outlet store. Stores have a combined 38,854 square feet of selling space. Average sales per square foot, $177. Thirty-nine employees, including 12 sales associates. Major suppliers include Century, Stanley, Hooker, Universal and Schnadig. Case goods accounted for 44% of 2013 total sales; upholstery 28%; bedding, 2%; decorative accessories, 17%; outdoor furniture, 2%; and other merchandise, including flooring and gifts, 7%. Has a social media presence through Facebook. Offers inhome delivery and design consultations. Attends four or five U.S. tradeshows each year. CHERRY HOUSE-LaGrange, Ky. Total stores 2013: 1 Family-owned, founded in Store offers uppermiddle to high-end lines in 30,000 square feet of selling space. A member of Furniture First buying group. Thirtytwo employees, including a sales team of nine. Major vendors include Hooker, Universal, Sherrill, Bernhardt, Smith Brothers, Canadel and Century. Has a social media presence through Facebook, Twitter, Pinterest and LinkedIn. CHF HOME FURNISHINGS-Boise, Idaho Total stores 2013: 3 Est total sales: $10 million to $14.9 million Family-owned, established in Operates one CHF store, one La-Z-Boy Furniture Gallery and one Priceless Store. Stores offer promotional to high-end lines in a combined 84,000 square feet of selling space. A member of Mega buying group. Sixty-nine total employees, including a sales team of 23. Key vendors include La-Z- Boy, Flexsteel, Ekornes, Best Home Furnishings, Tempur- Pedic and Serta. Case goods accounted for 20% of 2013 CHARLOTTE S-El Paso, Texas Total stores 2013: 2 Est total sales: $6.9 million Family-owned, founded in Operates one Charlotte s store offering upper-middle to high-end

7 total sales; upholstery, 60%; bedding, 16%; and decorative accessories, 4%. Has a social media presence through Facebook and Twitter. CIAO INTERIORS-Kalispell, Mont. Total stores 2013: 1 Family-owned, established in Offers upper-middle to high-end lines in 5,500 square feet of selling space. Also sells online. Internet sales accounted for 20% of 2013 total sales. Four employees, including three sales associates. Major suppliers include Lee Industries, Stanley, Theodore Alexander, Dovetail, Vanguard, Flat Rock, Old Biscayne, Woodbridge, American Leather and Wildwood. Has a social media presence through Facebook, Twitter, LinkedIn and Pinterest. COCONIS FURNITURE-South Zanesville, Ohio Total stores 2013: 2 Est total sales: $10 million to $14.9 million Family-owned, in business since Stores carry midpriced lines in a combined 81,000 square feet of selling space. In August will open a 30,000-square-foot store in Heath, Ohio. A member of Furniture First buying group. Sixty-two employees, including 20 salespeople. Has a Flexsteel in-store gallery. Other major suppliers include Ashley, Serta, England, Best Home Furnishings, Southern Motion, Liberty, Klaussner, Lane, Broyhill, Intercon, Tempur- Pedic, Cheers and Restonic. Case goods accounted for 33% of 2013 total sales; upholstery, 45%; bedding, 20%; and decorative accessories, 2%. Has a social media presence through Facebook. COLFAX FURNITURE & MATTRESS-Greensboro, N.C. Total stores 2013: 3. Established in Operates one store each in Greensboro, Kernersville and Winston-Salem, N.C. Stores carry lowermiddle price points in a combined 180,000 square feet of selling space. Average sales per square foot, $60. Also sells online. Internet sales accounted for 1% of 2013 total sales. A member of FMG buying group. Eighty-three total employees, including 21 salespeople. Major suppliers include Ashley, Albany, Coaster, United, Lifestyle, Elements, HTL, Restonic, Sealy, Serta, Glideaway, Jofran, Crown Mark, Newport, New Classic and Fusion. Case goods accounted for 44% of 2013 total sales; upholstery, 39%; bedding, 16%; and decorative accessories, 1%. Has a social media presence through Facebook, Twitter and YouTube. Offers customers inhome delivery. COLLECTIC HOME-Austin, Texas Total stores 2013: 1; Est total sales: $5 to $9.9 mln. Family owned, established in Store offers midpriced to high-end lines in 7,000 square feet of selling space. Average sales per square foot, $357. Also sells RTA furniture through its online site Internet sales accounted for 45% of 2013 total sales. Has 15 total employees, including a six-member sales team. A member of the MIDUS buying group. Major suppliers include American Leather, BDI, Rowe, Robert Abbey, Brownstone, Phillips Collection, Saloom, Euro Style, Jesper and Zuo. Case goods accounted for 34% of 2013 total sales; upholstery, 53%; bedding, 6%; outdoor furniture, 2%; and decorative accessories, 5%. Offers free WiFi, in-home delivery and design consultations. Has a social media presence through Facebook, Twitter, Pinterest and LinkedIn. Attends two U.S. tradeshows each year. COMPASS FURNITURE-Jefferson, La. Total stores 2013: 2 Est total sales: $10 million to $14.9 million Family-owned, established in Operates one Compass Furniture store and one Compass For Kids store, each offering contemporary and casual lines, in Jefferson, La. Stores offer mid-priced lines in a combined 100,000 square feet of selling space. A member of FMG buying group. Seventy total employees. Suppliers include Albany, Pulaski, Vaughan-Bassett, Standard, Serta, Lane, Stanley and Ashley. Has a social media presence through Facebook.

8 D.T. MCCALL & SONS-Carthage, Tenn. Total stores 2013: 5 Est total sales: $20 million to $24.9 million Family-owned, established in Operates one store each in Cookeville, Lafayette, Carthage, Lebanon and Franklin, Tenn. Stores offer mid-priced lines in a combined 257,000 square feet of selling space. Also sells online. Has 110 employees, including 30 salespeople. Major suppliers include Aspenhome, Dutch Craft, Elements International, England, Klaussner, La-Z-Boy, Liberty, Southern Motion and Vaughan-Bassett. Has a social media presence through Facebook, Twitter, Pinterest, Google+ and YouTube. DANE DECOR-Downingtown, Pa. Total stores 2013: 2 Family-owned, established in Operates stores in the Philadelphia, Pa. metro area. Closed its Mt. Laurel store last year. Stores offer upper-middle price points in a combined 53,000 square feet of selling space. Average sales per square foot, $66. Plans to add bedding to merchandise mix this year. Fourteen total employees, including five salespeople. Has an Ekornes in-store gallery. Other major vendors include Copeland, BDI, Lazar, Sun Wood, Mobican, Skovby, Palliser and W. Schillig. Has a social media presence on Facebook, Twitter, Pinterest, Google+, YouTube, Instagram and Tumblr. Offers in-home delivery and design services to customers. Attends three U.S. trade shows each year. DAVIDSON S FURNITURE-Hornell, N.Y. Total stores 2013: 2 Family-owned, founded in Stores offer promotional to midpriced lines in a combined 28,000 square feet of selling space. Fourteen total employees, including a six-member sales team. A member of Furniture First buying group. Major suppliers include Broyhill, La-ZBoy, Catnapper, Ashley, Sealy, Serta, Liberty, Best Home Furnishings, Vaughan- Bassett and Lane. Has an England in-store gallery. Has a social media presence through Facebook. Offers in-home delivery and design services. DECORUM OF VIRGINIA-Norfolk, Va. Total stores 2013: 2 Family-owned, founded in Operates one store each in Norfolk and Virginia Beach, Va. Stores carry mid-priced lines in a combined 34,000 square feet of selling space. Twenty-three employees, including eight salespeople. A member of Contemporary Design buying group. Major suppliers include American Leather, Ekornes, Natuzzi, Actona, A.P. Industries, Lazar, Precedent, Jesper Furniture, W. Schillig, Terra Furniture and BDI. Has a social media presence through Facebook, Twitter and LinkedIn. DEETS HOMESTORE-Norfolk, Neb. Total stores 2013: 2 Family-owned, founded in Stores offer mid-priced lines in a combined 53,000 square feet of selling space. Average sales per square foot, $112. Thirty-five employees, including 13 salespeople. A member of the Furniture First and Abbey Carpet and Floor buying groups. Operates a 3,900 square foot Mattress1st Sleep Center and BedGear Shop. Major suppliers include La-Z- Boy, Klaussner, Restonic, Serta, Tempur-Pedic, Stainmaster, Ashley, Millennium, Tempo, England, Sunny Design and Southern Motion. Has a social media presence through Facebook. DEL SOL FURNITURE-Phoenix Total stores 2013: 3 Family-owned, established in Stores offer promotional to upper-middle price points in a combined 53,000 square feet of selling space. Also operates a distribution center in Phoenix. Has 60 employees, including 16 salespeople. A member of the FMG and Nationwide buying groups. Major suppliers include Ashley, Coaster, AICO and Serta. Has a social media presence on Facebook and Twitter.

9 DIAMOND FURNITURE & MATTRESS-Philadelphia Total stores 2013: 5 Est total sales: $16 million Family-owned, established in Operates stores in Philadelphia and Bensalem, Pa. and Turnersville and Egg Harbor Township, N.J. Also has an outlet operating as an independent licensee in Secane, Pa. Stores carry lowermiddle priced lines in a combined 125,000 square feet of selling space. Average sales per square foot, $183. Also sells online. Internet sales accounted for 1% of 2013 total sales. Has 125 employees, including 41 salespeople. Major suppliers include Vaughan-Bassett, Pulaski, United, Klaussner, Simmons Upholstery, Legacy, Symbol and Superior. Has a social media presence through Facebook. Offers in-home delivery. DOMA HOME FURNISHINGS-St. Petersburg, Fla. Total stores 2013: 2. Founded in Operates one store each in St. Petersburg and Tampa, Fla. Stores offer mid-priced to high-end lines in 14,500 square feet of selling space. Total sales per square foot, $152. Has seven employees, including a fivemember sales team. Major suppliers include Huppe, Dinec, Canadel, Trica, Elite Modern, Calligaris, Dellarobbia, American Leather, Lazar, Younger, Ekornes and Schillig. Furniture accounted for 78% of 2013 total sales; accent furniture, 12%; and decorative accessories, 10%. Attends trade shows in High Point and Las Vegas. Has a social media presence on Twitter, Facebook, YouTube and Pinterest. EXCLUSIVE FURNITURE-Houston Total stores 2013: 5 Est total sales: $35.7 million. Established in Stores offer promotional to mid-priced lines in a combined 81,000 square feet of selling space. Opened an additional 12,000-square-foot Houston store last year. Operates a centralized warehouse in southwest Houston. Opened a 40,000 square foot store in Humble, Texas this year. Key vendors include Ashley, Franklin, Homestretch, New Classic, Sandberg, Fairmont, Avalon and Lifestyle. Has a social media presence on Facebook, Twitter and YouTube. Offers in-home delivery services. FEDDE FURNITURE-Pasadena, Calif. Total stores 2013: 2 Est total sales: $10 million to $14.9 million Family-owned, founded in Stores, both located in Pasadena, Calif., offer upper-middle to high-end priced lines in a combined 40,000 square feet of selling space. Twenty-seven employees, including a sales team of 13. Major vendors include Stickley, Sherrill, FFDM, Drexel Heritage, Bradington-Young, Stanley, Lexington, Hooker, Hancock & Moore and Simply Amish. Offers design services for customers. FIORE FURNITURE-Altoona, Pa. Total stores 2013: 1 Est total sales: $3 million Family-owned, founded in Offers lower-middle price points in 35,000 square feet of selling space. Average sales per square foot, $86. Eighteen total employees, including a sales team of eight. A member of Furniture First buying group. Major suppliers include Ashley and Sealy. Features Flexsteel, England and Lane in-store galleries. Case goods accounted for 32% of 2013 total sales; upholstery, 49%; bedding, 9%; decorative accessories, 4%; and other merchandise, including floor coverings and fabric protection, 6%. Has a social media presence through Facebook and Pinterest. Offers in-home delivery services. Attends two U.S. tradeshows each year. FREEDOM FURNITURE AND ELECTRONICS-Norfolk, Va. Total stores 2013: 14 Est total sales: $20 million to $24.9 million Family-owned, established in Operates one store each in the military base communities of San Diego and Oceanside, Calif.; Colorado Springs, Colo.; Columbus and Hinesville, Ga.; Oak Grove, Ky.; Fayetteville, N.C.; Junction City, Kan.; Lakewood, Wash.; Lawton, Okla.; Killeen and El

10 Paso, Texas; and Norfolk and Newport News, Va. Stores offer promotional to mid-priced lines in a combined 265,000 square feet of selling space. Average sales per square foot, $120. Also sells online. Internet sales accounted for 9% of 2013 total sales. Has 140 employees, including 75 salespeople. Major suppliers include Ashley, Coaster, Serta, Franklin and Emerald. Case goods accounted for 22% of 2013 total sales; upholstery, 18%; bedding, 8%; decorative accessories, 2%; and other merchandise, including consumer electronics, computers, appliances, jewelry and automotive, 50%. Has a social media presence through Facebook, Pinterest and YouTube. FURNITURE BARN-New Castle, Del. Total stores 2013: 3 Family-owned, established in Stores offer midpriced lines in a combined 28,500 square feet of selling space. Average sales per square foot, $175. Twenty employees, including eight salespeople. Member of the FMG buying group. Major suppliers include Ashley, Legacy, Universal, Craftmaster, Vaughan- Bassett, Southern Motion and Sealy. Case goods accounted for 54% of 2013 total sales; upholstery, 38%; bedding 7%; and decorative accessories, 1%. Has a social media presence on Twitter and Facebook. FURNITURE BOWL-Winslow, Ariz. Total stores 2013: 1 Family-owned, established in Has 11,000 square feet of selling space. Average sales per square foot, $200. Seven total employees, including a three-member sales team. A member of BrandSource buying group. Major suppliers include Lane, Southern Motion, Broyhill and Serta. Case goods accounted for 23% of 2013 total sales; upholstery, 25%; bedding, 15%; area rugs, 1%; and other merchandise, including consumer electronics and major appliances, 36%. Has a social media presence through Facebook. FURNITURE ENTERPRISES OF ALASKA-Anchorage, Alaska; Total stores 2013: 8 Est total sales: $35 million or more Family-owned, founded in Operates one Sadler s Home Furnishings store each in Anchorage, Fairbanks and Kenai Peninsula, Alaska; and one William & Kay store, one La-Z-Boy Furniture Galleries, one Ultimate Mattress and one Ashley Furniture HomeStore, all in Anchorage. Opened an America s Mattress store in Wasilla, Alaska last year. Average sales per square foot, $245. A member of Furniture First and Pacific Furniture Dealers buying groups. One hundred fifty-eight employees, including 63 salespeople. Major suppliers include Ashley, Flexsteel, La- Z-Boy, Trendwood, Sealy, Serta, Tempur-Pedic, Natuzzi and Bassett. Has a social media presence on Facebook. FURNITURE OPTIONS-Goshen, N.Y. Total stores 2013: 1 Family-owned, opened for business in Store offers mid-priced lines in 22,000 square feet of selling space. Average sales per square foot, $150. Twenty employees, including a 10-member sales team. A member of Furniture First buying group. Major vendors include Ashley, Flexsteel, Broyhill, Canadel, England, Southern Motion, Bassett, Wynwood, Intercon, Cheers, Best Home Furnishings, Legacy, Tempur-Pedic, Ekornes and Vaughan-Bassett. Case goods accounted for 40% of 2013 total sales; upholstery, 40%; bedding, 5%; and decorative accessories, 15%. GORMANS HOME FURNISHINGS-Farmington, Mich. Total stores 2013: 5; Est total sales: $30 million to $34.9 million Family-owned, founded in At year end, operated one store each in Southfield, Troy, Novi, Shelby Township and Grand Rapids, Mich. Stores offer upper-middle to

11 high-end lines in a combined 155,000 square feet of selling space. One hundred fifty employees, including a sales team of 63. Major suppliers include Hooker, Sherrill, Lexington, Stanley and Hancock & Moore. All contain Natuzzi in-store galleries and three stores contain Stickley galleries. Has a social media presence through Facebook and Pinterest. GREEN FRONT FURNITURE STORE-Farmville, Va. Total stores 2013: 3 Est total sales: $42.5 million Family-owned, in business since Owner Richard F. Cralle, Jr., with his son now working in the business with him, Richard F. Cralle, III. Operates mid-priced to highend stores in Farmville and Manassas, Va., and in Raleigh, N.C. The Farmville store is the main location, a series of 12 rustic warehouses totaling 900,000 square feet of selling space. The Manassas store has about 90,000 square feet of selling space, and the Raleigh store is about 45,000 square feet of selling space. All three carry a mixture of traditional furnishings as well as transitional, modern and eclectic treasures from around the world for every room in the house with an Oriental Rug Collection and home accessories division. In-store galleries: Hickory Chair, one in each Virginia location; Henredon, one in each Virginia location. Other key vendors include Durham, Hancock & Moore, Habersham, Hooker, Bernhardt, Jonathan Charles, Stanford, Michael Thomas, Maitland-Smith, Sherrill, Harden, Lexington, Universal, Leathercraft, Theodore Alexander and Henkel-Harris. Has a social media presence through Facebook, Twitter and Pinterest. Offers free WiFi for customers. Well behaved pets welcome in stores. GREENBAUM INTERIORS-Paterson, N.J. Total stores 2013: 2 Family-owned, founded in Operates one store each in Paterson and Morristown, N.J. Stores offer highend lines in a combined 120,000 square feet of selling space. Average sales per square foot, $200. Has 48 total employees, including a sales staff of 15. Also sells online. Internet sales accounted for 2% of 2013 total sales. Major suppliers include Hickory Chair, Baker, TRS, Century, Hickory White, Theodore Alexander, Maitland- Smith and Chelsea House. Has a social media presence through Twitter and Facebook. Specializes in one-of-akind furniture and upholstery. GRINDSTAFF S INTERIORS-Forest City, N.C. Total stores 2013: 1 Family-owned, in business since Store offers highend lines in 80,000 square feet of selling space. Has a nine-member sales team. Also sells online. Major suppliers include Baker, Bernhardt, Century, Drexel Heritage, Ekornes, Fine Furniture Design, Kincaid, Lexington, Maitland-Smith, Hancock & Moore, Henredon, Hickory Chair, Hooker, John-Richard, Simply Amish, Universal, Bassett and Huntington House. Offers free WiFi. Also offers in-home delivery and design consultations. Attends two U.S. tradeshows each year. HAROLD S FURNITURE-Lebanon, Pa. Total stores 2013: 1 Family-owned, founded in Store offers lowermiddle price points in 18,000 square feet of selling space. Average sales per square foot, $55. Also sells online. Internet sales accounted for 5% of 2013 total sales. Has 10 total employees, including four salespeople. A member of the Nationwide buying group. Features in-store galleries for Klaussner and Catnapper. Other major suppliers include La-Z-Boy, Ashley, Jackson and Sealy. Case goods accounted for 42% of 2013 total sales; upholstery, 45%; bedding, 2%; outdoor furniture, 1%; decorative accessories; 9%; and other merchandise, including electronics and appliances, 1%. Offers free WiFi, in-home delivery and design consultations. Has a social

12 media presence through Facebook and Twitter. Received the 2013 Retailer of the Year Award from the Tri-State Furniture Association, including Eastern Pennsylvania, Southern New Jersey and Delaware. Attends three U.S. trade shows each year. HEFNER FURNITURE & APPLIANCE-Poplar Bluff, Mo. Total stores 2013: 2 Est total sales: $15 million to $19.9 million. Familyowned, founded in Stores offer promotional to mid-priced lines in a combined 240,000 square feet of selling space. A member of Mega buying group. Eighty employees, including 18 sales associates. Major suppliers include Broyhill, Flexsteel, Ashley, Lane, La-Z-Boy, Thomasville, Natuzzi, Sealy and Tempur-Pedic. Case goods accounted for 30% of 2013 total sales; upholstery, 50%; bedding, 15%; and decorative accessories, 5%. Has a social media presence through Facebook. Offers in-home delivery services and free haul away of old product. HERMANN FURNITURE-Brenham, Texas Total stores 2013: 1. Family-owned, founded in Store offers upper-middle to high-end lines in 27,000 square feet of selling space. Has 19 employees, including 14 salespeople. A member of the Mega buying group. Has one in-store gallery each for Flexsteel and Kincaid. Other major suppliers include Universal, Lexington, Furniture Classic, Sealy, Restonic, Heckman and Stein World. Case goods accounted for 18% of 2013 total sales; upholstery, 16%; bedding, 10%; outdoor furniture, 1%; decorative accessories, 29%; and, other merchandise, including crafts and antiques, 26%. Has a social media presence through Facebook, Twitter, Pinterest and LinkedIn. Offers in-home delivery, design services and in-store WiFi for customers. HIGH POINT FURNITURE-Jasper, Ala. Total stores 2013: 1 Est total sales: $1.2 million Family-owned, founded in Store offers uppermiddle to high-end lines in 20,000 square feet of space. Average sales per square foot, $60. Also sells online. Internet sales accounted for 3% of 2013 total sales. Seven employees, including three salespeople. A member of Nationwide buying group. Features Rowe and Flexsteel in-store galleries. Other major vendors include Serta, Universal and Furniture Classics. Has a social media presence through Facebook, Twitter and LinkedIn. Offers in-home delivery and design services. Attends two U.S. tradeshows each year. HILLSIDE FURNITURE-Bloomfield Hills, Mich. Total stores 2013: 1 Est total sales: $4.2 million Family-owned, in business since Store offers uppermiddle price points in 30,000 square feet of selling space. Average sales per square foot, $140. Also sells online. Internet sales accounted for 3% of 2013 total sales. Has 28 total employees, including 10 salespeople. A member of the Contemporary Design buying group. Includes one in store gallery each for Ekornes, Natuzzi and Elite. Other key suppliers include BDI, Lazar and Palliser. Case goods accounted for 50% of 2013 total sales; upholstery, 35%; bedding, 1%; and, decorative accessories, 14%. Has a social media presence through Facebook, Twitter, Pinterest, Google+, YouTube and Instagram. Offers in-home delivery and design services. Plans on increasing sales by focusing on in-home design. Attends four U.S. tradeshows each year. HOMESTEAD FURNITURE-Nescopeck, Pa. Total stores 2013: 1 Est total sales: $1.9 million Family-owned, established in Store offers midpriced lines in 14,000 square feet of selling space. Average sales per square foot, $135. Ten total employees, including a four-person sales team. A member of BrandSource buying group. Major suppliers include Simmons, Broyhill, Lane, Flexsteel and Vaughan-Bassett. Case goods accounted for 37% of 2013 total sales; upholstery, 40%; bedding, 22%; and decorative

13 accessories, 1%. Has a social media presence through Facebook. Offers WiFi to customers. HW HOME-Denver Total stores 2013: 4; Est total sales: $5 million to $9.9 million Family-owned, established in Operates one store each in Boulder, Denver and Greenwood Village, Colo. Also operates a 25,000-sq.-ft. pop-up store in Broomfield, Colo. Stores carry upper-middle lines in a combined 20,000 square feet of selling space. Also accepts orders over the Internet. Online sales accounted for 5% of 2013 total sales. Forty-two employees, including 25 salespeople. Major suppliers include Brownstone, Bernhardt, Palacek, Precedent, Dwell, Visual Comfort, Barbara Cosgrove, Elite, Hickory Chair, Vanguard, Lee, Four Hands, Surya and Tamarian. Case goods accounted for 37% of 2013 total sales; upholstery, 35%; bedding, 1%; outdoor furniture, 2%; and, decorative accessories, 25% Has a social media presence through Facebook and LinkedIn. Offers in-home delivery and design services. Attends four U.S. tradeshows each year. I.O. METRO-Bentonville, Ark. Total stores 2013: 17 Est total sales: $25 million to $29.9 million Founded in Operates 17 stores throughout the states of Alabama, Arkansas, Georgia, Mississippi, Missouri, Oklahoma, Tennessee and Texas and an e- commerce website. Launched a new website this month. Offers modern, eclectic furniture, art and accessories of high quality that enhance the home and life. Also offers free in-home design service. Targets prime real estate of 9,000 square feet in major metropolitan areas. Product sourced worldwide, including items made in the USA. INTERIORS-Lancaster, Pa. Total stores 2013: 2 Est total sales: $10 million to $14.9 million Family-owned, in business since Stores offer midpriced to high-end lines in a combined 100,000 square feet of selling space. Seventy-five total employees, including a sales team of 21. Has in-store galleries for Stickley, Century, Flexsteel, Ekornes and Thomasville. Other major suppliers include Hooker, Vanguard and Serta. Case goods accounted for 36% of 2013 total sales; upholstery, 51%; bedding, 4%; and, decorative accessories, rugs, etc., 9%. Has a social media presence through Facebook, Twitter, Pinterest and Google+. Offers WiFi for customers and inhome delivery services. Attends two or three U.S. tradeshows each year. ISIDRO DUNBAR MODERN INTERIORS-Miramar Beach, Fla.; Total stores 2013: 1 Est total sales: $2.1 million. In business since Store offers mid-priced to high-end lines in 6,693 square feet of selling space. Total sales per square foot, $250. Has five total employees, including a three-member sales team. Key vendors include American Leather, Dellarobbia, Focus One Home, Younger, Thayer Coggin, Creative Elegance, Huppe, UP by Huppe, Calligaris, BDI, Elite Modern, Bontempi Casa, Johnston Casuals, Peter Francis for Saloom. Furniture, including accent furniture accounted for 85% of 2013 total sales; and other merchandise, 15%. Attends trade shows in High Point and New York. Offers interior design services. Has a social media presence on Facebook. J&K HOME FURNISHINGS-North Myrtle Beach, S.C. Total stores 2013: 2 Est total sales: $4.2 million Family-owned, established in Operates a Bassett Gallery store in North Myrtle Beach and a Thomasville Gallery store in Little River, S.C. Stores offer mid-priced to high-end lines in a combined 50,000 square feet of selling space. Average sales per square foot, $84. Also sells via the Internet. Online sales accounted for 2% of 2013 total sales. Twelve employees, including six

14 bedding, 12%; outdoor furniture, 2%; and, decorative accessories, 2%. Johnny Janosik became the first licensee of Wolf Furniture s Allegheny Furniture Consignment, opening its own version - Delmarva Furniture Consignment - in vacant former retail space on its campus in Laurel, Del. The store has about 10,000 square feet and opened in January Has a social media presence through Facebook, Twitter, Pinterest, Google +, and YouTube. Attends three U.S. trade shows each year. salespeople. Major suppliers include Southern Motion, Best Home Furnishings, Craftmaster, Universal, Michael Amini, Dimplex, Legacy, Paula Deen, Lexington, Parkerhouse, Beachcraft, Hillsdale, Stein World, Liberty, SeaWinds, Symbol, Magnussen and Sealy. Case goods accounted for 53% of 2013 total sales; upholstery, 30%; bedding, 10%; and decorative accessories, 7%. Has a social media presence through Facebook. Offers in-home delivery and design services. Also offers complimentary in-store WiFi. JOHNNY JANOSIK-Laurel, Del. Total stores 2013: 4; Est total sales: $43.6 million Family-owned, founded in Promotional to high-end retailer drawing customers from five mid-atlantic states and the District of Columbia. Operates a 180,000- squarefoot showroom and a 22,000-square-foot clearance center in Laurel, Del., and a 50,000-square-foot showroom, with a 25,000-square-foot recline and sleep store across the street, in Dover, Del. In-store galleries: Bassett, Broyhill, La-Z-Boy, Lane, Southern Motion and Thomasville, two each; A.R.T., Lexington, Kincaid, Hooker, Bernhardt and Paula Deen, one each. Other key vendors include Ashley, Klaussner, Legacy, Magnussen, Sealy, Serta, Tempur-Pedic and Universal. Case goods accounted for 40% of 2013 sales; upholstery, 44%; JORDAN FURNITURE-Florence, S.C. Total stores 2013: 1 Family-owned, established in Offers upper-middle price points in 50,000 square feet of selling space. Has 10 total employees, including four salespeople. A member of Furniture First buying group. In-store galleries include La-Z-Boy, Broyhill and Serta. Other major vendors include A-America, Ashley, Broughton Hall, Canadel, Carolina, Kincaid, Legacy Classic, Legacy Classic for Kids, Magnussen, Riverside, Smith Brothers of Berne, Stein World, Universal and Vaughan-Bassett. Has a social media presence through Facebook. Offers in-home delivery services. KELSEY FURNITURE-Tuscola, Ill. Total stores 2013: 1 Family-owned, founded in Store offers mid-priced lines in 30,000 square feet of selling space. Twelve total employees, including five salespeople. Also sells online. Internet sales accounted for 15% of 2013 total sales. A member of Mega buying group. Major suppliers include Broyhill, Lane, Ashley, Best Home Furnishings, Winners Only, Smith Brothers, Mohawk, Liberty, Chromcraft and Palliser. Case goods accounted for 36% of 2013 total sales; upholstery, 45%; bedding, 9%; decorative accessories, 3%; and floor coverings, 7%. Has social media presence through Facebook. KENSINGTON FURNITURE-Northfield, N.J. Total stores 2013: 1 Originally founded in Current store opened in Store offers promotional to mid-priced lines in 60,000 square feet of selling space. Has 30 employees, including

15 seven salespeople. Key vendors include Coast to Coast, Dovetail, Uttermost, Klaussner, Bernhardt, England and Rowe. Furniture, warranties, mattresses and accessories accounted for 95% of 2013 total sales; accent furniture, 2%; and decorative accessories, 3%. Attends trade shows in High Point, Las Vegas and New York. Offers interior design services. Has a social media presence through Twitter, Facebook, YouTube, Instagram, Pinterest, Google+ and LinkedIn. KNOXVILLE WHOLESALE FURNITURE-Knoxville, Tenn. Total stores 2013: 4 Est total sales: $39.8 million Family-owned, founded in Operates three Knoxville Wholesale Furniture locations, including a clearance center, and one Ashley Furniture HomeStore. Stores carry promotional to high-end lines in a combined 360,000 square feet of selling space. One hundred sixtytwo employees, including a sales team of 62. A member of the FMG buying group. Has in-store galleries by Kincaid, Cresent and Flexsteel. Other key suppliers include Universal, Serta, Corinthian, Cheers, Ashley, Summer Classics, Southern, Jackson, Bernhardt, Liberty, Flexsteel, A.R.T. and Klaussner. Case goods accounted for 45% of 2013 total sales; upholstery, 35%; bedding, 12%; decorative accessories, 6%; and outdoor furniture, 2%. Has a social media presence through Pinterest. Offers WiFi for customers. KUEBLER S FURNITURE-Redding, Calif. Total stores 2013: 3 Family-owned, in business since Stores, operating in Redding, Calif., and Roseburg and Salem, Ore., offer mid-priced lines in a combined 60,000 square feet of selling space. Average sales per square foot, $83. Forty-five employees, including a sales team of 14. A member of FMG buying group. Major suppliers include Aspenhome, Ashley, Winners Only and Agio. Social media presence includes a Facebook page. LADLOW S FINE FURNITURE-Scottsdale, Ariz. Total stores 2013: 2 Est total sales: $20 million to $24.9 million Family-owned, in business since Operates a main showroom and an outlet store in Scottsdale, Ariz. Stores offer mid-priced to high-end price points in 130,000 square feet of selling space. Average sales per square foot, $180. Eighty total employees, including a sales team of 28. Has a Marge Carson in-store gallery. Other key vendors include A.R.T., Bernhardt, Hooker, Stanley, Universal, Taracea, Theodore- Alexander, American Leather, Hancock & Moore, Precedent, RC Furniture and Huntington House. LAWRANCE FURNITURE-San Diego Total stores 2013: 2 Family-owned, opened for business in Has two stores, one each in San Diego and Encinitas, Calif. Stores offer upper-middle to high-end price points in a combined 24,000 square feet of selling space. Also sells online. Online sales accounted for 1% of 2013 total sales. Twentyfive total employees, including a nine-member sales team. A member of the Contemporary Design Group buying group. Major suppliers include American Leather, BDI, Comfort Sleeper by American Leather, Lazar, Ekornes, Copeland and Gamma. Has a social media presence through Twitter, Facebook and YouTube. LEADER S CASUAL FURNITURE-Largo, Fla. Total stores 2013: 18 Est total sales: $25 million to $29.9 million Family-owned, in business since Operates throughout Florida. Relocated its Pompano, Fla. showroom to Vero, Fla. Plans to relocate its West Orlando location this year. Stores offer mid-priced lines in more than 130,000 square feet of selling space. One hundred fifty-two total employees, including 70 salespeople. Instore galleries include Palm Springs Rattan, Garden Classics and Island Way. Major suppliers include Tropitone, Pride Family Brands, Windward Design Group, Treasure Garden, Casual Comfort, Patio Renaissance, Palm Springs Rattan, Garden Classics, Trans Ocean, Sphinx and Solaire.

16 LYNCH S FURNITURE & APPLIANCE-St. Robert, Mo. Total stores 2013: 1; Family-owned, founded in Offers mid-priced lines in 31,000 square feet of selling space. Average sales per square foot, $71. Ten total employees, including four salespeople. A member of the Mega buying group. Case goods accounted for 27% of 2013 total sales; upholstery, 29%; bedding, 28%; decorative accessories, 3%; and other merchandise, including major appliances, 13%. Major suppliers include Broyhill, Lane, Southern Motion, Hughes, Holland House, Magnussen, Tempur-Pedic and Serta. Has a social media presence is through Facebook. Offers in-home delivery. Attends four U.S. tradeshows each year. MARTIN S TOWN & COUNTRY FURNITURE- Canby, Ore. Total stores 2013: 1 Family-owned, established in Store offers midpriced to high-end lines in 7,500 square feet of selling space. Average sales per square foot, $100. Also sells online. Internet sales accounted for 5% of 2013 total sales. Has three total employees. Plans to continue its efforts to broaden Internet presence and will complete small construction projects inside the store to enhance service and decor. Major suppliers include La-Z-Boy, Best Home Furnishings, Tempur-Pedic, Sealy, Trend Manor, Howard Miller, Sunny Designs, GS Furniture, Fireside Lodge and Borkholder. Case goods accounted for 50% of 2013 total sales; upholstery, 32%; bedding, 16%; decorative accessories, 2%. Offers in-home delivery and design services. Attends one tradeshow each year. MAYBERRY S COMPLETE HOME- Crossville, Tenn. Total stores 2013: 2 Family-owned, founded in Operates two locations in Crossville, Tenn.: Mayberry s Furniture and Mayberry s Interiors. Stores offer lower-middle lines in a combined 23,000 square feet of selling space. Average sales per quare foot, $150. Also sells online. Internet sales accounted for less than 1% of 2013 total sales. Fifteen total employees, including a six-member sales team. A member of Mega and The Buying Giant buying groups. Features La-Z-Boy and Best Home Furnishings in-store galleries. Also sells Ashley. Case goods accounted for 25% of 2013 total sales; upholstery, 45%; bedding, 27%; decorative accessories, 2%; and other merchandise, 1%. Offers in-home delivery and design services. MOE S HOME COLLECTION-Vancouver, British Columbia, Canada Total stores 2013: 3; Family-owned, in business since Operates one store in metro Seattle and two stores in Vancouver, Canada. Stores offer upper-middle lines in a combined 50,000 square feet of selling space. Average sales per square foot, $180. Also sells online. Internet sales accounted for 5% of 2013 total sales. Has 50 total employees, including 20 salespeople. Major suppliers include Moe s Wholesale Division, Global Views, Phillips Collection, Natuzzi, Calia, Surya and Desalto. Case goods accounted for 42% of 2013 total sales; upholstery, 28%; outdoor furniture, 5%; and, decorative accessories, 25%. Has a social media presence through Facebook, Twitter, Pinterest, Instagram and Tumblr. Offers free WiFi to customers. Offers in-home delivery and design services for customers. Attends six U.S. tradeshows each year. MONTGOMERY S-Madison, S.D. Total stores 2013: 3 Est total sales: $17 million Family-owned retailer, established in Operates a Montgomery s Furniture Gallery store in Sioux Falls and Watertown, S.D. and a Montgomery s Furniture Outlet store in Madison, S.D. Is expanding its Sioux Falls location from 30,000 square feet to 55,000 square feet this year. Stores carry mid-priced lines in a combined 155,000 quare feet of selling space. Ninety full-time employees, including 35 salespeople. A member of Furniture First

17 buying group. Major suppliers include Serta, Liberty, unny Designs, Ashley, Lane and Southern Motion. All stores have Flexsteel in-store galleries and two stores have an England in-store gallery. Has a social media presence through Facebook, Twitter, Pinterest and Google+. Offers customers in-home delivery and in-store WiFi. Attends five U.S. tradeshows each year. MORE SPACE PLACE-West Berlin, N.J. Total stores 2013: 28 Est total sales: $15 million to $19.9 million Founded in At year s end, operated 28 stores throughout the United States. Stores offer upper-middle to high-end price points in a combined 70,000 square feet of selling space. Average sales per square foot, $250. Has 400 total employees, including 125 salespeople. Home office accounted for 15% of 2013 total sales; bedding, 70%; and, other merchandise, including organizing products, 15%. Has a social media presence through Facebook, Twitter, Pinterest, Google+, Flickr, YouTube and LinkedIn. Offers in-home delivery and design services. Attends two U.S. trade shows each year. MORRIS SOKOL FURNITURE-Charleston, S.C. Total stores 2013: 1 Family-owned, founded in Offers upper-middle to high-end priced lines in 37,000 square feet of selling space. Average sales per square foot, $160. Twenty-eight employees, including an eight-person sales team. Major suppliers include Rowe, Lexington, Stanley, Century, Sealy, Stearns & Foster, Fine Furniture and Universal. Has a social media presence through Facebook, Twitter and Pinterest. Offers customers in-home delivery, design services and in-store WiFi. MT. VERNON SLEEP SHOP-Fredericksburg, Va. Total stores 2013: 1 Family-owned, founded in Offers mid-priced to high-end lines in 6,500 square feet of selling space. Also sells online. Internet sales accounted for 10% of 2013 total sales. Seven total employees, including three salespeople. A member of the Mega buying group. Major suppliers include Simmons, Tempur-Pedic, Pure LatexBliss, Paramount Sleep, Corsicana and NE-Kids. Case goods accounted for 18% of 2013 total sales; bedding, 65%; and other merchandise, including futons and metal beds, 17%. Has a social media presence through Facebook, Twitter and YouTube. Offers customers in-home delivery service. Attends three U.S. tradeshows each year. N.B. LIEBMAN FURNITURE-Mechanicsburg, Pa. Total stores 2013: 2 Est total sales: $10 million to $14.9 million Family-owned, established in Operates one store each in Mechanicsburg and Harrisburg, Pa. Stores offer mid-priced lines in a combined 75,000 square feet of selling space. Average sales per square foot, $186. A member of Mega and Styletrend buying groups. Seventy-five employees, including 18 salespeople. Major suppliers include Broyhill, Lane, Legacy Classic, Klaussner, Riverside, Bernhardt and Tempur-Pedic. Has a social media presence on Facebook, Pinterest and Instagram. NEW ULM FURNITURE-New Ulm, Minn. Total stores 2013: 1 Family-owned, established in Offers mid-priced lines in 40,000 square feet of selling space. Internet sales accounted for 5% of 2013 total sales. Sixteen total employees, including eight sales associates. Has a La-Z- Boy in-store gallery. Other major suppliers include Flexsteel, Sealy, Ashley and Lane. Has a social media presence on Facebook, Twitter and Pinterest.

18 PARSONS FURNITURE-Wolfeboro, N.H. Total stores 2013: 1 Family-owned. Founded in Offers mid-priced lines in 14,000 square feet of selling space. Twelve employees, including six salespeople. A member of the Furniture First buying group. Major suppliers include La-Z-Boy, Four Seasons, Sherrill, Serta and Kingsdown. Has a social media presence through Facebook. Offers WiFi to customers, in-home delivery and design services. Attends two U.S. tradeshows each year. PILGRIM FURNITURE CITY - Southington, Conn.; Total stores 2013: 3 Est total sales: $38.1 million Family-owned, established in Stores offer midpriced lines in a combined 210,000 square feet of selling space. Average sales per square foot, $181. Has 125 employees, including 48 salespeople. A member of the Furniture First buying group. Major suppliers include Ashley, England, Klaussner, Jofran, Legacy, Lane, Universal, Simmons and Southern Motion. Case goods accounted for 42% of 2013 total sales; upholstery, 48%; bedding, 9%; and lamps, 1%. Has a social media presence through Facebook. REEDS FURNITURE - Agoura Hills, Calif. Total stores 2013: 1 Family-owned, founded in Store offers uppermiddle priced lines in 40,000 square feet of selling space. Average sales per square foot, $150. Also sells online. Internet sales accounted for less than 1% of 2013 total sales. Has 30 employees, including an eight-member sales team. A member of the FMG buying group. Has instore galleries for Universal, Smartstuff and Flexsteel. Other major suppliers include Robert Michael, Palliser and Rowe. Case goods accounted for 56% of 2013 total sales; upholstery, 42%; and bedding 2%. Has a social media presence through Facebook, Twitter and Pinterest. Offers in-home delivery services. Attends five U.S. tradeshows each year. RICE FURNITURE-Saranac Lake, N.Y. Total stores 2013: 1 Family-owned, founded in Store offers mid-priced to high-end lines in 12,000 square feet of selling space. Ten total employees, including a four-member sales team. A member of Furniture First buying group. Major vendors include Broyhill, Best Home Furnishings, Bassett, Harden, Marshfield, Ashley, Coaster, Southern Motion, TEI, Liberty and Eagle. Case goods accounted for 18% of 2013 total sales; upholstery, 24%; bedding, 25%; decorative accessories, 9%; and floor coverings, 24%. RIVAH INTERIORS-Callao, Va. Total stores 2013: 2 Family-owned, founded in Operates one store each in Callao and Kilmarnock, Va. Stores offer upper-middle price points in a combined 6,000 square feet of selling space. Average sales per square foot, $129. Six employees, including a two-person sales team. Major suppliers include Capris Furniture, Cambridge Mills, Telescope Casual, CRP Plastic Products, Vaughan-Bassett, Archbold, Beachcraft, Cape May Wicker, Symbol Mattress, Surya, Kaleen and Capel. Case goods accounted for 16% of 2013 total sales; upholstery, 32%; bedding, 15%; outdoor furniture, 30%; decorative accessories; 3%; and, other merchandise, 4%. Has a social media presence through Facebook. Offers inhome delivery services and design consultations. Attends two U.S. tradeshows each year. ROSENTHAL CONTEMPORARY FURNITURE- Minneapolis; Total stores 2013: 1; Family-owned and operated business since Store offers upper-middle to high-end price points in 16,000 square feet of selling space. Also sells online. Internet sales accounted for 1% of 2013 total sales. A member of the CDG buying group. Has seven employees, including four salespeople. Major suppliers include Ekornes, American Leather and Palliser. Has Ekornes and American Leather instore galleries. Has a social media presence through Facebook. Offers WiFi to customers, inhome delivery and in-home full design services. Attends two U.S. tradeshows each year.

19 ROSS FURNITURE CO.- Dover, N.H. Total stores 2013: 2 Est total sales: $3.5 million Family-owned, in business since Operates a Ross Furniture location and a Pete s Bargain Basement location, both in Dover, N.H. Stores offer mid-priced to high-end lines in a combined 15,000 square feet of selling space. Has 20 total employees, including a 10-member sales team. A member of the Furniture First buying group. Key vendors include La-Z-Boy, Lane, Bassett, Serta and Ashley. Case goods accounted for 38% of 2013 total sales; upholstery, 40%; bedding, 20%; and decorative accessories, 2%. Has a social media presence through Facebook. Offers in-home delivery and design services. RUBY-GORDON-Rochester, N.Y. Total stores 2013: 2 Est total sales: $10 million to $14.9 million Family-owned, established in Operates one Ruby- Gordon store and one free-standing Sauder store, both in Rochester, N.Y. Stores offer mid-priced lines in a combined 65,000 square feet of selling space. Sixty total employees, including 17 salespeople. A member of the FMG buying group. Has a Flexsteel in-store gallery. Other major vendors include Klaussner, Simmons, Southern Motion, Legacy and Futura Leather. Has a social media presence through Facebook, Pinterest and Google+. Offers in-home delivery and design consultations. Attends three U.S. tradeshows each year. SHEELY S FURNITURE & APPLIANCES-North Lima, Ohio Total stores 2013: 1 Est total sales: $30 million to $34.9 million Family-owned, in business since Its 75,000- squarefoot showroom carries mid-priced lines. One hundred forty-five total employees, including 27 sales associates. A member of the Furniture First buying group. Has one Flexsteel in-store gallery. Other major suppliers include Best Home Furnishings, Ashley, Cheers, Klaussner, Smith Brothers, Southern Motion, Temple, Magnussen, A.R.T., Winners Only, Hooker, Legacy, Riverside, Wynwood, Sealy, Serta and Tempur-Pedic. Has a social media presence through Facebook, Twitter, Pinterest, LinkedIn, Instagram and Y outube. Offers inhome delivery services. SHEFFIELD FURNITURE- Phoenixville, Pa. Total stores 2013: 3 Est total sales: $25 million Family-owned, founded in Operates two stores in the District of Columbia and one store in Pennsylvania. Stores offer upper-middle to high-end lines in a combined 98,700 square feet of selling space. One hundred employees, including 50 sales associates. Has a Stickley in-store gallery. Other major vendors include Theodore Alexander, Brown Jordan, Henredon, Hickory Chair, Wesley Hall, Hancock & Moore, Bernhardt, Guy Chaddock and Baker. Case goods accounted for 46% of 2013 total sales; upholstery, 27%; bedding, 2%; decorative accessories, 9%; outdoor furniture, 3%; and other merchandise, including window treatments, custom bedding, re-upholstery services and design services, 13%. Has a social media presence through Facebook, Twitter, Pinterest and Instagram. SHUMAKE FURNITURE-Decatur, Ala. Total stores 2013: 1 Family-owned, in business since Offers mid-priced lines in 30,000 square feet of selling space. Also sells online. Internet sales accounted for 1% of 2013 total sales. Ten total employees, including five salespeople. A member of the Mega buying group. Has in-store galleries for La-Z-Boy, Clayton Marcus and Rowe. Other major suppliers include Hooker, Broyhill, Craftmaster, Steve Silver, AAmerica, Riverside, Restonic and Simmons. Case goods accounted for 44% of 2013 total sales; upholstery, 40%; bedding, 8%; decorative accessories, 4%; and outdoor furniture, 4%. Has a social media presence through Facebook, Google+ and Y outube. Attends two U.S. tradeshows each year. SLIFER DESIGNS - Edwards, Colo; stores 2013: 1; Est total sales: less than $5 million Family-owned, founded in Store offers uppermiddle to high-end priced lines in 4,500 square feet of selling space. Thirty-five total employees, including a sixmember sales team. Major suppliers include Hickory Chair, Baker, Mitchell Gold+ Bob Williams, Lee Inds., Vanguard Furniture, Emerson et Cie and Ralph Lauren.

20 Case goods accounted for 29% of 2013 total sales; upholstery, 21%; bedding, 4%; decorative accessories, 43%; and outdoor furniture, 3%. Has a social media presence through Facebook, Twitter, Pinterest and Y outube. SMART INTERIORS-Spring Hill, Fla. Total stores 2013: 3 Family-owned, founded in Operates one store each in Spring Hill and Lecanto, Fla. Opened a store in Aruba this year. Stores offer upper-middle price points in a combined 62,000 square feet of selling space. Has nine sales associates. Major vendors include Lexington, Stanley, Norwalk, Universal, Hooker, Bradington-Y oung, Palliser, Wynwood, Universal, Kingsdown, Feiss Monte Carlo, Quorum, Jaipur Rug, Jaunty, Hunter Douglass, Graber, Caricole and BDI. Has a social media presence through Facebook, Y outube and LinkedIn. Offers inhome delivery and design services. Attends two U.S. trade shows each year. SOUTHEAST FURNITURE WAREHOUSE-Juneau, Alaska Total stores 2013: 1 Est total sales: $3.1 million Founded in Offers promotional to high-end lines in 14,000 square feet of selling space. Average sales per square foot, $222. Has 10 total employees, including five salespeople. Major suppliers include Ashley, La-Z-Boy, Stressless, Serta and Simmons. In-store galleries include La-Z-Boy Comfort Studio, Furnish 123 and a Stressless Comfort Zone. Case goods accounted for 25% of 2013 total sales; upholstery, 42%; bedding, 29%; and decorative accessories, 4%. Has a social media presence through Facebook. Offers in-home delivery services. Attends two U.S. tradeshows each year. SPITALERI FURNITURE-South River, N.J. Total stores 2013: 1 Family-owned, established in Offers mid-priced lines in 10,000 square feet of selling space. Eight employees, including three salespeople. Major suppliers include American Drew, Best Home Furnishings, Broyhill, Craftmaster, Riverside, Legacy, Magnussen and Vaughan- Bassett. Has a social media presence through Facebook, Pinterest and Google+. SPRINTZ FURNITURE-Nashville, Tenn. Total stores 2013: 3 Est total sales: $30 million to $34.9 million Family-owned, in business since Stores include an 110,000-square-foot flagship store in Nashville, Tenn. and a 50,000-square-foot Sprintz store in Franklin, Tenn. Also operates a 70,000-square-foot distribution center and store in Nashville. Stores offer mid-priced to high-end lines. One hundred forty-four total employees, including a sales team of 54. Features Thomasville and Bassett Home Furnishings in-store galleries. Other major suppliers include Henredon, Stickley, Universal, Bernhardt, Hooker, Stanley, Natuzzi, Lexington, Fine Furniture, Rowe, Hancock & Moore, Futura, Sam Moore, Aspenhome and A.R.T. STARFINE FURNITURE & SLEEP CENTER- Galveston, Texas; Total stores 2013: 1 Family-owned, in business since Store offers midpriced lines in 30,000 square feet of selling space. Average sales per square foot, $ employees, including 5 sales associates. Major suppliers include Tempur-Pedic, Legacy Classic, Restonic, Magnussen, Klaussner, Best Home Furnishings, Fairmont and Najarian. In-store galleries include La-Z-Boy, Capris Rattan and Norwalk. Case goods accounted for 36% of 2013 total sales; upholstery, 42%; bedding, 20%; and decorative accessories, 2%. Has a social media presence through Facebook and Twitter. Source : Furniture Today Survey