furniture today beyond the top 100 - bountiful

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16 FURNITURE|TODAY JUNE 28, 2010 www.furnituretoday.com

Beyond the Top 100

By Clint Engel

HIGH POINT — Despite oper-ating for years now in some of the toughest economic conditions they’ve ever seen, some retailers in Furniture/Today’s Beyond the Top 100 report are finding ways to maneuver and build market share.

Some are opening stores, and many are reporting sales gains over last year. That’s not to suggest the furniture business doesn’t remain a struggle everyday, but at least these retailers have found ways to cut their costs without slicing away at their consumer base and their competitive advantages.

In Wilkes-Barre, Pa., Beiter’s Home Centers has opened an 81,000-square-foot store. It’s the third year in a row that the South Wil-liamsport, Pa.-based com-pany has added to its store count.

With all the commercial real estate available as a re-sult of the weak business cli-mate and the availability of good lease rates, “this is re-ally the time to lock in now, and not just … for three or four years, but long term,” said Beiter’s President John Grant.

“The economy is going to bounce back,” he said, “and we’re just trying to set our-selves up to be in a real prime posi-tion for when that happens.”

To some extent it already has hap-pened for Beiter’s. Sales for the now seven-store retailer of promotional to midpriced fur-niture, electronics and ap-pliances were up 11% last year while same-store sales increased about 4%, Grant said. For the first six months of this year, same-store sales are up another 6%.

Beiter’s upholstery busi-ness came roaring back in the second half of 2009, Grant said. This year, the

sales gain has had more to do with Beiter’s introduc-tion of a concept called Ex-treme Value Rooms in all stores — an early version of the new Furnish 123 Ashley concept that Beiter’s tested. It has since converted the EVP areas to the Furnish 123 name.

“The main thing we did for the last two years is we really took a look at each and every expense line, and we made adjustments to just about everything we do to be more streamlined,” Grant said.

For instance, Beiter’s con-solidated its delivery to two central locations (three now with Wilkes-Barre), rather than having trucks at each store. That saved money without sacrificing service.

“Look at your expenses first,” Grant said. “You still have to remain competitive

with your price and you still have to advertise. A lot of people do pull back on advertis-ing when times get tough, and that’s the kiss of death.”

For the five-store Landover, Md.-based Family Furniture Discount Centers, business was a challenge las t year and sales were down.

This year has been a “roll-ercoaster” so far — up some weeks and months and then back down, said Joe De-Campo, merchandise man-ager.

“It seems like you’re work-ing twice as hard just to try and do a couple of percent less than last year,” he said.

Like other retailers, Fam-

ily Furniture has tightened its operations. The retailer has managed to avoid layoffs, but is monitoring overtime closely, has eliminated bo-nuses and has renegotiated its leases, DeCampo said.

“You don’t want to say these times have been good, but it did cause a lot of self-examination. We tightened up a lot of the back-end op-erations and reduced a lot of waste,” he said. But like Beiter’s, the retailer has not cut its advertising.

“We’re committed to stay-ing in front of the public with our circulars, television and radio,” he said. “Cutting back on that would be a self-fulfilling spiral downward.”

Like Beiter’s, Family Fur-niture Discount Centers sees these tough times as an op-portunity to gain market share. DeCampo said the company recently made an offer on space for a new store in Gaithersburg, Md. If it works out, the 30,000-square-foot former Borders Books space would become one of its largest stores.

“Real estate is inexpen-sive. Factories are looking for additional business and are willing to work for us be-cause of the way we pay, so it’s probably a good time (to expand),” he said. “Hope-fully this (business climate) can’t last forever.”

Slug Hefner, owner of four-store Hefner Fine Furni-ture & Appliances in Poplar Bluff, Mo., said his business last year was decent — about flat with 2008, which was Hefner’s best year in three years.

His struggles started ear-lier, in 2006. Sales suffered, and the retailer took a hard look at how it was operat-ing.

“We basically reinstated and redefined responsibili-ties,” Hefner said. He let go of some employees who were fighting a move back to a performance-based cul-ture and promoted others.

The store also “got edu-cated on the buying side a bit.” For instance, the com-pany is now buying contain-

ers more efficiently, making sure to work only with ven-dors that offer the flexibility to mix product on contain-ers.

Also, Hefner said the re-tailer had always been loyal — probably to a fault — to several companies under Furniture Brand Internation-al’s wing, including Thom-asville, Broyhill and Lane. Hefner still carries Furniture Brands products, but the lines are not as important in

the assortment. That’s partly because

promotional product is do-ing better for Hefner these days than midpriced goods. Ashley has become one of its largest vendors, even though it’s sold only in Hefner’s two outlet stores.

“Ashley makes it very easy to merchandise because its backroom is better than anybody else’s — period,”

Independents survive rollercoaster year

Despite the tough business climate, Family Furniture Discount Centers, Landover, Md., says it is committed to staying in front of the customer with aggressive advertising such as this Memorial Day weekend circular. “It seems the worse the economic conditions, or at least the customers’ perception of them, the more likely they are to wait for a special event to make a purchase,” said Family Furniture’s Joe DeCampo.

see Independents, p18

This year’s Beyond stores

operated a total of 338

stores in 2009.

The Beyond stores have more than 6 million square

feet of selling space.

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Beyond the Top 100

he said.Something else that’s

helping the retailer this year was its purchase of two 12-foot by 24-foot electronic billboards it placed outside in main Poplar Bluff and Farm-ington, Mo. , stores.

“It’s like hav-ing a big TV in front of your store,” Hefner said. The bill-boards have be-come the second biggest reason that customers cite when they say why they’ve stopped in to shop.

“The first is, ‘I see your truck,’” Hefner said. “The second is ‘I see your sign.’”

At about $250,000 each, the billboards weren’t cheap, but the response is better than from other forms of advertising, he said.

Sales at Tifton-Ga.-based Turner Furniture’s seven stores were down just 1.5% last year, and have been up about 5% this year — though President and CEO Fortson Turner said the first quarter of 2010 was better for the promotional to midpriced retailer than the second.

The company opened two stores last week — a Turner’s Fine Furniture and a Turner’s Budget Furniture next door. The stores are on the Geor-gia-Florida border, midway between Thomasville, Ga., and Tallahassee, Fla.

“We’ve expanded in re-cessions before,” Turner said. “The cost of buildings is usually lower and the cost of funds is pretty low.”

Turner said his company prepared for the tough busi-ness conditions the past two years the same way many retailers have — by cutting costs wherever it could. That included advertising, he said, although “we probably got more for our money dur-

ing the recession.”Turner saved on salaries

too. It didn’t lay off anyone, but had some attrition and chose not to replace depart-ing employees. Fuel costs also went down significantly, though he realizes that was a bonus out of the compa-ny’s control.

Business was flat for the eight-store En-nis Fine Furni-ture of Boise, Idaho, last year, but sales for the past two years were about 30% below what the retailer was do-ing in 2006, said Dick Ennis, president.

Results have varied by re-gion, however. The company’s

Ennis and Thomasville Home Furnishings stores in Washington have done bet-ter than its stores in Idaho and Reno, Nev. Ennis said the unprecedented unpre-dictability of the business has been frustrating.

“We’ve adjusted overhead where we could, but it’s still tough,” he said. Business this year was up 16% through April but then fell back in May until the week of Me-morial Day, when it came back strong again.

“Everybody seems to go away at the same time, and you get traffic at the same time,” Ennis said. “So trying to figure what attracts the customer is as difficult as anything I’ve seen in my 55 years (in the business).”

Ennis isn’t looking to expand right now, and the retailer was fortunate to be able to get out of a lease for a new design studio — the design end of the business has dropped off substan-tially along with the hous-ing market in Boise and Reno, he said.

The retailer also trimmed corporate, sales and ware-house personnel, and its advertising costs have de-creased — but like Turner’s, it’s getting more for less. En-nis said the company used

to pay $4,000 to $5,000 for a full-page ad in the local newspaper. This Memorial Day, it ran three full-page ads for a total of $1,000.

Despite the tough times and the difficulty of forecast-ing, Ennis said he believes the business is positioned to weather the storm until business shifts to the positive long term.

“Our staying power has been pretty good,” he said. The 64-year-old retailer

has hung in there, even as several competitors have closed.

Indeed, none of the re-tailers interviewed for this report believe this year will be much of an improvement over last year. But they say they’re ready for whatever is coming.

“I think the economy

is going to be rough this year,” Hefner said. “But Hef-ner Furniture is tougher this year. We expect more out of our reps and our people, and we’re going in the right di-rection.”

Electronic billboards added to the front of two Hefner Furniture & Appliances stores in Poplar Bluff and Farmington, Mo., have done wonders drawing consumers through the door, says owner Slug Hefner.

Furniture/Today’s exclusive report, Beyond the Top 100, lists 100 independent furniture stores that are significant players in their respective markets.

This list is by no means comprehensive. Many more than the 100 furniture stores listed here are strong retailers within their communities. This survey does not rank companies, nor is it a continuation of the Top 100 U.S. Furniture Stores, which pub-lished in the May 24, 2010 issue.

All sales figures and ranges are Furni-ture/Today estimates and are for total 2009 store sales, which may include revenues from the sale of products other than fur-

niture, bedding and decorative accessories, such as consumer electronics and major appliances. Where possible, the percentage of sales from furniture, bedding and deco-rative accessories is given. All sales figures and store counts are for the calendar year 2009.

Furniture/Today compiled this report by surveying independent retailers, researching business newspaper archives and speaking with furniture industry insiders. Informa-tion was gathered, compiled and analyzed by Director of Research Dana French, with assistance from Database/Web Administra-tor Cynthia Myers.

How the list was compiled

Independents

from p16

The Beyond stores employ more than 5,300 people.

43 Beyond stores have a Facebook fan page; 19 have a Twitter account.

85 Beyond stores offer mid-priced lines; 31

offer high-end; 21 offer promotional

lines.

2010 Beyond the Top 100 listing,

pages 20-36


American HomeHome base: Albuquerque, N.M.www.americanhome.comTotal stores 2009: 4Est. 2009 total sales: $27.2 millionFounded in 1936. Currently operates four stores in Albuquerque, Farmington and Santa Fe, N.M. Offers mid-priced lines. One hundred seventy-five total em-ployees, including a sales team of 80. Major suppli-ers include Simmons, Sealy, Lane and Aspenhome. Has closed nine stores since filing for Chapter 11 bankruptcy protection in November 2008. Reopened its Warehouse Plus location in Albuquerque in May. This unit is opened on Friday, Saturday and Sunday’s only.

Americas Mattress and Furniture Home base: Freeport, Mainewww.americasmattressandfurniture.comTotal stores 2009: 4Est. 2009 total sales: less than $5 millionFamily-owned mattress specialist. Currently operates one store each in Augusta, Biddeford, Scarborough, Topsham and Windham, Maine. Opened the Bid-deford location in February 2010. Stores offer mid-priced lines in 32,000 square feet of selling space. Major suppliers include Serta, Ashley and La-Z-Boy. Case goods accounted for 9% of 2009 total sales; up-holstery, 20%; bedding, 70%; decorative accessories, 1%. Is opening a new store in Portland, Maine, this summer.

Baileys FurnitureHome base: Anchorage, Alaskawww.baileysfurniture.comTotal stores 2009: 6Est. 2009 total sales: $30 million to $34.9 millionFamily-owned, founded in 1990. Operates one super-store and clearance center in Anchorage; two stores in Wasilla; and one store each in Soldotna and Fair-banks, Alaska. Stores offer mid-priced lines in a com-bined 175,000 square feet of selling space. Average sales per square foot, $200. Also sells online. One hundred thirty employees, including 40 salespeople. A member of FMG buying group. Major suppliers include Emerald, Englander, Lifestyle, United, Corin-thian, Primo and Albany.

Baker FurnitureHome base: Cramerton, N.C.www.bakerfurnitureinc.comTotal stores 2009: 1Est. 2009 total sales: $5 millionFamily-owned, established in 1949. Offers upper-middle price points in 50,000 square feet of selling space. Average sales per square foot, $110. Ten em-ployees, include a sales team of four. Major suppli-ers include Smith Bros., Lane, Comfort Solutions, Hooker, Lexington Home Brands, Hancock & Moore, Canadel, Universal, Bassett Furniture Inds., Taylor King, Hekman, Temple and Uttermost. Case goods accounted for 35% of 2009 total sales; upholstery, 50%; bedding, 10%; decorative accessories, 5%.

Beiter’s Home CentersHome base: South Williamsport, Pa.www.beiters.comTotal stores 2009: 6Est. 2009 total sales: $25 million to $29.9 millionFamily-owned, in business since 1966. Currently operates stores in South Williamsport, Lock Haven, Sunbury, Mansfield, East Lewisburg, East Smithfield and Wilkes Barre, Pa. Opened the 80,000-square-foot

Wilkes Barre location in June. Stores offer promo-tional to mid-priced lines in a combined 240,000 square feet of selling space. Average sales per square foot, $125. A member of FMG buying group. One hundred seventy-five employees, including 35 sales-people. Major suppliers include Best Home Furnish-ings and England. Case goods accounted for 12% of 2009 total sales; upholstery, 28%; bedding, 13%; decorative accessories, 1%; other merchandise, in-cluding consumer electronics, major appliances and warranties, 46%. Has a Facebook fan page.

Bennington FurnitureHome base: Bennington, Vt.www.benningtonfurniture.comTotal stores 2009: 4Est. 2009 total sales: less than $5 millionFamily-owned, founded in 1987. At year end, oper-ated two stores in Bennington, Vt.; and one store each in Manchester and West Dover, Vt. Is opening a 25,000-square-foot store in Rutland this summer. Stores offer promotional to high-end lines. Average sales per square foot, $117. Is a member of Furni-ture First buying group. Major vendors include Sealy, Klaussner, Ashley, Flexsteel, La-Z-Boy, Best Home Furnishings, Thomasville, King Koil and Broyhill. Case goods accounted for 20% of 2009 total sales; upholstery, 45%; bedding, 20%; decorative acces-sories, 10%; other merchandise, including window treatments, 5%. Has a Facebook fan page.

Bodily’s FurnitureHome base: Elko, Nev.www.bodilys.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, in business since 1963. Offers promo-tional to lower-middle price points in 8,500 square feet of selling space. Average sales per square foot, $210. Seven total employees, including a sales team of five. A member of AVB/Brand Source buying group. Major suppliers include Ashley, Broyhill and Lane. Case goods accounted for 27% of 2009 total sales; upholstery, 23%; bedding, 19%; decorative ac-cessories, 2%; other merchandise, including major appliances and floor coverings, 29%.

Bograd’s Fine FurnitureHome base: Riverdale, N.J.www.bograds.comTotal stores 2009: 1Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1930. Offers upper-mid-dle to high-end lines in 30,000 square feet of selling space. Twenty-eight employees, including 11 sales-people. Just opened a new fine rug department and renovated its in-store Stickley gallery. Major suppli-ers include Stickley, Hancock & Moore, Henkel-Har-ris, Century, Hickory Chair, Armando Rho, French Heritage, E.J. Victor and TRS. Case goods accounted for 61% of 2009 total sales; upholstery, 34%; bed-ding, 1%; decorative accessories, 4%.

Boston InteriorsHome base: Stoughton, Mass.www.bostoninteriors.comTotal stores 2009: 7Est. 2009 total sales: $27.8 millionFamily-owned, established in 1979. Operates stores in Stoughton, Brookline, Mashpee, Hanover, West-borough, Natick and Saugus, Mass. Opened the Sau-gus store in 2009. Stores offer mid-priced lines in a combined 84,000 square feet of selling space. Has a 100,000-square-foot distribution center. Average

sales per square foot, $330. One hundred employees, including a sales team of 55. Key vendors include Rowe and Bauhaus Furniture. Case goods accounted for 36% of 2009 total sales; upholstery, 49%; bed-ding, 3%; decorative accessories, 6%; other, 6%. Im-ports product directly. Has a Facebook fan page.

BountifulHome base: Easton, Md.www.bountifuldecor.comTotal stores 2009: 1Est. 2009 total sales: $2.2 millionFamily-owned, in business since 1997. Its 18,000-square-foot store offers upper-middle to high-end lines. Total sales per square foot, $122. Fifteen em-ployees, including a design and sales team of 10. Major suppliers include Wesley Hall, Sarreid, EJ Vic-tor, Drexel Heritage, Chelsea House, Vanguard, Cha-tham Crossing, Hooker, Elizabeth Marshall, Kincaid, Somerset Bay and Sam Moore. Case goods accounted for 30% of 2009 total sales; upholstery, 30%; decora-tive accessories, 25%; other merchandise, including home textiles and floor coverings, 15%. Offers com-plete design services. Plans to add two high-end, in-store galleries this year and renovate its carpet and tile department.

Bozeman TV Furniture & ApplianceHome base: Bozeman, Mont.www.bozemantv.comTotal stores 2009: 1Est. 2009 total sales: $6.3 millionIn business since 1975. Offers promotional to mid-priced lines in 16,000 square feet of selling space. Opened its furniture department in 2008. A member of Furniture Leaders and Nationwide West buying groups. Twenty-three total employees, including a sales staff of eight. Key suppliers include Broyhill, La-Z-Boy, Leather Italia, Aspenhome, Cheers, Sunny Designs, USA Premium Leather, Best Home Furnish-ings, Serta and Intercon. Case goods accounted for 20% of 2009 total sales; upholstery, 38%; bedding, 35%; decorative accessories, 5%; other merchandise, 2%.

Bradens Lifestyles FurnitureHome base: Knoxville, Tenn.www.bradens.comTotal stores 2009: 1Est. 2009 total sales: $16.4 millionFamily-owned, founded in 1956. Offers mid-priced to high-end lines. Closed its downtown Knoxville and Sevierville stores in 2009. Twenty-seven em-ployees, including a sales team of nine. Features a 4,500-square-foot Stickley in-store gallery and a 1,200-square-foot Kingsdown gallery. Other key sup-pliers include Bernhardt, Sherrill, Four Hands and Rowe. Case goods accounted for 43% of 2009 total sales; upholstery, 28%; bedding, 8%; decorative ac-cessories, 11%; outdoor furniture, 10%. Has a social media presence through Twitter and Facebook.

Brashears FurnitureHome base: Berryville, Ark.www.brashears.comTotal stores 2009: 3Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1935. Operates one store each in Berryville and Springdale, Ark., and Bran-son, Mo. Stores offer upper-middle price points in a

continued, p22


Beyond the Top 100


combined 80,000 square feet of selling space. Aver-age sales per square foot, $100. Forty-three employ-ees, including a sales team of 16. Major suppliers include Klaussner, Winners Only, Fine Furniture Design, Cheers, Jamison Bedding, Kingsdown, King Hickory and Theodore Alexander. Case goods ac-counted for 38% of 2009 total sales; upholstery, 38%; bedding, 12.5%; decorative accessories, 10%; other merchandise, 1.5%. Has a social media presence through Twitter and Facebook.

Bridgman’s FurnitureHome base: Lebanon, N.H.www.bridgmans.comTotal stores 2009: 1Est. 2009 total sales: $2.8 millionFamily-owned, established in 1891. Offers mid-priced to high-end lines in 25,000 square feet of selling space. Average sales per square foot, $96. Thirteen total employees, including five salespeople. Major suppliers include Stickley, Ekornes, Shifman Mattresses, Durham, Temple, Bradington-Young and Hooker. Case goods accounted for 24% of 2009 to-tal sales; upholstery, 39%; bedding, 14%; decorative accessories, 2%; other merchandise, including floor coverings, home textiles, window treatments, furni-ture protection and delivery, 21%. Has a Facebook fan page.

California Design CenterHome base: Oro Valley, Ariz.www.californiadesigncenter.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, founded in 1979. Offers upper-middle to high-end lines in 20,000 square feet of selling space. Average sales per square foot, $125. Seventeen total employees, including seven sales-people. Major suppliers include Century, Omnia, Precedent, A.R.T., Hunter Douglas, Pastel and Table & More. Case goods accounted for 32% of 2009 to-tal sales; upholstery, 21%; bedding, 10%; decora-tive accessories, 17%; other merchandise, including window treatments, 20%. Has a social media pres-ence through Twitter, LinkedIn, Facebook and a company blog.

Charlotte’sHome base: El Paso, Texaswww.charlottesfurniture.comTotal stores 2009: 2Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1952. Operates one Char-lotte’s store carrying upper-middle price points and an outlet store. Units have a combined 38,854 square feet of selling space. Average sales per square foot, $160. Thirty-eight employees, including 10 sales as-sociates. Major suppliers include Century, Hooker, Fine Furniture, Bernhardt, Lexington Home Brands, Marge Carson and Hancock & Moore. Case goods accounted for 47% of 2009 total sales; upholstery, 22%; bedding, 3%; decorative accessories, 12%; other merchandise, including gifts and flooring, 16%. Has a Facebook fan page.

Cherry House FurnitureHome base: LaGrange, Ky.www.cherryhouse.comTotal stores 2009: 1Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1964. Offers lower-mid-dle to high-end lines in 25,000 square feet of selling space. Expanded its store this year. Average sales per

square foot, $400. A member of Furniture First buy-ing group. Thirty total employees, including 10 sales associates. Major suppliers include Hooker, Universal and Sherrill. Case goods accounted for 45% of 2009 total sales; upholstery, 38%; bedding, 2%; decorative accessories, 15%.

CHFHome base: Boise, Idahowww.shopchf.comTotal stores 2009: 3Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, established in 1953. Operates one CHF store , one CHF clearance center and one La-Z-Boy Furniture Gallery. Stores offer upper-middle price points. A member of the Furniture First buying group. More than 60 total employees. Key vendors include A-America, Best Home Furnishings, Fairfield, Lawrence, La-Z-Boy, Broyhill, Hooker and Powell. Furniture and bedding accounted for 60% of 2009 total sales; decorative accessories, 10%; other mer-chandise, including major appliances, 30%.

Ciao InteriorsHome base: Kalispell, Mont.www.ciaointeriors.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, established in 1993. Offers upper-middle to high-end lines in 5,500 square feet of sell-ing space. Average sales per square foot, $365. Six employees, including three sales associates. Major suppliers include Lee Inds., Wesley Hall, Southwood, Stanley, Lorts, Theodore Alexander, Vanguard, Mait-land-Smith, Old Biscayne, Wildwood and Flat Rock. Furniture and bedding accounted for 40% of 2009 total sales; decorative accessories, 25%; other mer-chandise, including home textiles and floor cover-ings, 35%. Has a social media presence through Facebook, LinkedIn and Twitter.

Coconis FurnitureHome base: South Zanesville, Ohiowww.coconisfurniture.comTotal stores 2009: 1Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, in business since 1927. Currently operates a 65,000-square-foot main store and a 10,000-square-foot store, opened in May. Stores carry mid-priced lines and are both located in South Zanes-ville, Ohio. Average sales per square foot, $147. A member of Furniture First buying group. Fifty-two em-ployees, including 20 salespeople. Major suppliers in-clude Ashley, Lane, Flexsteel, Broyhill, England, Best Home Furnishings, Jofra, Vaughan-Bassett, Cheers, Serta, Tempur-Pedic, Leather Italia, Standard and Craftmaster. Case goods accounted for 30% of 2009 total sales; upholstery, 49%; bedding, 18%; decora-tive accessories, 2%; consumer electronics, 1%.

Colfax FurnitureHome base: Greensboro, N.C.www.colfaxfurniture.netTotal stores 2009: 3Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, in business since 1964. Operates one store each in Greensboro, Kernersville, and Win-ston-Salem, N.C. Stores carry promotional to lower-middle price points in a combined 170,000 square feet of selling space. Average sales per square foot, $86. A member of FMG buying group. Eighty-seven full-time and part-time employees, including a sales staff of 26. Major suppliers include Ashley, Albany,

Catnapper, Lane, Coaster, Restonic, Sealy, Tempur-Pedic, Corsicana, World Imports, Bernards, United, Stratford and Crown Mark. Case goods accounted for 36% of 2009 total sales; upholstery, 47%; bedding, 16%; decorative accessories, 1%.

Collectic HomeHome base: Austin, Texaswww.collectichome.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, founded in 2007. Offers upper-mid-dle to high-end lines in 6,700 square feet of selling space. Total sales per square foot, $350. Plans to open a Dallas store in late 2010 or early 2011. Founding member of the Sustainable Furnishings Council. Eleven employees, including five sales associates. Major suppliers include American Leather, BDI, Zo-calo, EuroStyle, Nathan Anthony, Green & Sienna and Natura. Case goods accounted for 15% of 2009 total sales; upholstery, 70%; bedding, 5%; decorative accessories, 10%. Has a Facebook fan page.

Compass FurnitureHome base: Jefferson, La.www.compassfurniture.comTotal stores 2009: 3Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, established in 1977. Operates one Compass store and one New Directions store, of-fering contemporary and casual lines, in Jefferson, La., and one Compass For Kids store in Metairie, La. Stores offer mid-priced lines in a combined 100,000 square feet of selling space. A member of FMG buy-ing group. Seventy total employees. Suppliers in-clude Albany, Pulaski, Max Home, Vaughan-Bassett, Standard, Serta, Lane, Stanley and Ashley.

D.T. McCall & SonsHome base: Carthage, Tenn.www.dtmccalls.comTotal stores 2009: 4Est. 2009 total sales: $25 million to $29.9 millionFamily-owned, founded in 1896. Operates one store each in Carthage, Cookeville, Lafayette and Leba-non, Tenn. Stores offer upper-middle to high-end lines in a combined 200,000 square feet of selling space. One hundred fifty employees. A member of Nationwide buying group. Major suppliers include Thomasville, La-Z-Boy, Berkline, Flexsteel, Natuzzi, Hooker and Catnapper. Furniture and bedding ac-counted for 60% of 2009 total sales; other merchan-dise, including consumer electronics, floor coverings and gaming equipment, 40%. Has a social media presence through Twitter.

dane décorHome base: Dowingtown, Pa.www.danedecor.comTotal stores 2009: 4Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, established in 1973. Operates one store each in Dowingtown, Langhorne and Phila-delphia, Pa.; and Mt. Laurel, N.J. Stores offer upper-middle price points in a combined 90,000 square feet of selling space. Twenty-five total employees, includ-ing 11 salespeople. Major vendors include Ekornes, Jesper, Skovby, Sun Furniture, Jaymar and Domit-alia. Case goods accounted for 70% of 2009 total sales; upholstery, 30%; decorative accessories, 5%. Regularly markets to customers through e-blasts.


Beyond the Top 100

continued, p24


Dearden’sHome base: Los Angeleswww.deardens.comTotal stores 2009: 9Est. 2009 total sales: $35 million or moreFamily-owned, serving the Southern California market since 1909. Operates stores in Los Angeles, Anaheim, Chino, Commerce, El Monte, Huntington Park, Pico Rivera, Santa Ana and Van Nuys, Calif. Stores carry promotional to mid-priced lines. Four hundred seventy-five total employees, including 100 salespeople. Is a member of FMG and Nation-wide buying groups. Major vendors include Ashley, Guildcraft, Golden Oaks, Fairmont, Diamond Mat-tress, Sandberg and Good. Furniture accounted for an estimated 40% of 2009 total sales. Also carries consumer electronics, major appliances, housewares and jewelry. Offers tax and travel services and home delivery to Mexico, El Salvador and Guatemala.

Decorum FurnitureHome base: Norfolk, Va.www.decorumfurniture.comTotal stores 2009: 2Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1975. Operates one store each in Norfolk and Virginia Beach, Va. Stores carry mid-priced lines in a combined 32,000 square feet of selling space. Average sales per square foot, $160. Twenty employees, including eight salespeople. A member of Contemporary Design Group buying group. Plans to renovate its Norfolk store this year. Major vendors include Natuzzi, Ekornes, Precedent, Lazar, Actona, ALF Italy, AP Industries, BDI, Elite, Eurostyle, Domitalia, Italsofa, Jesper Furniture, Star and W. Schillig. Case goods accounted for 37% of 2009 total sales; upholstery, 41%; bedding, 5%; deco-rative accessories, 7%; other merchandise, including area rugs, 7%. Has a social media presence through Twitter, Facebook and YouTube.

Diamond Furniture & MattressHome base: Philadelphiawww.diamondfurniture.comTotal stores 2009: 7Est. 2009 total sales: $23 millionThird generation, family-owned, founded in 1927. Operates three full-line stores in New Jersey, two in Pennsylvania and one in Delaware. Also oper-ates an outlet store in Pennsylvania. Stores carry promotional to mid-priced lines in a combined 150,000 square feet of selling space. Average sales per square foot, $168. Also sells online. Plans to open another store in Pennsylvania. One hundred forty-eight employees, including 52 salespeople. Major suppliers include Klaussner, World Imports, American, Vaughan-Bassett, Berkline and Pulaski. Furniture and bedding accounted for 95% of 2009 total sales; other merchandise, including decorative accessories and fabric and wood care, 5%. Online orders accounted for 2% of 2009 total sales. Has a Facebook fan page.

Discovery FurnitureHome base: Topeka, Kan.www.discoveryfurniture.comTotal stores 2009: 3Est. 2009 total sales: $15 million to $19.9 millionFamily-owned, founded in 2000. Operates one Dis-covery store and one Ashley-dedicated store called RoomMakers in Topeka, Kan.; and one Ashley Fur-niture Home Store in Salina, Kan. Plans to open a new store in Lawrence later this year. Stores offer

mid-priced lines in a combined 110,000 square feet of selling space. Eighty-two employees, including 27 salespeople. A member of Furniture First buying group. Major suppliers include Lane, Legacy Clas-sics, Sealy, Simmons, Tempur-Pedic and Simple El-egance. Case goods accounted for 30% of 2009 total sales; upholstery, 42%; bedding, 22%; decorative ac-cessories, 6%. Has a social media presence through Twitter, Facebook and a company blog.

Ennis Fine FurnitureHome base: Boise, Idahowww.ennisfurniture.comTotal stores 2009: 8Est. 2009 total sales: $15 millionFamily-owned, in business since 1946. Operates stores in Boise and Meridian, Idaho; Reno, Nev.; and Richland and Spokane, Wash. Stores offer up-per-middle to high-end price points in a combined 110,000 square feet of selling space. Average sales per square foot, $135. Ninety employees, includ-ing a 35-member sales team. Key vendors include Thomasville, Drexel Heritage, Stickley, Karastan, Bernhardt, Sealy, Hancock & Moore, Hooker and Bradington-Young. Case goods accounted for 45% of 2009 total sales; upholstery, 35%; bedding, 10%; decorative accessories, 10%.

Esprit Décor Home FurnishingsHome base: Chesapeake, Va.www.espritdecorfurniture.comTotal stores 2009: 1Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1983. Offers mid-priced to high-end lines in 39,000 square feet of selling space. Average sales per square foot, $145. Twenty-nine employees, including 14 salespeople. Major vendors include Stanley, Temple, Rowe, Universal, Hancock & Moore, Riverside, Lane, King Koil, Henkel-Har-ris, Ashley, American Drew, Broyhill, Kincaid and Lexington. Case goods accounted for 47% of 2009 total sales; upholstery, 33%; bedding, 5%; decora-tive accessories, 7%; outdoor furniture, 4%; window treatments, 3%.

Eynon Furniture OutletHome base: Dunmore, Pa.www.efofurniture.comTotal stores 2009: 2Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1984. Operates stores in Scranton and Wilkes Barre, Pa. Stores offer pro-motional to mid-priced lines in a combined 60,000 square feet of selling space. Thirty-five total employ-ees, including a sales team of 12. A member of FMG buying group. Major suppliers include England, Klaussner, Ashley and Spring Air. Case goods ac-counted for 36% of 2009 total sales; upholstery, 50%; bedding, 12%; decorative accessories, 2%.

Family Furniture Discount CentersHome base: Landover, Md.www.familyfurniture.comTotal stores 2009: 5Est. 2009 total sales: $20 million to $24.9 millionFounded in 1968. Operates stores in the Washington, D.C. metro area with one each in Landover, Langley Park, Hillcrest Heights and Waldorf, Md., and Alexan-dria, Va. Several locations in Gaithersburg, Md., are currently under consideration for a new store to be opened by Labor Day. Also looking for additional lo-cations in Northern Virginia. Stores offer promotional to mid-priced lines in a combined 101,000 square feet

of selling space. Average sales per square foot, $222. One hundred seventy-one employees, including 32 sales associates. Major suppliers include American Furniture, Harden, World Imports and United Fur-niture. Case goods accounted for 52% of 2009 total sales; upholstery, 32%; bedding, 14%; decorative ac-cessories, 1%; protection and warranties, 1%.

Fedde FurnitureHome base: Pasadena, Calif.www.fedde.comTotal stores 2009: 2Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, established in 1937. Stores offer upper-middle to high-end lines in a combined 40,000 square feet of selling space. Thirty-two total employees. Major suppliers include Stickley, Sherrill, Fine furniture Design, Bradington-Young, Stanley and Hancock & Moore. Case goods accounted for 40% of 2009 total sales; upholstery, 40%; bedding, 10%; decorative accessories, 10%.

Fish FurnitureHome base: Mayfield Heights, Ohiowww.fishfurniture.comTotal stores 2009: 2Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, in business since 1925. Stores offer mid-priced to high-end lines in a combined 56,000 square feet of selling space. Average sales per square foot, $178. A member of Mega Group. Forty employ-ees, including a sales staff of 16. Major suppliers include Clayton Marcus, Flexsteel, Stanley, Can-adel, Cochrane, Durham, Sealy, Tempur-Pedic and Moosehead. Case goods accounted for 43% of 2009 total sales; upholstery, 40%; bedding, 15%; decora-tive accessories, 2%. Is adding a 8,000-square-foot addition to its North Olmstead store this year.

Fruehauf’sHome base: Boulder, Colo.www.fruehaufs.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionIn business since 1977. Offers mid-priced to high-end lines in 88,000 square feet of selling space. Thirteen total employees, including 10 sales associates. Major suppliers include Brown Jordan, Cast Classics, Glo-ster, Hanamint, Homecrest, Jensen Leisure, King-sley Bate, Lloyd/Flanders, Meadowcraft, O.W. Lee, Pride, Telescope and Woodard. Outdoor furniture accounted for 70% of 2009 total sales. Also carries accent furniture and gifts. Has a Facebook fan page and a Twitter account.

Furniture & Mattress DiscountersHome base: Harrisburg, Pa.www.fmdiscountking.comTotal stores 2009: 4Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1997. Operates one store each in Harrisburg, York, Exeter and Lancaster, Pa. Stores offer promotional to mid-priced lines in a com-bined 45,000 square feet of selling space. Average sales per square foot, $195. Also sells online. Plans to open two stores in Pennsylvania in the fourth quar-ter of 2010. Has future plans for stores in Maryland. Major suppliers include United/Simmons Furniture, Spring Time Bedding, Homeline Industries World Imports, Lifestyle, Ashley and Serta. Case goods accounted for 15% of 2009 total sales; upholstery, 45%; bedding, 35%; decorative accessories, 5%. Has a Facebook fan page.


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Furniture BarnHome base: New Castle, Del.www.furniturebarnshowroom.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, founded in 1973. Offers mid-priced lines in 20,000 square feet of selling space. Average sales per square foot, $170. Plans to add a 7,500-square-foot clearance center this year. Twenty-three employees, including a 12-member sales team. Member of FMG buying group. Major suppliers in-clude Ashley, Legacy, Universal, Vaughan-Bassett, Sealy, Lane, Lea, Broyhill, Southern Motion and Joffran. Case goods accounted for 54% of 2009 to-tal sales; upholstery, 37%; bedding, 7%; other mer-chandise, 2%. Has a social media presence through Twitter, Facebook and You Tube.

Furniture Enterprises of AlaskaHome base: Anchorage, Alaskawww.sadlers.comTotal stores 2009: 7Est. 2009 total sales: $32.4 millionFamily-owned, established in 1972. Operates one Sadler’s Home Furnishings store each in Anchorage, Fairbanks and Sterling, Alaska; and one William & Kay store, one freestanding La-Z-Boy store, one Ultimate Mattress store and one Ashley HomeStore, all in Anchorage. Stores offer mid-priced lines in a combined 181,000 square feet of selling space. A member of Furniture First and Pacific Furniture Dealers. One hundred thirty employees, including 50 salespeople. Major suppliers include Lane, Sim-mons, Sealy, Tempur-Pedic, Select Comfort, La-Z-Boy, Ashley, Rowe, Flexsteel and Natuzzi.

Furniture For LessHome base: Pell City, Ala.www.pellcityfurniture.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned. Offers lower-middle price points in 7,400 square feet of selling space. Plans to expand its showroom this year. Three employees, including two salespeople. Major suppliers include Ashley Fur-niture Inds., American Furniture, United, Lane and Broyhill. Case goods accounted for 36% of 2009 total sales; upholstery, 59%; bedding, 8%; decorative ac-cessories, 3%; other merchandise, 2%.

G. Carver Rice FurnitureHome base: Saranac Lake, N.Y.www.ricefurniture.infoTotal stores 2009: 1Est. 2009 total sales: $1.2 millionFamily-owned, founded in 1946. Offers mid-priced lines in 7,500 square feet of selling space. Average sales per square foot, $160. Six total employees, including a four-member sales team. A member of Furniture First buying group. Major suppliers include Broyhill and Best Home Furnishings. Case goods accounted for 14% of 2009 total sales; upholstery, 24%; bedding, 28%; decorative accessories, 6%; other merchandise, includ-ing floor coverings and window coverings, 28%.

G. Hermann FurnitureHome base: Brenham, Texaswww.hermannfurniture.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, in business since 1876. Offers upper-middle price points in 20,000 square feet of selling

space. Eighteen total employees, including 12 sales-people. Major suppliers include Flexsteel, Kincaid, Lexington Home Brands, Sealy, Furniture Classics and Stein World. Case goods accounted for 25% of 2009 total sales; upholstery, 22%; bedding, 9%; deco-rative accessories, 28%; other merchandise, includ-ing antiques, crafts and gifts, 16%. Has an electronic newsletter and blog.

Gardner’s BedroomsHome base: Lancaster, Pa.www.gardnersbedrooms.comTotal stores 2009: 1Est. 2009 total sales: $1.3 millionFamily-owned, founded in 1990. Offers mid-priced lines in 6,600 square feet of selling space. Average sales per square foot, $197. Six total employees, in-cluding three salespeople. A member of Mega buying group. Major suppliers include Tempur-Pedic, Serta, Coaster and New Energy. Case goods accounted for 23% of 2009 total sales; upholstery, 2%; bedding, 67%; other merchandise, including soft goods, 8%.

Giorgi BrothersHome base: South San Francisco, Calif.www.giorgibros.comTotal stores 2009: 1Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, founded in 1933. Offers upper-mid-dle to high-end lines in 50,000 square feet of selling space. Thirty total employees, including a sales team of 15. Also sells online. Major vendors include Stanley, Hancock & Moore, Pearson and Drexel Heritage. On-line sales accounted for 5% of 2009 total sales. Case goods accounted for 40% of 2009 total sales; uphol-stery, 50%; bedding, 5%; decorative accessories, 5%.

Gormans Home FurnishingsHome base: Farmington, Mich.www.gormans.comTotal stores 2009: 4Est. 2009 total sales: $20 million to $24.9 millionFounded in 1940. Operates four stores in Detroit suburban markets. Stores offer upper-middle to high-end lines in a combined 108,000 square feet of selling space. Eighty total employees. Major suppli-ers include Stickley, Bernhardt, Universal, Henredon, Stanley, Lexington Home Brands, Century, Hancock & Moore, Sherrill, Hooker, Natuzzi and Ekornes. Also carries home textiles and floor coverings.

Greenbaum InteriorsHome base: Paterson, N.J.www.greenbauminteriors.comTotal stores 2009: 2Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, founded in 1952. Operates one store each in Paterson and Morristown, N.J. Stores offer mid-priced to high-end lines in a combined 90,000 square feet of selling space. Total sales per square foot, $180. Sixty-five total employees, including a sales staff of 30. Major suppliers include Hickory Chair, Baker, Theodore Alexander, Hickory White, Century and Chelsea House. Case goods accounted for 20% of 2009 total sales; upholstery, 40%; bed-ding, 5%; decorative accessories, 25%; other mer-chandise, 10%. Has a Facebook fan page.

Harold’s FurnitureHome base: Lebanon, Pa.www.haroldsfurniture.netTotal stores 2009: 1

Est. 2009 total sales: less than $5 millionFamily-owned, founded in 1946. Offers mid-priced lines in 20,000 square feet of selling space. Ten em-ployees, including a sales team of four. A member of Furniture Smart buying group. Major vendors in-clude Klaussner, La-Z-Boy, Sealy, Broyhill and Ash-ley. Plans to expand its Klaussner in-store gallery this year. Case goods accounted for 20% of 2009 total sales; upholstery, 60%; bedding, 10%; decora-tive accessories, 5%; office furniture, 5%. Has a social media presence through Twitter.

Hefner Furniture & AppliancesHome base: Poplar Bluff, Mo.www.hefnerfurniture.comTotal stores 2009: 4Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, founded in 1930. Operates one Hef-ner and one Hefner’s Too store in Poplar Bluff, Mo.; and one full-line unit and one clearance center in Farmington, Mo. Stores offer mid-priced lines in a combined 165,000 square feet of selling space. A member of the Mega buying group. Seventy-eight employees, including 24 sales associates. Major sup-pliers include Thomasville, Broyhill, Bassett, La-Z-Boy, Lane, Sealy and Ashley. Case goods accounted for 30% of 2009 total sales; upholstery, 48%; bed-ding, 12%; decorative accessories and other mer-chandise, 10%.

Home and GardenHome base: Covington, La.www.handg.comTotal stores 2009: 2Est. 2009 total sales: $5 million to $9.9 millionIn business since 2008. Operates one store each in Covington and Metairie, La. Carries mid-priced to high-end lines in a combined 24,000 square feet of selling space. Twenty-eight employees, including 14 salespeople. Key vendors include Aidan Gray, Oly Studio and Guildmaster. Furniture accounted for 70% of 2009 total sales; decorative accessories, 20%; other merchandise, 10%. Has a Facebook fan page and a Twitter account.

Homestead FurnitureHome base: Nescopeck, Pa.www.homesteadfurn.comTotal stores 2009: 2Est. 2009 total sales: $2 millionFamily-owned, established in 1981. Stores offer pro-motional to mid-priced lines in a combined 16,000 square feet of selling space. Average sales per square foot, $125. Nine total employees, including a five-person sales team. A member of Brandsource buying group. Major suppliers include Broyhill, Lane, Flex-steel, Ashley, Simmons, Tempur-Pedic and Vaughan-Bassett. Case goods accounted for 32% of 2009 total sales; upholstery, 47%; bedding, 20%; decorative ac-cessories, 1%. Has a Facebook fan page.

HW HomeHome base: Boulder, Colo.www.hwhome.comTotal stores 2009: 4Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, established in 1999. Operates one store each in Boulder, Broomfield, Denver and Greenwood Village, Colo. Stores carry upper-middle to high-end lines in a combined 25,000 square feet


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of selling space. Average sales per square foot, $400. Also sells online. Forty-five employees, including 25 salespeople. Major suppliers include Mitchell Gold + Bob Williams, Hickory Chair, Cisco Bros, Palecek, Elite Leather, Visual Comfort, Jamie Young, Barbara Cosgrove, Lampworks, Global Views, Oly Studio and Vanguard. Online sales accounted for 10% of 2009 total sales. Case goods accounted for 30% of 2009 total sales; upholstery, 40%; bedding, 5%; decorative accessories, 25%. Has a Facebook fan page.

I.O. MetroHome base: Lowell, Ark.www.io-metro.comTotal stores 2009: 15Est. 2009 total sales: $20 million to $24.9 millionFounded in 2005. Currently operates 16 stores throughout the states of Alabama, Arkansas, Mis-sissippi, Missouri, Oklahoma, Tennessee and Texas. Plans to open three Atlanta stores this year and one store each in North Kansas City and St. Louis, Mo. Stores offer promotional to mid-priced lines in a com-bined 120,000 square feet of selling space. Average sales per square foot, $225. Direct sources merchan-dise from India, Indonesia, China and Mexico. One hundred eleven employees, including a sales team of 79. Case goods accounted for 30% of 2009 total sales; upholstery, 30%; bedding, 5%; decorative ac-cessories, 35%. Has a social media presence through Twitter, Facebook, Flickr and a company blog.

INTER!ORSHome base: Lancaster, Pa.www.interiors-furniture.comTotal stores 2009: 1Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, in business since 1967. Opened a sec-ond store in Harrisburg, Penn., this March. Stores offer upper-middle to high-end lines in a combined 90,000 square feet of selling space. Seventy-five total employees, including a sales team of 24. Major sup-pliers include Stickley, Flexsteel, Thomasville, Cen-tury and Hooker. Case goods accounted for 37% of 2009 total sales; upholstery, 48%; bedding, 2%; deco-rative accessories, 10%; other merchandise, 3%.

Kay FurnitureHome base: Smithville, Mo.www.kayfurniture.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, founded in 1965. Offers upper-middle price points in 36,000 square feet of selling space. A member of Furniture First buying group. Twenty em-ployees, including six salespeople. Major suppliers include Flexsteel, LaCrosse, Best Home Furnishings, La-Z-Boy, Sealy, Serta, Stanley, Thomasville and Smith Brothers. Case goods accounted for 15% of 2009 total sales; upholstery, 65%; bedding, 18%; decorative ac-cessories, 1%; floor coverings, 1%. Opened a furniture consignment division in its showroom this year.

Kelsey Furniture CompanyHome base: Tuscola, Ill.www.kelseyfurniture.comTotal stores 2009: 1Est. 2009 total sales: $2.4 millionFamily-owned, founded in 1959. Offers mid-priced lines in 26,000 square feet of selling space. Average sales per square foot, $93. Twelve total employees, including three salespeople. A member of Mega buy-ing group. Major suppliers include Lane, Broyhill, Ashley, Bemco Bedding, Smith Brothers, Howard

Miller, Stanley and Hooker. Case goods accounted for 41% of 2009 total sales; upholstery, 41%; bed-ding, 10%; decorative accessories, 1%; carpet, 7%.

Knoxville Wholesale FurnitureHome base: Knoxville, Tenn.www.knoxvillewholesalefurniture.comTotal stores 2009: 4Est. 2009 total sales: $32 millionFamily-owned, founded in 1992. Operates three Knoxville Wholesale Furniture locations and one 42,000-square-foot Ashley HomeStore. Stores carry mid-priced to high-end lines in a combined 274,000 square feet of selling space. One hundred forty-four employees, including a sales team of 52. Major sup-pliers include Broyhill, Flexsteel, Serta, Ashley, Co-rinthian, A.R.T, Jackson, Lane and Cheers. Furniture and bedding accounted for 95% of 2009 total sales; decorative accessories, 5%.

Kuebler’s FurnitureHome base: Redding, Calif.www.kueblersfurniture.comTotal stores 2009: 3Est. 2009 total sales: less than $5 millionFamily-owned, in business since 1974. Stores, oper-ating in Redding, Calif., and Roseburg and Salem, Ore., offer mid-priced lines in a combined 65,000 square feet of selling space. Thirty-eight employees, including a sales team of 14. A member of FMG buy-ing group. Major suppliers include Lane, Broyhill, Aspen, Ashley, Best Home Furnishings and Pulaski. Case goods accounted for 36% of 2009 total sales; upholstery, 48%; bedding, 12%; decorative accesso-ries, 3.5%; other merchandise, including fabric pro-tection, 0.5%. Has a social media presence through Twitter, Facebook and MySpace.

Ladlow’s Fine FurnitureHome base: Scottsdale, Ariz.www.ladlows.comTotal stores 2009: 1Est. 2009 total sales: $10 million to $14.9 millionIn business since 1955. Offers upper-middle price points in 75,000 square feet of selling space. Aver-age sales per square foot, $224. Fifty total employees, including a sales team of 20. Key vendors include Bernhardt, Fine Furniture Design, Hooker, Mait-land-Smith, Platt Collections, Uttermost and John Richard. Furniture accounted for 85% of 2009 total sales; decorative accessories, 10%; other merchan-dise, 5%.

Landfair Furniture + Design GalleryHome base: Portland, Ore.www.landfairfurniture.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, established in 2001. Offers upper-middle price points in 3,900 square feet of selling space. Also sells online. Has two employees. Plans to buy more product for the floor this year. Major suppliers include Sherrill, Stanley, Global Views and Palecek. Online sales accounted for 2% of 2009 total sales. Case goods accounted for 40% of 2009 total sales; upholstery, 40%; decorative accessories, 20%. Has a social media presence through Twitter, Face-book, LinkedIn and a company blog.

Leader’s Casual FurnitureHome base: Largo, Fla.www.leadersfurniture.com

Total stores 2009: 19Est. 2009 total sales: $25 million to $29.9 millionFamily-owned, in business since 1971. Operates stores in west, central and east Florida. Stores offer upper-middle price points in a combined 130,000 square feet of selling space. A member of Casual Classics buying group. One hundred seventy-eight total employees. Major suppliers include Palm Springs Rattan, Garden Classics, Tropitone and Windward. Furniture accounted for 95% of 2009 to-tal sales; decorative accessories, 5%.

Luxe Home InteriorsHome base: Tulsa, Okla.www.welcometoluxe.comTotal stores 2009: 21Est. 2009 total sales: $24.7 millionCurrently offers 21 stores, 14 of which are franchised. Stores offer lower-middle to upper-middle price points. Closed eight stores in 2009. Major suppliers include Century, Huntington House, Miles Talbott, Klaussner, Stanley, Lexington Home Brands and Hooker. Furniture, bedding and decorative accesso-ries account for 90% of total selling space. Plans to open stores in 2011.

Mattress WarehouseHome base: Orangevale, Calif.www.sacramentomattress.netTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, founded in 2006. Offers promotional to mid-priced lines in 4,500 square feet of selling space. Average sales per square foot, $200. Four total employees, including two salespeople. Major suppli-ers include Simmons, Spring Air, Coaster and Eng-lander. Case goods accounted for 10% of 2009 total sales; bedding, 80%; other merchandise, including sleep accessories, 10%. Has a social media presence through Twitter, Facebook, MySpace and LinkedIn.

Montgomery’s FurnitureHome base: Sioux Falls, S.D.www.montgomerysfurniture.comTotal stores 2009: 2Est. 2009 total sales: $5 million to $9.9 millionFifth-generation, family-owned retailer, established in 1888 in the Dakota Territory before South Dakota became a state. Operates a Montgomery’s store and a 10,000-square-foot flooring and window coverings store in Sioux Falls and a Montgomery’s store Madi-son, S.D. Stores carry promotional to mid-priced lines in a combined 65,000 square feet of selling space. Fifty total employees, including 20 salespeople. A member of Furniture First buying group. Major suppliers include Flexsteel, Rowe, Lexington Home Brands, Stanley, Bernhardt, Ekornes, Huntington House, Canadel, Hooker, Serta, Bradington-Young, Sam Moore and Four Hands. Case goods accounted for 20% of 2009 total sales; upholstery, 42%; bed-ding, 6%; decorative accessories, 17%; other mer-chandise, 15%.

More Space PlaceHome base: Clearwater, Fla.www.morespaceplace.comTotal stores 2009: 42Est. 2009 total sales: $20 million to $24.9 millionManufacturer’s dedicated store network, founded in 1994. At year’s end, operated 21 stores in Florida;


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four in Texas; two each in South Carolina, Georgia, Tennessee, Maryland, North Carolina and Illinois; and one each in Virginia, Colorado, New Hamp-shire, Delaware and Puerto Rico. Stores offer upper-middle price points in a combined 75,500 square feet of selling space. Average sales per square foot, $278. Major suppliers include Murphy Bed Chicago, Roseburg, Sidelines and Decorative Specialties. Case goods accounted for half of 2009 total sales; uphol-stery, 2%; bedding, 18%; closet systems, 30%. Has a social media presence through Twitter, Facebook, LinkedIn and a company blog.

Morris Sokol FurnitureHome base: Charleston, S.C.www.morrissokol.comTotal stores 2009: 1Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1921. Offers upper-middle price points in 37,000 square feet of selling space. Twenty-five employees, including a nine-per-son sales team. Major suppliers include Lexington Home Brands, Stanley, Kingsley-Bate and Tropitone. Case goods accounted for 35% of 2009 total sales; upholstery, 25%; bedding, 10%; decorative acces-sories, 15%; outdoor furniture, 15%. Has a social media presence through Twitter, Facebook and a company blog.

MOTIF Modern LivingHome base: Austin, Texaswww.motiffurniture.comTotal stores 2009: 2Est. 2009 total sales: less than $5 millionFounded in 2002. Operates stores in Austin and San Antonio, Texas. Also sells online. Stores offer upper-middle price points in a combined 38,000 square feet of selling space. Plans to open a new store and warehouse this year, bring total square footage to 63,000 square feet. Twenty total employees, in-cluding eight salespeople. Major suppliers include American Leather, BDI, Calligaris, Elite Modern, Gus, Innovation, Nova, Neuvo, Palliser, Sitcom, Tema Home, Umbra and Zuo Modern. Online sales accounted for 8% of 2009 total sales. Case goods accounted for 30% of 2009 total sales; upholstery, 50%; bedding, 5%; decorative accessories, 15%. Has a social media presence through Twitter and Face-book.

Mountain Comfort FurnishingsHome base: Frisco, Colo.www.mountaincomfort.netTotal stores 2009: 5Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, in business since 1986. Operates one store each in Kremmling and Frisco, Colo., Taos, N.M., Truckee, Calif., and Coeur d’ Alene, Idaho. Plans to open one new store this year. Stores carry upper-middle to high-end lines in a combined 38,000 square feet of selling space. Fifty-five total employ-ees, including 23 sales associates. Major suppliers include Paul Robert, King Hickory and Simmons. Case goods accounted for 35% of 2009 total sales; upholstery, 40%; bedding, 5%; decorative accesso-ries, 20%. Has a Facebook fan page.

N.B. Liebman FurnitureHome base: Mechanicsburg, Pa.www.nbliebman.comTotal stores 2009: 2Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, established in 1946. Operates one

store each in Mechanicsburg and Harrisburg, Pa. Stores offer mid-priced lines in a combined 75,000 square feet of selling space. Is constructing a new motion furniture gallery in its Mechanicsburg store. Is a member of Mega and Styletrend buying groups. Ninety employees, including 20 salespeople. Major suppliers include Lane, Berkline, Legacy Classics, Sealy, Serta, Tempur-Pedic, Klaussner and Bernhardt. Case goods accounted for 50% of 2009 total sales; upholstery, 40%; bedding, 9%; decorative accesso-ries, 1%. Has a Facebook fan page.

New Ulm FurnitureHome base: New Ulm, Minn.www.newulmfurniture.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, established in 1945. Offers promo-tional to mid-priced lines in 45,000 square feet of selling space. Also sells online. Fifteen total employ-ees, including a sales staff of eight. Major suppliers include Flexsteel, La-Z-Boy, Sealy, Ashley, Lane and Restonic. Furniture and bedding accounted for 85% of 2009 total sales; decorative accessories, 5%; other merchandise, including floor coverings, 10%.

Parsons FurnitureHome base: Wolfeboro, N.H.www.parsonsfurniture.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned. Founded in 1954, under present ownership since 1987. Offers mid-priced to high-end lines in 14,000 square feet of selling space. Aver-age sales per square foot, $113. Twelve employees, including six salespeople. Major suppliers include Sherrill, Hancock & Moore, Palliser, La-Z-Boy, Broyhill and Kingsdown. Furniture and bedding accounted for 82% of 2009 total sales; decorative accessories, 3%; other merchandise, including patio furniture, 15%.

Pilgrim Furniture CityHome base: Southington, Conn.www.pilgrimfurniturecity.comTotal stores 2009: 2Est. 2009 total sales: $30 million to $34.9 millionFamily-owned, in business since 1961. Currently op-erates one store each in Southington, Milford and Manchester, Conn. Stores offer mid-priced lines in a combined 210,000 square feet of selling space. Opened the Manchester store this January. A mem-ber of Furniture First buying group. One hundred fifty employees, including 60 salespeople. Major sup-pliers include Ashley, Klaussner, Legacy, Simmons, Jofron, Warehouse M, Southern Motion and Lane. Case goods accounted for 40% of 2009 total sales; upholstery, 51%; bedding, 8%; decorative accesso-ries, 1%.

Plantation FurnitureHome base: Richmond, Texaswww.plantationfurniture.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, established in 1981. Offers upper-middle price points in 20,000 square feet of selling space. Fifteen total employees, including a sales team of 10. A member of Furniture First buying group. Ma-jor suppliers include Broyhill, Aspenhome, Lane and Fairmont Designs. Case goods accounted for 50% of 2009 sales; upholstery, 40%; bedding, 5%; decorative accessories, 5%. Has a Facebook fan page.

Rosen’s Furniture & Mattress Home base: East Stroudsburg, Pa.Total stores 2009: 1Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1919. Offers midpriced to high-end lines in 90,000 square feet of selling space. More than 25 total employees. A member of Style Trend buying group. Major suppliers include Harden Furniture, Klaussner, Sealy, Vaughan-Bassett, Sim-ply Amish, Tempur-Pedic, Broyhill, Clayton Marcus, Rowe, Lexington, Tradwins, Jofran and Magnussen. Furniture accounted for 76% of 2009 total sales; bed-ding, 22%; decorative accessories, 2%. Offers compli-mentary refreshments and games while customers shop.

Rosenthal FurnitureHome base: Minneapoliswww.rosenthalfurniture.comTotal stores 2009: 1Est. 2009 total sales: $2.5 millionFamily-owned, in business since 1895. Offers upper-middle price points in 17,000 square eet of selling space. Has eight employees. Major suppliers in-clude Ekornes, Natuzzi and American Leather. Will remodel its Ekornes gallery this year. Case goods accounted for 30% of 2009 total sales; upholstery, 66%; bedding, 2%; decorative accessories, 2%. Has a social media presence through Facebook and LinkedIn.

Sedlak InteriorsHome base: Solon, Ohiowww.sedlakinteriors.comTotal stores 2009: 1Est. 2009 total sales: $15 million to $19.9 millionFamily-owned, founded in 1947. Offers upper-middle to high-end lines in 143,000 square feet of selling space. Eighty-seven employees, including 24 salespeople. In-store galleries: Stickley, 4,200 square feet; Henredon and Century, 3,528 square feet each; Hickory Chair and Harden Furniture, 3,500 square feet each. Other suppliers include Hancock & Moore, American Leather, Bradington-Young, Barcalounger and Sherrill. A remodeled Henredon Gallery and completely renovated bedding gallery featuring Shifman Mattresses, are new for 2010. Furniture and bedding accounted for 80% of 2009 total sales; decorative accessories, 10%; other merchandise, in-cluding floor coverings, 10%.

Severegn Furniture ManagementHome base: Phoenixville, Pa.www.sheffieldfurniture.comTotal stores 2009: 3Est. 2009 total sales: $27 millionPrivately held group of high-end furniture stores op-erating Sheffield Furniture & Interiors in Malvern, Pa., Rockville, Md., and Dulles, Va. Also holds sales events at its warehouse in Phoenixville, Pa. Major suppliers include Stickley, Henredon, Baker Fur-niture and Hickory Chair and designer collections from Christopher Guy, Julia Gray, Alexa Hamp-ton, Thomas O’Brien, Ralph Lauren and Barbara Barry. In April 2009, the company reopened two of its Danker stores in Dulles, Va., and Rockville, Md., as Sheffield Furniture & Interiors. The remaining two Danker stores in Pentagon City and Annapolis closed last year when their leases expired.


Beyond the Top 100

continued, p34


Sheely’s Furniture & AppliancesHome base: North Lima, Ohiowww.sheelys.comTotal stores 2009: 1Est. 2009 total sales: $30 million to $34.9 millionFamily-owned, in business since 1952. Its 75,000-square-foot showroom carries upper-middle price points. One hundred fifty total employees, includ-ing 25 sales associates. Average sales per square foot for furniture, $312. Major suppliers include Sealy, Flexsteel, Lane, Riverside, Winners Only, Legacy, Best Home Furnishings, Canadel, Hooker, Vaughan-Bassett, Stanley, Smith Brothers, Klaussner, Liberty, Parker House, Cresent, Eagle and Lea. Case goods accounted for 37% of 2009 total sales; upholstery, 31%; bedding, 8%; decorative accessories, 2%; other merchandise, including major appliances, 22%.

Shumake FurnitureHome base: Decatur, Ala.www.shumakefurniture.netTotal stores 2009: 1Est. 2009 total sales: $1.3 millionFamily owned, in business since 1937. Offers upper-middle price points in 30,000 square feet of selling space. Plans to remodel the front half of the store, including new floors and walls, this year. Eleven total employees, all of which sell. Major suppliers include La-Z-Boy, Clayton Marcus, Hooker and Lex-ington Home Brands. Case goods accounted for 30% of 2009 total sales; upholstery, 40%; bedding, 10%; decorative accessories, 10%; other merchandise, in-cluding outdoor furniture, 10%.

Slate Quarry FurnitureHome base: Delta, Pa.www.slatequarryfurniture.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, founded in 2003. Offers mid-priced lines in 16,000 square feet of selling space. Six total employees, including a three-member sales team. Plans to make minor store renovations this year. Major suppliers include Wesley Hall, Smith Bros., Temple, Broyhill, Keystone Collection by Martins, Simply Amish and Custom Shoppe. Case goods ac-counted for 30% of 2009 total sales; upholstery, 65%; bedding, 3%; decorative accessories, 2%; Has a social media presence through Twitter and Facebook.

Smart InteriorsHome base: Spring Hill, Fla.www.smartinteriorsfurn.comTotal stores 2009: 2Est. 2009 total sales: less than $5 millionFamily-owned, founded in 1988. Operates one store each in Spring Hill and Lecanto, Fla. Stores offers upper-middle price points in a combined 40,000 square feet of selling space. Sixteen total employees, including nine sales associates. Major suppliers in-clude Lexington Home Brands, Stanley, Bernhardt, Norwalk, Bradington Young and Hooker. Case goods accounted for 25% of 2009 total sales; upholstery, 35%; bedding, 10%; decorative accessories, 15%; other merchandise, 15%.

Sofas PlusHome base: Fairfield, N.J.www.sofasplus.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, established in 1985. Offers mid-priced

lines in 32,000 square feet of selling space. Plans to renovate this year. Twelve total employees, including four salespeople. Major suppliers include Klaussner, Berkline, Ashley and Vaughan. Case goods ac-counted for 18% of 2009 total sales; upholstery, 80%; bedding, 1%; decorative accessories, 1%.

Southeast Furniture WarehouseHome base: Juneau, Alaskawww.southeastfurniturespot.comTotal stores 2009: 1Est. 2009 total sales: $2.6 millionFounded in 2000. Offers mid-priced to high-end lines in 14,000 square feet of selling space. Average sales per square foot, $188. Eight total employees, including three salespeople. Major suppliers include Ashley, La-Z-Boy, Ekornes, Tradewins, Whittier, Em-erald Home Furnishings, Best Home Furnishings and Home Elegance. Case goods accounted for 33% of 2009 total sales; upholstery, 42%; bedding, 24%; dec-orative accessories, 1%. Has a Facebook fan page.

Spiller Furniture StoresHome base: Tuscaloosa, Ala.www.spillerfurniture.comTotal stores 2009: 14Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, founded in 1948. Operates stores in the cities of Tuscaloosa, Reform, Aliceville, Eutaw, Demopolis, Thomasville, Selma, Prattville, Brent and Greensboro, Ala.; and Columbus and Starkville, Miss. Stores offer promotional to mid-priced lines in a combined 255,000 square feet of selling space. One hundred fifteen employees, including 35 salespeople. A member of Mega buying group. Major suppliers include Ashley and Symbol Bedding. Case goods ac-counted for 39% of 2009 total sales; upholstery, 35%; bedding, 15%; decorative accessories, 2%; major ap-pliances, 6%; consumer electronics, 3%.

Spitaleri FurnitureHome base: South River, N.J.www.spitalerifurniture.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, established in 1905. Offers upper-middle price points in 11,000 square feet of selling space. Nine employees, including four salespeople. Major suppliers include Broyhill, Berkline, Best Home Furnishings, American Drew, Beech Brook, Legacy, Riverside, Vaughan, Vaughan-Bassett and Zimmer-man Chair. Case goods accounted for 27% of 2009 total sales; upholstery, 55%; bedding, 8%; decora-tive accessories, 1%; other merchandise, including tv stands and home office, 9%.

Sprintz FurnitureHome base: Nashville, Tenn.www.sprintz.comTotal stores 2009: 3Est. 2009 total sales: $30 million to $34.9 millionFamily-owned, in business since 1981. Stores in-clude a 110,000-square-foot flagship store and a 50,000-square-foot Sprintz store, as well as a 16,500-square-foot Thomasville Home Furnishings and Bassett Home Furnishings store. Also operates a 70,000-square-foot distribution center. Stores offer upper-middle to high-end lines. One hundred forty-four total employees, including a sales team of 54. Major suppliers include Henredon, Drexel Heritage, Stickley, Thomasville, Universal, Bernhardt, Hooker, Stanley, Natuzzi, Lexington, Fine Furniture, Rowe, Hancock & Moore and Bassett Home Furnishings.

Operates a design center and also offers carpet. Fur-niture, bedding and decorative accessories accounted for 100% of 2009 total sales.

Sussan Fine FurnitureHome base: Dickinson, Texaswww.sussanfurniture.comTotal stores 2009: 1Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1977. Offers upper-middle price points in 45,000 square feet of selling space. Eleven total employees, including four sales associates. Major suppliers include Paul Robert and Stanley. Furniture and bedding accounted for 65% of 2009 total sales; decorative accessories, 35%. Has a Facebook fan page.

Talsma FurnitureHome base: Hudsonville, Mich.www.talsmafurniture.comTotal stores 2009: 3Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, established in 1947. Operates stores in Hudsonville, Holland and Byron Center, Mich. Stores offer mid-priced lines in a combined 145,000 square feet of selling space. Expanded its Hudson-ville store in 2009. Fifty total employees, including 30 salespeople. A member of Furniture First buying group. Major suppliers include Broyhill, Lane, Bas-sett, Flexsteel, Canadel, Vaughan-Bassett and Craft-master. Case goods accounted for 20% of 2009 total sales; upholstery, 50%; bedding, 20%; decorative ac-cessories, 10%. Has a Facebook fan page.

The Furniture LookHome base: Hays, Kan.www.thefurniturelook.comTotal stores 2009: 1Est. 2009 total sales: less than $5 millionFamily-owned, established in 1991. Offers upper-middle price points in 24,000 square feet of selling space. Also sells online. Ten total employees, includ-ing a sales staff of five. 2010 plans inlcude bring-ing in a new upholstery line, lowering price points and sourcing product made in the U.S. Also plans to expand its advertising reach to new market ar-eas. Major suppliers include Smith Brothers, Bassett, Lane and Riverside. Online sales accounted for 8% of 2009 total sales. Case goods accounted for 25% of 2009 total sales; upholstery, 40%; bedding, 15%; decorative accessories, 20%.

The Furniture WarehouseHome base: Sarasota, Fla.www.furnwarehouse.comTotal stores 2009: 4Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, established in 1988. Operates one store each in Sarasota, Bradenton, Venice and Port Charlotte, Fla. Stores offer lower-middle price points in a combined 66,000 square feet of selling space. Operates a 60,000-square-foot distribution center. A member of FMG buying group. Sixty-five total employees, including a sales staff of 29. Major sup-pliers include Stratford, Serta, King Koil, Simmons, Progressive, Simmons Upholstery, Best Home Fur-nishings and Standard. Case goods accounted for 38% of 2009 total sales; upholstery, 39%; bedding, 15%; decorative accessories, 3%; other merchandise, including fabric protection and wicker, 5%. Has a Facebook fan page.


Beyond the Top 100

continued, p36


The Great American HomestoreHome base: Southaven, Miss.www.greatamericanhomestore.comTotal stores 2009: 2Est. 2009 total sales: $22 millionFamily-owned, in business since 2004. Operates one store each in Southaven, Miss., and Memphis, Tenn. Stores offer mid-priced lines in a combined 108,000 square feet of selling space. Average sales per square foot, $204. A member of Mega buying group. Ninety-five company employees, including 40 salespeople. Major suppliers include Corinthian, Sealy, La-Z-Boy, Broyhill, Magnussen, AICO, Samuel Lawrence, ART Furniture, Franklin, Tempur-Pedic and Leather Italia. Case goods accounted for 38% of 2009 total sales; upholstery, 37%; bedding, 16%; decorative accessories, 3%; other, including furni-ture protection and delivery, 6%. Has a Facebook fan page.

The Shops at Carolina Furniture of WilliamsburgHome base: Williamsburg, Va.www.carolina-furniture.comTotal stores 2009: 1Est. 2009 total sales: $10 millionFamily owned, in business since 1976. Is located in historic Williamsburg. Offers upper-middle to high-end price points at 30% to 60% off suggested retail in 22,000 square feet of selling space. Also sells online. Online sales accounted for 24% of 2009 total sales. Fifty employees, including a sales team of 30. Major suppliers include Henkel-Harris, Baker, Ralph Lauren, Henredon, Hickory Chair, French Heritage and E.J. Victor. Case goods accounted for 30% of 2009 total sales; upholstery, 60%; bedding, 4%; decorative accessories, 4%; other merchandise, 2%.

Three Chairs Co.Home base: Ann Arbor, Mich.www.threechairs.comTotal stores 2009: 4Est. 2009 total sales: $2.3 millionFamily-owned, founded in 1996. At year end, oper-ated two stores in Ann Arbor, Mich.; and one each in Holland, Mich., and Carmel, Ind. Is closing its Car-mel store this year. Stores offer upper-middle price points in a combined 17,800 square feet of selling space. Average sales per square foot, $130. Thirteen employees, including a sales team of 10. Major sup-pliers include Herman Miller for the Home, Ameri-can Leather, Mitchell Gold + Bob Williams and Lee Inds. Case goods accounted for 26% of 2009 total sales; upholstery, 64%; bedding, 1%; decorative ac-cessories, 8%; other merchandise, 1%.

Town & Country FurnitureHome base: Iuka, Miss.www.tnciuka.comTotal stores 2009: 3Est. 2009 total sales: less than $5 millionFamily-owned, in business since 1972. Operates one full-line store and one outlet in Iuka, Miss.; and one full-line store in Counce, Tenn. Stores offer promo-tional to mid-priced lines in a combined 61,000 square feet of selling space. Sixteen total employ-ees, including eight salespeople. A member of Mega buying group. Major suppliers include Broyhill, La-Z-Boy, Sealy/Stearns & Foster and Stanley/Young America. Case goods accounted for 31% of 2009 to-tal sales; upholstery, 48%; bedding, 16%; decorative accessories, 5%.

Town & Country LeatherHome base: Austin, Texaswww.townandcountryleather.comTotal stores 2009: 1Est. 2009 total sales: $2 millionFamily owned, in business since 2007. Offers mid-priced to high-end lines in 7,200 square feet of sell-ing space. Average sales per square foot, $300. Also sells online. Plan to open one or two stores in the central Texas market this year. Six total employees, including three salespeople. Major suppliers include Palliser, LeatherTrend, Natuzzi, Legacy, Flexsteel and Lane. Online sales accounted for 5% of 2009 sales. Case goods accounted for 5% of 2009 total sales; up-holstery, 94%; other merchandise, 1%. Has a Face-book fan page.

Turner FurnitureHome base: Tifton, Ga.www.turnerfurniture.comTotal stores 2009: 7Est. 2009 total sales: $25 million to $29.9 millionFamily-owned, in business since 1915. Operates two stores each in Tifton, Valdosta and Albany, Ga.; and one in Moultrie, Ga. Stores offer promotional to mid-priced lines in a combined 169,000 square feet of selling space. Average sales per square foot, $153. Plans to open two stores this summer. A member of Furniture First buying group. One hundred fifty em-ployees, with 70 salespeople. Major suppliers include Ashley, La-Z-Boy, Serta and Jamison. Case goods ac-counted for 30% of 2009 total sales; upholstery, 40%; bedding, 15%; decorative accessories, 10%; outdoor furniture, 5%. Has a Facebook fan page.

W.E. Mayberry & SonHome base: Crossville, Tenn.www.mayberrysfurniture.comTotal stores 2009: 2Est. 2009 total sales: $3 millionFamily-owned, founded in 1946. Operates two loca-tions in Crossville, Tenn.: Mayberry’s Furniture and Mayberry’s Interiors. Stores offer promotional to mid-priced lines in 25,000 square feet of selling space. Average sales per square foot, $120. Also sells online. Plans to converts its Interiors store to a Bassett store this year. Fourteen total employees, including a six-member sales team. A member of Mega and The Buying Giant buying groups. Major vendors include La-Z-Boy, Ashley, Broyhill, Best Home Furnishings, Sealy and Tempur-Pedic. Case goods accounted for 32% of 2009 total sales; upholstery, 40%; bedding, 20%; decorative accessories, 3%; other merchandise, 5%. Has a Facebook fan page.

Weece FurnitureHome base: Dodge City, Kan.Total stores 2009: 1Est. 2009 total sales: $3 millionFamily owned, founded in 1957. Offers promotional to mid-priced lines in 52,000 square feet of selling space. A member of Brand Source buying group. Twelve total employees, including a six-member sales team. Major suppliers include Ashley, Broy-hill, Lane and Sealy. Case goods accounted for 32% of 2009 total sales; upholstery, 40%; bedding, 25%; decorative accessories, 3%.

Williams FurnitureHome base: Carbon Hill, Ala.www.williamsfurniturestore.comTotal stores 2009: 1Est. 2009 total sales: less than $5 million

Family owned, established in 1986. Offers mid-priced lines in 12,000 square feet of selling space. Has a sales team of four. Major suppliers include Ashley, Craftmaster, Hooker, Fairfield, Universal, Stanley, Kincaid, Largo, Lea, Drexel Heritage, AICO and Simmons Beautyrest. Case goods accounted for 30% of 2009 total sales; upholstery, 50%; bedding, 15%; decorative accessories, 5%. Has a Facebook fan page.

Zak’s FurnitureHome base: Johnson City, Tenn.www.zaksfurniture.comTotal stores 2009: 1Est. 2009 total sales: $10 million to $14.9 millionFamily-owned, founded in 1969. Offers upper-middle price points in 65,000 square feet of selling space. Also has a 10,000-square-foot clearance cen-ter in a separate building. Fifty-three total employ-ees, including a sales team of 14. A member of FMG buying group. Major suppliers include Lane, Broy-hill, La-Z-Boy, Flexsteel, Southern Motion, Liberty, Legacy, Vaughan-Bassett, Cresent, Clayton-Marcus, Universal, Hancock & Moore, Craftmaster, Corin-thian, Jamison, Restonic, Tempur-Pedic and Sealy. Added a Flexsteel gallery this year and remodeled 25,000-square-foot of showroom space. Furniture and bedding accounted for 92% of 2009 total sales; decorative accessories, 5%; other merchandise, 3%. Has a Facebook fan page.

Zimmermans FurnitureHome base: Bismarck, N.D.www.zimmermansfurniture.comTotal stores 2009: 6Est. 2009 total sales: $5 million to $9.9 millionFamily-owned, founded in 1995. Operates two stores in Bismarck, N.D.; and one each in Fargo, Jamestown, Minot and Grand Forks, N.D. Stores offer mid-priced lines in a combined 145,000 square feet of selling space. Sixty total employees, including 23 sales as-sociates. Major lines include Flexsteel, Bassett, Best Home Furnishings, Berkline, A-America, Vaughan-Bassett, Legends, Klaussner, Stratford, Leather Trend and Natuzzi. Case goods accounted for 30% of 2009 total sales; upholstery, 50%; bedding, 13%; decora-tive accessories, 1%; other merchandise, including fireplaces, 6%; Has a Facebook fan page.


Beyond the Top 100


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