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P. 2 4 contents f l o r• apy J U LY 2022 P. 32 deck the halls P. 38 summer market previews P. 5 0 P. 5 4 a new light elevate the floor Furniture, lighting & decor (ISSN: 2639-7781) Vol.6, No.7 is published monthly by Scranton Gillette Communications, 220 N Smith Street, Suite 440, Palatine, IL 60067-2477. Subscription rates per year: USA $125.00, Canada $175.00 (payable in USA funds); all other Mexico and international $250.00 (payable in USA funds). Single copies: USA $15.00, all international (payable in USA funds) $30.00. Reproduction of contents is strictly forbidden. Copyright 2022. Furniture, Lighting & Decor accepts no responsibility or liability for the validity of information supplied by contributors, vendors, advertisers, or advertising agencies. Periodical postage paid at Palatine, IL and additional mailing offices. POSTMASTER: Send address changes to: Furniture, Lighting & Decor P.O. Box 300, Lincolnshire, IL. 60069-0300 To subscribe to Furniture, Lighting & Decor, please go to: www.furniturelightingdecor.com/subscribe 6 | JUL.22 w w w.f urnit ur e li ghtin g d e co r.co m
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contents continued... ADVERTISER INDEX ADVERTISER PAGE AmericasMart Atlanta ......................................... 42 P.19 Craftmade .................................. Inside Back Cover P. 2 0 10 FROM THE EDITOR P. 5 8 Currey & Company.............................................. 13 14 DESIGN COACHING Dallas Market Center .......................................... 17 CENTER Cheryl Kees Clendenon Dallas Market Center - Showroom of the Year ... 52 shares a unique revenue model. Dallas Market Center- ArchLIGHT Summit ......... 56 16 RETAIL GUIDE Elk Home ............................................................. 15 5 tips for better customer conversion rates. Eurofase................................................................. 7 18 CONSUMER (CKTƂGNF%JCKT ...................................................... 21 SNAPSHOT The pandemic has created Forty West Designs ............................................. 43 a “Reimagined” consumer. Gabby....................................................Back Cover 19 DIGITAL BULLETIN Walk homeowners through Gift for Life .......................................................... 57 a virtual tour with the Houzz Pro app. Harounian ............................................................ 53 20 DESIGN STOP High Point Market ............................................... 37 Dee Dee Lear shares her passion for interior design Home Trends & Design Ltd. .................................. 9 with Delany’s Design. Hooker Furniture Corp........................................ 27 58 LAST LOOK The Dorlinis of Circle Howard Elliott Collection .................................... 31 Design Studio design a warm, masculine main Hudson Valley Lighting........................................ 41 bedroom. International Market Centers-Las Vegas ............. 49 Kalalou................................................................. 35 Kaleen.................................................................. 30 Karastan................................................................. 4 Kichler Lighting Group ........................................ 23 Messe Frankfurt................................................... 51 Moe’s Home Collection....................................... 12 2CEKƂE%QCUV.KIJVKPI............................................ 3 Porch View...................................................... Insert Pure Edge Lighting ............................................. 26 Sagebrook ................................. Inside Front Cover Sunpan Modern Home........................................ 22 Universal Furniture ................................................ 5 ON THE COVER Uttermost Company............................................ 47 The Palm Springs Varaluz, Inc. ......................................................... 11 dining table from Home Trends & Design A F F I L I AT E S is a stylish centerpiece for any decor. It features a gently distressed whitewashed solid mango wood base with a round natural marble top: available in black, brown, or white marble — Paired with the New York suede dining chair. www.htddirect.com 8 | JUL.22 w w w.f urnit ur e li ghtin g d e co r.co m
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from the editor PUBLISHER Susan A. Jones | 336.402.5235 VOLUME 6. ISSUE 7 [email protected] RECESSION TACTICS ----- After a couple of years of might be a little bit tighter. EDITORIAL consumers clamoring for For retailers and designers who offer EDITOR-IN-CHIEF home refreshes as a result of Diane Falvey | 516.429.8521 spending so much more time these add-on services and the merchandise [email protected] that consumers will gravitate toward for the MANAGING EDITOR there, demand for home renovation appears refreshes that help them continue to love Gianna Annunzio | [email protected] to be waning a bit as talk of inflation and their homes, there are immediate opportuni- EDITORIAL ADVISORY BOARD MEMBERS: Johne Albanese, Steven Avitable, Patti Carpenter, recession have entered the conversation. ties — and your customers will remember that Kristina Christopher, Dwayne Clark, Mary Liz Curtin, Colleen Daly, John Dorlini, Jeff Dross, Bob Gaynor, With commodity prices rising, consumers are you had exactly the retail or design therapy Kerrie Kelly, Julie Messner, Freddie Naimer, Laura Van Zeyl, Comer Wear starting to take a more they were looking for GRAPHIC DESIGNER conservative approach to “Tightening the purse when the purse strings Kelsey Craig discretionary spending. strings may slow some major loosen and they are renovations... but it doesn’t scouting for those bigger SEND EDITORIAL SUBMISSIONS TO: While tightening the mean consumers will stop ticket purchases again. [email protected] purse strings may slow spending.” [email protected] some major renovations Speaking of innovative ----- and purchases in coming retail, we’d like to months, it doesn’t mean congratulate our ADVERTISING SALES PRINT ADVERTISING MATERIALS that consumers will stop Showroom of the Year Karen Teeter | 847.391.1005 [email protected] spending. This month we talk about some Award winners, who were honored at last DIGITAL ADVERTISING MATERIALS opportunities in home decor that could month’s Lightovation. All of our entrants and Thomas Yi | 847.954.7977 [email protected] provide additional income for retailers and finalists have shown incredible resilience UPLOAD PRINT ADVERTISING MATERIAL TO: designers willing to see beyond business and the creative efforts that make their www.AdShuttle.com/SGC as usual. In our cover story, we talk to showrooms important to their customers SUBMIT DIGITAL ADVERTISING MATERIAL TO: Thomas Yi: [email protected] retailers and suppliers about opportunities and the industry as a whole. A theme we ----- surrounding holiday decor. Holidays are noticed throughout was one of diversification, UPDATE OR ADD SUBSCRIPTION INFO AT: a time for gift-giving, gatherings and joy. whether that meant adding lighting in a furni- www.furniturelightingdecor.com/subscribe Even in the toughest times, consumers will ture store or design studio, or adding other SUBSCRIPTION INQUIRIES Furniture, Lighting & Decor continue to celebrate the holidays, and that categories to lighting, to “wow” customers P.O. Box 300 Lincolnshire, IL. 60069-0300 presents opportunities for offering festive and keep them shopping. These retailers [email protected] Toll-Free: 877.501.7540 | Local: 847.763.4933 decor, and even the vision and muscle behind employed strategies that kept product on ----- putting up the tree(s) and the garland and the showroom shelves (and ceilings) and ASSISTANT DESIGN MANAGER lights on the mantle. customers coming back for more. Read more Dara Rubin | [email protected] Additionally, while larger purchases may about our winners in the August issue. CHAIRMAN EMERITUS (1922-2003): H.S. Gillette CHAIRPERSON: K.A. Gillette be put on hold, we talk to suppliers in this This month we’re off to Atlanta and Las Vegas CEO: E.S. Gillette PRESIDENT: Rick Schwer month’s Style Board about nature-inspired Markets. Don’t miss our comprehensive COO: Dave Shreiner VICE PRESIDENT OF OPERATIONS AND MARKETING: decor. We’re focused on those preview in this issue! We’ll see you at Bonnie Tow DIRECTOR OF CUSTOM MEDIA AND STRATEGIC nature-inspired and biophilic Market! FLD PRODUCT DEVELOPMENT: John Atwood accents and art that are trending Scranton Gillette Communications 220 N Smith Street, Suite 440 with consumers right now. Wall art Diane Falvey Palatine, IL 60067-2477 P: 847.391.1000 F: 847.390.0408 and decor also present options Editor-in-Chief www.ScrantonGillette.com to consumers for refreshing their w w w.f urnit ur e li ghtin g d e co r.co m homes even when the budget visit us on social media facebook.com/furniturelightingdecor pinterest.com/furniturelightingdecor twitter.com/FLD_mag instagram.com/furniturelightingdecor 10 | JUL.22
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design coaching center BIG PICTURE THINKING LEADS TO PROFIT Designers talk incessantly about best to clients, you need a clear scope how to manage selling product of work as well as contingencies for and ensuring the sales are going out-of-scope add ons. For example, through their firm. Social media managing a project interfacing with forums, seminars and market talks are rife contractors and subs are tasks that are with the angst and nail-biting stress this not always predictable in the course of a topic causes for designers both new and job. These tasks fall under hourly project experienced. This has been especially vexing in management fees. the past two years, between the pandemic and supply chain disasters. SETTING THOSE FLAT FEES More often than not the argument is put Approach consulting fees as you would forth to “charge your worth” in fees and forget when developing a “product” for sale. This about selling product. This is all well and good means figuring out what the attributes are which quantifies the tangible element of our involvement in a project. Items that can be for smaller operations but if you have aspi- of the product, the time spent developing included in this expenditure are items the client would be purchasing for this project. rations to grow and hire a team or have one the product, the unique selling points of the This expenditure can encompass everything from furniture to area rugs, custom window already, you will be hard-pressed to sustain and product and what it will take for you to deliver treatments and bedding, lighting, accents and artwork for a home. In some projects it might grow your business on fees alone despite what this product to the marketplace. Putting all of include elements in a kitchen or bath or other new construction elements. you may have previously heard. this together along with your historical data We are simply asking that the client invest Is there a business model to ensure product will determine the “price” you need to set for these funds with our firm so we can help facilitate the project seamlessly and makes it expenditures, projecting income for a growth- your product. worthwhile for us to partner on the successful completion of the space. minded firm and being able to get some sleep There is a lot of structure and detail to at night? Yes, there is. However, you have to be SELLING PRODUCT this concept, and it is not a slam dunk to implement. Again, the work must be done to willing to take the time to learn how to project Projecting income is not limited to fees. understand the key logistics and the best way to communicate the benefits and position the income and why that’s important. Designers typically want to sell the products “win/win” to your clients for optimal success. Mastering this business model will elevate any It is essential to your success to cultivate big they specify. And rightly so. The problem I see design firm to the next level. Next month, we’ll dive into some of the parameters that entail picture thinking with your all too often are designers scope of work and how to communicate your fee structure to clients. FLD clients, yourself and your “ T HE KE Y TO MAKING A FL AT focusing on the products By Cheryl Kees Clendenon team. If not, it’s much harder FEE STRUCTURE WORK IS in such a way that gives the Cheryl Kees Clendenon is to be profitable. THE ABILITY TO CREATE A impression you are no more Founder, Lead Designer and C L E AR A N D C O G E N T S C O P E than a personal shopper or Retailer at In Details Interiors. LET’S TALK FLAT FEES OF WORK, DETAILING THE a selection service “picking” As a business coach, she shares The key to making a flat fee KEY OBJECTIVES YOU ARE items for a project. “Picking” savvy strategies for design structure work is the ability CAREFULLY E X TRACTING is reserved for blueberries, businesses at Damn Good Designer. to create a clear and cogent F R O M T H E C L I E N T.” and is not a way to charac- Learn more: indetailinteriors.com/business- scope of work, detailing key - Cheryl Kees Clendenon terize your services. coaching-for-interior-designers-2/ objectives you are carefully Ouch! I know this may sting, extracting from the client. You but hear me out. When you also need a detailed set of deliverables that focus on the parts and pieces and not the your firm is responsible for executing. It takes entirety of the creative vision, you will have LOVELYDAY12 - STOCK.ADOBE.COM work to craft a good scope of work and this is clients who, well, dissect the parts and pieces the challenge many never learn to accomplish if looking for a better deal. they are charging by the hour. Rising up to be Why is anyone surprised by this? After all, the best business owner you can be requires you have invited this scrutiny! mastery of specific skills, and this is a big one. Hourly time billing is acceptable when THE IMPORTANCE OF the scope is not measurable and cannot be MINIMUM EXPENDITURES detailed. This should be a rare occurrence, Each scope of work and subsequent contract however, as it is essential that to deliver your we develop also includes a dollar investment 14 | JUL.22 w w w.f urnit ur e li ghtin g d e co r.co m
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retail guide 5 WAYS TO DRIVE CUSTOMER CONVERSION RATES Retail doesn’t stay static and shoppers’ mind about what they might have To improve sales conversion rate of browsers QUARTA - STOCK.ADOBE.COM everyone should be looking at settled for. offer less similar products but have a deeper how to do better in their stores, so • Employees are the most effective at upselling run so you never have to apologize for letting here are five ways for improving because they can build trust, listen to that shoppers down. conversion rate in retail stores. Converting specific customer and recommend a specific more shoppers is the key to brick-and-mortar upsell based on a 10-minute interaction. That 5] REMOVE FRICTION retailers surviving in an ecommerce world. all has to be trained for when it comes to more expensive purchases. The more time • People hate to wait. Have a policy on who It’s not easy to convert shoppers as you you invest in the process, the more likely stays at the register and how to help in a have to constantly be looking at exactly how shoppers are to buy an upgrade. To increase rush. No one wants to stand there while one you are encouraging, nurturing oh and closing conversion of lookers to buyers, your associ- associate is as slow as molasses; they put their shoppers — or doing the opposite. ates must be drilled to compare and contrast stuff down and walk but never tell you. products so they can upsell with ease. 1] GET CUSTOMERS TO BUY MORE • Hide the line. Teenage retailer Gilly Hicks had 3] LIMIT THE SELLING OF the cash wrap at the back of the store, so you WITH SUGGESTIVE ADD-ONS couldn’t see how long the line was as you PROMOTIONAL ITEMS walked in. Disneyland has a science around • Your employees should be selling a system or how to keep the wait queue from appearing a complete solution rather than a single SKU. • The more shopping feels like work, the less as long as it really is. Creatively use islands of The margin you make on one-product sales shoppers will invest the time. Racks and racks displays and find ways so you don’t look like basically pays for whatever your marketing or piles and piles of sale goods are just as a busy Starbucks and casual shoppers don’t and fixed costs took to attract the shopper much work to go through as hundreds of light even walk in to find a new treasure. in the first place. The profit comes from the fixtures on the ceiling or unending product second it. videos and pages online. Many give up. Only • Staff for the rush. It’s great to want to give the most dedicated bargain hunters persist. staff 6-8 hour shifts all the time, but that • When an associate finishes with a shopper often isn’t possible. You need those floaters and sends them to the cashier, that associate 4] CURATE AND GO DEEPER who can work 3-4 hours at your busiest times. should be telling them to look for the bulbs by Only if the flow of customers is manageable the register, or the latest trending small decor • One of the best ways to improve conversion will employees feel they can touch everyone items by the counter, or to check out the... rate in retail stores is to have the product in personally and engage your shoppers. stock (which can be a challenge in today’s • At the register, have a sign that lists the most environment). No one wants to invest the Online retailers thrive on knowing their sales common items often forgotten but so neces- time, energy or patience of getting to your conversion of their online stores. They use sary. For a home furnishings store, it could be store to discover you don’t have what they analytics and metrics to tweak online and social furniture pads, vases, lamp shades, etc. The could have purchased online on their phones. media strategies. The best way for a brick and key is making the first few items cheaper than mortar retailer to truly know its conversion the others, so price doesn’t get in the way of rate is by using a visitor counting system like reading down your list. ShopperTrak that ties into the POS and delivers the ratio of people who came in and purchased • Have signage that tells potential customers to those who entered. You can do a manual what a well-trained associate should say as system as well; the key is that you are tracking a key part of your visual merchandising: You if your employees, merchandise, layout and the can double the effect of the arrangement rest are converting casual lookers to buyers. with a mirror vase, for example. Use these sales conversion tips to increase • Make sure to use the basics of retail merchan- conversion rates in your retail stores. For more dising. Take one main product and put two strategies on how to grow your brick-and- companion products alongside it. mortar retail business, visit salesrx.com. FLD 2] UPSELL FOR HIGHER By Bob Phibbs, REVENUE PER SALE The Retail Doctor • Signage is one of the most under-utilized To learn more about Bob Phibbs, go to conversion assists retailers can use to directly affect sales. While signs are more passive www.salesrx.com than associates, signs like ‘Good, Better and Best’ or ‘Upgrade your gift’ put doubt in the 16 | JUL.22 w w w.f urnit ur e li ghtin g d e co r.co m
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consumer snapshot RETAIL REIMAGINED Global consumers have new motivations beyond price and The Reimagined represent significant buying power quality following the pandemic. They are ready to abandon brands that don’t support their values, and pay more attention 17% 50% Traditional Consumers to those that do. 33% (Unchanged by the Pandemic) A majority of consumers have reimagined their values and purpose over the past 18 months. Consumers will leave brands that don’t recognize their Reimagined Consumers new priorities—and they will pay more for those that do. It’s time to ask: (Changing Buying Habits) What will motivate consumers to stay? What will motivate them to pay? Evolving Consumers Accenture recently surveyed more than 25,000 consumers across 22 (Unsure) countries, with follow-up focus groups in five countries. Just 17 percent of consumers—those dubbed the “Traditional”—said they were unchanged of disruption and to address those new needs, versus 27 percent of the MUCHMANIA - STOCK.ADOBE.COM by the pandemic. Fifty percent of consumers say that the pandemic Traditional. Consumers also expect to see faster response times and more caused them to rethink their personal purpose and re-evaluate what’s attention to their individual needs. More than half of the Reimagined say important to them in life. These consumers—dubbed the “Reimagined”— they would switch brands if it doesn’t create clear and easy options for are changing their buying habits accordingly. contacting customer service. According to the survey, 50 percent of the Reimagined say that many Nearly half (46 percent) of the Reimagined say they would pay more companies disappointed them by not providing enough support and to support a retail brand that takes visible actions to have a positive understanding of their needs during challenging times, versus 14 percent societal impact. The Reimagined also want to see that companies stood of the Traditional. Seventy-two percent of the Reimagined expect compa- for something during the pandemic, that they are clear about how they nies they’re doing business with to understand and address how their want to contribute to society, and that they treat their employees well. needs and objectives change during times of disruption, versus 27 percent Consumers want to avoid residual guilt about a purchase, and ensure that of the Traditional. the company they are buying from is aligned with their values. FLD While price and quality have been the dominant motivations in By Gianna Annunzio consumers’ decision-making, they have lessened in influence among Reimagined consumers. Among the Reimagined, 66 percent said they now expect brands to take more responsibility in motivating them to live by their values and to make them feel more relevant in the world, versus 16 percent of Traditional consumers. Seventy-two percent of the Reimagined expect the companies to understand how their needs and objectives changed during this time 18 | JUL.22 w w w.f urnit ur e li ghtin g d e co r.co m
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digital bulletin HOUZZ APP OFFERS VIRTUAL PROJECT TOURS Houzz has introduced a new or removing walls, windows, cabinets or Houzz Pro’s Augmented Reality feature Augmented Reality (AR) feature islands. Pros can also easily show clients how for 3D Floor Plans through ‘Houzz proposed products and materials, such as enables residential construction and Pro,’ a business management and countertops and furniture, will fit within their marketing solution for residential construction homes, speeding up the decision making and design professionals to showcase life-sized and design professionals. purchasing process. floor plans. Using the Houzz Pro app, professionals can walk homeowners through a virtual tour of their The 3D Floor Plan tool is included with any finished project against the backdrop of their subscription to Houzz Pro, helping users run an current home. efficient, profitable business and making it easy for them to reach new customers. “At Houzz, we’re focused on building technologies that make the home renovation Houzz Pro is available in more than 10 coun- and design experience more productive and tries across North America, Europe, Asia and enjoyable for industry professionals and their Australia. Subscription packages also include clients,” says Alon Cohen, Houzz Co-founder email marketing services, lead management and President. “In the past year, the number CRM, online invoicing and payments and other of 3D Floor Plans created using Houzz Pro has business management tools. more than tripled, signifying the important role that visual tools play in client communication. You can try the 3D Floor Plan tool by Now, we’ve created a true AR-enabled expe- creating a free Houzz Pro account at rience for residential construction and design houzz.com/pro. FLD pros to immerse their clients in a proposed renovation or redesign and better visualize how By Gianna Annunzio their space will be transformed.” With the AR view for Houzz Pro 3D Floor Plans, pros can provide a life-sized walkthrough to better communicate the value of making major changes to a home, such as adding w w w.f urnit ur e li ghtin g d e co r.co m JUL.22 | 19
design stop PASSION PLAY When you have a passion, you Dee Dee Lear, Delany’s Design, enjoys styling spaces with a mix of new and have a passion and sometimes, vintage pieces to create a comfortable vibe that resonates with her clients. it can be followed into a lucrative business. At least career-focused my entire life, is important to her. Additionally, if one of the DELANY DESIGN that’s how Dee Dee Lear came into her interior I’m now full steam ahead. I’ve first three questions from the client is about her design business, Delaney’s Design, based in seen a change in my numbers rate, she is not Lear’s ideal client. “They’ll be Frisco, TX. The name of her interior design this year from last year based on that overly cost-conscious,” she notes. Lear takes company is a nod to her mother, who Lear says mental shift.” Lear plans to continue to build, a flat-free approach in her design business so inspired her from a young age. Her mother adding more support staff that could include clients know up front what the spend will be. had a natural talent for interior design, and another designer. Lear remembers the furniture and accessories Lear also leans back into her mother’s design in her home being changed out every couple THE CLIENT CONNECTION style at times. “I try to add unique things in a years. “She was so gifted,” Lear says of her project, adding coziness to a space” she says. mother. “She loved vintage. She was How has Lear built her business to this point “We’ll use plants or other natural materials. A collecting Fiesta [dinnerware] long so quickly? Attention to her clients’ needs room can have a contemporary style but it’s before it was a thing. I learned to is certainly one piece of the puzzle. “I try to nice to add something organic.” appreciate and understand the value understand my clients,” she says. “I listen more of vintage from her.” than I talk. I learned that a long time ago in the If she were to put a label on her preferred business world.” style, Lear says it would be something like Whether it was growing up in modern traditional or modern organic, as she that design-driven environment or Seventy-five percent of her business comes frequently incrporates organic elements and inheriting the “God-given talent” her from repeat clients or referrals. She also uses natural materials. That doesn’t mean she won’t mother had, Lear’s passion for interior a marketing agency and Houzz to connect go in for a contemporary, modern or rustic design has led her down that path too; with new clients. “My ideal client looks like my vibe depending on the clients. “I have tried my unlike her mom, however, she has turned her lifestyle,” Lear says. “She’s typically an empty hardest to avoid farmhouse though,” she says. design passion into a thriving business. nester or getting ready to make that change.” Lear adds that she also loves to learn about different cultures and religions and incorporate Lear isn’t a traditionally educated designer, For new clients, Lear has a quick qualifier to the elements that resonate with her clients. she says. She spent three decades in an IT learn more about that person’s demographic. career before branching out on her own “I’m not ideal for a 20-something client. I don’t To warm up a space for reveals or photog- to embrace her design passion and build think that would be fun for either of us,” she raphy, she often pulls from her own collections. Delaney’s Design. While she worked in IT, her continues. “I do what I do because I enjoy it. I “I will use things that perhaps resonate back to company gave her the opportunity to redesign can have a 20-minute conversation with a client what I’ve grown up with,” she says. “I do feel new offices as they opened. “Besides my mom, and know if they will be a good fit or not.” my mother’s influence.” FLD this was probably the most significant impact on my design career,” Lear says. While a lower budget isn’t a deal breaker for By Diane Falvey Lear, having a clear idea of what that budget is As an empty nester and while still in her career, she made a financial plan to save enough money to move into her own business. That took seven years, but when she took the leap, she was ready. Lear opened Delaney’s Design within 30 days of leaving her IT career and was profitable within a year. That was 2017. Lear has primarily been a solopreneur since she started her business. However, with a surge in demand for her services, she’s recently added someone to help her with installs and she’s outsourced the back office portion of her business. “This last year has been a pivot point. My thinking was ‘Do I keep doing this lifestyle business or make this a real business?’” Lear notes. “Having been so 20 | JUL.22 w w w.f urnit ur e li ghtin g d e co r.co m
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STYLE BOARD HOME DECOR ‘FLOR·APY’ Home furnishings suppliers bank on the consumers’ continued fascination with nature’s inspiration as art and decor. BY DIANE FALVEY Whatever the category, the trend toward home furnishings others might consider waste. We then put our marketing caps on to make inspired by flora and fauna continues to resonate with [these found elements] into art statements,” he continues. consumers. While inspired by nature is a trend that has stood the test of time, the demand for pieces that warm Phillips covers the gamut of furniture and decor; however, the company up the home through such motifs as flowers, leaves and landscapes — has seen a rise in sales of wall art in the past couple of years — sculptural, sometimes envisioned in abstract or unique ways — as well as pieces natural materials or mixed media — that is resonating with the buyer who constructed with natural materials and forms continues to grow. Jason wants unique and often natural influences in their homes. Phillips, Vice President of Marketing at Phillips Collection, calls this “Flor-apy,” short for floral therapy. OPPORTUNITY KNOCKS “Designers and retailers are looking for this exact category,” says While Phillips has built its company’s foundation on elevating the natural Phillips. “Some of it comes from the movement of outdoors becoming real elements of home furnishings, for other decor companies, this consumer living space for consumers. They want to bring the outdoors into the home lean into nature has presented opportunities for growth in decor in some way.” categories. From sculpture to wall art, flowers, leaves, insects and more are finding their way onto retail shelves and the walls and surfaces of For Phillips, it’s a matter of consumer demand catching up with what consumer’s homes. the home furnishings company has always done, as founder Mark Phillips has built his sustainability- and biophilia-focused decor company by using “Art is a great way for someone to update their space with a minimal found objects, materials in their natural state and inspiration from nature investment. It can completely change the look of a room,” says Elk Home in much of what the company produces. “My father, Mark, curates and Creative Director Sonja Urich. “We’ve had a great response to our art,” discovers off-the-beaten-path elements and senses opportunities in what in which — whether framed abstract, painterly, realistic or sculptural — natural materials and motifs are high on consumers’ list of choices. While 24 | JUL.22 w w w.f urnit ur e li ghtin g d e co r.co m
Whether a floral motif in framed art or dimensional pieces created with natural materials, nature’s inspiration continues to trend with today’s consumer. Left: Botanical Study framed wall art from Elk Home. Below: Bleached wood beads surround this mirror from Sagebrook Home: Right: Phillips Collection’s Vine Flowers grace this wall above one of the company’s live-edge consoles and natural decor pieces. Urich says she sees framed art getting larger, the company is also focusing more natural themes in smaller decor, where someone might incorporate on smaller framed and sculptural art pieces that can be grouped or used one or more sculptural pieces such as butterflies or beetles or some other individually. “We’re seeing more interest in smaller format art that comes animal to create a collage effect on a wall. in sets of three or four,” Urich notes. “You can do a montage of multiple pieces and make a huge statement or use one piece in smaller alcoves and Cohen is also seeing a resurrection of leaves in wall art, primarily spaces. You want to give the end user flexibility.” tropical. “It’s an aesthetic that has gained traction,” she says. “We do find ourselves showing our buyers how to use these pieces and help For Elk Home, while those organic pieces have been on the radar for them with merchandising.” Cohen also sees a mix of natural and other some time, the trend hasn’t peaked with mainstream yet, so there’s still a materials trending with buyers as they look to bring in natural elements in lot of opportunity out there, she continues. unique ways. With natural elements, wood in particular, there are so many finishes, consumers are still able to satisfy their preferences. “Wood is one Elk Home has expanded from its lighting foundation into accent furni- of the biggest drivers across all categories,” Cohen says. ture and decor in recent years, creating a one-stop shopping experience for its customers. Decor, particularly in the wall art space, has been an DRIVING FORCES area of growth. For dimensional art created with or inspired by nature, pieces that are flexible, where they can be hung in multiple ways or work These decor suppliers say the consumer’s gravitation toward natural on a table as well, gives buyers choices in how the pieces fit into the home materials could go deeper than just preference, however. Particularly or can be merchandised at retail. Using a variety of materials on natural with younger generations, there’s also a rising consciousness around motifs — metals, ceramics or resin, for example — in addition to organic sustainability, and natural materials check that box. “Sustainability is a big materials, such as wood, allows these biophilic pieces to transcend over- piece of the business,” Cohen notes, adding that it’s about sustaining a arching design trends, working in modern, rustic or traditional spaces. “Art lifestyle as well as the environment. Being surrounded by natural elements is a great way for someone to update their space with minimal investment. can imbue serenity. It can completely change the look of a room,” Urich notes. For Phillips Collection, sustainability is a mainstay of the company’s At Sagebrook Home, Vice President of Merchandising Kelli Cohen, business model. “Consumers are looking for things that are tactile, honest. agrees that consumers are using nature-inspired motifs and materials to They want to align with making greener decisions,” Phillips says. “We have create art focal points in their homes. While not necessarily as much in the a legitimate story of sustainability. We don’t worry about imperfections. large-scale art Sagebrook offers, Cohen is also seeing this trend toward We can use it all.” Whatever the reason for the consumer’s lean toward these nature- driven pieces, suppliers agree this is a trend that’s here to stay for the foreseeable future. “When they are spending more time in their homes, people want softer surroundings,” Phillips notes. Organic materials and nature-inspired motifs tap into that. FLD w w w.f urnit ur e li ghtin g d e co r.co m JUL.22 | 25
TIE STIX WALL Shown : Tie Stix Wall 2-Light in By PureEdge Lighting Satin Brass Tie the Room Together with Modern FOR MORE INFORMATION, CONTACT Vanity Lighting YOUR LOCAL PUREEDGE LIGHTING REPRESENTATIVE OR VISIT Our Tie Stix Wall 2-Light adjustable fixture brings a minimalist PUREEDGELIGHTING.COM design to vanity lighting. Tie Stix Wall features a diffused white lens that illuminates smooth dot-free LEDs with a 100° beam spread. Real hard wood and metal finishes brings a natural, spa- like aesthetic to any bathroom. Tunable White sets the tone for a bright 6500K during the day down to a golden, luxurious 2000K for evening. Lengths range from 12 to 46 inches with a variety of mounting options, giving designers customized options for their unique space.
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STYLE BOARD HOME DECOR Create a coastal escape with the new Banana Palm Framed Prints from Uttermost. Paying homage to traditional coastal style, these prints add a touch of color and charm. www.uttermost.com The white shell shadow box from A&B Home VÀ«À>ÌiÃ>ÌÕÀ>>ÌiÀ>Ã>`yÀ>Ìv° www.abhomeinc.com This metal leaf wall decor fe nature inspired V
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The vine of heart-shaped leaves This framed tree art from Howard Elliott flowing around the mirrored glass features a gold frame as well as gold of the Vinna Brass Round Mirror accents in the leaves for a modern take from Currey & Co. creates a playful on nature. www.howardelliott.com display pulled from nature. The cast aluminum vines in an antique brass “Dahlia” from Empire Art is an finish are hand-shaped. oversized Diptych on a 72-inch x www.curreyandcompany.com 36-inch frameless reverse printed tempered art glass panel set. www.empireartdirect.com The “Tree of Life” from Bode and The La Boheme Collection from Park Hill features Well by Angela Harris for The garden flowers wafting across this blossom Studio at Paragon is an exclusive pattern wallpaper. A color palette of muted giclee on canvas and has peach and sage. shop.parkhillcollection.com hand-applied gold leaf accents. Mounted in a satin black wood The Winona sculpture from Cyan is floater frame. 63 inches (h) by made from Ardu wood and bears the 43 inches (w). natural shape of a tree ring. Texture is www.paragonpg.com etched into the soft, white cream wood. w w w.f urnit ur e li ghtin g d e co r.co m www.cyan.design The “Drive Me Back Home” art print from Artistic Reflections depicts a car infused with landscape elements. Comes in a black frame. 26 inches by 35 inches. www.northamericanart.com JUL.22 | 29
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Consumers are motivated to invest in holiday decor, representing a reset from the last few years. BY GIANNA ANNUNZIO Donning the home with beloved holiday Similarly, the industry’s lust for holiday decor has not faltered. At summer decor marks the official start of the markets, items that blur the line between “holiday” and “everyday” are season for many homeowners. After trending. Manufacturers are focused on providing natural, organic holiday forfeiting large gatherings within the last decor, offering an elevated yet traditional feel. Unapologetic “glitz and few years, consumers are more motivated to invest in glam” selections continue to be classic holiday choices as well. the holidays as they envision a return to normalcy in late 2022. Decor That Fits As we emerge from the pandemic, consumers are also looking for professionally curated holiday decor to represent a reset. Seasonal items 32 | JUL.22 w w w.f urnit ur e li ghtin g d e co r.co m
Fig & Dove’s acrylic stackable candle holders were intended for both the Advent season, and year-round use. Below: Colleen Waguespack, Founder of Fig & Dove. must fit seamlessly alongside home decor, and exude their personal taste. Fig & Dove, a luxury home decor line, offers just that: artisan collaborations and numerous unique holiday items, making it possible for any homeowner to find what they’re looking for. “Half the time after Christmas, people are ready to get their decorations out of their house because it doesn’t look like their house anymore,” says Colleen Waguespack, Fig & Dove’s Founder and Creator. “With Fig & Dove, we show our customers how to use the same products throughout the year.” With customers investing in holiday products that fit harmoniously alongside home decor, year-round practicality is becoming increasingly important. To achieve this, Waguespack prides herself on both artisan collaborations, and designing holiday decor from her own mind’s eye. One successful item — a set of acrylic stackable candle holders — were intended for both the Advent season, and year-round use. “At Advent people display three purple candles and one pink candle,” she says. “Nobody knows where to find a good Advent wreath or holder — and if you bought that, you’d only use it once a year. But with these, you can stack them to make them taller and use them every day.” solid ivory monogram stocking, and acrylic stocking holders. She says the Waguespack says most of Fig & Dove’s holiday products aren’t overt, stocking holder in particular initially put Fig & Dove on the map. helping her accomplish blended use. “Sometimes people can’t replace their stockings,” she says. “Maybe “We have these really beautiful paper mache angel toppers for their mom needlepointed their stockings, or they hold some kind of sentimental value. But everyone still needs a stocking holder, so they buy Christmas,” she says. “But truthfully, they’re a really great table topper them up. They look good in both the modern and traditional environment, that people have left out year-round. It’s one of the things that we’re totally proud of.” and they work on any type of mantle. “Our holiday items are made to never go out of date,” In 2018, Waguespack created and popularized the “wreath sash,” inspired by the sashes worn on papal vestments from she says. “People bring holiday stuff out for the rest of their the Heavenly Bodies exhibit at the New York Metropolitan lives, so it should be something that’s timeless and classic, Museum. Although holiday decor offerings often feel regardless of your palette.” repetitive, Waguespack proves that product innovation is always possible, even within a Full Service Decor classic segment. Some homeowners also gravitate toward full home decor “When I visited the exhibit two years ago, I knew services, eliminating the pressure of designing the perfect instantly that its simplicity was the perfect finish to adorn holiday setup themselves. Christopher Todd, Founder of a wreath,” she says. “I looked for effortless ways to add Christopher Todd Design, began his business decorating seasonal decor and found tying a knot in a wreath sash client homes for the holidays. He and his team can work with existing preferable to the fuss of creating a symmetrical bow.” “OUR HOLIDAY ITEMS ARE decor that honors family traditions, or create something Today, the sash has become a top seller. MADE TO NEVER GO OUT OF new and fresh for his clients. “We put a video of the wreath sash up on Instagram to DATE. PEOPLE BRING HOLIDAY STUFF OUT FOR THE REST OF “Many clients often know their design limitations, and show people how to properly tie and display it,” she says. THEIR LIVES, SO IT SHOULD treat their holiday decor the same as their home,” Todd “So many people watched and received it well. We gained says. “They can’t design their home, so they don’t attempt 2,000 followers from that video, which shows me that the BE SOMETHING THAT’S to decorate for the holidays. Another very attractive product is working.” TIMELE S S AND CL A S SIC .” Fig & Dove also offers the classics: Christmas stockings, aspect [of the service] is they leave for a few days, and when they return, their holiday decor is fully displayed. acrylic stocking holders, tree toppers and table toppers. -Colleen Waguespack Although these items come at a higher price point, Their home is spotless, and they’re ready to enjoy the Waguespack centers her product line around investment season without having to worry about decorating.” pieces and always sticks to a core collection, only adding new things that Todd’s business also includes a retail showroom based in Las Vegas, compliment it. offering a collection of one-of-a-kind home decor. “We don’t ever abandon our collections,” she says. “With our fixed “The biggest opportunity for holiday design is that it is recurring each selections, people are always able to add on a layer from it. Maybe one year,” he says. “As trends change and materials are improved, people year our customers can get the stockings, the next year they get the consistently upgrade their decor as we upgrade their design.” stocking holders, then the tree skirt, and so on.” Although holiday may not be entirely free from economic struggle, Todd Within the core collection, the top selling items are Waguespack’s w w w.f urnit ur e li ghtin g d e co r.co m JUL.22 | 33
DECK THE HALLS says once a client signs on for services, they rarely discontinue them. The business is often booked solid by the end of the year, with few openings available to take on new clients. “It becomes a lucrative business on a very short and limited timeline,” “I LOVE MIXING he says. “I don’t think ORNAMENTS FROM ALL seasonal decor is WALKS OF LIFE. THOSE completely recession- TREES HAVE THE MOST proof, but they still use our services to decorate MEANING, AND WILL with existing decor.” ALWAYS BE ON TREND.” There are also unique - Christopher Todd challenges when it comes to decorating for the holidays — instead of spending months on a typical design job, Todd only has about three days to transform his client’s home. All home decorations usually start the first week of November, and are completed by December 5. “Another great thing is that if the decor goes up, it must come down,” he says. “We have a policy that if we decorate your home, we are required to dismantle and store it to make it easier for displaying it the following year.” Holiday manufacturers are also constantly working to make their product better, and more natural-looking each year. The industry has moved past the time of artificial trees and greenery looking “out of a box.” Products now look so natural, it’s often necessary to touch it to know if they are artificial, Todd says. This helps continually pique client interest. As trends change and materials improve, Christopher Todd’s clients consistently “Fresh, natural looks are what we specialize in, and our clients upgrade their decor as he updates their design. have gravitated toward the elevated look,” he says. “Although people have had multiple decorated Christmas trees in their homes for years, we often do whimsical or ‘fun’ trees in children’s areas or playrooms and keep the more sophisticated rooms of the house just that — upscale and sophisticated.” In Todd’s experience, holiday trends also naturally follow home design trends. The industry has seen modern farmhouse incorporated into holiday design, for example, centered around black and white color palettes. Felt ornaments have also been an emerging trend within the past few years, creating an earthy and simplified look. “I personally try to keep the trend of collectible glass ornaments and create a tree that has meaning and memories,” Todd says. “I love mixing ornaments from all walks of life — from clients’ childhood 34 | JUL.22 w w w.f urnit ur e li ghtin g d e co r.co m
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DECK THE HALLS memories, travels they have taken, etc. Those trees have the most meaning in my opinion, and will always be on trend.” In with the New On the vendor side, companies including Park Hill have decided to dabble in holiday for the first time, reflecting trends as well as tradition within their selections. According to Liz Zwissler, Park Hill’s Creative Director, holiday is a category retailers often refresh every year. Because of the nostalgia and sentimentality of the season, it’s not often overlooked by customers — even if it means merely adding a new ornament to their collection, or trying a new candle scent. Exciting and dramatic displays attract attention, providing an opportunity for everyday product sales as well as seasonal. “This year, as we were emerging from the pandemic, we saw both “EVEN AS WE ARE ends of the style spectrum shine,” COMING OUT OF THE Zwissler says. “Our Cabin Cozy PANDEMIC, WE ALL Collection is one of the crowd NEED A SAFE HAVEN. favorites being outdoorsy and WHAT BETTER PLACE nostalgic. Of all the lifestyle changes COULD PROVIDE THAT we were forced to make during the THAN HOME FOR THE pandemic, this one was a positive: HOLIDAYS?” enjoying nature and relaxing fireside - Liz Zwissler with family and friends in intimate gatherings. Another top-selling theme — Holiday Splendor — is unapologetically over the top glam.” Incorporating holiday decor into the business has created newfound buzz and excitement for Park Hill as well, allowing the group to reinvigorate the product mix and Incorporating holiday decor into the business has allowed Park Hill to delve into rich colors display. It also allows the company and sparkle that can be limited in everyday home decor. to delve into whimsy, rich colors to refresh their holiday decor with a new wreath for and sparkle that can be limited in the front door, or new focal ornaments for the tree. everyday home decor. “There is also always gift giving to consider,” she says. “A special ornament or candle can “We’re excited to continue to make thoughtful hostess gifts, and people will not stop entertaining. Creating a holiday feeling inspire our customers and challenge in your store will make it an enjoyable outing for customers. More often than not, that will also ourselves each season to create result in sales. the ever-elusive ‘wow factor,’” “Even as we are coming out of the pandemic, we all need a safe haven,” she says. “What better says Zwissler. “It also afforded us place could provide that than home for the holidays?” FLD a big push in shipping in the third w w w.f urnit ur e li ghtin g d e co r.co m quarter when other categories can be slowing down. We’ve committed to investing in inventory so we can sell holiday through the summer markets.” While customers may not be able to purchase larger investment pieces like a sofa or dining room table, Zwissler says they can often afford 36 | JUL.22
Grain Wood Furniture Eichholtz High Point Market, where your business Can’t Wait! profits are designed. Can’t Miss! Come to High Point Market to get inspired by more than 11,500,000 square feet of products and 2,000 exhibitors. While you’re here, develop valuable connections among the 75,000 attendees. At this one event, you’ll have everything you need to take your business to a new level. 336.869.1000 Distant Echo FALL REGI STR ATI O N OP E NS L ATE JU LY. Modway HighPointMarket.org/Register SCAN to get the latest news and updates. Bernhardt
SUMMER MARKET PREVIEWS This month brings us Atlanta and Las Vegas Markets! Here are some tantalizing debuts to get you started! BY GIANNA ANNUNZIO & DIANE FALVEY This side table lamp by Cyan features gold embellishments paired with a white shade. www.cyan.design LVM C390 Accentrics Home, a Hooker company, offers trendy accent furnishings. www.hookerfurnishings.com LVM A236 Elma Pendant is black wood with a gold interior frame. www.fortywestdesigns.com ATL B1 12-E12 / LVM A336 Rustic meets modern decor. www.sullivangift.com ATL B1 18-A1 / LVM C752 Habit is a hand- The Drape Planter boasts a fabric-like texture that resembles a knotted rug collection billowing bundle of cloth enveloping the surface of the piece. from India that offers www.phillipscollection.com LVM A202 affordable luxury. www.tamarian.com w w w.f urnit ur e li ghtin g d e co r.co m ATL B1 14-E18 Marfa Queen Bed Basket weave creates texture. www.codarus.com ATL B1 15-A1 / LVM C354 38 | JUL.22
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SUMMER “Birdie” by Mitzi features gold and white accents. MARKET www.mitzi.com PREVIEW LVM C400 “Secret Garden Floral Set” reverse printed beveled cocktail and lamp glass art tables. www.empireartdirect.com ATL B1 11-E11 / LVM A329 Infuse energy Home Comfort family of brands or soften your includes Jellybean rugs and has a wide space with range of accent rugs that are durable. these muted www.nesthomecollections.com jewel tones and transitional LVM B155 patterns. www.kaleen.com LVM C407 Deny Designs is a modern home furnishings Made from This collection of Calla rugs company that adds its own unique spin with earthenware, the is made of beautifully bold its art. www.denydesigns.com Annie Vases feature a sunflower color in a variety of patterns. ATL B2 15-1500 pattern that juxtaposes the raw www.kasrugs.com ceramic base. LVM B175 40 | JUL.22 www.elkhome.com ATL B1 12-F5 w w w.f urnit ur e li ghtin g d e co r.co m LVM C500 Art print on 3/4” thick finger jointed pine boards. www.northamericanart.com LVM C868
Las Vegas Market | Showroom #C400 & #C401 hvlgroup.com Haru Pendants & Solstice Sconces, Corbett Lighting Image Production, Major Visual
FALL MARKET SEPT. 19–21, 2022 This September’s must-attend event gives you access to the leading trends and showrooms, including home and gift categories and everything in between. Plus, in-person educational seminars, networking opportunities and more to help you build your business. AmericasMart.com/FallMarket @AmericasMartATL | #AtlMkt TO THE TRADE | ©2022 International Market Centers, LLC PHOTOS: CARACOLE, CURREY & CO., SCHAUBEN & CO., TRAPP FRAGRANCES, SAGEBROOK HOME
SUMMER MARKET PREVIEW Amity Home’s Webster rug is woven of hand-spun jute fiber. www.amityhome.com ATL B1 9-A21 / LVM C596E Classic Home’s Agnes Chair. classichome.com ATL B1 12-D2 LVM C301 Dynamic color on linen in this artwork from Leftbank Art creates dimensional texture. www.leftbankart.com ATL B1 13-F6 / LVM A229 Loloi’s Anissa rug is hand- knotted of wool in India. www.loloirugs.com ATL B1 1-L1 LVM B462 The artfully refined Tavia Task Lamp from Gabby combines alabaster and antique brass. www.gabbyhome.com ATL B1 15-E24 Natural materials create Mud Pie’s White Christmas is a tonal white-on-white decor collection a unique design on this with hints of forest green. wholesale.mudpie.com BIDK Home entry table. ATL B2 6-680 / LVM C801 www.bidkhome.com w w w.f urnit ur e li ghtin g d e co r.co m ATL B1 10-D2 44 | JUL.22
SUMMER MARKET PREVIEW Capel Rug’s Naturelle is an all-natural, undyed 100% wool braided area rug. Made in the U.S. www.capelrugs.com LVM A133 is inspired by the classic children s game of Jacks. Park Hill’s Southern Classic Collection Vintage polished brass with circular glass globes. includes the Pine Orleans cabinet and www.hvlgroup.com LVM C400 alon mirror. shop.parkhillcollection.com Accent De . ATL B2 10-1001 / LVM C601 Homestead V 8 have a handm Olivia Riegel’s Gold Isadora look with a un Frame is 4 inches by 4 inches and sits on an ornate easel. reactive g oliviariegel.com accentdeco ATL B2 9-901C / LVM C162 ATL B1-18 LVM C Howard Elliott’s “See, Hear, Speak No Evil” bunnies are ceramic with >>̵Õi}`wÃ
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The contemporary three-seat bolster sofa from SUMMER Sagebrook Home sits on an oak wood base. 102 inches long www sagebrookhome com MARKET A /7 PREVIEW The Fugue Chandeli Currey has oblong of transparent gla tinges of blue and g curreyandcompa ATL B1 1-L3 / LVM Wall art from Ganz features tranquil neutrals These decor boxes from Anaya featuring bee and honeycomb motif. Home are made with natural cane www.ganz.com ATL B2 15-1519/LVM C912 wicker. www.anayahome.com ATL B2 11-1101B / LVM C676 Cool blue, gray and pink tones create an abstract design for the Mathis collection from Feizy. www.feizy.com LVM C180 The Abundant arm chair from Modway features organic, overstuffed design in blue velvet. www.modway.com LVM B722 Prismatic seafoam and gray. www.nourison.com LVM C112 The Hudson 40-inch lamp with blue and white shade. www.ahomesteadshoppe.com ATL B2-1200 46 | JUL.22 w w w.f urnit ur e li ghtin g d e co r.co m
Rit Home Any Space…Any Lifestyle UTTERMOST HIGH POINT DALLAS ATLANTA LAS VEGAS MM12E2A IHFC C-448 10021 WTC B-400 800.678.5486 • www.uttermost.com • [email protected]
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