The long-term partnership marks the first-of-its-kind in the furniture and mattress category for both teams, owned by Ilitch Sports + Entertainment and aims to engage their fans by offering unique experiences, while leaning into the brands’ shared mission and commitment to positively impact their communities. As part of the partnership, awareness and funds will be raised to help children in the foster care system find a permanent home.

“We are thrilled to partner with these two iconic Detroit teams,” said Todd Garten, Chief Marketing Officer of DSG. “We love the passion of the fan base and see this as a tremendous opportunity to enhance the fan experience, while also making a significant impact in the local community. We are committed to working with local organizations and agencies to help find a permanent home for every child in Michigan.”

To kick off that commitment, Ashley DSG will be donating 124 beds to Detroit-area foster children through their “Hope to Dream” initiative, which works to ensure all children have access to a safe place to sleep at night.

To celebrate the game-changing news and the Tigers 124^th season this summer, Ashley will be giving away over $124,000 in furniture, mattresses, team merchandise, and fan experiences in July and August. As part of the giveaways, one sweepstakes winner will receive a $24,000 Ashley shopping spree and four (4) tickets to the Detroit Tigers game of their choice.

The brand will be holding a series of themed events in their 7 metro Detroit locations, including:

●     July 12: 124 FREE rides with Lyft to/from the Tigers’ home game at Comerica Park

●     July 13: Shop Detroit’s “Local Love Days” Presented by Ashley

●     July 27: First 124 guests at each Ashley Detroit location and the Windsor, ON location will receive a free branded Detroit Tigers x Ashley Stanley Tumbler

●     August 10: Detroit Tigers x Red Wings Alumni Meet & Greet

○     Dearborn store only

●     August 24: FREE Detroit Tigers + Red Wings Swag All Day

○     All Detroit stores: Westland, Woodhaven, Auburn Hills, Madison Heights, Novi, Dearborn, Sterling Heights, and Windsor, ON location

In addition, from July 1 to August 31, shoppers in the Detroit market can mention Ashley’s exclusive partnerships to receive 20% off their purchase*.

For additional details on the partnership and its corresponding events, please visit https://ashley-dsg.com/detroit.

* Minimum purchase of $1999 required to receive 20% off. Valid at participating Ashley locations only. Not valid on previous purchases and cannot be combined with any other offer or promotion. Exclusions apply. Ashley Exclusive products may be excluded from some discount & promotional offers, varies by store location. See store for details. Offer valid 7/1/2024-8/31/2024.

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LOUISVILLE, Ky. — A division of Asian furniture manufacturer Green River Group has purchased full line furniture resource Hillsdale Furniture, a move that gives the company a new chance at success in the U.S. marketplace.

Company Senior Vice President John Elting announced to dealers on Monday that Mellow River, a division of the manufacturer has finalized the acquisition and that the company’s name is being changed to HH2 Home, a nod to its beginnings as Hillsdale House more than 30 years ago. The company also has named Angela Hsu as its new chief executive officer, a position held by Brian Hendricks for the past five and a half years.

Hsu is the daughter of Steve Hsu, a top executive at Green River Group and the son of founder Omori Hsu. Angela Hsu is also executive vice president of Green River Group according to her LinkedIn profile.

“This will bring us so much more opportunity as we will not only be able to continue the businesses in which we excel, but potentially enjoy efficiencies created by vertically integrating into their manufacturing network, which includes everything from lumber and kitchen cabinets to bathroom vanities and mid-priced and high-end case goods,” Elting said. “ The best news is that much of our core team will remain intact, and we will be able to return some of our valuable employees who are already off to seek new opportunities.”

The announcement ends weeks of speculation about the future of Hillsdale Furniture, which industry officials speculated had closed its doors in recent weeks. In late May, Hillsdale announced to local government officials in Vietnam that it was closing its Vietnam office, “due to the difficult business situation of the parent company, leading to the inability to maintain the management and operation of the representative office in Vietnam.”

In his July 1 letter to dealers, Elting added that members of the HH2 team recently were able to meet with Angela Hsu and her team, which includes Sandy Hu, the company’s new chief financial officer, as they were able to communicate a new vision for the company moving forward.

“We have a lot of work to do, but we are excited to move forward,” said Elting, who added that the company “recently experienced a firestorm of unfortunate circumstances that led to a choice — liquidate or look for an acquisition. Obviously we looked for an acquisition.”

Elting also said that with the transition to new ownership, its systems, retailer IDs, item numbers and product descriptions will remain in place.

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Continuing this year’s event theme of “WIN,” the retail co-op will present a gangbuster cluster of education sessions, vendor trainings, exhibitor arrays and social activities, all laser-focused on helping independent store owners win their marketplace.

The group’s return engagement at the Gaylord Texan Resort & Convention Center runs Aug. 25-28, and members can save $200 on a three-night package including hotel and two event badges by registering by this Friday, July 5.

Highlights of the Convention will include:

• A sports-themed Sunday night All-Star Welcome Reception
• The annual Dealer of the Year and Hall of Fame presentations
• A Women in Business “Bunco Night”
• A cocktail reception for the 40-something Young Professionals group
• A Furniture Technology Source Town Hall lunch
• Dedicated presentations by AVB’s marketing, service and HR wings featuring special
  guest presenters
• There also will be state-of-the-industry updates by AVB’s CEO Jim Ristow and the executive leadership team; limited-quantity show specials at the bi-annual Stampede and an expansive EXPO show floor featuring the latest and greatest merchandise across the appliance and home furnishings spectrums.

Attendees can keep on top of Convention 2024 by visiting AVBevents.com and using the event hashtag #WIN24 on Facebook and Instagram.

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“Broad River Retail extends its sincerest congratulations to these exceptional individuals for their remarkable academic achievements,” said Manny Rodrigues, Broad River Retail chief operating officer said. “In these individuals, we’ve seen an unwavering dedication to academic excellence. We wish them every success as they continue their journey towards what is undoubtedly a bright future.”

The Founders Scholarship Fund winners are:
+ Amahri Boykin​
+ Mark Deulley
+ Denasia Dixon
+ Emelyne Henderson
+ Kaiya McDonald
+ Tamya Ormond
+ Claire Phillips
+ Vincent Sayles​
+ Jenna Webb

Scholarships were granted across five tiered levels (bronze, silver, gold, platinum, and diamond) with amounts reaching up to $15,000 per year, split evenly between two semesters. Funds may be utilized for academic-related expenses including tuition, books, fees, and school-approved housing.

“It brings us great joy to present these scholarships to such remarkable individuals,” said Charlie Malouf, president and chief executive officer of Broad River Retail. “Education can transform lives in profound ways. The Founders Scholarship Fund was established in 2019 as a gesture of appreciation from our co-founders and demonstrates Broad River Retail’s dedication to furnishings life’s best memories for our Memory Makers and their families by helping to offset the cost of higher education.”

Senior Financial Analyst and parent of one of this year’s scholarship recipients, Allie Webb, initially learned of the scholarship from the CEO’s 2023 podcast interview with the winners. When information 2024 became available, Webb forwarded the application to her daughter, Jenna.

“We were beyond thrilled and relieved when Jenna won. Her cost of attendance after merit scholarships at The College of Charleston is still between $33,000 to 40,000 a year, so the full amount will be applied to her tuition and will help significantly as she finishes her bachelor’s degree in environmental geosciences,” Webb said.

Allie Webb, a Senior Financial Analyst and parent of one of this year’s scholarship recipients, discovered the scholarship through the company’s podcast, Stories from the River. When the 2024 details were released, Webb eagerly passed the information to
her daughter, Jenna.

“We were beyond thrilled and relieved when Jenna won,” said Webb. “The scholarship will help significantly as she finishes her bachelor’s degree in environmental geosciences.”

Nineteen candidates were considered for the Founders Scholarship Fund awards for the upcoming 2024-2025 academic year. Candidates completed an application and responded to writing prompts, including an essay titled “Life’s Best Memories.”

“The Founders Scholarship Fund is one of the many ways we can live out our purpose of furnishing life’s best memories,” said Director of Memory Maker Experience, Heather Greenwood. “It is an honor to support our Memory Makers and their children as they create their own best memories. Broad River is proud to help the recipients make their dreams a reality.”

Broad River Retail created the Founders Scholarship Fund in 2018 to help offer academic opportunities to Memory Makers and their families. To date, the fund has awarded over $250,000 to 31 recipients. This initiative aims to assist aspiring students in pursuit of higher
education without the weight of financial constraints.

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In light of three phone calls I received recently, I would like to challenge that statement. In fact, based on the calls I got, I’m thinking terrible things come in threes. And, for sure, no good deed goes unpunished.

Here’s why: I got calls from three different reps (each representing different factories) who said they had lines that they cultivated, grew and continued to grow, taken from them as house accounts.

And as someone who has worked with the International Home Furnishings Representatives Association for the past five years, this news, sadly, is becoming more and more commonplace, especially as the economy struggles and business for relatively high-ticket, often-postponable items like ours remains challenged.

Sadly, in the wake of economic downturns, the plight of independent sales representatives often goes unnoticed or worse, swept under the rug. These individuals, who tirelessly build relationships and accounts, are now facing a harsh reality: having their hard-earned accounts taken away by the very factories they represent. This practice not only undermines the efforts of these reps but also highlights a fundamental injustice in the business world.

Independent sales representatives who do it right play a vital role in the economy. They serve as a strong and reliable bridge between manufacturers and consumers, leveraging their expertise, networks and dedication to drive sales and promote products.

Many of these reps invest significant time and resources in nurturing client relationships, understanding market dynamics, providing marketing intelligence and advocating for the brands they represent.

However, amidst economic turbulence, some factories certainly appear to be utilizing drastic measures to cut costs and maintain profitability. One such measure is the termination or reassignment of accounts from independent reps to in-house sales teams or larger distributors. While this may seem like a strategic move from the factory’s perspective, it’s a devastating blow to the independent reps who rely on these accounts for their livelihood.

The decision to strip away accounts from independent reps is not just about reallocating resources; it’s a betrayal of trust and a disregard for the value these reps bring to the table. These individuals often serve as the face of the brand in their respective territories, offering personalized service, localized expertise and a deep understanding of customer needs. By severing ties with independent reps, factories risk alienating loyal customers and sacrificing the competitive edge that these reps provide.

Furthermore, and equally as dangerous, this practice perpetuates a power imbalance in the business ecosystem. Independent sales reps operate with limited bargaining power compared to large corporations. They lack the resources and leverage to challenge unilateral decisions made by factories. As a result, they find themselves at the mercy of these factories, vulnerable to sudden changes that threaten their livelihoods.

Moreover, the repercussions extend beyond the economic realm. For many independent reps, their work is not just a job but a passion. They take pride in building long-term relationships, supporting local businesses and contributing to the success of the brands they represent. The abrupt loss of accounts not only impacts their financial stability but also takes an emotional toll, shaking their confidence and sense of purpose.

In light of these challenges, and in light of what appears to be an uptick in this power imbalance, I think it is time for factories guilty of this practice to rethink their approach to managing independent sales reps, especially during times of economic hardship. Rather than viewing them as expendable assets, factories should recognize the value of these reps as strategic partners in driving sales and fostering brand loyalty.

Moreover, a more equitable and transparent relationship between factories and independent reps is essential. This includes providing clear communication, fair compensation and opportunities for collaboration and mutual growth. By fostering a culture of respect and reciprocity, factories can harness the full potential of independent reps and navigate economic challenges more effectively.

I know for a fact that many independent reps are out there every day representing their respective factories based just on goodwill, a verbal agreement and a handshake. From where I sit, factories that suddenly decide that profitable accounts cultivated by their reps should suddenly become house accounts, send a message that integrity takes a back seat to bottom-line results.

In the spirit of balance, I will also say that not every rep has or brings an A-game on to the field. As with any group, you will have overachievers, achievers, just-enoughs and, yes, some who should really find another line of work that they might be better suited for.

But to penalize a rep who has built up a line and consistently hit his or her numbers is just wrong.

In conclusion, the practice of taking away accounts from productive, engaged and successful independent sales reps amidst economic hardship is not just unfair; it’s short-sighted, counterproductive and destroys trust, not just between the rep and the factory, but within the industry as well.

My message to the factories is this: If you’ve developed a team of successful, loyal and productive independent reps, my hat is off to you.  If you’ve hired reps who are not meeting your expectations, find reps who will. And if you are punishing successful reps by bringing their accounts in house, there is probably something that needs fixing in your house.

It undermines the contributions of these reps, perpetuates inequality in the business landscape and erodes trust within the industry. To build a more resilient and inclusive economy, we must recognize and respect the invaluable role played by independent sales reps and ensure that they are treated with the fairness and dignity they deserve.

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HIGH POINT — Natuzzi’s Reimagined Gallery program announced last fall is starting to gain traction around the globe, with 113 retailers signing up globally, including 21 in the U.S. and Canada.

This represents about 121 gallery locations in development worldwide, with 29 in the U.S. and Canada, Codrin Coroama, chief wholesale officer, told Home News Now.

In North America, the company has updated 12 of its existing galleries thus far, with another 18 currently in the development process.

Since the program was first announced, the company has made some tweaks, including to the sizes. Initially, for example, they were in 1,200-, 2,000- and 3,200-square-foot sizes, representing small, medium and large. They have since been expanded slightly to 1,300, 2,200 and 3,500 square feet in size.

Coroama said that 2,200 square feet, which features about 10 room settings, has been the most popular size. The cost of this footprint is $48,000, which includes products and display systems that are delivered to the retailer and ready to place on the floor. By comparison, the 1,300-square-foot gallery offers six room settings and is available at $30,000, while the large gallery offers 20 room settings and starts at $82,000.

He added that the company has enhanced the merchandising aspect of the galleries with new products that include its Natuzzi Editions Houston New Generation Zero Gravity collection and the Roma, a sofa with an adjustable armrest and backrests and standard and extra-deep-seating options.

“Both models were introduced at the April High Point Market and received fantastic feedback, thanks to their Italian-inspired design and innovative features,” Coroama said.

Another new offering that can be showcased in the gallery footprint is what he described as the concept of Space Performance, which offers room-set options tailored to the needs of the retailer.

“The classic room set focuses on space efficiency, while the power-pad room set emphasizes versatility, functionality and customization, inspiring consumers’ creative expression,” Coroama said.

He also noted that on July 1, gallery partners will have access to a digital marketing platform that is “designed to amplify their marketing campaigns across digital channels.”

“This platform will be integrated with Natuzzi’s marketing planner and digital content database, providing support to drive local engagement and ultimately boost sales,” he said.

Retailers and their customers can also look at products on the Natuzzi website, where a number of custom configurations, fabrics and leathers are available, allowing them to pick and choose the look and design footprint they want. Upholstered beds also are available in multiple configurations and fabrics, also shown in detail on the website.

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“Independent furniture stores selling Meridian have seen increased traffic with younger customers coming in to furnish their living space with more contemporary pieces,” said Michael Rosilio, president of Meridian Furniture. “Social media has made it possible to reach customers that otherwise might not have known about us.”

Best Buy Furniture, located in Pennsylvania and New Jersey, is a three-store traditional brick-and-mortar chain that features the brand, promoted through leading influencers and a strong social media presence. According to Best Buy Furniture Chief Executive Jordan Lulu, Meridian Furniture, which offers top quality, trendy furniture with unique designs, has been a go-to partner, especially when targeting celebrity influencers.

“Not only were the product styles what they wanted, but the price points were unbelievable,” said Lulu. “Meridian gives us the designer looks influencers and celebrities want for half the price. We’ve done a lot of work on influencing. We had never seen such a big increase in sales before posting on social media and running ads on Instagram, Facebook and Google, and we do all that in-house. And it helps that Meridian has the overall aesthetic, appeal, and packaging that young consumers love.”

Influencers well-known to the TikTok generation such as “Food God,” formerly known as Jonathan Cheban, who made appearances on “Keeping Up With the Kardashians,” and YouTube star Jake Paul have taken to Instagram and TikTok to share their homes being furnished by Best Buy Furniture, and Lulu has furnished homes for free in exchange for social media posts. Part of why the 26-year-old’s marketing approach is successful is because he’s connecting with influencers that millennials and Gen Z are interested in. So far, Best Buy Furniture has garnered over 174,000 followers across all social media platforms, with at least one social media influencer—Ed Bassmaster—who pranked salespeople on the floor garnering more than a million views.

“We’re shifting a lot of our attention online, to our e-commerce website. Customers can purchase Meridian Furniture at any of the three Best Buy Furniture suburban locations, two in Pennsauken, New Jersey, and one in Philadelphia, Pennsylvania, and we can place an order and ship something directly to California or Missouri or Boston or any other city in the U.S. for really competitive pricing,” Lulu said. “It’s rare for manufacturers to give us that backend system and support to be able to cater to all these customers.” 

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The Eclipse HOPE mattress collection, distinguished by its stylish cover with pink highlights, offers a variety of premium mattress offerings, with the top-of-the-line model featuring BIA’s patented Spinal Zone Version III, a product that has micro coils embedded in the lumbar region of the mattress for additional support and comfort. With over 1,200 coils in the queen size model, the HOPE mattress not only provides for a restful night’s sleep, but is a prime example of cause marketing that resonates with consumers.

With every purchase of the HOPE mattress, BIA donates five percent to the Susan G. Komen foundation, a leading breast cancer awareness organization.

“We are proud to partner with the Komen foundation to help raise awareness for breast cancer prevention. By offering the product in the summer, it enables dealers to have the time to order, plan and start promoting the program prior to October,” said BIA Chief Operating Officer, Phil Carlitz. “Our goal is to arm dealers with everything they need to promote and drive traffic this fall when consumer interest and awareness is at its height and raise as much as we can for this cause.”

“The striking pink accents on this mattress stand out in our showroom, and it will turn dealer’s heads. Women continue to the be the primary decision maker in mattress purchasing decisions and consumers will gravitate to the Eclipse HOPE display in support of this important cause,” he added.

The Eclipse HOPE mattress collection starts at $999 in queen and will be prominently displayed at BIA’s Las Vegas showroom space B-1118 at the World Market Center.

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Founded in 2014, Theptex (Thailand) Co., Ltd. specializes in high-quality, 100 percent natural latex sheets products, including mattresses of custom shapes, furniture and more. By using the GOLS certified organically grown latex from Thailand’s natural rubber trees, Theptex is able to produce products that have one of the highest percentages of natural latex in the mattress industry, boosting consumers’ health, one sleep at a time.

With close to 100 employees, Theptex is able to supply products to a wide range of countries, including Thailand, China, India, Korea, Singapore, Malaysia, Taiwan, Laos, Vietnam, Australia, USA, and Europe. Their innovative approach to health-forward mattresses sets them apart from their competitors, using varied approaches to not only aid in peaceful sleep, but to help with various health conditions as well, including orthopedic issues and pressure ulcers.

Their use of pinholes in their mattresses aid in cooling and heating properties naturally, producing a more restful and healthy sleep experience.

“We are thrilled to be welcoming Theptex (Thailand) Co., Ltd. to our international network in an effort to expand our brand’s reach and to experience what the Thailand markets have to offer,” said Nick Bates, president of Spring Air International. “We look forward to many years of watching the company advance in this market while simultaneously advancing our international efforts.”

“With our company’s roots deeply seeded in Thailand’s culture and natural product, Theptex aims to provide a healthy, restful sleep to all consumers, regardless of which mattress they choose. Producing innovative and high-quality products are at the utmost importance to us, and through researching Spring Air’s mattresses, it is clear that their goals align with ours; we were impressed by their efforts on this front,” said Saurabh Gupta, a company director. “As we embark on this journey together, we are committed to achieving our mutual business objectives while creating long-lasting value for our consumers and stakeholders.”

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DALLAS — Upholstery manufacturer American Leather, known for its innovation and superior product engineering, has evolved to include a design program for retailers. The Shop-in-Shop concept highlights design and lifestyle elements of its motion and stationary lines. The concept debuted in 2023 and currently has five locations in operation with another 10 in the works.

“The Shop-in-Shop concept is where American Leather’s unique story unfolds, and consumers are met with the true brand personality within a retail store,” said Ashley Fothergill, creative director for American Leather. “The vignettes are customizable and span up to 2,000 square feet to provide retailers with options that work best within their space.” He continued, “Shop-in-Shop can also be thought of as a service American Leather provides to make custom product design easy.”

The Shop-in-Shop footprint also features a design center, filled with top-quality leather and fabric options that customers can touch and feel, as well as arm and leg customization options to showcase the endless possibilities of the brand. For the finishing touch, customers can choose between a wide range of metal and wood finishes.

Aside from the Shop-in-Shop design center, customers can customize pieces for their own homes by using the draping tool on American Leather’s website to see a 3D rendering. Users can shop by fabric, color, patterns and more to create and visualize their dream piece. Once customers have chosen a combination, they can print out the spec sheet and use the online locator to be directed to the nearest dealer.

Carrie Cox, director of brand experience for American Leather, works closely with each retailer partner to design custom Shop-in-Shop vignettes that will appeal to the regional customers’ aesthetic and style preferences. Cox thoughtfully selects the materials that work best in those markets, whether that is showcasing popular bison leather in Colorado or colorful yet durable fabrics in Florida.

One indicator of success is modern furniture retailer Cantoni, which recently rebranded its store in Dallas featuring an American Leather Shop-in-Shop experience and sales increased by 50%. The American Leather x Cantoni partnership is a long-standing one with American Leather being featured throughout the luxury chain. “What is different about how we have approached this particular collaboration was that we were looking to create an environment that houses a more complete array of our products, beyond motion, with examples of our stationary and conversational pieces,” Fothergill said. He added, “The assortment reflects all that American Leather is capable of but in a way that beautifully balances our brand’s DNA with the contemporary aesthetic Cantoni is renowned for.” 

Two additional Cantoni locations in Houston and Atlanta are in progress with the goal of completion before the end of 2024. Other Shop-in-Shop concepts are planned for other locations across the U.S. including in Atlanta, New York, Connecticut, Florida, North Carolina, Seattle and Dallas.

“I think the success we have seen has come about via thinking outside the box a little and we credit Cantoni for allowing us to do so. We removed SKUs from the floor giving the product more space to breathe and more room for the client to interact with the product. We have developed vignettes that help to provide the client with a sense of how American Leather would work in their home.”

Fothergill added, “These projects harness the partnerships that have long been the backbone of the American Leather business, with retailers and American Leather sharing both the experience and the ‘lift’ but in a way that reflects the strengths of each.”

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