A.R.T. Furniture v. Hackney Home Furnishings - Motion To Dismiss

IN THE UNITED STATES DISTRICT COURT
MIDDLE DISTRICT OF NORTH CAROLINA

Civil Action No. 1:18-cv-865
A.R.T. FURNITURE, INC.,
Plaintiff,
v. Brief in Support of Motion to

Dismiss and Strike Under Rules
HACKNEY HOME FURNISHINGS, 12(b)(6) and 12(f)
INC., d/b/a DAVID DIRECT,
DAVIS HOME, DAVIS
INTERNATIONAL, and
HOLLAND HOUSE FURNITURE,
Defendant.
PRELIMINARY STATEMENT
Count 2 of the Amended Complaint should be dismissed under
Rule 12(b)(6) because it does not allege facts that support a
plausible inference that its designs are non-functional, have
acquired secondary meaning, and that Defendant's design is
likely to cause confusion. In addition, Plaintiff's multiple
references to its pending and issued design patents are
immaterial to the Amended Complaint and prejudicial to Defendant
and should be stricken under Rule 12(f).
STATEMENT OF FACTS
1. Plaintiff asserts trade dress rights to the overall
appearance of the Arch. Salvage collection, including original
Case 1:18-cv-00865-WO-JLW Document 13 Filed 12/05/18 Page 1 of 28

scrollwork and a compilation of the scrollwork with drawer
configuration and various sculptural elements. Am. Cplt. ¶33
2. The Amended Complaint contains conclusory allegations
that Plaintiff's trade dress is not functional because each
design element is ornamental and serves no functional purpose.
Am. Cplt. ¶¶19, 34
3. The Amended Complaint contains mostly conclusory
allegations regarding secondary meaning including the following:
a. Plaintiff introduced the Arch. Salvage collection
"on or about 2016." Am. Cplt. ¶8
b. Plaintiff has prominently displayed the design
configuration and original sculptures associated with Arch.
Salvage on Plantiff's websites, in print advertising, on hang-
tags and placards, in retail stores, and at trade shows
throughout the United States. Am. Cplt. ¶12
c. The look and feel of the Arch. Salvage collection
has become known in the industry and among the consuming public
as an identifying aspect of Plaintiff's furniture. Am. Cplt.
¶¶14, 15, 17, 36, 37
d. Arch. Salvage has been highly popular,
commercially successful, and enjoys a valuable reputation and
goodwill. Am. Cplt. ¶¶15, 22

e. Arch. Salvage has received numerous accolades and
positive references in the relevant press, including multiple
articles published in Furniture Today and similar industry
publications. Am. Cplt. ¶16
f. Plaintiff derives substantial goodwill and
proprietary value from its exclusive sale of the Arch. Salvage
collection. Am. Cplt. ¶23
g. The accused furniture is a direct copy,
strikingly similar, substantially similar, and confusingly
similar to A.R.T.'s furniture. Am. Cplt. ¶¶45-47, 52, 53, 58-60
h. On information and belief, Defendant adopted its
design solely to confuse customers into believing that they were
purchasing A.R.T. furniture, and not because it looks
aesthetically pleasing. Am. Cplt. ¶51
4. The Amended Complaint fails to allege any facts
relating to 1) consumer studies linking the mark to a source; 2)
unsolicited media coverage of the product; 3) attempts to
plagiarize the mark; or 4) exclusivity of the mark's use.
5. The only allegation in the Amended Complaint relating
to the length of the mark's use claims that the mark was
introduced less than 3 years prior to the filing of the
Complaint. ¶8

6. The only allegations in the Amended Complaint
regarding likelihood of confusion are conclusory statements that
confusion is likely. Am. Cplt. ¶¶55-57
QUESTIONS PRESENTED
1. Does the Amended Complaint allege facts that support a
plausible inference that the Arch. Salvage trade dress is non-
functional?
plausible inference that the Arch. Salvage trade dress has
secondary meaning?
plausible inference that the accused products are likely to
cause confusion regarding the source of the goods?
4. Are Plaintiff's design patents and applications
potentially relevant to any issues raised by the Amended
Complaint?
ARGUMENT
I. APPLICABLE LEGAL STANDARDS
A. Motions to Dismiss and Strike Under Rule 12
1. Motion to Dismiss Under Rule 12(b)(6)
A court must dismiss a complaint that fails to state a
claim upon which relief can be granted. Fed. R. Civ. P.
12(b)(6). A complaint is fatally flawed if it fails to give the

defendant notice of a legally cognizable claim and the grounds
on which it rests. Bell Atl. Corp. v. Twombly, 550 U.S. 544, 555
(2007). If the complaint does not contain factual matter
sufficient to "state a claim to relief that is plausible on its
face" it must be dismissed under Fed. R. Civ. P. 12(b)(6).
Ashcroft v. Iqbal, 556 U.S. 662, 678 (2009).
When evaluating a complaint under Fed. R. Civ. P. 12(b)(6)
the Court is not bound to accept as true legal conclusions
couched as factual allegations. Twombly, 550 U.S. at 555. It is
not enough to allege facts that merely raise the "sheer
possibility that a defendant has acted unlawfully." Iqbal, 556
U.S. at 678. Further, "threadbare recitals of the elements of a
cause of action, supported by mere conclusory statements" are
not taken as true. Id. "While the Court accepts plausible
factual allegations in the complaint as true and considers those
facts in the light most favorable to a plaintiff in ruling on a
motion to dismiss, a court 'need not accept as true unwarranted
inferences, unreasonable conclusions, or arguments.' Eastern
Shore Mkt.s Inc. v. J.D. Assoc.s, LLP, 213 F.3d 175, 180 (4th
Cir. 2000)." Someecards, LLC v. Snarkecards, LLC, No. 3:14–cv–
00097, 2014 WL 3866024 at *1 (W.D.N.C. Aug. 6, 2014)
Ordinarily, on a motion to dismiss a court may not consider
any documents that are outside the pleadings. However, there is

a narrow exception for documents the authenticity of which are
not disputed by the parties and which are "integral to and
explicitly relied on in the complaint." Am. Chiropractic Ass'n
v. Trigon Healthcare, Inc., 367 F.3d 212, 234 (4th Cir.2004). In
this case, Plaintiff's Arch. Salvage catalog, articles from
Furniture Today, and advertisements for Arch. Salvage furniture
are authentic, integral to, relied upon, and described in the
Amended Complaint. PFF 3(b), 3(e).
2. Motion to Strike Under Rule 12(f)
Federal Rule of Civil Procedure 12(f) provides: "The court
may strike from a pleading an insufficient defense or any
redundant, immaterial, impertinent, or scandalous matter." When
reviewing a motion to strike, a court must view the pleading
under attack in a light most favorable to the pleader. Graciano
v. Blue Sky Logistics, LLC, No. 1:17CV889, 2018 WL 2248425, at
*2 (M.D.N.C. May 16, 2018)(citations omitted)
"Immaterial" matter is that which has no essential or
important relationship to the claim for relief, and
"impertinent" material consists of statements that do not
pertain to, and are not necessary to resolve, the disputed
issues. In re Methyl Tertiary Butyl Ether (MTBE) Prods. Liab.
Litig., 402 F.Supp.2d 434, 437 (S.D.N.Y.2005)

The Amended Complaint contains no cause of action for
patent infringement, but Plaintiff directly mentions its design
patents and pending applications in Paragraphs 24, 25, 39, 40,
and 41, and indirectly references them each time it uses the
term "ARCH. SALVAGE IP" in twelve other paragraphs. Plaintiff's
implied assertion of patent coverage for its designs and claims
of patent infringement will prejudice Defendant. Plaintiff's
pending design patent applications and its issued design patents
are immaterial and impertinent to this action for copyright and
trade dress infringement, and all references to them should be
stricken from the Amended Complaint.
B. Trade Dress Infringement
Trade dress is a product's "total image and overall
appearance" and "may include features such as size, shape, color
or color combinations, texture, graphics or particular sales
techniques." Leviton Mfg. Co. v. Universal Sec. Instruments,
Inc., 304 F.Supp.2d 726, 735 (D.Md.2004)(citing Two Pesos, Inc.
v. Taco Cabana, Inc., 505 U.S. 763, 765 n. 1, 112 S.Ct. 2753,
120 L.Ed.2d 615 (1992)). Section 43(a) of the Lanham Act
"creates a federal remedy against unfair competition in the form
of a false designation of origin." Devan Designs, Inc. v.
Palliser Furniture Corp., No. 2:91CV00512, 1992 WL 511694, at *4

(M.D.N.C. Sept.15, 1992), aff'd 998 F.2d 1008, 1993 WL 243677
(4th Cir.1993)(unpublished table decision).
Courts exercise "particular caution" in extending trade
dress protection to product designs. Yurman Design Inc. v. PAJ,
Inc., 262 F.3d 101, 114 (2d Cir. 2001)(citation omitted).
Although the Lanham Act protects marks that consumers are likely
to rely upon in distinguishing goods, "almost invariably, even
the most unusual of product designs … is intended not to
identify the source" of the product, "but to render the product
itself more useful or more appealing." Id. at 114–15 (citing
Wal-Mart Stores, Inc. v. Samara Bros., Inc., 529 U.S. 205, 213
(2000)). As this Court noted in a leading case on furniture
trade dress, "a court must assess whether 'in the minds of the
public, the primary significance of a product feature or term is
to identify the source of the product rather than the product
itself.' Kramer, 783 F.2d at 449, (quoting Inwood Lab., 456 U.S.
at 851 n. 11 (1982))." Devan Designs, Inc., supra at *6.
A plaintiff asserting a claim of trade dress infringement
must meet three pleading requirements: (1) the trade dress is
primarily non-functional; (2) the trade dress is inherently
distinctive or has acquired a secondary meaning; and (3) the
alleged infringement creates a likelihood of confusion. Wal-Mart
Stores, Inc. v. Samara Bros., Inc., 529 U.S. 205, 214-15 (2000);

Campbell Sales Group, Inc. v. Gramercy Park Design, LLC, 2010 WL
3945350, *4 (M.D.N.C.); see also Telebrands Corp. v. Del Labs.,
Inc., 719 F. Supp. 2d 283, 297-99 (S.D.N.Y. 2010)(Buchwald, J.)
(dismissing claim for failure to plead non-functionality of
trade dress). With regard to the third element, the plaintiff
must also articulate the specific elements that comprise the
alleged trade dress. Yurman Designs, 262 F.3d at 117 (citing
Landscape Forms, Inc. v. Columbia Cascade Co., 113 F.3d 373,
381–82 (2d Cir. 1997)).
Sweeping or broad descriptions denoting a category of
product features fail to adequately describe a product's trade
dress. Shevy Custom Wigs v. Aggie Wigs, No. 06 Cv. 1657, 2006 WL
3335008, at *5 (E.D.N.Y. Nov.17, 2006). Similarly, laundry lists
of design elements that fail to describe which of those elements
are distinctive and how they are distinctive are likewise
inadequate. Nat'l Lighting, 601 F.Supp.2d at 562. In Eliya, Inc.
v. Steven Madden, No. 15-1272 (DRH), 2018 WL 1027157, at *2-3
(E.D.N.Y. Feb. 22, 20186), the Court dismissed a trade dress
claim as "failing to adequately plead facts that plausibly
assert a likelihood of confusion" because it (1) did not plead
which elements of the design are distinctive and how they are
distinctive; and (2) it failed to describe how the accused
product would cause confusion. Instead, the pleadings only

contained photographs which "to the Court's eye," failed to
support a likelihood of confusion. Id. at *4.
Plaintiff seeks trade dress protection for an unremarkable
collection of public domain design elements garnered from
architectural elements, such as fireplace mantels and classical
buildings, which it has placed on a collection of furniture
introduced in 2016. The pleadings show that the trade dress is
not distinctive and offers only "a formulaic recitation" of
secondary meaning that fails to satisfy the pleading standards
of Fed. R. Civ. P. 8. Ashcroft v. Iqbal, 556 U.S. 662, 678
(2009).
Plaintiff's trade dress claim hinges on the existence of a
protectable product trade dress. Count 2 of the Amended
Complaint should be dismissed in its entirety because Plaintiff
has failed to plead any facts that plausibly support an
inference that: (1) its design is not functional; (2) its design
has secondary meaning; and (3) there is any likelihood of
confusion.
IV. PLAINTIFF'S TRADE DRESS IS FUNCTIONAL
An unregistered product trade dress is presumed to be
functional, and therefore not protected by trade dress law. 15
U.S.C. § 1125(a)(3) (2012); see also TrafFix Devices, Inc. v.
Mkt'g Displays, Inc., 532 U.S. 23, 29-30 (2001). For Plaintiff's
10

unregistered trade dress to overcome the presumption of
functionality, it must primarily invoke Plaintiff as the source,
not merely make the product more effective or appealing.
Functional features are not only those that make a product
more useful, but can be any feature, "the exclusive use of
[which] would put competitors at a significant non-reputation-
related disadvantage." TrafFix Devices, 532 U.S. at 32 (quoting
Qualitex Co. v. Jacobson Prods. Co., 514 U.S. 159, 165 (1995)).
A feature designed to render a product more appealing without
identifying the product's source inherently invokes a non-
reputational advantage and is therefore a functional element.
See Eliya, Inc. v. Kohl's Dep't Stores, No. 06-CV-195 (GEL),
2006 WL 2645196, at *3 (S.D.N.Y. Sept. 13, 2006)("If a feature
or design only serves to make a product 'more useful' or 'more
appealing,' then it does not serve to identify the source of the
product, and it is not protected trade dress under the Lanham
Act.").
In product design cases, "'rigorous application' of the
requirement of non-functionality is necessary." Yurman Design,
262 F.3d at 116 (citation omitted). Plaintiff's conclusory
allegation that its trade dress is non-functional cannot survive
the "reasonable inference" test, because it is defined too
broadly. Plaintiff claims that its trade dress includes the
11

"overall appearance of the Arch. Salvage collection, including
original scrollwork and a compilation of the scrollwork with
drawer configuration and various sculptural elements." The
drawer configuration of a chest of drawers is essential to its
function and is functional. The "various sculptural elements"
might be functional as well, but Plaintiff's failure to define
these components of its alleged trade dress makes it impossible
for the Court to find that they are non-functional. The Amended
Complaint fails to allege sufficient facts to overcome the
presumption that the Arch. Salvage product design is functional,
and the trade dress claim should be dismissed.
III. PLAINTIFF HAS NOT ADEQUATELY PLEADED SECONDARY MEANING
Plaintiff has also failed to adequately plead that its
product design has acquired secondary meaning in the marketplace
and consumers identify the product with Plaintiff. See Carson
Optical, Inc. v. Prym Consumer USA, Inc., 11 F. Supp. 3d 317,
343-45 (E.D.N.Y. 2014)(Lindsay, J.)(quoting Wal-Mart Stores, 529
U.S. at 210)(dismissing the plaintiff's trade dress claim over
magnifiers for lack of secondary meaning). The decisive question
in secondary meaning is always whether the public buys a product
because of its source. Christian Louboutin S.A. v. Yves Saint
Laurent Am. Holding, Inc., 696 F.3d 206, 226 (2d Cir. 2012); see
also Yurman Design, 262 F.3d at 115 (noting that a product has
12

acquired secondary meaning when "in the minds of the public, the
primary significance of [the trade dress] is to identify the
source of the product rather than the product itself").
A. Six Factor Test for Secondary Meaning
In performing the secondary meaning analysis, courts in the
Fourth Circuit have looked to factual allegations regarding ""1)
advertising expenditures; 2) consumer studies linking the mark
to a source; 3) sales success; 4) unsolicited media coverage of
the product; 5) attempts to plagiarize the mark; and 6) the
length and exclusivity of the mark's use." Int'l Bancorp, L.L.C.
v. Societe des Baines de Mer et du Cercle des Etrangers a
Monaco, 329 F.3d 359, 370 (4th Cir.2003); see also Devan
Designs, 1992 WL 511694, at *7. "These factors are merely tools
to aid a court in assessing whether the relevant group of
consumers made the requisite mental association between product
and producer." Id.
Plaintiff fails to plead sufficient facts regarding each of
these factors. Instead, most of Plaintiff's pleadings consist of
"legal conclusion[s] couched as . . . factual allegation[s]" and
do not satisfy Fed. R. Civ. P. 8's pleading requirement. See
Iqbal, 556 U.S. at 678. The Carson Optical case provides a
helpful comparison. In that case, the plaintiffs pleaded that
their product was "featured in numerous periodicals" and was
13

given "excellent reviews." See 11 F. Supp. 3d at 343. The
plaintiffs also claimed that they "continuously, exclusively,
and extensively marketed, promoted and sold well over a million
[of their product]." Id. In granting the motion to dismiss, the
court found that the plaintiffs "failed to allege facts that
would support a plausible inference that their trade dress
acquired secondary meaning." Id.
Campbell Sales, which involved leather furniture design,
also provides a helpful comparison. In that case, the plaintiff
submitted evidence of nearly $1.7 million in advertising
expenditures and sales of over $37 million, including breakdowns
of sales of each model by year. There was also evidence that the
furniture designs in question had been on sale from three to six
years, but that it had not been exclusive for the entire period
due to the existence of similar designs from other
manufacturers. Notwithstanding this evidence, this Court held
that the plaintiff failed to establish secondary meaning.
In this case, when the conclusory allegations are filtered
out, the only remaining factual allegations are that the design
has been on sale since sometime in 2016, has been "prominently
displayed" in advertising, has been "highly popular" and
"commercially successful," has received "numerous accolades and
positive references" in the furniture trade press, and has been
14

advertised at substantial expense "widely and consistently …
throughout the industry and to the consuming public."
B. The Allegations Do Not Support Secondary Meaning
Even if these statements were taken as true, i.e., that the
Arch. Salvage collections is highly popular, has received
extensive advertising and promotion, has been displayed
prominently, has received accolades from the trade press, and
has been on sale since 2016, these facts do not support a
finding that Plaintiff's trade dress has acquired secondary
meaning, especially in light of the short duration of its use
and its lack of any distinctive design elements.
The extensive advertising, promotion and display in stores
is unpersuasive "because there is no contention that any of
those advertisements or promotions stressed or emphasized the
alleged trade dress." Urban Grp. Exercise Consultants, Ltd. v.
Dick's Sporting Goods, Inc., No. 12-CV-3599 (RWS), 2013 WL
866867, at *3 (S.D.N.Y. Mar. 8, 2013); see also Braun Inc. v.
Dynamics Corp. of Am., 975 F.2d 815, 826-27 (Fed. Cir. 1992)
(finding $5.5 million in product advertising insufficient to
establish successful creation of secondary meaning in the
alleged trade dress). Advertising that does not tend to
associate the product design with Plaintiff as the source is
irrelevant to a secondary meaning analysis.
15

Plaintiff's allegation that it produces a popular product
that sells well does not support its claim of secondary meaning;
popularity does not mean that consumers purchase the product
because of the source. Braun, 975 F.2d at 827. Rather, "strong
market demand for a product usually indicates product
desirability[,] not secondary meaning." Id. (citation omitted).
Plaintiff's allegations of popularity merely indicate
desirability. These allegations fail to meet the pleading
requirements for secondary meaning because the pleaded
popularity relates only to Plaintiff's product, not Plaintiff as
the source.
The lack of an extended period of exclusivity also strongly
negates a finding of secondary meaning. In Devan Designs, this
Court held that a furniture design that was not the subject of
an extraordinary advertising blitz might never achieve secondary
meaning. Devan Designs, Inc., supra at *8 ("where it is not a
trademark but a trade dress at issue and that alleged trade
dress is in the design of the product itself, this court
believes that it will usually take longer, if it is possible at
all, to acquire secondary meaning. Generally, a line of youth
furniture will not ordinarily acquire secondary meaning without
special circumstances not present here. This would be true even
in a much longer time frame since members of the relevant
16

consuming public must come to associate the design of the
furniture with a particular source.")
In this case, the Arch. Salvage line was introduced in
2016, less than 3 years before this action was filed. Compare
this to Campbell Sales, where a presumption of secondary meaning
was defeated despite three to six years of use in the market.
C. The Lack of Survey Evidence, Unsolicited Media

Coverage, and Plagiarism Negate Secondary Meaning
Carson Optical highlighted the importance of facts
"concerning actual consumer surveys, unsolicited media coverage
or specific attempts to plagiarize the trade dress at issue
which would support an inference that the [plaintiffs' trade
dress] acquired secondary meaning." 11 F. Supp. 3d at 344; see
also Urban Grp. Exercise Consultants, Ltd. v. Dick's Sporting
Goods, Inc., No. 12-CV-3599 (RWS), 2012 WL 3240442, at *7
(S.D.N.Y. Aug. 7, 2012)(holding that the plaintiff's failure to
plead these facts amounted to a failure to adequately allege
secondary meaning). Plaintiff pleaded no such facts here.
D. Plaintiff's Sales of its Products Under the Daphne

Brand Negates Secondary Meaning
Plaintiff sells the Arch. Salvage collection to retailer
Horchow as a house brand under the name Daphne. Attached as
Exhibit 1 are two advertisements from the Horchow website
17

showing the Daphne 9-Drawer Chest and Daphne King Bed.1 There is
no reference anywhere in the advertisement to Plaintiff. In
Campbell Sales, the Court noted that the marketing of
plaintiff's products under a different brand name undermined its
claim of secondary meaning, noting that “[a]dvertising a good as
a product of alternating source diminishes its ability to
achieve secondary meaning.” Campbell Sales Group, Inc. v.
Gramercy Park Design, LLC, 2010 WL 3945350, *7 (M.D.N.C.)
(citations omitted). Plaintiff's sales of the Arch. Salvage
collection under the Daphne brand at Horchow makes it virtually
impossible for it to establish secondary meaning as a source
identifier for A.R.T. Furniture.
E. Plaintiff's Catalog and Furniture Today Articles

Emphasize that its Design is Based on Ancient
and Commonly Used Architectural Elements
Plaintiff's advertising on its own website and its press
coverage in trade journals such as Furniture Today are touted in
the Amended Complaint as evidence of secondary meaning. PFF
3(b), 3(e). An examination of these documents shows that they do
not support Plaintiff's claims.
1
https://www.horchow.com/Daphne-9-Drawer-
Dresser/cprod133220021/p.prod
https://www.horchow.com/Daphne-King-Bed-with-Cedar-
Storage/cprod133220015/p.prod
18

1. The Arch. Salvage Catalog
Plaintiff's Arch. Salvage catalog is the primary marketing
document on its website for the collection. The catalog
describes each piece of the collection and the overall history
of its development. The following statement of the design
process is illuminating:
Each item is crafted after months spent researching

architectural details from old European structures.
The concept was born to address the trend of old
elements being repurposed by artisan craftsman into
new buildings and furniture. Moldings and posts were
derived by doorframes and mantles. Cornice and capital
motifs take inspiration directly from decades old
structures. Even the hardware is a nod to vintage
touchpoints. The excitement of Architectural Salvage
lies not only in its broad range of details, but also
in its unique blend of highly functional statement
pieces. We feel that it’s the perfect way to address
what’s become a major trend in today’s decorating
landscape.
Ex. 2, p.2.
The Arch. Salvage collection, by Plaintiff's own admission,
takes existing architectural design elements copied from
European structures and incorporates them into furniture. This
repurposing is a "major trend" in today's decorating landscape,
and the Arch. Salvage collection is Plaintiff's implementation
of this "new traditional" theme.
The Supreme Court held in Wal-Mart that product trade dress
cannot be inherently distinctive. Wal-Mart Stores, Inc. v.
Samara Bros., Inc., 529 U.S. 205, 214 (2000) As a result,
19

Plaintiff must establish its acquired distinctiveness by proving
secondary meaning. Id. In a Fourth Circuit furniture trade dress
case decided just before Wal-Mart, the Court described what a
Plaintiff would need to prove to establish inherent
distinctiveness. In Ashley Furniture Ind., Inc. v. SanGiacomo NA
Ltd., 187 F.3d 363(4th Cir. 1999), the Court held that designs
that incorporate "commonly adopted and well-known form of
ornamentation" cannot be inherently distinctive. Id. at 371
Even though this decision has been superseded by Wal-Mart,
the analysis is relevant to the question of whether the design
is sufficiently distinctive to be protected as trade dress. See
Yurman Design, Inc. v. PAJ, Inc., 262 F.3d 101, 118 (2001)( "A
unique combination of elements may make a dress distinctive, but
'the fact that a trade dress is composed entirely of commonly
used or functional elements might suggest that the dress should
be regarded as unprotectible or ‘generic,’ to avoid tying up a
product or marketing idea. Jeffrey Milstein, 58 F.3d at 32.")
2. The Furniture Today Articles
The Amended Complaint asserts that there are multiple
articles relating to the Arch. Salvage collection in trade
magazines such as Furniture Today. PFF 3(e). Attached as Exhibit
3 are the eleven articles published prior to the filing of this
lawsuit (5 from 2016, 2 from 2017, 4 from 2018) from the
20

FurnitureToday.com website that mention Arch. Salvage. As the
Court can see, the articles all appear to be based on
Plaintiff's press releases, and they focus more on the surface
finishes than the sculptural design elements. Significantly,
only one shows a photo of any of the bedroom furniture pictured
in the Amended Complaint2, and that photo does not contain any of
the "signature" pieces with the scrollwork design that is
highlighted in the Amended Complaint. Am. Cplt. ¶¶10, 11, 33.
There is certainly no evidence of a marketing blitz or
widespread critical acclaim in the Furniture Today articles. To
the contrary, these promotional articles show that the alleged
trade dress has not been promoted, discussed, or linked to
Plaintiff in any way. As a result, they do not support a finding
of secondary meaning.
F. The Allegation of Copying Does Not Overcome the

Failure to Plausibly Allege Secondary Meaning
The Fourth Circuit has, in situations where there is
intentional and direct copying of trade dress, applied a
rebuttable presumption of secondary meaning. M. Kramer Mfg. Co.
v. Andrews, 783 F.2d 421, 448 (4th Cir.1986). However, the
complete lack of plausible allegations supporting secondary
meaning in this case would overcome the presumption, as it did
2
"A.R.T. Landing Patents for Arch. Salvage Collection" (July 10, 2017), Exhibit 3, p. 28/50.
21

in Campbell. In that preliminary injunction case, the Court
shifted the burden to the Defendant to show that secondary
meaning did not exist. Based on the lack of plausible evidence
supporting secondary meaning, the Court found that there was no
secondary meaning.
In this case, while Defendant denies the allegation of
intentional copying, there is no plausible evidence of secondary
meaning, and the trade dress claim should be dismissed.
IV. PLAINTIFF HAS NOT ADEQUATELY PLEADED LIKELIHOOD OF

CONFUSION
Absent a showing of secondary meaning, a plaintiff cannot
establish a likelihood of confusion in a trade dress
infringement case. See Devan Designs, 1992 WL 511694, at *12 ("A
buyer is not confused unless he is seeking a label or dress with
which he is familiar and mistakenly selects a product under the
misconception that it is manufactured by or associated with the
producer that he is looking for."). The only allegations in the
Complaint referring to likelihood of confusion are conclusory
recitations of the element that need not be taken as true.
Iqbal, 556 U.S. at 678.
A. Plaintiff Has Not Compared Its Alleged Trade Dress to

the Accused Product
Plaintiff's Amended Complaint fails to describe with
specificity the components of its trade dress and fails to
22

indicate which elements it alleges are present in Defendant's
products. The only description of the Arch. Salvage design are
the general statements that it has a "series of scrollwork
designs" and "sculptural works of art" applied to the frames of
the furniture, and a single photograph of a chest, dresser, and
bed, with no identification or close-up views of the scrollwork
or sculptural designs that it claims. The only comparison of the
alleged trade dress to the accused products is a series of
conclusory statements that the designs are similar, confusing,
and/or identical. Such a description is insufficient to support
a claim of likelihood of confusion. Nat'l Lighting, 601
F.Supp.2d at 562.
B. The Photographs Fail to Plausibly Allege Likelihood of

Confusion
In lieu of a detailed comparison of the Arch. Salvage trade
dress with the accused products, Plaintiff relies on a single
photo of an Arch. Salvage chest, dresser, and bed, and photos of
two versions of Holland House's accused products. The photo
comparison of the products is insufficient to plausibly allege
confusion.
This case is similar to Eliya, Inc. v. Steven Madden, No.
15-1272 (DRH), 2018 WL 1027157, at *2-3 (E.D.N.Y. Feb. 22,
2018), in which the plaintiff failed to describe the accused
products or their resemblance to Plaintiff's trade dress.
23

Instead, the complaint contained photographs of the two products
which failed to support a likelihood of confusion.
A comparison of the photos of the Arch. Salvage suite and
Defendant's furniture shows significant differences. The
scrollwork on the Arch. Salvage dresser has an ornate, closed
loop pattern that has both left-right and top-bottom symmetry.
The accused dresser has a much simpler, open loop pattern with
only left-right symmetry. The Arch. Salvage dresser also has a
large, rounded corbel at the top of recessed frame pilasters.
The accused dresser has a smaller, more subdued rosette at the
top of a fluted pilaster.
Similar differences are apparent in the other pieces. For
example, the photo of the Arch. Salvage suite contains a bed, a
5 drawer chest, and a 9 drawer dresser. The photos of the
accused products contain a bed, a 3 drawer nightstand, and a 9
drawer dresser. The beds look completely different – the Arch.
Salvage headboard has an arched top with a shield cartouche and
large corbels atop a plain pilaster. The storage footboard is
deep enough to conceal a storage chest and has a fluted design
in the center that lines up with a fluted design the divides the
left and right sides of the headboard. One accused bed has a
flat-topped headboard with simple rosettes and fluted pilasters.
The other headboard has a flat top and massive posts at a 45
24

degree angle on each corner of the bed. Neither accused bed has
a fluted divider in the middle of the headboard or footboard.
The accused nightstand differs even more from the Arch.
Salvage chest. It has a single drawer pull mounted on the center
of each of 3 drawers, while the Arch. Salvage chest has two
drawer pulls on each of its 5 drawers. The Arch. Salvage chest
has a corbel atop a recessed frame pilaster, while the accused
nightstand has a simple rosette over a fluted pilaster.
The Court should reject the conclusory allegation of
likelihood of confusion as being insufficient, especially in
light of the significant differences between the designs.
C. Plaintiff's Sale of its Products Under Different

Brand Names Negates Likelihood of Confusion
Plaintiff's relationship with Horchow, which sells the
Arch. Salvage collection as a house brand under the name Daphne,
undermines its contention that there is a likelihood of
confusion with Defendant's products, just as it undermines the
secondary meaning argument. By selling its product under a
different name, Plaintiff introduces into the marketplace the
very confusion that it complains of with regard to Defendant's
designs. Campbell Sales, supra at *8.
25

V. PLAINTIFF'S ALLEGATIONS OF PATENT PROTECTION AND PATENT
INFRINGEMENT SHOULD BE STRICKEN
Under Rule 12(f), any immaterial or impertinent matter may
be stricken from the pleadings. The Amended Complaint contains
no cause of action for patent infringement, but Plaintiff
directly mentions its design patents and pending applications in
Paragraphs 24, 25, 39, 40, and 41, and indirectly references
them each time it uses the term "ARCH. SALVAGE IP" in twelve
other paragraphs. Plaintiff's implied assertion of design patent
coverage for its designs and claims of patent infringement will
prejudice Defendant by implying that Plaintiff was the first to
develop the designs, that Defendant has violated Plaintiff's
patent rights, and that the designs have been granted patent
protection.
In Billips v. NC Benco Steel, Inc., No. 5:10CV95–V, 2011 WL
4829401 at *2, (W.D.N.C. Oct. 12, 2011), Judge Voorhees granted
a 12(f) motion to strike references to the North Carolina Equal
Employment Practices Act in a Federal employment discrimination
lawsuit. "While the NCEEPA may not provide any relief to
Plaintiff, its mention within Title VII lawsuits arising out of
North Carolina, which is relatively common, is innocuous.
However, for the same reason, it is also apparent that the
NCEEPA 'can have no possible bearing upon the subject matter of
the litigation.'" Id. Unless Plaintiff asserts a claim for
26

patent infringement, its pending patent applications and its six
issued patents can have no possible bearing on this action for
copyright and trade dress infringement, and all references to
them should be stricken from the Amended Complaint.
CONCLUSION
Count 2 of the Amended Complaint is defective and should be
dismissed. It fails to adequately describe the alleged trade
dress or its distinctive elements, and fails to plausibly plead
non-functionality, secondary meaning or likelihood of confusion.
Moreover, in view of the limited period of use, the lack of any
facts supporting secondary meaning, and the sale of Plaintiff's
products as a private label brand for Horchow, there are no
additional facts that could be pleaded that would establish
valid trade dress. Count 2 should be dismissed with prejudice.
Plaintiff's repeated references to its pending and issued
patents should be stricken. They are immaterial and impertinent,
and these allegations will prejudice Defendant if they remain in
the pleadings.
Respectfully submitted,
/s/ James L. Lester

James L. Lester, NCSB 15,715
MACCORD MASON PLLC
P.O. Box 2974
Greensboro, NC 27402
(336) 273-4422
27

(336) 271-2830 fax
jlester@maccordmason.com
Counsel for Defendant
CERTIFICATE OF WORD COUNT
I hereby certify that the foregoing brief complies with
L.R. 7.3(d)(1).
/s/ James L. Lester

James L. Lester
CERTIFICATE OF SERVICE
I hereby certify that I electronically filed the foregoing
on December 5, 2018 using the CM/ECF system, and that the Clerk
of Court will send notification of such filing to counsel for
Plaintiff.
/s/ James L. Lester

James L. Lester
28

11/29/2018 Daphne 9-Drawer Dresser
FREE Shipping / orders $50+ / code HOLIDAY

Exhibit 1
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Daphne 9-Drawer Dresser

Price: $3,069.00
Shipping: $295.00
Online Inquiries: HCF19_HB7KA
With ornate fretwork overlay, lambs tongue molding and bold carved acanthus leaf corbels
on the front pilasters, this dresser recalls the robust Neo-classical architecture of the
eighteenth century. The dresser is constructed of parawood solids and cathedral elm
veneers.
Handcrafted nine-drawer dresser.
Parrawood solids and cathedral elm veneers.
76"W x 22"D x 41"T.
Imported.
Boxed weight, approximately 235 lbs.
PARCHMENT
Expected to ship no later than 12/10/2018

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Case 1:18-cv-00865-WO-JLW Document 13-1 Filed 12/05/18 Page 1 of 4

11/29/2018 Daphne 9-Drawer Dresser
Daphne King Bed with Daphne Queen Bed with Bernhardt Adelina California King Baird Dresser Mirror
Cedar Storage Cedar Storage Ventura Tufted King Bed Panel Bed $709.00
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$2789.00 + More Items $1769.00
+ More Items + More Items
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11/29/2018 Daphne King Bed with Cedar Storage
25-30% off decor, including HOLIDAY
ASSISTANCE YOUR ACCOUNT SHOPPING BAG
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Daphne King Bed with Cedar Storage

Price: $2,969.00
Shipping: $395.00
Online Inquiries: HCF19_HB7JZ
The generously scaled bed constructed of parawood solids and cathedral elm veneers,
has a curved pediment, deep molding, a carved heraldic shield cartouche, and carved
corbels and acanthus leaf motifs. The broad footboard opens to reveal a cedar-lined
storage chest.
Handcrafted bed with storage.
91.8"W x 100.8"D x 76"T.
Hardwood solids and cathedral elm veneers.
Hardware and instructions included.
Imported.
Boxed weight, approximately 357 lbs.
CREAM
Expected to ship no later than 12/10/2018

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11/29/2018 Daphne King Bed with Cedar Storage
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Bed $4587.00 NOW $3799.00 $3942.00 NOW $319
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Exhibit 2 - part 1
ARCH. SALVAGE

A R T I S T I C , R E F L E C T I V E , T I M E L E S S
Wirebrushing
Cowtailing
Padding
Glaze
Spatter
2802 | PARCH FINISH

Arch. Salvage is a 50-piece collection A dry, close to the wood, open grained casual finish. Sand or straw in color tone,
containing designs for the Bedroom, Dining, this finish lays the foundation for the collection with the looks of wood bleached by
the sun and worn with age. Elm veneer, with its tight grain and neutral color tone,
and Living categories. Each item is crafted is the perfect species to select when trying to achieve this look.
after months spent researching architectural
details from old European structures. The
concept was born to address the trend of Chipping Rock
old elements being repurposed by artisan
White Glaze
craftsman into new buildings and furniture.
Rubthru
Moldings and posts were derived by Rasp
doorframes and mantles. Cornice and capital Flyspeck
motifs take inspiration directly from decades Wire Brush
old structures. Even the hardware is a nod Mottling
to vintage touchpoints. The excitement
of Architectural Salvage lies not only in its
broad range of details, but also in its unique 2823 | MIST FINISH
A mineral colored paint finish that accents the wood tone with neutral sensibility.
blend of highly functional statement pieces. Open grained and delicately aged, this color addresses the new neutral,
We feel that it’s the perfect way to address Gray, that’s found throughout the pages of trendsetting shelter magazines.
what’s become a major trend in today’s

decorating landscape.
Rock
Wire Brushing Mottling
Hand Padding
2817 | CIRRUS FINISH

A stripped down, salty paint finish layered with physical and chemical aging.
This finish replicates the weathered plaster tones found in many decades old
mansions and cathedrals. It brings a subtle brightness to the overall palette.
2839 | CIRRUS/MIST TWO-TONE FINISH

Two-tone finish combining 2817 Cirrus and 2823 Mist.
2 | Arch. Salvage ARThomefurnishings.com

IT'S ALL IN THE DETAILS. It’s an artfully placed row of hammered
nailheads or the sparkle of a faceted glass drawer pull. It’s a footboard
with cedar-lined storage for bed linens or the carved corbels on a dresser,
inspired by the embellishments of a neoclassical marble mantelpiece. The
Arch. Salvage Collection from A.R.T. marries the timeless beauty of traditional
European architectural detailing with thoughtful functionality for today’s living. Custom designed chandelier lighting in curio Metal accents Concrete top Upholstery features spring down cushion
construction.
Vintage glass door knob hardware Nailhead trim with gimp welt Elegant smoked glass finials Fold up and down seat on dining bench Sofa features built-in bookshelves. Deconstructed outback and hand
allows for easy entrance and exit. painted linen
Pendant Fancy face, high-low veneer top. Pattern Industrial X stretcher offers design and Storage footboard features cedar lining Nightstand features USB charging function. Metal accents
inspired by a provencial hardwood floor. support that mimics a cedar chest.
Bar pull Decorative caster Greek meander carving detail relief Pull out corbels and center posts support Tack detailing Touch lighting
carved into fronts flip top on server.

BEDROOM
Benjamin Mirror
shown in 2802
Parch finish
Chambers Panel
Bed shown in
2802 Parch finish
Wren Dresser
shown in 2802
Parch finish
Gabriel Bedside Chest
shown in 2802 Parch finish

BEDROOM
Chambers Panel
Bed shown in
2823 Mist finish
Benjamin Mirror Chambers Also Available: Framed panel overlays with

233121-2802 Panel Bed, King Chambers herringbone high-low veneer.
46.75W x 3.75D x 58H 233156-2802 Panel Bed, Queen Carved shield cartouche.
91.5W x 93.25D x 76H 233155-2802 Graphic carved pilaster
Shown in 2802 Parch finish. corbels. Storage footboard
Also available in 2823 Mist finish. 75.5W x 100.75D x 76H
features cedar lining. Mimics
Also known as the clock tower Chambers a cedar chest. Wider
mirror. Carved pediment sits upon Panel Bed, Cal King footboard top rail good
a vintage clock face. Mixed media 233157-2802 for sitting.
story of metal and wood. Beveled 91.5W x 97.25D x 76H
mirror. Mirror supports included.
Shown in 2802 Parch finish.
Also available in 2823
Mist finish.
Wren Dresser Gabriel Bedside Chest Gady Nightstand

233131-2802 233142-2802 233140-2802
76W x 21.375D x 41H 39.25W x 20D x 33H 34.5W x 18.5D x 32H
Shown in 2802 Parch finish. Shown in 2802 Parch finish. Shown in 2802 Parch finish.
Also available in 2823 Mist finish. Also available in 2823 Mist finish. Also available in 2823 Mist finish.
Decorative lamb’s tongue molding Canted posts and plinth Coining around drawer fronts,
frames the bank of 9 drawers. Inspired base give the chest a sturdy coupled with canted, fluted
by wall paneling from the Adam appearance. Drawer fronts posts allows this nightstand to
Bros. period. Ghost overlay molding feature a Greek meander work with either bed or dresser. It
matched to drawer fronts. Concrete
Gady Nightstand
carving detail relief carved into meshes though it doesn’t match. shown in 2823
top. Dramatic pilaster with acanthus fronts. Coining detail in undertop Tapered, squared off bun foot.
leaf corbel motif. Mist finish
molding. Concrete top. USB functionality in drawer.

Jackson Drawer Chest
233150-2802
BEDROOM 45.625W x 20D x 58H
Also available in 2823 Mist finish.
Often this piece is an “also ran” in
the bedroom, but we designed this
case to stand alone. Extra wide
posts and top are “salvaged”
from a fireplace hearth. Projective
frieze on top drawer supported by
Victorian corbels. Raised veneer
overlay on posts adds dimension.
Gabriel
Bedside Table
shown in 2823
Mist finish
Pillow not
available
Gabriel Bedside Table

233141-2823
Jacksion
26W x 18.25D x 30.125H Drawer Chest
Shown in 2823 Mist finish. shown in 2802
Also available in 2802 Parch finish.. Parch finish
A mixed media story. Narrow bedside
table for those consumers with minimal
wall space who want king sized beds.
Greek meander motif on drawer front.
Smoked glass finial attaches metal arc
to case. Rustic and refined.
High-low veneer top.

BEDROOM
Searles Mirror
shown in 2802
Parch finish
Bryce
Upholstered
Panel Bed
shown in 2802
Parch finish
Grayson Dresser
shown in 2802
Parch finish
Gady
Nightstand
shown in 2802
Parch finish

BEDROOM
Bryce Upholstered
Panel Bed shown in
2823 Mist finish
Bryce Upholstered Panel Shown in 2802 Parch finish. Searles Mirror

Bed, Queen Also available in 2823 233120-2823
233125-2802 Mist finish. 48.375W x 3D x 39.75H
67.875W x 95.5D x 78H Exaggerated door frame Shown in 2823 Mist finish.
reimagined as a headboard Also available in 2802 Parch finish.
Also Available: shape. Brings an element
Bryce Upholstered of transitional styling to the Also known as a bargeboard
Panel Bed, King group and speaks to the mirror. Taken from the architectural
233126-2802 “new traditional” movement. motif of attaching heavy molding
High curve makes for a to wooden panels. Dramatic yet
83.875W x 94.125D x 78H
sleek profile. Canted posts simple. Perfect “unfussy” option for
Bryce Upholstered with acanthus leaf details. bedroom suit. Can be hung either
Panel Bed, Cal King Nailhead trim. Can be used direction. Mirror support included.
233127-2802 as headboard only.
83.875W x 98.125D x 78H
Adler Bench
233149-2817
69.625W x 21.375D x 26.5H Gabriel Bedside Table
Available in 2817 Cirrus finish only. shown in 2823 Mist finish
Classic bergere styling Grayson Dresser
adapted for bedroom use. 233130-2823
Beautiful Chesterfield tufting. 70.125W x 19.875D x 41.75H
Nailhead trim over gimp welting.
Shown in 2823 Mist finish.
Carved, French cabriole leg.
Also available in 2802 Parch finish.
Decorative lamb’s tongue molding
frames the bank of 9 drawers.
Inspired by wall paneling from the
Adam Bros. period. Ghost overlay
molding matched to drawer fronts.
Concrete top. Dramatic pilaster
with acanthus leaf corbel motif. Adler Bench
shown in 2817
14 | Arch. Salvage ARThomefurnishings.com Cirrus finish

Jackson Drawer Chest
233150-2823
BEDROOM 45.625W x 20D x 58H
Shown in 2823 Mist finish.
Also available in 2802 Parch finish.
Often this piece is an “also ran” in
the bedroom, but we designed this
case to stand alone. Extra wide
posts and top are “salvaged”
from a fireplace hearth. Projective
frieze on top drawer supported by
Victorian corbels. Raised veneer
overlay on posts adds dimension.
Gabriel
Bedside Chest
shown in 2823
Mist finish
Gabriel Bedside Chest

233142-2823
Jacksion
39.25W x 20D x 33H Drawer Chest
Shown in 2823 Mist finish. shown in 2823
Also available in 2802 Parch finish. Mist finish
Canted posts and plinth base give the chest a
sturdy appearance. Drawer fronts feature a Greek
meander carving detail, relief carved into fronts.
Coining detail in undertop molding. Concrete top.
USB charging function.

DINING
Gwynn Curio
China shown
in 2802
Parch finish
Mills Side
Chair shown
in 2817
Cirrus finish
Peace
Dining Table
shown with
2802 Parch
top and
2817 Cirrus
base
Reeves Host
Chair shown
in 2817
Cirrus finish

DINING
Pearce Dining Table Available only wtih 2802 Parch

(with one 26" leaf) top and 2823 Mist base.finish.
233221-2802 Unique blend of materials.
110/136L x 46D x 30.5H Industrial X stretcher supports
situated between scrolls and
Pearce Dining Table Top
struts. Reminiscent of an old
233221-2802TP balcony rail. Cirrus finish on
110/136L x 46D x 3H base, Parch finish on top. Fancy
face, high-low veneer top with Fenton Mobile
Pearce Dining Table Base Bar Server
233221-2817BS pattern inspired by a provincial
hardwood floor. Comfortably shown in 2823
30.125W x 82.25D x 27.625H Mist finish
seats 6–10.
Mills Arm Chair

shown in 2802
Parch finish
Mills Side Chair Reeves Host Chair Gwynn Curio China

233202-2817 233200-2817 233242-2802
22.5W x 24.875D x 43.125H 26.75W x 28.375D x 45.625H 46W x 20.5D x 94H
Shown in 2817 Cirrus finish. Shown in 2817 Cirrus finish. Available in 2802 Parch finish only.
Also available in 2802 Parch finish. Also available in 2802 Parch finish. Gracefully scaled arched door curio
Elegant profile to the back shape. Deconstructed host chair with with metal doors and provincial
High-low veneer technique on fronts. minimalized, exposed spine. chandelier lighting custom designed Mills Side Chair
Adam inspired overlays on backs. Contrasting fabrics inside and out. for this piece. Bunchable. Drawer shown in 2802
Beautiful from all angles. Available Tufted wing style. storage in foot. Planked back details. Parch finish
in arm and side. Antique seeded glass door panels.
Peace Dining Table

shown with 2802
Parch top and
20 | Arch. Salvage ARThomefurnishings.com 2817 Cirrus base

DINING
Reeves Bar Chair Hollis Counter Stool

233209-2823 233208-2839
24.5W x 25.125D x 46.125H 15.375W x 15.375D x 24H
Available in 2823 Mist finish only. Available in 2839 Cirrus/Mist
Deconstructed barstool follows a two-tone finish only.
lot of the same themes as the host Design inspired by a turned, newel Reeves Bar
chair. Metal scuff plate. post. Perfect scale and design to Chair shown
be used then tucked away. Vessel in 2823
shape. Nailhead trim. Mist finish
Fenton Mobile
Bar Server shown
in 2823 Mist finish
Fischer Mobile Bar Server

233265-2823
85.5W x 24D x 42.125H
Available in 2823 Mist finish only.
A highly unique entertaining piece.
Can be used as a buffet/server, a
counter height dining table or a bar. CHECK COLOR.
On casters for easy mobility and TWO-TONE FINISH?
multi-use. Pull out corbels and center
posts support the 4-paneled flip top.
Laminate work surface on back side
(bar side) for serving work station.
Front with top open High-low herringbone veneer pattern Back with top open
on door fronts.
Hollis Counter
Stool shown in
2839 Cirrus/Mist
22 | Arch. Salvage ARThomefurnishings.com two-tone finish

DINING
Reeves Host Chair

233200-2817
Reeves Host 26.75W x 28.375D x 45.625H
Chair shown Shown in 2817 Cirrus finish.
in 2817 Also available in 2802 Parch finish.
Cirrus finish Deconstructed host chair with
minimalized, exposed spine.
Contrasting fabrics inside and out.
Tufted wing style.
Leoni Round Dining Table

with 54" Glass Top
233225-281754
54W x 54D x 29.75
Leoni Round Dining Table
with 60" Glass Top
233225-281760
60W x 60D x 29.75H
Available in 2817 Cirrus finish only.
Generous European style pediment
base. Inset metal grill under top
with carved bellflower motif. Can
be used with 54" or 60" glass top
or used as a pair for a double
pedestal table. Glass top offered
in 3/4" thickness (sold separately).
Leoni Round
Dining Table
shown with
54" glass top and
2817 Cirrus finish base

Exhibit 2 - part 2
DINING
Mills Arm Chair

233203-2802
25.375W x 24.875D x 43.125H
Also available in 2817 Cirrus finish.
Elegant profile to the back shape.
High-low veneer technique on fronts.
Adam inspired overlays on backs.
Beautiful from all angles.
Available in arm and side.
Carr Sliding Door

Buffet shown in
2802 Parch finish
Carr Buffet
233250-2802
66.5W x 20.125D x 94.625H
Carr Baker’s Rack

233250-2802TP
62.625W x 13D x 54.625H
Available in 2802 Parch finish only.
Clean industrial metalwork
juxtaposed with smoked glass finials
and heavily carved pediment.
Salvaged statement piece. Metal
framed wood shelves are fixed.
Carr Sliding
Door Buffet
233250-2802BS
66.5W x 20.125D x 40H
Available in 2802 Parch finish only.
Sliding door provincial style casual
buffet with a concrete top. Touch
lighting. Smoked glass finials. Drawer
storage behind doors. Can be used
as stand-alone or with Baker’s rack.
Mills Arm Chair

shown in 2802 Hollis Counter Stool
Parch finish shown in 2839 Cirrus/
Mist two-tone finish

DINING
Carr Sliding Door

Buffet and Baker’s
Rack shown in
2802 Parch finish
Mills Arm Chair

shown in 2802
Parch finish
Mills Side Chair

shown in 2802
Parch finish
Leoni Rectangular
Dining Table shown
in 2817 Cirrus finish

DINING
Wren Buffet
233251-2823
76W x 21.375D x 40 H
Available in 2823 Mist finish only.
Need descriptive copy for buffet
or can use bullets as follows: Two
French doors with two adjustable
shelves behind each door. Shelves
feature wine storage cleats on
one side. One drawer behind
each door. Wood top.
Becket Dining Bench Mills Arm Chair

233212-2802 shown in 2802
88.125W x 23D x 29H Parch finish Becket
Dining
Shown in 2802 Parch finish. Bench
Also available in 2817
shown
Cirrus finish.
in 2802
Dining bench pulled Parch finish
from an old theatre. Fold
up/down seat allows for
easy entrance and exit.
Adam overlay carving
details in back.
Leoni Rectangular
Dining Table shown
in 2817 Cirrus finish
Leoni Rectangular Leoni Rectangular Available in 2817 Cirrus finish only.

Dining Table Dining Table Glass Top Generous European style pediment
233232-2817 233232-2817TP base. Inset metal grill under top with
100L x 48D x 29.75H 100L x 48D x .75H carved bellflower motif. Base can
be used with 54" or 60" round glass
Leoni Round
top or used as a pair for a double
Dining Table Base pedestal table. Glass offered in 3/4"
(two shown) thickness. Two bases must be ordered
233225-2817BS to accommodate the 100" x 48" glass
25.75W x 25.75D x 29.25H top. Glass tops sold separately.

Vaux Sofa Table
233327-2817
DINING 60W x 20/40D x 30H
Available with 2802 Parch finish top and
2817 Cirrus finish base only
Multi-function console table can be used
as occasional table, a writing desk or a
small dining table. Maximum functionality
in minimal space. Smoked glass finials with
metal X stretcher motif. High-low veneer top.
Reeves Host Chair

shown in 2817
Cirrus finish
Gwynn Curio
China shown
in 2802 Parch
finish
Mills Arm Chair

shown in 2802
Parch finish
Vaux Sofa Table

shown with 2802 Parch
finish top and 2817
Cirrus finish base
Keyes Martini Available in 2817 Cirrus

Table with Glass Top finish only.
233309-281736 Repurposed post can be
36W x 36D x 30.5H used as a stand-alone
occasional item or as a
Round 36" Glass Top
bistro dining table when
100225-110036 paired with a 36" round
36W x 36D x .75H tempered glass top (sold
Keyes Martini Table separately). Martini table
233309-2817 has concrete top. English
16W x 16D x 29.75H gothic inspired overlay.
Mills Side Chair
shown in 2802
Parch finish

LIVING
Searles Mirror
shown in 2802
Parch finish
Carr Sliding
Door Buffet
shown in 2802
Parch finish
Burton End
Table shown in
2823 Mist finish
Burton Cocktail
Table shown in
2823 Mist finish
Jardin Sectional
shown in 5023AA
Mist finish

LIVING
Townley Townley Burton Cocktail Table Burton End Table

Entertainment Unit Entertainment Console 233361-2823 233364-2823
233423-2823 233423-2823BS 50W x 50D x 19H 24W x 24D x 24H
81.625W x 20D x 90.5H 80W x 20D x 34H Available in 2823 Mist Available in 2823 Mist
Available in 2823 Mist Available in 2823 Mist finish only. finish only.
finish only. finish only.
Crane Accent Chair
shown in 5039AA
two-tone Cirrus/Mist finish
Luxuriously scaled, extra deep sofa
grouping with transitional tapered
foot and exposed wood panels.
Jardin Sectional available in

5023AA Mist finish only.
Edith Ottoman
shown in 5039AA
Jardin LAF Chaise Jardin Armless Loveseat Jardin Corner Chair Jardin RAF Loveseat two-tone Cirrus/Mist finish
533530-5023AA 533526-5023AA 533533-5023AA 533531-5023AA
36W x 70.75D x 30.5 56W x 44.75D x 30.5H 44.75W x 44.75D x 30.5H 62.5W x 44.75D x 30.5H
Also Available: Also Available:
Jardin Armless Chair Jardin LAF Loveseat
533528-5023AA 533529-5023AA
28W x 44.75D x 30.5H 62.5W x 44.75D x 30.5H

LIVING
Crane Accent Chair Edith Ottoman

533534-5039AA 533544-5039AA
32.25W x 36.5D x 33.5H 21W x 21D x 16H
Available in 5039AA two- Available in 5039AA
tone Cirrus/Mist finish only. two-tone Cirrus/Mist
Classic carved European finish only.
chair with exaggerated
captured back panel.
Spool foot on casters.
Jardin Sofa
shown in
5023AA
Mist finish
Jardin Chair Jardin Ottoman

533503-5023AA 533504-5023AA Burton End
35W x 39.75D x 30.5H 30.5W x 22.5D x 18H Table shown in
2823 Mist finish
Available in 5023AA Available in 5023AA
Mist finish only. Mist finish only.
Jardin Sofa Luxuriously scaled, extra deep

533501-5023AA sofa grouping with transitional
97W x 44.75D x 30.5H tapered foot and exposed
wood panels.
Available in 5023AA Burton
Mist finish only. Cocktail Table
shown in 2823
Mist finish
38 | Arch. Salvage ARThomefurnishings.com Jardin Chair shown in

5023AA Mist finish

LIVING
Townley
Entertainment Unit
shown in 2823
Mist finish with
2802 Parch back Mills Arm Chair
shown in 2817
Cirrus finish
Mills Arm Chair

shown in 2802
Parch finish
Vaux Sofa Table

shown with 2802 Parch
finish top and 2817
Cirrus finish base
Gabriel Writing Desk

233421-2802
58W x 26.5D x 30H
Available in 2802 Parch only.
Greek meander relief carved Vaux Sofa Table
drawer box. High-low planked top.
233327-2817
Beautiful accent writing desk that
is good for living or vanity areas. 60W x 20/40D x 30H
Tapered, carved legs. Available with 2802 Parch finish top
and 2817 Cirrus finish base only.
Multi-function console table can be
used as occasional, a writing desk or a
small dining table. Maximum functionality
in minimal space. Smoked glass finials
with metal X stretcher motif. High-low
veneer top.

LIVING
Townley
Entertainment Unit
shown in 2823
Mist finish with
2802 Parch back
Harrison Loveseat
shown in 5002AA
Parch finish
Sloane Cocktail
Table shown in
2802 Parch finish
Sloane End
Table shown in Harrison Sofa
2802 Parch finish shown in 5002AA
Parch finish

LIVING Coulter Swivel Chair
533516-5017AA
31W x 34D x 35H
Transitional mixture of
swivel function with
captured carved back
panel. Nailhead trim
over gimp welting.
Sloane End Table Sloane Cocktail Table

Maggi
233304-2802 233300-2802
Spot Table
24W x 28D x 24H 54W x 32D x 19H
Coulter shown in 2839
Available in 2802 Parch Available in 2802 Parch finish only. Swivel Chair Cirrus/ Mist finish
finish only. Sturdy rectangular cocktail with shown in 5017AA
Matching end table. fancy face, high-low veneer detail Cirrus finish
One storage drawer. on top. Urn inspired posts with
wooden stretcher base.
Harrison Sofa
533521-5002AA
94W x 43D x 26H
Available in 5002AA
Parch finish only. Maggi Spot Table Moss Lamp Table Drew End Table
Contemporary track arm 233308-2839 233363-2823 233303-2823
sofa captured within 15W x 15D x 25H 26W x 26D x 24H 28W x 15D x 24H
a church pew inspired Available in 2839 Available in 2823 Mist finish only.
bookcase frame. Available in 2823 Mist finish only.
Cirrus/Mist two-tone European garden inspired mixed
finish only. Demilune shape with mixed media
media table. Metal supports. Carved
(metal/glass/wood). Smoked glass
Octagonal turned interior and exterior molding details.
finials. Scaled perfectly for use with
accent table with Glass top with smoked glass finial.
Arch. Salvage upholstered items.
concrete top
in two-tone
finish. Reminiscent
of a large
candlestick.
Harrison Loveseat Harrison Chair

533522-5002AA 533514-5002AA
68W x 43D x 26H 34.25W x 35.5D x 27H
Available in 5002AA
Parch finish only.

INDEX ARCH. SALVAGE FINISHES
2802 Parch 2823 Mist 2817 Cirrus 2839 Cirrus/

Mist two-tone
Bryce Upholstered Panel Bed, Queen ••Headboard features finely Benjamin Mirror ••1" beveled mirror Gabriel Bedside Table ••1 drawer Pearce Dining Table ••Extends to 136" with
233125-2802 tailored fabric upholstery 233121-2802 ••Ships with mirror-supports for 233141-2802 ••1 shelf; open 233221-2802 one 26" center leaf
233125-2823 with a contrasting nailband 233121-2823 mounting on the 233130 Grayson 233141-2823 area is 17"H 110/136L x 46D x 30.5H ••Can accommodate
67.875W x 95.5D x 78H and nailhead trim 46.75W x 3.75D x 58H Dresser or 233131 Wren Dresser 26W x 18.25D x 30.125H pages 10 & 15 six chairs without leaf
pages 7 & 8 Pearce Dining Table Top ••Can accommodate
pages 12, 13, 14 & 15
Bryce Upholstered Panel Bed, King 233221-2802TP eight chairs with leaf
233126-2802 110/136L x 46D x 3H
pages 18, 19, Reeves Host Chair ••Stylized
233126-2823
83.875W x 94.125D x 78H Pearce Dining Table Base 20 & 21 233200-2802 “deconstructed”
233221-2817BS 233200-2817 design features
30.125W x 82.25D x 27.625H 26.75W x 28.375D x 45.625H finely tailored
button-tufted fabric
upholstery with a
contrasting nailband
and nailhead trim
••Ships KD, 1pc/ctn
pages 11, 18, 19,
20, 24, 25 & 33
Grayson Dresser ••6 drawers Gabriel Bedside Chest ••Concrete top Leoni Round Dining Table Leoni Round Dining Table ••3/4" thick, tempered glass top
233130-2802 ••Top LSF drawer features 233142-2802 ••3 drawers with 54" Glass Top with 60" Glass Top (sold separately)
233130-2823 drop-front for use with 233142-2823 ••Features USB 233225-281754 233225-281760 ••Will comfortably
70.125W x 19.875D x 41.75H A/V component 39.25W x 20D x 33H charging 54W x 54D x 29.75H 60W x 60D x 29.75H accommodate four chairs
pages 12 & 14 pages 6, 8 & 16 ••Top of base features inset
54" Round Glass Top 60" Round Glass Top metal accents
100225-110054 100225-110060
pages 24 & 25
54W x 54D x .75H 60W x 60D x .75H
Leoni Round Dining Leoni Round Dining
Chambers ••Headboard features finely
Table Base Table Base
Panel Bed, Queen tailored fabric upholstery
233225-2817BS 233225-2817BS
233155-2802 with a contrasting nailband
25.75W x 25.75D x .29.25H 25.75W x 25.75D x .29.25H
233155-2823 and nailhead trim
75.5W x 100.75D x 76H pages 6, 7, 8 & 9
Panel Bed, King Adler Bench ••Backless bench
233156-2802 233149-2817 features finely
233156-2823 69.625W x 21.375D x 26.5H tailored button-
tufted upholstery Mills Side Chair ••Planked front and back;
91.5W x 93.25D x 76H
with nailhead trim 233202-2802 out-back features
Chambers Wren Dresser ••Concrete top 233202-2817 decorative “scroll” overlay
pages 14 & 15
Panel Bed, Cal King 233131-2802 ••9 drawers 22.5W x 24.875D x 43.125H ••Seat features finely
233157-2802 233131-2823 ••Top LSF drawer features tailored upholstery with
91.5W x 97.25D x 76H 76W x 21.375D x 41H drop-front for use with nailhead trim
A/V component ••Ships KD, 2 pcs/ctn
pages 7 & 8 pages 18-21, 28-32
Leoni Rectangular ••3/4" thick, tempered
Dining Table glass top (sold
233232-2802 separately)
100L x 48D x 29.75H ••Will comfortably
accommodate
Leoni Rectangular eight chairs
Dining Table Top ••Top of base features
233232-2802TP inset metal accents
100L x 48D x .75H ••2 bases must
Leoni Round be ordered to
Dining Table Base accommodate the
Mills Arm Chair ••Planked front and
(two shown) 100" x 48" glass top
Searles Mirror ••1" beveled mirror Gady Nightstand ••3 drawers Jackson Drawer Chest ••5 drawers 233203-2802 back; out-back
233225-2817BS pages 28, 29, 233203-2817 features decorative
233120-2802 ••Can be hung vertically or horizontally 233140-2802 ••Features USB 233150-2802 pages 11 & 17 25.75W x 25.75D x .29.25H 30 & 31 25.375W x 24.875D x 43.125H “scroll” overlay
233120-2823 ••Ships with mirror-supports for mounting on 233140-2823 charging 233150-2823
48.375W x 3D x 39.75H the 233130 Grayson Dresser or 233131 34.5W x 18.5D x 32H 45.625W x 20D x 58H ••Seat features finely
pages 8, 9 & 13
Wren Dresser tailored upholstery
pages 12, 14 & 35 with nailhead trim
••Ships KD, 2 pcs/ctn
46 | Arch. Salvage ARThomefurnishings.com pages 21, 26,
28-33, 40 & 41


Hollis Counter Stool ••Features finely tailored
233208-2839 upholstery with nailhead trim
Mist two-tone
15.375W x 15.375D x 24H ••Ships Set-Up, 1 pc/ctn
pages 22, 23 & 27
Carr Sliding Door Buffet ••3 wood shelves with plate grooves Drew End Table ••Wood frame top Vaux Sofa Table ••Flip-top that extends top Moss Lamp Table ••Wood frame top
233250-2802 ••Concrete top 233303-2823 with tempered 233327-2817 surface area to 40" deep 233363-2823 with tempered
66.5W x 20.125D x 94.625H ••2 sliding doors 28W x 15D x 24H glass insert 60W x 20/40D x 30H when open 26W x 26D x 24H glass insert
••2 tray drawers with felt lining in the top ••Decorative metal ••Wood top and base with ••Decorative metal
Carr Baker’s Rack center drawer supports and decorative metal supports
233250-2802TP ••1 adjustable shelf, features wine storage ••Open storage structural support ••Wood base
Reeves Bar Chair ••Stylized “deconstructed” design 62.625W x 13D x 54.625H cleats on one side area is 17.75"H ••Open shelf storage; open pages 37 & 45
233209-2823 features finely tailored button-tufted
Carr Sliding Door Buffet ••Open storage area at ends with 2 fixed page 45 area is 18.375"H
24.5W x 25.125D x 46.125H fabric upholstery with a contrasting
233250-2802BS wood-frame-with-glass-insert shelves pages 32, 33, 41 & 43
nailband and nailhead trim
66.5W x 20.125D x 40H ••Touch operated LED lighting
••Ships KD, 1pc/ctn
pages 26, 27, 28 & 29
pages 22 & 23
Sloane End Table ••Stylized “parquet Burton ••Stylized “parquet floor” top Burton End Table ••Stylized “parquet
233304-2802 floor” top Cocktail Table ••Open storage 233364-2823 floor” top
Becket Dining Bench ••Planked out-back features decorative Wren Buffet ••Two french doors 24W x 28D x 24H ••1 drawer 233361-2823 ••Casters 24W x 24D x 24H ••1 drawer
233212-2802 "scroll" overlay 233251-2823 ••Two adjustable shelves behind each door, ••Open storage 50W x 50D x 19H pages 34, 35, 36 & 39 ••Open storage
233212-2817 ••2 flip-up double-wide seats 76W x 21.375D x 40 H features wine storage cleats on one side area is 11.4375"H area is 14.4375"H
88.125W x 23D x 29H ••Seat and in-back feature finely tailored ••One drawer behind each door pages 42 & 44 pages 35, 36,
fabric upholstery with nailhead trim ••Wood Top 38 & 39
••Ships Set-Up, 1 pc/ctn page 30
pages 30 & 31
Maggi Spot Table ••Concrete top Keyes Martini ••3/4" thick,

233308-2839 pages 6, 44 Table with Glass Top tempered
15W x 15D x 25H & 45 233309-281736 glass top (sold
Fischer Mobile Bar Server ••Flip-top bar surface features 2 support 36W x 36D x 30.5H separately)
233265-2823 pullouts per side ••Concrete top
Round 36" Glass Top
85.5W x 24D x 42.125H ••4 drawers; bottom 2 drawers (behind doors) page 33
100225-110036
are removable, “tray” style for functional
36W x 36D x .75H
storage and/or serving
••4 doors Keyes Martini Table
••2 removable shelves with wine storage cleats 233309-2817
on one side; will accommodate 18 standard Townley ••2 sliding bi-fold metal
16W x 16D x 29.75H
wine bottles Entertainment Unit doors with seeded glass
Gwynn Curio China ••Touch operated chandelier lighting 233423-2823 ••2 fixed wood shelves with glass inserts
••Casters
233242-2802 ••Mirror at top back 81.625W x 20D x 90.5H ••4 adjustable wood shelves with glass inserts
pages 21, 22 & 23
46W x 20.5D x 94H ••2 metal doors ••Touch operated LED lighting
Townley ••Wire management
••Seeded glass in doors and end
Gwynn Curio China Top Entertainment Hutch ••Parch finish on back
panels
233242-2802TP 233423-2823TP
••Back panel is grooved for “bead Gabriel Writing Desk ••3 drawers pages 36, 40 & 42
46W x 19.625D x 83H 81.625W x 17D x 56.5H
board” look 233421-2802 ••Distance from
Gwynn Curio China Base ••4 adjustable tempered glass shelves 58W x 26.5D x 30H floor to bottom Townley
233242-2802BS with plate grooves of apron is 24" Entertainment Console
46W x 20.5D x 11H ••2 drawers in base Sloane Cocktail ••Stylized “parquet floor” top page 40 233423-2823BS
pages 18, 19, 20 & 32 Table ••Open storage area is 12.375"H 80W x 20D x 34H
233300-2802 pages 42, 43 & 44
54W x 32D x 19H


Mist two-tone
Jardin Sectional
Jardin Armless Loveseat ••Down blend (5/95 50/50) Jardin Chair ••Down blend (5/95 50/50) Harrison Sofa ••Down blend (5/95 50/50)
533526-5023AA seat cushion and toss pillows 533503-5023AA seat cushion and toss pillows 533521-5002AA seat cushion and toss pillows
56W x 44.75D x 30.5H pages 34, 35 & 36 35W x 39.75D x 30.5H pages 38 & 39 94W x 43D x 26H pages 42, 43 & 44
Jardin LAF Loveseat ••Down blend (5/95 50/50) Jardin LAF Chaise ••Down blend (5/95 50/50) Jardin Ottoman ••Foam cushion Harrison Loveseat ••Down blend (5/95 50/50)
533529-5023AA seat cushion and toss pillows 533530-5023AA seat cushion and toss pillows 533504-5023AA page 38 533522-5002AA seat cushion and toss pillows
62.5W x 44.75D x 30.5H 36W x 70.75D x 30.5 pages 34, 35 & 36 30.5W x 22.5D x 18H 68W x 43D x 26H pages 42, 43 & 44
Jardin RAF Loveseat ••Down blend (5/95 50/50) Jardin Corner Chair ••Down blend (5/95 50/50) Crane Accent Chair ••Foam cushion Harrison Chair ••Down blend (5/95 50/50)
533531-5023AA seat cushion and toss pillows 533533-5023AA seat cushion and toss pillows 533534-5039AA ••Down blend (5/95 50/50) 533514-5002AA seat cushion and toss pillows
62.5W x 44.75D x 30.5H pages 34, 35 & 36 44.75W x 44.75D x 30.5H pages 34, 35 & 36 32.25W x 36.5D x 33.5H toss pillows 34.25W x 35.5D x 27H pages 42 & 44
pages 36, 37, 38 & 45
Jardin Armless Chair ••Down blend (5/95 50/50) Jardin Sofa ••Down blend (5/95 50/50) Edith Ottoman ••Foam cushion Coulter Swivel Chair ••Down blend (5/95 50/50)
533528-5023AA seat cushion and toss pillows 533501-5023AA seat cushion and toss pillows 533544-5039AA pages 37 & 38 533516-5017AA seat cushion and toss pillows
28W x 44.75D x 30.5H pages 34 & 35 97W x 44.75D x 30.5H pages 38 & 39 21W x 21D x 16H 31W x 34D x 35H pages 6, 7, 44 & 45

Main Office: 1165 Auto Center Drive, Ontario, California 91761 909.390.1039 Fax 909.390.1059
High Point Office/Showroom: 222 South Main Street, Plaza Suites Space 200, High Point, North Carolina 27260 336.882.1600

11/29/2018 Opposites attract-ive | Furniture Today
eLetter Subscription | Subscribe Now | Digital Edition | Buyers Guide | Research SEARCH
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benefits. Only at Marriott.com $364
JW Marriott Marco Island Beach Resort
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Opposites attract-ive
Casual, glam to dominate April case goods intros
Thomas Russell, March 22, 2016
HIGH POINT — Case goods introductions planned for the upcoming April Our lowest prices.
High Point Market offer a mix of traditional and contemporary forms that Instant benefits. Only at From
continue to bring casual looks to each style segment thanks to dry,
Marriott.com $364
distressed finishes that often highlight wood grains. JW Marriott Marco Island Beach
Resort
These wood grains, including varieties such as hickory, elm, ash and oak,
offer a visual palette that complements the drier finishes, adding a sense of VIDEOS
texture to headboards, table tops and corresponding case pieces. This dining table is part of A.R.T.
Furniture’s Morrissey collection. New City Furniture store is …
Made with primavera veneers, it
combines European, Art Deco and
West Indies influences for a casual,
urban glam appeal.
New City Furniture store is great; 'best-ever' store to

come in July
MORE VIDEOS
Glam also continues to play a role in case goods style direction this market, offering a mix of champagne, gold
and silver tones on pieces accented with materials such as mirrors, glass, stainless steel and stone. At some
resources, rose gold hardware also appears to be coming on strong as an alternative to champagne, silver and
stainless steel tones.
These and other designs were seen at the March 7-8 Premarket.
One of example of the glam-inspired introductions is Bernhardt’s Savoy Place, a 45-piece neo-traditional
collection that is made with quartered ash veneers and ash solids in a two finishes, a light brown mushroom
tone called chanterelle and a soft ivory.
These pieces are accented with nickel-plated, die-cast hardware in a bright silver finish and nickel plated metal
grill work as seen on a curio display cabinet. The collection also combines Greek key design elements seen on
hardware and the inlays on drawer fronts and table tops as well as some Chinese Chippendale influences. The
collection is further softened with raffia accents and case pieces covered in a damask-patterned fabric.
http://www.furnituretoday.com/article/529656-opposites-attract-ive/ 1/4

A.R.T.’s 41-piece Morrissey collection also has some urban glam elements that combine European, Art Deco
and West Indies themes.
It uses silver, coffee bean and neutral gray tone finishes over primavera veneers and parawood solids. It also
incorporates mixed media elements such as crocodile patterned leather, travertine stone tops, and plated metal
and glass accents on various pieces.
Hooker Furniture’s 75-piece Auberose collection has a mix of Tuscan and European country design elements
that give pieces an old world-inspired flair. This is seen on the shaping of tops of bunching bookcases,
computer credenzas, and on scrolled fretwork back dining chair backs, and the bases of round pedestal dining
tables. Shaping is also seen on the headboards of wood and upholstered panel beds and on a buffet with a
hand-painted scroll motif.
Finishes that include a main brown finish with heavy distressing and accent finishes of antique white and
charcoal add a timeworn, casual appeal to the collection.
Stanley’s 70-piece Juniper Dell offers a mix of 17th century English and
Our lowest prices. Instant
French country inspired forms that often take a more modern approach
thanks to painted finishes such as a highly chipped and distressed white
benefits. Only at
over maple veneers and a wood tone finish called English clay over Marriott.com
planked pecan veneers. A silver leaf accent finishes seen on a mirror and JW Marriott Marco Island Beach Resort
accent table base also add modern flair to these traditional forms.
From
Kincaid’s Greyson collection has Bernhardt’s 45-piece Campania collection bears rustic traditional elements. $364
European casual design elements. It Made with white oak solids and veneers, its traditional themes are seen in
is made from solid oak and solid the form of canted posts, acanthus leaf carvings and scroll details. But the
alder in a twotone finish.
forms are made casual thanks to the dry weathered sand finish with gray
undertones. These combine with accents such as cast crushed stone, turned metal, antique mirror and nickel-
plated die-cast zinc hardware for added and sophistication.
Kincaid also addresses traditional forms with Greyson, a European casual collection featuring solid alder bases
and frames in a dark painted finish and solid oak tops in drier wood finishes. Taking a cue from some of the
WILL TARIFFS AFFECT YOU?
construction elements seen in kitchen cabinetry and even the textured nature of some wood flooring, it features
mostly clean-lined forms as well as mitered, beaded edges on case pieces.
“It allows it to have a casual edge to it without looking old and tired,” said Max Dyer, vice president of marketing
for La-Z-Boy’s wood division, of the mix of the traditional yet casual forms.
Sister company American Drew is using fumed and anilinedyed veneers in its new AD Modern Classics and
Organics collections, both of which feature clean-lined forms that offer a dramatic wood story through such
treatments.
See the latest list of furniture-related items covered by

Made with cathedral elm veneers, A.R.T.’s 36-piece Arch. Salvage is a lifestyle collection available in several the proposed tariffs on Chinese imports. Furniture
finishes, including open-grain casual finishes called parch and mist and a weathered plaster tone finish called Today will continue to update this list as more details
are released. Check it out!
cirrus. An additional oxidized pewter tone finish called rifle is also available on various items.
It incorporates various European architectural elements on various moldings and posts inspired by door frames HIGH POINT MARKET
and mantles as well as acanthus leaf around the perimeters of drawers, and planked details on drawer fronts
and table tops.
“We tried to capture a fresh perspective here with the color palette,” said Adam Tilley, vice president of
merchandising at A.R.T., adding that combined with the architectural forms and high-low treatment of planked
veneers “it makes a confident statement.”
Universal Furniture’s 25-piece Synchronicity offers contemporary casual design elements that incorporate mid-
century forms. Made with quartered ash veneers in two low-sheen finishes, it also features various mixed media
elements. Whether you made it to High Point for the latest
market, or just want to see what happened, see
Furniture Today's coverage of the Fall 2018 High
“It is contemporary furniture made casual through the use of wood species, finish, metal and stone,” said Jeff
Point Market.
Scheffer, president and CEO. “We needed a good contemporary collection, and we as a company felt we would
Market news, click here
be more successful on the casual side versus slick contemporary.” See Live at Market Videos
See PBM's News Desk Video coverage
Universal’s Elan collection, meanwhile, incorporates Belgian inspired designs. Made with flat cut elm veneers, it
features design elements such as turned legs on tables and open fretwork design on side dining chairs. It also
features different finishes — Belgian wheat, mist and coriander — that often offer a casual two-tone effect on
various items.
“It is a familiar case form that with this finish (story) we think is exceedingly fresh,” Scheffer noted.
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SLF’s 90-piece Urban Vintage offers three collections that combine rustic and industrial elements, seen SEARCH
particularly in the heavy wood tops and heavy iron bases of dining tables and thick metal tubing on the
headboard and footboard of a wood and metal panel bed. The same collection is rich in accent pieces,
including a work table with a turnbuckle inspired base and various accent table and display cabinets.
Casual traditional design elements are also seen in Fairmont Designs’ Devonshire collection, as well as its

Arlington Heights, a transitional Louis Philippe featuring updated functional features such as LED lighting in a
china hutch unit, hidden storage in cases and a mantel panel bed with builtin lighting.
Furniture Today
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Casual, coastal cottage inspired influences are seen in Hooker Furniture’s Sandcastle collection, which offers a
creamy white painted finish with some brush stroke and subtle rub through on birch veneers and poplar solids.
Its casual flair is further seen in woven sea grass accents seen on the headboard and footboard of a panel bed Like Page Sign Up
and on the doors of a buffet.

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Fairmont Designs’ Biscayne Bay is another collection that incorporates casual transitional design elements
with a coastal feel. Made with ash veneers in a light salted ash finish, it too, incorporates woven natural
materials as seen on the top drawers of case pieces. Furniture Today
about an hour ago
Slim Furniture's sofas, chairs and

INDUSTRY RESEARCH ottomans are designed to be taken
apart, reconfigured and moved ... all
Furniture Today's 2018 Retail Planning Guide without tools. “My 71-year-old mother
moved her own furniture, and she is so
proud of that," the company’s VP said.
Furniture Today's 2018 Retail Planning Guide includes our exclusive
economic analysis of 2017. Review and purchase the full report.
Thomas Russell | Associate Editor, Furniture Today

trussell@furnituretoday.com
I'm Tom Russell and have worked at Furniture/Today
since August 2003. Since then, I have covered the
international side of the business from a logistics and sourcing
standpoint. Since then, I also have visited several furniture trade
shows and manufacturing plants in Asia, which has helped me gain
perspective about the industry in that part of the world. As I
continue covering the import side of the business, I look forward to
building on that knowledge base through conversations with
industry officials and future overseas plant tours. From time to time,
I will file news and other industry perspectives online and, as
always, welcome your response to these Web postings.
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11/29/2018 Smaller upholstery footprint puts focus on function | Furniture Today
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Smaller upholstery footprint puts focus on function

Cindy W. Hodnett, April 1, 2016
HIGH POINT — Furniture for small spaces demands functionality and thoughtful design, but consumers living in
these spaces have the same desire for a custom look as their counterparts with larger residential footprints. Our lowest prices.
And contrary to what some might think, small space does not always translate into a small price tag.
Marriott.com $224
At the upcoming High Point Market, many upholstery and case goods manufacturers are offering small-space Fort Lauderdale Marriott Harbor
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product introductions, and representatives say they expect the category to continue to grow.
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“The lifestyle changes of consumers and the popularity of more transitional, relaxed and casual design (is
driving the category),” said Eric Graham, president of Fine Furniture Design. “We anticipate the demand for
smaller, versatile home furnishings to continue to increase as boomers downsize and younger consumers begin
to buy and furnish their homes.”
From smaller tables with banquet seating to sofas that can “float” in a room, Fine Furniture Design is
developing furniture appropriate for smaller rooms as well as open loft spaces. Graham said retailers can
merchandise items in several configurations on the retail floor, accompanied by point-of-sale marketing
materials with floor-plans for various room sizes to show versatility.
The Finger Print arm

chair by Bunakara is
multifunctional and retails
for $799.
http://www.furnituretoday.com/article/530065-smaller-upholstery-footprint-puts-focus-function/?__hstc=182788345.664b9dc054b5f524eb53b5a4d4f27d… 1/6

Innovation USA has been designing sofas that convert into

sleeping space, such as this Cassius model, since 1986.
MC Avenue is a Marge Carson

collection that features smaller
scale and the company’s classic
designs.
“When we are designing items like this, we no longer think about which particular room they will go in, but rather
the many different rooms they could work in,” he said. “For example, showing the Victoria Banquet seating in
different configurations on the floor along with various room scene photography helps demonstrate its versatility
in size as well as how it can be positioned in a room, whether it’s against a wall or floating in the room.”
At A.R.T. Furniture, market introductions developed for small spaces include a variety of styles with creative benefits. Only at
features that allow the consumer to maximize functionality. Adam Tilley, vice president of merchandising, said Marriott.com
multi-functionality is one of the key design strategies.
Aruba Marriott Resort & Stellaris Casino
“It’s all about furniture that does double duty,” Tilley said. “In our new Morrissey collection, we pair items like the From
Trellis chair on casters and occasional pieces that have storage capacity with West Indies, Art Deco,
Neoclassical design elements.”
$449
The Arch. Salvage collection, A.R.T.’s second collection introduction, offers multifunctionality in pieces that
showcase a “discovered” design aesthetic.
“This group is about taking old elements and making them new, giving an authentic element to new furniture
pieces,” Tilley said. “But you have features like a dining bench that lifts up to make it easier to exit in tight
spaces and a footboard with a built-in cedar storage chest.”
At Joybird Furniture/Four Studio, founder Josh Stellin said four “apartment size” collections are available.
“Reduced depth has been a key, along with smaller-than-loveseat widths,” Stellin said, explaining the defining
characteristics of the company’s small-scale line. “Generally, a 72-inch loveseat could be substituted for an
apartment size sofa; however, we saw demand in the mid-to-low 60-inch range.
“Before, you had limited options for a 64-inch sofa, but now with the scale of manufacturing, it’s been easier to
bring style to that market,” he said. “While homes are being constructed at similar sizes, more people are
moving back into major downtown areas where construction is booming. These spaces are a bit more confined
… People have a hard time visualizing these spaces at times, so the more we can do as an industry to show
functionality and efficient use of space, the better.” the proposed tariffs on Chinese imports. Furniture
Today will continue to update this list as more details
Manufacturers not traditionally known for small silhouettes also are bringing small-space furniture to the
showroom floor. At AICO, the Studio division includes modular components and “intriguing shapes mixed with
interesting fabrics and the signature Michael Amini details,” according to Laurie Phillips, vice president of HIGH POINT MARKET
upholstery.
“Different generations have different needs,” Phillips said. “Many Baby Boomers are downsizing due to empty
nests or even buying smaller second homes. Millennials are not buying large homes, if buying at all, and are
renting smaller spaces. Many large cities are building vertically, with smaller but highly functional apartments
and condominiums.”
Phillips said that she thinks the demand for small-space furniture represents an opportunity for manufacturers.
“We think demand for smaller-scale upholstery will be around for the foreseeable future, and we are continuing Whether you made it to High Point for the latest
our focus, with case goods and upholstery, for highly functional, flexible and better-end products. There is a lot market, or just want to see what happened, see
of disposable small upholstery, but there are many consumers who want good quality, good design and good Point Market.
value,” she said.
See Live at Market Videos
High-end manufacturer Marge Carson became a player in the small-space arena with MC Avenue, a collection See PBM's News Desk Video coverage
described as “lighter-scaled furniture with smaller dimensions.” The MC Avenue group has been well received

since its debut at High Point Market last year.
Innovation is expanding its product line with

pieces such as Recast to address growing
consumer demand for multifunctional pieces.
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Baxter is a small-
scale sofa by
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spaces by Vox.
“The generously proportioned European traditional and contemporary designs we’re known for are right for a lot
of homes that command that type of furniture,” said Will Sharp, president of Marge Carson. “However, we Furniture Today
about an hour ago
recognize that consumers of all ages in different stages of life have needs for well-designed, quality furniture
that is suited for a smaller environment.” Slim Furniture's sofas, chairs and
ottomans are designed to be taken
At Norwalk Furniture, small-space options include seating via sofas, loveseats and chairs, as well as a apart, reconfigured and moved ... all
hanging headboard collection. Additionally, a swivel chair group and accent ottomans extend the line’s without tools. “My 71-year-old mother
versatility. moved her own furniture, and she is so
“In recent years, we’ve seen a growing interest in smaller living spaces, extending all the way from the tiny
house phenomenon to ‘right-sizing’ of new home construction to apartment and condo living,” said Caroline
Hipple, president. “No longer do we see a strong demand for the mega mansion, but rather for much more
human, manageable spaces in new construction.”
Hipple said retailers can maximize their sales in the small-space category by showing products in multiple
ways. She added that the life stages of Millennials will continue to drive demand for new small-space products.
“Experience has shown us that retailers who display our swivel chair with a stationary chair of the same design
significantly increase sales for both swivel and stationary chairs,” Hipple said. “By offering options to the end
user, the consumer can see how to use them and better visualize it in their homes. The result is that they buy
more.
“We expect this trend to continue as the Millennial generation ages into their key buying years,” Hipple said.
“Not only will the dual-purpose nature of the pieces appeal to them from a financial standpoint because these
pieces are a smart buy, but also because this is the first generation that we’ve seen that is highly focused on
scaled-down living. The oldest Millennials are in their early 30s, and there are millions of them coming into their
best buying years within the next 10 years.”
Dixon Bartlett, project manager for Bunakara, agreed.
“The demographics of the retired Boomer and the emerging Millennials all focus on smaller homes and more
flexible spaces within those homes,” Bartlett said. “These smaller spaces require triple-duty flexibility and
versatility.”
European consumers have long been accustomed to furnishing smaller spaces since expensive city addresses
often come with diminutive floorplans, and several suppliers with European roots are bringing the aesthetic to
High Point Market. In 220 Elm, for example, EQ3 is introducing configurable products that are customizable
with more than 140 fabrics and leathers.
“Solo, Stella and Salema upholstery collections are designed to accommodate smaller spaces, and we also
have a selection of dinettes that work great for smaller living spaces,” said Laura Spencer, wholesale sales
coordinator. “A lot of EQ3 productions are highly configurable which allows them to work in to the restrictions of
smaller footprints, specifically upholstery, shelving and dining items.”
The Lynette chair and


y
ottoman by Norwalk feature
a scaled-down footprint.
Morrissey is a new collection at

A.R.T. Furniture that features
multifunctional pieces.
Reverie is a small-space
sofa option by EQ3.
The Holcomb sofa is part of

A.R.T. Furniture’s Epicenters
collection.
Innovation USA is a Danish company and has been developing multi-functional sofa beds for small-space
living since 1986. Innovation representative Tomas Nielsen said the company is currently offering three
individual collections that address the need.
“We have our U.S. warehouse collection named Innovation Home, and all of the products in the collection are
convertible sofas design and scaled for small-space living,” Neilsen said. “We sell to more than 300 dealers
nationwide from our U.S. warehouses.
“Our second collection is our direct container program from our own factories in China, where we offer an even
wider range of models, fabrics and detail options,” Neilsen continued. “On top of that, we have our very
successful OEM program where our in-house design team develops customer-specific designs.”
Neilsen said that Innovation is evolving its product line to meet consumer demand for additional small-space
options.
“As metropolitan-based new constructions are much smaller in footprint and the traditional way of living is
challenged, the house is set up in a more functional way and therefore, we see a demand for functionality and
space-saving furniture for the living room as well,” he said. “Over the last three to four years, we have branched
out and started to design functional furniture for the living room as well. One of the new introductions this year is
our Magni sofa, which is a queen-size bed, cleverly hidden in a sofa with feather seat cushions.”
At Vox, the Balance collection allows consumers to customize their furniture according to their specific space,
design and lifestyle requirements. Export Sales Director Lukasz Szymanski said the company’s customers “feel
a strong connection with our products as co-creators.”
“Apartments in big cities are very expensive, so every square foot is important,” Szymanski said. “The more
function you can have in one square foot, the more interesting and useful it will be. You are not using tables for
eating all day, so why not use it as a desk for part of the day and as a playground for another part of the day?”
Szymanski agreed that helping retailers design floor space is imperative.
“Merchandising is one of the most important issues,” he said. “You need to know how to create an exposition
display experience that will help customers dream about this particular room. Our customers are not just buying
tables or sofas. We help them realize their dreams about stylish, clever and functional interiors in the same
space.”

Cindy W. Hodnett | Upholstery/Style Editor

chodnett@furnituretoday.com
As the Upholstery/Style Editor for Furniture/Today, I
spend my work hours studying the sloping curves of
sofa frames, the intricacies of fabric and the nail head trim and
button accents that function as jewelry on a piece of upholstery. I
research the companies that bring these things together for
retailers, and ultimately consumers, and interview industry leaders
about their business strategies and where they think furniture is
heading in the future. And when traveling, I provide a sneak peek at
what I'm seeing, whether at international markets or in High Point or
Las Vegas.
I look forward to sharing what I see and I hope you'll feel free to do
the same. Email me at chodnett@furnituretoday.com or follow
me on Twitter @CynthiaWHodnett.
Add a comment...
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11/29/2018 Casual, lighter looks lead case goods offerings | Furniture Today

Casual, lighter looks lead case goods offerings

Thomas Russell, April 27, 2016
HIGH POINT — Case goods resources showing here this week are employing different strategies all aimed at
boosting the presence of bedroom and dining collections on retail floors in the year ahead. Our lowest prices.
Collections of all sizes are taking a mostly casual approach to the wood category, particularly with finishes. With Marriott.com $132
few exceptions, most finishes are lower sheen, which allows them to show off wood grains of species such as Courtyard New Haven at Yale
oak, walnut, ash and hickory. In other cases, the finishes have a washed look, marking yet another attempt to
attract consumers in different regions with lighter tones.
VIDEOS

come in July
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Dealers will also see a number of new licensed lines as well as solid wood initiatives aimed at competing with
Amish resources.
The lighter touch
Among the highlights in the lighter finishes include Universal’s Elan collection,
which offers 25 SKUs of bedroom, dining and occasional with Belgian design
influences and featuring a light finish called Belgian Wheat on flat cut elm
veneers.
This contrasts with the more contemporary Synchronicity, which is made with
quartered hickory and ash veneers in a two-tone soft brown finish called Horizon
and a lighter finish called Moonlight.
Hooker Furniture’s Sandcastle collection offers coastal cottage design influences

as seen in its use of birch veneers and poplar solids in a casual creamy white Part of Najarian’s new Patina
painted finish with brush stroke and rubthrough effects. The collection also makes collection, the bar curio has
use of natural elements including woven sea grass on the backs of bar stools, retro design elements and
features matte gold inlays,
door fronts of a buffet and on the headboard and footboard panels of a wood
which contrast with the blond
panel bed. wood finish.
Hooker’s Auberose collection, meanwhile, offers select pieces such as a writing desk, executive desk,
entertainment console, buffet and round dining table and chairs in an antique white finish with hand-painted
details.
A.R.T. Furniture’s 36-piece Arch. Salvage offers lighter finishes that include Parch, a dry, open-grained casual
http://www.furnituretoday.com/article/530979-casual-lighter-looks-lead-case-goods-offerings/ 1/5

p g g , y, p g
finish with a sand or straw tone. Other finishes in the collection are also lighter in tone, including Mist, a neutral
gray tone, and Cirrus, a painted finish with plaster like effect on various case pieces, beds and tables.
Licensing leaders
Licensing continues to play a role in case goods, including in-line groups that are performing well at retail.
Perhaps the biggest launch in licensing this market is the new Rachael Ray Home collection with Legacy
Classic. It features roughly 100 pieces spread over three case goods collections covering urban modern,
Americana and casual contemporary style themes. In addition to the typical dining and bedroom pieces, it
includes other signature items such as kitchen islands and utility cabinets that offer both style and functionality.
AICO’s Michael Amini and Jane Seymour Design Collaboration, which is entering its seventh year, is launching
a new 25-piece addition this market called Melrose Plaza. Offering bedroom, dining and occasional, it plays off
similar themes in previous successes such as Hollywood Swank and Hollywood Loft with a clean-lined
contemporary lineup featuring mixed media such as crystal, vinyl and fabric combinations. It is also priced in the
same realm as Hollywood Loft and Glimmering Heights, which represents a starting price point for the line.
Klaussner Home Furnishings is adding to its licensed Trisha Yearwood line with a new 31-piece wood collection benefits. Only at
called Music City. Made with oak veneers in a gray finish, it has more contemporary design elements that mirror Marriott.com
some of the styles Yearwood is said to have chosen for a new home in Nashville.
Geoff Beaston, Klaussner senior vice president, described the finish as a flat sheen, transparent gray tone that From
allows the grain to show. He added that various pieces also are accented with brushed steel hardware and
other metal accents such as the Xs and Os in the headboard of a panel bed.
$132
“Trisha’s furnishings have been tremendously successful,” Beaston said of the licensed line introduced last
April. “She has a great talent for creating furniture that is as beautiful as it is comfortable.”
TV celebrity and designer Joanna Gaines is adding to her successful Magnolia Home line at Standard Furniture
this market and is adding a youth component as well called Magnolia Kids. Lexington Home Brands also is
adding a new Tommy Bahama Home collection, and Theodore Alexander is launching Califolio, a licensed line
with designer Michael Berman that features a modern design aesthetic that combines with a southern
California-inspired lifestyle approach.
Solid wood selection
In addition to typical go-to resources in the solid wood category such as Copeland Furniture, Kincaid, Bassett
Furniture and A-America, others are getting into the solid wood category this market. That includes Hooker and
Fairmont Designs, both of which are launching new solid wood dining programs this market. In each case,
various tables are paired with a range of chairs and side pieces such as sideboards and servers.
“Customers are telling us they are having success with solid wood dining,” said Steve York, noting that the
company is offering a number of groups featuring table and four-chair combinations retailing from $1,199 to the proposed tariffs on Chinese imports. Furniture
$1,499. Today will continue to update this list as more details
Vaughan-Bassett is launching a new solid wood bedroom program called

Artisan & Post that offers two colllections: one made with solid cherry and HIGH POINT MARKET
solid oak and the other made in solid maple, each available with multiple
finish and hardware options. The company plans to warehouse the entire
line – some 300 SKUs factoring in all the wood and finish combinations –
and plans to ship it from the domestic warehouse within seven to 10 days
of the order.
Calling it a step-up product from the regular veneered bedroom line
This nightstand, which can double as featuring four piece bedrooms retailing from $2,599 to $3,599, company
an end table, is part of the new CEO Wyatt Bassett said the collection is a “great value proposition” and
Whether you made it to High Point for the latest
licensed Califolio collection by one that offers retailers a compelling story. “If you are going to grow, you market, or just want to see what happened, see
Michael Berman at Theodore Furniture Today's coverage of the Fall 2018 High
just can’t fulfill a need, you have to fulfill a desire,” he said of solid wood
Alexander. Point Market.
bedroom. “It is about how do you make it a growing category – how can
you take the square footage in bedroom and make it a dynamic selling space?” Market news, click here
Berg Furniture is also adding a solid wood youth program, with beds and bunk bed options made with solid
pine

pine.
While some of this product aims to compete with Amish resources, some of those resources plan to compete
aggressively as well. That includes Conrad Grebel, which is launching three bedrooms and three dining sets,
each hitting new style categories and products, including transitional upholstered beds and live edge tables with Search for Products/Companies
different steel base options. “I believe this will be the market where we have put our best foot forward in new SEARCH
styling for a new audience,” said company President Chad Gascho.
Simply Amish, another solid wood Amish resource, has partnered with a Canadian showroom designer to offer
a full menu of accessories that dealers can buy just as it’s displayed. “A lot of stores try to put it together on Furniture Today
16,235 likes
their own,” said Kevin Kauffman, company founder. “This just makes it easy.”
Filling in the gaps

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A number of case goods resources also are adding new bedroom and dining room lines that fill perceived voids.
For example, in addition to its Trisha Yearwood line, Klaussner is adding two new short bedrooms, including a Be the first of your friends to like this
glam-influenced set featuring mirrored accents and fret overlays on drawers that retails at $1,899 for four pieces
and a second Mediterranean influenced bedroom that starts at $1,599 for four pieces. In addition, Klaussner is Furniture Today
showing a dining set made with mango veneers built off a successful bedroom. about an hour ago

Najarian is adding five bedroom and dining groups featuring dining sets, $899 to $1,199 retail for a table and
four chairs, and four-piece bedrooms, $999 to $1,499 retail. “That is where we do some volume and where
people look for us to be,” said Michael Lawrence, vice president of sales. without tools. “My 71-year-old mother
Elements International is introducing 10-12 new bedrooms, $999 to $2,499 for four pieces, said Mike Wurster, proud of that," the company’s VP said.
president. It also is adding six new dining sets that retail from $399 to $1,199 for a table and four chairs these in
addition to the 15 dining sets that it ordered from the 30 introduced at the January Las Vegas Market.
Wurster said he is optimistic about the show. “Even though we are hearing some parts of the country are slower
than others, we think retailers are always on the lookout for things they don’t have at the prices we have to
offer.”

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11/29/2018 Market highlights | Furniture Today

Residence Inn Las Vegas Hughes Center
Market highlights
Furniture Today Staff, May 3, 2016
Several trends took center stage in a range of product categories — inspiring the imagination and attracting the
buyers’ commitment: from mirrored details to angular features, from strong blue to ruby red, from industrial Our lowest prices.
elements to gentle, white washed finishes. All that and more were highlighted at the April 2016 High Point Instant benefits. Only at From
Market.
Marriott.com $129
Courtyard Orlando East/UCF
Area
BLUE LIKE JAZZ

VIDEOS

come in July
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Thomasville’s Isla is available in

a sectional or sofa configuration
and features a curved-front rail
and welt detail. Isla is part of the
Anthony Baratta debut collection.
TA-DA TUFTS
Paying homage to Art Deco and

Mid- Century with urban
geometrics, playful motifs and
vibrant contrasts, Nathan Anthony’s
Dali embraces an innovative
reversetufting technique that
makes the outside back graphic
pop off the chair (like a 3D effect).
FRAME WORK
Delano by Gus Design Group

was a best of market placement
for Gus Design Group and
balances industrial aesthetics
with black, white or brown
http://www.furnituretoday.com/article/531158-market-highlights/ 1/4

leather; blind-tufted, top-stitched

seat and back cushions; and a
polished, tubular stainless steel
frame.
INDUSTRIAL EDGE
This dining set by Zuo Modern

features contemporary, industrial-
inspired metal bases and a top in a
natural wood finish.
RUBY SLIPPERS
Corey Damen Jenkins introduced

a collection at Leathercraft,
including the Gwendolyn Tete-A- benefits. Only at
Tete, which received a strong Marriott.com
buyer response at High Point Courtyard New York Manhattan/Central Park
Market.
From
LEATHER LOVE
$199
Lazzaro Leather’s new
Metropolitan Home line includes
five collections of classic,
transitional and contemporary
leather upholstery. Each features a
sofa, love seat, chair and ottoman WILL TARIFFS AFFECT YOU?
in colors ranging from neutrals to
eye-catching colors such as this
rich ruby red.
MIRROR MIRROR
Becara was just one of several

High Point newcomers with a big
emphasis on occasional. the proposed tariffs on Chinese imports. Furniture
HIGH POINT MARKET

WHITE WASHED
This dining set is part of A.R.T.

Furniture’s Arch. Salvage
collection. The table is shown in a
two-tone gray finish called Mist and
a lighter plaster-inspired finish
called Cirrus shown on the base.

OPEN GRAINS Furniture Today's coverage of the Fall 2018 High
Point Market.
Buyers responded well to the
wire-brushed finish on this See Live at Market Videos
bedroom by Acme Furniture. See PBM's News Desk Video coverage

ANGULAR ELEGNACE
The Exeter dining set by Copeland

Furniture is made with solid Search for Products/Companies
American black walnut in a natural SEARCH
finish. It also features a
geometrically inspired base.
Furniture Today
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Furniture Today Staff | Staff Editors

Furniture Today
Furniture Today covers all the news concerning manufacturers, about an hour ago
retailers and suppliers in the home furnishings sector.
without tools. “My 71-year-old mother
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12/4/2018 A.R.T. promotes Adam Tilley to SVP of product, marketing | Furniture Today
A.R.T. promotes Adam Tilley to SVP of product,

marketing
Tilley joined company last year as vice president of merchandising for case
goods.
Thomas Russell, October 18, 2016
HIGH POINT – Case goods and upholstery manufacturer A.R.T. Furniture has promoted Adam Tilley to senior
vice president of product and marketing, a new position.
Tilley joined the company last year as vice president of merchandising for the company’s case goods division.
In this position, he has overseen the launch of several successful collections including the vintage-inspired VIDEOS
Arch, Salvage and the modern, glam-influenced Morrissey collection.
Posted by Furnitur…
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BedGear launches new retail experience

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In his new role, he reports to Jeff Cook, CEO and will lead the development of new
product, including collections. He also will oversee comprehensive retail and
consumer marketing initiatives and support, the company said.
“There is no question that in just one year Adam has had a major influence on the
growth and success of A.R.T.,” Cook said in a statement. “As we continue our
Adam Tilley
aggressive growth strategy, I am honored that Adam has chosen to take the senior
leadership position in setting the strategy for our entire product line and new product extensions. He has shown
incredible leadership, and I know that our retail partners really appreciate what he has done for them.”
Tilley said he looks forward to his new role with the company.
“I’m excited to continue to grow with A.R.T. Furniture and its exceptional team,” said Tilley. “My goal is to
continue to create inspired furniture that meets the retail and consumer demands in terms of style, aesthetic,
and functionality, as well as providing our retailers marketing support to help sell the product in their stores.”
At the High Point Market, A.R.T. is showing three new major collections at market, including Epicenters Austin;
Cityscapes, a comprehensive 45-piece collection with spa contemporary styling and the 54-piece Roséline
collection, which combines casual European traditional design and glam influences.
At the High Point Market, A.R.T. shows in space 200 of Plaza Suites.
http://www.furnituretoday.com/article/536690-rt-promotes-adam-tilley-senior-vp-product-and-marketing 1/3

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11/29/2018 Formal dining adapts | Furniture Today

Formal dining adapts

Casual lifestyles, multi-functional spaces redefine category
Thomas Russell, January 12, 2017
HIGH POINT — Well-known resources that offer formal dining as part of

their collection business have had to adapt to a changing landscape that
mirrors not only more casual lifestyles, but also different uses of the
dedicated dining area.
Furniture Today research shows that many homes built in recent years
have a formal dining room. However, some of those rooms are being used VIDEOS
The 920 dining set, from the Trisha
for different uses such as offices and children’s play areas.
Yearwood licensed collection by
Klaussner Home Furnishings, New City Furniture store is …
features a doubleped, trestle-base
table and a companion display china
cabinet.

come in July
MORE VIDEOS
For these resources and their customers, this raises some questions about the future for large scale dining sets
that in the past have made up the bulk of the formal dining business. Some case goods resources have shied
away from even using the term formal dining to describe how people live and gather today.
“People aren’t getting out the sterling silver, bone china and Irish crystal — if they have it at all — just once or
twice a year,” said Neil McKenzie, director of product development at Hekman Furniture, adding that the
concept of “formal dining is going by the wayside.
“But there is a family gathering table, which still requires sitting six or more people, that may be used in great
room combinations or in a large kitchen dining setting.”
McKenzie noted that Hekman, which once did most of its dining business in European and American traditional
styles, has approached the category of late by designing product that suits those “lived-in” areas in the home.
Its more casual styling and finishes can be seen in collections such as Wellington Hall and Lincoln Park.
“We have brought out more casual styles and finishes that can take harder
use where the family members or kids are at the table doing homework or
watching TV or doing projects on it,” he said.
Despite the shift in style, McKenzie said the scale has not necessarily
changed. Hekman still sells a number of 76-inch rectangular tables that
The 920 dining set, from the Trisha
extend to more than 100 inches.
Yearwood licensed collection by
Klaussner Home Furnishings,
“They want a table to gather the family, whether it’s immediate family or
features a doubleped trestle base
http://www.furnituretoday.com/article/539240-formal-dining-adapts/ 1/5

features a doubleped, trestle-base
table and a companion display china extended family,” he said of these tables that seat eight to 10 comfortably.
cabinet. The company also tends to offers round tables seating six or more with a
leaf. Some of these footprints outsell the rectangular tables.
Books or dishes
Phil Haney, president and CEO of Lexington Home Brands, said that at its upper middle to upper end price
points, its market is largely homes with a dedicated dining room.
As these rooms are often used for home office and homework, Haney
noted, they are accommodating more bookcase display types of units,
which Lexington also sells in its line.
“China cabinets are gone, but bookcases are in,” he noted, adding that
these pieces offer a vertical design element to the room that gives a library
type of appearance to the dining area.
The Rosedale table from A.R.T.
He also agreed that the styles and finishes are getting more casual in Furniture’s Epicenters Austin Our lowest prices. Instant
nature. Examples in its line include the Oyster Bay collection in Lexington collection has a wirebrushed finish benefits. Only at
and the Cypress Point collection in its licensed Tommy Bahama line. and is shown with spindle side
chairs. The table retails at $1,849.
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With its recent purchase of Artistica, the company also will soon offer large Courtyard New Haven at Yale
scale dining sets with more casual finishes than the Lexington line, which still develops a good number of
From
groups in its traditional to contemporary collections with sophisticated, and in some cases, higher sheen
finishes. $132
Casual style, finish
Adam Tilley, senior vice president of product and marketing at A.R.T.

Furniture, said the company still does a good business in formal dining sets
with a more traditional style footprint. However, he noted that the largest
growth in its dining segment is in sets with more casual styles.
“We are certainly seeing an evolution from a style preference and furniture
The Cypress Point dining set from
use standpoint,” he said, pointing to a mobile server in its Arch. Salvage
the Tommy Bahama Home line by
Lexington Home Brands offers collection that offers dining storage, bar and entertainment function in one
distressed gray elm veneers in a piece.
windswept driftwood finish.
He added that finishes, too, are more casual and durable in nature, making
them suitable for everyday use, whether it’s dining or working on a school or work project.
Among its collections that address some of the new direction in both style and functionality are Arch. Salvage,
Morrissey and CityScapes and Roseline to name several.
These sets too offer tables that seat both smaller groups, yet have a leaf to accommodate larger groups of eight Today will continue to update this list as more details
to 10. are released. Check it out!
“We do a lot of business with open floor plan homes, and with those open floor plan homes, they need a bigger
HIGH POINT MARKET
table, Tilley noted. “But if you want to go big, it is important to be able to go small.”
Stanley Furniture also is known for its collection business, which includes formal dining. But while its footprints
can be considered formal due to their styling and scale, it too is offering its customers more casual looks and
finishes.
“The way we approach our collections is that we know people are certainly living more casual lifestyles,” said
Randy Wells, director of creative at Stanley Furniture, noting that the company designs formal dining as part of
a collection that is comfortable well-designed furniture and ties in with the company’s brand aesthetic.

The key, he said, is to properly adjust its scale and offer a variety of table sizes that suit a variety of age groups
living in different areas. Typically, Stanley offers three different size tables including 48-and 54-inch rounds and Furniture Today's coverage of the Fall 2018 High
Point Market.
an 85-inch rectangular table with a 23.5 inch leaf. A similar size leaf is also typically offered with the 54-inch
table. Market news, click here
“It is certainly a category you have to think hard about it when you are building a collection,” Wells noted of
factors ranging from scale styling and finish “The trick is to do it in a way that reflects how people are living

factors ranging from scale, styling and finish. The trick is to do it in a way that reflects how people are living
today, and people are living more casually.”
Reflecting lifestyles

Jeff Scheffer, president and CEO of Universal Furniture, agreed that the
formal dining category has become more casual.
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“This doesn’t just go for dining,” he said. “If you look at collections we have
done over the last five years, everything we have done has become less Furniture Today
formal and more casual or more livable. It is a reflection of how everybody 16,235 likes
lives today. … What has worked for us are things that are more livable and
more casual, and dining has followed along with that.” Hekman Furniture’s Wellington Hall
collection, this dining set is made
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Among the recent collections that reflect this pattern include Elan, a more with acacia veneers and has a lightly
European-influenced collection in a light finish, and Synchronicity, a distressed finish that emphasizes the
casual nature of the wood grains. Be the first of your friends to like this
transitional contemporary collection in a wire-brushed, low-sheen finish.
“It is not a high maintenance look,” Scheffer noted. Furniture Today

about an hour ago
Other resources that have offered more casual looks in their formal dining segments include Klaussner, Legacy
Classic and Pulaski. Slim Furniture's sofas, chairs and
Don Essenberg, president of Legacy Classic, said that the company divides its dining category into both special apart, reconfigured and moved ... all
without tools. “My 71-year-old mother
occasion (for dedicated dining areas) and every day (primarily for kitchens).
“The styles are the same, and the scale often determines in which room in the house the set is used,”
Essenberg noted. He added that Legacy still believes in the category as “many if not most homes have a dining
room. Yes, that room is only used only a few times a year, but they are the most important meals in a family’s
year. … It’s reserved for special occasions.”
While Pulaski has developed more casual looks in its dining segment, the company still has a strong business
in the formal dining segment and develops sets along these lines with many of its collections.
“There is a perception that during the downturn formal dining was dead and it was all casual dining,” said Dallas
George, vice president of sales. “Like other things, it has cycled back and has not disappeared. … Consumers
still like formal dining.”
He added that Pulaski introduces more than one table with a collection, including a round and rectangular.
However, it depends on the collection, whether one or more of these get cut with the rest of the collection.
Geoff Beaston, vice president of case goods at Klaussner, said that the company’s bedroom business has been
stronger than its dining business.
Still, the dining category has gained some steam, particularly with its Trisha Yearwood licensed collections. This
is due largely to her appeal, not just as an entertainer, but as a celebrity cook.
“For the past three years, we have seen dining increasing,” Beaston said. “Dining has been a growing category.
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11/29/2018 A.R.T. landing patents for Arch. Salvage collection | Furniture Today

JW Marriott Marco Island Beach Resort
A.R.T. landing patents for Arch. Salvage collection

Furniture Today Staff, July 10, 2017
ONTARIO, Calif. – Case goods and occasional vendor

A.R.T. Furniture is getting design patents from the U.S.
Patent and Trademark Office for its Arch. Salvage
collection.
“We pursued both copyright and patent protection of

Arch. Salvage because of the level of detail, thought and
design put into each piece of this collection,” said Adam VIDEOS
Tilley, senior vice president of product and marketing at
A.R.T. Furniture. “We are proud of the creativity of our New City Furniture store is …
design team and are thrilled the U.S. Patent and
Trademark Office is recognizing for patent protection on
our unique designs.”

come in July
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A sampling of A.R.T. Furniture's Arch. Salvage

collection.
The 36-piece whole home collection is inspired by architectural features from old European structures and was
created to address the vintage, restoration and authenticity movement that has become increasingly popular
among consumers.
“We will aggressively defend our designs to protect our dealers against knock-offs should unauthorized
competition arise,” said Jeff Cook, CEO of A.R.T. Furniture. “We are also looking at worldwide patents to protect
our designs from all directions. Our proprietary design reflects how well our design team listens to our customer
needs and finds innovation solution to fit those needs.”
In addition to selling to U.S. retailers, A.R.T. Furniture has more than 50 retail locations in premium shopping
districts throughout all major cities in China.
http://www.furnituretoday.com/article/544512-rt-landing-patents-arch-salvage-collection/ 1/3

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12/4/2018 Retail Road Trip: Bonus visit to Star Furniture | Furniture Today
DOUBLETREE BY HILTON BERKELEY BOOK NOW

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Retail Road Trip: Bonus visit to Star Furniture
February 27, 2018
There’s a lot in the works at Berkshire

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Hathaway’s Star Furniture here in Houston, but because it’s
a work in progress we didn’t get to shoot a video and a lot of Rollover for Hilton brands
photos of the retailer during our 2018 Hot Market Retail Tour.
Author Posts
But it would’ve been a big omission to completely ignore the
11-store retailer (with eight stores alone in the Houston Tariffs and 6 other takeaways from Havertys'
3Q conference call
market), so Bob Price, the new CEO who arrived here from
Art Van this past July, graciously took some time to show me
Market proves to be ground zero for store
around, hint at what’s to come and answer a few questions. Star Furniture’s 150,000-square-foot flagship is getting a experience
major remodel.
“We are completing some key projects that started last year,
Hurricane hits Badcock stores … again
and we have some new things we have added to our to-do list,” Price said. “Remember, our company has been in
the markets we serve for more than 100 years. The only way any company stays in business that long is the
Are some domestic suppliers using tariffs to
company’s ability to change as change is needed.” pad profits?
Among other things, the Texas retailer has been updating how it gets its message to consumers, investing a much An old reporter’s shorthand for new
larger percent of its resources to digital advertising, for example. It’s also working on expanding its store count in its technology terms
current markets and updating the existing stores.
That includes a remodel of the retailer’s 150,000-square-foot Park Ten flagship store, just now getting under way and
“expanding and balancing our assortments to cover more price points and lifestyles while continuing to be a
destination for upper moderate collections,” Price said.
I asked Price if any of these changes were in response to some of the things I’ve seen or heard about the
competitive Houston market before and during my trip — such as Gallery Furniture’s Made-in-America merchandise
strategy and the higher prices that come along with it or the possibility of value-oriented American Furniture DOUBLETREE BY
Warehouse staking a claim here.
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“One of our ongoing priorities is to constantly improve our processes to address the changes of how the customer
wants to shop for furniture.”
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http://www.furnituretoday.com/blogpost/15289-houston-day-1-supernova-and-y-y-y-lady/ 1/9

While Star is broadening its price points and balancing its mixed it will continue to be What’s in it for them?
a destination for upper-moderate collections, such as A.R.T’s Arch. Salvage.
Adjustable bed base prices drop, cutting retails
for a hot category
As for the impact of last year’s Hurricane Harvey, Price acknowledged how devastating the storm was to many area
residents. The first positive, though, “was the way the community responded to help to those in need.” The New BOGO
Slim Furniture works with New Life Furniture

Then came the donated product and financial help from many suppliers to aid flood victims. Bank to furnish homes
“Since October, there has been an increased demand for items to replace furniture that was damaged during the What a difference four years can make
hurricane,” he said. “This should continue to be the case for the next several months as homes are repaired and
This Week's Picks: A Bright Birthday Gift, a Cozy
become habitable.” Candle and a Fun Way to Play with Your Food
Lessons from Marshall Field

We’re hoping to find out a lot more about the updated Star Furniture later this year.
Day 5: DirectBuy
DirectBuy’s first U.S. design center, located in Spring, Texas,

is a work in progress.
The 3,800-square-foot showroom in The Shoppes at Oak

Ridge North in this northern suburb of Houston is a bit
sparse. There are a couple of leather living room groups from
Palliser and Jonathan Louis, a short line of mattresses from
Tempur Sealy brands, some flooring and cabinetry displays,
an exercise bike and a few catalogs, but Rich Meyer, director
of quality and training, said things are still being pieced The 3,800-square-foot design center is the first of up to
together. two dozen DirectBuy wants to open in the U.S. The next is
likely to be a showroom within a furniture store the
“As you can see, we don’t’ have the full assortment of company has yet to identify.
catalogs yet; we don’t have all of our display materials here,”
he said. “On the furniture side, we’re still waiting on some of our vendors … for swatches and different things to help
(pull looks) together.”
But DirectBuy was eager to get its first new U. S. location open quickly to help those recovering from Hurricane
Harvey. It soft opened the design center about a month ago and reached out to thousands of former club members in
the area offering a free first year of membership just as it readies for a rollout of new design centers across the
country. For the grand opening Friday, the design center attracted nearly 400 people.
And yes, they’re going to be called design centers — like the six design centres in Canada with a slightly different
spelling — not DirectBuy “clubs,” like the old DirectBuy use to operate through a mix of corporate and U.S.
franchised locations.
A black leather living room group from Palliser is one of two living room groups on
display.
Indeed, there are a lot of differences between the old DirectBuy and the new one, acquired out of bankruptcy last
year by CSC Generation. Among other things, the new DirectBuy will have only corporate-owned locations, no
franchises. And the membership fee is more affordable for a broader swath of the population — $999 for the first
year (initiation fee) and $298 annual renewal, compared to a wide range of higher prices before.
In Houston, under the old franchised club system, a prospective member might have plunked down $5,000 for the
first three years of membership and then $200 to $300 a year after that for annual renewal.
As I’ve been reporting on this new DirectBuy and its expansion plans, several industry observers have told me that
they still don’t quite understand the business model. In the past, DirectBuy said it passed on wholesale pricing direct
to the consumer, apparently making its money via the thousands of dollars in initial membership fees. The new
DirectBuy, meanwhile, is still promoting wholesale prices, but its fee structure has been drastically cut.
I asked Meyer to explain how that could work, and as a former franchise operator and then corporate employee he
should know.

Let’s start with the giant clubs of the past, he suggested. “Typically the old clubs were 25,000 square feet.” That’s a
big lease payment, and then “you had massive massive overhead,” Meyer said.
“You might have eight to 10 people in the phone room, and they would be calling to set appointments. In order to
generate those leads to set those appointments, I’d have to be out at tradeshows every weekend. I have to be
putting out radio advertising, TV advertising. The marketing itself might cost me $80,000 to $100,000.”
A selection of mattresses from Tempur Sealy line the front of DirectBuy’s first U.S.
design center.
A club could have another three or four salespeople, either paid hourly or on some form of commission, which now
pushes the overall sales team to around 14 people, plus a manager, a catalog updater and some product specialists,
he said. Another three or four people might be working in the warehouse.
The design centers, meanwhile, are streamlined. “I’ve got four employees. Most of the IT stuff I can do myself or it’s
centralized,” he said. Instead of 150 locations with (at least) 10 service people each — 1,500 employees — we found
we can do basically the same things with 150 people in a centralized location because we can share the workload.”
And instead of rent for 25,000 square feet of space, DirectBuy is now leasing less than 4,000 square feet.
So is DirectBuy really offering wholesale pricing? Meyer said, yes.
“If you look at … our furniture catalogs, we’re working right off of wholesale price lists. There’s no way to fudge those
numbers, no way to tack anything on,” he said. “When you see a purchase order, everything it itemized.”
There are other fees, however, including delivery and a handling fee. The delivery charge is subsidized, he said, and
the handling basically covers credit card charges, and a small percentage (say less than 2%) is for back office
support and just in case there are any issues down the road.
“On furniture sales there might be an 8% handling fee, but we’ve got credit card fees (to offset), the final mile home
delivery, things like that to deal with.” Meyer said.
In the furniture category, the final savings over retail range from about 20% to 50%, depending on the brand, Myers
estimated, noting that the margins are tighter on some lines (say Ashley) than on others (Jonathan Louis.)
Meyer said the last thing DirectBuy wants to do is have a member thinking he or she just saved 60% only to find out
it’s 10%, so the saving are always real and significant, he said.
“We still want to make sure by the time it reaches your home landed, you’re saving, 25, 30, 40%,” he said.
Day 4: Exclusive Furniture
With four large stores slated to open here over the next two
years, Houston’s Exclusive Furniture has a big challenge on its
hands.
With the tagline “Where low prices live,” you might think that
challenge would come in the form of American Furniture
Warehouse, the Top 100 low-price leader of Colorado and
Phoenix that has confirmed it’s considering a move into
Houston and, in fact, negotiating for a tract of land in Webster,
Texas, just a stone’s throw from where Exclusive will open a Exclusive Furniture’s newest 53,000-square-foot Grand
Parkway store in Richmond, Texas, is the prototype for
52,000-square-foot store at the end of the year.
four additional locations slated to open in the Houston
market over the next two years.
But that’s not it, said Fawad Zavary, vice president of
operations for the family-owned retailer celebrating 20 years in business in June. Sure, AFW would present a
challenge, but Exclusive has seen tough competition before, with the entry of Rooms To Go and Ashley HomeStore,
for instance. And in each case business only grew.
The company his brother Sam started began as one small store inside a mall doing about $60,000 a month. By 2011,
the brothers had grown Exclusive to a $10 million business. And in 2017, with a little help from Hurricane Harvey,
sales reached nearly $40 million at six stores and a clearance center. (Exclusive is now owned by the brothers and
sister Fauzia, who joined a few years ago.)

Competition has been good for business. The added marketing muscle drives customers out to shop. So if AFW
does comes to town, “We’re just going to put our heads down and go to work,” Zavary said.
The biggest challenge, he said, is a people problem — recruiting the right talent across the board, from the
warehouse all the way to the store manager.
“The workforce in Houston in the retail industry already is very tight,” he said. Part of the problem has been the
improving energy market. This is oil country, and higher oil prices mean the energy companies around here are
fishing the labor pool, too.
An updated take on rustic with beefy Texas flair, is a hot case goods category for
Exclusive Furniture with product predominantly imported from Mexico and
International Furniture Direct.
So finding quality people who can follow Exclusive’s strict processes so the retailer can execute on all the other
things it’s trying to accomplish in this changing market place (like building the average ticket size in a retail world of
declining foot traffic) remains a difficult proposition.
“We constantly recruit and constantly train,” Zavary said. “I’ve had some salespeople who came from other stores or
different markets say, ‘I’ve never been trained this much in my life.’
Exclusive has two 15-year veterans dedicated to training new employees and current ones. For the new sales hires,
it’s a two-week program — one week to get familiar with the backend and procedures (how to schedule deliveries,
check stock, write an order) and a second on product knowledge. All salespeople receive additional training
throughout the year, usually during morning sessions and especially in categories where they may be struggling to
close the sale.
“The consumer already knows a lot because of the Internet. They’re able to shop and kind of know what they want.”
Zavary said. They come into the store, hold up their phones with a product they saw online and say they’re looking
for that or something similar. “They didn’t buy on the Internet because they really want that extra help,” he said.
And Exclusive needs salespeople who don’t hesitate, who can steer them in the right direction knowledgeably,
providing that better experience and added touch they came to the store for in the first place.
For now, Exclusive will continue offering bonuses to existing employees for good referrals, advertising its benefits
and the sliding scale commissions on the sales side that Zavary said adds up to better than standard market
compensation.
“We’ve been holding our own” on the warehouse side, after losing several late last year to the Hurricane Harvey
cleanup and construction efforts, he said. “But I could use another five or 10 salespeople and probably a couple of
drivers.”
It’s a challenge that’s only going to be multiplied by Exclusive’s appetite for growth.

Special order upholstery from Klaussner (shown) and Jonathan Louis is part of a
fairly new push to show and sell more upholstery, balancing out Exclusive
Furniture’s already strong case goods business.
Day 3: Gallery Furniture
The first thing I notice on my visit to Gallery Furniture is that I’ve

beaten Jim “Mattress Mack” McIngvale to the store this morning,
and I’m feeling pretty proud of myself considering he practically
lives here and I was running a little late, thanks to awful traffic
and a couple of heart-stopping accidents I almost caused on my
way.
But I learn later that Mack’s day started with a speech to a realty
group and then a visit to Gallery’s Post Oak store, so he’s Mattress Mack was planning to make 100 follow-up
already had a busy morning. (Mack tells me since Hurricane calls Wednesday to customers who took delivery over
Harvey and all the national attention he and Gallery received, his the Presidents’ Day weekend. It takes about five or six
hours, he said, but it’s a guaranteed win. If the
public speaking engagements have quadrupled, and he’s on
delivery went well, the customer knows he cared
pace to do about 300 talks this year.) enough to call. And if there’s a problem, they know
he’ll fix it right away.
The second thing I notice is “Made in America” all over the store
and in all sorts of forms. There’s the Gallery Furniture Factory, right off the front door, a room filled with a high-tech
CNC router, surrounded by wood and glass and a big sign overhead that says “Made in America, Not in China.”
American flags are everywhere, some backed by fans, so they’re waving proudly. A display of Amish furniture lets
shoppers know this product is “Imported from Absolutely Nowhere.” Television monitors on repeated loops explain
the quality of American-made goods and how they put people to work in this country.
Gallery devotes a large display of Made In America upholstery from Smith Brothers
of Berne in Berne, Ind.
One of the few things I can find that’s not made in America: a large full-circle slice from a 513-year-old bubinga tree
harvested in Africa in 2004. But even here, a lot of the historical notes pasted along the tree rings bring it home to the
U.S.A. — 1773, The Boston Tea Party occurs; 1865, Lincoln’s assassination.
And when I finally get some time with Mack, I notice how different he seems in front of a camera (louder,
enthusiastic, full of energy) from when he’s answering questions off-camera (quieter, more reserved, body relaxed,
practically sliding down the sofa). He sounds different, but his message really is the same.
It’s all about serving. Serving the community. Serving customers better by hiring salespeople who are better active
listeners. Serving experiences to visitors, not just furniture. And serving up something that may seem counter-
intuitive to some — higher-priced domestic goods — because, he, said, that puts Americans to work, “and I truly
believe work is life’s greatest therapy.”
The three-store Gallery started making the concerted shift to American-made goods about four or five years ago,
McIngvale estimated. It had to be gradual, like losing weight, he said, or it wouldn’t work. It took time to line up new
suppliers.
Today about 90% of Gallery’s core furniture business — case goods,

upholstery and bedding — is American-made, he said, and the
company is working its way out of a few remaining imported bedrooms
and living rooms to get closer to 100%.
“And we’re working on some of our vendors that are making stuff
offshore to bring it back and make it in America,” he added. “Like
Flexsteel — it started making motion furniture in the United States, and
that’s a big deal to us.”
I asked McIngvale if he going to start losing that broad middle-market

consumer, the kind who is used to a lower-priced Gallery but gets
scared off by the sofas for $1,000 or more. He doesn’t think so. They’ve
followed the company and have seen the gradual shift to better goods.

He notes that this store on North Freeway is not in an upper-class
neighborhood, and residents from here come in every day to buy them.
It’s not that they can’t find solid middle-price goods here, either.
Gallery’s sofas start at $499 and run up to about $5,000, but “I think a
lot of people want to buy something they can be proud of and that’s
made in America,” he said. “I think we’re absolutely heading in the right
direction.
“When I was in high school, a nice car was $6,000. Now a nice car is
$60,000. And the price of sofa when I was in high school was probably
$799 and now it’s $299.
“That makes no sense,” he said. “What are we doing here? Maybe I’m
wrong, but I don’t think so. I’m here with these people every day. They
want something they can be proud of. They want something they can
use for years, and they want something that’s made in America.”
Gallery Furniture celebrates Jim McIngvale’s
If Mack is wrong, it’s yet to show up on the topline. Sales last year were birthday during the entire month of February
(he turned 67 Feb. 11), with cake for shoppers
up about 25%, he estimated, although he added most of the year-over-
and special pricing.
year gain followed Hurricane Harvey. This year to date, he estimates
sales are up another 20 % to 30%.
Gallery’s bestselling leather sofa is made by United Leather. It’s in stock for delivery today and sells for $3,500. If a
customer wants to special order it in a different color, that only takes seven to 10 days — another advantage of
buying American, McIngvale said.
“People think made in America hampers us, but it helps us,” he said. “We get faster turns.”
Day 2: Homestead House
There’s a big downside to the spike in business Homestead

House Furniture (in Conroe, Texas) has seen since last year’s
Hurricane Harvey. And co-owner Chris Pfeiffer said it’s not just
his warehouse full of sold but undelivered furniture that’s
getting fuller by the day (but I’ll get to that, too).
The spike, itself, is the downside. In 2016, before the

hurricane, Pfeiffer’s high-end showroom, located some 40
miles north of Houston, already was on a record pace. Harvey
Linda and Chris Pfeiffer. Co-owners of Homestead House
just added the cream, pushing 2017 written sales up 29% over
Furniture, now in its seventh year in business.
2016. Year-to-date written business this year is up another
50% over the same period last year.
Don’t get me wrong. Pfeiffer is not complaining about better business, including — finally — in case goods.
“But if you own a business, spikes are bad,” he said. You can’t plan for them — at least not for the long-term.
For starters, there’ the unpredictability of how long a spike will last. Six months? A year? Two years? Pfeifer’s gut
tells him he’s in for two or three years of a Harvey-related business spike, but he doesn’t know for sure how that will
play out. Will it be a steady increase? Or will the tide gradually decline over time or return in fits and starts?
“We don’t want to get into a position where I have to buy another truck, hire more people and then, down the road,
lay them off when the cycle turns,” he said.
So instead, Homestead House is trying to handle the huge influx in demand with its current small staff of seven
(including the owners), and that’s just adding pressure to them all.
Take the delivery drivers, for instance, now under pressure to put the
furniture away in a warehouse and receiving area that already too
crammed with goods because consumers have purchased furniture
but still are waiting on contractors or money to rebuild their homes.
And the drivers also are pressured to find goods in the stacks when
an order finally is ready for delivery.
This week, Furniture Today ran a letter penned by Pfeiffer and his
wife and business partner Linda that spoke to this furniture storage
conundrum and the rebuilding delays and hardships still faced by the
Custom upholstery orders pile up in the receiving thousands of Houston-area Harvey victims — people Pfeiffer
area of Homestead House as Hurricane Harvey
believes some have forgotten now that the waters have receded and
victims put a hold on delivery because of home
the national news teams have moved on to other disasters.
rebuilding delays.
He knows retailers across Houston are doing their part, offering steep discounts, for instance, and storing furniture
for months on end. But he wants the supplier community to step up, too.
In his letter, he asks them to think about how they can assist these families better. I asked Pfeiffer if he has any ideas
in mind, and he mentions one right off the bat.

“If you’re a major manufacturer and you have three or four accounts in Houston, do a citywide promotion promoting
those (retailers) and Harvey,” he said. “These are our retailers that support our lines, and we have special pricing just
for Harvey (victims).”
This kind of direct marketing to consumers, calling out more than one retailer is not unheard of. Big auto companies
do it all the time, he noted.
“Why can’t furniture manufacturers do that?” he asked. “Lexington, Henredon, Ashley — I don’t care who the brand
is, whether we deal with them or not — let’s see the furniture industry have an outpouring of support.
“Right now they’re very silent on the matter.”
Pfeiffer doesn’t intend to be.
Day 1: SuperNova Furniture
HOUSTON — When Marty Abrahams told me his wife Ana is

known around town as the “Eee, Eee, Eee Lady,” I didn’t get
it at first.
But then this is SuperNova Furniture.com, with a

predominantly Hispanic consumer base, and he wasn’t
saying “Eee,” but rather “Y,” the Spanish word for “and.”
And Ana Abrahams is the “Y, Y, Y Lady” because she’s all

over television and all over the retailer’s four Houston-area Ana and Marty Abrahams
stores, sweetening the deal with, “Buy this and I’ll give you
this, and I’ll give you that, and I’ll thrown in this,” whatever it takes to get the sale and make her customers happy.
Sometimes it’s a tablet, sometimes a TV, sometimes whole rooms of furniture.
The Abrahams have owned and operated SuperNova for more

than 30 years through good times, then economic hard times in
2010 — when the company cut back to one store and the
couple sometimes clipped coupons to feed their six children —
and back to good times again and rebuilding that continues
today. By this time next year, they expect to have another three
Houston stores open as well as a central, 100,000-square-foot
warehouse that the business desperately needs.
When Hurricane Harvey flooded the city last year, the Y, Y, Y

lady purchased $150,000 worth of very inexpensive twin
AICO’s Tuscano dining room gets prominent display at mattresses, and then took a truck and a team of employees with
the front of SuperNova Furniture.com.
her into the neighboring streets around the stores. As
consumers pulled out the ruined furniture and bedding from their homes, Ana pulled up and unloaded a new, albeit
temporary mattress — and then another one, and another one, sometimes five or more — so all family members
would have someplace to sleep besides the floor.
On the day I was visiting, Ana stopped to help Houston

resident Gradie Jones take advantage of another promotion
she began running shortly after Harvey — buy a master
bedroom, get a two-piece living room and a dining room
free (and sometimes a second bedroom, too). Marty
Abrahams said there’s such a nice margin in master
bedroom, that if you’re careful, you can sacrifice some of it
and still come out a little ahead, while helping customers
repurchase whole homes of furniture — something many in
Houston are needing right about now.
Jones learned she didn’t qualify for that particular

SuperNova’s Ana Abrahams stops to help Gradie Jones, a
promotion, but after stopping to chat with the Abrahams,
Houston flood victim in the store, to take advantage of a
suddenly she did, and I could see the joy and relief in her
promotion offering free living room and dining room
face. Her four-bedroom home had to be gutted and needs furniture with a master bedroom purchase.
to be rebuilt (she’s still waiting, staying in an apartment for
now with her daughter).
But when she’s ready, she’ll be getting the furniture she needs, while SuperNova and the Abrahams get what they
need, too: that word of mouth advertising and 80% repeat business that’s been crucial to their own recovery.

Houston's SuperNova puts focus on relationships
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Tommy Leflein
Another great interview by Clint today. Keep them rolling!
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12/4/2018 A.R.T. Furniture adds 73-piece whole home collection | Furniture Today
A.R.T. Furniture adds 73-piece whole home collection

Furniture Today Staff, April 9, 2018
ONTARIO, Calif. — A.R.T. Furniture is

expanding its “new traditional” category
with a 73-piece whole-home Summer
Creek collection, featuring scrubbed oak
accented with white and blue-gray paint,
silver leaf and woven seagrass.
The new collection is inspired by the VIDEOS

easygoing architecture of America’s
cottages, bungalows and riverside homes.
Summer Creek bedroom with rope accents
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“A.R.T. Furniture has already established its position in the new traditional category with the Arch. Salvage and
American Chapter collections,” said Jeff Cook, CEO. “We wanted to design a well-researched group that
incorporated elements from hill country, low country, lake and shore lifestyles. It’s a style that touches the most
elemental of heartstrings, the pleasure of a relaxed sanctuary. “
The new group includes bedroom, dining room, living room, upholstery, entertainment, office and outdoor. The
whole collection is detailed with elements borrowed from architecture and traditional furniture. Dining chair
backs are clad in ship lapping, for instance, a technique seen in cottage architecture; headboards are stick built
in the traditional manner; and throughout the collection bold geometric overlays recall porch railings and garden
gates.
“Every room in Summer Creek stands on its own, but the whole collection flows together through a repetition of
scale, textures, finishes and interesting design elements,” said Cook.
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11/29/2018 Weight watchers | Furniture Today

Weight watchers
Lighter scale – visual or physical – plays growing role in upholstery design
Powell Slaughter, August 28, 2018
HIGH POINT — A movement toward lighter visual and physical scales and Our lowest prices.
cleaner, airier silhouettes even with larger frames is filtering throughout Instant benefits. Only at From
price points in the upholstery category.
Marriott.com $364
Resort
Neutral shades in fabrics and richer leather tones are another trend for
Sofas such as Alden Parkes’ Raphael
upholstery, again at a variety of price levels. address consumer interest in cleaner,
less fussy lines.
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Those are some overall themes gleaned from input from eight upholstery resources at price points from luxury
to medium.
Christopher Guy Harrison, founder and chief designer of luxury furniture manufacturer Christopher Guy,
believes lighter scales emerged from several factors that compounded the increasing introduction of Mid-
Century Modern-inspired and other cleaner, simpler style themes.
“One reason for the 1950s modern looks was a matter of raw materials,”
Harrison said. “Also, in China, manufacturing had been geared toward
what was needed for the export market. After the recession hit in 2008,
they had to focus more on their own market and that led to cleaner looks.”
Palliser’s 1000 sofa typifies the clean What he called “the Internet of things” also had an impact on scales.
look of track arms and no skirt on the
base. “The Internet compounded all this by creating demand for furniture that’s
easier to ship,” Harrison said. “Small, Mid-Century Modern became a cool
look for younger consumers, and manufacturers found it easier to make and ship.
“Mid-Century Modern allowed younger people to say, ‘This is what my grandparents had, but it’s still cool, and
it’s what I want.’”
Harrison noted that the American market still has a focus on comfort, even
as the lighter, design-oriented scales gain popularity. He made an analogy
to women’s shoe fashion.
“You have the stiletto heel; that’s fashion,” he said. “You have the flat; that’s
http://www.furnituretoday.com/article/556841-weight-watchers/ 1/4

comfort. Then you have the wedge, which is a combination of comfort and
fashion. With high-end Italian upholstery brands, for example, it’s all about The Harrison from A.R.T. Furniture’s
Arch Salvage collection doesn’t
the stiletto. American brands tend to balance between the comfort and
skimp on scale, but the raised frame
fashion, the wedge.” lightens the effect.
Alden Parkes, a high-end whole home resource, also has seen more consumer interest in cleaner, less fussy
lines, according to President Lynn McArdle.
“Our customers are looking for smaller, tighter frames. Everyone is replacing the overstuffed look with tight
backs and seats, and we’re seeing rounded, rolled arms replaced by track arms,” she said. “Also, they’re
replacing skirts with visible legs and opening up space beneath the seat.”
The scale story is similar at Canadian manufacturer Palliser.
“We’re seeing smaller scale sofas picking up in sales — more condo sized
80-to 84-inch sofas becoming important,” said Jeff Katz, vice president of
upholstery at Palliser, where sofa sales are strongest from $799 to $999 in
The 2703 sectional is on the large

fabric, and $1,199 to $1,399 in leather. Our lowest prices. Instant
side of a dual scale story at Décor-
Upholstery’s opportunity for customization is more important than ever and
benefits. Only at
Rest.
not only at the high-end. Denise Alala, vice president of upholstery and Marriott.com
creative design at A.R.T. Furniture, said that’s one of several variables, some that depend on price point, driving Courtyard New Haven at Yale
upholstery design.
From
“With higher end, it’s all about customization, comfort and details. These unique qualities have continued to $132
build the upholstery manufacturer’s success,” she said. “In the medium to lower end, unique style and the ability
to provide customization have played a pivotal role.”
She credits A.R.T.’s success in the category to a focus on unique styles and details.
“These details include flange edge treatments, quilting designs and shaped frames with exposed wood, which
continue to give us a unique look through embellishments and design,” Alala said.
A scale dichotomy
While smaller physical scales for sofas are growing in popularity, there’s
increased demand as well on the larger side, even if the visual design is
cleaner and lighter. Lessening in demand are those pieces that fall in the
middle.
That’s been the case over the past couple of years at another Canadian
The Chandon Droite from Christopher
upholstery resource, Décor-Rest, where sofas retail mostly around $999.
Guy is an example of light visual
scale in upholstery.
“We have seen direction on two lengths: the condominium sofa under 80 See the latest list of furniture-related items covered by
inches and growth for sofas over 100 inches,” said Christina Marzilli, managing director. the proposed tariffs on Chinese imports. Furniture
Scale also seems to be moving toward opposite ends of the size spectrum at high-end manufacturer Vanguard
Furniture.
HIGH POINT MARKET
“We are seeing trends toward small-scale living in urban areas. We are also seeing large-scale upholstery
being used as the comfort hub of the home,” said Andy Bray, president of Vanguard, whose sofas retail mostly
from $2,000 to $3,000. “These consumers are buying large sectionals with many pieces where the entire family
converges.”
Hot pieces, hot silhouettes
Functional upholstery also is making waves at Vanguard and other manufacturers, particularly with upholstered
chairs.
“Anything that swivels is selling,” Bray said. market, or just want to see what happened, see
Point Market.
The same is true at Alden Parkes.
“If it moves, if it swivels, it sells,” McArdle said. “We’ve taken some frames and made them swivel, and that’s See Live at Market Videos
turned their numbers completely around. The other thing we’re seeing is frames with open space, with the
upholstery still built for comfort ”

upholstery still built for comfort.
At more moderate price points, track arms are the No. 1 style on its sofas, but rolled arms — smaller in scale
than before — are picking up in sales.

“The younger generation is looking for some kind of function in their furniture — for example, USB ports in the
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arms, storage in a chaise or ottoman,” Katz added.
Décor-Rest’s Marzilli noted that curves in sofas and sectionals account for most of the company’s action these
days. Furniture Today
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Powell Slaughter | Senior Editor
PSlaughter@furnituretoday.com
I'm Powell Slaughter, senior editor at Furniture/Today. I
returned to the publication in January 2015 after nine
years of writing about furniture retail strategies and best practices Furniture Today
at a monthly magazine focusing on home furnishings retail about an hour ago
operations. Prior to that, I spent 10 years with F/T covering wood

furniture, the last five of those as case goods editor. While I cover ottomans are designed to be taken
occasional, home entertainment and home office here, a major apart, reconfigured and moved ... all
responsibility is expanding our attention to the logistics side of the without tools. “My 71-year-old mother
industry. I hope my articles will encourage a dialogue with retailers, moved her own furniture, and she is so
vendors, third-party logistics specialists and carriers. I’d love to proud of that," the company’s VP said.
hear your ideas, concerns and suggestions for smoother flow of
material and goods.
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12/4/2018 A.R.T. Furniture to introduce expansion of Salvage franchise at High Point Market | Furniture Today
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HIGH POINT – A.R.T. Furniture,

an indoor and outdoor
furnishings manufacturer and
retailer, is expanding on its
Arch. Salvage collection with
the introduction of its
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The original Arch. Salvage
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Vintage Salvage bedroom
architectural elements, was
created after A.R.T. Furniture designers spent time in Europe studying architecture and art. The new collections
are based on the features of Arch. Salvage but done in new finishes and based on designs from different time
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“We anticipate a lot of growth for Vintage Salvage and Renaissance Salvage,” said Bryan Edwards, A.R.T.
Furniture’s president. “The visually striking and elegant shapes, beautiful details and fine finishes all align with
what our customers have come to expect from A.R.T. Furniture.”
With the Vintage Salvage collection, designs return to the traditional European elements introduced in Arch.
Salvage but in a new transparent umber finish. The new tones are applied to the collection’s parawood solids
and elm veneers.
“The deeper finish on Vintage Salvage makes a whole new design statement,” said Doug Rozenboom, A.R.T.
Furniture’s senior vice president of merchandising and marketing. “Arch. Salvage, offered in a Parchment finish, See the latest list of furniture-related items covered by
has proven its appeal to consumers. With the addition of the umber finish on Vintage Salvage we have
expanded our customer’s options in one of our most popular lines.” are released. Check it out!
Drawing specifically on designs from the art and architecture of the northern Italian area around Venice, the
Renaissance Salvage collection deviates from Arch. Salvage’s original designs more than Vintage Salvage.
Made of rubberwood solids and elm veneers finished in white and accented in silver leaf, marble and Venetian-
style glass, the collection focuses on repurposed Renaissance looks from Italy as opposed to all of Europe. Key
pieces from the collection include the Vitruvian bachelors chest, a serpentine-front chest with ornamental
scrollwork and a patterned marble top, and the Teatro panel bed, which is paneled at the headboard and
footboard with antiqued Venetian-style glass.
Pieces from all three collections will be on display at October High Point Market in the company’s showroom in
the Plaza Suites, 200 and 220.
See what happened at our Leadership Conference in

premier furniture industry event! See photos!

Adelaide Elliott | Editorial Intern

aelliott@furnituretoday.com
Adelaide “Addie” Elliott is a rising junior at Greensboro
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College, where she is the editor of the bi-weekly
school newspaper and manages a staff of 25 student
writers. She is interning with Furniture Today and plans to pursue a
career in writing. Furniture Today
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A.R.T. Furniture v. Hackney Home Furnishings - Motion To Dismiss

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IN THE UNITED STATES DISTRICT COURT

MIDDLE DISTRICT OF NORTH CAROLINA

A.R.T. FURNITURE, INC.,

v. Brief in Support of Motion to

Count 2 of the Amended Complaint should be dismissed under

Rule 12(b)(6) because it does not allege facts that support a

plausible inference that its designs are non-functional, have

acquired secondary meaning, and that Defendant's design is

likely to cause confusion. In addition, Plaintiff's multiple

references to its pending and issued design patents are

immaterial to the Amended Complaint and prejudicial to Defendant

and should be stricken under Rule 12(f).

1. Plaintiff asserts trade dress rights to the overall

appearance of the Arch. Salvage collection, including original

Case 1:18-cv-00865-WO-JLW Document 13 Filed 12/05/18 Page 1 of 28

configuration and various sculptural elements. Am. Cplt. ¶33

2. The Amended Complaint contains conclusory allegations

that Plaintiff's trade dress is not functional because each

design element is ornamental and serves no functional purpose.

Am. Cplt. ¶¶19, 34

3. The Amended Complaint contains mostly conclusory

allegations regarding secondary meaning including the following:

a. Plaintiff introduced the Arch. Salvage collection

"on or about 2016." Am. Cplt. ¶8

b. Plaintiff has prominently displayed the design

configuration and original sculptures associated with Arch.

Salvage on Plantiff's websites, in print advertising, on hang-

tags and placards, in retail stores, and at trade shows

throughout the United States. Am. Cplt. ¶12

c. The look and feel of the Arch. Salvage collection

as an identifying aspect of Plaintiff's furniture. Am. Cplt.

¶¶14, 15, 17, 36, 37

d. Arch. Salvage has been highly popular,

commercially successful, and enjoys a valuable reputation and

goodwill. Am. Cplt. ¶¶15, 22

Case 1:18-cv-00865-WO-JLW Document 13 Filed 12/05/18 Page 2 of 28

positive references in the relevant press, including multiple

articles published in Furniture Today and similar industry

publications. Am. Cplt. ¶16

f. Plaintiff derives substantial goodwill and

proprietary value from its exclusive sale of the Arch. Salvage

collection. Am. Cplt. ¶23

g. The accused furniture is a direct copy,

strikingly similar, substantially similar, and confusingly

similar to A.R.T.'s furniture. Am. Cplt. ¶¶45-47, 52, 53, 58-60

h. On information and belief, Defendant adopted its

design solely to confuse customers into believing that they were

purchasing A.R.T. furniture, and not because it looks

aesthetically pleasing. Am. Cplt. ¶51

4. The Amended Complaint fails to allege any facts

relating to 1) consumer studies linking the mark to a source; 2)

unsolicited media coverage of the product; 3) attempts to

plagiarize the mark; or 4) exclusivity of the mark's use.

5. The only allegation in the Amended Complaint relating

introduced less than 3 years prior to the filing of the

Case 1:18-cv-00865-WO-JLW Document 13 Filed 12/05/18 Page 3 of 28

regarding likelihood of confusion are conclusory statements that

confusion is likely. Am. Cplt. ¶¶55-57

1. Does the Amended Complaint allege facts that support a

plausible inference that the Arch. Salvage trade dress is non-

2. Does the Amended Complaint allege facts that support a

plausible inference that the Arch. Salvage trade dress has

3. Does the Amended Complaint allege facts that support a