January 2014

In This Issue

The Unsung Heroes

By Bill Sendelback

With both manufacturers and retailers shying away from inventory, the role of distributors has increased in importance since the downturn began.

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Failure Is Not an Option

By Bill Sendelback

Mike Rupp and his family have taken two-step distribution to another level with their philosophy of doing whatever it takes to make their dealers successful.

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Tale of the Ticket

By Tom Lassiter

Once furniture stores learn how to sell patio furniture, a quick glance at the average outdoor ticket will solidify its spot on the floor.

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Getting on Board

By Bill Sendelback

Finally, now that it’s the largest category in the hearth industry, recalcitrant hearth dealers are seeing the wisdom of selling electric fireplaces.

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Managing a Legacy Brand

By Richard Wright

Kathy Juckett leads 111-year-old, family-owned Telescope Casual Furniture into the future with a firm grasp of her job, and a keen eye on the future.

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Barbecue Hits Prime Time

By Lisa Readie Mayer

Who woulda thunk it? A hefty number of consumers are interested in watching and listening to advice and information on barbecuing.

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Anywhere & Forever

By Tom Lassiter

Place it in salt water, or on a beach; expose it to the sun, or the rain. Resin furniture is the Energizer Bunny of the furniture field.

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2013 November Business Climate

In early December, Hearth & Home faxed a survey to 2,130 specialty retailers of hearth, barbecue and patio products, asking them to compare November 2013 sales to November 2012. The accompanying charts and selected comments are from the 197 useable returns.

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