Page 19 - Craftcil May & June 2017
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                                                                 climbed back to
               Quiet expansion on tap at No. 9 Raymour &                             Top 100 single-source networks
                                                                 18% from 17%
           Flanigan and No. 42 Farmers. These companies don’t    for the previous     Growth in sales and units, 2015-2016
                                                                                 Sales                     6.9%
           often make headlines in Furniture Today, but they should.  group, thanks in
                                                                                 Units                   4.9%
           Liverpool, N.Y.-based Raymour tacked on four stores last year as  part to the
                                                                                       Single-source networks’ share of
           its sales jumped 11% to $1.31 billion. Five more locations are  addition of  Top 100 sales  U.S. furniture store sales*
           slated for this year, which would push the retailer’s store count  Original
           to 120. Dublin, Ga.-based Farmers Home Furniture opened a  Mattress, the
           net 10 stores last year, including nine in Tennessee (a new  vertically
           state) and additional stores in Alabama. The promotional to  integrated
                                                                                *Total U.S. furniture store sales from all product categories in 2016 was
           mid-priced player ended the year with 205 stores across six  bedding  $58.6 billion; of that, an estimated $53.9 billion was for furniture,
                                                                                bedding and accessories.
           Southern states and $208.4 million in estimated furniture,  specialist with  Source: PBM Strategic Insights, 2017 Furniture/Today’s Survey of Top
                                                                                100 U.S. Furniture Stores and the U.S. Dept. of Commerce.
           bedding and accessory sales, up 5.1% from the year before.  estimated 2016
           Single-source stores near                             sales of $55 million. The share of total U.S. furniture store sales
                                                                 this past year increased to 15% from 14% for last year’s single-
           pace of full group                                    source networks.  Four of the networks posted Top 100-beating
                                                                 sales gains, led by No. 76 Roche Bobois, up 12.7% to $80.4
               Once again, sales for the single-source dedicated store  million, and Mitchell Gold + Bob Williams, up 12.1% to $130
           networks lagged the Top 100 as a whole, but it was a much  million. No. 1 Ashley HomeStore had another solid sales gain, as
           closer race this time vs. the year before. The subset of 10  well, up 8.8%, or $310.7 million, to $3.84 billion. No. 10 Sleep
           companies-up from nine the previous year,   combined for a
           6.9% increase in 2016 furniture, bedding and accessory sales to    Top single-source store networks
                                                                      Ranked by sales of furniture, bedding and accessories
           $7.88 billion. While that’s shy of the 7.2% gain for all of the Top
                                                                  Rank Company        Estimated furniture, Percent  Number
           100, it’s nowhere near the more than four percentage point                  bedding, accessory  change  of units
                                                                                        sales in $ millions 2015 to
           gap that separated the two last time. Single-source networks                  2016   2015   2016 2016 2015
           are the company-owned, licensed or franchised stores   1   Ashley HomeStore  $3,835.1 $3,524.4  8.8%  558  515
                                                                  10  Sleep Number    $1,281.1 $1,184.1  8.2%  540  488
           dedicated to a single home furnishings brand, operating under
                                                                  13  La-Z-Boy
           one retail banner. The group also includes vertically integrated  Furniture Galleries  $$1,134.0 $1,114.7  1.7%  310  299
           companies, such as No. 17 Ethan Allen, No. 54 Mitchell Gold +  17  Ethan Allen  $758.7  $719.2  5.5%  187  195
                                                                  28  Bassett Home
           Bob Williams and newcomer No. 97 The Original Mattress     Furnishings       $358.9  $344.9  4.0%  90  92
           Factory.  The combined sales increase was slightly ahead of the  50  America’s Mattress  $167.4  $165.4  1.2%  301  299
                                                                  54  Mitchell Gold +
           6.7% sales gain for the dedicated store networks on last year’s  Bob Williams  $130.0  $116.0  12.1%  28  25
           Top 100. After a dip last year, the group’s share of Top 100 sales  76  Roche Bobois  $80.4  $71.4  12.7%  27  27
                                                                  80  Lovesac            $76.0  $75.0  1.3%   60  58
                                                                  97  The Original Mattress  $55.0  NA  NA   109  NA
                                                                      Factory


                                                                 Number was next with an 8.2% gain to $1.28 billion. There
                                                                 were no sales decreases among the dedicated stores this year.
                                                                     Most of the single-source networks added stores or held
                                                                 flat with the exception of Ethan Allen, which cut its store count
                                                                 by a net eight showrooms, and No. 28 Bassett Home
                                                                 Furnishings, which dropped by two stores. Sleep Number
                                                                 posted the greatest net store gain, up 52 stores, followed by
                                                                 Ashley’s 43 net new stores and No. 13 La-Z-Boy Furniture
                                                                 Galleries’ 11-store gain. Combined, the networks added 103
                                                                 stores for 2,210 showrooms at yearend.

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