Michael Knell’s HomeGoodsOnline.ca HGOFALL 2016 merchandiserVolume Five, Issue 3 Donald Cooper on winning the talent wars Our Canadian Furniture Show report The omnichannel explained Tepperman’s is finding a green ROI WHAT’S HOT IN upholstery CONTENTS EDITOR’S LETTER LET’S MARKET REPORT 6GO BACK TO JANUARY 34 WHAT WAS HOT… Anyone who knows our editor well knows AND WHAT WAS NOT…AT THE he’s a big believer in what is now called CANADIAN FURNITURE SHOW the Canadian Furniture Show (CFS). It’s CFS has undergone a makeover over the absolutely essential to the long term last few years, shortening its once cum- health and prosperity of the Canadian bersome moniker, cutting a day from its furniture industry that we have a neutral run time and welcoming attendees during ground where we can come together as the summer rather than the winter. While an industry. But its performance over the it made in-roads in terms of style, wel- 28 past two years suggests we consider go- comed more beautifully curated displays ing back to the original dates. An opin- and some style-savvy celebrity speak- ion from Michael J. Knell ers this year, attending retailers say they want more Canadian product and even TECHNOLOGY THE more striking exhibits. Regular contribu- 8OMNICHANNEL EXPLAINED tor Ashley Newport authored our report. In a nutshell, being an omnichannel re- tailer means providing the customer PRODUCT STRATEGIES with every possible path to purchase. It 28WHAT’S HOT IN has to be provided seamlessly and while UPHOLSTERY? giving a superior shopping experience. While walking the floor at CFS recently, Looking at the success many have had it became apparent bright, bold pieces – adapting to its demands, it may not be especially those with sleek, soft frames as dauntless a task as it appears. Gary – were no longer novel or rare. As the James provides our explanation. world has got smaller and the consumer more fashion-savvy, manufacturers be- ON RETAIL WINNING gan designing fun pieces that are ver- 34 18 THE TALENT WARS satile, mobile, practical and most impor- The real battle in business today is the tantly stylish. Ashley Newport brings the battle for talent. If it is won, the battle for trends together. loyal customers and healthy profitability is a lot easier. Whether your business is INDUSTRY large or small, not having the right peo- 39CALENDAR & ple in every position carries a huge bot- ADVERTISERS’ INDEX tom-line cost in lost business, inefficien- cy, missed opportunity and frustration. Our resident retail guru, Donald Cooper, Michael Knell’s HomeGoodsOnline.ca shares his eight essential steps to attract, HGOFALL 2016 merchandiserVolume Five, Issue 3 lead and engage a top performing team. 24 RETAIL & THE Donald Cooper on winning the talent wars ENVIRONMENT Our Canadian Furniture Show report 24 The omnichannel explained TEPPERMAN’S – FINDING Tepperman’s is finding a green ROI WHAT’S HOT IN A GREEN ROI upholstery Being a good steward of the environment is not just the right thing to do. It can also ON OUR COVER: Blue is proving itself generate a real return on investment if to be the hot colour for upholstery done properly. It’s also something that fabric these days. A good example is the will get you accolades from your peers in Model 7646 from Décor-Rest. Part of the community as Andrew Tepperman, the S&C Collection, it features loose- president of the five-unit family owned back cushions with box seats, double- and operated Tepperman’s Furniture, stitching details and modern metal feet 8 recently discovered. A report from HGO and is described as “a true velvet, with editor Michael J. Knell. the softest hand imaginable.” 4 HGO merchandiser Treat yourself to a luxurious night's sleep. AD The finest beds made. Stearns & Foster® mattresses are made by specially trained master craftsmen using the best materials and the highest of standards − all to deliver exceptional quality and indulgent comfort. We’re so proud of our work, we sign every one. stearnsandfoster.ca HomeGoodsOnline.ca 5 EDITOR’S LETTER HGO merchandiser Let’s go back FALL 2016 • VOLUME FIVE, ISSUE 3 MICHAEL J. KNELL ISSN 2291-4765 www.HomeGoodsOnline.ca to January PUBLISHER & EDITOR Michael J. Knell Anyone who knows me well knows I’m a big believer in [email protected] what is now called the Canadian Furniture Show (CFS). It’s MARKETING DIRECTOR Corrie-Ann Knell absolutely essential to the long term health and prosperity [email protected] of the Canadian furniture industry – at all points of the MANAGING EDITOR supply chain from manufacturing and distribution to retail, Anthony E. Bengel both independent and corporate – that we have a neutral [email protected] ground where we can come together as an industry. CONTRIBUTORS Donald Cooper Gary James N EVENT SUCH AS CFS PROVIDES A PLACE WHERE INNOVATION can Ashley Newman be seen for the first time, where new manufacturers can make their de- ART DIRECTOR but, where new product designs can be unveiled for testing and where Samantha Edwards professionals from across the supply chain can meet, exchange ideas Sam I Am Creative Aand re-affirm long standing friendships. [email protected] Industry events, however, have not been immune to advances in technology, IT DIRECTOR stagnation in the economy or changes in demographics across our society. The Jayme Cousins result has been, for CFS, a smaller exhibitor base and reduced attendance, particu- In House Logic [email protected] larly from retail buyers and to some extent designers as well. CFS isn’t the only industry event to suffer so – well known furniture shows in High Point, Las Vegas, PUBLISHED BY Cologne, Paris and other places have also been afflicted with declines. Windsor Bay Communications Inc. I also firmly believe the CFS management team – lead by president and chief ex- P.O. Box 3023, 120 Ontario Street Brighton, Ontario K0K 1H0 ecutive officer Pierre Richard – have done a great job since taking over just prior to T: 613.475.4704 the 2014 Canadian Home Furnishings Market. Many of the changes made are truly F: 613.475.0829 laudable and deserve high marks indeed. Michael J. Knell, Managing Partner Even though the change in the dates from January to May for 2015 came from a PUBLISHERS OF good and honest place – the survey of attendees they conducted in the spring of 2014 HGO This Week – it might be time to consider going back to the show’s traditional January timeslot. Home Goods Online.ca I say this for a number of reasons. One is I believe at least two greatly missed and © 2016 much demanded exhibitors will return to the International Centre with a January Windsor Bay Communications Inc. All rights reserved. show date for the simple reason that schedule marries nicely into their own product development and introduction cycle. The current May timeframe is simply too late Windsor Bay Communications does not accept for them. I also think others will follow. any responsibility or liability for any mistakes or misprints herein, regardless of whether such errors When held in January, the Canadian event was the first furniture market of the are the result of negligence, accident or any other New Year – the psychological importance of that cannot be under-emphasised. It cause whatsoever. Reproduction, in whole or in part, gives a unique marketing advance that cannot be replicated. of this magazine is strictly forbidden without the prior written permission of the publisher. Going back to January won’t solve all of the problems CFS faces, but regaining some of that lost exhibit space and the support of at least two vitally important resources is a good place to begin. AFFILIATE MEMBER Michael J. Knell Publisher & Editor [email protected] 6 HGO merchandiser Canada’s product protection company. Let us show you a new way to protect your customers while increasing your margins. To learn more: www.zucora.com HomeGoodsOnline.ca 7 TECHNOLOGY THE OMNICHANNEL EXPLAINED In a nutshell, being an omnichannel retailer means you provide the customer with every possible path to purchase. You have to provide it seamlessly and while giving a superior shopping experience. Looking at the success many have had adapting to its demands, it may not be as dauntless a task as it appears. BY GARY JAMES IRST THERE WERE STORES. and digital (online, or virtual) — at any Norby added while all omnichannel Then there was ordering by time without any gaps or roadblocks. If experiences will use multiple channels, phone or catalogue. Next consumers put a product in a shopping but not all multi-channel experiences came e-commerce. Until re- cart on their computer, they should be are omnichannel. “You can have amaz- Fcently, each of these sales channels was able to complete the sale in store with a ing mobile marketing, engaging social its own discrete path by which a con- salesperson. And conversely, if they’ve media campaigns and a well-designed sumer could conveniently buy a prod- seen something they like in a store but website, but if they don’t work together, uct. The paths generally all led to the want it in a different size or colour; they it’s not omnichannel.” She cited Star- same goal — a purchase — but each trav- should be able to place their order from bucks, which allows store visitors to eler tended to stay on a single path rath- home or another location 24/7 via a place orders and make payments directly er than jumping from one to another. smartphone, tablet or laptop. from their phones, as a good example of Now there’s omnichannel.