Shining Stars
Lisa Casinger -- Home Accents Today, 5/1/2005
Creative retailing is a labor of love, a tale of passion and a testament to some truly inventive, out-of-the box entrepreneurs. Our search for retail Stars — stores we've defined as having innovative approaches to marketing, merchandising and having an impact on their communities — could just as easily have been a list of 500 retailers instead of 50, but we had to stop somewhere.
We recognize there are many Stars spread across all channels of distribution, including department stores, big boxes, larger furniture stores and more, but our focus here is on small- to medium-size independent home accent retailers who've been successful and have raised the bar on retailing in their local markets. They're listed alphabetically because this is not a ranking.
We chose stores for a variety of reasons: product mix, in-store events, advertising, display and personality. There are stores located in pink houses like Ambiance Interiors & Gifts, Suwanee, Ga., which has a polka-dotted company Hummer that matches its gift wrap. Others like Art of the Table carry everything from micro brews and storied wines to specialty foods, tabletop, home accents and gift baskets.
Capitol Lighting, East Hanover, N.J., made the list because of its award-winning ads. Little Rock, Ark.-based Mertinsdykehome sets itself apart with its vibrant use of color and textures, not only in its more contemporary product, but also in wall treatments and displays.
Boxwoods Gardens & Gifts has several things going for it. Not only is the product mix exciting, home accents and antiques mixed with live florals, garden accents and yes, boxwoods, but also it's fun because the store itself is actually two old houses connected by a breezeway.
Terri's Consign & Design, Tempe, Ariz., is creative in its product mix of new and consigned home furnishings and accessories and one thing that sets Atlanta-based Scarlet Tassel apart is its corporate gift service. And the list goes on.
Many stores are family-owned businesses (almost two-thirds of those listed) and most have been around awhile, like Hurwitz Mintz, Metairie, La., founded in 1923, Capitol Lighting, 1924 and Bay Shore Lighting, Bay Shore, N.Y., 1945. There are a few newcomers like Wild Orchid, Virginia Beach, Va., and Zeba, New York, 2004.
This is the first feature of 50 Retail Stars, a compilation Home Accents Today will repeat once a year. If your store isn't here this time around, let us know by e-mailing me at lcasinger@reedbusiness.com. Tell me why your store is star-worthy, better yet, send pictures!
A CLASSIC DESIGN HIGHLANDS RANCH, COLO.
1 STORE; ESTIMATED 2004 TOTAL SALES: $2.5 MILLION
Family-owned retailer in business since 1995. Offers high-end merchandise in 4,000 square feet of selling space. Employs a team of 16, including seven salespeople. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories, decorative accessories and seasonal goods. Also carries jewelry and offers interior design services. Home accents accounted for 20% of 2004 total sales; furniture, 20%; other merchandise, 60%. Key vendors include Harden, Shermag, Hooker, Habersham and Emerson et Cie. Advertises through direct mail, newspaper, special events and company Web site. Is known in its marketplace for treating customers like part of the family. www.aclassicdesign.com
A PLACE CALLED HOME ST. CLOUD, MINN.
2 STORES; ESTIMATED 2004 TOTAL SALES: $1 MILLION $2.9 MILLION
Operates mid-priced stores in St. Cloud and Maple Grove, Minn. Founded in 1998. Employs 27 individuals, including 26 sales associates. Stores have a combined 6,300 square feet of selling space. Total sales per square foot, $238. Home accents include decorative accessories, accent furniture, lamps, wall decor, decorative pillows, throws, area rugs, tabletop and tabletop accessories. Also offers bath and body products and offers design services. Advertises through direct mail, radio and TV. Plans to launch its Web site this year. Known for its visual presentation, unique assortment and well-trained employees.
ACCESSORIES, ETC. BETHLEHEM, PA.
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION–$2.9 MILLION
Family-owned store founded in 2000. Carries mid-priced lines. Recently expanded to 10,000 square feet of selling space. Has 23 employees, including 13 sales associates. Total sales per square foot, $402. Home accents sales per square foot, $127. Home accents accounted for 32% of 2004 total sales; furniture, 54%; other merchandise, 14%. Key vendors include The Uttermost Company, Distinctive Designs, Toyo, IMAX, Import Collection, Theodore Alexander and Oriental Accent. Home accents include decorative accessories, accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, tabletop and tabletop accessories. Advertises through direct mail, special events and the newspaper. Also offers interior design services. Its look and services are unique to the Lehigh Valley because it represents a variety of styles with a designer's touch.
AMBIANCE INTERIORS & GIFTS SUWANEE, GA.
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION
Family-owned, home accent specialist. Is located in an 1870s-era home. Offers upper-middle price points in 5,500 square feet of selling space. Is adding a garden shop this year and renovating seven of 10 rooms in the store. Employs a team of seven. Total sales per square foot, $195. Home accent sales per square foot, $156. Key vendors include CBK, IMAX, Kincaid, Highland House, Hooker, Two's Company, Trapp, Lane Excursion, Hunter Lighting, Casablanca, Stylecraft, Paragon Picture Gallery, Bassett Mirror, Sterling, Katherine's Collection, Peking Handicraft, Peel & Co. and Riddle Home. Home accents include decorative accessories, accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories and garden and patio accessories. Also offers design services. Home accents comprised 55% of 2004 total sales; furniture, 40%; other merchandise, 5%. Advertises through direct mail, special events and "E-Savings" emails. The store is located in a painted pink house and owners drive a black and white polka-dotted Hummer that matches Ambiance's signature gift wrap. www.ambianceworldwide.com
ART OF LIVING INTERIORS SMYRNA BEACH, FLA.
1 STORE; ESTIMATED 2004 TOTAL SALES: UNDER $1 MILLION
Family-owned retailer, founded in 2001. The 2,200-sq.-ft. store carries mid-priced to high-end lines. Has four total employees, including three sales associates. Total sales per square foot, $90. Home accent sales per square foot, $80. Home accents accounted for 75% of 2004 total sales; furniture, 10%; other merchandise, 15%. Home accents include accent furniture, lamps, wall decor, decorative pillows, throws, permanent botanicals, tabletop, tabletop accessories, garden and patio accessories, candles and decorative accessories. Also carries gifts and bath items. Major vendors include Padma's Plantation, The Uttermost Company, Bailey Street, Sandton, Pacific Rim, Riddle Home, Kirkwood, Lam Lee and Two's Company. Advertises through direct mail, special events and the newspaper. Also offers interior design services. Visual merchandising, exclusivity, protected lines, customer service, quality merchandise and good prices set it apart.
ART OF THE TABLE GRAND RAPIDS, MICH.
1 STORE; ESTIMATED 2004 TOTAL SALES: $0.5 MILLION
Family-owned retailer founded in 2003. Carries mid-priced lines in 1,200 square feet of selling space. Employs a team of eight. Home accents accounted for 50% of 2004 total sales; furniture, 3%; other merchandise, 47%. Home accents include tabletop, tabletop accessories, accent furniture, garden and patio accessories and decorative accessories. Other merchandise includes artisan cheeses, gourmet foods and upscale beer and wine. Major vendors include Torre Tagus, Northern Lights, Tag, Xochi, Napa Home & Garden and Design Ideas. Advertises through local magazines, direct mail, company Web site and special events. Prides itself on being different and fresh every time a customer returns. www.artofthetable.com
ARTAFAX SCOTTSDALE, ARIZ.
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Family-owned retailer specializing in contemporary accessories. Founded in 1988. The 3,300-sq.-ft. store carries promotional to high-end lines. Total sales per square foot, $500. Has seven salespeople. Home accents include decorative accessories, accent furniture, lamps, lighting, tabletop and tabletop accessories. Also offers jewelry, gifts, pet accessories and personal accessories. Advertises through its Web site. www.artafax.com
BAY SHORE LIGHTING AND HOME BAY SHORE, N.Y.
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Family-owned retailer founded in 1945. The 5,000-sq.-ft. store carries upper middle to high-end lines. Employs 16 people, including seven sales staff. Home accents include lamps, lighting, accent furniture, wall decor, decorative pillows, throws, permanent botanicals, area rugs and decorative accessories. Lighting comprised 60% of 2004 total sales; lamps, 25%; other home accents; 10%; furniture 5%. Advertises through direct mail, newspaper, radio, TV and company Web site. www.bayshorelighting.com
BELLA CASA PORTLAND, ORE.
2 STORES; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Family-owned retailer in business since 1997. Opened its second store in Tualatin Ore., in May. Stores have a combined 6,000 square feet of selling space and carry mid-priced to high-end lines. Employs six sales associates. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, tabletop, tabletop accessories, area rugs and decorative accessories. Also offers design services. Home accents comprised 45% of 2004 total sales; furniture, 45%; other merchandise, 10%. Key vendors include Castilian, Fortunata, Intrada, Maitland-Smith, Vietri and Sherrill. Advertises through direct mail, newspaper, special events and company Web site. Creative displays, outstanding customer service and continuous arrival of new items help set it apart from the competition. www.bellacasastyle.com
BJ'S HOME ACCENTS, INC. NEWBURGH, IND.
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Founded in 1979. Carries mid-priced to high-end lines. Expanded by 1,200 square feet in April and showroom now has 7,200 square feet. Employs a team of 10, including three sales associates. Total sales per square foot, $220. Home accent sales per square foot, $75. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories, decorative accessories, furniture, windows treatments, candles and holiday trim and trees. Also offers design services. Home accents accounted for 35% of 2004 total sales; furniture, 60%; other merchandise, 5%. Advertises through direct mail, newspapers, magazines, special events and company Web site. www.bjshomeaccents.com
BOXWOODS GARDENS & GIFTS ATLANTA
1 STORE; ESTIMATED 2004 TOTAL SALES: $4 MILLION
Mid-priced retailer with 5,600 square feet of selling space. Founded in 1995. Employs 42, including 14 sales associates. Total sales per square foot, $800. Home accent sales per square foot, $670. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, tabletop and tabletop accessories, garden and patio accessories, decorative accessories, plants and planters. Home accents accounted for 35% of 2004 total sales; furniture, 15%; other merchandise, 50%. Plans to expand home accent offerings this year. Advertises through the newspaper and special events. Is known for its plant department, as well as its unique mix of merchandise and antiques.
BREUNERS ARIZONA SCOTTSDALE, ARIZ.
4 STORES; ESTIMATED 2004 TOTAL SALES: $10 MILLION OR MORE
Family-owned home furnishings specialist. Founded in 1968. Operates three upper-middle priced stores in Scottsdale, Glendale and Prescott, Ariz. and one 5,500-sq.-ft. youth specialty store in Scottsdale. Stores have a combined 125,000 square feet of selling space. Has 80 total employees, including 28 salespeople. Home accents accounted for 4% of 2004 sales; furniture, 92%; other merchandise, 4%. Home accents include accent furniture, lamps, decorative accessories, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop and tabletop accessories. Also offers design services. Advertises through direct mail, company Web site, special events, newspaper, radio and TV. www.breunersaz.com
CAPITOL LIGHTING EAST HANOVER, N.J.
10 STORES; ESTIMATED 2004 TOTAL SALES: $40 MILLION
Lighting specialist founded in 1924. Operates stores in Lawrenceville, Greenbrook, Paramus, East Hanover, Flemington and Eatontown N.J.; and Stuart, Lake Park, Boca Raton and Royal Palm Beach, Fla. Stores have a combined 150,000 square feet of selling space. Plans to open another store this year. Major vendors include Fine Art Lamps, Schonbek Crystal, Murray Feiss, Quiozel, Kichler, Minka Group and Hinkley. Employs a team of 280, including 120 sales associates. Home accents comprise 95% of 2004 total sales; furniture, 4%; other merchandise, 1%. Total sales per square foot, $267. Home accents include lamps, lighting, accent furniture, wall decor, decorative pillows, throws, tabletop, tabletop accessories, ceiling fans and lampshades. Also offers interior design services. Advertises through direct mail, billboards, magazines, newspapers, special events and company Web site. www.1800lighting.com
COBBLESTONE & VINE LITTLE ROCK, ARK.
2 STORES; ESTIMATED 2004 TOTAL SALES: $2 MILLION
Family-owned retailer. Founded in 1993. Carries upper-middle and high-end price points in a combined 8,100 square feet of selling space. Total sales per square foot, $300. Home accent sales per square foot, $200. Employs a team of eight, including seven salespeople. Home accents accounted for 40% of 2004 total sales; furniture, 40%; other merchandise, 20%. Home accents include lighting, occasional tables, bedding, candles, permanent botanicals, decorative pillows, window treatments, bath accessories and pottery. Also carries books and offers design services. Advertises through direct mail and special events. Prides itself on its excellent customer service. Custom capabilities allow it to stay ahead of the competition. www.cobblestoneandvine.com
DELACEY'S LANE WAMEGO, KAN.
1 STORE; ESTIMATED 2004 TOTAL SALES: UNDER $1 MILLION
Family-owned retailer offering promotional to high-end lines in 1,200 square feet of selling space. Established in 2003. Total sales per square foot, $118. Home accent sales per square foot, $53. Employs a team of three. Home accents include lamps, lighting, wall decor, permanent botanicals, area rugs, garden and patio accessories and decorative accessories. Home accents comprised 45% of 2004 total sales; furniture, 14%; other merchandise, 41%. Key vendors include CBK, Two's Company, Lampe Berger, Art In Motion, Paragon Picture Gallery, British Traditions and Silvestri. Is known for its unique merchandise, fun atmosphere and excellent customer service. www.delaceyslane.com
DOMAIN XCIV FORTH WORTH, TEXAS
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
In business since 1994. Offers mid-priced to high-end lines in 3,900 square feet of selling space. Employs nine people, including five sales associates. Total sales per square foot, $348. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, tabletop, tabletop accessories, area rugs and decorative accessories. Advertises through newspaper, special events and company Web site. Also offers design services. www.domainxciv.com
ELEGANT CLUTTER DANVILLE, CALIF.
1 STORE; ESTIMATED 2004 TOTAL SALES: $3 MILLION – $4.9 MILLION
Home accent specialist founded in 1977. The 7,500-sq.-ft. store carries promotional to high-end lines. Merchandise is arranged in 30 to 40 ever-changing vignettes. Total sales per square foot, $504. Home accents sales per square foot, $364. Has 38 total employees, including 18 salespeople. Home accents include decorative accessories, accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, garden and patio accessories, tabletop and tabletop accessories. Also carries curtains and drapery and offers complimentary gift wrap. Has 50-plus key vendors, including The Uttermost Company, Ashton, Ariel, Andrea by Sadek, NDI, C & F Trading, Dessau Home, Bassett Mirror, Art in Motion and John-Richard. Advertises through six annual mailings, newspaper, company Web site and three major open houses featuring champagne, food, live music, gifts and door prizes. Prides itself on its quality product, multiple price points and friendly customer service. www.elegantclutter.com
ELEMENTS DISTINCTIVE LIGHTING & HOME FURNISHINGS CARLE PLACE, N.Y.
1 STORE; ESTIMATED 2004 TOTAL SALES: $5 MILLION – $9.9 MILLION
Family owned and operated. The 18,000-sq.-ft. store carries mid-priced to high-end lines. Merchandises in groupings that tie together lighting, furniture and accessories. Has 25 employees, including 16 sales associates. Home accents include lamps, lighting, decorative accessories, accent furniture, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop and tabletop accessories and garden and patio accessories. Also offers design services. Lamps and lighting accounted for 65% of 2004 total sales; other accessories, 20%; furniture, 15%. Key vendors include Crystorama, Kichler, Global Views, Murray Feiss, Lam Lee and Casablanca. Advertises through direct mail, newspaper, radio, TV and special events. The owner teaches lighting design at two local colleges. The store is constantly evolving and changing with a fresh look each day.
GREAT ROOMS CARMARILLO, CALIF.
1 STORE; ESTIMATED 2004 TOTAL SALES: UNDER $1 MILLION
Family-owned home furnishings retailer. The 3,000-sq.-ft. store carries mid-priced lines. Plans to expand this year by 1,500 to 2,000 square feet. Total sales per square foot, $250. Home accent sales per square foot, $150. Key vendors include Sid Dickens, Quiozel, Eustachy Craftsmen, Krama Lounge, Art In Motion, Studio Vertu, The Uttermost Company, Charleston Forge, Casafina and Barreveld. Home accents accounted for 47% of 2004 sales; furniture, 50%; other merchandise, 3%. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Advertises through direct mail, company Web site and the newspaper. Also holds special events including Girls Night Out featuring a private sale and martini bar and Girls Day Out. Searches markets for unique and hard-to-find pieces. Customer service is strong. www.greatroomsdesign.com
GREENBAUM INTERIORS PATERSON, N.J.
2 STORES; ESTIMATED 2004 TOTAL SALES: $10 MILLION OR MORE
Family-owned, high-end retailer with stores in Paterson and Morristown, N. J. Founded in 1952. Employs a team of 72, including 24 sales associates. Stores have a combined 67,000 square feet of selling space. Total sales per square foot, $165. Home accent sales per square foot, $95. Home accents accounted for 25% of 2004 total sales; furniture, 60%; other merchandise, 15%. Major suppliers include Baker, Chelsea House and Hickory Chair. Also imports directly and makes custom furniture, accents and cabinetry on site. Renovated its Morristown located this year. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories and decorative accessories. Advertises through direct mail, newspaper, magazine, radio, TV, special events and company Web site and offers interior design services. Its large assortment and custom manufacturing capabilities set it apart from competitors. www.greenbauminteriors.com
HILDA FLACK INTERIORS PALM BEACH GARDENS, FLA.
3 STORES; ESTIMATED 2004 TOTAL SALES: $10 MILLION OR MORE
Home furnishings specialist founded in 1979. Carries mid-priced to high-end lines. Stores are located in Palm Beach Gardens, Fla., and Atlanta and have a combined 70,000 square feet of selling space. Plans to open a new location in Miami/Fisher Island, Fla., this year. Employs a team of 70, including 30 sales associates. Total sales per square foot, $400. Home accent sales per square foot, $85. Home accents accounted for 20% of 2004 total sales; furniture, 70%; other merchandise, 10%. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Also offers design services. Advertises through direct mail, special events, company Web site, newspaper, radio and TV. Its product mix, incredible display and customer focus set it apart.
HOMEFEST FT. COLLINS, COLO.
3 STORES; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Mid-priced to high-end stores located in Ft. Collins, Colo., and the Denver suburb of Greenwood Village. Also operates a baby store carrying apparel and gifts and a luxury linen store, figures not included. Home accent stores have a combined 12,500 square feet of selling space. Employs a team of 19, including 15 sales associates. Total sales per square foot, $200. Home accent sales per square foot, $120. Home accents accounted for 50% of 2004 total sales; furniture, 15%; other merchandise, 35%. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Advertises through direct mail and special events. Highly trained staff, along with its visual merchandising and price point diversity make it unique.
HOMESCAPES CARMEL CARMEL, CALIF.
2 STORES; ESTIMATED 2004 TOTAL SALES: $1.2 MILLION
Operates a showroom in Carmel and warehouse/outlet in Carmel Valley, Calif. Stores carry promotional to high-end lines in a combined 7,000 square feet of selling space. Was founded in 1999 and is owned by two brothers. Employs a team of seven, including five salespeople. Total sales per square foot, $160. Home accent sales per square foot, $95. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Home accents comprised 60% of 2004 total sales; furniture, 30%; other merchandise, 10%. Imports directly from all over the world. Other key vendors include American Leather, Palecek, Chronicle Books, Sunborne Nursery and Mistral. Advertises through newspaper, radio, TV, special events and company Web site. www.homescapescarmel.com
HURWITZ-MINTZ METAIRIE, LA.
2 STORES; ESTIMATED 2004 TOTAL SALES: $35 MILLION
Mid-priced to high-end retailer with stores located in the French Quarter of New Orleans and Metairie, La. Founded in 1923. Employs a team of more than 200. Home accents include accent furniture, lamps, wall decor, decorative pillows, throws, area rugs and decorative accessories. Other merchandise includes furniture, carpet, wall coverings and custom draperies. Home accents accounted for 2% of 2004 total sales; furniture including accent furniture and other merchandise, 98%. Advertises through newspaper, TV and company Web site. Key home accent vendors include Pacific Coast Lighting, Somerset, Palecek, John-Richard, Interlude and Bassett Mirror. www.hurwitzmintz.com
L & M DESIGNS NORTH POTOMAC, MD.
2 STORES; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Family-owned retailer in business since 1997. Has eight total employees, including four sales associates. Carries mid-priced lines in a combined 3,000 square feet of selling space. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Home accents accounted for 40% of 2004 total sales; furniture, 30%; other merchandise, 30%. Key vendors include CBK, Sterling, Kerby Brown, Expressions, Hooker and Pacific Rim. Advertises through direct mail, newspaper, company Web site and special events including Ultimate Girls Night Out and Girls Weekend. Offers full-service interior design. L&M Design's innovative marketing, year-round events, high-end service at reasonable prices and client referrals make it the place to shop. www.lynniStyle.com
LYN'S LINEN SHOPPE IDAHO FALLS, IDAHO
1 STORE; ESTIMATED 2004 TOTAL SALES: UNDER $1 MILLION
Family-owned linen specialist, founded in 1982. Offers mid-priced to high-end lines in 1,200 square feet of selling space. Employs a team of four. Top-of-bed accounts for 50% of 2004 total sales; other decorative accessories, 50%. Major vendors include Dream Sacs, Lampe Berge and Barefoot Dreams. Home accents include fine bed linens, decorative pillows, throws, permanent botanicals and area rugs. Advertises through television, newspaper, radio and company Web site. www.lynslinens.com
MATTEO & CO. PRINCETON, N.J.
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Founded in 1996. Carries low to high-end lines in 4,700 square feet of selling space. Employs a team of eight, including seven sales associates. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Also carries furniture and gifts and offers design services. Home accents accounted for 10% of 2004 total sales; furniture, 80%; other merchandise, 10%. Advertises through newspaper, direct mail, company Web site and special events. Strengths include its merchandise mix of furniture, accessories and gifts, as well as outstanding design services. www.matteoandco.net
MERTINSDYKEHOME LITTLE ROCK, ARK.
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Family-owned home furnishings retailer founded in 1997. Carries mid-priced lines in 6,000 square feet of selling space. Total 2004 sales per square foot, $183. Home accent sales per square foot, $55. Home accents accounted for 30% of 2004 total sales; furniture, 70%. Employs a team of 10, including six sales associates. Home accents include accent furniture, decorative accessories, lamps, lighting, wall decor, decorative pillows, permanent botanicals, area rugs, tabletop, tabletop accessories and candles. Key accessory vendors include Arteriors, Dransfield & Ross, Global Views, Interlude Home, Kinder-Harris, Michael Aram, NDI, Robert Abbey Lamps, Roost, Shadow Catchers, Textillery, Transeast and Votivo. Advertises through local magazines, direct mail and special events. Prides itself on its use of color and textures. Uses creative displays that are regularly changed. Plays music and treats customers to a refreshment center with coffee, bottled water and treats. www.mertinsdykehome.com
MOSES AT HOME ALBUQUERQUE, N.M.
1 STORE; ESTIMATED 2004 TOTAL SALES: $3 MILLION – $4.9 MILLION
Family-owned. Has been in the interior design business since 1980. Retail store founded in 1996. Carries mid-priced to high-end lines in 6,000 square feet of selling space. Employs a team of 15, including eight sales associates. Home accents account for 80% of selling space. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Has a full-service interior design staff for both residential and commercial design. Advertises through direct mail, billboards, special events and company Web site. Moses at Home's philosophy is to raise the design consciousness of its clientele. Educates customers by offering design-related seminars at two special events a year. Topics include color, art, wall placement, faux finishing and lighting. Gives back to the community by assisting women's organizations and those less fortunate. www.mosesathome.com
PANDAMONIUM HOME DECOR GRAPEVINE, TEXAS
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Mid-priced retailer with 4,750 square feet of selling space. Employs a team of 11, including eight salespeople. Home accents include accent furniture, lamps, wall decor, decorative pillows, throws and decorative accessories. Home accents accounted for 90% of 2004 total sales; furniture, 10%. Key vendors include Hooker, Sterling, The Uttermost Company, Ashton, Stein World and Pulaski. Advertises through special events and company Web site. Also offers design services. www.pandamoniumdecor.com
PASTICHE BOTANICA WEST BARNSTABLE, MASS.
2 STORES; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Founded in 1994. Carries mid-priced to high-end lines in a combined 2,500 square feet of selling space. Plans to open a new store in Dennisport, Mass., this year. Total sales per square foot, $1,000. Home accents sales per square foot, $300. Home accents comprised 30% of 2004 total sales; furniture, 60%; other merchandise, 10%. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Has 10 total employees, including four sales associates. Advertises through company Web site, direct mail, radio and TV. Also offers interior design services. www.pastichebotanica.com
PERSNICKETY MADISON, MISS.
1 STORE; ESTIMATED 2004 TOTAL SALES: $1.2 MILLION
Family owned home furnishings specialist. Established in 2001. Carries mid-priced to high-end lines in 4,200 square feet of selling space. Has 12 total employees, including 10 sales associates. Total sales per square foot, $285. Home accent sales per square foot, $297. Home accents comprised 50% of 2004 total sales; furniture, 25%; other merchandise, 25%. Home accents include decorative accessories, accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop and tabletop accessories. Key vendors include Henredon, Lampe Berger, Annieglass, Casafina, Jay Strongwater and Furniture Classics. Advertises through direct mail, newspaper and special events. Its strength is its customer service. Persnickety greets every customer, calls them by name, offers deluxe gift-wrapping for free and even carries packages to the car.
PHILLIPS LIGHTING & HOME MODESTO, CALIF.
1 STORE; ESTIMATED 2004 TOTAL SALES: $4.5 MILLION
Family-owned business established in 1947. Carries mid-priced to high-end lines in 16,000 square feet of selling space. Employs 26 people, including 13 sales associates. Total sales per square foot, $300. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Also carries floor, wall and mantel clocks, as well as ceiling fans and offers interior design services. Advertises through direct mail, newspaper, radio, TV, special events and company Web site. www.phillipslighting.com
POSH! VIENNA, VA.
2 STORES; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Family-owned retailer founded in 1982. Carries upper middle to high-end lines in a combined 15,000 square feet of selling space. Plans to open a third location in 2005. Has nine employees. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Also offers personal accessories and design services. Home accents comprised 35% of 2004 total sales; furniture, 45%; other merchandise, 20%. Key vendors include John-Richard, Fine Art Lamps and Jeffco. Advertises through special events. Posh! Incredible displays and professional design staff make it a design paradise. Posh's philosophy is about "staging a lifestyle and embellishing the event."
RUMOURS CENTENNIAL, COLO.
1 STORE; ESTIMATED 2004 TOTAL SALES: UNDER $1 MILLION
Family-owned retailer founded in 1989. Employs a team of five. The 3,600-sq.-ft. store carries mid-priced lines. Plans to open a new store next year. Total sales per square foot, $225. Home accents comprised 80% of 2004 total sales, furniture, 20%. Home accents include accent furniture, lamps, wall decor, permanent botanicals, garden and patio accessories, decorative accessories, candles and candlesticks. Advertises through direct mail, newspaper, direct email and company Web site. Prides itself on its great, visual shopping experience with unusual product. www.rumoursdecor.com
SAVANNA AT HOME BRONXVILLE, N.Y.
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Family-owned retailer founded in 2001. Offers mid-priced to high-end lines in 3,000 square feet of selling space. Employs a team of five. Home accents accounted for 20% of 2004 total sales; furniture, 80%. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Advertises through direct mail, company Web site, special events, newspaper and offers in-home design services. www.savannaathome.com
SELDOM SEEN GALLERY FORT LAUDERDALE, FLA.
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Family-owned business established in 1989. Offers promotional to high-end merchandise in 5,000 square feet of selling space. Employs a team of 17, including 15 sales associates. Total sales per square foot, $410. Home accent sales per square foot, $350. Home accents include accent furniture, lamps, wall decor, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Home accents accounted for 65% of 2004 total sales; furniture, 15%; other merchandise, 20%. Advertises through direct mail, newspaper, magazines, tourist guides and company Web site. Its attitude, American-made product and late hours set it apart from the competition. www.seldomseengallery.com
SHADES OF LIGHT RICHMOND, VA.
2 STORES; ESTIMATED 2004 TOTAL SALES: $13.5 MILLION
Family-owned retailer established in 1986. Carries mid-priced to high-end lines in a combined 10,000 square feet of selling space. Also sells through national catalog. Total sales per square foot, $200. Home accents include lamps, lighting, wall decor and area rugs. Home accents accounted for 100% of 2004 total sales. Advertises through direct mail, newspaper, radio, TV and company Web site. Its selection of antiques, custom products, staff and service set it apart from competitors. www.shadesoflight.com
STRATFORD COURT SCOTTSDALE, ARIZ.
1 STORE; ESTIMATED 2004 TOTAL SALES: $3 MILLION – $4.9 MILLION
Family-owned, home furnishings specialist established in 1997. The 20,000-sq.-ft. store blends together new, fine furniture, European antique furniture and accessories. Carries upper middle to high-end price points. Total sales per square feet, $175. Home accent sales per square feet, $215. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, tabletop, tabletop accessories, garden and patio accessories, decorative accessories and antique accessories. Major suppliers include Castilian Imports, John-Richard, Oriental Accent, Platt Collections, Austin, Global Views, Chelsea House, Theodore Alexander, The Uttermost Company and Arteriors. Home accents accounted for 25% of 2004 total sales; furniture, 65%; other merchandise, 10%. Employs a team of 15, including five sales associates. Advertises through direct mail, special events and company Web site. Offers design services through home consultants who have "more instinct than ego." www.stratfordcourt.com
SUNRISE HOME SAN RAFAEL, CALIF.
1 STORE; ESTIMATED 2004 TOTAL SALES: $5 MILLION – $9.9 MILLION
The 30,000-sq.-ft. retailer offers upper middle to high-end lines. Is family owned and employs a team of 25, including 12 sales associates. Home accents comprise 22% of 2004 total sales; furniture, 78%. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Also offers interior design services. Advertises through direct mail, newspaper, special events and company Web site. www.sunrisehome.com
TERRI'S CONSIGN & DESIGN FURNISHINGS TEMPE, ARIZ.
6 STORES; ESTIMATED 2004 TOTAL SALES: $10 MILLION OR MORE
Promotional to upper mid-priced retailer founded in 1979. Operates showrooms in Phoenix and Atlanta. Plans to open locations in Mesa and Goodyear Ariz., this year. Stores have a combined 138,000 square feet of selling space. Employs 140 people, including 50 sales associates. Home accents include accent furniture, lamps, wall decor, permanent botanicals and decorative accessories. Also offers design services. Home accents comprised 21% of 2004 total sales; furniture, 79%. Key vendors include IMAX, UMA, Feather Light, Paragon Picture Gallery, BMC and Global Views. Advertises through direct mail, newspaper, radio, TV, special events and company Web site. Its unique, one-of-a-kind, upscale, used furniture and new furniture that arrives daily set sit apart. www.eterris.com
THE ROSE COLLECTION LOS GATOS, CALIF.
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Family owned and operated since 1995. Carries high-end lines in 4,000 square feet of selling space. Employs 15 people, including five sales associates. Total sales per square foot, $500. Home accents sales per square foot, $250. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Also offers bedding and window treatments and offers design services. Home accents comprised 25% of 2004 total sales; furniture, 50%; other merchandise, 25%. Key Vendors include Key City, Laneventure, Marge Carson and Fine Art Lamps. Advertise through radio, TV, special events and company Web site. The Rose Collection does everything from remodeling to final accessorizing. Cutting-edge looks and ability to deliver an all-inclusive package set it apart from the competition. www.cherierosecollection.com
THE SCARLET TASSEL ATLANTA
1 STORE; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Privately owned retailer founded in 2002. Has 2,700 square feet of selling space and carries entry-level to upper middle price points. Total sales per square foot, $234. Home accents sales per square foot, $203. Key vendors include The Uttermost Company, Sid Dickens, Global Views, Corporate Art Services, Home Essentials, CBK and IMAX. Home accents include accent furniture, lamps, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories, decorative accessories, candles, candleholders, office/desk accessories, kitchen accessories, wine/bar accessories, tassels and bath/vanity accessories. Employs a team of 10, including six sales associates. Advertises through direct mail, newspaper, company Web site and seasonal open houses. Also offers interior design services, design workshops, corporate gift services, special ordering and shipping. Thinks its lifestyle merchandising and unique product offering set it apart. www.thescarlettassel.com
TRADITIONS CLASSIC HOME FURNISHINGS ST. PAUL, MINN.
3 STORES; ESTIMATED 2004 TOTAL SALES: $3 MILLION – $4.9 MILLION
Mid-priced to high-end home furnishings specialist with stores in Minneapolis and St. Paul, Minn., and Naples, Fla. Is family-owned and was founded in 1987. Stores have a combined 9,000 square feet of selling space. Employs 15 individuals, including 10 salespeople. Total sales per square foot, $450. Home accents sales per square foot, $70. Home accents accounted for 15% of 2004 total sales; furniture, 85%. Home accents include decorative accessories, accent furniture, lamps, wall decor, decorative pillows, throws, permanent botanicals, area rugs and garden and patio accessories. Also offers design services. Advertises through direct mail, newspaper, magazines and company Web site. www.traditions.com
TRAPPINGS RICHMOND, VA.
1 STORE; ESTIMATED 2004 TOTAL SALES: UNDER $1 MILLION
Family-owned business founded in 1998. Is located in Richmond's historic Fan District. The 1,200-sq.-ft. store carries promotional to upper middle price points and specializes in traditional and transitional home accents. Plans to renovate 300 to 400 square feet of storage space into selling space this year. Employs five people, including four sales associates. Home accents include accent furniture, lamps, wall decor, permanent botanicals, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Also sells gifts and greeting cards and offers design services. Home accents comprised 70% of 2004 total sales; furniture, 15%; other merchandise, 15%. Advertises through direct mail, newspaper, radio and special events. Trappings' goal is to be "your key to unique home accents and accessories." www.trappingshome.com
UNDER THE ARBOR REYNOLDSBURG, OHIO
1 STORE; ESTIMATED 2004 TOTAL SALES: UNDER $1 MILLION
Established in 2000. Is family-owned and employs a team of five, including three sales associates. Offers promotional to mid-priced lines in 2,400 square feet of selling space. Total sales per square foot, $100. Home accent sales per square foot, $75. Home accents comprised 75% of 2004 total sales; other merchandise, 25%. Home accents include accent furniture, lamps, wall decor, permanent botanicals, garden and patio accessories, decorative accessories and home fragrances. Also offers decorating services. Key vendors include IMAX, CBK, Aromatique, Trapp Private Gardens and Sid Dickens. Advertises through direct mail, newspaper, special events and company Web site. Takes its inspiration from Mother Nature. Its home elements and design theory have a timelessness that appeals to both women and men. www.underthearbor.com
URBAN GARDENER CHICAGO
2 STORES; ESTIMATED 2004 TOTAL SALES: $1 MILLION – $2.9 MILLION
Operates mid-priced to high-end stores in Chicago and Galena, Ill. Family-owned and operated since 1992. Employs a team of eight, including six salespeople. Stores have a combined 12,000 square feet of selling space. Total sales per square foot, $165. Home accents include accent furniture, lamps, lighting, wall decor, permanent botanicals, tabletop, tabletop accessories, garden and patio accessories and decorative accessories. Home accents accounted for 25% of 2004 total sales; furniture, 50%; other merchandise, 25%. Key vendors include Ancient Mosaic Studios, Cast Classics and Whitecraft. Imports directly from all over the world. Advertises through direct mail, radio, TV, special events and company Web site. Its experienced design staff keeps it on trend or slightly ahead of trend. www.urbangardenerchicago.com
WATSON KENNEDY SEATTLE
2 STORES; ESTIMATED 2004 TOTAL SALES: UNDER $1 MILLION
Founded in 1998. Offers promotional to high-end lines in a combined 2,100 square feet of selling space. Plans to open a new store on the East side of greater Seattle by November. Employs a team of 14, including 12 sales associates. Major vendors include Sid Dickens, Votivo, Fresh, Archipelago, Pine Cone Hill, Diptyque and Cote Bastide. Total sales per square foot, $300. Home accents accounted for 40% of 2004 total sales; furniture, 10%; other merchandise, 50%. Home accents include accent furniture, lamps, lighting, wall decor, throws, tabletop, tabletop accessories, decorative accessories, vintage accessories, bedding linens and tabletop linens. Also offers design services. Advertises through direct mail, special events and company Web site. Its strengths include its friendly, approachable, but not overbearing staff. Watson Kennedy's concept is that of a "sensual experience" with smell, sight and sound woven through the store's design. Product is displayed high and low to create a sense of "finding." www.watsonkennedy.com
WILD ORCHID VIRGINIA BEACH, VA.
1 STORE; ESTIMATED 2004 TOTAL SALES: $0.7 MILLION
Carries mid-priced to high-end lines in 1,300 square feet of selling space. Home accents accounted for 59% of 2004 total sales; furniture, 31%; other merchandise, 10%. Total sales per square foot, $507. Employs a team of six, including four sales associates. Key vendors include Cisco Brothers, Currey & Co., Excavo, Casa Fiora, Barreveld International, Jamie Young Co., Bella Note Linens and Two's Company. Home accents include accent furniture, lamps, lighting, wall decor, decorative pillows, permanent botanicals, area rugs, tabletop, tabletop accessories and decorative accessories. Also carries furniture, drapery, gifts and jewelry and offers design services. Advertises through direct mail and newspaper. Company Web site is under construction. Plans to expand its design center to an off-site space this year and to expand its store in 2008. Wild Orchid describes itself as a small store with an urban, casual and sophisticated feel.
ZEBA NEW YORK
1 STORE; ESTIMATED 2004 TOTAL SALES: UNDER $1 MILLION
Family-owned, home accents specialist. Established in 2004. The 3,000-sq.-ft. store carries promotional to high-end lines. Product is supplied by India-based ZEBA World. Plans to expand its SoHo store by 6,000 square feet and open a new store in San Francisco this year. Employs a team of four. Home accents comprised 90% of 2004 total sales; other merchandise, 10%. Home accents include accent furniture, lighting, wall decor, decorative pillows, throws, permanent botanicals, area rugs, tabletop, tabletop accessories and decorative accessories. Also carries bedding, window treatments, fabrics and textiles by the yard. Advertises through special events and company Web site. Offers a variety of quality, high-end products at mid-range prices. ZEBA complies with defined standards of social welfare, human rights and environmental protection, including "no-child labor laws" through the support of foundations. www.zeba.us
Newcomer Zeba opened its doors in 2004 with a grand opening featuring local design students carrying umbrellas and scarves crafted from this manufacturer-turned-retailer's own textiles.
Clever ads with tongue-in-cheek humor not only won awards for Capitol Lighting, but also garnered them a spot on our list of retail stars.
