restonic review - Restonic Brand Central

February 2012
Issue 1, Volume 3
RESTONIC REVIEW
A Publication for Employees, Partners and Friends of Restonic Mattress
January 2012 Las Vegas Market
The following Items are on Brand Central
from the Las Vegas Market.
1.
January 2012 Presentation
2.
Market Share Spread Sheet
3.
Floor Plan
4.
Jan 2012 Spec Sheet
5.
Price Cards
6. Attendance Spread Sheet
7.
L&P Base Comparison Sheet
The Following Videos are in the Media Room
1. TempaGel Product Video
2.
Restonic Retailer Video
3.
Supporting Dreams Contest Video
4.
2 Commercials
The access them go to NEWS > Las Vegas Market
IN THIS ISSUE:
TempaGel Displays
.02
New Marvelous
Moments Contest Info
.03
Ron in India
.04
Furniture Today
.06
1
New for Your TempaGel Displays:
New TempaGel Items to Create In-Store Displays are now
on Brand Central for ordering in the store under BANNERS.
TempaGel Displays:
3 Part Display $ 1390.00 plus shipping
1 Part Display $ 505.00 plus shipping
TempaGel Banners:
2 TempaGel Banners, 1 Sided
2x5 are also for sale
TempaGel Brochure:
TempaGel Brochures are now for Sale on Brand Central
TempaGel Footwraps:
Green TempaGel Foot Wraps are for sale at $25.70 each
TempaGel Demo Units:
The Demo Unit is being re-designed by Wright of Thomasville,
As soon as a new model is approved we will let you know.
You Gotta Read It to Know It!
Announcing a new contest for readers of the Restonic
Review! Each month we will pose a question to
our readers. The answer is found somewhere in the
newsletter, so you Gotta Read It to know the answer!
Do You Have News?
We are always looking for tasty tidbits and
noteworthy news to publish in the Restonic
Review monthly newsletter.
Our November winner is:
Jennifer W. Beaman
Purchasing Department
Restonic Fayetteville
If you have an interesting story, a new mattress
tale, an old bedding saga - please send it to the
Marketing Manager at: brooke@restonic.com
and it will be included in the next exciting issue!
Jennifer has won the hot coffee tumbler
and package of Dunkin Donuts Coffee!
We are also looking for your Success Stories!
Tell us about a novel way you do business and
how it was successful. Did a promotion add to
consumer interest? Do you promote the brand
in a fabulous fashion? We are interested to
hear from you!
The prize for February:
$10.00 Gift Card to Best Buy
Q: What is the name of our latest Pet of the Month?
T hank You!
2
E-mail your answer to brooke@restonic.com
before February 29th. A random drawing from all correct
answers will determine the winner. Winner’s name will
be published in the March newsletter.
Marvelous Moments Contest!
• The Marvelous Moments kicked off on Valentines Day!
• Social Media Ads are running on Google and Facebook
• You can Download your Sales/Retailer Tool Kit on Brand Central
• Go To Sales Education > Contest to download the PDF
Restonic Pet of the Month
We have a new addition to the Restonic Review:
We would like to feature the furry friends of the
Restonic Family! Send in pictures of your pets with fur
or feathers or even scales to brooke@restonic.com
And your pet could be featured in the next News Letter.
Make sure to include your pets name and tell us a little
bit about your pet!
February’s Restonic Pet of the Month
Name: Benj
Owner: Randy Bancroft from Restonic Fayetville
This is Benji; he recently came to live with us from Chicago.
He was raised as a baby by my sister in law but due to some
allergies with her husband she had to find him a new home.
I have always been opposed to having a dog in the house but my
wife Sonia assured me that Benji was not a typical dog and very
mild and house trained. Guess what? She is absolutely correct;
Benji is the perfect dog, he is happy to see me when I come
home in the evening and is a delightful joy to play with.
We have only had him for about a month and has yet to
have any accidents.
Meet
Denise Verner
Our Grand
Prize Winner!
Pictures left to Right: Doug Verner (Husband of
Winner), Denise Verner ( Our Grand prize Winner),
Brooke Kibrick, Restonic Marketing Manager and
Steve Tracy, President of Gardner White.
3
Ante4Autism Poker Event
Raises Over $17,000 for Cause!
The furniture industry came
out in a big way to support
Autism Speaks at the 4th Annual
Ante4Autism event.
“We had a great group of players and we were very
excited to have professional poker player Karina Jett join us!”
Co-Host Doug Krinsky said. The combined donations, entry
fees, corporate sponsorship, as well as online and silent auction
support has totaled over $17,000.Mike McQuiston, from
Symbol Mattress, was the Grand Champion and the runner up
was Chad Coconis from Coconis Furniture in Zanesville, OH.
Mike graciously donated his winnings back to Autism Speaks,
as did other top finishers.
Ron Passaglia Travels to Restonic India
Ron Passaglia traveled all the way to India earlier this month
to meet with our International Licensee in India.
Ron met with K. Madhavan the Managing Director of Peps
( Restonic India) where they signed a 25 Year Agreement
for India to produce Restonic Products. Peps range of products
includes a variety of spring mattresses, pillows, comforters and
spring bases which is crafted from materials and components
of highest quality standards and certifications.
Ron and K. Madhavan sign new contract
Restonic/Peps Store Front in India
Ron being welcomed to India
4
Keep up with all the trends and the talk of the industry by following
David Perry’s blog and podcasts on Furniture Today.com
Sponsored by Restonic Mattress!
5
Nov.
29
2011
Vol. 36
No. 13
$25
2011
Bedding
Yearbook
Inside Sealy’s regulatory lab, p4
Englander aims to gain share, p6
Remembering Roy Unger, p8
Ron Passaglia, left, of Restonic chats
with Bill Hartman of Furniture First at
Furniture/Today’s Leadership Conference.
6
FTBY001i13 1
11/17/2011 10:21:21 AM
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FURNITURE |TODAY NOVEMBER 29, 2011
www.furnituretoday.com
2011 Bedding Yearbook
Producers comment on key distribution issues
Why does the bedding specialty store channel remain so vibrant?
Jodi Allen, chief marketing officer, Sealy:
“Because bedding specialty
stores focus only on bedding,
their sales associates have an
unparalleled expertise about
the products they sell. Combine
that knowledge with a broad
product selection, frequent
advertising and new store
expansions, and you have a recipe for success.
That said, we saw other channels impacted
less by the great recession. Since 2008, we’ve
seen the growth in this channel slow as other
channels, like department stores, have gained
momentum.”
Bob Sherman, president, Serta: “Serta’s
specialty store partners are
thriving due to aggressive
advertising and new product
introductions. Plus, the major
market players are growing.”
Rick Anderson, president of Tempur-Pedic
North America: “The bedding
specialty channel benefits
from increased door count
and the build-out of markets
that are still underserved. The
channel offers consumers a
convenient alternative to big
box department stores and
multi-category furniture stores. It also executes
extremely well — heavy advertising, vibrant
assortments and well-trained sales associates.”
Are furniture stores holding their own in bedding?
Gary Fazio, CEO, Simmons: “I absolutely think
they’re holding their own. Since coming back
to manufacturing from the retail side, I’ve
been impressed with what I’ve
seen at most every furniture
store with whom I’ve worked
or met while at Simmons.
They give the mattress
department a tremendous
amount of attention and
their commitment to detail is
Dave Roberts, president, Comfort Solutions:
reflected on the floor.
“Yes, those furniture stores that continue to
Despite putting forth a lot of effort, the
aggressively pursue the category are holding
channel is challenged by having fewer
their own. As a general
locations. New furniture stores are not opening
comment, though, I believe
at the rate that specialty bedding retailers
this channel will require an
are, and some are closing altogether. But
even stronger commitment to
furniture stores are improving store design
the mattress category over the
and becoming increasingly aggressive in their
long run to either maintain or
advertising, so I don’t foresee that they will
grow its share of the business.”
lose too much footing in the space.”
What channels will enjoy the greatest growth in the next few years?
Bob Hellyer, president, Kingsdown: “Based
on their ability to grow with
lower capital investment, I
think the industry should keep
its eye on specialty stores as
a growth area. In addition, I
believe regional furniture stores
committed to advertising the
category will continue to grow.”
Gerry Borreggine, president, Therapedic:
“Warehouse clubs continue
to grow because of the value
proposition that the consumer
understands that they will
receive from them.”
Ron Passaglia, president, Restonic: “Due to
the current downdraft in the
economy, warehouse clubs,
rental stores and off-price
retailers within the next one
or maybe two years may see
accelerated growth. Naturally,
the specialty store channel will
continue to excel.”
What channel faces the greatest challenge to maintain its position?
Kevin Toman, president, Englander: “Furniture
stores must continue to be
aggressive in promoting
bedding. They have the ability
to rely on other parts of their
business to make up margin
shortfalls and maintain a
strong balance of sale.”
Rick Robinson, president, Spring Air: “Factory-
direct operations have a
tough business model in
any economic climate. They
have to balance component
cost increases, their own
manufacturing costs and the
need to be price-competitive in
their market(s) with the level of
ad spending that’s required today to stay in
front of the consumer.”
7
Dan Hige, president, International Bedding:
“Department stores will
continue to be challenged as
they struggle with lack of focus,
promotional activity and instore sales and service.”
22
FURNITURE |TODAY
www.furnituretoday.com
NOVEMBER 29, 2011
2011 Bedding Yearbook
Top 15 U.S. bedding producers
Rank
Rank
last
year
Company
1
1
Sealy
Estimated U.S. wholesale
bedding shipments in $ millions
2010
2009
$1,112
Percent
change
2009 to 2010
$1,111
0.0%
Includes shipments of its Sealy, Stearns & Foster and Bassett Bedding brands and shipments from its
single licensee, Sealy Mattress Co. of New Jersey. Also includes sales allowances and incentives of $96 million in 2010 and $93 million in 2009.
2
2
Serta
$985
$915
7.7%
Includes sales allowances and incentives of $50 million in 2010 and $47 million in 2009.
3
3
Simmons
$855
$858
-0.4%
4
4
Tempur-Pedic
$676
$455
48.6%
5
5
Select Comfort
$263
$240
9.4%
6
6
Comfort Solutions
$147
$140
5.0%
7
7
Corsicana
$144
$125
15.2%
8
8
Kingsdown
$114
$124
-8.1%
9
9
IBC
$111
$113
-1.2%
10
10
Therapedic
$107
$104
2.9%
11
12
Englander
$89
$83
7.2%
12
11
Spring Air
$80
$95
-15.8%
13
13
Restonic
$75
$73
2.7%
14
14
Symbol
$69
$67
3.0%
15
15
Lady Americana
$50
$50
0.0%
$4,877
$4,553
7.1%
Includes sales allowances, incentives and cash discounts of $120 million in 2010 and $116 million in 2009.
Excludes crib mattress sales.
Includes sales allowances and incentives of $66 million in 2010 and $34 million in 2009.
Excludes private label shipments.
The 2009 estimate includes shipments of $45 million for Spring Air International for June through December 2009 and shipments under its former ownership of $50 million for January through May 2009.
Top 15 total
Rankings are by estimated U.S. wholesale bedding shipments. All figures for calendar 2010 and 2009. All
sales information, except for that supplied by publicly held companies that break out U.S. wholesale bedding shipments or companies that provide accountant verified or audited figures, are Furniture/Today
market research estimates. Figures exclude shipments to Puerto Rico and include sales allowances, incentives and cash discounts. Figures have been rounded to the nearest million.
Source: Furniture/Today market research
Contenders vie for
spot on Top 15 list
By David Perry
HIGH POINT — The list of
Top 15 bedding producers has
been stable for several years,
but that could be changing in
the next year or two.
Three aggressive bedding
producers are putting themselves into positions to contend for Top 15 honors. They
are: E.S. Kluft & Co., Southerland, and Park Place.
Those three were singled
out from a long list of potential contenders by a survey of
producers, analysts and suppliers.
Kluft, headed by bedding
veteran Earl Kluft, supplied
accountant-verified shipment
figures of $44.2 million, a
29% increase over the previous year. That is a significant
achievement for a company
operating out of a single factory, located in Rancho Cucamonga, Calif.
The $44 million figure includes sales of the company’s
Kluft and Aireloom bedding
lines, as well as sales of the
Comfort Solutions line of
which Kluft is a licensee, the
company said.
E.S. Kluft & Co. specializes
in high-end bedding and is
opening a second plant
this year, in Denver, Pa., to
service dealers on the East
Coast.
Another Top 15 contender
is Southerland, a Nashville,
Tenn.-based producer that
was acquired last year by the
company’s employees in an
Employee Stock Ownership
Plan led by a new management team. Bedding veteran Steve Russo leads that
team.
Southerland says it is in a
position to grow its business
with new bedding lines and
bedding programs.
Yet another contender is
Greenville, S.C.-based Park
Place.
The company, operated by
the Orders family, includes
the Comfortaire airbed line
in its portfolio, and aims to
grow that brand with a new
retail program. In addition,
Park Place is now a licensee
for Comfort Solutions in the
Southeast.
In preparing its market
share report, Furniture/Today
asked dozens of bedding producers, suppliers and analysts
to provide their estimates of
shipment figures for bedding
producers.
Other bedding companies
worth watching, the survey
indicated, include:
X Jamison, a Brentwood,
Tenn.-based producer that
has the high-end Hypnos
brand in its bedding portfolio.
X Norfolk, Va.-based
Paramount Sleep, a former
Comfort Solutions licensee
making an aggressive bid to
grow its business.
X Eclipse, a bedding brand
in the portfolio of Mattress
Development Corp., owned
by bedding veteran Stuart
Carlitz.
Methodology for ranking top bedding producers
Furniture/Today’s ranking of the Top
15 Bedding Producers ranks companies according to 2010 U.S. wholesale
bedding shipments. Returns, as well
as shipments to Puerto Rico, are excluded. Contract shipments are included in figures. Sales adjustments,
including sales allowances and incentives, are also included and are reported in the notes when available.
All figures, except those of publicly
held companies which break out U.S.
bedding shipments as a separate line
of business and those of companies
supplying audited figures, are Furniture/Today market research estimates.
All figures are for the 12 months
ended Dec. 31, 2010 and 2009.
Three of the companies — IBC,
Serta and Simmons — supplied audited or accountant-verified figures.
Three other companies — Sealy, Select
8
Comfort and Tempur-Pedic — are publicly held and provided figures to Furniture/Today. Together, shipments for
these six companies represent 82% of
the Top 15 and 68% of the industry.
Estimates for the remaining companies were derived from a variety
of sources, including the companies
themselves, public company filings
with the Securities and Exchange
Commission, as well as published
and unpublished reports.
Furniture/Today also reviewed
sales estimates on each company
provided by competitors, suppliers
and industry analysts before arriving at the published estimates.
Executive Editor David Perry, Director of Research Dana French and
Database/Web Administrator Cynthia Myers compiled the data for
this report.
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28
Way to go
Are you a side, back, or stomach sleeper? How you
position yourself is key to shut-eye success
Stacey Sanner, 51, a PR consultant in
Seattle and avid runner, is partial to sleeping on her
right side. In her 20s, following a knee injury, she
switched her primary sleep position from her stomach to her side and added a pillow between her legs.
“I have never been able to sleep on my back,”
she says. “When I started having lower back trouble, my doctor told me, ‘One of the best things
B2M PRoDuCtionS/getty iMAgeS
BAcK SleePInG IS A
no-no foR SnoReRS
AnD THoSe WHo HAVe
SleeP APneA.
to do is sleep on your side with a pillow between
your knees.’”
Can sleep posture affect the quality of your
sleep and health? Absolutely, says Steven Park,
MD, author of Sleep, Interrupted and clinical assistant
professor of otolaryngology at New York Medical College in Valhalla, N.Y. Fatigue, sleep apnea,
headaches, heartburn, and back pain are some of
the complaints that can be aggravated by improper
sleep posture and a bad night’s sleep, Park says.
Is side, stomach, or back best? And can you
switch to another position if the one you favor may
not be best for your health? “You’re naturally going
to gravitate toward a position that you feel best
sleeping in,” says Park. You’ll also tend to choose
one based on how well you’re able to breathe. “The
smaller the airway in your throat becomes at night,
the more likely it is you’re going to sleep on your
stomach,” he says.
Back sleeping is
a no-no for snorers
and those with sleep
apnea; side sleeping
is best because it
helps keep your airways open. Research
suggests sleeping
on the left side can
relieve heartburn
symptoms, while
right-side sleeping makes them
worse. Sleeping on
the left side is also
recommended during pregnancy to
improve circulation
to the heart—good for mom and baby.
You may want to experiment with different
positions, but Park advises against switching from
your natural inclination unless there’s a health condition that calls for it.
Sanner knows something’s off if she’s shifted
out of her favored position during the night. “I can
tell as soon as I wake up if I’ve had a good night’s
sleep,” she says. “I feel rested, full of energy, and
happy.”—Jennifer Soong
Which way should you
sleep? Shut-eye expert
Steven Park, MD, offers
these tips.
Go with the flow.
You may have heard
that sleeping on your
back prevents facial
wrinkles because nothing
is pushing against your
face, but that doesn’t
mean you should change
your snooze. Trying to
change your natural
sleep position can harm
the quality of your sleep,
says Park.
Mattress matters.
The condition of your
mattress will often
dictate your sleep
position. If you have an
old, worn-out mattress
that sags in the middle,
sleeping on your side or
stomach is more difficult.
Taking sides.
The majority of
Americans are side
sleepers, but the jury is
still out on which side—
left or right—is more
popular. Most people
stick with one position,
but that can shift as
you age, usually due to
health issues, says Park.
Also, no one stays in
one position all night,
and doing so is not
good for circulation.
63% of Americans sleep on their side. Only 14%
sleep on their back and 16% on their stomach.
Find expert tips for your sleep challenge.
WebMD.com
September 2011 | WebMD the Magazine
9
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