Harden Furniture

The Harden Factory eTour

2010-11-03T14:23:00.003-04:00

The Harden website is a dynamic beast and we try to add interesting features without turning into a dog’s dinner of information. Recently a factory tour segment went live and it is a quick and interactive way to take a peek into what happens on the factory floor. Click on the factory tour and you will see an aerial photo of our 450,000 square foot facility with numbered icons for each department. Open up the individual sections and you will find some great video and narration of how we manufacture our product.

First day at NeoCon EAST

2010-10-28T09:41:00.004-04:00

NeoCon East opens today and we expect strong attendance at the Baltimore Convention Center. NeoCon East is an important regional contract show, particularly for GSA business. We recently were awarded a contract to supply the new conference table for the Roosevelt Room in the White House.

NeoCon EAST

2010-10-27T14:55:00.001-04:00

The organizers of the NeoCon East show decided to change dates this year so for a few of us who cover both the residential and commercial markets we have a few days to rest, rake leaves, and plead with the dry cleaner for faster service before it is time to head for Baltimore. The contract furnishings industry has one main trade show annually – the NeoCon show in Chicago. The NeoCOn East show is a regional cousin with an emphasis on GSA (General Services Administration – the procurement arm of the US Government) business. Harden products can be found in a number of Federal Agencies and facilities including the new Capital Visitors Center and throughout Washington.

Fall Market coming to a close.

2010-10-20T09:14:00.001-04:00

Market is sprinting to a close, and as we are discovering the new dates that were introduced a year ago create a flurry of activity from Sunday through Tuesday. On Wednesday morning the streets will be quiet and the market will unofficially be over. We are pleased with our final results – both on the Harden and Cambridge Mills brands. Traffic could have been better, but too many retailers are choosing to stay home. High Point is a big investment for Harden and the industry so it is vital that attendance begin to improve with the economy. There are a lot of vendors and retailers suggesting that one High Point Market a year be considered.

Product Development

2010-10-19T09:53:00.000-04:00

One of the most significant benefits of a market or trade show is intelligence. While we conduct consumer market research on a regular basis, the opinions of our retail and design partners brings our product development efforts into better focus and provides us with some confidence that new designs will place with retailers. The past two markets our case goods direction has been “familiar forms with a more transitional interpretation” and the response has been very positive. The trend toward cleaner lines and crisp detail continues and that squares well with our product direction. In addition, we are reviewing a number of potential finish introductions with the intent of an overhaul in 2011. Keep an eye on the website for more information.

Furniture Industry Recovery.

2010-10-18T08:44:00.002-04:00

I’m sure all High Point Market blog posts, like trade press articles about the market are all the same. Business is great, traffic is up, the sun is shining and according to some suppliers their sales now exceed Exxon’s. In reality the “market business” is in trouble and the industry continues to find a recovery elusive and inconsistent. Retailers and designers are finding it difficult to justify attending High Point twice a year, and if they are located west of the Rockies they have the Las Vegas market to consider. Our expectation is that it will be a quiet market, but we hope that commitments and orders continue the upward trend we have seen so far this year. Not spectacular by any means, but a big improvement over 2009

High Point Market

2010-10-14T14:04:00.005-04:00

I’ve been sort of blogless lately as preparation for the upcoming High Point Market approaches. For those in the industry you know the importance of the market – even though it is “not what it used to be”. For those outside the furniture universe you would either be amazed or frightened. We’ll take all our new Harden prototypes with us and the emphasis is on our continued updating of our best selling Classic Cherry Collection. Specifically, we are redesigning a lot of familiar forms with a more transitional flavor. In addition, we will have the beginnings of a wholesale update of our finish offering. Will keep up the posts from market.

518 Sideboard - New to our Classic Cherry Collection

Atlantic Salmon Return to Fish Creek

2010-10-08T15:40:00.001-04:00

Harden Furniture’s efforts to restore the Atlantic Salmon to neighboring Fish Creek will take another step forward in 2011. Following a successful first season and the release of approximately 5,000 salmon fry from the test hatchery, construction is underway to expand the effort to accommodate an estimated 15,000 eggs next season. The hatchery is populated in February with eggs harvested from salmon in Maine, hatch when water temperatures rise in the early spring, and following testing by the New York State Department of Environmental Conservation the fry are released in June.

The salmon’s remarkable and instinctive ability to return after a two year migration to the same stream where they were hatched guarantees that a meaningful population will return in 2012. If all goes according to plan a specie that has been absent from Fish Creek for over 100 years will soon return.

Atlantic Salmon caught by Savannah on
Oneida Lake last winter through the ice

Fall Market is right around the corner...

2010-10-05T14:47:00.004-04:00

The High Point Market is right around the corner and preparation is well underway. New products are nearing completion, fabric additions arrive daily and the marketing effort is in full swing. Given the long product development process, and the importance of getting it right, we’re already planning our 2011 product introductions. The recent market research project allows us to fine tune our efforts, and we’ll be discussing with the approximate 500 retailers who attend market our plans for the future. In addition to new upholstery and case good designs, we’re organizing an overhaul of our finish offering. The world doesn’t stand still and neither can we.

Harden craftsperson sanding one of our new footboards.

in the Windy City

2010-09-30T15:18:00.001-04:00

This is another week on the road and it’s Chicago – a change of pace from a busy couple of days in NYC last week. No baseball games this week unless the rain soaked Midwest wants me to bring more rain upon them.

We’re gearing up for High Point and that means some early dealer visits to secure market attendance and hopefully getting Harden to top of mind for 2011. We have a great introduction of new product, but more important we have a binder full of good merchandise and much of it is new in the past few years. It is a challenge to secure floor space and an even bigger battle to win retailer commitments as the population of home furnishing retailers continues to shrink.

I’ll add some more contract calls this week as well as we have a number of quotes pending and some future projects we hope to be part of. While we’re well known on the residential side, we’re also a well respected supplier on the commercial side. We’ve furnished a lot of corporate headquarters, GSA facilities and hospitality projects. As we approach the end of 2010 we expect to secure some additional projects that will make the year a strong one for the commercial side.

New York Design Center

2010-09-28T14:03:00.003-04:00

Design centers have been swimming against an even stronger current than home furnishings retailers in recent years. Some have disappeared, a few have converted to retail, vacancies often outnumber occupied space, but there are a few shining stars and it is the result of good management and great events. If you give people a reason to show up you’re one step ahead of the pack.

I was in NYC last week for some contract calls and attended the New York Design Centers “What’s New, What’s Next” event. It was fantastic and I will make a point to never miss one in the future. The anticipated attendance of 3,000 appeared realistic as the building was busy from the lobby to the 16th floor. Showrooms were packed, events were everywhere, and it was encouraging to see some excitement for a change.

If you’re in the NYC area make the NYDC a regular stop and don’t miss next years “What’s New, What’s Next”.

While in NY we accepted the invitation of friends to attend the Yankees vs. Rays game and it rained. When the delay ended we were long gone and Yankees lost. Take my advice when it comes to design center events and if you are tempted to visit any sporting event that I’m attending remember that it always rains or the home team loses.

Customer Event

2010-09-20T13:47:00.005-04:00

We host two customer events annually and last week was the fall edition of sales training for retail owners and sales associates from around the country. We cover the waterfront, from forestry to trucking and it’s perhaps the only opportunity for these folks to see an operation where what begins as a log eventually ends up a piece of quality furniture. The program ended last Wednesday at noon, but several of the participants had late flights and we paid a visit to Ben Armstrong – a logger and the husband of Debbie, an account executive in our residential division. Ben was harvesting a property nearby and did a great job explaining how forestry really works and what practices he uses to be a good steward of the forest. It was a fun afternoon for everyone and an education that they won’t soon forget. Below is a picture I was sent afterwards of a group from Furnitureland South and myself at the logging operation.

Form and Function

2010-09-10T14:02:00.003-04:00

On occasion we have manufactured custom executive desks for people with back problems who are more comfortable standing than sitting at their desk. We now have a product that is adjustable and can be used at the standard 29” height or raised to any height with a maximum 48" . While the function is critical for a person with a back condition, there are also benefits for individuals with health problems. Medical research has shown that as the amount of time sitting at a desk increases so do illnesses like heart disease. Visit the Harden Contract Website for more info

A great customer

2010-09-01T13:55:00.001-04:00

We have great relationships with our dealer and consumer customers and deeply appreciate their support. There are lots of home furnishings manufacturers who would be happy to have their business. Check out the video on the blog www.HBAblogs.com Towne Bank has been a tremendous supporter and it is all due to one of the best design teams in the business – Susan Pilato and Donna Counts at Pilato & Counts in Norfolk VA.

First time homebuyer tax credit

2010-08-25T14:10:00.001-04:00

I’ve received zero calls from Washington regarding my tax credit ideas and since I leave the Capital today I’ll offer another idea in the hope that I’m greeted at the airport with an invitation to address a joint session of Congress – or at least an upgrade to first class.

Once the first time homebuyer tax credit is restored (and today’s report that home sales plunged 27% in July – the largest on record – suggests it might be worth an encore) some additional incentives should be directed toward the housing sector. So step two should be a tax credit for all expenses incurred in a mortgage refinancing. Rates are insanely low and consumer who have a good credit history and equity ratio can take cash out when refinancing for renovations…….and Harden Furniture.

It’s a great way for consumers to finance purchases with pre tax dollars AND at record low interest rates.

We’ll see how many members of Congress follow my blog – they sit in Harden chairs when they meet in their respective caucus rooms!

Heading out to Washington.

2010-08-20T10:17:00.001-04:00

I’m headed to Washington and the Capital region next week and that stimulates the public policy part of my brain.

The election is approaching and logic suggests that our elected officials would put aside their plundering instincts and at least talk about helping the economy. While we’re generally better off when Congress talks, but fails to actually do something, in this case the economy is losing momentum and needs help.

The economy is going to struggle until the housing market recovers, and perhaps the most efficient stimulus would be to restore the tax credit for first time home buyers. This time they should add a little added incentive by offering a second tax credit or deduction for upgrades, energy efficiency and furnishings.

Trending Upwards

2010-08-13T11:10:00.002-04:00

As our publicly traded competitors report Q2 results it looks like the recession continues for the home furnishings industry. While the sales trend appears to be up slightly there is no indication that a meaningful increase in demand is in the cards for 2010, or maybe even 2011. Harden has had a decent 2010 from a sales standpoint and hopefully that trend continues through year end. Contract is anticipating improved orders, our GSA activity generally increases with the approach of the end of the federal fiscal year, and the residential side is experiencing some welcome success. The recently announced launch of Cambridge Mills will provide us with another revenue source as we turn the calendar to 2011.

New York State Environmental Board meeting

2010-08-11T09:05:00.003-04:00

Yesterday was a trip to Albany for a meeting of the New York State Environmental Board. Mostly the focus is on regulations that bring NYS into alignment with Federal standards. This meeting we approved the State Implementation Plan for the National Ambient Air Quality standards as required by the Federal Clean Air Act. Specifically the regs dealt with emissions of NOx and VOCs from asphalt plants, related sealers, primers and adhesives, and surface coatings used in the paving process. Technical briefings are held in the morning and the Board meets at 2:00 p.m. The meetings are webcast so tune in sometime. There was some confusion regarding the seating arrangement for the Board meeting as New York State only allows a certain combination of tables and chairs, and the room had been set up with the tables in a square. (Honestly, I am not making this up!) Our setup was not an approved one. If the legislature would focus on the budget and important business the state might not be so dysfunctional.

Those that hide behind screen names

2010-08-06T16:11:00.001-04:00

The announcement of the launch of Cambridge Mills earlier this week has attracted a lot of attention and we appreciate all the kind words of support. Any manufacturer who hopes to grow in the current economic environment will have to be innovative and bold. While most understand our decision to introduce a new brand there are some who chose to use the announcement as an opportunity to respond to the internet coverage with some insulting and misguided comments. It’s always interesting to read these anonymous comments – and to speculate what sort of pride a person takes when they post something that requires they hide behind a screen name. I guess they have to do something when Jerry Springer breaks for a commercial?

Harden Partners with John and Michael Scarsella to Launch Cambridge Mills

2010-08-03T08:33:00.004-04:00

In absence of a blog post, here is an important announcement from Harden Furniture:

Harden Furniture has partnered with John and Michael Scarsella to launch Cambridge Mills, a new domestic bedroom company at the upcoming High Point Market. The company will focus on solid wood bedroom and target the middle to upper-middle price point segments of the market. All products will be 100% made in the United States, leveraging Harden’s solid wood expertise and utilizing the same factory that is recognized as one of the highest quality facilities in the nation. The company plans to introduce three solid cherry bedroom collections in October with additional introductions planned for the winter market in Las Vegas.

“The launch of Cambridge Mills will offer retailers an opportunity to merchandise some outstanding and proven designs that include brand qualities that consumers seek. Made in America, sustainable manufacturing and dependable quality are proven winners that promise to establish Cambridge Mills as a category leader. In addition, recent market research conducted by Strategic Decisions confirms that the products will be enthusiastically supported by the consumer” said Harden Furniture CEO, Greg Harden.

The Scarsella’s will lead the sales, marketing, and product development for the new company with Harden providing manufacturing, customer service, and delivery. Founded in 1844 and located in McConnellsville, New York, Harden Furniture is the oldest manufacturer of home furnishings in North America. In addition to manufacturing residential and contract furnishings Harden owns 10,000 acres of timber property in Central New York and is a founding member of the Sustainable Furnishings Council.

“We couldn’t be more thrilled to be working with Greg Harden and his team at Harden Furniture. Their reputation in our industry is unmatched and will serve as the foundation for Cambridge Mills” said John Scarsella.

John Scarsella is a long time industry leader. In 1983, following 15 years as the owner of a multi-store retail operation in Ohio, John began his career in the solid wood manufacturing segment of the industry. He spent 7 years with Jamestown Sterling as VP of Sales before leading all sales, marketing, and product design for Durham from 1994 through 2005. During his tenure with Durham, the company grew from C$6M to more than C$80M in sales. Michael Scarsella began his career as a marketing and sales representative for Henredon. He later served as Director of Marketing and Product Development for Durham Furniture and oversaw the company’s successful launch of the Mount Vernon license. Most recently, Michael was President of domestic solid wood resource, Virginia Sterling, LLC, that succumbed to the credit crisis and ceased operations earlier this year despite significant strategic growth.

“Albeit at a lower price point, we saw Virginia Sterling emerge as a formidable competitor in solid wood bedroom. Their collections were performing at retail, their revenue track was impressive despite the deepening recession, but as we are all aware lending institutions were unwilling to finance anyone in our industry, regardless of their potential. We are excited to partner with John and Michael and build upon what they began at Virginia Sterling. The Cambridge Mills partnership will not only provide dealers with great looking, high value product but allow us to maximize our extensive manufacturing capabilities and benefit from efficiencies that are not independently available” adds Greg Harden.

Atlantic Salmon effort continues

2010-07-29T14:07:00.002-04:00

The effort to restore the Atlantic Salmon to Fish Creek continues. The eggs hatched and after months of feeding and a disease test by the NYS DEC the fry are off to their migration. The test hatchery was very successful, the survival percentage high and the fry were the biggest of all the other local hatchery’s due to warmer water and high nutrient levels. Last week various state and local officials met with Harden staff and members of the Fish Creek Atlantic Salmon Club to discuss plans for a more permanent facility. If all goes according to plan and the club is able to raise some additional funds the temporary hatchery that hosted 6000 eggs will be replaced by a much larger facility that will hold 10 times that number.

Great people in this business

2010-07-27T15:19:00.000-04:00

On occasion I run into some great people in this business, although it seems to happen less these days (mostly that’s my habitual cynicism). As we prepare for a big announcement in the next couple of weeks I called Sheila Long O’Mara, Editor of Home Furnishings Business to discuss the upcoming release and to get some feedback from someone whose judgment I respect. The bottom line is there is not a nicer group of people in this industry. Sheila and Powell Slaughter are as good as they come. While recognizing some of our industry’s best I’ll include Cheminne Taylor-Smith who was recently appointed Vice President of Marketing for the High Point Market Authority. Now, as for the upcoming announcement you’ll need to stay tuned and hear it first on the blog.

Ireland Bound

2010-07-22T14:06:00.001-04:00

It’s been a hot July in the northeast and even thoughts of January can’t make me appreciate 90+ degrees and humidity. This afternoon we leave for a week vacation in Ireland and the cool weather is going to be wonderfully appreciated. Lorie will join me for some golf early in the trip and I’ll end it with some stiff competition at the South of Ireland Amateur. The staff at the Atlantic Hotel in Lahinch are very generous (maybe brave is a better word) in allowing me to use the front desk and Ethernet cable in the morning to catch up on some work. A recent blog recognized some of the class acts of the furniture biz and I have to include 90% of the population of Ireland in the “nice people” category. I’ll post an update or two from Lahinch!

July's Economy.

2010-07-20T09:59:00.000-04:00

July is a frustrating month for the home furnishings industry as consumers spend their time and dollars everywhere but inside their homes. This year the problem is magnified by generally poor retail sales reports, a volatile and generally bearish stock market, and talk of the Great Recession returning for another “dip”. The good news is that higher income consumers appear to be returning to stores at a more vigorous clip than other income categories. The Wall Street Journal reported that June sales at furniture stores declined 5%, but our modest sales gain suggests the high end is performing better than our lower priced competition. We’re at about the mid point of summer and hope to see more shoppers in furniture stores shortly.

Back on track...

2010-07-12T11:35:00.002-04:00

The heat wave is supposed to end today and the timing works well as our staff returned today from our annual two week factory shutdown. While few manufacturers continue the practice, we find that a two week facility shutdown works well for the company and our staff. Early July is the slowest order period of the year for home furnishings, we are able to give our manufacturing staff some time off during what is generally a hot and humid time, and it provides us the opportunity to perform some maintenance that is easier when the factory is idle.

Speaking of idle – the blog has been a little neglected over vacation with only a single post the past two weeks. With the rest of the staff back to full speed you’ll see regular post again.

End to the second quarter

2010-06-29T14:25:00.000-04:00

We’re almost to the end of the second quarter. The first half of the year seemed to fly by.

Harden has enjoyed a much improved first half – not quite what we were hoping for, but better than what the rest of the industry seems to be experiencing. As the recession began in December 2007, we’re now 2 ½ years into the toughest economy that I have ever experienced. I’m not willing to call it a recovery yet as most of the growth we have seen since the recession began can be tied to federal stimulus and cash for clunkers. When employment improves and the economy is able to post some organic growth then I’ll celebrate.

Consumers seem to be more interested in home furnishings than they have in some time – at least relative to other categories of durable goods. We expect this to continue and for business to continue to improve in the second half, despite a stalled economy.

Annual Factory Shutdown

2010-06-24T08:35:00.000-04:00

This is the final production week for the factory before we begin the annual 2 week summer vacation shutdown. It’s a practice that most manufacturers discontinued decades ago, but it works well for us. There is a seasonal pattern for our industry and the slowest order period is the 60 days beginning in late June. It’s a good time to close the doors and give our staff some vacation.

A 2 week shutdown also allows us to be more efficient the other 50 weeks of the year. We have a lot of key craftsmen and women, and by closing for 2 weeks in July we are able to minimize absences at other times of the year.

However, we always find that the final days before vacation are packed with last minute shipments and details. It’s a busy week here and the staff will hopefully have some great weather for their well deserved vacation.

2010-06-17T15:29:00.004-04:00

This week we mailed out our quarterly newsletter to all Harden retailers. The following was my letter titled "A Message From Greg:

"It’s almost summer and the salmon are ready to be set free from the 500 gallon tank that has been their home since March. While the home furnishings industry is entering the “summer doldrums” the Harden staff is keeping quite busy and the fish are just part of it.
It was great to see more dealers and design professionals at High Point this year and it was especially encouraging to witness a distinct return of optimism. While the economy still faces some challenges, our industry has weathered the worst recession in 80 years and the trend in 2010 is clearly positive.
Consumer spending represents nearly 70% of our nations GDP, and consumer discretionary spending dictates how our industry will perform. It stands to reason that if we know what consumers think then we can translate that knowledge into boundless success. Understanding that if we think we know what consumers think then we are almost certainly wrong, we have contracted with Strategic Decisions to conduct another round of consumer research. An internet format will be used again as it is considered much more predictive of actual consumer behavior. Our most recent project was completed in March of 2008 and it is time to check our bearings.
The most instructive part of our consumer research is the response to the product matrix, where consumers compare a variety of designs. We will ask approximately 800 higher income consumers to judge our products versus our competition, Harden collections versus each other, and also test the acceptance of various designs that we are considering for upcoming introductions. The majority of our industry’s new Market introductions are never cut and those mistakes are expensive, but not as expensive as the collections that are shipped to retailers and only to fail in the consumer’s eyes.
The updated cushion construction we presented at Market was also tested, but in this case it was in a laboratory where nine different material combinations were compressed 100,000 times with the equivalent of 150 lbs. The new cushion constructions we introduced at High Point all passed the laboratory testing, were well received in the “showroom test”, and after Market we further improved them with the substitution of a higher grade of foam. We are now shipping these new cushions, and as an added benefit will shortly upgrade our throw pillows to a fiber/feather blend.
The decision to upgrade cushions was not an easy one as the added cost of more expensive materials has to be balanced against margins and potential price adjustments. However, we have long been convinced that we must do everything we can to improve our quality and the most expensive decision we could make is to produce a product that disappoints a customer.
Another vital ingredient in the process is marketing and while the recession has forced us to be very selective in brand investment, we have continued to improve our web site and expand it’s visibility via search engine optimization and social networking.

Enjoy the summer, and let’s make the most of our 2010 opportunities."

NEOCON 2010

2010-06-10T08:46:00.005-04:00

The Harden brand is often thought of as just a residential manufacturer of furnishings, but almost one third of our business is commercial. Our contract division services corporate, government and hospitality markets with a wide variety of products.

This weekend is the start of the largest trade show in the nation for the contract industry – NEOCON. It is held at the Merchandise Mart in Chicago and it is the springboard for projects that will extend well beyond 2010.

While the great recession hit the contract industry as well as the residential, we are seeing a strong rebound in 2010 as new and delayed projects specify interior furnishings.

Introducing at Neocon: The Sit to Stand Desk
Merchandise Mart - Space 10-164

A vote of appreciation

2010-06-03T09:59:00.001-04:00

The great thing about blogging is that there are no established rules so you can make up your own. I’d like to extend that to some other activities like driving.

Two rules I try to follow is that there cannot be consecutive negative posts, and that a positive post has to follow one that is negative or complaining.

I had the opportunity to meet Anne Messenger of Messenger Associates at the BizBuzz conference last week. Check out their website and Anne’s blog. A great organization - run by an energetic and creative person.

The other vote of appreciation goes to our bank Oneida Savings and for similar reasons – great management, fantastic service and really nice people. The banking industry has been in the news a lot through the “great recession” and with good cause, but most local banks avoided the debacle, did not need TARP money and continue to support their local communities with sensible lending standards.

Industry credibility at stake

2010-06-01T10:21:00.000-04:00

There are a lot of things that annoy me despite being a fairly patient and tolerant person. Most are the day to day things that we all experience like rude drivers, litter and other “plain vanilla” irritations.

However, when a competitor with ZERO domestic production advertises a collection titled “American Cherry” I take special offence. It is one of the worst practices from an industry that wrote the book on worst practices! It is a bold faced lie to the consumer – and those lies come back to undermine the credibility of the entire home furnishings industry. I may have misspoken – there may not be any credibility left for our industry.

The offender in this case is Fine Furniture Design and no matter what they say it is not American. The “tag line” they use in the ad is “the definition of who were are”. Exactly!

Syracuse Biz Buzz: follow- up

2010-05-28T08:45:00.007-04:00

From my perspective the 2010 Syracuse Biz Buzz was a huge success. The Ballroom at the Oncenter was filled and there was a lot of energy in the audience.

The positive attitude is perhaps a generational thing, but it’s also a Central New York thing. We have a lot of very talented and energetic people, from all walks of life who are convinced that a combination of optimism and energy will germinate success.

Count me as one of the frustrated business owners who worry that our state has a future not unlike Greece. The silver lining in that dark cloud was in attendance at Biz Buzz.

Congrats to the participants, presenters, organizers, sponsors and the fantastic staff at the Oncenter.

The CEO's Who Blog Panel

(L to R) Brad Treat, Mezmeriz; me ; Matt Mulcahy, NBC 3; John Despirito,iSafe Technologies, Inc.; Anne Messenger, Messenger Associates

Syracuse Biz Buzz in two days.

2010-05-25T08:34:00.004-04:00

It’s remarkable how quickly social media has evolved from an amusement to an important brand building tool. As traditional forms of consumer communications become too cluttered and expensive a new model emerges based on blogs, twitter, linkedIn, facebook and websites.

An exciting event is coming to Syracuse this Thursday and it will be a comprehensive social media program. BizBuzz will be at the Oncenter and more information can be found at www.syracusebizbuzz.com.

Hope to see you there.

Another satisfied consumer

2010-05-20T11:22:00.002-04:00

After getting back from being in the field, I was forwarded this email from one of our retailers. They were happy to share the news of another satisfied Harden customer.

"This is our weekend at the cottage to open it up for the summer. Yea! :)
It is the first time I have seen the leaves for our table. They are beautifully made, I am very pleased. We put the table together yesterday afternoon. The wood matches, the finish is identical, the seams are fine.....just a great job done by the craftsmen at Harden. I can hardly wait to be able to fit our family and guests around one table for the first time!Ten people will fit easily and the table is sturdy, not a wiggle.
Thank you for hanging in there with our request. I do appreciate
your effort on our behalf"

Syracuse Biz Buzz Conference

2010-05-18T08:48:00.001-04:00

Despite being very new to the blogging world – at least writing them, I’ve been invited to participate on a panel at the BizBuzz conference in Syracuse in late May. It’s a great opportunity to expand my knowledge of social networking and the growing importance of the internet in our marketing efforts.

Whether through conventional media or newer formats, recruiting consumers and delivering them to a retailer’s door is our biggest challenge. We’re convinced that time starved consumers are more likely than ever to utilize the web to research their purchases. Social media plays a part in the process and evidence suggests that consumers see internet forums as a more credible channel for brand messages.

I’m sure the BizBuzz audience will be full of folks who know a lot more about the Buzz than I do. I need to start studying.

The retailer

2010-05-13T08:41:00.001-04:00

Visits to our retail partners are always educational, but I visit far more non-Harden retailers in my travels. Great retail concepts are always inspirational even if the product hasn’t the slightest connection to home furnishings. While our industry has a lot of progressive and successful retailers, there is always an opportunity to improve the experience for the consumer.

It’s also interesting to see what retailers have closed during the recession. How the role of the department store has changed, and the related number of vacant anchor locations at many malls. One clear winner is the boutique retailer who provides exceptional service and unique, higher quality merchandise. Stay posted – there are a lot more changes ahead.

Travel

2010-05-11T08:55:00.001-04:00

Travel is a regular part of the job and the schedule calls for visits to dealers, prospects, designers and an occasional politician in 6 or 7 states between the time the High Point ends in late April and the beginning of June. A visit with Senator Schumer on Monday kicks off the current trip which will end with a visit to a prospect in Pasadena California later in the week. Being sort of new to the blog world I’ll look for some inspiring topics while I’m on the road.

Annual sale to the public

2010-05-06T08:26:00.000-04:00

The annual Harden fabric sale is this coming Saturday and for those who have never attended it is 4 hours of complete chaos. We open the doors at 8 a.m. on a Saturday in early May and consumers, many having waited in line for hours, rush into the various areas where merchandise is displayed in search of whatever is on their wish list. We began the event decades ago to liquidate obsolete fabrics, but it has expanded over the years to include parts, components, showroom samples, equipment and even a competitors piece or two that somehow ended up in our inventory (the Baltimore Ravens once returned several chairs they had used in deciding which Harden contract chairs they would purchase, and somehow confused ours with another bidders).

Much of the inventory is in tents so we hope for nice weather. If all goes according to play we’ll move almost $500,000 of inventory in those 4 short hours.

Market Research

2010-05-05T09:06:00.001-04:00

Market research has had a significant influence on our marketing and product development since we commissioned the first Strategic Decisions project 10 years ago. The home furnishings industry invests countless millions of dollars in new product annually, with only a hope that the product is successful. Unfortunately most new products fail, wasting not just the manufacturer’s investment, but the retailers as well. Perhaps the most significant cost of failure is the negative impression left in the consumers mind after they see something they obviously do not like.

In 2008 we expanded our traditional market research to include a web-based interface that presented a broad selection of product to a carefully selected group of consumers. We were able to test Harden product versus our competition, gauge consumer response to new designs, rank our existing collections and measure consumer response to more typical research topics. All market research is interesting, but internet-based research is highly predictive of how consumers will respond to actual product, allowing us to make better decisions in the product development process.

We plan to conduct another round of research in the upcoming months and will use the results to develop a new product plan for the next 12 – 24 months.

Atlantic Salmon project update

2010-04-29T11:51:00.004-04:00

The Atlantic Salmon project has been an exciting and rewarding one for all of us at Harden. We were just advised that the results of the season #1 test hatchery was more successful than anticipated and the Fish Creek Salmon Club wants to move forward with a full scale hatchery that will increase the quantity of eggs from 6,000 to 50,0000.

Below is a letter we recently received from a local supporter!

click image to enlarge

A satisfied customer

2010-04-27T09:40:00.007-04:00

We are fortunate to enjoy a reputation for great service and it is the result of having great people who honestly care about our dealer customers and consumer customers. Our Account Executive staff is headed by Carol Stoltz and her team consists of Marlene Hiltbrand, Debbie Armstrong, Vanessa Lovenguth and Cindy Arquette. Combined they represent almost 100 years of experience.

I received a letter yesterday from a consumer in Maryland who spoke with Debbie recently regarding a broken hinge:

click image to enlarge

An Optomisitic Outlook

2010-04-20T11:57:00.000-04:00

Day 4 of the High Point Market and the level of activity is struggling to keep pace as dealers begin to depart and the ones who shop for the duration of market start to run out of energy.

The attitude this April is dramatically different that it was in 2009. The economy is improving and even if the rate of growth is underwhelming the simple fact that there is growth of any flavor is encouraging.

It was difficult to analyze the depths the industry reached last year as even the trustworthy sources of information were reluctant to admit how bad business was. The liars always tell the trade press that their business is strong – and so it was reported. Now that the worst appears to be behind us there is a little more candor and most talk about how horrendous 2009 really was. Banks canceling lines of credit, delayed payments to vendors, layoffs, and other similar stories that define just how deep the recession was.

It’s great to see some optimism and better business. As we start the second quarter we hope to see our first quarter momentum continue!

Market Monday

2010-04-19T10:07:00.001-04:00

It’s almost the mid point of the High Point Market and I missed my blog post yesterday.

Harden’s sales results the past few months, reports from retailers, and market activity all confirm that a recovery is underway. Economists have almost unanimously predicted that a recovery would be slow and underwhelming. So far their predictions have been accurate – something few would have anticipated.

The attitude of retailers attending market is remarkably positive and all indications are that the economy should continue to expand, albeit slower than most would prefer. Market parties have been well attended confirming that there are more retailers in town and that free drinks and food are still popular.

Today is generally our busiest day so off we go.

Opening Day in High Point

2010-04-17T14:29:00.001-04:00

Opening day at market and it’s relief to have all the prep work done, samples finished and the sales meeting in the rear view mirror.

We have an informal opening on Friday right after the sales meeting concludes and often we see more dealers, designers and prospects on Friday than we do on the official opening day.

So far the response to new product is very positive, attendance appears to be better and we should easily surpass our order totals of the past two markets. There are 5 more days so we’ll try not to count our chips before the end of the game.

The High Point Market is a big investment for Harden, including rent on our 8,000 square foot showroom the total is approximately $200,000 per semi annual market. A lot rides on this market as over 500 “parties” will visit the showroom and it is often the only physical contact that many of these parties will have with our product.

We show at the World Market Center in Las Vegas as well – August and February, but the High Point show is clearly the better attended and more important.

Stay tuned for daily updates!

Environmental issues facing the industry today.

2010-04-14T13:47:00.001-04:00

There are two environmental issues that are causing some concern for the furniture industry and as our biggest trade show approaches we are getting more activity than usual as retailers sort out who is in compliance and who is not.

The Lacy Act has been around for decades, but a recent amendment requires importers of any product made from solid wood or any form of wood fiber to document that the material is not derived from illegal logging. It is a very complicated process as wood can change hands several times and often is processed into different forms by multiple manufacturers. In the long run it will have a positive effect and there will be many factories that are forced to source legally.

The second regulation is the CARB formaldehyde ultra low emitting requirements for all products being sold in California. Wood glues and finishing materials contain formaldehyde, but almost all contain only traces of the material and pose no threat to consumers. Domestic manufacturers have been in compliance for some time as the adhesives and finishing materials we use are below the threshold. It is much more difficult for imported products to conform or to provide the required documentation.

A competitor recently recalled an entire product line as the paint was found to contain lead. Stay tuned – there will be a lot more of this in news as the new regulations become effective.

By the way – Harden is in full compliance

Experimenting with new materials

2010-04-08T09:31:00.001-04:00

New materials rarely find an eager audience in the home furnishings industry and an interesting new treatment for wood may find acceptance difficult despite some beneficial qualities.

Thermally modified wood (TMW) has been around for a few years, but is mainly used in decking and outdoor construction. During the kiln drying process the temperature is briefly increased to 450 degrees and most of the carbohydrates in the wood fiber are converted. The result is lumber that turns a dark brown color all the way through the board, a modest increase in hardness and absent the carbohydrates there is an increased resistance to insects and other invasive organisms. We have experimented a little with the material and it machines well and finishes beautifully. Maple takes on a color similar to walnut and no stains are needed – just a coat of clear lacquer.

Ron Cosser, the designer of our America’s New Mission Collection, and the owner of The Craftsman in Eastwood, NY is building what might be the most “green” house in the country and will use TMW for the exterior. Ron’s never short of creative energy and despite the USGBC giving wood very little credit in their LEED program he has decided to give it a try. One of the benefits is that the only finishing material required is a coating of a natural oil.

Springtime

2010-04-01T14:58:00.002-04:00

It’s the day before our three day Easter holiday and spring has arrived in Central New York – maybe saying it’s just making a short visit would be more accurate. The women’s soccer game between the US and Mexico was on television last night and the field was covered in snow. Soccer becomes a much slower game in the snow and the players did not seem to appreciate the weather – particularly the Mexican team. The game was played in Utah.

The clock continues to tick and the opening of the High Point Market is only fifteen days away. Samples are mostly finished, some need a few final adjustments, fabrics are arriving and over 1,000 invitations have been mailed. Lab results for our cushion material testing project were received yesterday and there were no outcomes that suggested material or construction problems. Full speed ahead with new cushions for Harden Upholstery.

Speaking of market – we will post a daily blog from High Point so check back and see how we’re doing.

Pressure is on

2010-03-25T09:20:00.001-04:00

This week the pressure of the upcoming High Point Market really hit home. There are a lot of pieces to the process and they tend to run concurrently, making for some very interesting dynamics as we prepare for our most important trade show.

The fabric line is the first to be organized, followed by the showroom plan, finalizing new product details, designing point of sale messages, invitations, party planning, sales meeting preparation, photography, and a handful of other duties that we’ll manage as the market approaches.

From a consumer perspective the most important element is what the product will look like and how it will perform when it arrives in your home. If we’re doing our job properly we take all the uncertainty out of your decision. We regularly contract with an Atlanta based company, Strategic Decisions to conduct consumer research on our brand and products. The last project was internet based and we were able to identify designs that consumers favored, in addition to a response ranking of our existing product offering. One of the most valuable features of the internet survey was a comparison of Harden designs to those of our competitors. It’s completely legal and it affords us some very valuable, albeit at times sobering information.

Upcoming upholstery for High Point

2010-03-23T12:26:00.001-04:00

The spring High Point Market approaches and we are up to our ears in samples and materials. Product development in the furniture industry is part science, but mostly resembles sausage making.

One of our big initiatives this season is to redesign and update our upholstery cushions. It is vital to stay a step ahead of the pack, and while from the outside there is little difference between cushions, on the inside it is a different story. Your cushions need to be comfortable, durable and free of materials that give off gas chemicals into your indoor environment. Anytime I see a young child sleeping on a sofa I think about chemicals!

At the moments our Upholstery Department sample area is full of foams, fibers and feathers. Memory foam is our biggest challenge at the moment as we need to find the right construction and assure that the “core” is durable. The comfort is fantastic.

We sent 9 sample cushions, including a competitor’s to an independent lab for testing and the results should be back any day. In a couple of weeks we’ll send almost 25 new frames, over 140 new fabrics and a full line of new cushions to our High Point showroom. We think we got it right !

Domestic, Quality, Integrity and Green

2010-03-18T11:48:00.001-04:00

The furniture industry is famous for questionable claims and misleading advertising. Most states now restrict the use of exaggerated discounts, and legal action by state Attorneys General discourages the “80% discount” offers that were once common.

Harden has always put reputation ahead of hyperbole in an effort to distance our company from competitors who are destroying our industry’s credibility. The brand attributes that are most important to us are also the ones that are most often misrepresented by our competition: Domestic, Quality, Integrity and Green.

There was an ad in the Syracuse Post Standard today by Stickley boasting that Nichols and Stone, a company founded in 1857 which they acquired last year, was the oldest “furniture making” company in the country. Our heritage is important to us and it’s well known that Harden began the manufacture of furniture in 1844, after several decades of sawmill and timber operations at the same location we occupy today. The same family that started making chairs 166 years ago still owns and manages the company.

There are a lot of claims by companies that say they are domestic manufacturers when in reality most of their production is off shore. Harden remains 95% domestic.

Our environmental record is another thing we’re very proud of, but unfortunately “green” is one of the most abused terms in the marketing universe. Our McConnellsville facility burns zero fossil fuels – our products do not require shipment from far continents – we use wood fiber that is harvested from company timber properties that are certified to the SFI standard – we are Silver Exemplary and founding members of the Sustainable Furnishing Council.

Later today I’ll check on the 6,000 Atlantic salmon eggs that are soon to hatch in our test hatchery. We look forward to the return of the Atlantic salmon to Fish Creek.

Internet Investment

2010-03-16T08:48:00.000-04:00

An important threshold will be crossed in the advertising world this year – for the first time the amount of money invested in internet advertising will exceed that spent on print advertising.

Harden’s brand investment mirrors this trend as we have increased the funds committed to our internet efforts with a corresponding reduction in more traditional avenues. As consumers rely on the internet for information and inspiration, investment will follow. We need to be where our potential customers are shopping!

Over the course of the past 18 months we have relaunched our web site with new technology and content, posted our entire fabric inventory on the web with an offer to send swatches at no-charge, given Harden a social media presence, and even convinced the CEO to write a blog.

The internet is a critical tool for cutting through the clutter of brand messages and we hope your use of the Harden site will be useful in your search for the right furnishings for your home.

Letter from a consumer

2010-03-11T14:26:00.003-05:00

As I mentioned in my opening post, a satisfied customer is the key to our future success. This week I received a personal letter from a consumer, and wanted to share their success story with you all.

"Thank you so much for sending out the series of swatches that I have requested. Enclosed are some I am returning that I don't anticipate using. By the time I have my furniture I will return all of them.

As I've mentioned before, this service has been extremely helpful since I am an hour away from any of your dealers.

In January my first piece of Harden upholstered furniture was delivered. The craftsmanship was so impressive that I'm really looking forward to ordering my living room pieces."

The service they are referring to is a feature of the Harden website where we showcase and offer free samples of our entire fabric, leather and trim offerings.

Greetings.

2010-03-04T08:34:00.002-05:00

This post officially opens the Harden Blog!

Perhaps the most remarkable part of the Harden Furniture brand “experience” is the relationship we have with consumers who own our products. It is not unusual to receive a note from someone whose Harden has served them well for decades, or a recent customer who is thrilled with the quality and beauty of a piece they just received. Perhaps we’re a little out of step with the modern world, but these associations mean a lot to us. Satisfied customers are the foundation of our 166 year history, and the key to our future success.

The internet is a powerful part of life today – often criticized out of concern that it has not been a very good influence on our “social fabric”. One valuable and positive aspect of the internet is that it allows opportunity for real time experiences and connections between a brand and consumers. Hopefully that is what we’re able to accomplish with our blogging efforts.

There is a big difference between conversing and selling. The Harden blog is not about selling. As we move forward we’ll include you in some of the exciting things that happen in McConnellsville, in addition to the routine, rewarding, interesting and even the embarrassing.

Welcome to the Harden blog. Please participate and be part of the effort!