Sponsored by
Top retailers
regain share,
but growth
continues
to slow
p20
Specialty retailers offere
mixed performance p22
Physical store fronts see
worst decline in 37 years
p24
Dedicated networks
continue to dominate
the list p26
Who’s who among the
leading stores p28
Top 100 U.S. Furniture
Stores 2020 p30
TOP 100
U.S. FURNITURE
STORES
2020
Furniture Today | May 25-31, 2020
20 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
By Clint Engel
Special to Furniture Today
HIGH POINT — The nation’s
largest furniture stores gained
back some market share last
year from the broad furniture
store sector, but it was far from
a banner year for the group,
which combined for a 2.9%
sales increase.
The 2019 furniture, bed-
ding and accessory sales for
Furniture Today’s Top 100 U.S.
furniture stores totaled an esti-
mated $48.04 billion, up from
$46.71 billion for the same com-
panies last year. That 2.9% gain
was the 10th consecutive year-
over-year increase for the Top
100, but it also was the fourth
year in a row the overall growth
rate slowed, from the 3.3% in-
crease for the Top 100 in 2018,
4.1% in 2017 and 7.2% in 2016.
On the plus side, the Top
100 turned around the market-
share loss it suffered the year
before, as the group took an
85% share of all furniture store
sales, compared with 78% for
the companies on last year’s
Top 100 list. All U.S. furniture
stores saw furniture, bedding
and accessory sales dip 0.2%
in 2019 to $56.5 billion. Across
all distribution channels, the
Top 100 held steady with a 40%
share, same as the year before.
Leading the pack
Ashley Furniture Home-
Store, the dedicated network of
corporate-owned and licensed
Ashley stores, is No. 1 again for
14th year in a row. The com-
bined network did an estimated
$4.96 billion (up 9.4%) at 722
U.S. stores last year, and it add-
ed 64 stores over the course of
the year — second only to No.
39 Tempur Sealy International,
new to the list this year and up
triple digits in net store count.
Ashley rules the Top 100 in
another way, too. There are 17
HomeStore licensees that make
the list as stand-alone business-
es, either solely through their
HomeStore operations (No. 47
Broad River Retail, for instance)
or through a mix of HomeStores
and multi-line stores operating
under various retail banners
(such as No. 23 City Furniture).
To eliminate double count-
ing of sales and store counts,
Furniture Today adjusts the
aggregated data for the Home-
Store network as well as for
any other dedicated or single-
source store networks on the
list that happen to include li-
censees listed separately on
their own merits (No. 12 La-
Z-Boy Furniture Galleries and
independent licensees Mathis
Brothers and Tipperary Sales).
The Top 10 companies on
this year’s list combined for a
4.9% sales increase, outpacing
the 2.9% gain for the combined
Top 100 and the gains of other
subsets (conventional stores
and specialty stores) with the
exception of the single-source
networks, which grew sales
9.1% to $10.05 billion.
On the store front, the Top
10 were responsible for much
of the Top 100’s overall store-
count decline, shedding 691
total stores.
There is minor shifting go-
ing on at the top this year. Wil-
liams-Sonoma, last year’s No.
4, moved up to No. 3, trading
places with Mattress Firm. And
Bob’s Discount Furniture be-
came the new No. 10, swapping
spots with Raymour & Flanigan,
now No. 11.
Bob’s posted the third
greatest net sales growth of
any Top 100 company, up by
$177.7 million to an estimated
$1.61 billion, behind Ashley
(up a net $425.4 million) and
No. 6 RH (up a net $220 million
to $2.36 billion).
Making adjustments
This is Furniture Today’s
37th annual ranking of the na-
tion’s largest furniture stores,
a group that has seen a steady
though, more recently, slowing
recovery since the Great Reces-
sion.
Given this year’s nation-
wide shutdown of furniture
stores and other businesses
for a month or longer — an un-
precedented move tied to the
coronavirus pandemic — that
gradual recovery is likely to
take a breather this year. Public
retailers across the country —
with the exception of pure-play
e-commerce companies — are
beginning to report the initial
fallout.
Online sales have skyrock-
eted for many store owners this
year since the shutdown, but
it’s not enough to make up for
the business typically coming
from the brick-and-mortar side
of the business.
Even before the pandemic-
induced damage, there were
troubling signs that tough busi-
ness conditions were only get-
ting tougher for large swaths of
retailers on the list, seen in the
earlier noted slowdown in an-
nual sales growth, for instance,
physical locations.
The previous year’s Top 100
trimmed 106 stores from their
eight years. This year’s Top
100 cut a net 976 stores, down
7.7% (and the largest drop
in the history of the Top 100
locations. Nineteen of the Top
100 trimmed store counts. And
while that’s less than the 45 that
added stores in 2019, last year’s
Top 100 was more expansion
minded, as 56 companies that
grew their physical footprint.
Deepest store cuts
Three companies on this
year’s list experienced the
deepest store cuts, in the triple
digits. They were led for the
second year in a row by Mat-
tress Firm, the Houston-based
bedding specialist owned by
Steinhoff International. Mat-
bankruptcy in October 2018,
restructured and emerged two
Top retailers regain share, but growth continues to slow
Top 100 growth in sales and units, 2018-2019
Sales in billions * Units
2019 2018 %CHG 2019 2018 %CHG
All Top 100 $48.0 $46.7 2.9% 11,652 12,628 -7.7%
Top 10 $26.6 $25.3 4.9% 6,267 6,958 -9.9%
Top 100 conventional
furniture stores
$26.2 $25.6 2.3% 3,828 3,680 4.0%
Top 100
specialty stores
$21.9 $21.1 3.6% 7,824 8,948 -12.6%
*Sales of furniture, bedding and accessories
Source: Strategic Insights, 2020 Furniture Today Survey of Top 100 U.S. Furniture Stores
Share of Top 100
Sales Units
Sales of furniture, bedding and accessories
Source: Strategic Insights, 2020 Furniture Today Survey of Top 100 U.S.
Furniture Stores
Conventional
furniture stores
33%
Conventional
furniture stores
54%
Specialty
stores
46% Specialty
stores
67%
The Top 100’s
2019 share of
Sales through
U.S. furniture stores
Estimated furniture, bedding and ac-
cessory sales through U.S. furniture
stores were $56.5 billion in 2019,
down .2% from $56.6 billion in 2018.
Total U.S. furniture store sales from
all product categories were $61.5 bil-
lion in 2019 and $65.4 billion in 2018.
Sales through all
distribution channels
Estimated furniture and bedding
sales through all distribution chan-
nels were $114.5 billion in 2019.
*Top 100 sales of furniture and
bedding only, excluding decorative
accessories.
**Includes furniture stores not within
the Top 100, as well as sales through
department stores, warehouse
membership clubs, online retailers,
discount department stores, catalog
merchants, television sellers, design-
ers, ofce supply stores, rental
stores, used outlets, home accent/
gift specialty stores, appliance/ elec-
tronics stores, military exchanges,
home improvement centers, garden
centers, supermarkets and drug
stores, among others.
Source: Strategic Insights, 2020
Furniture Today Survey of Top 100
U.S. Furniture Stores and the U.S.
Dept. of Commerce.
Top 100
85%
All other
furniture
stores
15%
Top 100 *
40%
All other
retail
outlets **
60%
continued on page 52
Furniture Today | May 25-31, 2020
22 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
Top 10 conventional furniture stores
Ranked by sales of furniture, bedding and accessories
Estimated furniture, bedding,
accessory sales in $ millions
Percent change Number of units
Rank Company 2019 2018 2018 to 2019 2019 2018
1 Ashley HomeStore $4,961.0 $4,535.6 9.4% 722 658
5 Rooms To Go $2,560.0 $2,560.0 0.0% 151 151
7 Berkshire Hathaway
furniture division
$2,069.0 $2,096.0 -1.3% 34 34
10 Bob’s Discount Furniture $1,612.4 $1,434.7 12.4% 122 104
11 Raymour & Flanigan $1,478.0 $1,456.0 1.5% 136 128
14 Art Van $1,043.0 $1,119.0 -6.8% 192 193
15 American Signature $973.0 $987.8 -1.5% 114 115
17 Dufresne Spencer Group $887.0 $730.5 21.4% 124 84
18 Havertys $802.3 $817.7 -1.9% 121 120
19 Ethan Allen $741.0 $732.9 1.1% 178 186
Top 10 specialty stores
Ranked by sales of furniture, bedding and accessories
Estimated furniture, bedding,
accessory sales in $ millions
Percent change Number of units
Rank Company 2019 2018 2018 to 2019 2019 2018
2 Ikea $3,310.0 $3,220.0 2.8% 51 48
3 Williams-Sonoma $3,260.0 $3,100.0 5.2% 572 579
4 Mattress Firm $3,139.0 $3,270.0 -4.0% 2,500 3,300
6 RH $2,355.0 $2,135.0 10.3% 100 104
8 Sleep Number $1,688.2 $1,517.8 11.2% 611 579
9 Big Lots $1,636.0 $1,475.0 10.9% 1,404 1,401
12 La-Z-Boy
Furniture Galleries
$1,303.5 $1,247.7 4.5% 320 318
13 Crate and Barrel $1,072.8 $1,042.9 2.9% 110 99
16 Pier 1 Imports $895.0 $1,050.0 -14.8% 541 906
25 Room & Board $448.0 $436.0 2.8% 17 17
Top bedding specialists
Ranked by sales of furniture, bedding and accessories
Estimated furniture, bedding,
accessory sales in $ millions
Percent change Number of units
Rank Company 2019 2018 2018 to 2019 2019 2018
4 Mattress Firm $3,139.0 $3,270.0 -4.0% 2,500 3,300
8 Sleep Number $1,688.2 $1,517.8 11.2% 611 579
39 Tempur Sealy International $240.0 $135.0 77.8% 153 40
43 Mattress Warehouse $225.0 $190.0 18.4% 281 255
51 America’s Mattress $166.8 $173.0 -3.6% 321 327
60 The Original Mattress
Factory
$126.0 $120.0 5.0% 111 110
61 Sit’n Sleep $126.0 $124.0 1.6% 38 37
77 Mattress1One $80.0 $155.0 -48.4% 70 215
Source: Strategic Insights, 2020 Furniture Today Survey of Top 100 U.S. Furniture Stores
Specialty retailers offer mixed performance
By Clint Engel
Special to Furniture Today
HIGH POINT — The home fur-
nishings specialty stores on Fur-
niture Today’s Top 100 recovered
some sales ground conceded to
their larger conventional furni-
ture store counterparts the year
before, but massive store closings
by two bedding retailers and Pier
1 Imports put a damper on their
overall performance.
The 26 specialty companies on
the list (same number as last year)
combined for a 3.6% increase in
2019 sales to $21.88 billion. That
was enough to top the 2.3% gain
for the conventional stores — to
$26.16 billion — as well as the
overall Top 100’s 2.9% gain.
But it was a different story
on the store front, as the special-
ists shed a net 1,124 locations,
down 12.6% to 7,824 stores this
past year. The loss was more than
enough to offset the 148-store net
gain for the conventional stores
(to 3,828 locations) and drag
down the combined Top 100 for
a net loss of 976 stores, bringing
the total Top 100 store count to
11,652 showrooms across the
country.
The bedding specialist subset,
which dinged the specialty stores
on last year’s list, again had a lot
to do with the consolidation. The
eight bedding-only retailers com-
bined for a 1.9% sales increase to
$5.79 billion and a 16% decline
in store count to 4,085 locations
(down 778 units). The damage
largely came from just two of the
players — No. 4 Mattress Firm,
which saw an estimated 4% sales
decrease and shed another 800
(on top of 256 stores that closed
the year before); and No. 77 Mat-
tress1One, down 48.4% to an es-
timated $80 million as it closed a
net 145 locations.
Some of this hit was offset by
No. 39, newcomer Tempur Sealy
International’s growing direct
retail business. TSI acquired the
bankrupt former Top 100 com-
and that business combined with
its other corporate-owned stores
to fuel a 77.8% sales increase
(best growth rate among the Top
100) to an estimated $240 mil-
lion. The purchase of the Sleep
been a Top 100 negative into a
positive, accounting for much
of TSI’s net 113-store lift to 153
physical U.S. locations at yearend
(the best net unit growth of any
Top 100 company).
Better performers
There are three other specialty
store subcategories: lifestyle, liv-
ing room and miscellaneous (the
latter featuring No. 9 Big Lots
and No. 63 Chair King/Fortunoff
Backyard Stores). Combined, they
were the better performers, coun-
tering much of the weakness in
the mattress store world. Big Lots
and Chair King had the best sales
growth, together up 9.7%, but the
weakest store growth, up 0.4%
with the addition of just six stores
between the two.
The three living room special-
ists — No. 12 La-Z-Boy Furniture
Galleries, No. 42 Lovesac and No.
91 Tipperary Sales — had the
next best sales growth, up 8.7%
to $1.54 billion. Their combined
store growth, up 4.6%, was tops
among all specialists and almost
every other Top 100 subcategory
for that matter, besting the con-
ventional stores, the Top 10 and
the overall Top 100 (only the sin-
gle-source networks on the Top
100 grew at a faster rate).
The lifestyle specialty stores
are the largest subset (13 com-
panies), and their results were
mixed last year. The group com-
bined for a 3% sales gain to
$12.8 billion, while store growth
slipped 16.5%, or by a net 370
stores to 1,871 showrooms.
No. 6 RH had the best sales
growth rate and net sales gain
among the lifestyle retailers, up
10.3%, or by $220 million, to an
estimated $2.36 billion in esti-
mated furniture, bedding and ac-
cessory sales.
No. 74 Roche Bobois had a
good year, too, with sales climb-
ing 8.6% to $94 million, and store
count increasing 10.3% thanks to
a net three new showrooms.
At the other end of the spec-
trum is No. 16 Pier 1 Imports, the
long-struggling lifestyle specialist
-
ruptcy protection early this year.
Estimated furniture, bedding and
accessory sales for the company
fell 14.8% to $895 million, and
the retailer closed a net 365 stores
year with 541 locations.
CSC Generation, parent com-
pany of No. 72 DirectBuy (which
includes Z Gallerie) is bidding
on the business according to a
the company’s CEO has declined
to comment to Furniture Today.
The 74 conventional furni-
ture stores on the list held up
better that the specialists on
the physical store front, with
the 4%, 148-store net unit gain,
but their combined net sales in-
crease of 2.3% amounted to one
of the worst growth rates of any
Top 100 subset.
Other measures
The conventional stores got
beat by the specialists in other
performance measures, too: me-
continued on page 54
Furniture Today | May 25-31, 2020
24 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
Physical store fronts see
worst decline in 37 years
40 companies have set expansion plans
By Clint Engel
Special to Furniture Today
HIGH POINT — The Top 100 saw
its weakest sales growth in a de-
cade last year, but that pales in
comparison to what happened on
the physical store front.
The net 976 stores the group
shed last year was the worst net
decline in the 37 years Furniture
Today has put together this report,
worse than 2001 (the first time the
Top 100 lost more stores than it
gained) and worse than 2009, dur-
ing the Great Recession.
The good news is the latest hit
was largely fueled by the misfor-
tunes of just a handful of players:
Triple-digit cuts by specialty store
retailers No. 4 Mattress Firm, No.
16 Pier 1 Imports and No. 77 Mat-
tress1One offset the smaller store
gains of 45 others on the list.
The bad news is this all hap-
pened before the industry and the
world was rocked by the COVID-19
pandemic, before Art Van Furni-
ture went from more than $1 bil-
lion in sales at nearly 200 stores to
zero business this spring.
While the magnitude of the
overall store count decline may
seem a little scary, last year’s slip
shouldn’t be a complete surprise.
Signs of pause and consolidation
were already showing up at the
time of the 2019 report.
For starters, the number of
retailers known to be planning
or talking about expanding their
footprints in 2019 had decreased
to about half of the companies on
the list. This year, about 40 compa-
nies are known to have expansion
plans, and that includes retailers
that are skipping a year and plan-
ning openings in 2021. (Some of
this expansion news came before
the magnitude of coronavirus cri-
sis was fully experienced, so the ac-
tual growth moves may still change
for the worse.)
Also, Mattress Firm’s 800-store
cut (to 2,500 units on this year’s
ranking) was already a given last
year. The Houston-based retailer,
part of Steinhoff International,
filed for Chapter 11 bankruptcy in
October 2018, and the bulk of its
restructuring and store closings
occurred at the front end of the fis-
cal year ended Sept. 30, 2019.
Mattress Firm closed more
than 250 stores even before filing
for Chapter 11 bankruptcy in Octo-
ber and then emerged in Novem-
ber. However, the biggest batch of
closings kicked in late in the 2018
calendar year (or at the start of
its next fiscal year), so 680 stores
weren’t recorded in the Top 100
until now.
Here’s a sample of other ups
and downs:
Everybody loves Art Van or,
at least, pieces of it. Three years
after Thomas H. Lee Partners ac-
quired Art Van Furniture, the War-
ren, Mich.-based retailer collapsed
under the weight of a liquidity
crunch and an owner either un-
willing to inject cash or unable to
corral the financial backers needed
to keep the lights on.
Levin Furniture’s former CEO
Robert Levin came to the rescue
of the Levin/Wolf segment of Art
Van’s business, but that deal fell
apart, too. Throw in the pandemic,
and it was all over for the perennial
Top 100 company.
Although many held private
equity ultimately responsible for
what happened and recalled other
times when it seemed like PE in-
vestors have done this industry
more harm than good, it’s another
private equity firm — Dallas-based
U.S. Assets — that’s stepped up
to the plate to revive some of the
stores.
U.S. Assets, through an affili-
ate, acquired inventory, leases and
other assets of 27 Art Van, Levin
and Wolf leases in six states (most-
ly in Michigan) and is launching a
new retail brand, Loves Furniture.
The PE firm (its CEO’s name is Jeff
Love) already has hired several
former Art Van employees and ex-
ecutives, for the startup, including
Matthew Damiani as CEO and Jen-
nifer Sinha as senior vice president
of merchandising. The company
projects annualized first-year sales
in the $200 million to $300 million
range from these stores alone with
plans to grow from there via acqui-
sitions.
Mattress Firm is firmer. Its
Top 100 numbers don’t show it,
but the Houston-based retailer is
showing clear signs of a rebound
with a scaled-back store count that
makes more financial sense and a
revived partnership with Tempur
Sealy International.
In its fiscal first quarter (ended
Dec. 31), sales were up 12%, and
same-store sales were up 17%,
parent company Steinhoff interna-
tional has reported.
Tempur Sealy firms the Top
100 in another way, too. TSI
made its entrance on the ranking
at No. 39, based on 153 U.S. stores
and a direct retail business Furni-
ture Today estimates grew to $240
million in the U.S. last year.
This was mostly growth
through acquisition, as TSI ac-
quired a trimmed back Sleep
Outfitters out of bankruptcy in
April 2019 after first serving as its
debtor-in-possession financer. The
move eliminated a Top 100 weak
link, replacing it with a much stron-
ger one.
Another new player props
up the weak. No. 72 DirectBuy is
really mostly Z Gallerie, the former
Top 100 company that made a sec-
ond trip to U.S. Bankruptcy Court
last year and subsequently was ac-
quired by CSC Generation.
CSC is a holding company
that’s been in the business of buy-
ing up struggling retail brands and
breathing new life into them with a
digital-first strategy. Its first move
into the home furnishing space
was in 2017 with the acquisition of
DirectBuy out of bankruptcy (the
one physical U.S. location has since
closed).
So far this year, it’s acquired
e-commerce company One Kings
Lane from Bed, Bath & Beyond and
reportedly is seeking the acquisi-
tion of another fading Top 100
Furniture Today’s exclusive Top 100 U.S. Furniture Stores ranks furniture stores by
2019 sales of furniture, bedding and decorative accessories, including fabric and
furniture protection, warranties and delivery charges.
To qualify, a store must specialize in home furnishings. Sales from furniture,
bedding and accessories must account for 25% or more of total sales, and at
least 25% of those sales must come from brick-and-mortar stores. A store’s mix
may also include electronics, appliances, flooring and other home furnishings.
Retailers with a broad merchandise mix — such as department stores,
mass merchants and warehouse clubs that operate separate home furnishings
stores — are eligible for the Top 100 based on sales from their free-standing
home stores only. Macy’s is ranked based on the sales from its dedicated furniture
stores only.
Stores may primarily sell overstocked items, factory closeouts and one-of-a-
kinds, such as The Dump and American Freight, but do not primarily sell furniture
that is rented or has been previously owned. Furniture Today will include retailers
that lease or rent furniture on its Top 25 Furniture & Bedding Retailers ranking,
printing in August.
Groups of stores with common ownership that operate under separate
names qualify for the list. Examples are Berkshire Hathaway, which operates
Nebraska Furniture Mart, R.C. Willey, Star Furniture and Jordan’s Furniture, and
American Signature, which operates Value City Furniture and American Signature
Furniture.
Single-source networks, such as Ethan Allen and Bassett, are also included
based on sales for their manufacturers’ dedicated store networks’ dedicated
stores only and not from in-store galleries.
For totals and market share calculations, any overlapping or double-counting
of sales volume and store counts is eliminated for those Top 100 that operate
single-source stores, such as Tipperary Sales and Mathis Brothers, which operate
La-Z-Boy Furniture Galleries.
Year-to-year comparisons are made to the same group of Top 100
companies ranked in both years. Sales and store counts were assumed flat for
those retailers where 2018 data was not available when comparing total 2019
and 2018 data for the Top 100.
In cases of stores with identical 2019 sales, the company with the faster sales
growth earns the higher rank.
All sales figures are Furniture Today market research estimates, unless these
figures are reported specifically to the Securities and Exchange Commission.
All estimates are for the 12 months ended Dec. 31, 2019 and 2018, unless
otherwise indicated.
Estimates are based on information collected from surveys sent to retailers
and from a variety of other sources, including company filings with the SEC,
discussions with industry analysts and suppliers, and published and unpublished
reports, including newspaper articles in various retail trading areas.
This ranking is by no means comprehensive and does not represent the
entire industry. More than the 100 furniture stores listed are vital companies within
the industry. Furniture Today chooses not to include some companies due to lack
of verification of sales figures.
How the Top 100 report is compiled
company: Pier 1 Imports.
FFO Home slows down. Af-
ter moving 17 spots up last year’s
Top 100 ranking, the Fort Smith,
Ark.-based retailer took a few steps
back to No. 53, restructured man-
agement and ditched plans for a
specialty bedding store rollout.
The company saw sales slide
11.2% to an estimated $150.8 mil-
lion and cut its net store count by
15 as it shuttered existing sleep
stores it had previously acquired.
Hank Mullany replaced Larry
Zigerelli as president and CEO
(starting on an interim basis this
past summer, then switching to a
permanent move in the fall) with a
plan to stabilize the business after
years of aggressive growth.
American Freight speeds up.
At the other end of the spectrum
is No. 28 American Freight Furni-
ture & Mattress. The promotion-
al-oriented retailer’s aggressive
expansion strategy continued last
year with the opening of a net 19
locations to end the year with 176
stores. But that’s nothing com-
pared to what’s coming.
This year, the Delaware, Ohio-
based business was acquired by
the publicly held Franchise Group,
which also owns Buddy’s Home
continued on page 26
Furniture Today | May 25-31, 2020
26 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
Growth in sales and units,
2018-2019
Sales 9.1%
Units 9.1%
*Total U.S. furniture store sales from all
product categories in 2019 was $61.5
billion; of that, an estimated $56.5
billion was for furniture, bedding and
accessories.
Source: Strategic Insights, 2020 Furniture
Today Survey of Top 100 U.S. Furniture
Stores and the U.S. Dept. of Commerce.
Furnishings and the Sears Outlet
business and is rebranding Sears
Outlet to American Freight Ap-
pliance, Furniture and Mattress,
a move that’s expected to bring
American Freight’s store count up
to about 300 locations.
Ashley HomeStore licensees
didn’t slow in 2019 and are posi-
tioning to grow again this year.
No. 17 Dufresne Spencer Group
added a net 40 stores, thanks
mostly to its acquisition of the bulk
of Baton Rouge, La.-based Olinde’s,
an 18-store pick up in Chicago-
land, and the purchase of 21 Texas
stores from the Levitz family. It says
its growth focus this year will be in
Detroit, which it entered in 2018
and where the void left by Art Van
is opening the door to competition.
HomeStore licensee No. 47
Broad River Retail opened three
North Carolina HomeStores last
year, and plans call for at least that
many more, including the already
opened HomeStore Outlet in Ra-
leigh, N.C., a HomeStore and Outlet
attached to its second distribution
center, call center hub in Four Oaks,
N.C., (also opened this year) and a
Durham, N.C., HomeStore.
No. 32 Regency Furniture, with
HomeStores as well as under four
other retail banners, has closed
its Mealey’s Furniture business in
greater Philadelphia but is build-
ing its HomeStores and Regency
footprints there and elsewhere.
Last year, six of its seven new
stores were HomeStores, and this
year it plans to convert some of the
former Mealey’s locations to the
Regency and HomeStore banners
and open additional HomeStores
in Alexandria, Va., and Pottstown
and Middletown, Pa.
And No. 80 The Parrott Group
based in Florence, S.C., held steady
on the store front last year (sales
rose an estimated 7.2%) but plans
to add two more HomeStores
opening before yearend for a total
of 15 showrooms.
Bob’s Discount Furniture ex-
pansion continues. Last year, Las
Vegas, Detroit and Grand Rapids,
Mich., were new markets for the re-
tailer that moved into the Top 10 of
Furniture Today’s Top 100 for the
first time. This year, Bob’s already
opened its first Cincinnati; Dayton,
Ohio; and Rockford, Ill., market
stores, and it plans to move into
Cleveland and greater Phoenix.
• Bedding specialty stores include stores where bedding is the
majority of product. Examples include Mattress Firm, Sleep
Number, Mattress1One, America’s Mattress and Sit’n Sleep.
• Conventional furniture stores include furniture stores
with a traditional merchandise mix of furniture, bedding
and decorative accessories. Stores may or may not include
consumer electronics and/or major appliances. Conventional
furniture stores can be a local, regional or national furniture
store or a manufacturer-branded store. Examples include
Ashley HomeStore, Rooms To Go, Raymour & Flanigan,
American Signature and Havertys.
• Single-source networks include stores where all furniture
and/or bedding products or the majority of product comes
from a single manufacturer. Local ownership may vary.
Examples include Ashley HomeStore, Sleep Number, La-Z-
Boy Furniture Galleries and Ethan Allen.
• Specialty stores are furniture stores with a specialized
product mix. This includes stores with a product-specific
focus, such as Mattress Firm, La-Z-Boy Furniture Gallerie, and
Chair King/Fortunoff Backyard; stores with a style-specific
focus, such as Room & Board and Roche Bobois; stores with
a lifestyle product mix, such as Ikea, Williams-Sonoma and
RH; and stores with a non-traditional product mix, such as
Big Lots. Lifestyle specialty stores carry furniture, bedding,
decorative accessories, as well as housewares, small
appliances, gourmet foods, apparel, jewelry and/or personal
care items.
Terminology
Dedicated networks
continue to
dominate the list
By Clint Engel
Special to Furniture Today
HIGH POINT — The single-source
dedicated store networks contin-
ued their dominance over nearly
all comers in the Top 100 last year,
growing sales and store footprints
at a faster clip than the combined
listing and faster than any of the
subcategories with the exception
one small, miscellaneous group.
With No. 39 Tempur Sealy In-
ternational’s direct retail business
added to the single-source ranks,
the 11 dedicated store networks
combined for a 9.1% sales in-
crease to $10.05 billion.
That trounced the 2.9%
growth rate for the combined Top
100 and the 4.9% increase for
the Top 10, the 2.3% increase for
conventional stores and the 3.6%
increase for the specialty stores
taken as a whole. Only No. 9 Big
Lots and No. 63 Chair King/Fortu-
noff Backyard Stores (lumped into
a “miscellaneous” specialty store
subgroup) combined for a greater
increase of 9.7%.
The dedicated store networks’
growth rate also topped the 7.4%
increase for the single-source op-
erators on last year’s list. Their
share of Top 100 sales grew to
21%, from 20% for the same
group of networks in 2018 and
from 19% for the dedicated stores
on last year’s ranking.
The combined networks also
opened a net 223 units last year
for a 9.1% gain, topping the over-
all Top 100 — which actually saw
a net 976-store decline — as well
as every subcategory.
Single-source networks are
the company-owned, licensed
or franchised stores on the Top
100 dedicated to a single home
furnishings brand and operating
under that retail banner or a re-
lated one. They include vertically
integrated businesses that include
company-owned and dealer-
owned stores.
The group got a big boost this
year with the addition of Tempur
Sealy, which posted the greatest
percentage sales increase among
all Top 100 companies. (It’s direct
U.S. retail business was up 77.8%
to an estimated $240 million.) It
also had one of the best net sales
gains and the best net and per-
centage physical store growth.
The latter was due largely to its ac-
quisition of former Top 100 com-
But even if Tempur Sealy was
removed from the equation, the
dedicated networks still would
have had a list-topping year in
most respects, with sales up 8.1%
and a store growth rate of 4.6%.
All but two of the single-source
networks posted year-over-
year sales increases, with No. 42
Lovesac owning the second best
percentage gain, up 40.7% to
$233.4 million (behind Tempur
Sealy), followed by No. 8 Sleep
Number, with an 11.2% sales in-
crease to $1.69 billion.
Lovesac also climbed nine
spots up the ranks, more than any
other company, on the strength of
that sales growth, which was fu-
eled in part by solid physical store
expansion — up by a net 16 show-
rooms for 91 stores at yearend.
The greatest net sales gain
among the single-source players,
and all of the Top 100, was Ashley
HomeStore (again), growing total
U.S. business by $425.4 million to
$4.96 billion.
U.S. furniture
store sales*
Top 100
sales
Single-source networks’ share of
Top single-source store networks
Ranked by sales of furniture, bedding and accessories
Estimated furniture, bedding,
accessory sales in $ millions
Percent change Number of
units
Rank Company 2019 2018 2018 to 2019 2019 2018
1 Ashley HomeStore $4,961.0 $4,535.6 9.4% 722 658
8 Sleep Number $1,688.2 $1,517.8 11.2% 611 579
12 La-Z-Boy Furniture Galleries $1,303.5 $1,247.7 4.5% 320 318
19 Ethan Allen $741.0 $732.9 1.1% 178 186
31 Bassett Home Furnishings $357.5 $362.2 -1.3% 103 97
39 Tempur Sealy International $240.0 $135.0 77.8% 153 40
42 Lovesac $233.4 $165.9 40.7% 91 75
51 America’s Mattress $166.8 $173.0 -3.6% 321 327
54 Mitchell Gold + Bob Williams $137.2 $131.0 4.7% 31 31
60 The Original Mattress Factory $126.0 $120.0 5.0% 111 110
74 Roche Bobois $94.1 $86.7 8.6% 32 29
Source: Strategic Insights, 2020 Furniture Today Survey of Top 100 U.S. Furniture Stores
Top 100 single-source networks
21%
18%
Store fronts
continued from page 24
Furniture Today | May 25-31, 2020
28 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
Who’s who among the leading stores
Company, home base, web address Rank Company, home base, web address Rank
ABC Carpet & Home, New York, www.abchome.com ........................................................ 66
American Freight Furniture & Mattress, Delaware, Ohio, www.americanfreight.com ........ 28
American Furniture Warehouse, Englewood, Colo., www.afw.com .................................... 20
American Signature, Columbus, Ohio, www.americansignaturefurniture.com .................. 15
America’s Mattress, Atlanta, www.americasmattress.com .................................................. 51
Arhaus, Boston Heights, Ohio, www.arhaus.com ................................................................ 27
Art Van, Warren, Mich., www.artvan.com .............................................................................. 14
Ashley HomeStore, Arcadia, Wis., www.ashleyfurniture.com ............................................... 1
Badcock Home Furniture & more, Mulberry, Fla., www.badcock.com ............................... 21
Baer’s, Pompano Beach, Fla., www.baers.com ................................................................... 46
Bassett Home Furnishings, Bassett, Va., www.bassettfurniture.com ................................. 31
Belfort Furniture, Dulles, Va., www.belfortfurniture.com .................................................... 100
Berkshire Hathaway furniture division, Omaha, Neb., www.nfm.com,
www.starfurniture.com, www.jordans.com, www.rcwilley.com ........................................... 7
Bernie & Phyl’s Furniture, Norton, Mass., www.bernieandphyls.com ................................. 55
Big Lots, Columbus, Ohio, www.biglots.com ......................................................................... 9
Big Sandy Superstore, Franklin Furnace, Ohio, www.bigsandysuperstore.com,
www.pieratts.com ................................................................................................................. 62
Bob Mills Furniture, Oklahoma City, www.bobmillsfurniture.com ....................................... 67
Bob’s Discount Furniture, Manchester, Conn., www.mybobs.com .................................... 10
Boston, Stevens Point, Wis., www.furnitureappliancemart.com ......................................... 68
Boston Interiors, Stoughton, Mass., www.bostoninteriors.com .......................................... 95
Broad River Retail, Fort Mill, S.C., www.broadriverretail.com ............................................. 47
C.S. Wo & Sons, Honolulu, www.cswo.com ........................................................................ 79
Chair King/Fortunoff Backyard Store, Houston, www.chairking.com,
www.fortunoffbys.com ......................................................................................................... 63
City Furniture, Tamarac, Fla., www.cityfurniture.com ........................................................... 23
Clive Daniel Home, Naples, Fla., www.clivedaniel.com ....................................................... 92
Conlin’s Furniture, Billings, Mont., www.conlins.com .......................................................... 93
Conn’s, The Woodlands, Texas, www.conns.com ............................................................... 30
Cost Plus World Market, Alameda, Calif., www.worldmarket.com ..................................... 29
Crate and Barrel, Northbrook, Ill., www.crateandbarrel.com ............................................... 13
Crest Furniture, Dayton, N.J., www.valuecitynj.com ............................................................ 56
Darvin Furniture & Mattress, Orland Park, Ill., www.darvin.com .......................................... 76
DirectBuy, Merrillville, Ind., www.directbuy.com, www.zgallerie.com .................................. 72
Dufresne Spencer Group, Memphis, Tenn., www.stashhome.com,
www.levitzmattress.com, www.ashleyhomestore.com ...................................................... 17
El Dorado Furniture, Miami Gardens, Fla., www.eldoradofurniture.com ............................ 41
Empresas Berrios, Cidra, Puerto Rico, www.berriostedamas.com .................................... 73
Ethan Allen, Danbury, Conn., www.ethanallen.com ............................................................. 19
Exclusive Furniture, Houston, www.exclusivefurniture.com ................................................ 94
FAMSA, Dallas, www.famsafurniture.com ............................................................................ 98
Farmers Home Furniture, Dublin, Ga., www.farmershomefurniture.com ........................... 36
FFO Home, Fort Smith, Ark., www.ffohome.com ................................................................ 53
Furniture Mart USA, Sioux Falls, S.D., www.thefurnituremart.com ..................................... 35
Furnitureland South, Jamestown, N.C., www.furniturelandsouth.com............................... 52
Gallery Furniture, Houston, www.galleryfurniture.com ......................................................... 49
Gardner-White, Auburn Hills, Mich., www.gardner-white.com ............................................ 57
Grand Home Furnishings, Roanoke, Va., www.grandhomefurnishings.com ..................... 59
Green Front Furniture, Farmville, Va., www.greenfront.com ................................................ 99
Havertys, Atlanta, www.havertys.com ................................................................................... 18
Haynes Furniture, Virginia Beach, Va., www.haynesfurniture.com,
www.thedump.com .............................................................................................................. 34
Herman Miller, Zeeland, Mich., www.dwr.com, www.us.hay.com,
www.hermanmiller.com ........................................................................................................ 40
HOM Furniture, Coon Rapids, Minn., www.homfurniture.com, www.gabberts.com,
www.dock86.com ................................................................................................................. 38
Home Furniture Plus Bedding, Lafayette, La., www.homefurn.com ................................... 84
Hudson’s Furniture, Sanford, Fla., www.hudsonsfurniture.com .......................................... 82
Ikea, Conshohocken, Pa., www.IKEA-USA.com ................................................................... 2
Jerome’s, San Diego, www.jeromes.com ............................................................................. 37
Johnny Janosik, Laurel, Del., www.johnnyjanosik.com ........................................................ 86
Kane’s Furniture, Pinellas Park, Fla., www.kanesfurniture.com ........................................... 44
Kimbrell’s Home Furnishings, Charlotte, N.C., www.kimbrells.com ................................... 85
Kittle’s Furniture, Indianapolis, www.kittles.com ................................................................. 97
Knoxville Wholesale Furniture, Knoxville, Tenn.,
www.knoxvillewholesalefurniture.com ................................................................................. 96
Lacks Valley Stores, Pharr, Texas, www.lacks.com .............................................................. 78
La-Z-Boy Furniture Galleries, Monroe, Mich., www.la-z-boy.com ...................................... 12
Living Spaces, Rancho Cucamonga, Calif., www.livingspaces.com .................................. 22
Lovesac, Stamford, Conn., www.lovesac.com ..................................................................... 42
Macy’s Furniture Gallery, New York, www.macys.com ........................................................ 45
Mathis Brothers, Oklahoma City, www.mathisbrothers.com ............................................... 24
Matter Brothers Furniture, Fort Myers, Fla., www.matterbrothersfurniture.com,
www.oridaleathergallery.com ............................................................................................. 88
Mattress Firm, Houston, www.mattressrm.com ................................................................... 4
Mattress Warehouse, Frederick, Md., www.sleephappens.com ......................................... 43
Mattress1One, Orlando, Fla., www.mattress1.com ............................................................. 77
Miskelly Furniture, Jackson, Miss., www.miskellys.com ...................................................... 89
Mitchell Gold + Bob Williams, Taylorsville, N.C., www.mgbwhome.com ........................... 54
Mor Furniture for Less, San Diego, www.morfurniture.com ................................................ 33
Morris Furniture, Dayton, Ohio, www.morrisathome.com ................................................... 64
The Original Mattress Factory, Cleveland, Ohio, www.originalmattress.com ..................... 60
The Parrott Group, Florence, S.C., www.parrotts-furniture.com ......................................... 80
Pier 1 Imports, Fort Worth, Texas, www.pier1.com .............................................................. 16
Raymour & Flanigan, Liverpool, N.Y., www.raymouranigan.com ...................................... 11
Regency Furniture, Brandywine, Md., www.regencyfurniture.com,
www.marlofurniture.com, www.raleysfurniture.com .......................................................... 32
RH, Corte Madera, Calif., www.restorationhardware.com..................................................... 6
Roche Bobois, New York, www.roche-bobois.com ............................................................. 74
Room & Board, Minneapolis, www.roomandboard.com ..................................................... 25
The RoomPlace, Lombard, Ill., www.theroomplace.com .................................................... 50
Rooms To Go, Seffner, Fla., www.roomstogo.com ................................................................ 5
Russell Turner Furniture Holding Corp., Thomasville, Ga., www.ahs-se.com .................... 70
Sam Levitz Furniture, Tucson, Ariz., www.samlevitz.com .................................................... 71
Schewels Home, Lynchburg, Va., www.schewels.com ....................................................... 81
Sit’n Sleep, Gardena, Calif., www.sitnsleep.com ................................................................. 61
Sleep Number, Minneapolis, www.sleepnumber.com ........................................................... 8
Slumberland, Little Canada, Minn., www.slumberland.com ................................................ 26
Steinhafels, Waukesha, Wis., www.steinhafels.com ............................................................ 48
Stickley, Audi & Co., Manlius, N.Y., www.stickleyaudi.com ................................................. 58
Tempur Sealy International, Lexington, Ky., www.tempurpedic.com,
www.sleepouttters.com ...................................................................................................... 39
Tipperary Sales, Augusta, Ga., www.furnitureacademy.com .............................................. 91
Trivett’s Furniture, Fredericksburg, Va., www.trivetts.com, www.ashleynva.com ...............
69
Walker Furniture, Las Vegas, www.walkerfurniture.com ...................................................... 87
Walter E. Smithe Furniture, Itasca, Ill., www.smithe.com ..................................................... 75
Weekends Only Furniture & Mattress, St. Louis, www.weekendsonly.com ....................... 83
Weir’s Furniture, Dallas, www.weirsfurniture.com................................................................. 90
The Wellsville Group, Westons Mills, N.Y., www.ourhomestories.com ............................... 65
Williams-Sonoma, San Francisco, www.williams-sonomainc.com ...................................... 3
Furniture Today | May 25-31, 2020
30 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
TOP 100 U.S. FURNITURE STORES \\\\\ 2020
1 Ashley HomeStore $4,961.0 $4,535.6 9.4% 722 658 NA
(1) Arcadia, Wis. $5,014.8 total revenues
Ashley offers an e-commerce program for its furniture stores. Average unit size for a conventional Ashley HomeStore is about 40,000 square feet and for the smaller rural market stores about 15,000 to 20,000 square feet.
-
tresses and accessories. The Mattress Gallery inside HomeStores has top-name brands such as Sealy, Serta, Simmons Beautyrest, Stearns & Foster, Tempur-Pedic and Ashley-Sleep. Ashley HomeStore owners on the Top 100
list are Dufresne Spencer Group, City Furniture, Mathis Brothers, Regency Furniture, Furniture Mart USA, Broad River Retail, Crest Furniture, Morris Furniture, The Wellsville Group, Boston, Trivett’s Furniture, Russell Turner
Furniture Holding Corp., Sam Levitz Furniture, Empresas Berrios, C.S. Wo & Sons, The Parrott Group and Knoxville Wholesale Furniture.
2 Ikea $3,310.0 $3,220.0 2.8% 51 48 NA
(2) Conshohocken, Pa. $5,400.0 total revenues
Fiscal years ended Aug. 31. Ikea US is owned by the Ingka Group, the largest and one of 12 Sweden-based Ikea franchisees, operating some 374 Ikea stores in 30 countries, including 51 in the U.S. Phone-order sales from a
-
opened a 331,000-square-foot store in Norfolk, Va. Ikea has been adding a variety of new store formats to complement its big blue box Ikea stores, including smaller format stores and planning studios or city center location
offering personalized, one-on-one advice on solutions for the home. Planning Studios do not have items to bring home, but all relevant products are there to touch and try. Another new Ikea format will open in the U.S. this
3 Williams-Sonoma $3,260.0 $3,100.0 5.2% 572 579 NA
(4) San Francisco $5,532.4 total revenues
Fiscal years ended Feb. 2 and Feb. 3. Publicly held multi-channel specialty retailer selling home furnishings through a portfolio of brands. Furniture is sold primarily through the Pottery Barn brands, West Elm, Williams-
Sonoma Home and Rejuvenation. Almost all products carried are designed in-house and are exclusive to the company’s brands. In addition, the company manufactures merchandise, primarily upholstered furniture and
mail catalogs for each of the brands. Also operated 129 franchised stores in the Middle East, the Philippines, Mexico and South Korea. Sales and store counts for U.S. and Puerto Rico only. The company’s overall net revenue
increase was primarily driven by West Elm and Pottery Barn. West Elm, the company’s second largest brand, had another year of double-digit revenue growth and comparable brand revenue growth of 14.4%. The growth
was led by furniture, with strength in dining and bedroom categories. The company’s largest brand, Pottery Barn, had comparable brand revenue growth of 4.1%, due to growth in new businesses including Pottery Barn
Apartment. All brands delivered positive comparable brand growth. In 2019, the company successfully launched a Business to Business (B2B) division across all brands.
4 Mattress Firm $3,139.0 $3,270.0 -4.0% 2,500 3,300 NA
(3) Houston
Fiscal years ended Sept. 30. Bedding specialty chain founded in 1986. Subsidiary of South African-based Steinhoff International Holdings. Operates with stores in 49 states as well as online. The company offers a broad selec-
tion of mattresses and bedding accessories from leading manufacturers including Serta, Simmons, Tempur-Pedic, Tulo, Sleepy’s, Chattam & Wells and Purple. Mattress Firm emerged from Chapter 11 protection in November
resigned. In June, Mattress Firm entered into an agreement with Tempur Sealy to reintroduce Tempur-Pedic, Stearns & Foster and Sealy branded products into stores across the country. The two companies had split from
5 Rooms To Go $2,560.0 $2,560.0 0.0% 151 151 NA
(5) Seffner, Fla.
Privately owned mid-priced chain with stores in Florida, Georgia, North and South Carolina, Louisiana, Mississippi, Tennessee, Texas, Alabama and Virginia, as well as several franchise units in Puerto Rico. Operations include
Rooms To Go, Rooms To Go Kids & Teens, Rooms To Go Patio, clearance centers and online sales. In 2019, Rooms To Go opened two stores: a full-line showroom in Newport News, Va., and a patio showroom in Kennesaw,
Ga. The retailer also closed two stores: a patio showroom in North Naples, Fla, and a clearance center in Lake Park, Fla. The retailer also converted 7,000 square feet in its existing RTG store in Fort Lauderdale, Fla., to patio
and converted the RTG Kids store in West Palm Beach, Fla., to a combined RTG Kids store and Patio. Expansion plans for 2020 include new showrooms in Virginia Beach, Va., (opened in March) and Orlando, Fla., and a patio
showroom in Stuart, Fla. RTG plans on continuing its rollout of outdoor furniture stores, some as standalone showrooms and others as stores within a new format for the full-line stores.
6 RH $2,355.0 $2,135.0 10.3% 100 104 NA
(6) Corte Madera, Calif. $2,514.3 total revenues
Fiscal years ended Feb. 1 and Feb. 2. Publicly held luxury retailer in the home furnishings marketplace operating an integrated business across multiple channels of distribution made up of its stores, Source Books and web-
sites. At yearend, operated 22 Design Galleries, 40 Legacy Galleries, two Modern Galleries, four Baby & Child and Teen Galleries and 38 outlet stores throughout the U.S. and Canada. Sales and store counts for U.S. only. In
2019, RH opened two 60,000-square-foot Design Galleries: in Minneapolis in September and in Columbus in December. Both Galleries include the integrated RH Hospitality experience with restaurants, wine vaults and
barista bars. The retailer also closed the two smaller Legacy Galleries in those areas as well as a third Legacy Gallery in Durham, N.C., two Baby & Child Galleries in Portland, Ore., and Dallas, and one Outlet. After deferring the
introduction of major new product category expansions for the past two years, RH launched two new Source Books in 2019: RH Beach House in the summer and RH Ski House in the fall. For 2020, RH’s plans to open Design
Galleries in Marin, Calif.; Charlotte, N.C.; San Francisco; Dallas; and Jacksonville, Fla., have been delayed with the exception of the Marin and Charlotte galleries, which are said to possibly open this spring or summer. RH is also
exploring opportunities for Design Galleries outside of North America including in the United Kingdom and Europe in 2021 or 2022.
7 Berkshire Hathaway furniture division $2,069.0 $2,096.0 -1.3% 34 34 NA
(7) Omaha, Neb. $3,215.0 total revenues
in Des Moines, Iowa. Jordan’s operates six retail locations and a distribution center, with three stores and the distribution center located in the greater Boston area; one retail store includes a Colossal Clearance Center. The
Willey operates 12 stores: six in northern Utah, three in Nevada, two in California and one in Idaho. It has three distribution centers that support operations in Salt Lake City, Las Vegas and Sacramento, Calif. Star Furniture
operates 11 stores in Texas, with seven showrooms and one clearance outlet in the Houston area and one store each in Austin, San Antonio and Bryan/College Station. In May 2019, Star opened a 70,000-square-foot store in
Cypress, Texas, in a former Randalls grocery store. In August, Star celebrated the grand reopening of its Katy, Texas, showroom in West Houston.
8 Sleep Number $1,688.2 $1,517.8 11.2% 611 579 1,749
(8) Minneapolis
Publicly held, founded in 1987. As a purpose-driven company in health and wellness, Sleep Number’s mission is to improve lives by individualizing sleep experiences. Sleep Number offers consumers high-quality, individu-
alized sleep solutions and services. More than 99% of the company’s sales are direct to consumers through Sleep Number stores in all 50 states, online at SleepNumber.com and via phone. The remaining sales are from the
wholesale channel that sells to and through selected retail and wholesale customers in the U.S., sales not included. Online and phone sales accounted for approximately 7.6% of 2019 sales. Units average 2,802 square feet.
Average sales per square foot, $1,034. Average stock turns, 7.5 times. Average gross margin, 61.9%. Same store sales increased 6% in 2019. Sleep Number opened 59 stores and closed 27 in 2019. Sleep Number unveiled its
new Climate360 smart bed at the 2020 Consumer Electronics Show. Winning Best of Innovation, the bed adjusts throughout the night, warming and cooling, working with an individual’s natural sleep cycle. The smart bed
is expected to be available by 2021.
RANK
(last year)
Company, home base and notes
Estimated furniture, bedding,
accessory sales in $ millions
2019 2018
Selling space
all stores
sq. ft. 1000s
Number
of units
2019 2018
Percent
change
Furniture Today | May 25-31, 2020
34 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
9 Big Lots $1,636.0 $1,475.0 10.9% 1,404 1,401 31,705
(9) Columbus, Ohio $5,323.2 total revenues
Fiscal years ended Feb. 1 and Feb. 2. Publicly held, discount retailer operating stores in 47 states with approximately 33% of stores operating in four states: California, Texas, Ohio and Florida. Stores are primarily in strip shop-
ping centers with an average of 22,600 selling square feet offering value-priced merchandise from both traditional and close-out channels. Furniture – including upholstery, mattresses, case goods, ready-to-assemble and
patio furniture – is sourced either from recognized brand-name manufacturers or sold under its own brand. Included in this list is Ameriwood, Ashley, Lane, Sauder, Sealy, Serta, Stratford and Stratolounger. The upholstery,
mattresses and case goods departments drove the furniture category’s overall sales increase as well as the category’s comp sales increase of 8.2%. The category was helped by a new and expanded assortment of brand-name
mattresses introduced in the third quarter and the new Broyhill assortment launched late in 2019. Big Lots acquired the Broyhill brand in 2018. Continues to roll-out its “store of the future” format, which has furniture front
down its rollout with only 20 stores to be remodeled this year. Anticipates 40 new stores and closing up to 55 existing locations in 2020, with many of the closings involving relocations to improved locations.
10 Bob’s Discount Furniture $1,612.4 $1,434.7 12.4% 122 104 NA
(11) Manchester, Conn.
Privately owned, founded in 1991. Promotional to mid-priced chain operating stores across 20 states from coast to coast. In 2019, Bob’s opened 18 new stores moving into new states and markets including Las Vegas, De-
troit and Grand Rapids, Mich., as well as further expansion in Southern California into the Fresno and San Diego areas after entering California in 2018. In 2020, Bob’s is continuing its push into new major metro markets
released.
11 Raymour & Flanigan $1,478.0 $1,456.0 1.5% 136 128 NA
(10) Liverpool, N.Y.
Also sells online. Showrooms range in size from 15,000 to 75,000 square feet. In 2019, opened nine showrooms in Lawrenceville, Elizabeth, Vineland and Marlton, N.J.; Wyomissing, Philadelphia and Exton, Pa.; and Hamburg
12 La-Z-Boy Furniture Galleries $1,303.5 $1,247.7 4.5% 320 318 NA
(12) Monroe, Mich.
Manufacturer’s dedicated store network of dealer-owned and company-owned units, with 169 dealer-owned stores and 151 company-owned stores at year’s end. Figures exclude the 35 La-Z-Boy Furniture Galleries in
Canada. Average stock turns, 5 times. Same-store sales increased 3.8%. In 2019, opened six galleries and closed four. Plans to end 2020 with 320 to 325 U.S. stores. Relocated a store in Beaverton, Ore., earlier this year. The
company announced it will acquire six independently owned La-Z-Boy Furniture Galleries in the Seattle area as well as a warehouse. The transaction is a result of the planned retirement of the owners and is expected to be
completed in June. La-Z-Boy store owners on the Top 100 are Mathis Brothers and Tipperary Sales.
13 Crate and Barrel $1,072.8 $1,042.9 2.9% 110 99 NA
(15) Northbrook, Ill. $1,661.9 total revenues
Fiscal years ended March 1 and March 3. Founded in 1962. Crate and Barrel is owned by Otto Group, a privately held German retail and services group. Lifestyle multi-channel specialty retailer operating through a family of
brands: Crate and Barrel, Crate and Barrel Kids, CB2 and Hudson Grace. The company also operates e-commerce websites, catalogs and franchise locations around the globe. At yearend, operations included 118 stores in
North America, including 20 CB2 and 10 Outlets, and 16 additional franchised stores in countries around the world. Online sales account for approximately half of all sales. Estimated sales and store counts for U.S. only. In
2019, the company opened one Crate and Barrel in Nashville, Tenn., two Crate and Barrel Furniture Outlets in Jackson Township, N.J., and Gaffney, S.C., and two CB2 stores in Dallas and Boston. In June 2019, Crate and Barrel
décor items, as well as custom and made-to-order furniture.
14 Art Van $1,043.0 $1,119.0 -6.8% 192 193 NA
(13) Warren, Mich.
Pennsylvania, Virginia and Maryland under the brands: Art Van Furniture, Art Van PureSleep, Scott Shuptrine Interiors, Levin Furniture, Levin Mattress and Wolf Furniture. The company also had about 20 franchise locations.
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tions resulting from the coronavirus pandemic scuttled all store going-out-of-business sales. The bankruptcy case was converted to a Chapter 7 liquidation in April.
15 American Signature $973.0 $987.8 -1.5% 114 115 NA
(16) Columbus, Ohio
names Value City Furniture and American Signature Furniture and through e-commerce at www.valuecityfurniture.com and www.americansignaturefurniture.com. Includes 24 American Signature Furniture stores and 90
Value City Furniture stores. Launched a curated selection of design guru Bobby Berk’s new collection in stores and online in October 2019. The new Bobby Berk Collection was created in partnership with home furnishings
manufacturer A.R.T. Furniture.
16 Pier 1 Imports $895.0 $1,050.0 -14.8% 541 906 NA
(14) Fort Worth, Texas
Fiscal years ended Feb. 29 and March 2. Publicly held specialist of imported home decor and furniture, founded in 1962. In January 2020, Pier 1 announced plans to reduce its store footprint by up to 450 locations including
agreement with a majority of its term loan lenders and would be pursuing a sale of the company. The deadline to submit bids was to be on or around March 23. As a result of having to close all stores because of the country’s
coronavirus containment measures, Pier 1 put a halt to its bankruptcy court auction saying lenders would take ownership of the company. Although all brick-and-mortar stores are closed, the retailer’s e-commerce website,
Pier1.com, is still operating. E-commerce accounts for about 27% of the company’s total sales.
17 Dufresne Spencer Group $887.0 $730.5 21.4% 124 84 NA
(19) Memphis, Tenn.
existing markets, and closed and sold off stores that were too far away to be serviced well. In January 2019, the company acquired seven Ashley’s and two Olinde’s from former Top 100 retailer, Olinde’s of Baton Rouge La.,
converting the two multi-line Olinde’s stores to Ashley HomeStores. In April 2019, DSG acquired 18 stores in the Chicago market including 16 Ashley HomeStores, one Outlet and one South Loop home furnishings store. In
November 2019, the company acquired 21 stores in the Dallas/Fort Worth and El Paso, Texas, areas from the Levitz family, which included eight Ashleys, one Outlet and 12 Levitz Mattress. Another acquisition in November
was four Ashley HomeStores in the Jackson and Hattiesburg, Miss., area. DSG sold its 12 Ashley stores in the Seattle, Portland, Ore., and Idaho areas and closed its Stash Home in Tupelo, Miss., and an Outlet in St. Louis, Mo.
DSG’s focus of growth in 2020 is the Detroit area.
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(last year)
Company, home base and notes
Estimated furniture, bedding,
accessory sales in $ millions
2019 2018
Selling space
all stores
sq. ft. 1000s
Number
of units
2019 2018
Percent
change
Furniture Today | May 25-31, 2020
36 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
18 Havertys $802.3 $817.7 -1.9% 121 120 4,426
(17) Atlanta $802.4 total revenues
Publicly held company founded in 1885. Mid-priced to upper-mid-priced chain serving 84 cities in 16 states in the Southern and Midwest regions. Also sells online within its delivery network for furniture and to the con-
tinental United States for accessories. Online sales accounted for approximately 2.4% of 2019 sales. Stores average approximately 35,000 square feet but range from 19,000 to 66,000 selling square feet. Average sales per
square foot, $183. Most of the merchandise the retailer carries bears the Havertys brand. Havertys also carries mattress product lines such as Sealy, Serta, Beautyrest Black, Scott Living, Stearns & Foster and Tempur-Pedic in
addition to its private-label Skye. Average gross margin, 54.2%. Same-store sales decreased 1.4%. During the fourth quarter 2019, Havertys completed a store relocation in Baton Rouge, La., and closed a clearance location in
metro Atlanta. In the third quarter, the retailer entered the St. Louis market and opened a store in south metro Atlanta. Earlier this year, it closed a store in Atlanta and has plans for three stores to open and one more to close
before years end. Among the openings is a store in Myrtle Beach, S.C., a new market, during the second quarter and a store in the Dallas/Fort Worth area in Southlake, Texas, in the third quarter. The location of the third store
to open and the other store to close will be announced at a later time.
19 Ethan Allen $741.0 $732.9 1.1% 178 186 NA
(18) Danbury, Conn. $826.6 total revenues
Fiscal years ended June 30. Publicly held interior design company, manufacturer and retailer of home furnishings founded in 1932. Oldest manufacturer’s dedicated store network offering complimentary interior design
yearend. Sales and store count for U.S. only. Units average 15,300 square feet. Ethan Allen also owns and operates six manufacturing facilities, including three manufacturing plants and one sawmill in the U.S., plus one plant
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and technology that enables consumers to see more than what’s actually in the store. The smaller format store – 4,500 square feet, including 2,500 square feet of selling space – showcases vignettes of EA’s latest styles for
consumers to see and feel the quality and craftmanship. Then with a designer they can review a more extensive selection with interactive technological tools.
20 American Furniture Warehouse $731.0 $691.4 5.7% 14 14 1,817
(20) Englewood, Colo. $733.9 total revenues
Family-owned business founded in 1975. Primarily promotional to upper-middle priced chain operating 11 units in Colorado, two in Arizona and one in Texas. At year’s end, in Colorado, AFW had six units in metro Denver,
two south of Denver in Pueblo and Colorado Springs, two north of Denver in Firestone-Longmont and Fort Collins, and one on the Colorado western slope in Grand Junction. In Arizona, the retailer has two units in the Phoenix
market, in Gilbert and Glendale, and in Texas, AFW has one in the Houston market, in Webster. Also sells online with Internet sales accounting for approximately 4.8% of 2019 sales. Units average 129,764 square feet. Average
sales per square foot, $403. Key vendors include Ashley, Condor, Better Z’s Memory Foam, Elements, Furniture Values, International Furniture Direct, Jackson, Lane, Old West Mattress, Peak Living, Sealy, SSB Simmons and
three Houston-area stores in Webster, Texas, over the Labor Day Weekend. The 375,000-square-foot facility includes a 150,000-square-foot showroom and attached warehouse. The second greater Houston store will open
in Katy, Texas, possibly in June 2020 and the third in Conroe, Texas, in 2021. Earlier this year, AFW closed a small 68,000-square-foot south metro Denver store in Centennial, Colo., with long-range plans to eventually replace
it with a superstore warehouse and showroom complex.
21 Badcock Home Furniture & more $537.1 $506.9 5.9% 365 348 6,114
(21) Mulberry, Fla. $874.1 total revenues
Fiscal years ended June 30. Family-owned, in business since 1904. Southeastern chain of both company-owned and dealer-owned promotional to mid-priced credit-oriented stores, operating primarily as Badcock Home
Units average 16,247 square feet. Average sales per square foot, $105. Average stock turns, 2.5 times. Average gross margin, 54%. Same store sales increased 2%. The retailer opened 17 units last year, ending the year with
65 company-owned units and 300 dealer-owned units. Has opened 10 stores since the start of 2020. In May 2019, the company fully launched its website e-commerce functionality offering all product lines currently avail
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able through its stores. Earlier this year, Badcock launched a private-label “Stanhope” furniture line, honoring its founder and 116-year history. Named after Badcock founder Henry Stanhope Badcock and his son Wogan
Stanhope Badcock, the brand includes an assortment of bedroom, dining and living room collections as well as accents.
22 Living Spaces $525.0 $500.0 5.0% 24 21 NA
(27) Rancho Cucamonga, Calif.
Co-founded by Grover Geiselman and Sharm Scheuerman in 2003. Promotional to mid-priced chain operating 10 showrooms in greater Los Angeles, two in San Diego, four in the Bay area, four in Arizona, one in Nevada and
store in Roseville, Calif., and its fourth location in the Dallas-Fort Worth area in Frisco, Texas.
23 City Furniture $507.9 $405.7 25.2% 32 29 NA
(26) Tamarac, Fla.
Mid-priced chain operating 19 City Furniture stores from Miami through Vero Beach and in southwest and central Florida and 13 Ashley HomeStores in Southeast and Southwest Florida. The retailer also sells product on-
line. In-store galleries: Bernhardt, in most City Furniture stores. In addition to Ashley, key vendors include Cheers, Elements, Garden Art, Habing, Idea Italia, Kuka, Kaiser, Magnussen, Modus, Sherwood, Serta-Simmons and
Tempur-Sealy, as well as its own private-label brand, Kevin Charles. In 2019 opened four stores: a 120,000-square-foot City Furniture across from Orlando’s Mall of Millenia, a 30,000-square-foot Ashley HomeStore with the
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Store in Kendall. The Mall of Millenia store and the store in Doral include some of the newer elements the company has been rolling out to enhance the customer’s in-store shopping experience, including the KC Café & Wine
bar and the City Marketplace of accessories. Will open its 14th Ashley HomeStore in North Miami later this year.
24 Mathis Brothers $486.0 $474.0 2.5% 32 30 NA
(22) Oklahoma City
Family-owned, in business since 1960. Promotional to high-end retailer with stores in Oklahoma, California, Texas and Arkansas. Operations include 25 stores in the Oklahoma City, Tulsa and Lawton areas including two
Mathis Brothers, 13 Mathis Sleep Centers, six Ashley HomeStores, one Mathis Outlet, one Mathis Rug Outlet and two La-Z-Boy Furniture Galleries; three Mathis Brothers in California in the greater Palm Springs area, Irvine
and Ontario; one Mathis Sleep Center and one Mathis Outlet in Lubbock, Texas; and one La-Z-Boy Furniture Gallery and one Mathis Outlet in Springdale, Ark. The retailer also sells online with Internet sales accounting for
approximately 1.2% of 2019 sales. The company has an ownership stake in the Factory Direct Bedding Factory, revenues not included. In addition to Ashley and La-Z-Boy, other key vendors include Bernhardt, Hooker, Lady
Americana, Jonathan Louis, Simon Li, Tempur-Pedic, United Furniture and Winners Only. In 2019, opened a 163,000-square-foot Mathis Brothers in Irvine, Calif., in December and a Mathis Sleep Center in Lawton, Okla., in
October. The Mathis Brothers store features an 8,000-square-foot atrium of outdoor furniture, a full bar and more than 10,000 home furnishings on display.
25 Room & Board $448.0 $436.0 2.8% 17 17 478
(24) Minneapolis
Privately held retailer of modern furniture and home décor, founded in 1980. More than 90% of the products Room & Board sells are made by American craftspeople. Room & Board has 17 stores across the United States:
Francisco, Los Angeles, Costa Mesa and San Diego, Calif.; Washington D.C.; Seattle; and Portland, Ore. Sales include the company’s website, Customer Care phone order department, and Business Interiors division which
serves businesses and the design/build industry with a curated selection of commercial-grade furniture. From October 2019 through April 2020, Room & Board featured a pop-up location in Palm Springs, Calif., along with
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Company, home base and notes
Estimated furniture, bedding,
accessory sales in $ millions
2019 2018
Selling space
all stores
sq. ft. 1000s
Number
of units
2019 2018
Percent
change
Furniture Today | May 25-31, 2020
38 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
26 Slumberland $400.0 $455.0 -12.1% 123 127 NA
(23) Little Canada, Minn.
Missouri, Montana, North Dakota, South Dakota and Wyoming. Operations include three clearance centers and two outlet stores. Store size ranges from 20,000 to 45,000 square feet. Showrooms carry a number of major
brands including Ashley, La-Z-Boy, Sealy and Tempur-Pedic.
27 Arhaus $395.0 $385.0 2.6% 70 70 NA
(28) Boston Heights, Ohio
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Village shopping center in Lyndhurst, Ohio, replacing the Arhaus located across the street. Arhaus relocated two other showrooms within the same shopping centers in Summit Mall in Akron, Ohio, in July and in Somerset
Collection shopping center in Troy, Mich., in December. A third relocation was in Louisville, Ky., to Oxmoor Center from Mall St. Mathews in November. In February 2020, held the grand opening for its 17,500-square-foot
showroom at Easton Town Center in Columbus, Ohio. The opening also introduced the company’s new store design, described as “contemporary contextual.” Has plans to open its second south Florida location this fall in a
former Anthropologie location in Boca Raton, Fla.
28 American Freight Furniture & Mattress $390.0 $359.0 8.6% 176 157 NA
(31) Delaware, Ohio
Owned by publicly held Franchise Group. American Freight operates warehouse-style furniture stores buying directly from manufacturers and selling direct to the public through retail stores and e-commerce channels.
March, the company announced about 127 stores will be added to American Freight’s store count through the rebranding of Sears Outlet stores, another of its recent acquisitions, to American Freight Appliance, Furniture,
Mattress. Although grand opening events have tentatively been postponed until this summer, the stores were rebranded in April under the new name and featuring much of American Freight’s furniture and mattress lineup
while continuing to provide a wide assortment of new and refurbished home appliances. With the additional stores, American Freight operates in 40 states across the U.S. and Puerto Rico. The new owners are also looking
at franchise opportunities for the brand. Will Powell, who came to Franchise Group from the Sears Outlet side has been named CEO, replacing founder Steve Belford.
29 Cost Plus World Market $385.0 $415.0 -7.2% 261 277 NA
(25) Alameda, Calif.
Market, Cost Plus World Market and Cost Plus, as well as an e-commerce site. Units feature an eclectic, ever-changing selection of casual home décor and furniture, housewares, gifts, jewelry, decorative accessories, wines,
gourmet foods and beverages imported from more than 50 countries with many of those unique and exclusive to World Market. Cost Plus offers traditional, contemporary and modern furniture for the living room, bedroom,
30 Conn’s $370.9 $383.0 -3.1% 137 123 4,978
(29) The Woodlands, Texas $1,543.7 total revenues
its retail stores and website. At yearend, the retailer operated 137 stores under the name Conn’s HomePlus in 14 states, including 64 stores in Texas. Units typically range in size from 25,000 to 50,000 square feet with an av
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erage 36,000 square feet of selling space. Showrooms offer furniture and related accessories for the living room, dining room and bedroom, as well as both traditional and specialty mattresses. Offers brands such as Catnap-
per, Corinthian, Franklin, Serta and Simmons Beautyrest. Conn’s opened 14 new stores in existing markets in 2019. Conn’s has revised its store expansion plans to open between six and eight stores this year and to delay its
later.
31 Bassett Home Furnishings $357.5 $362.2 -1.3% 103 97 NA
(30) Bassett, Va.
Fiscal years ended Nov. 30 and Nov. 24. Publicly held company, founded in 1902. Bassett created its store program in 1997. Manufacturer’s dedicated store network of 70 company-owned and 33 licensee-owned mid-priced
owned stores in Coral Gables, Estero and Sarasota, Fla.; Columbus, Ohio; Tucson, Ariz.; and Princeton, N.J.; closed one underperforming store in Gulfport, Miss., and relocated stores in Friendswood, Texas, and Palm Beach, Fla.
32 Regency Furniture $339.0 $292.0 16.1% 51 46 NA
(34) Brandywine, Md.
Family-owned, in business since 1999. Promotional to mid-priced retailer currently operating four retail banners in the Northeast: Regency Furniture, Ashley HomeStores, Marlo Furniture and Raley’s Home Furnishings.
outlet. In 2019, opened Regency Furniture stores in Manassas and Sterling, Va., and six Ashley HomeStores. Closed an Ashley HomeStore Outlet in Elkton, Md., a Regency location in Largo, Md., and the Raley’s in Lexington
Park, Md., which is in the process of being rebuilt. In early 2020, closed all Mealey’s locations in greater Philadelphia, with plans to convert some to the Regency and Ashley banners. In 2020, has opened Regency showrooms
in Frederick and Hagerstown, Md., and converted the Mealey’s Outlet location to a Regency Furniture Outlet. Plans to open at least six more stores this year, including a combination Regency Furniture/Ashley HomeStore in
the former Mealey’s location in Warminster, Pa. Another Mealey’s location in Maple Shade, N.J., will open as an Ashley HomeStore. Other HomeStores are planned for Alexandria, Va., and Pottstown and Middletown, Pa.
33 Mor Furniture for Less $316.0 $330.0 -4.2% 37 35 NA
(32) San Diego
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side the showrooms. Customers’ shopping experience includes cookies, warm popcorn, soft drinks and coffee, as well as family movies playing throughout the showrooms and video games for the kids. Mor Furniture opened
34 Haynes Furniture $274.0 $281.0 -2.5% 14 15 NA
(35) Virginia Beach, Va. $293.0 total revenues
Family-owned promotional to mid-priced chain operating under both the Haynes and The Dump brands. Haynes’ operations are open daily and include two showrooms in Richmond and one each in Virginia Beach and
Newport News, selling mostly in-line product. The Dump stores, which are open Friday through Sunday with occasional extended openings on holidays, include two in the Chicago area and one each in Hampton, Norfolk
and Richmond, Va.; Oaks, Pa.; Dallas; Houston; Atlanta; and Tempe, Ariz. The Dump specializes in selling overstocked items, factory closeouts, one-of-a-kind items and showroom models. Both brands also sell online. In June
2019, closed The Dump in Turnersville, N.J.
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(last year)
Company, home base and notes
Estimated furniture, bedding,
accessory sales in $ millions
2019 2018
Selling space
all stores
sq. ft. 1000s
Number
of units
2019 2018
Percent
change
Furniture Today | May 25-31, 2020
40 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
35 Furniture Mart USA $258.3 $243.5 6.1% 46 43 NA
(38) Sioux Falls, S.D.
Founded in 1976, the family-owned, promotional to upper-middle priced chain operates stores within the upper Midwest in North and South Dakota, Minnesota, Illinois, Iowa and Wisconsin under the names of Furniture
Mart, Unclaimed Freight Furniture, Ashley HomeStore, Carpet One and Design Inc., a commercial furniture and interior design showroom. The company also sells online, with Internet sales accounting for approximately 2%
of 2019 sales. In-store galleries: La-Z-Boy, 15. In addition to Ashley and La-Z-Boy, other key vendors include England, Flexsteel, Kuka, Manwah, New Classic, Restonic and Sealy. In 2019, opened three Ashley HomeStores in
Austin and Marshall, Minn., and in Coralville, Iowa, each with a La-Z-Boy comfort studio. The store in Coralville also has an Ashley Outlet. In 2020, will open an Ashley HomeStore in Baxter, Minn.
36 Farmers Home Furniture $253.0 $248.0 2.0% 237 232 NA
(37) Dublin, Ga.
Family-owned business founded in 1949. Promotional to mid-priced Southeast chain with stores in Georgia, South Carolina, North Carolina, Alabama, Florida, Tennessee and Kentucky. Farmers also sells electronics, appli-
37 Jerome’s $246.3 $258.1 -4.6% 24 21 NA
(36) San Diego
Third-generation family-owned promotional to upper-mid-priced chain serving southern California since 1954. A retailer best known for Jerry’s Price, an everyday low-price strategy. Operated 14 home furnishings retail
locations, eight Dream Shops, one Urban Outlet and one Clearance Center within the distribution center in Rancho Bernardo at yearend. The retailer also sells online. In 2019, the company opened its 14th full-line store in
West Covina, Calif., in Los Angeles County in November and Jerome’s Dream Shops in San Diego County in July and in Los Angeles County in October. In June, Jerome’s launched its Urban Outlet line, geared to younger, more
budget-conscious shoppers, in all its full-line stores, and by the end of the year had converted its Dream Shop in downtown San Diego into an Urban Outlet store. The grand opening celebration was held in January 2020. In
February, opened a Dream Shop in Los Angeles County and will celebrate the grand opening of another Dream Shop in Chula Vista, Calif., once the retailer is allowed per COVID-19 guidelines. Jerome’s celebrated its 65th
birthday November 2019.
38 HOM Furniture $241.5 $234.3 3.1% 20 19 NA
(39) Coon Rapids, Minn.
Privately owned business, founded in 1981. Upper-middle priced chain operating 16 HOM Furniture stores, two Gabberts Design Studio & Fine Furniture and two Dock 86. Information from its HOM Commercial Flooring
Sioux City, Iowa; Sioux Falls, S.D.; Eau Claire, Onalaska and Wausau, Wis.; and Fargo, N.D. Gabberts has stores in Edina and Little Canada, Minn., and Dock 86 is in Little Canada and Rogers, Minn. Also accepts orders over the
Internet. In-store galleries: Stickley, two. In 2019, HOM Furniture opened two new stores in Brooklyn Center, Minn., in January and in Wausau, Wis., in July. HOM also closed the Bloomington, Minn., location during the second
company also opened its newly relocated Eau Claire, Wis., showroom with a “soft opening” by appointment only.
39 Tempur Sealy International $240.0 $135.0 77.8% 153 40 NA
(NR) Lexington, Ky.
Publicly held, vertically integrated bedding company that develops, manufactures and markets bedding products worldwide through third-party retailers, its own retail stores and online. Sales and store counts are based
mattresses and bases, results are not included. Stores offer an extensive selection of the company’s portfolio of brands – Tempur-Pedic, Sealy and Stearns & Foster – as well as pillows, mattress covers, sheets, cushions and
various other comfort products. The company opened 16 Tempur-Pedic stores in 2019 and has plans to open approximately 20 showrooms in 2020. In April 2019, Tempur Sealy purchased regional bedding retailer Sleep
close some 50 stores. In January 2020, grand opening celebrations began for the company-owned BMC Mattress locations in the Tucson, Ariz., and Kansas City, Mo., area as the new Sleep Solutions Outlet stores.
40 Herman Miller $240.0 $225.0 6.7% 44 39 NA
(NR) Zeeland, Mich.
Publicly held global designer and furniture manufacturer marketing its product worldwide by its own sales staff, independent dealers and retailers, e-commerce websites and its owned retail studios. Fiscal year ended June
1, 2019. Sales and store counts for trailing 12 months ended Feb. 29, 2020 based on the company’s owned retail studios and their respective e-commerce websites, catalogs and call centers. At the end of February, Her
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41 El Dorado Furniture $238.6 $233.8 2.1% 17 16 1,095
(40) Miami Gardens, Fla. $248.3 total revenues
Owned by the Capo family, established in 1967. Mid-priced to high-end retailer with 14 Boulevard showrooms and three Outlets across South Florida, Southwest Florida and Central Florida. El Dorado has eight stores in
Miami-Dade County, including two outlets; three in Broward County in Pembroke Pines, Plantation and Coconut Creek; two in Palm Beach County, in Wellington and West Palm Beach; two in Lee County in Fort Myers, includ
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Florida. The 44,000-square-foot showroom opened in St. Petersburg, Fla., in the Tampa Bay area. Plans to open two more Boulevard showrooms in Central Florida in 2021 in Seminole County in Altamonte Springs, Fla., and
in Pasco County in Tampa, Fla.
42 Lovesac $233.4 $165.9 40.7% 91 75 80
(51) Stamford, Conn.
Internet sales accounted for approximately 24% of 2019 sales, up from 20% the previous year. Showrooms are located in top tier malls, lifestyle centers and standalone locations, ranging in size from 498 to 1,794 square
feet. Average sales per square foot, $2,083. Same-store sales increased 43.4%. Average gross margin, 50%. In 2019, opened 18 showrooms and closed two. The company continued its relationship with Costco, hosting more
stores. The shop-in-shops are staffed by Lovesac employees.
43 Mattress Warehouse $225.0 $190.0 18.4% 281 255 NA
(44) Frederick, Md.
Privately held bedding specialty retailer in business since 1989 operating stores throughout the mid-Atlantic region in Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, South Carolina, Virginia, West Virginia
and Washington D.C. Mattress Warehouse also sells online and over the phone. The retailer offers mattresses from brands such as Aireloom, Cheswick Manor, Kingsdown, Nectar Sleep, Tempur-Pedic, Sealy, Serta and Stearns
RANK
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Company, home base and notes
Estimated furniture, bedding,
accessory sales in $ millions
2019 2018
Selling space
all stores
sq. ft. 1000s
Number
of units
2019 2018
Percent
change
Furniture Today | May 25-31, 2020
42 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
44 Kane’s Furniture $215.0 $212.0 1.4% 18 18 1,170
(42) Pinellas Park, Fla.
Founded in 1948. Florida retailer operating along the Gulf of Mexico and eight major Central Florida markets including Tampa, St. Petersburg, Sarasota, Port Charlotte, Ocala, Melbourne, Fort Myers and Orlando. Operations
include a clearance center in St. Petersburg. Kane’s also sells product online. Units average 65,000 square feet. Average sales per square foot, $184. The retailer does not have any plans to open or close units in 2020.
45 Macy’s Furniture Gallery $209.0 $213.0 -1.9% 55 58 NA
(41) New York
Fiscal years ended Feb. 1 and Feb. 2. Part of publicly held Macy’s. Operates 51 Macy’s Furniture Gallery stores and four Macy’s Furniture Clearance stores throughout the U.S. The company also sells online. Much of Macy’s
furniture is created exclusively for Macy’s with stores also carrying well-known mattress brands such as Purple, Sealy, Serta, Beautyrest and Stearns & Foster. Overall, the company’s Home line of business declined approxi
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mately 2.5% in 2019, but mattresses were singled out for performing well during the same period. In 2019, consolidated the Bloomingdale’s Furniture Gallery in Garden City, N.J., with the nearby Bloomingdale’s Roosevelt
Field store, and closed the Bloomingdale’s Furniture Clearance store in Wayne, N.J., in the fourth quarter. Early in 2019, Macy’s had closed its Westside Pavillion Furniture store in Los Angeles. The company continues to opti
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mize its store portfolio, closing unproductive stores and upgrading others. Earlier this year, announced plans to close some 125 of its least productive stores over the next three years and upgrade some 100 additional stores
Gallery stores.
46 Baer’s $192.3 $191.0 0.7% 16 16 NA
(43) Pompano Beach, Fla.
Family-owned business founded in 1945 with active members of the second, third and fourth generations. Mid-priced to high-end South Florida chain with 16 stores from Orlando and going south on both sides of the state.
Baer’s also sells product online. Units average 50,000 square feet. In-store galleries: Lexington/Tommy Bahama, Bernhardt, Stressless, Natuzzi and Huntington House. Other key suppliers include Serta/Simmons, Hooker,
Kingsdown, Stanley, Theodore Alexander, Universal, Hunter Douglas, Sherrill/Precedent, Caracole and Vanguard. Will open its 17th store, a two-story, 84,000-plus-square-foot showroom, in Jacksonville, Fla., later this year.
47 Broad River Retail $184.4 $156.7 17.6% 21 18 NA
(53) Fort Mill, S.C.
Privately owned group in business since 2003, operating promotional to mid-priced Ashley HomeStores in major markets and DMAs in the Carolinas and Georgia. At yearend, operated 15 HomeStores in North Carolina with
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lina; and one in Augusta, Ga. The retailer also sells product online. In addition to Ashley, other key vendors include Sealy, Tempur-Pedic and Bedgear. In 2019, opened three stores: an Ashley HomeStore Outlet with 15,000
square feet in Matthews, N.C., and an Ashley HomeStore with 30,000 square feet in Raleigh, N.C., in February, and an Ashley HomeStore with 34,000 square feet in Wilson, N.C., late summer. In 2020, opened its 22nd Ashley
store and third Ashley HomeStore Outlet, in Raleigh, N.C. The 25,526-square-foot store soft-opened January 2020. This June, will open a 36,670-square-foot HomeStore and Outlet at its new Distribution Center in Four Oaks,
N.C. The Distribution Center, which will also house a Customer Service Call Center as well as an E-Commerce Sales Support Center, went online at the end of March. Another store will open in late summer in Durham, N.C. The
30,000-square-foot HomeStore will be the company’s third opening this year in the Triangle area.
48 Steinhafels $177.4 $181.4 -2.2% 18 18 942
(45) Waukesha, Wis.
Fourth-generation, family-owned business operated since 1934. Mid-priced chain currently operating 16 locations in Southeast Wisconsin and two in northern Illinois including 10 Steinhafels Furniture Superstores and
eight Steinhafels Mattress stores. Also sells online with Internet sales accounting for approximately 2% of 2019 sales. Owns MidAmerica Bedding, a factory-direct bedding business; revenues not included. Units average
94,000 square feet. Average sales per square foot, $189. Average stock turns, 7.1 times. Same-store sales decreased 2.9%. In 2019, grand opened its second Illinois store: a 100,000-square-foot Superstore in Crystal Lake, Ill.,
in February. Also closed a Milwaukee-area mattress store last year. The retailer has no plans to open or close any stores in 2020.
49 Gallery Furniture $174.4 $167.0 4.4% 3 3 230
(50) Houston
Privately owned business founded in 1981. Promotional to high-end retailer serving the greater Houston area with two showrooms in Houston, including a satellite store in the Galleria mall area and a 160,000-square-foot
showroom in the Katy/Richmond area. The satellite store, with 22,000 square feet of selling space, includes a dedicated gallery of high-end special order and other goods from the top tier of Gallery’s price points. Gallery also
sells electronics, revenues not included. Average sales per square foot, $758. The company makes some of its own furniture inside its store; Gallery Furniture Factory is located right off the front door at its main store. Ap
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proximately 90% of Gallery’s core furniture business – case goods, upholstery and bedding – is American-made. In-store, Gallery’s Made in America vendors include: Vaughan-Bassett, Stickley Furniture, Sherrill Furniture,
Mayo Brothers, Bernhardt, Tempur-Pedic, various independent Amish family workshops and United Leather. Gallery Furniture sells online and offers free in-home decorator consultations.
50 The RoomPlace $171.5 $170.0 0.9% 32 29 NA
(48) Lombard, Ill.
Family-owned omnichannel furniture business founded in 1912. Operates showrooms across Chicago, Indianapolis and Wisconsin including clearance centers and its newest concept, RP Outlet, along with multiple websites.
In 2019, opened two new stores: a 29,000-square-foot showroom in Kenosha, Wis., in February and an 85,000-square-foot showroom in Lincolnwood, Ill., in the Chicago area in August. The RoomPlace also introduced its
new concept, RP Outlet, to the Lombard, Lincolnwood and Peoria showrooms, dedicating about 20,000 square feet at each location to merchandise at lower price points for deep value-oriented consumers. The new concept
pure-play e-commerce website, apt2b.com, which was acquired in 2018. The North Hollywood-based apt2b brand helps expand the retailer’s presence beyond the Midwest. The RoomPlace does not have any plans to open
or close stores at this time.
51 America’s Mattress $166.8 $173.0 -3.6% 321 327 NA
(47) Atlanta
Mattress sleep shop partners operating in primary markets averaging more than $725,000 per unit in 2019 and its America’s Mattress sleep shop partners operating in secondary and tertiary markets averaging more than
$300,000 per unit in 2019. The America’s Mattress program combines the entrepreneurial spirit of local ownership with the brand strength and buying power of a national network, providing network partners up front and
its own private-label brand, America’s Mattress. Has opened two new stores so far this year in New Mexico and North Carolina. Plans a total of 15 to 20 new locations in 2020. America’s Mattress store owners on the Top 100
include C.S. Wo & Sons.
52 Furnitureland South $155.7 $164.3 -5.3% 1 1 1,300
(52) Jamestown, N.C. $156.0 total revenues
Founded in 1969. Mid-priced to high-end furniture store. The “world’s largest single store showroom” with more than 1.3 million square feet of display space, owned by brothers Jeff and Jason Harris. Also sells merchandise
online. Vendor galleries include Marge Carson, Huntington House, Wesley Hall, Hooker, Century, Lexington Home Brands, Palliser, Sherrill, Vanguard and Bernhardt. Specialized galleries include Sleepland, a 20,000-square-
foot mattress division; a 30,000-square-foot Outdoor furniture gallery; a 22,000-square-foot rug division; and curated “On Trend” and “Best of” Furnitureland presentations. New this year is Furnitureland Loft, a new mer
-
chandising concept that offers a product mix geared towards attracting a younger audience. The 135-acre site also includes a 350,000-square-foot Outlet Center as well as a Starbucks and Subway. Average sales per square
a broadband TV network available on a number of platforms, focusing on all things home and creating a new audience for Furnitureland South. Founded by American Furniture Hall of Fame members A. Darrell and Stella
Harris.
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Company, home base and notes
Estimated furniture, bedding,
accessory sales in $ millions
2019 2018
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all stores
sq. ft. 1000s
Number
of units
2019 2018
Percent
change
Furniture Today | May 25-31, 2020
44 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
53 FFO Home $150.8 $169.8 -11.2% 68 83 1,246
(49) Fort Smith, Ark.
two stores each in Kansas and Tennessee, and one store in Mississippi as well as an online store. Founded in 1984 as Furniture Factory Outlet, the company was rebranded as FFO Home in 2012. FFO Home focuses on offer
-
ing the lowest prices, a great selection, brand name product offerings such as Lane, HomeStretch, United and Serta, and its Natural Elements bedding line, exclusive to the company. The company combines that with customer
Stephenville, Texas, and Owensboro, Ky., and closed 17 locations in Kentucky, Indiana and Arkansas including the Mattress & More specialty bedding stores the company acquired in 2018. Hank Mullany became president
and CEO last year, succeeding Larry Zigerelli. The company does not have plans to open any stores in 2020, but plans to close underperforming stores as leases expire including one in Tulsa, Okla., earlier this year.
54 Mitchell Gold + Bob Williams $137.2 $131.0 4.7% 31 31 255
(57) Taylorsville, N.C.
Privately owned, founded in 1989. Manufacturer and retailer of high-end home furnishings with a dedicated network of branded stores including 30 company-owned stores in the U.S. plus three licensee-owned stores in
Canada and Puerto Rico averaging 10,200 square feet. Sales and store counts for U.S. and Puerto Rico only. Average sales per square foot, $538. The company operates a state-of-the-art manufacturing and distribution center
-
ing as chairman of the board.
55 Bernie & Phyl’s Furniture $135.5 $127.2 6.5% 9 8 456
(59) Norton, Mass.
Parent corporation is Convertible Castle. Family-owned and operated, in business since 1983. Mid-priced chain operating stores in Natick, Braintree, Saugus, Westboro, Raynham and Hyannis, Mass.; Nashua and Newing-
ton, N.H.; and South Portland, Maine. Bernie & Phyl’s also sells online. Units average 50,600 square feet. Average sales per square foot, $297. Key vendors include Ashley, Sealy/Tempur-Pedic, England, Southern Motion and
Klaussner. Average stock turns, 10.7 times. In 2019, moved into Maine over the Memorial Day weekend with a 44,000-square-foot showroom in South Portland.
56 Crest Furniture $134.5 $131.6 2.2% 20 18 NA
(56) Dayton, N.J.
Family-owned, founded in 1970. Promotional to mid-priced retailer with nine Value City Furniture stores, eight Ashley HomeStores and three Ashley HomeStore Outlets. The Value City Furniture stores are all in New Jersey.
product online. In addition to Ashley, other key vendors include Flexsteel, Klaussner, Sealy, Serta, Simmons, Southern Motion and Tempur-Pedic. In 2019, opened a 19,000-square-foot Ashley HomeStore Outlet in Clifton
Heights, Pa., in August and a 25,000-square-foot Ashley HomeStore in Delran, N.J., in November.
57 Gardner-White $134.0 $135.0 -0.7% 11 10 350
(55) Auburn Hills, Mich.
Family-owned retailer serving southeastern Michigan since 1912. Operates 11 promotional to mid-priced stores in metro Detroit, with two in Warren and one each in Ann Arbor, Auburn Hills, Brighton, Canton, Macomb
Klaussner, Liberty, Lifestyle Enterprise, Restonic, Simon Li, Sealy, Serta, Simmons, Steve Silver, Tempur-Pedic and Urban Roads. In 2019, opened a 40,000-square-foot store in Ann Arbor, Mich., during the last quarter. The
grand opening celebration has been put on hold due to the coronavirus shutdown.
58 Stickley, Audi & Co. $132.8 $130.2 2.0% 16 17 NA
(58) Manlius, N.Y. $134.8 total revenues
Owned by the Audi family, which owns high-end manufacturer L.&J.G. Stickley. Revenues from manufacturing operations not included. Operates 16 high-end design oriented stores dedicated to Stickley merchandise and
-
master, Sherrill, Universal Furniture, Lexington, Theodore & Alexander, Caracole, Marge Carson and Baker. In 2019, closed the Charlotte, N.C., location and opened a new showroom in Superior, Colo., in the Denver area. The
59 Grand Home Furnishings $127.5 $126.1 1.1% 19 20 NA
(60) Roanoke, Va.
Fiscal years ended Oct. 31. Family-owned business founded in 1911. Mid-priced chain with 17 full-line stores and 2 outlets in Virginia, Tennessee and West Virginia. Operations include 13 stores in Virginia, three in Roanoke
and one store each in Bristol, Charlottesville, Christiansburg, Harrisonburg, Lexington, Lynchburg, Smith Mountain Lake, Waynesboro, Winchester and Wise; two stores in Tennessee in Johnson City and Kingsport; and four
stores in West Virginia in Beckley, Lewisburg, Princeton and Martinsburg. The Smith Mountain Lake store and one of the stores in Roanoke are outlet stores. Key sources and brands include La-Z-Boy, Kincaid, Jackson/Cat
-
napper, Universal, Klaussner, Vaughan-Bassett, Tempur-Pedic, Sealy, Stearns & Foster, Simmons, Serta and Englander among others. In 2019, closed the Summersville, W. Va., location.
60 The Original Mattress Factory $126.0 $120.0 5.0% 111 110 NA
(63) Cleveland, Ohio
are made. Store locations also offer headboards and beds as well as bedding accessories such as mattress and pillow protectors, sheets and pillowcases, and pillows. Opened a store in Mount Lebanon, Pa., in 2019. In January
2020, opened a store in Shakopee, Minn.
61 Sit’n Sleep $126.0 $124.0 1.6% 38 37 NA
(62) Gardena, Calif.
Promotional to high-end Southern California bedding specialist founded in 1997, with stores in the greater Los Angeles area as well as an online store. Units average 9,167 square feet. Key vendors include Aireloom, Beautyr-
est, King Koil, Kingsdown, Sealy, Serta, Stearns & Foster, Technogel and Tempur-Pedic. In 2019, opened showrooms in Montclair and Moreno Valley, Calif., and closed one in Upland, Calif.
62 Big Sandy Superstore $124.0 $115.0 7.8% 23 22 NA
(65) Franklin Furnace, Ohio $240.0 total revenues
Family-owned business founded in 1953. Mid-priced chain operating 19 Big Sandy Superstores including an outlet, in Ohio, Kentucky and West Virginia, and four Pieratt’s including an outlet in the Lexington, Ky., area. The
retailer also sells product online. Units average 50,000 square feet. Key vendors include Affordable, Ashley, Bernhardt, Catnapper Jackson, Craftmaster, Elements, England, Flexsteel, Southern Motion, Sealy, Serta, Simmons
the retailer had opened a pop-up location in the same mall in anticipation of its new store opening. Plans to open new locations in Maysville, Ky., Marion, Ohio, and Michigan in 2020.
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(last year)
Company, home base and notes
Estimated furniture, bedding,
accessory sales in $ millions
2019 2018
Selling space
all stores
sq. ft. 1000s
Number
of units
2019 2018
Percent
change
Furniture Today | May 25-31, 2020
46 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
63 Chair King/Fortunoff Backyard Store $120.0 $126.0 -4.8% 53 50 NA
(61) Houston
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ing a warehouse showroom/clearance center, and 34 Fortunoff stores, as well as Leisure Collections, a design showroom in Houston. Also operates e-commerce websites for both brands. Key vendors include Foremost, Agio,
Hanamint, Mallin, Treasure Garden, NCI, Erwin and several private labels.
64 Morris Furniture $117.0 $117.0 0.0% 21 21 670
(64) Dayton, Ohio
Privately owned mid-priced retailer founded in 1947. Serves central and southwestern Ohio, including Northern Kentucky, Cincinnati, Dayton and Columbus, Ohio, markets with six Morris Home showrooms (two in Dayton,
15 Better Sleep Shops located at the Morris and Ashley showrooms. Morris has three triplex Home Centers located in Northern Kentucky, Cincinnati and Columbus, which includes a Morris Home, Ashley HomeStore and
The Better Sleep Shop brands. The company also sells online with Internet sales accounting for approximately 4% of 2019 sales. Units average 37,000 square feet. Average sales per square foot, $176. In addition to Ashley,
other key vendors include Albany, American, Bernhardt, Cheers, Craftmaster, HTL, HomeStretch, Jonathan Louis, Lane, King Hickory, Klaussner, La-Z-Boy, Fusion, Aspen, Holland House, SLF, Cassana, Parker House, Universal,
Bermex, Sealy, Stearns & Foster, Simmons and Tempur-Pedic. Average stock turns, 4 times. Average gross margin, 49%. In 2020, Morris Furniture is adding two new Morris Home showrooms in Dayton-area malls and clos
-
ing an older location in the area. The mall locations will include Better Sleep Shops and Morris Outlets in their 45,000 and 50,000 square feet of space.
65 The Wellsville Group $112.7 $110.9 1.6% 18 18 NA
(66) Westons Mills, N.Y.
northeast Ohio. 2018 store count revised to include two Outlets opened that year. The company also owns a Carpet One store, revenues and store count not included. The retailer sells online with Internet sales accounting for
approximately 2.5% of 2019 sales. Other key vendors carried in the Ashley stores include Serta, Simmons, Tempur-Pedic and SureFit/Protect-A-Bed. In February of this year, opened its second outlet in the Cleveland market
– its third overall - in Cuyahoga Falls, Ohio.
66 ABC Carpet & Home $109.0 $105.0 3.8% 2 2 NA
(69) New York
67 Bob Mills Furniture $106.0 $105.0 1.0% 9 9 405
(68) Oklahoma City
Family-owned business established in 1971. Mid-priced retailer operating seven stores in Texas in Amarillo, Lubbock, Odessa, Temple, Waco, Midland and San Antonio, and two in Oklahoma in Oklahoma City and Tulsa. Bob
Mills also sells online. Units average 45,000 square feet. Average sales per square foot, $262.
68 Boston $104.3 $93.4 11.7% 22 20 NA
(71) Stevens Point, Wis. $123.2 total revenues
Second-generation family- and employee-owned business operating mid-priced stores throughout central and eastern Wisconsin. The business started as ApplianceMart in 1969, added furniture and opened Furniture &
Furniture & Appliance Outlet and two Ashley Furniture Outlets. Six of the locations are dual-branded with an Ashley HomeStore. The company also sells online with Internet sales accounting for approximately 1.5% of 2019
gross margin 48%. In 2019, opened an Ashley HomeStore in Kenosha, Wis., in March and a combination Ashley HomeStore and Ashley Furniture Outlet in Janesville, Wis., in June. Also closed the standalone MattressMart
last year.
69 Trivett’s Furniture $101.8 $93.1 9.3% 13 13 NA
(72) Fredericksburg, Va.
Family-owned business founded in 1992. Promotional to mid-priced retailer serving Northern Virginia and the Richmond areas with one Trivett’s Furniture, 11 Ashley HomeStores and one Ashley HomeStore Outlet. Other
key vendors include American Drew, AICO, Best Home Furnishings, Klaussner, Liberty Furniture, Sealy, Stearns & Foster, Tempur-Pedic and Vaughan-Bassett.
70 Russell Turner Furniture Holding Corp. $100.8 $84.3 19.6% 16 14 NA
(76) Thomasville, Ga.
Family-owned business founded in 1915. At yearend operated 15 promotional to mid-priced Ashley HomeStores in Albany, Thomasville, Columbus, Macon and Warner Robins, Ga.; Tallahassee and Pensacola, Fla.; Mobile,
Spanish Fort and Opelika, Ala.; Biloxi, Miss.; Danville, Va.; and Greensboro, Winston-Salem and Burlington, N.C., and one Ashley HomeStore Outlet in Greensboro. Also sells online with Internet sales accounting for approxi
-
mately 3.1% of 2019 sales. In addition to Ashley, other key vendors include Sealy, Serta, Simmons, Tempur-Pedic and Protect-A-Bed. Same store sales increased 11.2% in 2019. Early 2019 opened two Ashley HomeStores in
bringing the total number of HomeStores to 21. The company is looking to purchase new locations and open Outlets in existing markets.
71 Sam Levitz Furniture $100.6 $97.6 3.1% 6 6 290
(70) Tucson, Ariz.
Family-owned business founded in 1953. Promotional to high-end southern Arizona retailer operating two Sam Levitz Furniture stores, two Ashley HomeStores and two Sam’s Furniture Outlets in metro Tucson. Stores aver-
age 48,333 square feet. Average sales per square foot, $347. In addition to Ashley, other key vendors are Cheers, Coaster, EJ Lauren, Lifestyle, Offshore Furniture, Sealy and Tempur-Pedic. Average stock turns, 6 times. Average
gross margin, 43%. The retailer also sells online.
72 DirectBuy $98.0 NA NA 40 NA NA
(NR) Merrillville, Ind.
Subsidiary of CSC Generation, an e-commerce business. DirectBuy, a home furnishings buying club, acquired former Top 100 retailer Z Gallerie in 2019. Sales and store count are based on DirectBuy and Z Gallerie from the
in March 2019 citing a failure to invest enough in e-commerce, addition of a costly distribution center and an expansion that did not meet performance targets. DirectBuy operated one U.S. location in Houston but closed that
store in 2019 consolidating the business into the Houston Z Gallerie location. DirectBuy also operates four locations in Canada, results not included. Z Gallerie opened two more locations in 2019 in Gilbert, Ariz., and Annapo
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lis, Md. In April 2020, CSC Generation acquired e-commerce company One Kings Lane. According to a report, it was also expected to bid on the bankrupt Pier 1 Imports with plans to shrink the retailer’s footprint to under
100 stores.
RANK
(last year)
Company, home base and notes
Estimated furniture, bedding,
accessory sales in $ millions
2019 2018
Selling space
all stores
sq. ft. 1000s
Number
of units
2019 2018
Percent
change
Furniture Today | May 25-31, 2020
48 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
73 Empresas Berrios $97.7 $114.6 -14.7% 34 33 767
(NR) Cidra, Puerto Rico
Family-owned, founded in 1974. Mid-priced Puerto Rican retailer operating throughout the Island with 26 Berrios, including six locations with attached Ashley HomeStores, two Outlet/Liquidation Centers and 35 rent-to-
own stores called Rent Express. Results from the Rent Express business and from the retailer’s sales of appliances and electronics are not included. 2018 sales were positively impacted by two hurricanes in September 2017.
Ashley HomeStores are located in Cupey, Humacao, Hato Rey, Cagua, Hatillo and Bayamon. Also sells product online with Internet sales accounting for approximately 2% of 2019 sales. Units average 29,497 square feet. Aver
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age sales per square foot, $127. In addition to Ashley, other key vendors include Austin, Elements, Global, Holland House, Lifestyle, Standard, Step One and Steve Silver. Average retail stock turns, 4.2 times. In 2019, opened
an Ashley HomeStore in Bayamon, Puerto Rico.
74 Roche Bobois $94.1 $86.7 8.6% 32 29 NA
(74) New York
Family-owned, founded in 1960. Luxury French furniture and interiors company known for its contemporary style of furniture designed and produced exclusively for Roche Bobois. Also carries an exclusive Nouveaux Clas-
siques line of products, a reinterpretation of French historical furniture in a modern context. Operates some 294 stores in more than 50 countries, including 23 company-owned and nine franchised-owned stores in major
-
ing a Roche Bobois in Minneapolis.
75 Walter E. Smithe Furniture $81.0 $86.0 -5.8% 10 10 NA
(75) Itasca, Ill.
Fourth-generation, family-owned business founded in 1945. Mid-priced to high-end special-order chain serving Chicago and Northwest Indiana area with stores throughout greater Chicagoland in Arlington Heights, Geneva,
Glendale Heights, Lincoln Park, Naperville, Oak Brook, Orland Park, Skokie and Vernon Hills, Ill., and Merrillville, Ind. Operates an in-store outlet in the Glendale Heights location with outlet deals and special buy merchandise.
The retailer also sells online.
76 Darvin Furniture & Mattress $80.0 $81.0 -1.2% 1 1 200
(78) Orland Park, Ill.
Third-generation, family-owned business founded in 1920. Mid-priced to upscale retailer serving Chicago, the surrounding suburbs, northern Illinois and northern Indiana with a Darvin Furniture super store, a 35,000-square-
foot Clearance & Outlet Center, Area Rug Gallery and Mattress Store all located on 11 acres. Darvin also sells product online. Offers more than a 100 brands including Aireloom, Archbold, Ashley, Aspen Home, Bassett, Ber
-
nhardt, Best Home Furnishings, Canadel, Century, Craftmaster, Daniel’s Amish, England, Flexsteel, Franklin, Homelegance, HomeStretch, Hooker, Jonathan Louis, Karastan, Kincaid, King Hickory, Klaussner, Legacy, Liberty,
Palliser, Restonic, Sealy, Serta, Simmons Beautyrest, Southern Motion, Stearns & Foster, Tempur-Pedic, Universal and Vaughan-Bassett. Darvin Furniture is celebrating its 100th Anniversary in 2020. Kicked off its celebration
in March with a $5,000 Crisis Center Donation and SUV Giveaway.
77 Mattress1One $80.0 $155.0 -48.4% 70 215 NA
(54) Orlando, Fla.
Privately held by the Salem family. Bedding specialty retailer founded in 2003 operating stores throughout Florida as well as an online store. Units average 4,000 square feet and offer brands and models including Serta,
-
sequently converted to a Chapter 7 liquidation case on Dec. 5, 2019.
78 Lacks Valley Stores $79.5 $77.2 2.9% 12 12 600
(73) Pharr, Texas $86.7 total revenues
Family-owned business founded in 1935. Mid-priced to high-end chain throughout South Texas in the Rio Grande Valley and Coastal Bend area. At year end operated two stores in McAllen and one store each in Alice, Browns-
ville, Corpus Christi, Edinburg, Harlingen, Laredo, Rio Grande City, San Benito, Victoria and an outlet store in Pharr. Lacks also sells online with Internet sales accounting for approximately 1% of 2019 sales. Units average
45,000 square feet. Average sales per square foot, $200. In-store galleries: Harp & Finial, one. Key vendors include AICO, Elements, Homelegance, Liberty Furniture, Restonic and Simmons. Average stock turns, 3 times. Aver
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age gross margin, 50%. Same store sales increased 2% in 2019. Early this year, closed one of the two stores in McAllen, Texas. The store had begun liquidation sales last October. In February 2020, introduced the home accent
manufacturer-Harp & Finial Gallery at its McAllen location. The retailer has no other plans to open or close stores in 2020.
79 C.S. Wo & Sons $79.0 $82.0 -3.7% 26 24 NA
(77) Honolulu
Family-owned business founded in 1909. Promotional to high-end retailer operating C.S. Wo Gallery stores, SlumberWorlds, HomeWorlds, Red Knot, Ashley HomeStores and America’s Mattress on three Hawaiian Islands
-
berWorld sleep shops and one America’s Mattress. On Maui, operates a HomeWorld with an attached SlumberWorld, an America’s Mattress and an Ashley HomeStore, and on the Big Island operates HomeWorlds with at-
tached SlumberWorlds in Hilo and Kona. In California, the retailer operates a C.S. Wo Gallery in Costa Mesa. In-store galleries: La-Z-Boy and Ekornes, six each; Natuzzi, three. Other key vendors include Jonathan Louis, Serta,
Simmons and Tempur-Pedic. In 2019, opened a 20,000-square-foot Ashley HomeStore and its second America’s Mattress in Kahului, Maui, in August.
80 The Parrott Group $77.6 $72.4 7.2% 13 13 339
(81) Florence, S.C.
in North Carolina in Shallotte, Greenville, Jacksonville, Morehead City and Goldsboro; one HomeStore in Savannah, Ga.; and two outlets in New Bern and Kinston, N.C. The retailer also sells online. Units average 28,769 square
feet. Average sales per square foot, $229. In addition to Ashley, other key vendors include Simmons, Tempur-Pedic and Serta. Plans to open two Ashley stores in 2020, ending the year with a total of 15 stores.
81 Schewels Home $75.0 $75.0 0.0% 50 50 1,000
(79) Lynchburg, Va. $106.0 total revenues
Formerly listed as Schewel Furniture. Family-owned business founded in 1897. Mid-priced, credit-oriented chain in Virginia, West Virginia and North Carolina. Thirty-four units are in Virginia, 10 in North Carolina and six
units are in West Virginia. Schewel also sells online. Units average 20,000 square feet. Average sales per square foot, $75. Key vendors include Corinthian, Jackson Catnapper, La-Z-Boy, Simmons, Spring Air and United. Average
stock turns, 2.5 times. In August 2019, Schewel Furniture announced it was rebranding as Schewels Home. The company is converting the store signage and delivery truck exteriors at all stores to the new logo over the next
include stores in Roanoke, Danville and Charlottesville, Va.
82 Hudson’s Furniture $70.0 $70.0 0.0% 17 17 NA
(82) Sanford, Fla.
Family-owned business founded in 1981. Promotional to high-end Florida retailer serving much of Central Florida with stores in the Tampa, St. Petersburg, Orlando, Ormond Beach and Sarasota areas. Operates 14 Hudson’s
Furniture showrooms, three outlet centers and Hudson’s Vacation Interiors as a division of the Hudson’s store in Altamonte Springs as well as an online store. Units average 35,000 square feet. Showrooms carry a number
of brands, including American Drew, Ashley, Best Home Furnishings, Bassett, Daniel’s Amish, Flexsteel, Hammary, Klaussner, Lexington, Southern Motion, Universal and Vaughan-Bassett, and Beautyrest, Sealy, Serta, Stearns
& Foster and Tempur-Pedic in bedding.
RANK
(last year)
Company, home base and notes
Estimated furniture, bedding,
accessory sales in $ millions
2019 2018
Selling space
all stores
sq. ft. 1000s
Number
of units
2019 2018
Percent
change
Furniture Today | May 25-31, 2020
50 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
83 Weekends Only Furniture & Mattress $69.0 $67.0 3.0% 7 7 285
(84) St. Louis
in the Indianapolis market in Castleton and Greenwood, Ind. The retailer also sells online with Internet sales accounting for approximately 7.5% of 2019 sales. Stores are open only Fridays, Saturdays and Sundays and carry
times. Key vendors include Affordable, Ashley, Coaster, Elements, Fusion, Liberty, Peak Living, Restonic and Synergy.
84 Home Furniture Plus Bedding $68.7 $67.6 1.6% 8 8 240
(83) Lafayette, La.
Family-owned business founded in 1945 with showrooms along the Gulf Coast serving Louisiana and east Texas. The mid-priced retailer operates two stores each in Lafayette and Baton Rouge, La., and one unit each in Lake
Charles and New Iberia, La., and in Beaumont and Port Arthur, Texas. Units average 30,000 square feet. Key vendors are Ashley, Beautyrest, Franklin, HomeStretch, Lane, Serta and Tempur-Pedic. Home Furniture also sells
online. Celebrated the grand opening of its relocated store in Baton Rouge in May 2019.
85 Kimbrell’s Home Furnishings $64.0 $62.0 3.2% 51 50 1,000
(86) Charlotte, N.C. $85.0 total revenues
Fiscal years ended July 31. Privately held business founded in 1915. Promotional to mid-priced, credit-oriented chain currently operating in North Carolina and South Carolina with one store in Georgia. Also sells product
online with Internet sales accounting for approximately 5% of 2019 sales. Units average 25,000 square feet. Key vendors include Ashley, Corinthian, Catnapper/Jackson, Crown Mark and Kingsdown. Average stock turns, 4
in Jacksonville, N.C., opened in one of the three former Toys R Us buildings the retailer acquired earlier in the year. The second new showroom opened in Greenville, N.C., in December and the third one will open in Wilming
-
ton, N.C., in 2020. Kimbrell’s also closed one showroom in 2019 in Cherasiw, S.C. The new-format stores are much larger, providing room for new product lines and plenty of space for the furniture displays as well as some
new features, including a Kimbrell’s café and charging station for smartphones and tablets. The stores also feature the company’s new logo – Kimbrell’s Home Furnishings – that plays up its core category. The retailer sells
appliances and electronics but the majority of its business is furniture and bedding.
86 Johnny Janosik $62.0 $57.5 7.8% 7 7 343
(88) Laurel, Del. $63.4 total revenues
clearance center and an 8,000-square-foot Outdoor World store in Laurel, Del.; a 60,000-square-foot showroom and a 22,000-square-foot clearance center in Dover, Del.; a 37,000-square-foot showroom in Wilmington, Del.;
and a 30,000-square-foot showroom in Christiana, Del. Johnny Janosik also sells merchandise online. Average sales per square foot, $180. In-store galleries: La-Z-Boy, three; Southern Motion and Smith Brothers, four each.
Other key vendors include Ashley, Bassett, Kincaid, Klaussner, Simmons and Vaughan Bassett.
87 Walker Furniture $62.0 $60.6 2.4% 28 26 322
(87) Las Vegas
Fiscal year ended Jan. 31. Owned by principal stockholders Larry, Linda, and Daryl Alterwitz. Founded in 1961. Promotional to upper mid-priced chain with a nine-acre 150,000-square-foot campus in the northwest Las Ve-
gas Valley housing Walker Furniture and Walker Outlet Warehouse, a second Walker Outlet Warehouse located a few miles from the main campus at the distribution center and a 65,000-square-foot Walker Furniture in the
Green Valley area of Henderson, Nev. In addition, the company operated 22 multi-brand Best Mattress stores and two Best Sleep Tempur-Sealy-dedicated locations at yearend. Bedding stores average 3,000 to 4,000 square
feet. The retailer also sells online with Internet sales accounting for approximately 1% of 2019 sales. In addition to Tempur-Sealy, other key vendors include Ashley, Coaster, Elements, Serta and United Furniture. Average
sales per square foot, $193. Average stock turns, 3.6 times. In 2019, opened four Best Sleep stores and closed two. Earlier this year, closed one Best Sleep store. No other changes planned for 2020.
88 Matter Brothers Furniture $61.5 $64.0 -3.9% 11 12 NA
(85) Fort Myers, Fla.
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ter Brothers in Pinellas Park. Units average 30,000 square feet. In-store galleries: Natuzzi and Ekornes. Other key vendors include Capris, Hooker, Palliser, Sealy, Stearns & Foster, Tempur-Pedic and Universal. In April 2019,
closed an underperforming Florida Leather Gallery in Brandon. In January 2020, replaced its 27,000-square-foot Matter Brothers Furniture showroom in Pinellas Park, with a 65,000-square-foot showroom that was built
behind that store. The new showroom introduces a new design and new features including a spacious design center, a large rug gallery and a café for guests to relax and enjoy fresh drinks and snacks.
89 Miskelly Furniture $60.8 $56.5 7.6% 7 7 278
(90) Jackson, Miss.
Family-owned, founded in 1978. Mid-priced Mississippi retailer operating stores in the Jackson market, in Jackson, Madison, Ridgeland and Flowood, and in Hattiesburg, Miss. The retailer operates a 110,000-square-foot
feet in the suburb of Madison, Miss., and a 70,000-square-foot Miskelly Furniture in Hattiesburg, Miss. Also sells online with Internet sales accounting for approximately 2% of 2019 sales. Average sales per square foot, $219.
Key vendors include Ashley, Flexsteel, HomeStretch, Lane, Universal, Sealy and Tempur-Pedic. Average stock turns, 7.2 times. Average gross margin, 47.5%.
90 Weir’s Furniture $60.0 $73.0 -17.8% 3 4 NA
(80) Dallas
Third-generation family-owned business founded in 1948. Mid-priced to high-end Dallas/Fort Worth-area retailer with showrooms in Southlake, Plano and Farmers Branch, Texas. All three showrooms include an outlet cor-
ner and a Country Store gift market. Weir’s offers a collection of stylish home furnishings from Bernhardt, Hancock & Moore, Sherrill and Magnolia Home by Joanna Gaines among others, and mattresses from manufacturers
91 Tipperary Sales $55.3 $49.8 11.1% 8 8 115
(94) Augusta, Ga.
Family-owned La-Z-Boy licensee group, founded in 1976. Operates three stores in North Carolina, two in Charlotte and one in Asheville; three stores in South Carolina in Greenville, Lexington and Charleston; and two in
Georgia, in Evans and Savannah. The retailer also sells online. Units average 14,370 square feet. Average sales per square foot, $481. Average stock turns, 5.1 times.
92 Clive Daniel Home $54.9 $56.8 -3.3% 3 3 150
(89) Naples, Fla.
the Boca Raton showroom is about 70,000 square feet, and the Outlet is about 15,000 square feet. Key vendors include Adriana Hoyas, American Leather, Brown Jordan, Burton James, Caracole, John Richard, RC Upholstery,
Seasonal Living and Vanguard. Average sales per square foot, $366. Average stock turns, 2.5 times. Average gross margin, 55%.
RANK
(last year)
Company, home base and notes
Estimated furniture, bedding,
accessory sales in $ millions
2019 2018
Selling space
all stores
sq. ft. 1000s
Number
of units
2019 2018
Percent
change
Furniture Today | May 25-31, 2020
51 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
93 Conlin’s Furniture $54.0 $55.0 -1.8% 19 21 NA
(91) Billings, Mont.
Privately owned business founded in 1937. Mid-priced chain in Montana, North Dakota, South Dakota, Wyoming and Minnesota with 15 Conlin’s Furniture stores, three The Sleep Center by Conlin’s and one The Outlet by
Conlin’s. Operates 10 units in Montana, including the Outlet and two Sleep Centers; six in North Dakota, including one Sleep Center; and one each in South Dakota, Wyoming and Minnesota. Conlin’s also sells online. Brands
include Aspenhome, Best Home Furnishings, Elements, Flexsteel, Jonathan Louis, La-Z-Boy, Progressive Furniture, Sealy, Signature Design by Ashley, Simmons Beautyrest and Tempur-Pedic. In 2019, closed furniture stores
in Aberdeen, S.D., and Jamestown, N.D., with store closing sales beginning in June.
94 Exclusive Furniture $53.8 $44.6 20.6% 9 7 375
(98) Houston
Family-owned, founded in 1998. Promotional to mid-priced Houston-area retailer currently operating seven Exclusive Furniture showrooms, one Rack 45 and an e-commerce website. Units average 46,875 square feet. Av-
erage sales per square foot, $143. Key vendors include Avalon, New Classic, Elements, Manwah/Cheers, Sofa Master, Lifestyle and Homelegance. Average stock turns, 4.6 times. Average gross margin, 47.5%. Same store sales
decreased 9.1% in 2019. In March 2019, opened a Houston-area store in Webster, Texas. The two-level, 51,000-square-foot store features the company’s updated exterior and interior designs with a mix of category and life
-
former warehouse. In 2020, the company closed its Clearance Center and is focusing price effective sales at its new Rack 45. No other store plans for 2020, but is planning to open a 50,000-square-foot Exclusive Furniture in
Baytown, Texas, east of Houston, in 2021.
95 Boston Interiors $50.0 $50.0 0.0% 9 9 NA
(93) Stoughton, Mass.
Owned by Castle Island Partners. Founded in 1979, Boston Interiors offers upper-mid-priced merchandise through its New England-area stores in Stoughton, Burlington, Mashpee, Hanover, Westborough, Natick, Saugus and
Dedham, Mass., and Bedford, N.H., as well as through an e-commerce website and catalog. Units average 18,000 square feet.
96 Knoxville Wholesale Furniture $49.2 $47.3 4.0% 4 4 328
(95) Knoxville, Tenn.
Family-owned, founded in 1992. Promotional to high-end retailer operating two Knoxville Wholesale Furniture stores, one Clearance Center, and one Ashley HomeStore in the Knoxville, Tenn., area. Units average 82,000
square feet. Average sales per square foot, $150. In-store galleries: Serta, three; Jonathan Louis, two; Hooker, one. Other key vendors include A.R.T. Furniture, Aspen, Bernhardt, Cheers, Corinthian, Craftmaster, Elements, Em
-
erald, Fusion, Home Insights, Holland House, HomeStretch, Huntington House, Kincaid, Klaussner, Lane, Liberty, Marge Carson, Mayo, Motto, Napa, Paula Deen, Southern Motion, Standard and Universal. Average stock turns,
5 times. Average gross margin, 49%.
97 Kittle’s Furniture $47.0 $51.0 -7.8% 8 8 NA
(92) Indianapolis
Family-owned business founded in 1932. Upper-mid-priced Indiana retailer operating six Kittle’s stores, one Below Market furniture store and one outlet in Indianapolis, Ft. Wayne, Lafayette and Bloomington. In-store gal-
leries: Bassett, six; Stressless, four; Bernhardt, two. Other key vendors include American, Canadel, Corinthian, Flexsteel, Jofran, Klaussner, Legacy Classic, Vaughan-Bassett, Sealy, Serta, Simmons, Softline, Synergy and Tempur-
Pedic.
98 FAMSA $45.3 $46.5 -2.6% 23 23 622
(96) Dallas
Owned by Grupo Famsa, S.A.B. de C.V. Mid-priced, credit-oriented retailer focused on serving the U.S. Hispanic population. FAMSA has 20 stores in Texas and three in Illinois. In Texas, the retailer operates eight stores in the
average 27,047 square feet. Average sales per square foot, $72. Key suppliers include Ashley, Acme, Homelegance and Restonic Mattress. Offers its customers a program called Famsa-to-Famsa through which they purchase
goods at its stores and have them delivered to relatives in Mexico, El Salvador, Guatemala or Honduras.
99 Green Front Furniture $44.3 $45.1 -1.7% 3 3 1,150
(97) Farmville, Va.
Family-owned and operated, founded in 1968. Owner Richard F. Cralle Jr. and his son Richard F. Cralle III, oversee the business. Offers mid-priced to high-end merchandise in Farmville and Manassas, Va., and in Raleigh, N.C.
The Farmville store is the main location, with a series of 12 rustic warehouses totaling approximately 1 million square feet of selling space. The Manassas store has approximately 100,000 square feet of selling space, and the
Raleigh store contains around 50,000 square feet of selling space. All three carry high-quality traditional, transitional and modern home furnishings as well as eclectic pieces from around the world. Green Front Furniture has
“one of the largest oriental rug collections” on the East Coast as well as a home accessories division. In-store galleries: Caracole, two; Hickory Chair, two. Other key vendors include Bernhardt, Chaddock, Hancock & Moore,
Hekman, Hooker, Jessica Charles, King Hickory, Sherrill and Theodore Alexander. In 2020, Green Front will launch its online oriental rug store www.greenfrontrugs.com. Well-behaved pets always welcome in all locations.
100 Belfort Furniture $43.4 $39.0 11.2% 3 3 150
(NR) Dulles, Va.
Family-owned Washington-area retailer, founded in 1987. Offers mid-priced to upscale lines at its 150,000-plus-square-foot campus near Washington D.C., with Belfort Furniture, Belfort Galleries and Belfort Outlet & Clear-
ance Center. The main showroom was remodeled and expanded in late 2018 and has more than 85,000 square feet featuring some 300 room settings and furniture from sources such as Kincaid, Rowe, Flexsteel, Canadel and
more. The new mezzanine level features a Sleep Loft with brands including Serta, Sealy, Tempur-Pedic, Stearns & Foster and Pure Talalay Bliss as well as an area dedicated to made-in-America product including goods from
Daniel’s Amish and Vaughan-Bassett. The main showroom also has a wine bar from the family Huber’s nearby Stone Tower Winery and an outdoor furniture deck. Belfort Galleries has about 35,000-square-feet showcasing
more than 200 room settings and Belfort Outlet & Clearance Center has about 25,000 square feet with special buys, closeouts, bumped ‘n bruised and more merchandise. The Outlet also has an Emilio’s Pizza. Belfort will
All sales information, except for that supplied by publicly held companies that break out furniture sales, are Furniture Today market research estimates. In cases where companies have identical sales of furniture, bedding
and accessories, the one with the fastest sales growth is ranked rst. Stock turns, average gross margin and average sales per square foot are for furniture, bedding and decorative accessories, including lamps and area
rugs. Estimated sales for manufacturer gallery store networks reect dedicated-store sales only and exclude sales from in-store galleries.
All data for calendar 2019 and 2018 unless otherwise noted. Average unit size refers to selling space.
NR = Not ranked NA = Not available
RANK
(last year)
Company, home base and notes
Estimated furniture, bedding,
accessory sales in $ millions
2019 2018
Selling space
all stores
sq. ft. 1000s
Number
of units
2019 2018
Percent
change
Furniture Today | May 25-31, 2020
52 TOP 100 U.S. FURNITURE STORES 2020
2020 TOP 100 SPONSORED BY GENESIS CREDIT
months later and has been on a
rebound since.
But for the Top 100, Furni-
ture Today estimates its results
(ended Sept. 30), and the bulk
of the restructuring related store
-
tered into this current Top 100
report.
-
ter revenues during Mattress
quarter (ended Dec. 31), in-
creased 12%, and same-store
sales were up 17%, according to
Steinhoff. That’s an indication a
renewed partnership with sup-
plier Tempur Sealy International
is paying dividends (or at least
was helping build momentum
before COVID-19 struck).
More bad news came from
the long-struggling, Pier 1 Im-
ports, No. 16 on the Top 100. The
Fort Worth, Texas-based special-
ty retailer cut 365 stores from
its count, ending with 541 loca-
tions. (The other retailer down
triple digits store-count-wise
was No. 77 Mattress1One, trim-
ming 145 locations and consoli-
dating operations down to the
state of Florida.)
bankruptcy protection toward
Feb. 29). It’s unclear how many
stores will reopen if it does
manage a reorganization, and
according to a Bloomberg re-
port, DirectBuy owner CSC Gen-
the business, but would move
forward with a much smaller
footprint of less than 100 stores.
(CSC declined to comment to
Furniture Today at the time this
report was produced.)
Building on Top 100 buys
If the acquisition does come
purchase of a struggling home
furnishings brand for CSC Gener-
ation. The Merrillville, Ind., based
company has cobbled together a
strong enough presence of what
had been weakened players to
show up on the Top 100 for the
The bulk of its estimated $98
million in furniture, bedding and
accessory sales last year came
from former Top 100 company Z
Gallerie, which CSC acquired out
of Chapter 11 bankruptcy in May
2019. All 40 of DirectBuy/CSC
U.S. stores are actually Z Galler-
ies units. (It closed its one Hous-
ton DirectBuy showroom last
year). The majority of the home
furnishing revenues also came
from Z Gallerie and mostly on-
has said.
In another home furnish-
DirectBuy’s parent acquired e-
commerce company One Kings
Lane this spring from Bed Bath
& Beyond. As its collection of re-
tail banners expands and trans-
forms, its name on future Top
100 rankings may undergo some
transformation, too.
DirectBuy isn’t the only
name on this year’s list that
looks new but (because of
Z Gallerie) is actually built on
previous Top 100 companies.
No. 39 Tempur Sealy Interna-
partly on the strength of its
company-owned Tempur-Pedic
stores, but also thanks to former
-
in January 2019 and then was
acquired by TSI in April.
A combination of organic
growth and growth via acquisi-
tion netted the mattress giant an
increase of 113 company-owned
U.S. stores (the greatest net unit
growth of any Top 100 company
last year) for a total of 153 stores
at yearend. And the nearly 78%
increase in its direct U.S. retail
business to an estimated $240
million, topped all companies on
the list.
No. 40 Herman Miller is yet
another Top 100 company here
mostly by way of its ownership
stake in a former Top 100 com-
pany — Design Within Reach —
but also through its one Herman
Also new to the list: No. 73
Empresas Berrios, the fam-
ily-owned retailer in Puerto
Rico with 26 Berrios multi-
line stores, including six with
attached Ashley HomeStores
and two with outlet/liqui-
dations centers operated as
separate stores.
Berrios made it into the Top
100 with an estimated $97.7
mil-lion in furniture bedding and
accessory sales last year, down
was largely because it enjoyed a
bump from rebuilding business
in 2018 after two hurricanes hit
the island the year before.
And Dulles, Va.-based Bel-
fort Furniture returned at
No. 100 after a two-year absence
on the strength of an 11.2% sales
gain to an estimated $43.4 mil-
lion.
Dropping off the list from last
year, were Furniture Enterprises
of Alaska and American Home
Furniture & Mattress.
Biggest ranking changes
Thirty-eight companies on
this year’s list managed to move
up at least one spot from their
standing last year. The biggest
move belonged to Lovesac, the
maker and seller of upper-mid-
dle modular sofas it calls Sac-
tionals and premium beanbag
chairs called Sacs. The company
jumped nine spots to No. 42 with
a 40.7% sales increase to an esti-
mated $233.4 million. Lovesac’s
sales growth rate was second
only to Tempur Sealy’s 77.8%
increase.
Two HomeStore licensees
tied for the next best leap up the
Top 100 — No. 47 Broad River
Furniture and No. 70 Russell
Turner Furniture, each moving
up six places as sales increased
17.6% and 19.6%, respectively.
Rancho Cucamonga, Calif.-
based Living Spaces was next,
with estimated sales of $525 mil-
lion at 24 stores.
On the downside, Mattress-
1One slipped the most, the re-
It moved down 23 spots to No.
77 as estimated sales decreased
48.4% to $80 million and its
footprint was more than halved.
The majority of Top 100
companies — 62— posted sales
increases this past year, but that
number has been dropping for
the past few years. Last year’s
Top 100 featured 67 companies
with increases. The number was
71 for the class of 2018 and 78
the year before that.
Thirty-two companies saw
sales decreases this time vs. 25
on the prior year’s list, and six
In addition to reporting sales
and store count changes Fur-
niture Today’s Top 100 report
includes information on other
performance metrics to help
shed more light on a retailers’ ac-
small number of survey respon-
dents typically volunteer the in-
formation that would help Fur-
niture Today calculate estimates
in these areas — average sales
per square foot, average gross
margin and average stock turns
— and this year was no different.
The good news, though, was
this year’s Top 100 saw slight
improvements in two of the
three categories. Median sales
per square foot, based on 35 es-
timates, came in at $219. That’s
up from $210 the year before.
Lovesac was tops in the category
with estimated sale per square
foot of $2,083, although it should
be noted its small showrooms
largely in malls and lifestyle
centers are primarily experien-
tial centers for sales that are ul-
timately transacted online. No.
8 Sleep Number was next with
average sales per square foot of
$1,034.
Median gross margin inched
up to 50% from 49% the previ-
ous year based on 16 company
numbers or calculations this
time. Sleep Number, a peren-
nial No. 1 in this performance
metric, held the top spot again
with an estimated average gross
margin of 61.9%. No. 91 Tipper-
ary Sales, the Augusta, Ga.-based
La-Z-Boy licensee, was next with
an estimated average gross mar-
gin of 56.4%, followed by No. 92
Naples, Fla.-based Clive Daniel
Home (55%).
The Top 100 fell a notch in the
stock turns metric with the me-
dian dropping to 5 times from 6
times for the prior group. No. 55
Bernie & Phyl’s posted the high-
est turn rate, an average of 10.7
times, followed by Sleep Number
(7.5 times) and No. 89 Miskelly
Furniture (7.2 times).
It took No. 100 Belfort Fur-
niture’s estimated $43.4 million
in annual furniture, bedding
and accessory sales to make the
list this year. That’s up from the
$39.7 million cutoff last time.
Regain share
continued from page 20
Furniture Today | May 25-31, 2020
