U.S. FURNITURE Top retailers STORES regain share, but ...€¦ · Bob’s Discount Furniture be-came the new No. 10, swapping spots with Raymour & Flanigan, now No. 11. Bob’s posted

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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 100U.S. FURNITURE

STORES2020

Furniture Today | May 25-31, 202020 TOP 100 U.S. FURNITURE STORES 2020

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By Clint EngelSpecial 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 packAshley 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 adjustmentsThis 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, and the significant shedding of physical locations.

The previous year’s Top 100 trimmed 106 stores from their total, the first net decrease in 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 ranking), to finish with 11,652 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 cutsThree 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-tress Firm filed for Chapter 11 bankruptcy in October 2018, restructured and emerged two

Top retailers regain share, but growth continues to slowTop 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


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, office 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


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Top 10 conventional furniture storesRanked 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 20181 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 storesRanked by sales of furniture, bedding and accessories



Rank Company 2019 2018 2018 to 2019 2019 20182 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 specialistsRanked by sales of furniture, bedding and accessories



Rank Company 2019 2018 2018 to 2019 2019 20184 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


Specialty retailers offer mixed performanceBy Clint EngelSpecial 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 stores during the past fiscal year (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-pany Sleep Outfitters last year, 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 Outfitters also turned what had 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 performersThere 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 that filed for Chapter 11 bank-

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 (just over 40%), to end its fiscal 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 financial news report, although 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 measuresThe conventional stores got

beat by the specialists in other performance measures, too: me-



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Physical store fronts see worst decline in 37 years40 companies have set expansion plansBy Clint EngelSpecial 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



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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 listBy Clint EngelSpecial 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-pany Sleep Outfitters last year.

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 networksRanked by sales of furniture, bedding and accessories



Rank Company 2019 2018 2018 to 2019 2019 20181 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


Top 100 single-source networks

21% 18%

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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.floridaleathergallery.com .............................................................................................88

Mattress Firm, Houston, www.mattressfirm.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.raymourflanigan.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.sleepoutfitters.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


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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 Manufacturer’s dedicated store network. Opened its first store in 1997 and now has more than 1,025 licensed and company-owned, promotional to mid-priced stores, in 60 countries. Sales and store counts for U.S. only. 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. Showrooms feature complete lifestyle vignettes including the lighting, rugs and wall art. Product categories include bedroom, dining room, upholstery, leather, occasional tables, home office, youth bedroom, recliners, mat-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 Baltimore call center and online sales are included. 2018 sales revised. During its past fiscal year, Ikea US opened two blue box Ikea locations in Texas and Virginia, one new format store in New York and expanded its distribu-tion network with three new units in Staten Island, N.Y., Lakeland, Fla., and Joliet, Ill. In February 2019, Ikea opened its fifth store in Texas, a 289,000-square-foot unit in Live Oak, Texas, in the San Antonio area. In April, Ikea 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 stores. These additional formats are meant to bring Ikea closer to where people live, work and socialize. The first one in the U.S. opened in Manhattan in April 2019, a 17,500-square-foot, three-level Ikea Planning Studio 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 summer. A smaller format store, with 115,000-square-feet, will open in Queens, N.Y.

3 Williams-Sonoma $3,260.0 $3,100.0 5.2% 572 579 NA (4) San Francisco $5,532.4 total revenuesFiscal 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 lighting, at facilities located in North Carolina, California, Oregon and Mississippi. At fiscal yearend, operated 614 retail stores in the U.S., Puerto Rico, Canada, Australia and the U.K., as well as e-commerce websites and direct 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 2018, less than two months after its initial filing, having closed some 700-plus stores as part of its restructuring. In May 2019, John Eck was appointed president and CEO, taking over the positions from Steve Stagner, who 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 their first agreement in 2017. Tempur Sealy product was reintroduced into the Mattress Firm stores in the fourth quarter of 2019 and first quarter of 2020.

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 The furniture division of Berkshire Hathaway includes Nebraska Furniture Mart, RC Willey, Star Furniture and Jordan’s Furniture. NFM operates five stores: a 475,000-square-foot showroom in Omaha; a 450,000-square-foot showroom in Kansas City, Kan.; a 560,000-square-foot showroom in The Colony, Texas; a 30,000-square-foot showroom specializing in flooring, appliances and electronics in Clive, Iowa; and a Homemakers Furniture store 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 other three stores are in Warwick, R.I.; New Haven, Conn.; and in Nashua, N.H. In 2020, Jordan’s will open its first Maine showroom, a 120,000-square-foot two-level store in Portland in a former Filene’s/Bon-Ton location. RC 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


2019 2018

Selling spaceall stores

sq. ft. 1000s

Number of units

2019 2018Percent change


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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 and center and flanked by seasonal and soft home goods through remodels and new openings. Ended 2019 with 466 new format stores after remodeling 207 stores and opening 54 with the new layout. The retailer will slow 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 across the country and filling-in with stores in existing markets. Just before Presidents’ Day Weekend, Bob’s opened its first Cincinnati market stores in Florence, Ky., and Colerain, Ohio, and in two new markets northwest of Chicago in Dayton, Ohio, and Rockford, Ill. The retailer also relocated a store in Norwalk, Conn. For the remainder of 2020, Bob’s has plans to move into the Cleveland-area market with three stores in Mayfield Heights, North Olmsted and North Canton, Ohio, as well as open fill-in stores in Riverside and Visalia, Calif. The retailer also announced it would be opening stores in the Phoenix market, although specific locations and timing has not been released.

11 Raymour & Flanigan $1,478.0 $1,456.0 1.5% 136 128 NA (10) Liverpool, N.Y. Mid-priced Northeastern chain established in 1947. Raymour & Flanigan operates stores in New York, Massachusetts, Pennsylvania, New Jersey, Connecticut, Rhode Island and Delaware, including five Clearance Centers. 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 and Williamsville, N.Y. Also closed one store in New York City.

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 acquired Hudson Grace, a boutique home décor, entertaining and gift brand based in San Francisco. Hudson Grace has six brick-and-mortar retail locations (five in California and one in Atlanta) and an e-commerce website. Earlier this year, the retailer opened its first Design Studio in Pasadena, Calif. The new concept store is an extension of the Design Studio that is offered online with a selection of Crate and Barrel’s most popular furniture and 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. Founded in 1959 by the late Art Van Elslander and owned by private-equity firm Thomas H. Lee Partners since early 2017. Mid-priced to high-end retailer that operated in Michigan, Illinois, Ohio, Indiana, Iowa, Missouri, 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. Facing an abrupt liquidity crisis in early 2020 and after failing to secure additional capital, Art Van filed for Chapter 11 bankruptcy protection March 8 with a plan to liquidate the majority of 167 company-owned stores. A plan to sell the Levin business and select Wolf stores to former Levin CEO Robert Levin fell through, and those stores later were slated for liquidation, too. Art Van said store shutdowns, lack of financing and other complica-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 Fiscal years ended July 27 and July 28. Owned by Schottenstein Stores Corp. Not affiliated with Dayton, N.J.-based Crest Furniture (No. 56). Operates primarily in the Midwest and on the East Coast in 17 states under the 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 all locations in Canada to enable the company to move forward with an appropriately sized store footprint and operating structure. On Feb. 17, 2020, Pier 1 filed for Chapter 11 bankruptcy protection and announced it had an 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. Privately owned group, founded in 2002. At yearend, operated 108 Ashley HomeStores including five outlets, three Stash Home stores, 12 Levitz Mattress stores and one South Loop store in Alabama, Arkansas, Illinois, Indiana, Kentucky, Louisiana, Michigan, Mississippi, Missouri, New Mexico, Tennessee and Texas. The company also sells online. Throughout 2019, DSG made several acquisitions into new markets, opened fill-in stores in 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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18 Havertys $802.3 $817.7 -1.9% 121 120 4,426 (17) Atlanta $802.4 total revenuesPublicly 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 service to its clients and a full range of furniture products and decorative accessories through ethanallen.com, 178 U.S. Design Centers (138 company-owned and 40 dealer-owned) and 124 international locations at fiscal 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 each in Mexico and Honduras. Approximately 75% of its products are made in its North American plants. Ethan Allen continues with the relocation and repositioning of its retail network, including opening its first tech-ori-ented Design Studio at The Westchester in White Plains, N.Y., last fall. The new format has a much smaller footprint compared to Ethan Allen’s other Studios and puts the emphasis on complimentary interior design service 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 Zoy Home Furnishing. Average stock turns, 5.9 times. Average gross margin, 42.7%. Same store sales increased 3.7%. In 2019, closed its 42,270-square-foot store in Glenwood Springs, Colo., in June and opened the first of 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 Furniture & more in Florida, Georgia, North Carolina, South Carolina, Alabama, Tennessee, Mississippi and Virginia. Badcock also sells online with Internet sales accounting for approximately 1% of 2019 fiscal year end sales. 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-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 three in Texas. Living Spaces also sells online. 2018 sales revised. Showrooms carry a large selection of home furnishings including more than 150 living rooms, 115 dining rooms, 100 bedrooms, kids’ rooms, home office, outdoor, rugs, pillows and other home accents. In May 2019, Living Spaces opened its third Texas store in the Dallas-Fort Worth area in Grand Prairie, Texas. In November, the retailer opened its first stand-alone Outlet Center with more than 25,000 square feet in Perris, Calif., in the Los Angeles area, and its first store inside of a shopping center in a former Sears location in San Jose, Calif., in the Bay area. Future plans include a 110,000-square-foot 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 region’s first Ashley Clearance Center & Outlet in the Miami suburb of Hialeah, and a 100,000-square-foot City Furniture and Ashley HomeStore combined showroom in the Miami suburb of Doral, closing the Ashley Home-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: two in Minneapolis (one is a weekend-only outlet); three in the Chicago area (Oakbrook store features a new Outlet location in a portion of its space); and one store each in New York; Denver; Boston; Atlanta; Dallas; San 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 a pop-up location for the second year in East Hampton, N.Y., from March through the fall. This summer, the company will open a 5,400-square-foot design studio in Pasadena, Calif.



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26 Slumberland $400.0 $455.0 -12.1% 123 127 NA (23) Little Canada, Minn. Family-owned business founded in 1967. Opened its first franchise location in 1975. Mid-priced retailer with 53 corporate stores and 70 franchised stores in Minnesota, Wisconsin, Illinois, Iowa, Kansas, Nebraska, Michigan, 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 Owned by Homeworks Holdings Inc. and private-equity firm Freeman Spogli & Co. Founded in 1986, the upscale furniture retailer offers an eclectic collection of home furniture and accessories influenced by its Midwestern roots as well as the diverse perspective of international travelers. The home furnishings are inspired by finds from around the world reflecting traditional practices and eco-conscious and forward-looking design. Stores, aver-aging 15,000 square feet, are highly accessorized and filled with architectural and artistic elements, from relics found in centuries-old Indonesian temples to the artistic expressions of Amish wood workers and Mexican cop-persmiths. Arhaus also sells online and operates two clearance centers called Arhaus The Loft in Cleveland and Hilliard, Ohio. In May 2019, Arhaus opened its new two-story, 21,000-square-foot flagship store at the Legacy 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. Founded by Steve Belford in 1994 and previously owned by an affiliate of private-equity firm The Jordan Company of New York and senior management, American Freight Furniture & Mattress was acquired by Virginia Beach, Va.-based Franchise Group, an investment firm business model focused on franchise and “franchisable” businesses. The investment firm completed the acquisition of the discount furniture chain in February 2020. In 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. Part of publicly held Bed Bath & Beyond, fiscal years ended Feb. 29 and March 2. Specialist in casual home furnishings and entertaining products, founded in 1958. Operates stores throughout the U.S. under the names World 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, dining room and more. The retailer ended its fiscal year with a net loss of 16 stores, having opened one location in Lexington, Ky., in November and closing 17 locations across the U.S. in the fourth quarter.

30 Conn’s $370.9 $383.0 -3.1% 137 123 4,978 (29) The Woodlands, Texas $1,543.7 total revenues Publicly held, fiscal years ended Jan. 31. Founded in 1890 as a plumbing and heating business, the specialty retailer offers furniture and mattresses, home appliances, consumer electronics and home office products through 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-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 Florida expansion until 2021. The company had planned to open a 413,000-square-foot distribution center in Lakeland, Fla., in August 2020 with its first Conn’s HomePlus showroom opening in the state of Florida a month 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 stores in the U.S. and Puerto Rico at fiscal yearend, as well as an online store. Included in the company-owned stores is a 16,000-square-foot clearance center in Middletown, N.Y. This past fiscal year, opened six new company-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. The company also opened a new licensee store in Boise, Idaho. This fiscal year, opened a 23,000-square-foot licensee store in Thornton, Colo., in December; remodeled the company-owned store in Falls Church, Va.; closed four underperforming company-owned stores through March; and launched the company’s first-ever Bassett Outdoor collection in stores.

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. At year end, the company operated nine Regency Furniture, five Marlo Furniture including a liquidation center, 29 Ashley HomeStores, one Raley’s Home Furnishings and seven Mealey’s Furniture showrooms including an 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 Founded in 1977, fiscal years end in September. Operates on the West Coast with stores in California, Washington, Oregon, Nevada, Idaho, Arizona and New Mexico. Also operates an online store at www.morfurniture.com. The retailer’s home furnishings are designed to fit any budget, and the company offers a specialized Kids & Teens section inside every location. Mor Furniture also specializes in mattresses with a SleepMor space located in-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 three showrooms this past fiscal year in Sparks, Nev.; Yuma, Ariz.; and Albuquerque, N.M.

34 Haynes Furniture $274.0 $281.0 -2.5% 14 15 NA (35) Virginia Beach, Va. $293.0 total revenuesFamily-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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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-ances, computers and gaming, outdoor equipment and toys, revenues not included. In 2019, opened showrooms in Monticello, Hopkinsville and Mayfield Ky., and in Elizabethton and Paris, Tenn. In March 2020, opened its fifth store in Kentucky in Williamsburg.

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 location and sales from flooring departments within HOM Furniture stores is not included. HOM has seven stores in greater Minneapolis/St. Paul and one store each in Hermantown/Duluth, Rochester and St. Cloud, Minn.; 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 quarter of last year to begin construction on a brand new 206,000-square-foot complex featuring Gabberts, HOM and Dock 86 stores. The new flagship location opened May 18 with a “soft opening” by appointment only. The 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 on direct to consumer sales in the U.S., from company-owned retail stores, e-commerce sites and call centers. At yearend, the company operated 56 Tempur-Pedic stores located in high-traffic, premium retail centers across the U.S., and 97 Sleep Outfitters stores in Alabama, Indiana, Kentucky, Ohio, Tennessee and West Virginia. The company also has a limited number of outlet stores selling returns, as well as discontinued and factory close-out 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 Outfitters, out of bankruptcy. Sleep Outfitters filed for Chapter 11 bankruptcy protection in January 2019, and at the time of the filing Tempur Sealy agreed to provide bankruptcy financing and Sleep Outfitters planned to 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-man Miller had 45 Design Within Reach studios including five DWR Outlets; three HAY studios and one Herman Miller flagship studio. Design Within Reach studios are located across 18 states, Washington D.C., Canada and Mexico. The five Studios outside the U.S. are not included. In addition to offering product from HAY and Herman Miller, DWR also offers exclusive collections from manufacturers such as Knoll, Loll Designs, Muuto and Vitra, among others. In 2019, opened four DWR Studios in Upper West Side New York City, Larkspur and La Jolla, Calif., and Charlotte, N.C., and two DWR Outlets in Leesburg, Va., and Yonkers, N.Y. DWR also closed two studios and moved into a new state-of-the-art distribution center in Batavia, Ohio. The HAY studios are located in Costa Mesa, Calif.; Portland, Ore.; and Chicago. The designer of high-quality furniture and accessories opened the Chicago location in Lincoln Park in September 2019. The Herman Miller flagship store, opened in 2016, is located in Manhattan’s historic Gramercy Park neighborhood.

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-ing an outlet; one in Collier County in Naples; and one in Pinellas County, in St. Petersburg. El Dorado also sells online. Average sales per square foot, $218. In October 2019, opened its first Boulevard showroom in Central 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. Publicly held, fiscal years ended Feb. 2 and Feb. 3. The Lovesac Company designs, manufactures and sells high quality furniture comprised of modular couches called Sactionals and premium foam beanbag chairs called Sacs. The Sacs were the company’s first product, developed in 1995. The specialty furniture brand is sold in showrooms operating across 35 states and online as well as through pop-up shops and shop in shops. The retailer’s 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 than 553 10-day pop-up shops at various locations and adding an Internet 18-day pop-up shop to Costco.com. During the last half of the year, Lovesac opened its first “shop-in-shops” at four Macy’s stores and three Best Buy 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 & Foster, plus a variety of pillows, sheets and protectors from Bedgear, Sealy, Tempur-Pedic, Fabritech and more. Opened 35 new locations in 2019, including its first one in South Carolina in Indian Land.



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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-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-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 during 2020. Macy’s also announced New York City will become the company’s sole corporate headquarters, closing three other offices in San Francisco and Ohio. Sales estimates reflect figures exclusively from Furniture 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 eight in the greater Charlotte area including two Outlets, six in the Raleigh-Durham-Wilson-Fayetteville area, and one in Western North Carolina; five in South Carolina with two in Columbia and three in upstate South Caro-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-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 is planned for additional future stores. The retailer has revamped its websites and has begun to leverage the power of the web in omnichannel retailing with strong growth in the flagship website, theroomplace.com, and its 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 Largest network of independently owned and operated sleep shops in the U.S. America’s Mattress reports for only those retailers operating specifically under the programs’ licensing agreements. This includes its America’s 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 ongoing benefits such as site selection assistance, a national website and support with opening, marketing, training, operations and business management. The sleep shops offer Serta iComfort, Perfect Sleeper, SleepTrue 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 foot, $128. Average stock turns, 5 times. Same store sales increased 2%. Furnitureland Contract is the retailer’s contract/commercial office division. Furnitureland South owners also own and operate The Design Network, 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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53 FFO Home $150.8 $169.8 -11.2% 68 83 1,246 (49) Fort Smith, Ark. Owned by Sun Capital Partners. Operates value-priced, EDLP stores across nine states in the mid-South. FFO Home operates 19 stores in Arkansas, 14 in Missouri, 11 in Oklahoma, 10 in Kentucky, five in Texas, four in Indiana, 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 satisfaction, financing options and its “take it home today” option. Units average 14,663 square feet. Average sales per square foot, $120. Average stock turns, 3.1 times. In 2019, FFO Home opened two new showrooms in 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 spanning close to 1 million square feet that supports its expanding retail, e-commerce, wholesale, office and contract/hospitality sectors. In July 2019, Allison O’Connor became president and CEO with Mitchell Gold continu-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. The company has six Ashley HomeStores in New Jersey and five Ashley HomeStores in Pennsylvania. Value City stores are not affiliated with Columbus, Ohio-based American Signature (No. 15). Crest Furniture also sells 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 Township, Novi, Southfield, Taylor and Waterford. Gardner-White also sells online. Key vendors include Albany, American, Ashley, Avalon, Bauhaus, Cheers, Corinthian, Flexsteel, Futura Leather, Happy Leather, Jonathan Louis, 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 other high-end lines: two in the Denver area; and one each in Albany, Fayetteville, Manhattan, Rochester, Farmingdale and White Plains, N.Y.; Pineville and High Point, N.C.; Brookfield and Enfield, Conn.; Natick, Mass.; and Paramus, Somerville and East Hanover, N.J. In addition to Stickley, other key lines offered are Hancock & Moore, Tempur-Pedic, Ekornes, Bradington-Young, Canadel, Century, Hooker, American Upholstery and Leather, Craft-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 new store replaced the Broomfield, Colo., location. Also celebrated the grand reopening of its showroom in White Plains, N.Y., following a renovation.

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 Employee-owned, founded in 1990 with the opening of its first store in Cleveland. Manufacturer and retailer of mattresses and box springs with Original Mattress Factory locations and Original Mattress Factory stores in Ohio, North Carolina, Georgia, Virginia, Minnesota, Pennsylvania, Florida, Kentucky and South Carolina. Consumers are able to tour the manufacturing facilities to see firsthand how the company’s mattresses and box springs 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 and Tempur-Pedic. Average stock turns, 5 times. Average gross margin, 40%. In November 2019, opened its first Big Sandy Superstore in the Dayton, Ohio, area in a former Elder-Beerman Furniture Gallery. Over the summer, 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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63 Chair King/Fortunoff Backyard Store $120.0 $126.0 -4.8% 53 50 NA (61) Houston Mid-priced to high-end retailer operating Chair King Backyard Stores in Texas and Fortunoff Backyard Stores in New York, New Jersey, Connecticut, Delaware, Pennsylvania and Florida. Operates 18 Chair King stores, includ-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, two in Cincinnati and two in Columbus), 12 Ashley HomeStores (two in Dayton, five in Cincinnati, five in Columbus) and three Morris Backroom Outlet locations (two in Dayton, one in Cincinnati). The retailer also operates 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. Family-owned group that began as a carpet store in 1967. Currently operates 19 promotional to mid-priced Ashley HomeStores, including three Outlets, throughout western and central New York, central Pennsylvania and 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 Privately owned business, founded in 1897. High-end specialty home furnishings retailer offering globally inspired and sustainably sourced collection of furniture, rugs, lighting, bed and bath, and decor. ABC has its flagship store in Manhattan where it occupies about 80,000 square feet on the building’s lower level and first and second floors, and an outlet in Sunset Park’s Industry City in Brooklyn where it occupies about 78,000 square feet on the building’s first and fifth floors. The retailer also sells online.

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 & ApplianceMart in 1983. Opened its first dual-branded Furniture & ApplianceMart and Ashley HomeStore in 2007. At yearend, it operated five Furniture & ApplianceMarts, 11 Ashley HomeStores, three ApplianceMarts, one 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 sales. Units average 40,000 square feet. In-store galleries: England, five; Palliser, one; and Flexsteel, three. Other key vendors are A-America, Canadel, Southern Motion and Witmer. Average stock turns, 4.2 times. Average 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 Macon and Warner Robins, Ga., stores the company had acquired in November 2018. This spring acquired five Ashley HomeStores in Dothan and Enterprise, Ala., and in Panama City, Crestview and Fort Walton Beach, Fla., 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 time of acquisition. The buying club was the winning bidder at a May auction for the retailer’s headquarters and some 38 stores across the country. Gardena, Calif.-based Z Gallerie filed for Chapter 11 bankruptcy protection 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-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.



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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-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 metropolitan areas in the U.S. and Puerto Rico. Sales and store counts for the U.S. and Puerto Rico only. Units average 7,000 square feet. In 2019, opened its fourth showroom in New York City, a 5,380-square-foot store in Manhattan in the Upper East Side, and its second San Diego area store at the UTC Westfield. The retailer also opened a 4,000-square-foot showroom in Greenwich, Conn., last year. In 2020, plans to move into Minnesota open-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, Simmons, Nectar and Promise-Bed. In 2019, the retailer exited several markets including Texas after the Texas arm of the company, Mattress Pal, filed for Chapter 11 bankruptcy protection in April 2019. The case was sub-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-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 and in California. C.S. Wo also sells product online. On Oahu, operates one high-end C.S. Wo Gallery store, three HomeWorld Furniture superstores, four Ashley HomeStores, three contemporary Red Knot stores, five Slum-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. Privately owned group in business since 1990. Operates a multi-line Parrott’s Furniture in Florence, S.C.; four Ashley HomeStores in South Carolina in North Charleston, Myrtle Beach, Bluffton and Florence; five HomeStores 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 two years. As part of the rebranding, Schewels is also remodeling the interiors and exteriors of its largest stores starting with its flagship location in Lynchburg, Va., which held a grand opening in late August. Other locations 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.



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83 Weekends Only Furniture & Mattress $69.0 $67.0 3.0% 7 7 285 (84) St. Louis Family-owned, in business since 1996. Promotional to mid-priced retailer operating five stores in the St. Louis market area in Fairview Heights, Ill., and in St. Peters, St. Louis, Bridgeton and Manchester, Mo.; and two stores 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 first-quality brand-name furniture as well as closeouts, overstocks and one-of-a-kinds. Units average 60,000 square feet with 42,000-square-foot showrooms. Average sales per square foot, $242. Average stock turns, 5.4 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 times. Average gross margin, 50%. Same store sales increased 6.7% last year. In August 2019, Kimbrell’s opened the first of three new-format showrooms coming to eastern North Carolina. The 45,000-square-foot showroom 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 Family-owned business founded in 1953. Promotional to upper-mid-priced retailer drawing customers from five mid-Atlantic states and Washington D.C. Operates a 180,000-square-foot showroom, a 23,000-square-foot 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. Family-owned, founded in 1977 by Stewart Matter Sr. and now owned and operated by his four sons. Upper-mid-priced retailer on Florida’s Gulf Coast from the Tampa/Clearwater area to Naples. Operations include five Matter Brothers Furniture stores in Ft. Myers, Naples, Pinellas Park, Tarpon Springs and Sarasota; five Florida Leather Gallery showrooms in Tampa, Clearwater, Sarasota, Ft. Myers and Bonita Springs; and one Outlet by Mat-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 flagship showroom in Jackson as well as two area Miskelly Sleepstores in Ridgeland and Flowood, a Miskelly Roomstore and Miskelly Clearance Store in Jackson, a satellite Miskelly Furniture showroom with 36,000 square 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 such as Eastman House, Kluft, Serta and Simmons Beautyrest. In 2019, the retailer closed its Dallas Knox Street flagship store on February 3rd. The store is under redevelopment and will be reopening in 2021.

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. Family-owned, founded in 2011. Luxury home furnishings retailer with showrooms in Naples and Boca Raton, Fla., and a CDH2 Designer Outlet in Naples. The retailer’s flagship store in Naples is about 85,000 square feet, 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%.



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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-style displays. In November, the retailer opened a new bargain-oriented format store called Rack 45. The 65,000-square-foot store features closeouts and clearance items as well as promotional goods purchased specifically for this new format. Also in 2019, Exclusive Furniture grand opened a 176,000-square-foot distribution center and corporate office in Missouri City, Texas, south of Houston. The new center is more than twice the size of its 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 Rio Grande Valley including an Outlet in Brownsville, four in Houston, five in San Antonio and three in Dallas. All three stores in Illinois are in the Chicago area. Sales from appliances and electronics are not included. Units 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 soon open Stone Tower Home on its campus, an 11,000-square-foot facility with a full-fledged wine bar and tasting room showcasing the same furniture available for sale at Belfort Furniture.

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 first. 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 reflect 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



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months later and has been on a rebound since.

But for the Top 100, Furni-ture Today estimates its results based on Steinhoff’s fiscal year, (ended Sept. 30), and the bulk of the restructuring related store closings and sales declines fil-tered into this current Top 100 report.

It should be noted first quar-ter revenues during Mattress Firm’s current fiscal year first 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.)

Pier 1 filed for Chapter 11 bankruptcy protection toward the end of its fiscal year (ended 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-eration has floated a bid to buy 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 buysIf the acquisition does come

to pass, it wouldn’t be the first 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 first time — as No. 72 DirectBuy.

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-line, CSC’s CEO Justin Yoshimura has said.

In another home furnish-ings and digital-first move, 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-tional is listed for the first time, partly on the strength of its company-owned Tempur-Pedic stores, but also thanks to former Top 100 company Sleep Outfit-ters, which filed for bankruptcy 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 Miller flagship studio and three HAY studios.

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 significantly from 2018 but that 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 changesThirty-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, climbing five spots to No. 22, with estimated sales of $525 million at 24 stores.

On the downside, Mattress-1One slipped the most, the re-sult of significant consolidation. 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 were held flat.

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-tual profitability. However, only a 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 sharecontinued from page 20

Furniture Today | May 25-31, 2020

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U.S. FURNITURE Top retailers STORES regain share, but ...€¦ · Bob’s Discount Furniture be-came the new No. 10, swapping spots with Raymour & Flanigan, now No. 11. Bob’s posted