WorkPlace adds members
By Tom Edmonds -- Furniture Today, March 15, 2004
Cincinnati — Cincinnati– As a buying group specializing in mid-market vendors, WorkPlace Furnishings is looking quite appealing to the contract furniture dealers looking to do more business at lower price points.
The group added 23 new members in 2003 and has already added another six this year, said Russ Russell, president. "We've had the best recruiting year and growth year for our programs that we've ever had," Russell said.
With the contract business stalled, dealers working that segment of the market "are flocking to find new solutions that will appeal to their more budget-conscious customers," he said, explaining why well-known contract specialists such as BKM Total Office of California and Texas and Ivan Allen Workspace of Atlanta joined WorkPlace last year.
"The office furniture customer is under more constraint that ever," Russell said. "The dealers want to remain loyal to their upscale contract suppliers, but they need lower price alternatives. We have the product solutions to meet those needs."
WorkPlace has preferred-supplier arrangements with Hon, Global, La-Z-Boy Contract, Mayline, First Office/OFS and Fire King. The group also has developed a private-label product line for its members.
With 74 members now operating 180 locations, WorkPlace registered a collective 12% increase in program sales with its suppliers last year.
In addition to the supplier programs, WorkPlace also supplies members with a menu of training programs and operational support services. "We're beyond a group any more," Russell said. "We're more of a consulting organization."
