North American home fabric wholesalers report an improved sales result for the first quarter of 2014 after a rocky 2013, with many executives enthusiastic about the balance of the year.

“Business is the best it has been since the recession of 2008,” says Cary Kravet, President and Principal of Kravet Corp., Bethpage, N.Y. He had just finished corporate sales meetings in Canada, Florida and New York when F&FI caught up to him. “If you don’t move forward, you’re in trouble. We have no choice,” he says.  Cary Kravet

Two areas earmarked for bigger growth is Canada, where Kravet just appointed Gary Searle as its first Vice President of Sales in that market, based in Toronto. Searle moved to Toronto from his native South Africa earlier this year to run that business. He reports to Cary Kravet. Searle was the former owner of Leger & Viney in Johannesburg which continues to represent the Kravet brand after 20 years.

The other area branded for outsized growth is Brunschwig & Fils.  After acquiring Brunschwig & Fils just two years ago, Kravet has opened a 12,000 square foot showroom in the New York Decorator & Design Building which has put a positive spin on this exclusive brand. “Whenever you pay attention to a small turnover, it grows much bigger,” he said about the acquisition. This business is meeting his expectations, he said.  

Not everyone agreed with Kravet. R.M. Coco thinks that “business is just so-so,” says Jim Rust, principal of R.M. Coco in Cape Girardeau, MO. 

“We’re moving our large format hanging samples into showrooms, especially in Asia, which is a new outlet for us. We’re opening up accounts all over the world but Europe is not so great for us right now-- so our export efforts have increased.” RM Coco sent its product manager, Jocelyn Anderson to Proposte this year and she expects to attend Heimtextil in Frankfurt next year. “We’re looking for more high end lines to match our growth in the showroom business,” Rust says.

“We had a great January but the weather slowed things down since then,” says Manoli Sargetakis, a principal in Silver State wholesalers in Salt Lake City, UT.  While the company specializes in hospitality, it is moving ahead in the residential side of the business with a new ‘Ready to Wear’ fabric collection featuring 50,000 double rubs. Sargetakis recently replaced himself as sales manager for the company so he can concentrate on product development with key accounts.

“Our business has been good, ahead of last year,” says Jim Ennis, principal of J. Ennis Fabrics and Vision. He says that J. Ennis had a gain in 2013 by focusing on upholstery sales with linen and linen looks. The company has a Canadian warehouse and a U.S. branch in Indianapolis. “Our China based operation has also kicked in based in Ningbo. We can deliver to furniture maufacturers in China, Thailand and Vietnam,” he points out.

Ennis’ big push in the USA has led to a 20 man sales force, equal in size to the Canadian operation. “This is a 24/7 business day in and day out, he adds.

“Our business is gaining every month,” says DAVID Neufeldt, President of Norbar Fabrics, a national wholesaler based in Boca Raton, FL. “Consumers are redecorating their homes nationwide. Customers are actually coming out of their shell this year and doing renovations.”