Retail Merchandiser - May/June 2012 - (Page 45)

Retail BARROW FINE FURNITURE Always On the Way Up Understanding the characteristics of each market it serves and focusing on name brands in its product offerings are just some of the reasons why Barrow Fine Furniture is going strong. W ith four stores in southern Alabama and one in northwest Florida, Barrow Fine Furniture has come a long way from the small company founded by Teddy Barrow in a little Alabama town called Red Level. Created in the 1940s and sold to the late Tommy Northrop and Will Hall in the 1970s, the company has gradually expanded to other locations but remains a family business today. “People come to us because of selection and service, and we care about getting to know the markets we serve,” Director Tom Goodspeed says. For the past 60 years, Barrow Fine Furniture has worked hard to be the leading furniture store in northern Florida and southern Alabama. It offers a wide selection of furniture and its service-oriented sales staff helps differentiate it from competitors. Keeping up with Change Barrow Fine Furniture understands that the market changes constantly, but it keeps up with those changes by first determining where it wants to be in terms of its customer demographic. As a result, Barrow Fine Furniture tailors its marketing messages toward educated women aged 30-50 who have a household income of $75,000 or more. “That is not to say that we don’t sell to people outside of that range, but it is difficult to be all things for all people,” Goodspeed says. “That is where we aim our message and the kind of programs we get into. We look for products that appeal to that base. In the past, it was large, over-scaled and highly carved furniture. But that has changed, and people are looking for sleek, contemporary and functional products.” Goodspeed says a lot of the concern about functionality stems from the changing economy and housing market. Since many people have downsized their homes, they are looking for items like beds with storage, motion furniture with power and youth furniture that kids can grow with. Barrow Fine Furniture has Tom Goodspeed Andalusia, Ala. May/June 2012 retail merchandiser 45

Table of Contents for the Digital Edition of Retail Merchandiser - May/June 2012

Retail Merchandiser - May/June 2012
‘Push’ vs. ‘Pull’
Narrow Your Band
Celebrating in Style
Give a Little Something Extra
Charm City Cakes
LazyTown Entertainment
Binny’s Beverage Depot
Vallarta Supermarkets Inc.
Cintron Beverage Group
Total Wine and More
Golfsmith International Inc.
Barrow Fine Furniture
Hedahls Auto Plus
Kopp Drug Inc.
Grafton-Fraser Inc.
Intelligent Office Canada
A1 Counting Solutions
New & Notable
Focus on Licensing - May/June 2012
2012 Preview
Franchising Facts
Hello Kitty Charm
Playing It Up
Saban Brands Powers Up
Mars Retail Group
SEGA of America Inc.
Major League Baseball Players Association
Universal Partnerships & Licensing
Remington Arms Co.
Cartoon Network Enterprises
Hybrid Apparel
Agile Network
New & Notable

Retail Merchandiser - May/June 2012