MMQBpdf.mmqb.com/tcmmqbnew/pdfFlexPaper/1248-mmqb...portfolio.” p22 Dealing with an Aging Industry - Part 2 Imagine this is an employment advertise-ment: Wanted. Young, hard working

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MMQB Industry Index YTD gain or loss: -1.34% (2013 finished with a year-over-year gain of +30.54%)

MMQB Online Poll How would you rate the industry’s innovation level at this point in time?

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Playbook: Silence - The new workplace begs for (quiet) innovationWhile we’ve spent the last few years tearing down the walls (of the cubicles) in order to make our workspaces more collaborative, one side effect of that change has been the huge increase in distractions, both visually and noise related. p8

Staples and Steelcase Announce PartnershipSteelcase first tried this kind of arrange-ment in 1993 with Office Depot. p10

Nurture Changes Name“We are putting in millions of dollars into our commitment into our new product portfolio.” p22

Dealing with an Aging Industry - Part 2Imagine this is an employment advertise-ment: Wanted. Young, hard working indi-viduals looking to make an difference in the world by helping people feel better and work better. Benefits include working with world renowned architects and designers, creating beautiful spaces and working with products that are environmentally friendly, functional, beautiful. p34

NeoCon 2014 Preview - ConfiguraWith CET Designer 5.0, Configura takes the Catalogue concept one step further with Catalog Creator. p37

Industry BriefingCF Stinson and Momentum Textiles Join Haworth+ Alliance Program / Haworth dealer Omnifics changes owners p41

Nucraft’s KaiThe company’s continuing legacy of creating some of the finest conference room and executive office furniture in the world can be seen in Kai, one of two new products Ruiter created for Nucraft that will be launched at NeoCon. p26

5100

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5200

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Apr 21, 2014 May 5, 2014 May 19, 2014

Not innovative

Fair

Good

Excellent 1.90%

23.20%

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PLAYBOOKNeoCon’s Focus

Good (linked) Reads

Silence: The new workplace begs for (quiet) innovation

While we’ve spent the last few years tearing down the walls (of the cubicles) in order to make our workspaces more collaborative, one side effect of that change has been the huge increase in distractions, both visually and noise related. Many companies are pushing the idea of private spaces, whether they be conference rooms or just heads-down rooms for people who occasionally need to actually con-centrate on what they are doing, which could be something as simple as a phone call, without distraction.Dutch designer Ruud Van De Wier’s Firstcall chair is a one-person-at-a-time

hideout, designed specifically for making a personal phone call. The chair is the furniture equivalent of a Do Not Disturb sign, only shaped like a giant, cartoon phone and clad in a special sound-absorbing upholstery for privacy, according the the website fastcodesign.com.Van De Wier, who also designs interiors for offices, says more and more

workspaces have an open floor design. “The most common problem is noise from talking colleagues,” he tells Co.Design. “So I have made an escape in the most recognizable shape, so no explanation is needed for how to use the chair.”It’s the kind of tongue-in-cheek literalism that would look right at home in any

one of Google’s silly offices, but it’s also part of a burgeoning trend in office furni-ture: the chair-room. Mike & Maaike created a soundproof seat with peek-a-boo openings to ward off claustrophobia; UNstudio created a helix-shaped set of desks that give workers walled privacy while still using floor space economically.As for Van De Wier’s version? We haven’t seen it for sale yet in the US, but we’ll

be searching for it during NeoCon. It comes in 32 colors and is on sale now.http://www.fastcodesign.com/3030010/wanted/a-phone-shaped-chair-for-what-else-making-phone-calls?partner=rss

What Happens When You Let Employees Vote On An Open Office?

You might hate your open office--or love it. But does enough of your office agree with you? To cubicle or not to cubicle? That is the hotly-debated question in offices around the world. Employees can weigh in with their opinions all they want, but they usually don’t get much of a say in the matter.

Bikini Island by Werner Aisslinger For Moroso

From Werner Aisslinger comes Bikini Island, designed for Moroso, which is a modular furniture sys-tem that lets you mix and match the elements to create your own custom piece. The idea is to design your own unique island, perhaps in the middle of your living room. With components like stools, tables, coat racks, containers, shelves, screens, work surfaces, and seats, Bikini Island has you covered.

Herman Miller + Industrial Facility’s Formwork Stackable System: The brilliant Industrial Facility part-ners with the furniture magnate for a modular set of desk accessories

Renowned Industrial Facility designers Sam Hecht and Kim Colin created the range of organizers from durable, ABS plastic with a non-slip Silicone base, allowing each form to fall into place with other matching pieces (among them cups, trays and boxes). The complete collection is now avail-able thanks to production partner Herman Miller, and the nuances built within the simple design make it an attractive organizational option.

10 The Monday Morning Quarterback | SUBSCRIBE | May 19, 2014

Staples and Steelcase Announce Partnership

f Steelcase first tried this kind of ar-rangement in 1993 with Office Depot.

Staples, Inc. and Steelcase Inc. Thursday announced a partnership to make more happen for Staples small business customers by offer-ing “high-performance workplace furnishings” from Steelcase on Staples.com and in select Staples stores in the United States. Starting in the second half of 2014, Staples will offer an array of Steelcase seat-ing and table solutions.

For Steelcase this type of partner-ship is nothing new. Back in De-cember of 1993, before the Interent,

Steelcase placed their Turnstone brand at Office Depot. The idea of selling Turnstone and Steelcase products at a superstore was the idea of James Hackett, the recently retired CEO of the company.

“Reaching small business custom-ers involves a variety of marketing avenues.” Hackett believed in 1993 that Office Depot would give them much needed brand awareness. Many Steelcase dealers at the time however were miffed by the ap-parent slight of not getting to sell Turnstone products themselves. The thought of Steelcase branded

products on sale “down the street” met with much resistance and remained a sore point with many dealers over the past two decades.

At the time, Mark Begelman, the then president of Office Depot, said that he was “proud to be the only mass merchant discount chain in the country to offer this top qual-ity office furniture from Steelcase’s Turnstone division.” Begelman at the time hoped to roll out Turnstone office furniture throughout the chain. It never happened.

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fice Depot and Turnstone, were to provide customers with information ranging from product description to office-planning and workplace issues. While the material did finally arrive, Office Depot was never able to fully exploit the possibilities of the concept.

The original marketing alliance called for Office Depot to carry select Turnstone products in its 12 Atlanta-area outlets, beginning in January 1994. The experiment lasted one year.

Now flash forward nearly 21 years. “Through our new partnership, we’re giving small business custom-ers access to the expertise, crafts-manship, design and innovation of Steelcase,” said Mike Edwards, executive vice president of mer-chandising, Staples. “We are thrilled to partner with Steelcase and help bring our small business customers solutions that can make more hap-pen for both their employees and their business.”

Staples customers will be able to design their workspace with Steelcase seating solutions includ-ing Leap, Think, cobi, QiVi, Amia and Buoy chairs and more. Leap, Think, cobi, QiVi, and Amia are all best sellers for Steelcase.

“At Steelcase, we know that the places where people work mat-ter. Small businesses realize by engaging talent they can build a strong brand and culture -- and the workplace can play a significant role in that,” said Allan Smith, vice president, global marketing for Steelcase. “This partnership with Staples will give small businesses increased access to award-winning, high performance, seating portfolio through Steelcase. Our desire is to help people everywhere have great experiences at work.”

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Nurture Changes Name

f The Nurture brand was created in 2006 and has served Steelcase well.

Every time a writer put pen to paper about Nurture (myself included), he had to add this explanation: Steel-case’s healthcare furniture brand.

Nurture is a fine name for a healthcare furniture brand, but it was a bit nebulous. What is this Nurture and how do we specify it? The Nurture name

was inconsistent with the Steelcase brand.

Not any longer. Nurture has been rebranded as Steelcase Health. And its educational furniture branch, Steelcase Education Solutions, is now simply Steelcase Education. The Nurture brand was created in 2006 and has served Steelcase well, according to Bob Crain, vice president of strategic markets at Steelcase.

The simplified name actually reflects the changing market, he said. “The healthcare market has changed and evolved. Our empha-sis is now on health and not just healthcare and we want to be able to provide options that go beyond the healthcare settings. The Steelcase Health brand can go anywhere healthcare can be improved. And it does align more closely with the Steelcase brand. It reflects all the research done throughout Steelcase

and leverages that,” Crain said.This evolution represents a

confidence in the healthcare and education business and is part of Steelcase’s strategy for continued growth in both markets. By further aligning the brands, according to the company, Steelcase can leverage the consistency, global scale and appeal of the Steelcase brand across all of the industries it serves.

“Both the healthcare and educa-tion industry are in a time of great change,” Crain said. “The delivery models in healthcare are changing from volume-based to value-based while at the same time in educa-tion they are shifting from passive learning to active learning. There is a lot of investment in infrastructure in both sectors, and Steelcase is in a unique position to help leading organizations understand how the

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Bob Crain

16 The Monday Morning Quarterback | SUBSCRIBE | May 19, 2014

places where people come together -- for work, for learning and for health -- can improve the experi-ences, wellbeing and outcomes of everyone involved.”

Steelcase Health will continue to advance the core belief in the “pow-er of place” with its mission to de-liver “greater connection, empathy and wellbeing for everyone involved in the experience of health.” As the

Nurture brand developed execu-tives also realized the importance in helping healthcare organizations address high-priority issues includ-ing total cost management, revenue generation, health outcomes and patient satisfaction.

Though the focus of Steelcase Health has expanded a bit, cus-tomers will notice little difference between the new brand and old.

If anything, Steelcase Health is a change of thinking and focus for the brand.

“If you look at some of the changes that have occurred in the industry, there is a new paradigm,” he said. “There was this shift from illness, to wellness and now to well-being. Wellbeing means health, not just fixing what broken, but pre-venting illness.

“A lot of processes have changed in healthcare. It used to be about volume based reimbursement. Doc-tors were reimbursed for proce-dures. Now healthcare providers are compensated for positive results. It has also shifted from passive roles as healthcare participants to more active roles. Patients are ask-ing more questions and they are a lot better apprised of information. It has changed from silos to more

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open interactions and there is much more collaboration. Electronic records and mobile technology are pushing that forward. Collaboration is happening just like in the educa-tion and corporate worlds to get to better outcomes.”

Steelcase spent a lot to build the Nurture brand and Crain said it was a “great investment;” that the company plans to build on the foundation of Nurture and that the company was “not leaving that in-vestment behind.” Steelcase Health will get the word out about the brand change with advertisements, an updated website and a new ap-plications and insights guide with 140 pages of inspiration for those building out healthcare facilities.

Steelcase Health and Steelcase Education will share space on the third floor of the Merchandise Mart near the main Steelcase show-room during NeoCon. Nurture also worked with a lot of healthcare related organizations and associa-tions, which will continue under the Steelcase Health brand.

Nurture also is rich in research that will continue under Steelcase Health. The company has conduct-ed 15,000 hours of research while working on 18 different healthcare studies. That research continues to help guide the Steelcase Health brand and provide a long-term product road map for the company.

“One of the things we understand is the whole experience: people, technology and place,” Cain said. “We look at solutions that are not only furniture, but things that will enhance the overall health of someone. We refer to that as con-

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nected care. It is the total healthcare experience.”

The name changes will not reflect organizational changes to the core businesses.

Steelcase Education, formerly Steelcase Education Solutions, will continue to build on its research to provide insights and solutions for the new classroom; “a learning eco-system, that carefully considers and intentionally designs for the inter-section of pedagogy, technology and space.”

Dekko rises again

f “We are putting in millions of dol-lars into our commitment into our new product portfolio.”

Group Dekko spent many years — decades really — as one of the premiere suppliers to the office furniture industry when it comes to electrical components. But the company stumbled a bit on its own success.

It relied on its prowess in provid-ing power to cubicle makers and watched as the industry changed to open plan, lower (or no panels) and desking, but did little to change with the times. The company talked about change, improvement, inno-vation. Not much came out of the talk.

Yet the company remains an industry stalwart, one of the best know suppliers to the industry and a competent component manufac-turer. And it has a new leadership team that promises to do more than talk about change, improvement and innovation. They insist it is hap-pening and will be on display when NeoCon rolls around (or to anyone who wishes to visit its headquarters in Garrett, Ind., just north of Ft. Wayne).

“What is the difference (at Group

Dekko between now and then)?” asked Chief Executive Officer John May, who will soon celebrate his

first anniversary with the company. “The answer is the amount of commitment and in-vestment in new prod-ucts. We are putting in millions of dollars into

our commitment into our new prod-uct portfolio. We are also engaging a number of industrial design firms to help us with products.”

Additionally, the company is undertaking a survey of all facets of the market, including international trends. Group Dekko is putting significant investment in tooling, design and most importantly — lis-tening to its customers.

“This investment is a response to the marketplace,” May said. “In the past, we really lived off our cubicle legacy products. Now we are re-sponding to open architecture and living in this new environment. We have a renewed sense of commit-ment to lean.”

May is fairly new in his role, but has had a career in the industry. NeoCon will mark his first year on the job. But he has served as CEO of a number of mid-sized industries that skirt and intersect the office furniture industry. He has worked in plastics, refrigeration and trans-portation. He was attracted to the job because of Group Dekko’s posi-tion in electrical and the markets it serves.

He is surrounding himself with experience as well. Brian Bascom, a long-time office industry consul-tant, now serves as general manager of Group Dekko’s office furniture business. He has already made an impact by conducting much of the “voice of the customer” work the company has completed. He is also extremely well connected in the

May

May 19, 2014 | SUBSCRIBE | The Monday Morning Quarterback 23

industry and has international expe-rience and a keen understanding of product development cycles.

Bonnie Joustra, a former Steel-caser, is managing marketing for Group Dekko and will work from her Grand Rapids home to be closer to its largest office furniture cus-tomers. While the company’s plants have already implemented some lean manufacturing techniques, Group Dekko is also bringing in experts to help further that journey as well.

Group Dekko remains the jack-of-all-trades for office furniture and other industries including medical, appliance and home products. It makes everything from complicated office lighting to precise plastic parts for appliances and transporta-tion. It has been around since the 1950s and has always had a strong legacy of innovation.

Established in 1952, Group Dekko began as Lyall Electric with five employees producing ready-made wiring assemblies, or “harnesses,” for manufacturers of commer-

cial refrigerators. The vision that launched Lyall Electric was shared by Chester (Chet) E. Dekko and Lyall D. Morrill. They believed that manufacturers of commercial refrig-

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24 The Monday Morning Quarterback | SUBSCRIBE | May 19, 2014

erators could benefit from ready-made wiring assemblies, eliminating the labor-intensive practice of hand-wiring cabinets.

Lyall Electric experienced ex-traordinary growth as it vertically integrated and expanded its custom-er and market base. After acquiring Pent Inc. in 1962, and salvaging the Pent name, Group Dekko realized this new venture would become the cornerstone of continued company progress and inspired advanced product development concepts al-lowing the company to enter new markets.

Steelcase recently named Group Dekko its top supplier.

Group Dekko expanded its core competencies to include: engineer-ing design, testing and certification, electrical advancements, heating so-lutions, wire winding technologies, metal fabrications, powder coating, injection molding, profile extrusion, and more recently industry leading power and electrical systems, fluid controls and LED lighting solutions.

What began as a hand-operated toggle clamp for rubber molding, developed on Chet Dekko’s dining room table, later grew into an orga-

nization with more than 50 facilities in five states and four countries. In 1988 Chet Dekko purchased the remaining Morrill Family interest and became the group’s sole owner, changing the name of Lyall Electric to Group Dekko International Inc. When Dekko died in 1992, his legacy continued under family influenced leadership until the sale of the com-pany in 2006.

In 2006, Group Dekko underwent a structure transformation, as nine independent organizations were unified under one banner, with a focus on new product development while continuing Group Dekko’s history of customer service. Today, Group Dekko remains privately held. Group Dekko employs 1,500 across 11 facilities in three states and Mexico.

Through all the changes, May said the focus is on renewing that reputation for innovation. Of all the markets Group Dekko serves, office furniture is the largest. The com-pany is committed to listening to its customers. In fact, that’s how May spent his first 90 days as CEO — by visiting and listening to the custom-ers it serves.

That’s already paying off. Steelcase recently named Group Dekko its top supplier. “We have a real renewed focus on meeting our customer’s expectations,” May said. “This is not just about innova-tion, but understanding the market trends as well — where trends with end customers are going and how to respond to that.”

The new products Group Dekko is going to show at NeoCon are the first step, May said. The company is working on new ideas that promise “a big leap forward.” Q

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MMQBTHE BUSINESS OF FURNITURE 5.5.2014

MMQBTHE BUSINESS OF FURNITURE 4.28.2014

TEXTILES:

Camira journeys back to the

American Market in hopes of

making major inroads

Nucraft’s KaiThe company’s continuing legacy of creating some of the finest

conference room and executive office furniture in the world can be seen in Kai, one of two new products Ruiter created for

Nucraft that will be launched at NeoCon.

By ROB KIRKBRIDE

28 The Monday Morning Quarterback | SUBSCRIBE | May 19, 2014

Ruiter is known for pushing the limits (and his clients) with his design ideas as well. But when he walked into Nucraft’s offices holding a razor thin piece of aluminum topped with a beautiful, thin wood veneer, it definitely got the attention of the company.

Ruiter had the vision for a confer-ence room table. Using a thin slab of aluminum and adhering a wood ve-neer to the top, he created a large table where the wood seems to float in the room. It is a stunning effect for such a large piece of furniture.

“Joey knows our brand well,” said Bob Surman, product development manager in the conference furniture

category at the Comstock Park, Mich. company. “He has a knack of taking our words and turning them into a unique design. His products are beyond visually inter-

esting. They are not only visually interesting, they are functionally interesting as well.”

The company’s continuing legacy of creating some of the finest conference room and executive office furniture in the world can be seen in Kai, one of two new prod-ucts Ruiter created for Nucraft that will be launched at NeoCon.

Kai has a decidedly Hawaiian name, a nod to Ruiter’s inspiration of a surfboard for an aluminum conference table. A surfboard, he said, has a smooth, round under-side that helps it flow through the water. It also has an edge that helps surfers carve through the wave. Kai has a similar shape

Kai has a very thin aluminum edge that is highly pol-ished and the even-thinner single piece of veneer sits on top. Since the edge is so thin, it appears as if the wood is floating. Under, the table gets slightly thicker in the middle, like a surfboard. The effect is visually stunning,

Nucraft Furniture has tapped designer Joey Ruiter for nearly a dozen products over the years, so it is not unusual for Ruiter to stroll into the company’s headquarters with the idea for a new

product tucked under his arm. It helps too that he lives a short scoot-er ride away from Nucraft’s headquarters.

Ruiter

May 19, 2014 | SUBSCRIBE | The Monday Morning Quarterback 29

Tesano

32 The Monday Morning Quarterback | SUBSCRIBE | May 19, 2014

but it is not easy to create, said Mike McLean, engineer-ing supervisor for new product development.

“What sets Nucraft apart is that it thrives on the un-knowns. (With Kai) we went for the grand slam and then dialed it back a bit,” he said.

Although Nucraft is known for its expertise in wood, McLean and Ruiter found that aluminum is a great material for a conference room table. Most conference room tables can only stretch 12 feet between supporting sets of legs. Kai can go 18 feet or more without center support because of an ingenious support Ruiter came up with that was inspired by the suspension of Baja racing vehicles.

Effectively, Kai uses camber rails and heim joints to give the table its strength. The underside also houses the power. The table uses simple perimeter power plugs that can go anywhere along the bottom. They can also be removed completely, which helps “future proof” it. If there is no need for plug-in power in the future, why have it clutter the underside of the table, Ruiter reasons. The Kai line also comes with a simple coordinating cre-denza. It comes with almost limitless veneer options and also can be made with a painted glass top. The paint comes from the automotive industry that gives it a glit-tering shine rarely found in the office furniture industry.

It makes for a beautiful set of products. And why not? Ruiter said it is part of his new, unofficial philosophy to make products that are desirable beyond the office. “If you don’t want to take it home with you, don’t make it,” he said.

The second product, Tesano, is dramatically different than Kai, but still solves for an important need in an of-fice: the ability to have standing height spots to meet and

work. Ruiter began working on Tesano by “exploring the possibilities” found in wood. He wanted a seamless feel as if Tesano was created from a single plank of wood.

The effect is achieved by some fancy veneer work. Book, slip, flip, match might not mean anything to some-one who does not understand woodwork and using ve-neer, but it is the process that Ruiter and McLean used to create the “one plank” of wood feel. It creates the visual illusion that the veneer seemingly never ends. It is hard to tell where the piece of veneer begins and ends.

A metal “ribbon” runs through the standing height ta-ble collection that allows the veneer to be flipped, giving it the look of a single piece. Like the Kai conference table, Tesano has power that runs under the table that can be moved along the center spine. The table can be specified in lengths from 4 feet to 20 feet. It can also be configured with a flat panel mount on the end. It too comes with op-tions for painted portions, veneer or with a glass insert.

Kai and Tesano both represent the direction Nucraft is taking. Though the company still makes some of the most beautiful traditional conference tables in the in-dustry, everything it does is predicated on innovation and the ability to support technology.

“The fun part of working with Joey is that he will come in here with this thin piece of metal covered with veneer and we don’t quite know how we are going to make it, but we know we have to,” said Matt Schad, director of marketing and business development. “He pushes the envelope in a way that inspires customers and still com-pliments our existing products.”

Ruiter’s relationship with Nucraft has “challenged the organization,” said Nucraft President Bob Bockheim. Q

Ruiter’s original sketch for Kai

May 19, 2014 | SUBSCRIBE | The Monday Morning Quarterback 33

34 The Monday Morning Quarterback | SUBSCRIBE | May 19, 2014

Dealing with an Aging Industry

part 2By ROB KIRKBRIDE

Imagine this is an employment advertisement: Wanted. Young, hard working individuals looking to make an difference in the world by helping people feel better

and work better. Benefits include working with world renowned architects and designers, creating

beautiful spaces and working with products that are environmentally friendly, functional, beautiful.

Mark Beckman

Gaby Scarritt

Laura Guinn

Josh Rosen

nicole page

May 19, 2014 | SUBSCRIBE | The Monday Morning Quarterback 35

Who wouldn’t want to work there? And yet when the office furniture starts thinking old and tired and jad-ed, it can be hard to see the benefits that surround the industry. Fortu-nately, a growing number of young people can see what some of us can’t: They see the office furniture indus-try as a place where they can make a difference, be challenged and ad-vance their careers.

“Some of my friends can’t imag-ine why I went into the office fur-niture industry,” said Gaby Scarritt, a 26-year-old Steelcase employee. “What’s not to like? I have such re-spect for the craft that goes into product development. I can see how the space we create impacts people. What is fascinating to me is how space can impact culture. It can to-tally transform the way an organiza-tion operates. We get to see firsthand the fascinating side of the workplace that many people never consider.”

Unless you are born into a furni-ture family, few aspire to work in the office furniture industry. Most fall into the industry by chance. And most find that when they arrive, they find a very compelling industry in which to work. Scarritt is a good ex-ample. She is currently working at Steelcase in France on special proj-ects covering for a few people on ma-ternity leave.

She called her journey to the of-fice furniture industry “a long and winding road.” She attended college at Brown University where she stud-ied Portuguese and creative writing. Scarritt was interested in books and publishing. She attended a summer seminar at Columbia University and fell in love with writing and de-sign. She went on to Rhode Island School of Design where she studied graphic design and first came across

Steelcase when she was at Wake For-est working on a master’s degree in business.

“Since Steelcase gives out a schol-arship at Wake Forest, they have an opportunity to speak to students,” Scarritt said. “I don’t have family in the furniture industry so that was really my first exposure. What re-ally appealed to me is that Steelcase is creating products that are beauti-ful and functional and impact people lives. I couldn’t work for a company whose product I didn’t believe in and Steelcase is known for its integrity.”

She had never been to Michigan before she interviewed at the com-pany two years ago in February. But she hasn’t looked back since. She has worked in seating and has helped with marketing the Gesture and Sync chairs.

To be sure, being young and new in the office furniture industry can be a lonely place. On the surface, the industry is dominated by lifers with 20 or 30 years experience. But Scar-ritt found a core of young people at Steelcase who want to make a dif-ference. She started the Steelcase Young Professionals group for like-minded people new to the industry. They meet regularly for happy hour, sporting events and professional de-velopment like speaker who talk to them about the importance of put-ting away money now for retirement.

The office furniture industry is also a place where young people can be paid well and advance in their ca-reers if they are willing to work hard. That’s what Allsteel’s Laura Guinn found when she joined the company two years ago. Guinn, 29, is man-ager of Allsteel’s Washington, D.C. Resource Center and she thought she would find a job as an interior designer at a design firm when she moved to the capital.

Like many in her generation,

Guinn said she hopped around from opportunity to opportunity after graduating with her undergraduate degree from Baylor University and master’s in interior design from the Savannah College of Art and Design. “I moved to D.C. and was offered a job at a design firm and one from Allsteel. Allsteel offered me a lot more money,” she said. “I think once young people figure out that they can make more money in this indus-try, they will infiltrate it.”

While money might have drawn her to the job, the gratification she gets from the industry keeps her here. Young people have unique op-portunities to grow in the office fur-niture industry that they might not find as readily elsewhere. It is an in-dustry looking for new ideas and one that is willing to listen to what young professionals have to say, Guinn said.

“It is easy to find my generation in this industry,” she said. “We are very motivated. It is easy to find like-minded people. It is very apparent who the young people are in the or-ganization. We are excited about be-ing here; we genuinely want to be in this industry and contribute. There are a lot of areas to grow and devel-op.”

When interviewing young pro-fessionals for this story, a common thread ran through everyone’s story: All of these talented young people want to contribute, develop their ca-reers and make a difference.

Design is a natural entry point for young talent in the industry, but it is not the only one. Josh Rosen, an architecture and design sales rep at Knoll, has a background in envi-ronmental biology. The 25-year-old graduated from Colgate Univer-sity in 2011 and found the industry through Knoll’s history of protect-ing the environment. He found his way into Knoll’s sales organization

36 The Monday Morning Quarterback | SUBSCRIBE | May 19, 2014

— a difficult role for a young person with few connections in an industry where sales contacts are like gold.

But instead of finding a compa-ny and industry that ignored him, Rosen found experienced people who wanted to help him succeed. He joined several “young patrons” groups in architecture and design that provided the mentors he need-ed to get a solid start in the industry. And he found an industry hungry for insights into how his generation thinks and works. “There are young-er people joining our industry,” he said. “What I find interesting is that young people are the future worker. By 2020, 50 percent of office work-ers are going to be Gen Y.”

Rosen also found a generation gap in the industry. He said there seems to be many talented, experi-enced people in office furniture and a growing number of young people, but few in-between.

His colleague, Nicole Page, a 20-something who works for Knoll at its East Greenville, Pa. headquar-ters, concurred with Rosen’s take on the generation gap. “Three years ago when I started, there was a sig-nificant generation gap between myself and my and coworkers,” she said. “The past few years that has changed a lot. Knoll is actively seek-ing younger talent and it is great to see new faces. We are getting the knowledge and experience of people who have been around 25 years and the energy of young people.”

Page found the office furniture industry through an internship with Lehigh University, where she attended school for architecture. Her internship was with the facil-ity planner at the university. During that time, a new building on campus needed new furniture. She jumped right on on the project, getting a good view of what it is like to be the

client. She traveled for a year after graduation and returned with the idea that she will try to get a job at Knoll since she knew about the com-pany through her internship.

She applied for one job and was convinced to take another with the company after a “long interview pro-cess.” She worked in custom prod-ucts and now works in marketing and works as a product manager.

“I love how passionate people are about furniture,” she said. “I didn’t understand that at first. I am a re-cent college graduate, so I still have friends in college. They have no idea that anyone is actively working on the work environment.”

Indeed, many young people new in the industry say they have to ex-plain to friends just what they do, says Mark Beckman a 27-year-old research engineer at Herman Miller. Many of his peers outside the in-dustry have a negative connotation about office furniture and think of it as Dilbert-like cubicles.

“Office furniture is such a dreary, hated thing from the Dilbert stand-

point,” he said. “That’s what the per-ception is. When I take my friends and family on tours of the Design Yard where I work, then they really get it and understand how place af-fects how you work.”

Beckman started with Herman Miller as an intern while he was at Calvin College in Grand Rapids. While many of his friends in col-lege were bragging about engineer-ing internships at places like Boeing, Beckman was singing the praises of Herman Miller and the office fur-niture industry. He said he is natu-rally curious and Herman Miller has helped him explore many areas of the company. He has had several jobs within the company and now focuses on engineering in research and development.

“My friends would get back from Boeing and talk about how all the worked on was something like a single bolt. I was working on full fur-niture lines,” he said. “They would all say, ‘Haven’t chairs already been invented?’ When you get into the industry and you understand it is all about what you do next. It is not just churning out the same thing over and over. It is about constantly working on the future and trends. It does take some explanation to some-one on the outside.”

The industry may indeed be gray-ing, but it is also filled with a new crop of talented young people who are determined to make a difference. It is in good hands. Q

Editor’s note: In the next install-ment of our series MMQB will look at how dealers are trying to attract young, talented workers and transi-tion to the next generation of leaders.

The industry may indeed be graying, but it is also filled with a new crop of talented young people who are determined to make a difference. It is in good hands.

May 19, 2014 | SUBSCRIBE | The Monday Morning Quarterback 37

NeoCon 2014 Preview

ConfiguraBy ROB KIRKBRIDE

With CET Designer 5.0, Configura takes the Catalogue concept one step further with Catalog Creator.

Office furniture lasts for years — sometimes decades. But the software that runs the space planning behind the indus-try is in constant flux. It is getting more sophisticated, faster and easier to use. Case in point: Configura’s CET Designer 5.0, which launches today and will be fully rolled out by the time designers see it at NeoCon.

Configura’s platform continues to evolve and the company is reaching a critical mass, of sorts. The more people chose CET Designer for space planning, the more content they want. Configura understands the issue. For example, sometimes a designer at a Steelcase dealer wants to plan space using other furniture in addition to Steelcase.

It might include a chair from a small company — a prod-uct Steelcase might not carry. But for that product to be “con-figured” into CET Designer, the information; the product

38 The Monday Morning Quarterback | SUBSCRIBE | May 19, 2014

blueprint, has to be in the system. So with CET Designer 5.0, Configura is making it easier for companies not currently “on board” with the company and its space planning software, to dip a toe into the Configura pool by adding products to the Configura Catalogue.

Think of Catalogue as a simplified version of what the com-pany offers in its full CET Designer. Catalogues is for “soli-tary” products like chairs and tables, not the complex systems products with vast connections and combinations that work so well in CET Designer. Catalogue was added last fall, but it was limited: Companies had to rely on Configura to do the

work to add their products.With CET Designer 5.0, Configura takes the Catalogue con-

cept one step further with Catalog Creator. It gives the power to create Catalogues in Configura to the furniture manufac-turers, who can upload as much or as little as they would like. Still, the products in Catalogues are not “smart,” meaning the parametric data is not built in, as it is in the full CET Designer. Consider Catalogues a starting point for the world of CET De-signer.

“Catalogues is a fast way of getting products into CET De-signer,” said Niclas Tilly, CET Solution Manager. “It is a great

May 19, 2014 | SUBSCRIBE | The Monday Morning Quarterback 39

way to use single products, but those products will not have connection rules.”

By connection rules, Tilly means the behind the scenes work CET Designer does for products such as systems that make sure all the connections are correct, can match and can be specified properly. Still, Catalogues is a powerful tool and it is now in the hands of the companies that create the furniture. While it might not include all the connection rules, it still has the power to include pricing, finishes and material informa-tion — all important information for the designer using the Configura product at the dealership level.

“Many of our customers work with complex, parametric products,” according to the company. “Usually, these com-panies also have relatively large product offerings that don’t require parametric graphical configuration. In this case, our Catalogues solution is a perfect complement. From our users’ perspective, we fulfill their need to complement their quota-tions and drawings with simple products from a large number of manufacturers.”

Catalogues allows manufacturers to simply and cost-effec-tively store products online as drawing components. Simul-taneously, CET Designer users get increased access to addi-

40 The Monday Morning Quarterback | SUBSCRIBE | May 19, 2014

tional products and product lines. One fundamental aspect of the development of Catalogues has been to let Configura customers create and maintain their own Catalogues by them-selves, without any need for programming knowledge through Catalogue Creator.

Catalogue Creator structures, processes and packages prod-uct data. It also includes tools to improve the quality of 3D models and their textures. All data is packaged into a prod-uct Catalogue and is published on Configura’s online Market-place. This way, the Catalogue can be made accessible to all CET Designer users or, if the manufacturer prefers, only to a limited group.

With this access, a CET Designer user can, with the help of an Extension called the Catalogue Browser, search for a spe-cific product in a specific Catalogue. The user only needs to download the product needed for the moment. Downloaded objects are saved locally on the computer and available the next time they are used. With this streaming method, all data usage is kept down to a minimum.

“Designers want one tool and we are becoming the go-to (provider of space planning software),” said Tracy Lanning, support and training manager. “Manufacturers always have that control in Catalogues over who is going to have access.”

Adding products on Catalogue Creator is easy. Manufactur-ers simply provide Configura with the OFDAxml or SIF data, import it into CET Designer where it is stored in an online database and allow Configura users to access products in CET Designer.

It also costs less. The cost to have Configura do the work was $10,000. The cost for manufacturers to do it on their own is $3,000. Either way, it is an investment, but Lanning said it is well worth it when manufacturers consider that designers

specify what is easy to specify and available to them. If the products are not part of the Catalogues database, they are not being added to CET Designer specification plans.

Once the information is imported, it can be sorted in a va-riety of ways. Manufacturers can make different prices lists for different regions; create lead time programs; set different product catalogs within the database; allow certain dealers to see certain products; and create pricing expiration dates.

Adding items is easy and there are validation steps that make sure the information going out to CET Designer users is good. It is also easy for users to interact with. Users don’t have to download everything — just the products they are looking for.

CET Designer 5.0 launches today and features a lot more updates than the Catalogue Creator, though that is a major im-provement. Lanning said 5.0 will feature a 64 bit version as an option, along with the traditional 32 bit version, which allows users to add a lot more data for large projects and improves performance.

CET Designer 5.0 also has a 3D PDF extension, which al-lows users to send an e-mail with an active 3D view to custom-ers. Instead of a static rendering, the customer can grab the workstation, for example, and move it around. “It’s all about creating better ways to visualize space,” Lanning said.

The new version also includes a Revit link. Previously, CET Designer users had to link computers — create a sync. The new CET Designer makes it easier for users to communicate.

“All of the additions were based on user feedback,” Lanning said. “We’ve done things like improve the features on the tool bars. We’ve added pins to make it easier for designers to find products that they might specify all the time. It is all about im-proving efficiency and reducing the number of clicks.” Q

May 19, 2014 | SUBSCRIBE | The Monday Morning Quarterback 41

INDUSTRY BRIEFING

CHICAGO / JUN 9-11, 2014 NeoCon is North America’s largest design exposition and conference for commercial in-teriors. Merchandise Mart, Chi-cago, ILhttp://www.neocon.com

COLOGNE / OCT 21-25, 2014 ORGATEC is the only trade fair to present the whole world of work! In 2014 ORGATEC par-ticularly focuses on solutions for the growing demand for flexible forms of work and the optimal working environment. Koelnmesse, Cologne, Germa-ny.http://www.orgatec.com

TAMPA / OCT 29-31, 2014 EdSpaces is the ONLY interna-tional tradeshow and confer-ence bringing together all the professionals who plan, design, build, equip and manage all types of learning environments and educational campuses, with the manufacturers, service providers and dealers who of-fer the essential products and solutions for these areas.http://www.ed-spaces.com/

TORONTO / DEC 3-4, 2014 Canada’s National Design and Architecture Exposition and Conference, at the Metro Toronto Convention Centre, North Building.http://www.iidexcanada.com

30 seating patterns to its offering, including 16 healthcare patterns.

“The addition of CF Stinson and Momentum Textiles to our strong stable of existing alliance program partners provides our custom-ers with a well-rounded, robust pattern offering,” said Haworth spokesperson Adam Russo.

CF Stinson and Momentum join existing Haworth+ alliance program partners Maharam, Carnegie and Luna Textiles.

The current update is the third revision to the Haworth+ alli-ance program, which was estab-lished in 2005. Seating grades C through H are available through the program.  New swatch cards, and all other alliance samples, can be obtained from local fabric rep-resentatives of alliance partners.

Collaboration Fruitful for Cumberland and Designer Ini ArchibongA full collection of furniture now available is the result of a col-laboration between Cumberland

Furniture, a Michigan-based pro-ducer of modern classic furniture, and Ini Archibong, who had just graduated from the Art Center College of Design at the inception of the project.

This unusual collaboration came about through ICFF Studio, which offers a platform for young and emerging designers to showcase their work. Scott F. Gilmore, presi-dent of Cumberland Furniture, met Archibong at that event, where the table was displayed that was the initial expression of the design concept that became the Solitaire Collection.

“It would have been really easy,” Archibong says, “for Scott to con-tract only for the table, but he

EventsNoted:

opened the door to the entire col-lection. It’s the Cumberland cul-ture, but it was also Scott and his belief in me and my abilities.”

Archibong is currently an indus-trial designer for Eight Inc. in Sin-gapore, and continues to design furniture as well. He continues to explore his interest in the inter-sections of engineering, fine art, and architecture.

Virco Reorganizes BoardVirco Mfg. Corporation an-nounced that its Board of Direc-tors has unanimously determined to reconstitute itself into a smaller and nimbler structure. As a result, the Board will be reduced in size to 5 members, which is expected to save in excess of $250,000 per year. These savings are in line with the percentage savings achieved by the company in other areas over the past several years.

ROLFLEXSHELVING

www.in2-design.com

BRIEFINGCF Stinson and Momentum Textiles Join Haworth+ Alliance ProgramHaworth, Inc. Wednesday an-nounced the addition of CF Stin-son and Momentum Textiles to its

Haworth+ alliance program. The new partnerships will add nearly

Alexandria, VA-based Haworth dealer Omnifics announced that Nady Samnang and Paul Wilder are the new owners of the company. The 30-year old company, formerly owned by Ann Whitcomb and Gary Leety, is a full service contract furniture dealership. Samnang and Wilder’s experience in the contract furniture industry will help to keep the com-pany consistent in providing their customers with furniture solutions. Samnang and Wilder also have plans to certify Omnifics as a small dis-advantage business 8(a).

“I just love what we already have in place here at Omnifics. Our team is very experienced and fantastic. Our solutions are unique and effec-tive. Our approach to working with a client is very personal. I have been fortunate enough to become a part of this organization that stays ahead of the pack and continuously exceeds expectations,” said Nady Samnang.

Solitaire Sofa

42 The Monday Morning Quarterback | SUBSCRIBE | May 19, 2014

To implement the new re-con-figuration, six current directors have tendered their resignations. They were replaced by two new independent directors, Robert Lind and Donald Rudkin, who join existing new independent direc-tor, Michael DiGregorio.

Chairman of the Board and CEO Robert Virtue said: “We have worked diligently through the re-cent recession to make changes in our organization to maintain our position as the most trusted supplier of furniture and equip-ment for education, both in America and internationally. I want to personally thank our de-parting directors for their many years of service.”

ODDS & ENDSJOINED: Suzanne Tenore has joined Delve Interiors as Cli-

ent Consultant in Raleigh NC. Suzanne’s indus-try experience includes servic-ing the Triangle market both as a manufacturer’s

representative and in dealer sales. Prior to entering NC she worked on the dealer level in New York City. Suzanne brings with her ex-isting customer relationships as well as many connections in the A&D community.PROMOTED: Lisa Hull has been promoted to Vice President of Customer Experience at Custer in Grand Rapids. Lisa has been with Custer for over 20 years, serving in the positions of Interior Designer and most recently as Team Leader of Sales Support and Project Man-agement.JOINED: Brian Bascom has joined Group Dekko as General Manag-

er, Office Furni-ture Market. His primary respon-sibility will be to provide a com-bined structure for the product m a n a g e m e n t ,

design engineering, and sales functions. Bascom’s position will enhance Group Dekko’s focus on responding to market trends and

accelerate new product develop-ment. Brian’s previous experience includes, Director of New Busi-ness Development and Strategist, with Whittman-Hart, Inc., and The KB Group, as Vice President of Business Development and Proj-ect Management. Brian has also worked as a consultant to Office Furniture manufacturers includ-ing, Steelcase, Herman Miller, and Hon/Allsteel.JOINED: Roger Schlick has joined Teknion Corporation as

Vice President of Sales for its U.S. Division. Mr. Schlick has over 25 years of combined sell-ing and sales m a n a g e m e n t

experience, including the past 14 in the contract furniture industry. Prior to this, he spent 12 years of progressive growth and lead-ership positions at Procter and Gamble. “Roger has a strong track record of building, leading and mentoring high-performing sales teams, increasing market share and developing dealer distribu-tion, as well as creating a strong presence in the architecture and design community,” said Maxine Mann, President of Teknion’s U.S. operations. AWARDED: Neutral Posture, Inc., Bryan, TX, has been hon-ored with three NWBOC Eclipse Awards, according to Janet Harris-Lange, President, National Wom-en Business Owners Corporation (NWBOC), a national WBE certify-ing organization. The award pro-gram was created by NWBOC to recognize, reward and celebrate the exceptional achievements of certified women business owners, according to Harris-Lange.GIVE AWAY: SMARTdesks is giv-ing away a set of six iGroup Ele-ments, valued at $5,000, that can be set up as a pinwheel, hexagon or abstract table configuration—perfect for #ClassroomCollabora-tion! To enter, go to https://www.facebook.com/smartdesksPROGRAM: TriMega announced an all-new program developed for their TriMega members and supplier partners called “NSIGHTS”. This program, devel-

www.cgexsystems.comupholster

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smart

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Noted:

Indiana Furniture kicks off the trade show season with their 3rd ap-pearance at INDEX at the Dubai World Trade Center UAE, May 19-22, 2014.

“We are committed to the MENA market,” said Indiana Furniture Vice President, Sales and Marketing, Mike Blessinger. “We have par-ticipated in INDEX since 2012, we have secured local representation, and affiliated with several dealer partners, including our show partner, ALMAKTABA.”

oped in partnership with market research group The NPD Group, will provide TriMega partners with valuable market trend infor-mation and analysis to help them do business smarter. Through the NSIGHTS program, The NPD

Group will leverage their exten-sive market data and industry expertise to provide participants with information and insight for office supplies, technology and jan / san and more. Q

Tenore

Bascom

Schlick

May 19, 2014 | ADVERTISE | The Monday Morning Quarterback 43

To place a Marketplace Ad simply go to: http://www.mmqb.com and click on “Place a Job Ad” or “Place a Clas-sified Ad.” Questions? Call us at 888-259-0213. Ads close Friday 6:00 pm for Monday’s edition.SALES MANAGER Sales Manager with competitive fire and ability to move fast, be bold, and thrive in a dynamic, quickly-changing environment needed!!

We are looking for a motivating, engaging and ambitious sales manager to come join our Phoenix, AZ team! Our sales crew is [wonderful, funny, generous, etc.] dynamic and well-developed, and we need a decisive, strong leader with experience and success to continue pushing growth. Interior Solutions does furniture/storage/service/look at our website:www.interiorsolutions.net.

We’re looking for a manager with well-developed and time tested consultative sales strategies and tactics that deliver results; with a hands-on, inclusive manage-ment style that allows for and encourages team input and individual choice; and with ambitious ideas to present and carry-out among our company. Must have competi-tive fire and ability to move fast, be bold, and thrive in dynamic, quickly changing environment.

Successful track record for building, de-veloping, coaching and managing a higher performing sales team in a competitive and results driven environment a must!

Send resume to: [email protected] or contact Kristy at 801.349.3004 today!

EXCITING CAREER OPPORTUNITY! Join our winning Sales Team!

Allwest Commercial Furnishings has an exciting job opportunity in Edmonton for a Sales Consultant.

Reporting to the VP Sales, this position is responsible for driving sales by focusing on new business opportunities as well as projects.

The Sales Consultant serves as the primary contact for customer buyers during the sales process and works together as needed with Management, other Sales Consultants, Sales Assistants, Designers, Project Managers, Installers/Operations personnel and other company resources to manage the account needs.

If you are interested in this unique opportunity, you can apply through the Careers section of our website at www.allwestfurnishing.com or by email to: [email protected]

Please submit a resume and cover letter.Thank you for your interest in Allwest!

ARE YOU SEEKING SOME FUN IN THE SUN? Experienced Contract Furniture DesignerCurrently seeking an experienced Systems Furniture Designer in Phoenix.

The Designer will be responsible for:• Consulting services to sales staff and clients using primarily Haworth furniture.• Programming, space planning, furni-ture design and specification for design projects.• Plan, draw, specify and document for systems furniture projects.

Job Requirements• Bachelors degree in Interior Design or Architecture• 3 or more years of related work experience• Strong technical knowledge of the following areas required: ◾Managing Systems furniture (preferably Haworth) from beginning to end• AutoCAD 2008 or higher required, experience with Project Matrix preferred• Strong communication skills including oral, graphic and written communications• Proven ability to work under tight deadlines and a drive to excel while managing multiple projects (10-15)For more information and to submit

interest, please go to our website www.facilitec-inc.com and go to Contact/Employment page.

PROJECT COORDINATOR, LOS ANGELES Immediate Opening

We are searching for a seasoned Project Coordinator with a strong working knowl-edge of Team Design and ability to work in a fast paced environment with multiple account managers.

Complete details to be discussed in a confidential interview. Please send resume with salary requirements to

[email protected]

JOIN A GROWING COMPANY ! NYC Modern, European Office Partitions & Furniture Distributor/Rep Seeks Showroom/Project/Sales Support

Importer and distributor of modern architectural products and furniture seeks the right individual for project coordinator, sales admin, bookkeeping position. Work in our new Chelsea showroom.

Send CV/resume to: [email protected]

GROWING HMI DEALER ADDING NEW POSITIONS! Work with the best in the industry!

Current Dealership Openings:• Raleigh, NC Account Manger, GSA Market• Raleigh, NC Designer• Raleigh, NC Customer Administrator• Raleigh, NC Project Manager• Raleigh, NC Healthcare Designer

• Charlotte, NC Design Dept. Manager• Charlotte, NC Healthcare Designer• Charlotte, NC Warehouse Manager• Charlotte, NC Warehouse Admin.• Charlotte, NC Lead Installer

• Nashville, TN Project Manager• Nashville, TN Customer Administrator

• Charleston, SC Account Manager

• Columbia, SC Lead Installer/Service Tech.

• Greenville, SC Customer AdministratorDealership / Systems Furniture Experience

Required Visit www.alfredwilliams.com for job

descriptions and to submit an application.E-mail resumes to:

[email protected] with the open position in your subject line.

We are proud to be an EEO/AAP em-ployer M/F/D/V. We maintain a drug-free workplace.

FURNITURE SALES DIRECTOR - HOUSTON, TXThe Furniture Sales Director will be responsible for the entire Furniture order acquisition (sales & marketing) function

The Furniture Sales Director will be responsible for the entire Furniture order acquisition (sales & marketing) function. The responsibilities include developing fiscal year (annual) business plans and budgets related to the furniture line of business, achieving sales and margin gross profit goals as they relate to the market plan results, meeting or exceeding market yearly furniture profit plan, etc.

The basic qualification for this role are minimum of five (5) years furniture industry or sales experience and management experience, furniture product knowledge, ability to develop various market, sales, and management strategies along with plans, etc.

To learn more about this position and to apply, please visit: https://staples.taleo.net/careersection/2/jobdetail.ftl?lang=en&job=886722&src=JB-12200

Tricia Burns, PHRSr. Talent Acquisition SpecialistStaples, [email protected]

SALES MANAGER OPPORTUNITY Join a Winning Team!

Clear Design USA Sales ManagerAre you a winner? If so, consider this

opportunity to join a winning team in a winning company!

Immediate opening for a full time Sales Management Position.

Clear Design is a dynamic, fast growing provider of cutting edge bench desking, training room & seating solutions.

Sales manager will capitalize on current growth and be responsible for overall sales growth including setting up and liaising with current/new independent rep groups across the US.

About The Position:• Hit or exceed your assigned sales goals• Develop account growth year-to-year in primary territory• Find new & manage independent representatives• Maintain and grow key accounts and contacts• Present with consultative selling skills and demonstrate an ability to close sales• Develop strategic partnerships with large corporate end-users. Our Benefits Package Includes; Salary and

commission package + MedicalContact Us at [email protected] or1(866)304-7197www.mycleardesign.com

PROJECT MANAGER - NEW YORK CITY Happy clients. Amazing products. Passionate employees.

We are one of the nation’s leading Herman Miller dealers and a leading resource in the contract furniture industry.

We are seeking a Project Manager for our New York City location with a strong work ethic and the ability to work in a fast paced environment. This position will be responsible for ensuring that projects meet client expectations and will coordinate all activity involving pre-order prep, labor quoting, scheduling, installation, ware-house and subcontractors to make certain that the project is completed on time and on budget. Act as a liaison for the project’s entirety with sales, client, internal opera-tional departments and external vendors. Required to follow up on all punch list is-sues and ensure that all orders are invoiced out upon completion of the project.

To apply, visit our website at www.creativeofficepavilion.com

MARKETPLACE

44 The Monday Morning Quarterback | ADVERTISE | May 19, 2014

FURNITURE SALES OPPORTUNITY: Be a part of our excitment, opening a new commercial furniture showroom in Tampa Florida.

Trendway Furniture Dealership based in Tampa Florida has need for two experi-enced people; a GSA Specialist and a New Business Development Sales Person.

Join our established sales, design, and marketing professionals in our new show-room, opening Q2, 2014.

Job Responsibilities;• Market and promote products and services. • Maintain a high level of customer satisfaction. • Develop new business. • Achieve sales goals.Requirements;• Experience selling commercial furni-ture. A sound understanding of office furniture or related architectural products. • Degreed, study in design is a plus. • Creative thinker, self- motivated, strong work ethic. • Computer savvy in Power Point, Adobe Professional and M/S. • Positive thinking, values integrity and works well in a fast paced environment. Must be persistent, responsive and proactive.Established, respected company offers

growth potential, financial reward, and assistance with major medical, vacation and holiday pay.

Send salary history and resume to [email protected]

ACCOUNT EXECUTIVE, FURNITURE - HOUSTON, TX Staples is the world’s largest office products company and a trusted source for office solutions.

Position Summary:The Account Executive, Furniture is

responsible for initiating and closing profit-able furniture sales.

Primary Responsibilities:• Prospect in the local marketplace for new furniture opportunities• Develop local business relationships with various influencers (A/D community, commercial real estate brokers, moving companies, etc.) in order to identify potential opportunities early

Basic:• High School Diploma or GED• Minimum four years of direct selling experiencehttps://staples.taleo.net/careersection/1/

jobdetail.ftl?lang=en&job=889687&src=MTP-200023

ACCOUNT EXECUTIVES OUTSIDE SALES PROFESSIONALS National Business Furniture will send you a box of Omaha Steaks for your resume.

…if we can’t show you how you can make 25% more income under our com-pensation plan!

We want to talk to you if you are an experienced and successful Office Furniture Sales Account Executive in these locations:

• New York City• San Francisco• SeattleWe are so confident in our compensation

plan, that if we can’t show you a 25% increase in your compensation for your business under our plan, we will send you a box of steaks! (Limited to a maximum of 10 awards per territory).

We offer:• An Outstanding Pay Plan• Full Employee Benefits, 401k • A Monthly guarantee • No commission caps • Great internal support to keep you selling• Product offerings that delight your customers • The opportunity to reach your income goals Call Tom Milczarski, HR Director at 414

615-3625 for the details or send your re-sume to [email protected] to get the challenge started. DO IT TODAY!

SENIOR DESIGNER WANTED IN SOUTH FLORIDA Love the sun and beach? Come join us in sunny South Florida!

Sunny South Florida Haworth Dealer seek-ing Sr. Designer Specifier for Case goods, & Systems Furniture that can handle multiple projects that will interact with clients and sales people with the ability to create creative solutions with Project Matrix and Canvas Software. JC White offers top pay with benefits, health insurance, 401K, paid time off, plus much more. Willing to pay relocation expenses.

NO Calls Please - email resume to [email protected]

SALES REP - PHOENIX AZ TERITORY Excellent Opportunity with proven potential

Hertz Furniture, a leader in the Educational K-12 furniture market seeks a profes-sional sales rep to cover the state of AZ with a home base in Phoenix. Should have minimum 3 years sales experience and a proven track record of building and maintaining customer relationships.

Submit resume and salary history to: [email protected]

ACCOUNT EXECUTIVE, FURNITURE - TUCSON/PHOENIX, AZ Business Interiors by Staples provides comprehensive furniture solutions for customers of all sizes.

Business Interiors by Staples provides comprehensive furniture solutions for customers of all sizes. Our furniture profes-sionals work with customers to understand their business objectives and then create furniture solutions that support those objectives.

It takes a team of talented associates to develop projects from concept to comple-tion. Our sales professionals, interior designers, project managers, and furniture sales support associates are the best in the business - because we know that when it’s all said and done, talented teams win!

Thanks for your interest in Business Interiors by Staples.

To Apply, Visit: careers.staples.com

FURNITURE SALES ACCOUNT ASSOCIATE - HANOVER, MD Our furniture professionals work with customers to understand their business objectives and then create furniture solutions that support those objectives

Responsibilities• Primarily focus on supporting the Account Executives, Furniture with the project strategy process• Contribute to the development of solutions and proposals for both project and e-commerce standard program opportunities• Work closely with existing AEF to cultivate new sales opportunities via telephone• Support the AEF as needed to prepare for and follow up after sales calls / sales activities• Work in a team selling environment to collaboratively participate in strategic account planning meetings• Develop selling skills of qualifying, strategizing, sales call tactics, closing, and maintaining service levels• Learn and understand key contract terms and associations in primary vertical markets of healthcare, state/local govern-ment, and education• Understanding of the key furniture processes for design, order fulfillment, and project management• Learn the primary Staples operating platforms (CFS and Sunrise)To Apply click on the below link https://staples.taleo.net/careersection/2/

jobdetail.ftl?lang=en&job=886672&src=MTP-200023

FURNITURE PROJECT SERVICES REPRESENTATIVE, SPECIAL Manage coordination of projects from point of sale through implementation. Collaborate with sales and sales leadership on customer opportunities to understand scope;

Position Summary:• Manage coordination of projects from point of sale through implementation. • Collaborate with sales and sales leadership on customer opportunities to understand scope; • Provide guidance on ordering require-ments and set up as needed • Provide quoting assistance up to and including product research, pricing, quote development and sequencing; manage post project order management activities including punch list and project add-on orders. • Responsible for helping establish and maintain project forecasting and profitability through effective project coordination and management. • Participate in weekly project status meetings with internal teams, providing updates and reports on status. • Provide bid and other sales support assistance as required.To Apply click on the link https://staples.taleo.net/careersection/2/

jobdetail.ftl?lang=en&job=890018&src=MTP-200023

TERRITORY SALES MANAGER-MATURE/STEADY/GROWING CO. Come and Join Our Growing Team in: Chicago, Columbus, OH, Minneapolis, St. Paul, Baltimore, Washington DC and Southern California

Our company is seeking a talented Territory Sales Manager for our mature and growing company. During the past two years, our company has grown its sales by over 20%. Our Territory Sales Manager position offers a competitive salary, added income poten-tial, attractive benefits (to include 401(k)), a company vehicle, and travel expenses all for the right candidate.

Current Opportunities open in:• Chicago• Columbus, OH, • Minneapolis, St Paul, • Baltimore, Washington DC• Southern CaliforniaIf interested please send resume to

[email protected].

May 19, 2014 | ADVERTISE | The Monday Morning Quarterback 45

EXPANDING LA FURNITURE DEALER NEEDS YOUR TALENT! Multiple positions available -- confidential interviews available for qualified candidates.

We are a full-service, rapidly-growing com-mercial furniture dealer serving Southern California looking for talented individuals to fill 3 open positions:

• SENIOR DESIGNER (must know CAD and CAP)• PROJECT COORDINATOR (must know TeamDesign)• PROJECT MANAGERTo learn more about these positions and

schedule a confidential interview, please email us at:

[email protected] visit our job page at:http://careers.totalcorporatesolutions.

com/contract-furniture/

FURNITURE ACCOUNT CONSULTANT - HANOVER, MD The Acccount Consultant, Furniture (ACF) is an integral part of the furniture sales model designed to collaboratively sell with the Office Products sales organization.

• Close sales based on understanding customer needs and recommending ap-propriate solutions.• Up-sell and cross-sell customers on related products and services.• Support the sale of preferred vendors by leading with preferred vendor product solutions. • Educate the General Line sales rep-resentatives with regard to probing for and uncovering furniture needs in their existing account base.• Coordinate with furniture order management and furniture operations to insure that orders are processed and delivered in a timely manner.• Responsible for proactive marketing, prospecting and closing activities to gen-erate sales and/or outside sales leadsTo Apply click on the link https://staples.taleo.net/careersection/2/

jobdetail.ftl?lang=en&job=887725&src=MTP-200023

MANY NEW CAREER OPPORTUNITIES! Our Profession is finally Growing Again!

Opportunities include Sales, Design and Project Management:

• Senior Interior Designer (licensed): Tampa• Operations Director: Tampa• Senior Dealer PMs: NYC Area• A&D Firm NBD Sales: Philly• Senior Dealer Sales: Eastern PAPlease email resume, in confidence, to

[email protected]

SEEKING PROJECT MANAGERS Opportunities in Chicagoland

OEC Business Interiors, Inc. is seeking experienced Project Manager to join our team in our Elmhurst and Chicago Loop offices.

Candidates should have 5 years success-ful contract furniture dealership project management experience, skills to coordi-nate projects from inception to punch list completion, experience and knowledge of floor plans a necessity.

Must have strong planning, organization-al, and customer relation’s skills to handle multiple projects. Knowledge of Steelcase, AutoCAD, CAP Studio a plus. Some travel is required.

Medical, Dental, Life, LTD, FSA & EAP Benefits with 401(k) available.

Fax resume to (630) 589-5685 or EMAIL to: [email protected]

DESIGN SERVICES LEAD Great Team Lead opportunity in the Los Angeles area!

Russ Bassett is looking for a Design Ser-vices Lead! In this role you’ll work closely with the Sales team to create console furniture layout designs, drawing packages and renderings. You’ll also help create and maintain CAD block libraries and template files.

PRINCIPAL ACCOUNTABILITIES:• Creative space planning and design services, adhering to ADA requirements• Assemble and deliver accurate and complete drawing packages • Create technical drawings / cut sheets• Manage the priorities and deadlines of the team • Assist with the preparation of bid and proposal packages • Develop templates and process improvement to increase the efficiency, quality, consistency and accuracy of the team

SKILLS:• AutoCAD 2010 or newer• 3D-Max render experience a plus• Excellent organizational skills• Effective oral and written communica-tion skills• Creative problem solving to resolve complex issues• Ability to professionally prepare reports and/or business correspondence. Competitive salary, DOE; Medical, Dental,

401KE-mail resume with employment and

salary history to:[email protected]

SEEKING SALES COORDINATORS Opportunities in Chicagoland

OEC Business Interiors, Inc. is seeking experienced Sales Coordinators to join our team in our Elmhurst and Chicago Loop offices.

Candidates should have contract furniture dealership experience, be customer service professionals skilled in processing/tracking orders in a fast paced environment from quote through installation with order entry software.

Abilities must include strong attention to detail, organizational, planning, and cus-tomer relation’s skills. Steelcase, Hedberg knowledge is a real plus.

Salary is commensurate with experience and Medical, Dental, Life, Disability Insur-ance, FSA, & EAP Benefits with 401(k) are available.

Fax resume to (630) 589-5685 or email your resume to: [email protected]

SALES REP WANTED IN OC/LA MARKET! At SitOnIt, we are all Chairmen!

Exemplis, manufacturer of SitOnIt and IDEON seating, is seeking experienced, en-thusiastic and highly motivated salespeople for our Southern California Sales Team. We currently have one opening in the Orange County/Los Angeles Area with primary responsibility in LA County.

This position will be responsible for devel-oping commercial, healthcare, government and higher education business through building successful partnerships with our dealer network and marketing to end users and the A&D community. These functions will include but are not limited to local travel in Southern California and require a vehicle that can support the transport of product samples.

A minimum of 3-5 years successful indus-try sales experience is preferred.

Please click on the below link for more information and to apply!

https://careers-exemplis.icims.com/jobs/1076/sales-representative/job

NATIONAL MANAGER - PROJECT MANAGEMENT Exciting career opportunity with company that rewards performance

Lead and manage a team of designers and project coordinators. Effectively manage project teams around the country. Assist team members in planning, presenting and closing sales.5 years project management experience.

Develop budget standards. Experience with AutoCAD.

Travel 40+weeks per year. Submit resume and salary history to:

[email protected]

MARKETING SPECIALIST (OFFICE FURNITURE INDUSTRY) Catch a great Marketing opportunity at an excellent company!

LINAK U.S. Inc. is a global leader in the design and production of electric linear actuator systems.

This position is located in Louisville, Kentucky.

• In cooperation with the respective SBU, develop and implement strategic marketing plans, inclusive of (but not lim-ited to): lead prospecting and nurturing program, exhibitions, promotions, media, and creating brand awareness• Develops/analyzes sales presentations and provides reports based on informa-tion collected such as marketing trends, competition, new products and pricing within specific SBUs• Customer Relationship Management support• Execute, monitor and report on cloud to customer campaigns as needed• Assists in theme and content develop-ment for a variety of projects within respective SBUs• Assists with writing, editing and proofreading of promotional literature, newsletters, direct marketing, and Inter-net marketing projects• Assists with online content, trends, SEO and reporting of web analytics• Marketing research within respective SBUsInterested candidates are welcome to

send their resume to Michelle Heindselman at [email protected].

SO. CAL TERRITORY SALES MANAGER At SitOnIt, we are all Chairmen!

SitOnIt is currently seeking a So. Cal. Terri-tory Sales Manager who will be responsible for integrating the company’s brands into new and existing markets for their sales region. The position is critical in collecting and providing informational support to Dealers, A&D, End Users, Sales, Marketing, Customer Support, Product Development and Operations.

The ideal candidate will have at least 5 years of selling experience preferably in in-dustry sales, has managed a team of sales people before and is comfortable leading a team. Should also have experience driving end user business and have extensive experience and familiarity with the LA / OC market. This person must be self-motivated and performance / numbers driven. Prefer candidate to be LA based.

If interested please send resumes to Lindsay Aimar at [email protected] or call 714-763-1896.

46 The Monday Morning Quarterback | ADVERTISE | May 19, 2014

MM

QB

LOOKING FOR AN OPPORTUNITY FOR GROWTH Check out our opportunities!

Furniture Marketing Group, one of Haworth’s largest dealerships, has immedi-ate openings for Sales, Project Managers, and Designers in the Austin, Dallas, and Houston, TX and as our newest location in Seattle, WA.

The Company provides a complete ben-efit package, generous paid time-off plan, and outstanding work environments. Be a part of the best in the contract furniture industry.

For immediate consideration, please e-mail your resume to [email protected] or fax to 214-556-4811.

FURNITURE MAJOR ACCOUNT MANAGER - HANOVER, MD Business Interiors by Staples provides comprehensive furniture solutions for customers of all sizes.

Manages both transactional and contract furniture sales related activities in large contract furniture accounts.

The Major Account Manager (MAM) will have sizable on-going contract sales volume that requires strategic planning to work deeper and wider within these exist-ing accounts.

Will be accountable for sales dollar growth and Margin growth within the designated account base. Daily project management supervision is an integral part of the retention aspect of this position.

The MAM will primarily work with exist-ing Staples Advantage or Strategic Account customers. Duties include product needs analysis; effective product recommenda-tions; and produces an accurate specifica-tion for customer sign-off and order entry. Visits the client’s job site to make sure the installation is accurate to the customer’s satisfaction, as needed. Manages punch list items to completion and obtains client’s final sign-off.

Reports to the Director, Furniture Sales.To Apply click on the linkhttps://staples.taleo.net/careersection/2/

jobdetail.ftl?lang=en&job=887732&src=MTP-200023

SAVVY CONTRACT REPS WANTED! Join VDS International in its expansion! Searching for representatives in multiple areas.

Join our team as we expand throughout North America. Our new central distribu-tion center is up and running in Cincinnati and we still have some strategic metro areas we want to place energetic design and marketing teams in.

If you can move at a fast pace, here’s a fantastic opportunity for the right people to get in on the ground floor as our distribu-tion rolls out across the country. We have over 60 years of international experience

with high design and high quality contract furniture manufacturing.

See us at www.vdsintl.com. Send resumes to Barry Carlson at: [email protected]

REP GROUPS NEEDED

SALES REPS NEEDED IN ATLANTA, MIAMI AND DALLAS Modern side chair and table manufacturer in Ohio looking for sales reps

VDS International, a manufacturer of modern side chairs and tables, is looking for independent sales representatives who spend over 50% of their time with the design community.

Please have a look at our website, www.vdsintl.com, for our product range. The company has over 60 years of manufactur-ing knowledge. Our primary target markets are corporate and education.

Please contact Melissa at [email protected] to express your interest

in working with us!

SALES REPS NEEDED IN NY, DC AND PHILADELPHIA Modern side chair and table manufacturer in Ohio looking for sales reps

VDS International, a manufacturer of modern side chairs and tables, is looking for independent sales representatives who spend over 50% of their time with the design community.

Please have a look at our website, www.vdsintl.com, for our product range. The company has over 60 years of manufactur-ing knowledge. Our primary target markets are corporate and education.

Please contact Melissa at [email protected] to express your interest in working with us!

GREAT OPPORTUNITY FOR HEALTHCARE FOCUSED REPS Expand your line package with healtHcentric!

healtHcentric (www.healthcentric.com) is seeking independent reps with strong healthcare dealer and end user relationships for several key territories. We manufacture healthcare seating and offer an innovate, proprietary healthcare upholstery that is highly durable, seamless and able to be disinfected with medical grade cleansers. We have a durability and infection control story that is unparalleled. Experienced reps with a strong healthcare focus are encouraged to apply. Contact [email protected] to set up a phone or NeoCon meeting.

INDEPENDENT REPS WANTED Modern Classics Furniture seeks representation in multiple territories.

We are a manufacturer of upper-end Mid-Century modern, Bauhaus Modern and Scandinavian Modern furniture looking for experienced sales reps or rep organizations in several key regions. We offer both an in-stock and made-to-order program of high quality products perfect for the Contract Dealer, Hospitality and A&D markets.

Interested candidates may reply to Curt Roth, President at

[email protected] or visit our Chicago showroom during

NeoCon.

DEALERS WANTEDDEALERS WANTED Innovative Desk Manufacture Looking for Growth Opportunities

DLC is looking for Dealers/Reps for our Benching, Height adjustable Desk, Trading desk and LCD mounting systems. We are an innovative group with new designs and products constantly being developed. We now have a fixed height sit and stand unit as well as a line of mobile carts for flat screens.

Please have a look at www.deskworx.com and give us a call at1-855-475-0275 x223or E-mail at [email protected] is a great opportunity for the right

group.