GREENSBORO, N.C. ?Traditional retailers such as Wal-Mart, Big Lots, Costco ?and even Pep Boys ?are dedicating more floor space to furniture and quickly gaining larger shares of total furniture sales. Not only are they changing the way that consumers buy furniture, it also changing how manufacturers, traditional furniture retailers, suppliers and others in the industry are doing business.

On February 19 a group of furniture industry leaders will gather for Furniture Future in the Retail Revolution, which will address how changes in distribution will affect the industry from top to bottom. The third in a series of panel discussions hosted by TSI Expos, it is scheduled for 2 p.m. at the 2004 Carolinas Industrial Woodworking Expo?in Meeting Room #3 of the Greensboro Coliseum. Respected furniture industry analyst Jerry Epperson of Mann, Armistead and Epperson will moderate the discussion.

Home Furnishings International Association President Mary Frye, one of eight panelists scheduled to participate, plans to talk about how domestic furniture manufacturers are not cashing in on several competitive advantages. Frye says that having this kind of event and encouraging action is an important step to future success for the industry.

it is an important dialogue and I think the right people will be there,?Frye says.  it is an industry we need to address how we are going to do business together. Rather than carefully guarding our own territories we need to be seeking that common goal of thrilling the consumer with products for her home.?

Event sponsor and Expo organizer TSI created the event to help companies who attend and exhibit at its shows make intelligent strategic decisions related to the many sweeping changes the industry is experiencing. Among the many topics of discussion planned for the event are: fixing the furniture broken value chain; how technology has and will change distribution patterns, and the need for verticality for manufacturers and retailers.

In 2003 Wal-Mart, the world largest retailer, moved ahead of long-time leader Rooms To Go in Furniture/Today rankings of furniture retailers. The rankings, based on 2002 sales figures, along with the growth of several other non-traditional furniture retailers, signals more change ahead.

Traditional large and small furniture retailers are struggling to compete with the ow, low prices?of big box and other non-traditional furniture retailers, which has caused unprecedented growth in imports with some importers now selling directly to retailers.

While furniture retailers, manufacturers and suppliers are busily searching for answers, industry consultant and Furniture Future panelist Art Raymond says the secret is thinking outside the box.

o regain a solid share of the consumer wallets, we must transform our industry ?a stem-to-stern overhaul of the entire value chain that focuses on the end consumer and works backward,?Raymond says, adding that capturing the same share of consumer spending that furniture had 35 years ago would increase overall sales by 50%.

ransformation begins with individual people and individual companies. Failure will accrue to those who stand fast in today mentality or make the wrong moves in reaching to the future. Success will come to the brave and creative.?

TSI previous panel discussions, lauded by industry and government officials, attracted large audiences while offering useful ideas and information. The first, in February 2003 also at the Greensboro Coliseum, addressed changes in the industry due to increased furniture imports from Asia ?a contributing factor in the loss of more than 100,000 U.S. furniture manufacturing jobs in recent years.

The most recent panel discussion, held in December 2003 at DeVos Place in Grand Rapids, Michigan, offered much-needed strategies for improving manufacturing efficiency and profitability. Michigan has lost more than 170,000 manufacturing jobs in the past three years ?much of it due to foreign competition ?and its companies are looking for solutions much the same as local furniture and textile makers in North Carolina.

This current impressive panel of furniture experts, selected for the varying perspectives they bring to the issue, will include: - Art Barber, President of Charleston Forge, a leading manufacturer and retailer of metal furniture. - Urs Buehlmann, Assistant Professor and Extension Specialist at NC State University. His expertise lies in the secondary wood products industry. - Steve DeHaan, Executive Vice President of the National Home Furnishings Association, which represents more than 10,000 home furnishings stores. - Mary Frye, President of the Home Furnishings International Association, whose membership includes furniture retailers and manufacturers. - John Klein, President of J & F Strategic Services, a consulting firm that serves the retail and manufacturing industries. He is former longtime CEO and President of Wickes Furniture. - Ron Martell, CEO of Micro*D, an Internet marketing firm that serves the furniture industry. - Art Raymond, President of A.G. Raymond and Company, a manufacturing consulting firm focused on the furniture and woodworking industries. - Al Wight, President of Strategic Decisions, a furniture industry marketing research firm.

Each panelist will give a brief presentation on the topic followed by a question-and-answer period with the audience and/or other panelists. The event is open to anyone from the wood products and furniture industries, as well as guests of the Carolinas Industrial Woodworking Expo.

Claremont, N.C.-based TSI is the leading U.S. producer of regional furniture and industrial woodworking trade shows. The 19th Annual Carolinas Expo, scheduled for February 19-20 at the Greensboro Coliseum, is the longest running of TSI seven industrial woodworking Expos.

For more information about the 2004 Carolinas Industrial Woodworking Expo, or other TSI events, please contact Tricia Eidson at 828-459-9894. For more information about the panel discussion, please contact Edward Terry of Holland & Holland at 1-800-315-0648.

www.carolinaswoodexpo.com