SP

RIN

G2014

AREAT H E O F F I C I A L P U B L I C AT I O N O F T H E O R I E N TA L R U G I M P O R T E R S A S S O C I AT I O N , I N C .

DESIGN FOCUSAndrea Schumacher

HIGH POINT MARKETShowroom IHFC D320

loloirugs.com

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LEADERS IN UNIQUE

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From the Pres ident ’s Desk

6 Spring 2014

Dear Members and friends,

First, I would like to thank the membership for

selecting me to be President of the ORIA. Your

trust in me to guide this venerable organization is

a true honor. Happily I will have the

support of an excellent group of

Officers, Executive Board members

and Executive Director.

I am also grateful that slowly,

but surely, the ORIA is rebuilding

and recovering from the economic

changes that have affected us all—

due in part to the efforts of Jeff

DeSantis and the other outgoing

Officers and Board members. No

question, the industry—and our

association—has weathered a truly brutal eco-

nomic storm and survived largely intact.

I'm pleased to report that Atlanta and Vegas

markets were strong—yet another indication that

we are on the upswing. Despite the horrendous

winter weather, housing starts and home sales

have remained strong, and I believe that they are

poised to grow even stronger in the coming

months.

But there are still issues to address and pro-

jects to complete. Over the last several years, we

have initiated some much needed and very impor-

tant projects. One of them is the updating of the

ORIAwebsite. I am happy to report that it is close

to completion and will be rolled out very soon….

Stay tuned!

The ORIA Charitable Fund is

another important and ongoing pro-

ject on which I plan to focus. I am

pleased to report through the ORIA

Charitable Fund, the ORIA and its

members support NGO's overseas

such as Care & Fair, Project Mala

and the Nepal Burn and Cleft

Center. These are all fine organiza-

tions that better the lives of workers

and their families in carpet produc-

ing countries. If you are interested in donating or

learning more about any of these fine organiza-

tions, please contact Lucille Laufer.

And, of course, we will continue to do

everything we can to protect and grow our indus-

try. But for this - and our other important projects,

I will need the help and advise of all our mem-

bers. Please get involved and send us your sug-

gestions.

Sincerely and with best wishes for a prof-

itable (and warmer) spring—

REZA MOMENIPresident - Oriental Rug Importers Association, Inc.

Reza MomeniKami NavidBehrooz HakimianRamin KalatyLucille LauferReza Momeni, Chrm.Dennis Dilmaghani

Archie CherkezianLucille LauferSally JamesCarol MilanoEllyne RaeuberArtistic Color Graphics

PresidentVice-President

TreasurerSecretary

Executive DirectorAREA Advisory Committee

Editor-EmeritusEditor-in-Chief

EditorContributing AuthorContributing Author

Production

AREA Spring 2014Published by The Oriental Rug Importers Association, Inc. 400 Tenafly Rd., #699, Tenafly NJ 07670 • 201-866-5054 • www.oria.org

Contents6 From the President’s Desk

14 From HQ

17 In the News

21 New Product Gallery

24 Design Focus: Andrea Schumacher”Rugs Are Works Of Art”

32 Atlanta Market ReviewJanuary 2014- Making Change Happen

44 Around the Market:Rug Market Celebrates At AMC Gala

48 MerchandisingMobile Apps For Your Store

52 Las Vegas Market ReviewJanuary 2014- Stronger Economy, Better Market

60 Directory

64 Calendar

64 Index to Advertisers

AREA 7

Material submitted for publication will not be returned unlessspecifically requested. No article shall be reproduced in anyform without the express written consent of the Oriental RugImporters Association, Inc.

Subscription price (for the trade only) is $30 for one year and$40 for two years in the United States. In Canada and Mexicothe price is $35 for one year. The price for all other countriesoutside the U.S. is $60 for one year, payable by check drawn ona U.S. bank. Remittance must be attached to subscription order.Individual copies are available at $10 per issue.

24

Cover: “This was a previous purchase from the homeowner and weworked around this gorgeous rug,” observes Andrea Schumacher,the subject of this issue’s design focus. “The navy blue is predomi-nant and we mimicked that in the sofas. The walls have a goldenhue which when mixed with blue is a stately design, reminiscent ofthe White House.” Photography by J. Curtis Photography.Courtesy of Andrea Schumacher Interiors.

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From ORIA HQ

14 Spring 2014

ORIA CHARITABLE FUND 2014 DONOR HONOR ROLL

GOODS & SERVICESRugs and services for thisyear’s Silent Auction weregraciously donated by thefollowing companies:

AmericasMart AtlantaAmiciBashianCaravanCapel

Chaman Antique RugsExplore Airtrans ServicesJauntyKasKalatyLoloiLotfy & SonsMomeniNourisonOriental WeaversTamarian

Tibet Rug Co.Revita Rugs

PLATINUM $5000 +ABC Carpet & Home(Wooster House)

Nourison

GOLD $2000-4999Safavieh

GENERAL MEMBERSHIP MEETING - ATLANTA 2014

AREA 15

From ORIA HQ

The Oriental Rug Importers Association (ORIA) has

announced that they have elected a new slate of offi-

cers. The vote came at the ORIA's Annual Meeting,

held at Ravagh Restaurant in NYC on December 18.

The new officers are: Reza Momeni of Momeni, pres-

ident; Kami Navid of Jaunty, vice-president; Behrooz

Hakimian of Woven Concepts, treasurer; and Ramin

Kalaty of Kalaty, secretary. They assumed their new

positions on January 1st.

“It has been a great pleasure to work with Jeff

DeSantis so closely over the last several years,” stat-

ed Executive Director, Lucille Laufer. “We have an

ambitious agenda for 2014 and I look forward to

working with the new Officers and Executive Board

Members to continue to strengthen our Trade

Association.”

Outgoing president Jeff DeSantis was award-

ed the ORIA Presidents Plaque in recognition of con-

tributions he made during his three year term. “It has

been a privilege to lead this venerable organization,”

he stated. “I know that I am turning over reins to an

excellent group of leaders and have confidence that

Reza Momeni and the other elected ORIA Officers

and Executive Board Members will continue to

strengthen and expand the Association's important

role in the home furnishings industry.”

Reza Momeni, who previously served as

ORIA vice-president, noted, “I am pleased and hon-

ored to have been elected President. With the assis-

tance of the ORIA Membership and participation

from the industry at large, I am certain we will accom-

plish much in the coming year as the economy con-

tinues its recovery.”

Officers

Reza Momeni (Momeni) , President

Kami Navid (Jaunty), Vice President

Ramin Kalaty (Kalaty), Secretary

Behrooz Hakimian (Woven Concepts), Treasurer

Executive Board

Jeffrey DeSantis (Amici)

Mikel Banilevi (Aminco)

Alp Basdogan (Asia Minor)

Cameron Capel (Capel)

Dennis Dilmaghani (D & K Wholesale)

Michael Harounian (Ebisons Harounian Imports)

David Basalely (Eliko)

Hari Tummala (Kas)

Amir Loloi (Loloi)

Andrew Peykar (Nourison)

Michael Riley (Oriental Weavers)

Arash Yaraghi (Safavieh)

David Samad (Samad)

Steve Cibor (Tamarian)

Executive Director

Lucille J. Laufer

ORIA ELECTS NEW OFFICERS & BOARD FOR 2014

Left to right: Incoming ORIA president Reza Momeni,

Outgoing president Jeff DeSantis, former president David

Harounian and Executive Director Lucille Laufer.

From ORIA HQ

16 Spring 2014

NOTEWORTHYJimWebber of TIBET RUG reports that this is a very

exciting year for the Nepal Cleft & Burn Center. First,

Nepal Cleft & Burn Center will be one of two organi-

zations honored at this year’s prestigious “Unsung

Heroes of Compassion” event in San Francisco on

Sunday, Feb 23rd. The guest speaker at the event is

none other than His Holiness the Dali Lama! The

event will be attended by people traveling from 22

countries around the world and has been sold out for

months. “What a wonderful opportunity for our grass

roots non-profit from Salt Lake City to get interna-

tional exposure! I’m thrilled at the opportunity and

am honored to be attending the event,” says Webber.

“The event will provide a free live webcast of the

Unsung Heroes program, beginning at 12:50 PM

Pacific Standard Time on Feb 23rd. Everyone is invit-

ed to join them at www.newunsungheroes.org If you

get a chance to participate I’m sure it will be and

inspirational and memorable experience.”

Also, after 12 years, the dream is truly a real-

ity. The grand opening of the Nepal Cleft & Burn

Center is Saturday, March 22nd, 2014. Webber, as

well as several other supporters from the States will

be attending. In addition, a small film crew from Utah

will be recording the event to include in a documen-

tary being produced on the project. They plan to

screen the film at their Salt Lake City fundraiser on

Friday, May 2nd. “We couldn’t have achieved any of

the above without your generous support,” he notes.

“Thank you so much.”

Total Amount of Donation:

Paid by:

Check # (Enclosed)

Credit Card (Mastercard or Visa Only)

Card #

Signature

Expiration Date

Mail to: ORIA Charitable Fund400 Tenafly Rd., #699Tenafly, NJ 07607

Thank you for your generous donation!

The ORIA Charitable Fund is a 501 c(3) Tax Exempt

Organization - IRS Tax Exempt #20-1090669

Name

Company

Address

Phone

E-Mail

Date

Type of donation (select one):

� Unrestricted Donation to be usedwhere it’s most needed

� Restricted Donation for use in...

� India

� Pakistan

� Nepal

� Special Project(Please Specify)

O R I A C H A R I T A B L E F U N D D O N A T I O N F O R M

AREA 17

In The News

AWARDSTAMARIAN CARPETS is proud to report that theyhave received two prestigious awards from Nepali

Government. At DOMO-

TEX 2014, on January

13, Tamarian Carpets was

recognized by the

Government of Nepal

with the Excellence

Award presented by Mr.

Madhav Prasad Regmi,

Secretary of Commerce.

Subsequently, on January

27, Steve Cibor was awarded with Commercially

Important Persons (CIP) status for becoming the top

third-country importer of Nepali goods. The award

was presented by Nepali President, Ram Baran Yadav,

to Mr. Lama, on Steve Cibor’s behalf, and was a front

story for all major Nepali news outlets. Both awards

highlight Tamarian Carpets’ continued strength and

commitment to their client base at home, as well as

their dedicated team in Nepal.

NOTEWORTHYFEIZY RUGS announced that they met their goal of

donating $40,000 to The Global Fund for Children

(GFC) well before their self-imposed April 2014

deadline. Funds were raised by donating a portion of

orders taken at all mar-

kets since April 2013.

The money will be used

to improve the lives of

vulnerable children

around the world through

innovative community-

based organizations.

Since its founding in

1995, GFC has invested

$30 million in 560 organi-

zations in 78 countries and

has touched the lives of over 9 million children.

Feizy Rugs also held a “Dollar Per Like” campaign on

the company’s Facebook page, which raised over

$1,200 over a ten-day period during the holidays.

Victoria Dunning, Executive Vice President of The

Global Fund for Children, said, “We are very grateful

for the generosity of Feizy Rugs and its customers.

With their partnership, we will multiply our impact

and most importantly improve the lives of the chil-

dren who need it the most.”

NOURISON is pleased to report that during the

month of January, they launched a social media dona-

tion campaign to help fund the research efforts of the

Diabetes Research Institute (DRI) to help find a cure

for diabetes. Nourison donated $1 to the Institute for

every new “Like” or follower on the Facebook and/or

Twitter page. There was also a chance to win a rug

and pillow coordinate.

“Nourison and the

Peykar family have

been strong supporters

of the Diabetes

Research Institute for a

long time,” said

Thomas Itty, Marketing

Director of Nourison.

“Our goal is to raise

awareness and highlight the significant progress of

organizations such as the DRI.”

“This is a wonderful opportunity to expand

what it means to have a voice for a cause by utilizing

social media,” said Brooke Feldman, Digital

Marketing Coordinator of Nourison. “DRI and our

team are very excited to collaborate on posts to make

this informational and fun for each of our followers.”

To participate in the campaign, donors were asked to

“Like” the Nourison Facebook page (www.face-

book.com/nourison), or “follow” the conversation on

the Twitter feed (twitter.com/nourison).

Feizy CEO John Feizy withsome of the many children

helped by GFC

In The News

18 Spring 2014

MARKETSAMERICASMART-ATLANTA reports that by clos-

ing bell, the January 2014Atlanta International Gift &

Home Furnishings Market had posted huge gains

across all measures, with national and international

attendance and first-to-market buyer totals leading a

litany of advances. On-site actual registrations for the

eight-day market showed healthy year-over-year

gains with increases as high as 53 percent posted on

key attendance days. Preliminary hotel occupancy

results reports indicated an increase in the average

length of stay per attendee to 4.2 days, the highest

recorded since 2006. Growth posted in all national

regions beyond the show’s principal Southeast base—

including the Midwest and Far West—plus interna-

tional beyond the Americas delivered global buying

power to exhibitors across all product categories in

showrooms and trade show booths.

The Market’s first-time buyer total—a mea-

sure of new buyers having not attended any previous

Atlanta market—saw high double-digit increases.

Meanwhile, reports from exhibitors throughout the

Market, across showrooms and trade show booths,

echoed strong sales—more orders, larger orders, from

new and returning accounts.

WORLD MARKET CENTER announced that the

winter 2014 Las Vegas Market (January 26-30, at

World Market Center Las Vegas) hosted its biggest

and best attended market in its nine-year history.

Record-breaking gains in both attendance—with 21%

more buyers and 850,000 more square feet of

resources than last winter—firmly cemented the

Market’s position as the leading furniture, home décor

and gift market in western United States. The summer

Market will run July 27-31, 2014, at World Market

Center Las Vegas.

“Las Vegas Market is growing both resources

and attendance at an exponential rate, and this winter

marked the largest Market in our history,” said Bob

Maricich, Chief Executive Officer, International

Market Centers. While the Market experienced over-

all attendance gains of 21%, increases in both home

décor and furniture—of 21% and 17% respectively—

also contributed to the energy and palpable buzz at the

winter edition.

Winter market highlights included the intro-

duction of a new Sunday-Thursday date pattern, debut

of new and expanded showroom resources and launch

of three new temporary exhibit categories. In addition

to the exponential gains in resources, the Market also

offered participants a wide range of unparalleled mar-

ket amenities, networking event and educational pro-

gramming, including presentation second annual Las

Vegas Market CEO Summit.

NEW YORK INTERNATIONAL CARPET

SHOW (NYICS) announced that the dates for the

10th annual event will be September 7-9 2014. From

their first event 10 years ago, the , NYICS has been a

catalyst for a burst of refreshing ‘new age’ creativity

in the carpet industry. The event as grown steadily

over the decade. As Dennis Dodds, founder and

owner, says, “The New York International Carpet

Show is the Flagship trade event for this sector of

high quality, design driven, profitable rugs. It’s an

inspiring and unique show.”

In one convenient location during Metro

Market Week, buyers tap into a rich diversity of the

newest spectacular patterns, engaging textures, and

scintillating colorways of deep programs and ravish-

ing collections. Superior one-of-a-kind carpets and

first class custom capability draw lots of attention

from buyers and designers. Showcasing these award-

winning products in a premier boutique environment

in the center of exciting New York City, NYICS pro-

vides attendees with a stimulating and profitable busi-

ness experience. The NYICS Market will run concur-

rently with the Rug Show @ Javits.

In The News

PEOPLEThe AMC, Inc. Board of Directors announced at the

conclusion of its January 21 quarterly meeting that

Jeffrey L. Portman, Sr. has been selected to serve as

vice chairman of the cor-

poration effective imme-

diately. Portman has

served as president and

chief operating officer of

Atlanta-based AMC,

Inc. for the past 13

years, which has been a

period of spectacular

growth and success for

the corporation, and he will continue to serve in these

capacities in addition to his new responsibilities.

Portman’s professional career spans more

than 35 years in commercial real estate development

and management.

EXPANSIONSNOURISON announced an expansion to its 305,000

square foot distribution center in Calhoun.

Construction is already under way. The 132,000

square foot expansion is expected to come online in

early spring and will include state-of-the-art machin-

ery, advanced logistics, office space as well as

expanded shipping and receiving capabilities. “With

this addition, we will further our ability to service our

customers the way they have been accustomed to

from Nourison,” said Nourison’s Vice President,

Andrew Peykar. “This state of the art facility and sys-

tems we have put in place allows us to turn orders

around very quickly, sometimes minutes after the

order is taken. We are poised now to turn that some-

times to always. We will also be adding 40-50 new

employees as well as new equipment, such as high-

speed picking machines to this location.” Corporate

headquarters in Saddle Brook, NJ also includes a

modern warehouse and shipping facility.

Jeffrey L. Portman, Sr

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We have

Relocated

� Packing & Shipping Supplies

� Tags & Tagging Supplies

� Rug Display Clips

� Fringes, Edging & Binding Tape

� Wool Yarns, Cotton & Linen Threads

� Needles, Scissors & Rug Repair Tools

� Rug Shearing Machines

� Moths Sprays, Moth Balls & Flakes

� Staple Guns & Staples

� Rug Padding

� Brass Stair Rods

� Inks, Paints, Dyes & Markers

� Pens, Pen Holders & Brushes

� Rug Cleaning Supplies

� Spot, Stain & Color Removers

In The News

20 Spring 2014

PRODUCTSFEIZY RUGS has ushered in 2014 with a prolific

number of introductions, having debuted nine com-

pletely new collections as well as adding multiple

new designs to existing collections. Among the new

power loomed collections are Brixton, Thatcher and

Bleecker, each with a distinctive color palette and on-

trend designs. All three feature transitional and con-

temporary machine woven designs with Watercolor

effects. The Hastings Collection is the newest addi-

tion to Feizy’s Indoor/Outdoor Collections. Smart,

modern and fun, the Hastings Collection makes a

splash in indoor and outdoor settings alike. These

multi-textured rugs are both playful and practical.

Multiple additions were also introduced in the hand

loomed and hand hooked categories, and their popu-

lar hand knotted Rumi Collection.

KALATY RUG CORPORATION announced the

introduction of Ultra, a new custom Tibetan-weave

rug program that includes 40 all-new rug patterns

exclusive to this program. The broad range of transi-

tional and modern designs in the Ultra program

include updated floral patterns, classical grillwork,

Greek key motifs as well as a number of contempo-

rary graphic designs.

The Ultra program—created for rug stores,

furniture stores as well as for designers—offers deal-

ers a broad choice of patterns and colors that can be

ordered in any custom size in the customer’s choice of

pattern and yarn type. Customers choose from three

superior-quality materials for their rugs—100% pre-

mium wool, a combination of wool and Silkette™ or

100% Silkette™—and the rugs are available in short

lead times with no up-charge for customization. When

a dealer purchases 10 or more 2 x 3 samples, a water-

fall display rack is included at no charge along with

the samples.

ORIENTAL WEAVERS and Pantone Universe, the

consumer products brand of parent company Pantone,

formed an exclusive partnership for the design and

manufacturing of fashion-forward, chic and colorful

area rugs. Because of that relationship, Oriental

Weavers received the top secret 2014 Pantone Color

of the Year, Radiant Orchid 18-3224, months in

advance of the public announcement enabling it o

incorporate the sought-after color into the company’s

new designs. These includes their Pantone Universe

Focus shag rug collection. The company describes the

selected shade of purple as captivating, magical and

enigmatic. Radiant Orchid shag rugs are already in-

stock and ready to ship.

OF INTERESTDavid Harounian, past president of Oriental Rugs

Importers Association and CEO of HAROUNIANRUGS INTERNATIONAL (HRI) in New York has

announced the formation of the Persian American

Business Leadership Council for the purpose of

strengthening the bonds between this vibrant immi-

grant ethnic group and the broader American business

community as a whole.

Harounian’s decision to form the Persian

American Business Leadership Council is based on

his leadership experience at ORIA. Harounian

explained, “The Persian-American business commu-

nity is built on the integrity of the individual busi-

nessman and woman and the collective experience of

immigrants committed to living the American dream.

We believe we have an obligation to our country, our

families and ourselves to promote the success of our

shared experience, honoring those who have come

before us and assisting those who will follow.” The

Council’s stated strategic mission is to celebrate the

country’s diversity and call attention to the American

success story that is the Persian-American business

community.

AREA 21

New Product Gal lery

For more information regarding the

fine products offered in our

ANTIQUES & NEWPRODUCTS GALLERY

please consult the Members Directory

in this issue of Area Magazine.

The Gramercy Collection from

Feizy is hand loomed in India of

100% art silk pile. Soothing

neutrals and a plush pile soften

the geometric patterns of the

Gramercy Collection. Hand

loomed of undyed art silk, each

piece features beautiful variation

of tones within each design. The

hand carving imparts movement

and textural interest.

FEIZYwww.feizy.com

New Product Gal lery

22 Spring 2014

Bright fun colors give a modern twist to the

traditional kilim patterns found in Momeni’s

new Caravan Collection. Hand woven in India

of 100% wools these rugs are reversible and

durable. Shown left: CAR-04 Multi

MOMENIwww.momeni.com

New from KAS for spring: The Emerald

Collection. Handtufted in China of 100% finest

blend wool, the Emerald Collection is available in

nine sizes including rounds, runners and oversizes.

Shown here: Design 9032 Ivory Damask Floral.

KASwww.kasrugs.com

AREA 23

New Product Gal lery

Nourison’s Timeless Collection, an extra-

ordinary collection of magnificent rugs, is

aptly named. Each design is truly timeless,

based on superb examples of Persian,

Indian and European originals dating back

as far as the 15th century. With the vision

of Nourison's talented designers and mas-

ter craftsmen, they have been reinterpreted

and reproduced to enhance today's modern

lifestyles. Loom woven of handwashed

80% New Zealand/20% nylon, each piece

is hand finished. Available in sizes 5'6”x 8'

to 12'x15.'

Shown far left: ATML02 Olive. Left: TML10 Seaglass.

NOURISONwww.nourison.com

Far right: The Empress Collection from Loloi features 100%

jute in a hand-knotted construction for this series of versatile

transitional designs. Each piece offers a thick-bodied pile,

chunky knots, and beautifully saturated colors.

Shown: Empress EU-03 Denim Beige

Right: Loloi’s new Gabriella Collection is

hand crafted in China of 100% polyester in a

cut-and-loop, high low construction that is

highly stain and fade resistant.

Featuring modern floral reinterpretations, each

design is punctuated by a raised texture and

complemented by the perfect palette for today's

interiors. Shown: GB-06 Blue Mist

LOLOIwww.loloi.com

Design Focus

24 Spring 2014

Design Focus

AREA 25

Few designers possess greater knowledge or appreciation

for the beauty and decorating potential of handmade rugs

than Denver-based designer Andrea Monath Schumacher.

This master of eclecticism incorporates one or more pieces

into every one of her residential projects—and many of her

commercial ones.

She credits her deep love of rugs—and overall

design aesthetic—to her upbringing. “My parents loved

rugs and I am highly influenced by their design aesthetic. I

started using rugs in my own home before I became profes-

sional designer.”

This early exposure was strengthened and honed by

years of more formal design studies. “I love to think my tal-

ent and creativity is backed by my education, which

includes a B.S. in Interior Design, a certificate in Universal

Design from the Graduate School of Design at Harvard

University and further studies toward my Masters in

Architecture at the University of Colorado. But my true

knowledge of design comes from a long and on-going love

of the world around me, which includes my travels and

awareness of emotions evoked from architectural environ-

ments. I am a true student of the living, breathing world. I

For Denver designer

Andrea MonathSchumacherRug s A r e Wo r k s O f A r t

LEFT In a seating area dominated by browns and golds, the rug’svibrant palette provides a welcome splash of color that pulls thecomposition together. According to the designer, it was the finalpiece selected for the space. Photography by Emily Minton Redfield.Courtesy of Andrea Schumacher Interiors.

Design Focus

26 Spring 2014

believe texture and form affect everyone, through all

phases of life.

“After my studies, I apprenticed at ‘Days of

Our Lives,’ which then afforded me a job at

Columbia Pictures Entertainment as an in-house

Interior Designer. Set Design was ingrained in my

sensibilities and stands true today, that space, form

and architecture are back drops to work magic with

color, textures and materials.”

In 1999, Schumacher founded her epony-

mous firm, Andrea Schumacher Interiors. From the

outset, her mission has been to “strive for sumptuous,

imaginative interiors that reflect our clients aspira-

tions, lifestyles, personalities and brand, as no two

jobs are ever alike. The interior design of each space

is timeless, intriguing and softly polished, with just

the right amount of drama.”

In 2010, House Beautiful named Andrea

ABOVE “This home called for a more traditional design and for a family of 7, we were thoughtful about making sureit was classy, yet completely usable,” Schumacher says. “The Mamluk rug can take a beating with the intricatepattern and complex color way. I love using Mamluk, as they are so versatile and look amazing in both traditionaland modern settings.” Photography by J. Curtis Photography. Courtesy of Andrea Schumacher Interiors.

OPPOSITE The designer picked a large scale Moroccan design in vibrant shades of blue, green and white to bethe focus of a warm, inviting livingroom. The hallway features an antique from the owner’s collection that hastouches of blue providing a visual tie with the livingroom. Photography by Emily Minton Redfield. Courtesy ofAndrea Schumacher Interiors.

Design Focus

AREA 29

Schumacher Interiors, one of the “Top 20 Under 40”

designers to watch in the country—but one of sever-

al honors. Over the past several years, the company

has continued to build a reputation for creating rooms

that are original, chic and sophisticated.

A review of the firm’s extensive portfolio

reveals an eclectic style with which Schumacher deft-

ly transforms a range of settings into unique spaces

that reflect the lifestyle and personality of the client.

Throughout, rugs play a key role.

Schumacher readily admits to using them 100% of

the time. “I even use them in front of a bath tub. I

believe they are art. I design with a neutral palette and

add color with art, pillows and rugs.”

Her choices are equally eclectic as she does-

n’t limit herself to any particular design type—or

even construction. “I love them all. I can appreciate

rugs on many different levels.” Over the years,

antique rugs she has used cover the gamut: Mahals,

Sultanabads, Herizes, Serapis,Bakshaish, Agras,

Oushaks, Amritsars, Tabrizes, Caucasian rugs,

Chinese andAubussons, Savonneries, needlepoints—

even Axminsters. “I go through phases of what I'm

drawn to. I was into Oushaks for a long time and now

am drawn to Mamlouks. I love the pattern and the

rich and saturated colors.”

But she uses new rugs, as well, including

vegetable-dyed reproductions such as Egyptians,

Tibetans, new needlepoints, Aubussons, and

Savonneries. “I love over-dyed rugs as well—I do

think they are trendy.” Flatweaves, such as kilims,

sumaks and dhurries have also found a place in her

impressive repertoire.

Although she sometimes uses machine-made

rugs, she has a decided preference, however, for

handmade antiques. “[Even] a well done machine-

made can do the trick, but I prefer an antique over a

newer rug—it just says ‘classy and sophisticated’

without trying too hard.”

Schumacher’s eclectic style supercedes

trends. “My decorative style is classic with a twist of

the unexpected. Whether that is achieved by using a

funky light fixture or case good, it is about throwing

the unexpected together in such a way that the out-

come is a WOW factor interior that looks like it's

been collected over years. I love mixing antiques in

modern settings. Rugs help achieve this look.”

As a result, she is able to work a rug into

every room. “I use them throughout the house. They

can frame a room or complement it. I usually use

them as the ‘pop’ of color, but there are times it needs

to be subtle, and in that case I go for texture.” As to

whether to start with a rug or select it later, she has no

hard-and-fast rule. “It goes either way. Sometimes I

find a rug in the beginning of the project and design

with it in mind. Other times we bring in several at the

end of the project and find one that works well.”

She is flexible, also, in how she positions

rugs and over which floor surface. “I do both and at

times I will layer rugs, so—for example—I use a sisal

for the entire room and then a smaller, more colorful

rug on top that has more color and definition.” When

using more than one rug in a room, she looks for a

common color theme which is also her approach to

mixing patterns.

Clearly, Schumacher is equally deft at com-

bining patterned fabrics with rugs. “I love mixing

fabric and rug patterns. I like the look of a rich color-

ful rug and a neutral sofa with similar color pillows—

with ‘off-the-wall’ patterned fabrics.”

Her enthusiasm for rugs is contagious. She

notes, “Rugs get clients excited. It’s fun to have many

brought in for the client to see in the space. I love to

see their eyes light up with all the possibilities!”

OPPOSITE: The designer explains, “This rug belonged to the home owners and we designed around its rich hueof red. To complement it, we painted the original Alder wood trim and cabinets a light blue and added a touch ofglamour with the lighting.” Photography by Emily Minton Redfield. Courtesy of Andrea Schumacher Interiors.

Design Focus

30 Spring 2014

In 2010, House Beautiful named Andrea Schumacher

Interiors one of the “Top 20 Under 40” designers to

watch in the U.S. Other honors include the presti-

gious ‘Best Interior Designer’ Newman Award from

the Institute of Classical Architecture and Art and

Colorado Home and Lifestyles 2010 Home of the

Year. In addition, the company was included on Luxe

Magazine’s “Gold List.”

Over the past several years, the firm has built

upon this acclaim and reputation for creating rooms

that are original, chic and sophisticated. Their work

has been featured in local and national publications

such as House Beautiful, HGTV, Renovation Style,

Luxe, Colorado Home and Lifestyles, Architecture

and Design and Western Art and Architecture.

Founder Andrea Monath Schumacher holds

a B.S. in Interior Design, a certificate in Universal

Design from the Graduate School of Design at

Harvard University and further studies

toward her Masters in Architecture at the

University of Colorado. After completing

her studies, Schumacher apprenticed at

"Days of Our Lives" which led to a job at

Columbia Pictures Entertainment as an

in-house Interior Designer. She believes,

however, that her true knowledge of design comes

from a long and on-going love of the world around

her, which includes extensive travel, and a keen

awareness of emotions evoked from the built envi-

ronment.

In 1999 she established Andrea Schumacher

Interiors as a full-service interior design firm with a

mission to create aesthetically exciting interiors, but

also to provide a personal commitment to their design

partners in each aspect of a project's interior design;

from space planning, budget definition and design

concepts to contractual documents and final installa-

tion. They continue to provide their clients the bene-

fit of personal attention and professional experience

which has produced distinctive personal homes, as

well has highly regarded branding in the law, oil and

hospitality industries.

About TheDesigner

OPPOSITE This visually appealing but totally practical dining is an example of the designer’s ability to mix stylesand colors—and a touch of whimsey to her interiors. Photography by Emily Minton Redfield. Courtesy of AndreaSchumacher Interiors.

Market Rev iew

32 Spring 2014

Bursting bubbles, a deep recession, and, yes, even the continuing high-tech revolution, has had most folks

living in constant earthquake mode: everything shaking and slightly unsteady. The 2014 January Atlanta

Market, however, saw a return to times where shake equated with actively making change happen as well as

adjusting to change that has happened: new designs, new textures, new floor demographics, a larger number of

shows to prepare for and attend, and sometimes a new way of doing business—more fashion show-like, more

looking, more just-in-time buying.

FOCUS: RUGSAtlanta remains the dedicated rug market and the place, said Ralph Bashian, of Bashian, Ridgefield, NJ,

where, “you get feedback from your customers and you gauge their optimism or negativism for the year.”

“We were busy,” said Thomas Itty of Nourison, Saddle Brook, NJ. “We had a lot of new introductions. The

Atlanta market is usually our big market: It’s a true rug market. It was definitely up and our customers seemed

to be more optimistic for the coming year.” Although selling was across the board, “Atlanta is a market where

we try to reach buyers who like our higher price points,” said Mr. Itty.

“We have been doing this show for many years now and the clientele knows the market. They come for

specific reasons,” said Baki Ildiz, The Creative Touch, Secaucus, NJ. “Even though there was cold weather and

delayed flights, we still saw many appointments and walk-in traffic. Every show we pick up new clients; that’s

why we go. We can service our regular clients through different means, but our main intention is getting new

clients and the show was good for that reason.”

Cyrus Loloi, Loloi, Dallas, TX, felt traffic was similar to last year, or maybe a bit less, but that those in

attendance, “meant business and came to write good healthy orders. That’s the way we look at the Atlanta mar-

ket: you may get more traffic at other markets, but at the end of the day the totals are not necessarily correlat-

MAKINGCHANGEHAPPENNORS 2014 • Atlanta

by Ellyne Raeuber

Market Rev iew

AREA 33

ed to how many people you had come into the show-

room. It is more about what they are going to buy. We

saw a lot of furniture stores, a lot of rug people—the

exclusive rug galleries that are still around come to

Atlanta—that kind of mix.”

“We have customers who only come to Atlanta,

so we have to have a presence there,” said Kami

Navid, LosAngeles, CA. “Atlanta for us is steady. We

expect existing customers to show up and although

traffic was kind of soft, whoever came in bought.”

Jaunty’s main customers are furniture stores so High

Point and Las Vegas are also markets it must attend,

noted Mr. Navid

One compatibleAtlanta exhibitor is Revita, South

Hackensack, NJ. “We were there complementing new

rugs and materials being sold,” said Ms. Goldman.

“You don’t sell a Benz without the service and we are

a rug cleaning service. We go to Atlanta not knowing

what to anticipate; then we run into perspective cus-

tomers and more people from across the nation and it

renews our commitment to come back again. The

entire rug industry is our client base and the new

materials that vendors have introduced to the market

like viscose or viscose and wool rugs seem to be a hot

topic for retailers who were going through the show.

They would see our booth and stop by and ask: ‘How

do you clean viscose’? Usually we get those questions

from New York, Florida or the West Coast and now

we have people as far away as Ohio and Arkansas,

places that are in the heart of the country, asking. We

made a lot of new contacts.”

FURNITURE ON THE FLOORNew at Atlanta is the mixing on some floors of

furniture stores with rug showrooms, a plus for many

vendors. The newly occupied showrooms draw new

buyers and inject a welcome boost of energy. Brian

Mehl, Tibet Rugs, Salt Lake City, Utah noted the

change: “We used to have a lot of vacancies on our

floor, the fifth floor, and now they’re starting to fill

Market Rev iew

34 Spring 2014

those vacancies with nice furniture makers and

exhibitors; and also décor.”

“We had a better market compared to last year’s,”

said Mr. Ildiz. “I think there was more traffic due to

furniture stores coming onto our floor and it not hav-

ing just rugs. There was a little bit more walk-in traf-

fic and the overall market was better. People were

interested in the new collections and wanted to buy

instead of just looking around like in the last shows,

which made us happy.”

“The market is trying to get a better mix of ten-

ants on the traditional rug floors,” said Firooz Nahai,

Marcella Fine Rugs, Atlanta, GA. “It makes sense.

There is synergy in rugs and home furnishings being

part and parcel of the same presentation, but it is too

soon to tell if furniture stores help. “

BETTER YEARDespite bad weather and less traffic, most 2014

vendors experienced an at least incrementally upward

trend that reflected what is happening nationwide. “I

did better than last year,” said Sayeed Hasanzadah,

Merrifield, Vienna, VA. “Angie Emory, Radici USA,

Spartanburg, NC, described traffic as sparse, but

noted that important customers came to the show-

room: “We had good meetings with those customers.

It was successful for us in the way that we expected it

to be,” she said. Kerin Gokce of Anadol, Atlanta, GA

also saw a decline in traffic from last January, but was

nevertheless pleased. “As far as business goes, we

were satisfied,” Mr. Gokce said. “There is optimism.

Everyone is talking about the upward economy, but I

don’t think the trajectory is steep. We did a little more

than last year and that was fine for us.”

“It was better than last year,” said Reza Momeni,

Momeni, Carlstadt, NJ. “The people that attended

were more upbeat. No one was negative; it was all

positive conversation and comments. Overall the year

was good for everybody; that’s why the positive atti-

tude was called for.”

Market Rev iew

AREA 35

OPTIMISM VS CAUTIONIn a complex industry working in a complex

economy customer response will run the gamut.

Although many are more optimistic, caution contin-

ues to be the default for retailers who were hard hit by

the recession or caught with an abundance of unsold

inventory.

Mr. Loloi experienced vendors’ optimism as

expressed in body language as well as in disposition

and conversation. “More and more from the retailers

who have survived the recession, I hear stories of new

store openings, expansion of existing space, and more

advertising—all encouraging signs,” he said. “While

I can’t speak for all the retailers—I’m sure that, unfor-

tunately, there are still some struggling—we do have

some dealer-partners who have improved in their out-

look and are taking expansive actions.”

“Customers coming in are more positive and hap-

pier than they used to be so it seems like there is some

movement,” said Ariel Kalaty, Kalaty, NewYork, NY.

“People are literally happier as a result, I assume, of

having better traffic. They are selling goods and it’s

going to be a better year: We are positive and defi-

nitely optimistic.”

Sheila Rahmanan, Lotfy and Sons, Secaucus, NJ,

was hopeful and felt business at market equaled last

year’s level despite a bad last quarter for some retail-

ers. “A lot of people with whom I’ve spoken, whether

they were our accounts or our competitors’ accounts,

all said that November and December were quite bad

for most retailers. Whether that will turn around

remains to be seen. If our customers don’t sell, then

we don’t sell to them,” Ms. Rahmanan noted.

“I think that most buyers are having a good year

and are more confident,” Jonathan Kashanian, F.J.

Kashanian Rug Corp., Secaucus, NJ, said. “When we

were there, we didn’t see so much traffic, but now that

I look back and see the numbers, I see that those who

came were placing orders. If they came to Atlanta, it

meant that they were happy because they had the

Market Rev iew

36 Spring 2014

money to buy new rugs; the people who were there

definitely seemed optimistic.”

NOT LIKE THE OLD DAYSLet’s count the ways in which it is not like the old

days: slower traffic, more price-conscious buyers, dif-

ferent shopping paradigms and a range of product that

runs from the subdued classic to the outrageous mod-

ern. Awareness of these changes has helped vendors

adapt to the new marketplace and create their own

strategies.

“If you give people a better price, they will buy

from you, so you have to work with people,” said Mr.

Hasanzadah. “It’s not like the old days. Now people

think about the price: it’s the number one thing for

them, then the design and color. Also, we didn’t have

a lot of people coming in. In the old days we were so

busy we could not even talk to everybody. We weren’t

busy like that, but still I did about 15% to 20% better

than last year.”

Mr. Loloi said: “There is a sense of okay, this is

my vendor; this is who I am comfortable with; I can

work with them.” Mr. Bashian saw that phenomenon,

too. “With the customers that you have, you have to

solidify better partnerships,” he said. “It’s a tough

market. If a customer is happy with his supplier, he is

sticking with that supplier, forming better relation-

ships and partnerships and not looking for someone

new. It’s not like the old days when there was a short-

age of high-end product and the dealers were scam-

pering, going around from vendor to vendor looking

for something. I think that if you are in the tufted busi-

ness and you’ve got good production and good

designs, your customer base will stick with you.”

This year Neman International, New York, NY,

decided to move from their permanent showroom to

temporary space on the second floor. The traffic was

light, but some buyers bought heavily. “We gave up

the permanent showroom and I’m much happier in the

temporary space on the second floor,” said Dan

Neman. “On the second floor, people come and go

and you can see what’s going on. You see people, talk,

and learn. It’s less expensive and I got new customers.

That’s always good.”

“For the last couple of years Anadol has rented

another showroom on the third floor where the atmos-

phere is little bit more colorful,” said Mr. Gokce.

“You go into our showroom and see a lot of semi-

antique Anatolian carpets with a new look: We

overdye them, sheer them down, cut them, paste

Market Rev iew

AREA 37

them, patch them, and put glitter on them and they

become contemporary. We have good inventory and

that led to our decision to again rent a second space,

which did better than last year.”

FASHION SHOW MENTALITYLike at fashion shows, some come only to look.

They may not be ready to buy, but want to see what

colors and designs are in the market; or they may be

short of funds or have to get prior approval from

clients. “The same retailers that have been coming to

the show for 25 years came, but some weren’t in a

position to buy,” said Mr. Mehl. “They took pictures

and wanted to see what was new. There were a lot of

venders there that they needed to see.”

“Customers were very cautiously buying,” said

Mr. Nahai. “We saw very few designer/decorators and

even they were more inclined to take pictures for

clients than actually take the plunge, which has been

the MO for the last four or five years. The middle

level—furniture stores and specialty retailer stores—

they were purchasing with great precision. Each

comes with what I call a prescription as to what they

must have, a list of what their customers want regard-

ing color and size. Then if you look at the big boxes,

the volume buyers, many are looking for in-time

inventory and are reluctant to buy in volume; so a lot

of that clientele want you to work with them at their

pace in between markets and their market visits are

much more to see what is new.”

APPOINTMENT DRIVENPre-market work—especially making appoint-

ments—is key to success at Atlanta. “We had a good

market and as has been the case in the past few mar-

kets, it’s become appointment driven with an appoint-

ment-based flow of traffic,” explained Ned Baker,

Tamarian Carpets, Baltimore, MD. “We saw our

largest accounts who we knew were coming. In the

past, more people would walk in and we would cap-

Market Rev iew

38 Spring 2014

ture new accounts, but the market has changed so the

outreach is really important.”

At Obeetee, New York, NY, five new collections

were introduced. “We did very well,” said Vimal

Kumar. “The buyers who came to market were all

serious and all of our appointments showed up. We

did have walk-ins so we had a couple of new cus-

tomers, but most of our business is through appoint-

ments. It was a better market than last year and peo-

ple are upbeat.”

“We were happy that all of our appointments

showed up and they seem like they are positive for the

year going forward. It gets more and more appoint-

ment driven every market,” Mr. Bashian said. Mr.

Loloi agreed that Atlanta, more than most shows, is

about appointments, but that new customers came

from both walk-ins and appointments. Mr. Kalaty said

Kalaty was quite happy with market results. “Some

appointments show up and some don’t, but lot of it is

doing work afterwards to secure orders,” he said.

WORK HARD, FIND YOUR NICHEDiversify; find your niche; work hard; produce

new products ahead of the curve; build your relation-

ships: These are but a few of the keys to success. Mr.

Kalaty can’t point to a particular strategy. He says it’s

about continuously plugging away, working hard and

trying to innovate as much as you can. “New products

and new designs: as much as we can innovate, we try

to. We’ve introduced a few new lines across the spec-

trum of design: we have some new very unusual mod-

erns, new introductions in transitionals and in tradi-

tionals; and they are all doing well.”

Mr. Mehl thinks that, “the big guys who diversify

and who do hand tufted and machine-made are cover-

ing their bases. That’s why we are doing the Indian

Sumac production; because it’s got a better price

point. You can be a great big company and bring in

large, 40-foot containers every week or you can be a

smaller company and really specialize and have a

niche that is really high end. We are finding our

niche.”

Momeni has gone with diversification, introduc-

ing a well-received, new area of accessories. “We

have pillows and ottomans, and we added tabletops,

some light furniture, and some decorative items,” Mr.

Momeni said. “We have expanded and that, together

with rug-based dealers looking to get into some new

avenues, led to a positive market.”

Market Rev iew

AREA 39

“I’m hearing a lot of positive in terms of that top

one percent. Special projects and new construction

are really cranking up; so we’re doing a lot of high -

end and custom jobs and we have been very happy

with that,” Mr. Baker said. “But we are still offering

product at an attractive price point and have to con-

tinue to be sensitive to price. Our new weaves tend to

be of a slightly lower price point which helps to

absorb higher production costs due to cost-of-living

raises in Nepal.”

TREND IS NO TRENDThere is a move away from traditional, but there

are traditionals that are selling well. Oushaks—some-

times categorized as traditional and sometimes as

transitional—and Peshawars are still strong. Demand

may be geographically based: In Washington, DC,

according to Ms. Goldman, most of the rugs that

Revita services are traditional Orientals and Persians.

Mr. Kalaty noted that the trend is that there is no

trend.

“We had some beautiful new designs and colors

for our transitionals and it worked for us,” Mr. Neman

said. Jay Nehouray, Caravan Rug Corp, Beverly Hills,

CA, saw more people leaning toward modern and

transitional. Nevertheless, he said, Caravan’s tradi-

tionals “did okay, better than last year because our tra-

ditional lines have been around for so long that our

client base knows what we do.”

Mr. Kashanian doesn’t see that one stand-out sell-

er. “Now,” Mr. Kashanian said, “it seems that every

city has its own look and its own requirement; and if

someone buys something, they want it to turn over

very quickly. They’re not going to take a risk.” They

may buy a test piece, he said, or something that they

know sells like their bread and butter: “Either they are

looking for real traditional that is timeless or they

want something different. It is kind of like the

extremes.”

“Those who came in and ordered were looking

Market Rev iew

40 Spring 2014

for vibrant colors and for transitional and contempo-

rary looks,” said Mr. Navid. “For us traditional pat-

terns are still selling, but buyers are looking for kind

of wild rugs to make a statement. They know that

most of their reorders are going to be certain tradi-

tional patterns or colors, but they need to have and

show trending colors. Everything sells as long as it

has the right niche.”

“We are very specialized,” Ms. Rahmanan said.

“The lines that we sell are mid to high end and we did

quite well with those. There are all kinds of cus-

tomers, people who were looking for only contempo-

rary or transitional, but we are known for our updated

traditional lines, so that is our customer base.”

Although Radici brought one traditional line to mar-

ket, it was contemporary that was requested most.

“It’s so exciting just to see some of the things that

designers come up with. It’s impressive,” said Ms.

Emory.

“In my book, the middle point is hand tufted,”

said Mr. Nahai, “and although there is strong demand

on the specialty level for hand knotted, some special-

ty stores want to dabble in power loomed, but they are

hesitant because they feel it dilutes their image. I had

one customer that looked at a power loomed rug on

the wall; he ordered it and as I was writing the ticket,

he looked at it and said, ‘Is that power-loomed? It

looks great but I can’t buy it.’ He could not dilute his

name; and I can respect that. But I think there is a

trend toward power-loomed.”

Mr. Hasanzadah noticed that people are still

looking for antique pieces. “At the show I bought

some old rugs from somebody else, a dealer from

upstairs,” Mr. Hasanzadah said. “As soon as I brought

them to my showroom, they were sold. I bought 8

smaller pieces, and in just an hour I sold almost 80%

of those rugs. Some people still want vintage quality

rugs. I believe that’s coming back.”

GRAY, STAID GRAYIt’s always fun to follow the color of the year:

emerald green last year and orchid this year, perhaps

with a mention of plum. These colors, however, are

more often relegated to accent colors, especially in

traditionals where even a touch of pink may squelch a

sale. “When you hear color, especially when it is an

unusual color—things that pop out—they can’t sus-

tain as a background,” said Mr. Kalaty. “They are

more accent and accessory colors. Orchid, unless it is

in lower end rugs, would be difficult to do as a main

Market Rev iew

AREA 41

color, but I think some brighter colors are coming

back.” Cautious buyers will keep the boat steady with

light colors and ever-popular grays. Then again,

turquoise is a today-color; and what sells often

depends on the rug category.

“Usually,” said Mr. Neman, “they want a lighter

tone, really washed out, where you can’t even see the

design, but this time we found that they needed more

color: gray tones, beiges, khakis.” Mr. Nehouray saw

a neutral silver-gray tone, a soft look, selling. “People

were looking for unusual designs like the unique

abstracts we’ve done well with, but the colors are

soft,” he said. “Light and muted colors were still

strong in the market,” agreed Mr. Ildiz. “We brought

some Suzanis that had a chromatic gray tone and they

were very successful. Each collection has its own

clientele and I think people know us for our collec-

tions. Some come specifically for light or gray tones

and others select the bright colors. It depends on the

client.”

Ms. Rahmanan thought there was an oversupply

of silver wash goods in light blue, light gray and

white tones. “I think that the market will get tired of

that very light, washed-out look soon. My personal

feeling is that new colors should be brought in; they

can be silver wash, but they don’t all have to be gray

and blue. We brought very light colors, too, but we are

thinking about new things out of India,” she said.

BUT COLOR HAS ITS DAYF.J. Kashanian’s designer, Gilda Kashanian, this

year won her tenth America’s Magnificent Carpet

Award. Mr. Kashanian described the winning carpet

as “very colorful and fun” but he’s not sure that every-

body is ready yet for that. “There are customers who

want to add something new and a splash of color to

their showrooms—they’re the type who will try this,”

Mr. Kashanian said. “Based on what we see with fash-

ion and furniture, color is definitely in. The younger

generation is looking for color because it’s fun. Bright

Market Rev iew

42 Spring 2014

gold and turquoise were popular at this market.”

Speaking of turquoise: “We came out with a real-

ly pretty turquoise which was brand new to us and had

a really fine reception,” said Ms. Emory. “It is beauti-

ful especially when it is down on the floor in the light.

We’re an Italian company so sometimes our colors are

a little bit ahead of the market here. I was a little skep-

tical myself, being from the Southeast and more tradi-

tional, but we had such a good reception in Atlanta

that we have already gone into production with it.

Right now there are three or four designs with that

turquoise and if it does end up doing very well, we’ll

expand on that in July.”

Nourison’s Silk Shadows Collection with bright,

very vibrant colors like orange, amethyst and dark

blues and greens did well; while Anadol’s Gypsy

Colors—yellows and purples—are, according to Mr.

Gokce, “still trendy, and even stronger this year; and

there were some turquoise and denim blues, too.”

Tamarian saw a bit of indigo and denim selling.

“We have a fairly transitional pattern that uses a pret-

ty heavy indigo/denim blue and people seem to go for

that rather than a wildly contemporary pattern in more

garish colors,” Mr. Baker said. “There is a little bit of

trepidation; the buyers want to play it safe. There is

still some ‘buyer’s remorse’ left over from the last 8

to10 years where they may have bought a lot of rugs

that they liked at market and then couldn’t sell. We do

a heavy exchange program on our older goods to help

our dealers flush them out of their galleries, but some

buyers are still sitting with a lot of stuff. We offered

so much new, sellable merchandise that we saw a very

good response from everyone who showed up.

Everybody bought something, and some people

bought heavily.

WHAT SOLD“We’ve developed some new weaves and knots

with much more texture and variation to them that are

different from your regular wool and silk Tibetan,”

Mr. Baker continued. We are keying back on design

and using more texture, but the trend, as far as design,

is more transitional. We did bring a few pieces that

were more contemporary and edgier in a color. People

Market Rev iew

AREA 43

like to see that, but they are gravitating toward transi-

tional, even quasi-traditional patterns done in this

funkier texture, like European producers, where it is a

traditional pattern but degradated in a way using dif-

ferent textural blends. There have been a few German

designers who have gotten out in front of that look

and we’re doing our own thing with that.”

Nourison’s popular Luminance Collection, a silk-

like rug that is a blend of wool and viscose, also fea-

tures a sheen. For the January market the company

created the high-end Timeless Collection. It used

famous museum and private collection rugs as inspi-

ration for creating loom-knotted adaptations that sold

very well. “We created new products which reflect

those designs, but have their own unique look and

feel,” said Mr. Itty. Viscose and wool was also used

for a Calvin Klein rug. “Viscose is durable. We have

products with that kind of composition because there

is a need in the market for it. There was a big push in

Atlanta for all Kathy Ireland’s line and she came to

our showroom one night to meet our buyers,” he said.

“Design is all over,” Mr. Kumar noted. “We

had new collections and additions to last year’s intro-

ductions. Our Orion Collection is more transitional

while our Mira Collection is a modern take on classi-

cal designs; and both sold well.”

YEAR TKThe U.S. economy grew by 3.2% in the last quar-

ter of 2013. Mr. Neman saw that reflected in three

good solid months of sales. Mr. Nehouray sees real

estate improving, which speaks of an up-tick to come

in furniture and rug sales. Mr. Bashian thinks business

is slowly turning around and is positive about his cus-

tomer base and the year to come.

“Now there is more consistency in terms of posi-

tive news: Europe is getting a little bit more solid;

Japan is coming out of the doldrums after two

decades,” Mr. Nahai said. “And there is the millenni-

al generation whose buying habits are changing. A

company that can keep up with the styles and colors

that appeal to that upcoming generation and can cater

to their mode of purchasing will do well.”

“We had a very good last quarter and the market

was a good start for this year,” said Mr. Ildiz. “We are

crossing our fingers and hoping that it will continue to

improve because our industry has suffered quite a bit

during the past few years; but the future looks bright

as of today.” At Merrifield, it’s all positive: “I really

have good feeling that this year will be better than last

year,” said Mr. Hasanzadah.

Around The Market

44 Spring 2014

ATLANTA • January 2014

Around The Market

AREA 45ATLANTA - January 2014

Around The Market

46 Spring 2014

ATLANTA • January 2014

Around The Market

AREA 47

The creativity, artistry and passion of the Area Rug industry was celebrated in style at the annual America’s

Magnificent Carpets®Awards, staged byAmericasMart®Atlanta as part of TheAtlanta International Area Rug

Market® featuring the National Oriental Rug Show. The event, which took place on Friday, January 10, 2014

at the Hyatt Regency Atlanta, featured awards in the hand hooked/hand tufted, hand knotted, flat weave,

machine made and outdoor rugs categories as selected by an independent panel of noted experts. Rugs were

submitted to the Market Museum of Introductions for award consideration.

ATLANTA - January 2014

2014 America’s Magnificent Carpet AwardsHonoring Industry Excellence

The 2014 winners are:

Hand Hooked/ Hand Tufted: $0-8.00 psf Capel Rugs

Hand Hooked/Hand Tufted: $8.01-16.00 psf Jaipur Rugs Inc

Hand Knotted/ Flat Weave: $0-30.00 psf Marcella Fine Rugs

Hand Knotted/ Flat Weave: $30.01-50.00 psf Loloi, Inc

Hand Knotted/Flat Weave: $50.01-100.00 psf F.J. Kashanian Rug Corp.

Hand Knotted/ Flat Weave: $100.01 psf Anadol Rug Company

Machine Made: $0-400.00 psf Oriental Weavers of America

Machine Made: $400.01+ psf Nourison Rug Co

Outdoor: Couristan, Inc.

Licensee: Jaipur Rugs

Merchandis ing

48 Spring 2014

Shoppers are spending more and more time, every-

where they go, on their smartphone. Smart retailers

are finding innovative ways to turn all those mobile

phones and new apps into vibrant on-site selling

opportunities. The latest apps allow precisely-targeted

marketing messages, plus the chance to gather more

data about each customer’s behavior.

The convenience of 24/7 on-line shopping made

it a frequent shopping option for countless consumers.

Yet, over 90% of retail sales still take place in physi-

cal stores! While shopping inside a store, nearly two-

thirds of today’s consumers use a mobile device,

according to a study commissioned by Google.

Where Mobile Apps Are UsedThe fashion industry was quick to see the poten-

tial. Now, almost every retail category and all sorts of

non-shopping venues, including ballparks and muse-

ums, is learning to utilize the power of portable

media. All kinds of stores offer everything from a sur-

prise “thank you” reward as a customer enters, to

carefully-selected sales information when she pauses

to look at an item.

One provider of an effective in-store mobile mar-

keting platform is Swirl Networks, Inc., a Boston-

based technology firm. Swirl’s mobile app interacts in

the store with a special battery-powered transmitter,

called a beacon, powered by Bluetooth® Low Energy.

Through “microlocation sensing,” the app pinpoints a

shopper’s exact position: has she just come into the

store? is she standing in front of a particular display?

“When the shopper enters, we know because that

phone’s app signals that it is now located inside the

store,” explains Rob Murphy, Swirl’s vice president

for marketing.

MOBILE APPS

FOR YOURSTORE

by Carol Milano

Merchandis ing

AREA 49

If it’s a floor coverings store, the retailer can

assume, “You walked through the door, so I know

you’re looking for a rug.” It’s appropriate to send a

message saying, “Welcome. A sales associate will be

right with you.” Another possible approach, Murphy

suggests, is a message saying, “This is your third visit

this year. We know you’re a loyal customer. Here’s a

$100 coupon.”

Microlocation enables mobile marketing wherev-

er a shopper uses her phone, by suggesting intention.

For instance, “In a large home furnishings store,” says

Murphy, “once I find that she’s in the oriental rug sec-

tion, we can immediately provide personalized con-

tent, messages and offers based on her exact loca-

tion.” Relevant digital content to send could be infor-

mation about how to care for an oriental rug, or the

top current designs—“anything you’d consider useful

to help a shopper make an informed buying decision.”

Over six million consumers use Shopkick, another

popular mobile app. A customer in a Shopkick-

equipped store can view specific deals, discounts, rec-

ommendations and rewards there, on her phone. In a

new Shopkick model, the consumer doesn’t even have

to open the app to receive all these tempting options.

Consumers also flock to the RetailMeNot Coupons

App, available for iPhone and Android. With its

“geofencing,” as a shopper enters one of 6,000 U.S.

shopping centers, the app alerts her to current dis-

counts at nearby stores. Then, she simply shows the

coupon on her phone at check-out. RetailMeNot,

America’s largest digital coupon site, even notifies the

consumer when a deal is about to expire. Its vast

range of retailers includes Macy’s, Home Depot and

Best Buy. By the end of 2013, nearly 14 million con-

sumers have downloaded the free mobile app;

RetailMeNot coupons have facilitated approximately

$3.5 billion in merchant sales. (To learn how your

store can participate, visit www.retailmenot.com )

Merchandis ing

50 Spring 2014

Benefits to ConsumersHow does a consumer become a user of an app

like Swirl, RetailMeNot or Shopkick? The shopper

simply downloads the app. In exchange, she must

consent to share her phone’s location information.

Surprisingly, for the vast majority of consumers,

“Privacy is not really an issue—if they feel they get

something relevant in return,” Murphy reports. The

typical consumer attitude is, “Give me an offer or

some content that helps me make a buying decision

right where I am.” (However, shoppers don’t appreci-

ate walking around a store and having their phone

buzz a dozen times to say “Hey, buy a rug,” he cau-

tions.) “Retailers should recognize their chance to

[strengthen] the buying experience, because of

microlocation. When that customer is standing in the

oriental rug section, you know they have interest, and

may be close to deciding.”

In its 2013 study, Swirl found that 77% of con-

sumers will share smartphone location data as long as

they receive enough value. They’d rather entrust their

location information to their favorite retailers than to

shopping apps, Google or Facebook. Shoppers are

getting used to in-store mobile alerts: in the past six

months, 67% have received shopping-related alerts on

smartphones. Of those who got them, 81% usually

open them; 79% have made at least one subsequent

purchase.

So why would an app-savvy consumer ignore an

alert? In Swirl’s study, 41% said the content wasn’t

relevant to their interests or location; 37% said the

alerts didn’t provide enough value. For 16%, they

were annoying. If the apps delivered sales and pro-

motion information, 80% of shoppers said they would

use them more often.

Reinforcing the Sales ForceMobile shopping apps can help with another

major factor. A recent Retail Systems Research study

found that the store employee can make the crucial

difference for the in-store experience. As many as

75% of consumers in another survey said they would

walk out of the store if they have no access to knowl-

edgeable sales associates.

Consumers are more educated than ever, thanks

to their smartphones and computers, observes Dax

Dasilva, CEO of LightSpeed, based in Montreal.

That’s caused “a serious need for training in retail,

especially with new employees coming in continu-

ously. The danger is that a customer leaving the couch

might find a sales associate in the store who knows

less about the product than she learned online!”

Several providers offer mobile apps that assist

with sales training. LightSpeed, for example, has an

iPad program designed to create a situation well

beyond online shopping—an advantage that Dasilva

describes as “information + the human touch + the

store environment.” LightSpeed’s tools help sales

associates become more confident, expert guides,

who can offer a boutique experience. “If she comes to

the store, that shopper has questions. The ideal situa-

tion is being able to have a knowledgeable conversa-

tion with the consumer about the products, while

being able to show them other options, like different

colors.”

The LightSpeed app helps a salesperson guide a

conversation, always keeping the focus on what the

shopper wants. It’s vital to provide more information

than a customer could get at home. However, “New

employees can’t possibly know all the details of every

product. Yet once a customer is engaged, you don’t

want to leave them to go find answers to their ques-

tions!” Dasilva says. LightSpeed’s ‘Show And Tell’

feature lets you “show images of a sofa, then things

that would go with it, like a floor lamp or area rug,

and even look up the SKU. Show And Tell takes two

minutes of training time [for a salesperson] to become

a genius,” he teases.

This app makes a salesperson an instantly valu-

able resource, getting information while checking

Merchandis ing

AREA 51

inventory, which helps assure that the customer can

get the product she’s interested in. The app also

serves as a mobile payment device, affording instant

gratification. “You can close the sale in the moment,

when the customer is excited. She came in, got what

she wanted, and leaves the store with the impression

that shopping there was fast, efficient, and a good use

of her time,” says Dasilva.

If a shopper isn’t ready to buy, the salesperson

can continue the relationship online after the visit, for

example by updating the customer about new mer-

chandise. The sales associate can store the customer’s

shopping history to help with future recommenda-

tions.

How To Go MobileHow can a store start using a mobile marketing

app? With Swirl, the retailer licenses the marketing

platform; annual fees vary by location. No hardware

or network infrastructure is needed; installation is

quite simple, Murphy explains. “Peel off the tape,

secure the beacon somewhere in the store, and you’ll

be able to deliver targeted messages, content or offers

to consumer smartphones as soon as they enter.”

Compared to other wi-fi equipment, beacons are less

expensive and easier to install.

Once the retailer has web access to the platform,

they enter programmed content for specific offers.

“Let’s say a retailer wants four different zones within

the store. You can enter advice, tips, and content for

each zone, and recommendations for related prod-

ucts,” says Murphy. “This gives any new customer an

incentive to buy. For returning customers, it’s an

opportunity to promote your loyalty program.” After

all the information is input, the platform itself takes

over. As any consumer with the Swirl app on her

phone enters the store, the program recognizes her

history.

“Small stores use a broad-based app. Larger

retailers use their own app,” Murphy explains. So far,

he reports, most Swirl clients are large retailers.

“They’re the most technically advanced, with the

most resources. With broader consumer acceptance,

we’ll see this filter to smaller retailers.”

LightSpeed works with over 17,000 retailers to

improve their e-commerce in-store management; a

majority are independent stores. Together these mer-

chants process over $6 billion per year in transactions.

LightSpeed’s specialty is high-volume inventory and

high-value goods, including fine wines, jewelry and

upscale home furnishings. “Before a customer com-

mits to an expensive item, they want in-depth infor-

mation about that product. Our app is especially use-

ful for this type of retailer, with its high degree of con-

venience and personalization, says Dasilva.

A retailer buys the platform, including all its

tools, which can be applied to different parts of the

store, customized as needed. Several options are

available; costs begin at $79 per month. Some retail-

ers’ own IT department handles installation. If not,

one of LightSpeed’s 270,000 “integration partners”

can help a store install the app and train employees.

After installation, the retailer simply uploads

product information and images into the app. These

will appear both in the store and on the website.

“There’s becoming less of a difference between those

settings,” Dasilva points out. “Now, you can meet the

customer wherever they want to interact with your

brand.”

SummaryInstore mobile apps put all your information,

images, and inventory onto one place, including cus-

tomer history, allowing you to pinpoint and personal-

ize marketing messages. “Modern retailing needs all

these apps and interfaces to engage with customers,”

Dasilva summarizes.

Coming in our SUMMER ISSUE: Part Two -

How Mobile Apps Can Bring Customers Into Your

Store

Market Rev iew

52 Spring 2014

With fourth quarter numbers confirming a slow but

steady economic recovery, there were wins in Las

Vegas. New furniture vendors filled many spaces that

had been empty last year, helping to increase traffic;

and buyers came ready to ‘write tickets.’

BETTER ECONOMY“The economy is bouncing back: consumers

are spending money and the buyers are willing to look

at new product,” said Hari Tummala, KAS, Somerset,

NJ. “It was definitely better than last year and there

was good traffic and a more positive vibration.”

“I think that the show was better than last

year,” said Lee Harounian, Harounian Rugs

International, New York, NY. “All the appointments

showed up which is magnificent and then we picked

up some new customers as walk-ins. The economy is

recovering; and having more exhibitors here, espe-

cially more furniture companies, attracts a lot more

customers on the furniture side. Furniture stores come

to see their accounts and to see us as well, especially

the West Coast customers who don’t come to other

markets.”

Cameron Capel, Capel Inc., Troy, NC, saw

strong attendance, happy energy and a lot of opti-

mism. “Capel did well,” she said. “More people than

in over the last five or six years actually wrote paper,

to use an old term. We found the same thing in

Atlanta. And we still have other orders that will be

trickling in over the next week or so; some people go

home and discuss it or they stopped by our showroom

on the very first day and they want to see everybody,

do their furniture or fabric, then make some decisions.

“I do think that the entire industry is still suf-

fering,” Ms. Capel continued. “Orders written at mar-

ket are never going to be what they once were—what

THE 2014 LAS VEGASWORLD MARKET

Improved Economy Meant Better Business

by Ellyne Raeuber

Market Rev iew

AREA 53

my father and older people who have been in the busi-

ness for a while knew—but I think that both Atlanta

and Vegas showed things heading in a positive direc-

tion. We see growth in the future and we’re happy.”

“Traffic in Las Vegas was definitely up. We

were busy even before the first official day,” said John

Feizy, Feizy Import & Export, Dallas, TX. “Buyers

seemed very optimistic and they reacted very posi-

tively to our new collections, which was really grati-

fying. All in all, the energy was great among our

clients. The ones with whom I spoke definitely had

seen an increase in sales and were coming out of a

really strong holiday season.

“I noticed a lot of enthusiasm and a real sense

that IMC is working very hard to make Las Vegas an

important show for rug buyers,” Mr. Feizy continued.

“Several years ago rugs were more of an afterthought,

or so it seemed. It’s nice to see they’ve become an

important piece of this market. We had a great mix of

big box, furniture stores, floor covering stores,

designers, commercial design firms, and even some

gift stores. It was a great turnout.”

NEAR AND FARLas Vegas is predominantly a West Coast

market with overseas buyers, and East Coast buyers

who came to Surfaces and stopped into the World

Market as an add-on, thrown into the mix. At

Harounian some customers came from SouthAmerica

and Canada.

Mr. Feizy saw a good mix of buyers from

across the nation, although, he said, “there were a lot

of customers from the western region of the US. We

always expect that with Las Vegas. We do still have a

lot of overseas buyers and that market continues to

expand for us.” Capel also saw an international

crowd, mostly from Asia and South America. “I think

there is an interest in buying ‘manufactured in the

Market Rev iew

54 Spring 2014

USA’ which I think is interesting. We do get people

from all over the U.S., but it is a western market cater-

ing to the regional,” Ms. Capel said.

“We get some international customers, but

usually it is a West Coast market; when they combine

the market date with that of Surfaces, you see East

Coast dealers from NewYork and New England,” Mr.

Tummala said. “If you go to the July Vegas market,

the market is 100% West Coast. One thing that I

noticed is that brick and mortar stores, mom and pop

stores, are not coming to the show as actively as they

used to come. The buyers are furniture stores and on-

line stores.”

WHAT SOLDOne trend in Las Vegas, as in Atlanta, is that

high- and low-end rugs are gaining in sales. “More

and more we have buyers coming and looking for spe-

cial quality product even if it has a higher price,” Mr.

Tummala said. “They are willing to pay the price

because their customers are willing to pay the price.

The mid-market, however, is still hurting.”

Mr. Harounian sold a lot of hand-tufted and

hand-loomed product and some machine-made at Las

Vegas. “We do carry both the high and low end; and

we handle a lot of hand-made rugs. In Las Vegas, not

that many vendors carry and have programmed hand-

made rugs in sizes 2x3 up to 12x18 in stock. We were

very successful in that regard,” Mr. Harounian said.

Ms. Capel saw higher end collections—a 5x8

that wholesales for $799 list—sell. “Our new hand-

knotted construction by a partner, Hable, got a great

response.” Ms. Capel said. “At the same price point,

but with a totally different look, our hand-knotted

CoCoCozy Collection, not new to the Vegas market,

continued to get a great response. A collection intro-

duced at High Point which was new for Vegas, Park

Lane, has a little bit higher price point, is hand knot-

Market Rev iew

AREA 55

ted, made of New Zealand/Argentine wool, and triple

washed with a great feel. It has that faded look and the

designs are not so bold. It did well in Atlanta and

Vegas. The people with money have had money and

still have money. They are buying at that higher price

point.”

At the same time, Capel came out with its

new Panache Collection that addressed the firm’s

lower end offerings. In this hand-tufted line, where a

5x8 sells for $125, Ms. Capel said that the aim was to

offer a good quality product at a lower price point.

“That younger, hip millennial generation customer

almost views rugs as disposable and doesn’t want to

spend that much money,” she said. “They’ll have it

for a couple of years and they’ll move on to some-

thing else. We continue to expand Panache at that

price point, but with different designs and col-

orations.”

GRAY HAS ITS WAYGrays and blues were the talk of the town, in

demand in all design categories. “There is no getting

away from it, silver, gray and blue still color the mar-

ket,” said Mr. Harounian. “High end is silver and

gray; and that trend is still happening in low end, too.”

Mr. Feizy noted that gray was in demand at

his showroom, especially when combined with yel-

lows and blues. “That’s one reason our Thatcher and

Gramercy Collections were so successful,” Mr. Feizy

said. “Our Lorrain Collection features ocean and mid-

night blue designs, and each of them performed well.”

Ms. Capel said: “Blue, across all ranges, is still so

strong when it comes to color. This market caters to

the regional and San Francisco and Vegas people love

the blues, a range of blues as well as some brighter

colors.”

Market Rev iew

56 Spring 2014

Market Rev iew

AREA 57

KAS showed Persia, a polypropylene,

machine-made with a Peshawar look in soft blues and

grays that was very successful. “Grays and blues are

still very strong, becoming more and more important

in the product mix,” Mr. Tummala said. “Other

machine-mades in space-dyed polyester, Shiraj and

Zen, also did well. The Peshawar looks are tradition-

al Persian designs with a soft color palette, whereas

the space-dyed polyester combines nice transitional

designs and traditional Persian designs.”

HOLDING POWERDesign moved toward the more transitional

with certain patterns and styles, like the Peshawar-like

design Mr. Tummala mentioned, as well as Ikats and

Chevrons, continuing to be strongly desired. “As far

as style, the Ikat, Chevrons and the take on the

Moroccan medallion are still there. I keep waiting for

it to crash, but people still like it,” Ms. Capel said.

“We have a Chevron rug that people picked up: the

price point and color—and the not-too-bold design—

worked for customers. These styles have holding

power.”

“We are seeing more of our clients gravitate

toward the transitional and contemporary,” said Mr.

Feizy. “Of course there will always be demand for tra-

ditional styles, but the colors must be fresh and updat-

ed.” Mr. Tummala thinks that transitional is the

hottest category. He noted that the look of a rug is

paramount. “At one time, people cared more about

construction and materials,” he said. “Nowadays,

those things are not as important as the look of the

rug, the face of the rug. People will buy the right look

regardless of whether it is wool, polyester, or

polypropylene; even if they are cheap.”

POSITIVE FOR 2014Mr. Harounian, like many others, is keeping

his fingers crossed in the hope that it is going to be a

better year. Mr. Tummala, after two good markets,

Market Rev iew

58 Spring 2014

Atlanta and Las Vegas, is positive. He said: “I feel

strongly that this will be a good year not only for

KAS, but for the whole industry.”

Ms. Capel also saw continued growth and

noted that Capel has been in Las Vegas since the

World Market’s inception. “Finding the growth is a

challenge,” Ms Capel said. “It has been difficult for

everybody in home furnishings, not just Capel and not

just rugs; but what Capel is doing with new product

development and new price points; with seeking new

channels of exposure and distribution; and with the

partners that we’ve chosen and will continue to chose,

definitely enhances our growth potential for 2014.

The outlook is cheery for us.”

“We’re looking forward to a great 2014 and

only expect the Las Vegas Market to continue to grow

in importance across all segments of the home fur-

nishings industry, including rugs,” Mr. Feizy said.

AREA 59

Market Rev iew

ORIA Members Di rectory

MEMBERSAMICI IMPORTS, INC.335 Centennial Ave., Suite 7Cranford, NJ 07016(908) 272-8300FAX (908) 272-8310E-mail: amiciimports@amiciimports.comURL: www.amiciimports.comJeffrey DeSantis, Pres.Charles F. Cashin, V.P.-Sales

AMINCO, INC.505 Winsor DriveSecaucus, NJ 07094(201) 601-9200(888) 501-9200FAX (201) 601-4747E-mail: mail@amincoinc.comMikel Banilevi, Partner.David Banilevi, Partner

ANADOL RUG CO.1088 Huff Rd.Atlanta, GA 30318(404) 350-8558FAX (404) 350-3418E-mail: anadolrugs@aol.comSuat Izmirli, Pres.Eloisa Izmirli, Sec’yGafoor Khan, Sales

ANTIQUE LOOK CARPETS36 East 31st St., Ste 600New York, NY 10016(212) 481-8191FAX (212) 725-5520E-mail: info@antiquelookcarpets.comOmid Chaman

ARIANA RUGS, INC.666 N. Robertson Blvd.Los Angeles , CA 90069(310) 289-8800(888) 696-4960FAX (310) 289-8808E-mail: sales@arianarugs.comURL: www.arianarugs.comAhmad Ahmadi , Pres.Alex Ahmadi, V.P.Nadra Ahmadi, Sec’y

ASIA MINOR CARPETS, INC.236 Fifth Ave.New York, NY 10001(212) 447-9066FAX (212) 447-1879E-mail: info@asiaminorcarpets.comAlp Basdogan, Pres.

ATIYEH INTERNATIONAL, LTD.P.O. Box 3040Newberg, OR 97132(503) 538-7560FAX (503) 538-8239URL: www.atiyeh.comE-mail: rugs@atiyeh.comLeslie Atiyeh, Pres.Thomas J. Atiyeh, Exec. V.P.

BANILIVY RUG CORP.3 East 28th St., Ground FloorNew York, NY 10016(212) 684-3629FAX (212) 689-0398E-mail: BANILIVYRUG@yahoo.comURL: www.banilivyrug.comMoussa BanilivyMasood (Mike) Banilivy

BASHIAN65 Railroad Ave.Ridgefield, NJ 07657(201) 330-1001(800) 628-2167FAX (201) 330-0878E-mail: bashian@compuserve.comGeorge G. Bashian, Jr., Pres.Garo Bashian, V.P.Ralph Bashian, V.P.Chintan Singh , Nat’l Sales Manager

BENJAMIN RUG IMPORTS20 Meadowlands ParkwaySecaucus, NJ 07094(201) 617-9000(800) 334-1345FAX (201) 617-9354E-mail: tom@benjaminrugs.comURL: www.benjaminrugs.comBenjamin AzizStephanie CohenCharles Bowering, Nat’l Sls Mngr.

BOKARA RUG CO., INC.44 Hartz WaySecaucus, NJ 07094(201) 601-0040FAX (201) 601-0055E-mail: info@bokara.comURL: www.bokara.comJan Soleimani, Pres.Gabriel Vaknin, V.P.

CAPEL, INC.831 North Main St.Troy, NC 27371(910) 572-7000FAX (910) 572-7040E-mail: mail@capel.netURL:www.capelrugs.comJohn Magee, Pres. & CEOAllen Robertson, VP-SalesCameron Capel, VP-Nat’l Accts.

CARAVAN RUG CORP.8725 Wilshire Blvd.Beverly Hills, CA 90254(310) 358-1222FAX (310) 358-1220Mois Refoua, Pres.Nabi Rahmati, SalesJay Nehouray, SalesDavid Nehouray, SalesMario Cordero,, Warehouse Mngr.

WILLIAM CHERKEZIAN & SON, INC./TAPIS INT’L11835 Carmel Mountain Rd. Ste.1304San Diego CA 92128(818) 266-8383William Cherkezian

CONCEPTS INTERNATIONAL/Prestige Mills3401 38th Ave.Long Island City, NY 11101(718) 683-5051FAX (718) 683-5080E-mail: ckalison@prestigemills.comPeter Feldman, Pres.Charles Kalison, VP

THE CREATIVE TOUCH401 Penhorne Ave., Suite 4Secaucus, NJ 07094(201) 866-1933FAX (201) 866-1935E-mail: info@creativetouchrugs.comURL: creativetouchrugs.comBaki Ildiz, Pres.

D & K WHOLESALEdiv.Dilmaghani (MedhiDilmaghani&Co., Inc.)540 Central Park Ave.Scarsdale, NY 10583(914) 472-1700FAX (914) 472-5154(800) 545-5422 & (877) DIL-RUGSE-mail: sales@dkwh.comURL: www.dkwh.comDennis A. DilmaghaniEssy Kashanian

EASTERN ORIENTALRUG CENTER INC.50 Schmitt Blvd.Farmingdale, NY 11735(516) 962-2175(800) 538-5625E-mail: info@eorconline.comKhalil NabavianHushang NabavianBahram NabavianBenny NabavianPooya Nabavian

EBISONS HAROUNIAN IMPORTS44 E. 32nd St., 7th Fl.New York, NY 10016(212) 686-4262(800) 966-6666FAX (212) 779-4262E-mail: info@ebisons.comURL: www.ebisons.comEbi Harounian, PartnerMichael Harounian, PartnerMaurice Harounian, PartnerMelissa McMee, Designer

ELIKO ORIENTAL RUGS, INC.102 Madison Ave., 4th FloorNew York, NY 10016(212) 725-1600(800) 733-5456FAX (212) 725-1885E-mail: elikorugs@aol.comURL: www.ElikoRugs.comBabadjian Bassalali, PresDavid Basalely, PartnerSoloman Bassalely, PartnerRichard Garrad, SalesMahtab Etessami, Sales

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FEIZY IMPORT & EXPORT CO.Feizy Center1949 Stemmons FreewayDallas, TX 75207(214) 747-6000(800) 779-0877FAX (214) 760-0521E-mail: salesinfo@feizy.comURL: www.feizy.comJohn Feizy, Pres./Founder/OwnerCameron Feizy, V.P. SalesNasser Garroussi, V.P.-Finance

FRENCH ACCENT RUGS & TAPESTRIES36 East 31st St., Ground FloorNew York, NY 10016(212) 686-6097(888) 700-7847FAX (212) 937-3928URL: www.farugs.comKevin Rahmanan, PrincipalKhosrow Banilivi, CEOBijan Nabavian, Treas.Danny Shafian, Operations Mngr.

G.A. GERTMENIAN & SONS300 West Avenue 33Los Angeles, CA 90031(213) 250-7777(800) 874-1236FAX (213) 250-7776E-mail: Gertmenian@gertmenian.comURL: www.gertmenian.comTom Gertmenian, PartnerDon Gertmenian, PartnerPeter Gertmenian, Partner

HENRY GERTMENIAN CO.1449 Mission St.San Francisco, CA 94103(415) 863-0377FAX (415) 621-3538E-mail: Hgertco@aol.com.Paul H. Gertmenian, Pres.Alfred Gertmenian, V.P.Kay Gertmenian, V.P. India-NepalDaryl K. Wong, PrincipalDavid Zarrabi, Sls Mngr.

HAROUNIAN RUGSINTERNATIONAL CO.261 Fifth Ave., Ground FloorNew York, NY 10016(212) 213-3330(800) 682-3330FAX (212) 545-0657E-mail: info@HRIRUGS.comURL: www.HRIRUGS.comDavid Harounian, PartnerLee Harounian, Partner

JAUNTYCO. INC.13535 S. Figueroa St.Los Angeles, CA 90061(213) 413-3333(800) 323-3342FAX (213) 413-0828E-mail: info@jauntyinc.comURL: www.jauntyinc.comMike Navid, Pres.Kami Navid, V.P.

KALATY RUG CORP.156 Duffy AvenueHicksville, NY 11801(212) 683-7222(800) ALL-RUGS (800-255-7847)FAX (212) 689-2705E-mail: info@kalaty.comURL: www.kalaty.comMirza Kalaty, Pres.Ramin Kalaty, V.P.Soheil (Mike) Kalaty, V.P.-SalesFarshad Kalaty, V.P. Client RelationsAriel & Kamran Kalaty, Mktg. & Promotions

KAS ORIENTAL RUGS, INC.62 Veronica Ave.Somerset, NJ 08873(732) 545-1900(800) 967-4254FAX (732) 545-5836E-mail: info@kasrugs.comURL: www.kasrugs.comRao Yarlagadda, Pres.Hari Tummala, Exec. V.P.Kranthi Yarlagadda, V.P. OperationsSanthi Yarlagadda, V.P. Business Dev.

F. J. KASHANIAN RUG CORP.600 Meadowlands Parkway, Suite 22ASecaucus, NJ 07094(201) 330-0072FAX (201) 330-9779E-mail: info@fjkashanian.comURL: www.fjkashanian.comJonathan KashanianFirooz KashanianGilda Kashanian

LOLOI RUGS4501 Spring Valley Rd.Dallas, TX 75244(972) 503-5656FAX (972) 387-0436E-mail: aloloi@loloirugs.comURL: www.loloirugs.comAmir Loloi, Pres.Greg O’Connell, G.M.

LOOMS OF PERSIAP.O.Box 1386Secaucus, NJ 07096(201) 865-6666FAX (201) 865-6682E-mail: info@loomsofpersia.comURL: www.loomsofpersia.comNooshin Akhavan Farshchi, Pres.Arjang Maghaddam, VP

LOTFY & SONS INC.507 Winsor DriveSecaucus, NJ 07094(201) 867-7733FAX (201) 867-0766E-mail: lotfysons@aol.comURL: www.Lotfyandsons.comMarty Banilevi, Pres.Lotfollah Banilevi, V.P.Sheila Rahmanan, V.P.

MARCELLA FINE RUGS2910 Amwiler Ct.Atlanta, GA 30360(770) 582-1800(800) 786-7847FAX (770) 582-1807E-mail: mail@marcellafinerugs.comURL: marcellafinerugs.comFirooz Nahai, Pres.Fereydoun Nahai, Principal

MARJAN INTERNATIONAL CORP.41 East 31st St.New York, NY 10016(212) 686-8488(800) 862-7526FAX (212) 576-1511Morad Ghadamian Moradi, Pres.Khalil Ghadamian Moradi, V.P.

MASTERLOOMS, INC.5 Sampson St.Saddle Brook NJ 07662(201) 556-9444E-mail: masterlooms@aol.comNasser Rahmanan, CEO

MEGERIAN BROTHERSORIENTAL RUGS, INC.262 Fifth Ave., 2nd FloorNew York, NY 10001(212) 684-7188TOLL-FREE: (877) 634-3742FAX (212) 684-8018E-mail: info@megerianrugs.comURL: www.megerianrugs.comRaffi Megerian, Pres.Thomas Megerian, V.P.

MER CORP.50 Spring St.Ramsey, NJ 07446(201) 783-8563TOLL-FREE: (800) 341-4176FAX (201) 783-8561E-mail: mercorp@att.netURL: merrugs.comAlbert Moomjy, Pres.Robert Moomjy, V.P.Kathy Buttigieg, Sales Support

MERRIFIELD ORIENTAL RUGS8501 Tyco Rd.Vienna, Virginia 22182(703) 876-4000FAX (703) 876-9819E-mail: merrifieldorientalruginc@yahoo.comSayeed Hasanzadah, Pres.Lili McDonald, Store Mgr. & Marketing Dir.

MICHAELIAN&KOHLBERG, INC.315B Springfield Ave.Summit, NJ 07901(908) 522-1004FAX (908) 522-1006Teddy Sumner, Principal

MOHAWK HOME3032 Sugar Valley Rd, NWSugar Valley, GA 30746(706) 624-4624Toll-Free: (800) 843-4473FAX: (706) 625-9329E-mail: customer_care@mohawkind.comURL: www.mohawkind.comMr. Rocky Casteel, VP & GM

ABRAHAM MOHEBAN& SON, INC.2-8 Haven Ave., Ste. 216Port Washington, NY 11050(516) 883-1522FAX (516) 883-1523E-mail: mohebancarpets@gmail.comURL: www.moheban.comAbraham Moheban, Pres.David J. Moheban, V.P.

ORIA Members Di rectory

MOMENI, INC.60 Broad St.Carlstadt NJ 07072(201) 549-7220(800) 536-6778FAX (201) 549-7221E-mail: info@momeni.comURL: www.momeni.comAli Momeni, Chm.Reza Momeni, Pres.Aria Momeni, V.P.Ali R. Momeni, V.P.

NASIRI INC.13 East 30th StreetNew York, NY 10016(212) 532-6777FAX (212) 532-6776E-mail: info@nasiricarpets.comNader Nasiri

NEJAD ORIENTAL RUGSMain & State Sts.Doylestown, PA 18901(800) 245-RUGSFAX (215) 348-9056E-mail: info@nejad.comURL: www.nejad.comAli R. Nejad, Pres.Theresa M. Nejad, V.P.

NEMAN INTERNATIONAL INC.36 East 31st St.New York, NY 10016(212) 686-6262FAX (212) 447-7810E-mail: nemaninc@aol.comURL: www.nemanintl.comSaid NemanDan Neman

NOURISON5 Sampson St.Saddle Brook, NJ 07662(201) 368-6900(800) 223-1110FAX (201) 368-0739E-mail: info@nourison.comURL: www.nourison.comAlexander Peykar, Pres.Paul Peykar, V.P.Steven Peykar, V.P.

OBEETEE, INC.295 Fifth Ave., Suite 908New York, NY 10016(212) 633-9744FAX (212) 633-9745Vimal Kumar, V.P.

ORIENTAL WEAVERS USA3252 Dug Gap Rd. SWDalton, GA 30720(800) 832-8020FAX (706) 277-9665E-mail: orders@owrugs.comURL: www.owrugs.comAhmed Salama, CEOMichael J. Riley, Pres.Jonathan Witt, Exec. V.P.-Mktg.Paul Pauluzzi, V.P.-Sales

RADICI USA, INC.400 Herald Journal Blvd.Spartanburg, NC 29303(864) 583-5504FAX (864) 583-5765E-mail: ppegorari@radiciusa.comURL: www.radiciusa.comPaolo Pegorari, Gen’l Manager

RENAISSANCE CARPET& TAPESTRIES, INC.NYDC 200 Lexington Ave., Ste. 1006New York, NY 10016(212) 696-0080(800) 325-RUGS (800-325-7847)FAX (212) 696-4248E-mail: info@renaissancecarpet.comURL: www.renaissancecarpet.comJan Soleimani, Pres.Bergi Andonian, Sec’yJeffrey D. Soleimani, V.P.

ROMANI, INC.455 Barell Ave.Carlstadt, NJ 07072(800) 448-4244(201) 392-0400FAX (201) 392-9782Cyrus Kashi, Pres.Saiyd Nagim, NPAli Samadi, Sls Mngr.Taghi Hojreh, Buyer

SAFAVIEH40 Harbor Park Drive NorthPort Washington, NY 11050(516) 945-1900(212) 683-8399(888) SAFAVIEHFAX (516) 945-1938E-mail: info@safavieh.comURL: safavieh.comAhmad Yaraghi, Pres.Cyrus Yaraghi, V.P.Arash Yaraghi, V.P.Dairus Yaraghi, Treas.

SAMAD419 Murray Hill ParkwayEast Rutherford, NJ 07073(201)372-0909FAX (201) 842-0077E-mail: mail@samad.comURL: www.samad.comDavid Samad, Pres.Malcolm Samad, C.O.O.Rao Siriki, Exec. V.P.

SHALOM BROTHERS, INC.284 Fifth Ave., Ground FloorNew York, NY 10001(212) 695-3000(800) 3-SHALOMFAX (212) 695-0022E-mail: info@shalombrothers.comURL: www.shalombrothers.comNader Shalom, Pres.Fred Shalom, Exec. V.P.Rafi Amirian, V.P.

TAMARIAN CARPETS1407 Shoemaker Rd.Baltimore, MD 21209(410) 321-6222FAX (410) 321-6122E-mail: info@tamarian.comURL: www.tamarian.comSteve Cibor, Pres.Ryan Higgins, V.P.Geoff Duckworth, Sr. DesignerAyo Akintilo, Multimedia DirectorFred Lomax, Operations Mngr.

TEPP TEAM USA60 Broad St.Carlstadt, NJ 07072(201) 863-8888FAX (201) 863-8898E-mail: info@teppteamusa.comURL: teppteamusa.comDjalal MohammadiParviz Roubeni

TIBET RUG COMPANY1460 Foothill Dr.Salt Lake City, UT 84108(801) 582-3334FAX (801) 582-3501URL: www.tibetrugcompany.comJim Webber, PresidentBrian Mehl, Director of SalesTsultrim Lama, Mng. Partner

TRANS ORIENT, INC./FAZELI100 Park Plaza DriveSecaucus, NJ 07094(201) 330-9300FAX (201) 330-9393E-mail: HFAZ@aol.comHossein Fazeli, Pres.

TUFAN10551 Miller Rd., Ste 200Dallas, TX 75238(713) 988-7779FAX (214) 377-9376E-mail: Sina@tufanrugs.comSina Sadri, COO

TUFENKIAN919 Third Ave., Ground FloorNew York, NY 10022(212) 475-2475FAX (212) 475-2629E-mail: info@tufenkiancarpets.comwww.Tufenkiancarpets.comJames Tufenkian, Pres.Eric Jacobson, C.F.O.

UMAR ORIENTAL RUGS, INC.100 Park Plaza Drive, Suite 201 SouthSecaucus, NJ 07094(201) 330-0045FAX (201) 330-0047E-mail: ibutt@umarrugs.comURL: www.umarrugs.comAhsan Zubair

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WOVEN CONCEPTSPO Box 234261Great Neck, NY 11023(201) 617-7600FAX (201) 617-7755Behrooz Hakimian, Product DevelopmentHalleh Hakimian, Int’l OperationsJasmine Hakimian, Customer RelationsURL: www.wovenconcepts.com

WOVEN LEGENDS, INC.4700 Wissahickon Ave. #101Philadelphia, PA 19144(215) 849-8344FAX (215) 849-8354E-mail: info@wovenlegends.comURL: www.wovenlegends.comGeorge Jevremovic, Pres.Neslihan C. Jevremovic, CEO

ZOLLANVARI, LTD600 Meadowlands Parkway, Suite 130Secaucus, NJ 07094(201) 330-3344FAX (201) 330-7728E-mail: info@zollanvariusa.comURL: www.Zollanvariusa.comReza Zollanvari, Pres.Sanjay Purohit , CEO

ASSOCIATEMEMBERSAMERICASMART �� ATLANTA240 Peachtree St., NWSuite 2200Atlanta, GA 30303(404) 220-2330(800) ATL-MARTFAX (404) 220-3030URL: www.americasmart.comJeff Portman, Vice ChairmanMike Turnbull, Sr. V.P. MktgKevin Markiewicz, V.P. Area Rug Center Leasing

ARTISTIC COLOR GRAPHICS3400 Dodds Ave.Chattanooga, TN 37407(423) 698-7360FAX (423) 698-1862E-mail: chris@printacg.comURL: www.printacg.comChris Burton, Principal

C-Air181 S. Franklin Ave.Valley Stream, NY 11581(516) 394-0400FAX (516) 394-0471E-mail: johnm@c-air.comURL: www.c-air.comJohn Maser, Director of Imports

CHATALBASH BY COSTIKYAN28-13 14 St. Long Island City, NY 11102 (718) 663-3482FAX (718) 726-1887E-mail: rchatalbash@costikyan.comPhillip H. Cronin, Pres.June Costikyan, Sec’y

EXPLORE AIRTRANS SERVICES (EAS)5 Logistics Drive South Kearny, NJ 07032(973) 474-5336FAX (973) 474-5348www.exploreair.comBrian Galik, V.P.

H.M. NABAVIAN & SONS, INC.36 E. 31st St.New York, NY 10016(212) 213-2476FAX (212) 213-4276E-mail: sales@hmnabavian.comURL: www.hmnabavian.comMassoud Nabavian Pres.

JADE INDUSTRIES, INC.101 West Washington St.Conshohocken, PA 19428(610) 828-4830 (local)(888) RUG-PADS (888-784-7237)FAX (610) 828-1028E-mail: jade@rugpads.comURL: www.rugpads.comAram K. Jerrehian, Jr., CEODean Jerrehian, Pres.Patricia Mullen, AdministratorAmy K. Jerrehian, Marketing Director

MAGNUM OPUS SYSTEM CORP.11 Penn Plaza, Floor 5New York, NY 10001(212) 685-2127FAX (212) 685-2481E-mail: info@sparsus.comTalha Z. Khan, V.P.Ali Farooqui, V.P.

MATERIAL CONCEPTS, INC.11621 Caroline Rd.Philadelphia, PA 19154(215) 338-6515(800) 372-3366FAX (215) 338-0199E-mail: info@materialconcepts.comGeoffrey Kohn, Pres.Douglas Kohn, G.M.

NEW YORK INT’L CARPET SHOW9022 Germantown Ave.Philadelphia, PA 19118(215) 248-0494E-mail: dennisdodds@juno.comURL: www.nyics.comDennis Dodds, Pres./Owner

NOONOO RUG CONSULTING GROUP, LTD.16001 Collins Ave., Ste 2002Sunny Isles Beach, FL 33160(917) 648-7322E-mail: edncpw@gmail.comGene Newman, Pres.Stephanie A. Diehl, Tres./Sec’y

REVITA RUGS10 Horizon Blvd.S. Hackensack, NJ 07606(201) 641-1100FAX (201) 641-1150E-mail: hzarei@revitarugs.comURL: www.revitarugs.comHamid Zarei, Pres.

RUG INSIDER MAGAZINE4 Fortsalong Rd.Meredith, NH 03253(603) 279-4938FAX (603) 279-4838E-mail: peter@ruginsider.comURL: www.ruginsider.comPeter Woodaman, PublisherDiane Cotton Caplan, Editor

RUG NEWS AND DESIGNPOBox 441Morris, NY 13808(607) 263-5411FAX (212) 202-2740E-mail: info@rugnewsanddesign.comURL: www.rugnewsanddesign.comLeslie Stroh, PublisherSarah Stroh, EditorDasha Morgan, Editor

ANDREW SCHLAFLY, ESQ.521 Fifth Ave., 17th FloorNew York, NY 10175(908) 719-8608FAX (212) 214-0354Andrew Schlafly, Esq.

VALLEY NATIONAL BANK295 Fifth Avenue @ 30th St.New York, NY 10016Phone: (212) 481-6109Fax: (212) 213-4870URL: www.valleynationalbank.comMichael J. Dondero, Sr. V.P.Ruth Ansen, Sales Mngr.

INTERNATIONAL MARKET CENTERS495 South Grand Central ParkwayLas Vegas, NV 89106(702) 380-0919(888) 416-8600FAX (702) 380-4002E-mail: info@imcenters.comURL: www.imcenters.com

Index of Adver t i sers & Calendar o f Events

MARKETS&CONVENTIONS

INTERNATIONAL HOMEFURNISHINGS MARKET...............................April 5-10High Point, NC(336) 888-3700/www.highpointmarket.org

HOSPITALITY & DESIGN SHOW.................May 14-16Las Vegas, NV(508) 743-8502/www.hdexpo.com

INTERNATIONAL CONTEMPORARYFURNITURE FAIR (ICFF) ...............................May 17-20New York, NY(914) 421-3200/www.icff.com

SURTEX.............................................................May 18-20New York, NY(914) 421-3200/www.surtex.com

SHOWTIME..........................................................June 1-4High Point, NC(336) 885-6842/www.itma-showtime.com

NEOCON.............................................................June 9-11Chicago, IL(800) 677-6278/www.merchandisemart.com/neocon

DALLAS HOME &GIFT MARKET................................................June 18-24Dallas, TX(800) DAL-MKTS/www.dallasmarketcenter.com

ATLANTA GIFT & HOME MARKET...............July 8-15Atlanta, GA(800) ATL-MART/www.americasmart.com

ATLANTA INTERNATIONALAREA RUG MARKET........................................July 9-12Atlanta, GA(800) ATL-MART/www.americasmart.com

LAS VEGAS MARKET .....................................July 27-31Las Vegas, NVwww.lasvegasmarket.com

AUCTIONSCHRISTIE’S - Rockefeller Center, New YorkInteriors ..................................................................April 1-2Interiors .....................................................................June 25www.christies.com

CHRISTIE’S - S. Kensington, LondonInteriors ...........................................................April 1, 8, 15Oriental Rugs & Carpets ..............................................April 8Interiors .........................................................May 13,-14, 20Interiors .................................................................June 3-10www.christies.com

INDEX OF ADVERTISERSAMICI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4908-272-8300/amiciimports1@aol.com

AMINCO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13888-501-9200/www.amincoinc.com

FEIZY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .9800-779-0877/www.feizy.com

JAUNTY CO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .IFC800-323-3342/www.jauntyinc.com

KALATY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1800-255-7847/www.kalaty.com

LOLOI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3972-503-5656/www.loloirugs.com

MICHAELIAN & KOHLBERG . . . . . . . . . . . . . . . . . . . . . . .5908-522-1004

MOMENI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .2800-536-6778/www.momeni.com

NOURISON . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .BC800-223-1110/www.nourison.com

TAMARIAN . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11410-377-7726/www.tamarian.com

TEPP TEAM USA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .10201-863-8888/info@teppteamusa.com

SERVICES TO THE AREA RUG INDUSTRY

AMERICASMART-ATLANTA . . . . . . . . . . . . . . . . . . . . .IBC800-ATL-MART/www.americasmart.com

H.M. NABAVIAN & SONS . . . . . . . . . . . . . . . . . . . . . . . . .19212-213-2476/www.hmnabavian.com

INTERNATIONAL MARKET CENTER . . . . . . . . . . . . . . .8336-888-3700/www.highpointmarket.org

MATERIAL CONCEPTS . . . . . . . . . . . . . . . . . . . . . . . . . . .19800-372-3366/info@materialconcepts.com

REVITA RUGS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .12201-641-1100/www.revitarugs.com

Contributions to this calendar are welcome. Please send information to AREA Magazine, c/o ORIA,

400 Tenafly Rd., #699, Tenafly NJ 07670llaufer@oria.org

64 Spring 2014

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