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Delivery-date: Mon, 09 Apr 2018 10:00:29 -0700
Subject: =?utf-8?Q?Thoughts=20on=20Selling=20Designers?=
From: =?utf-8?Q?Leslie=20Stroh=2C=20Rug=20News=20andDesign?= <leslie.stroh@rugnewsanddesign.com>
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To: =?utf-8?Q?Mr.=20Charley?= <charley@transocean.com>
Date: Mon, 9 Apr 2018 16:59:32 +0000
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 Content preview:  Obviously treating designers like traditional retail outlet
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Obviously treating designers like traditional retail outlet buyers will no=
t work.=C2=A0

View this email in your browser (https://mailchi.mp/rugnewsanddesign/growt=
h-in-the-market-for-rugs-2116137?e=3Dae1a65ea27)
http://www.rugnewsanddesign.com?utm_source=3DMaster+Sales+List&utm_campaig=
n=3Dcbebb154a8-Selling+Designers+April+2018&utm_medium=3Demail&utm_term=3D=
0_53701dea97-cbebb154a8-%5BLIST_EMAIL_ID%5D&ct=3Dt%28Selling+Designers+Apr=
il+2018%29

* My Thoughts on Selling Designers (after the cover).
* The April issue of Rug News andDesign=2C is about Design & Designers.
* Kathy Ireland has written an excellent article on Social Responsibility.
* Rug News andDesign has joined the Sustainable Furnishings Council as par=
t of our commitment to social responsibility in the home furnishings busin=
ess=2C particularly for furniture stores.

http://www.pageturnpro.com/Graham-Stroh/84054-April-2018-Rug-News-andDesig=
n-Magazine/index.html?utm_source=3DMaster+Sales+List&utm_campaign=3Dcbebb1=
54a8-Selling+Designers+April+2018&utm_medium=3Demail&utm_term=3D0_53701dea=
97-cbebb154a8-%5BLIST_EMAIL_ID%5D&ct=3Dt%28Selling+Designers+April+2018%29

On the cover of the April Issue of Rug News andDesign=2C you will see the=
 words =E2=80=9CandDesign=E2=80=9D have been enlarged=E2=80=94It reflects=
 the dramatically different and more exciting direction we have been takin=
g the publication. Let us know what you think about the logo update and th=
e magazine. We really like feedback.

Read the April Magazine Online! (http://www.pageturnpro.com/Graham-Stroh/8=
4054-April-2018-Rug-News-andDesign-Magazine/index.html?utm_source=3DMaster=
+Sales+List&utm_campaign=3Dcbebb154a8-Selling+Designers+April+2018&utm_med=
ium=3Demail&utm_term=3D0_53701dea97-cbebb154a8-%5BLIST_EMAIL_ID%5D&ct=3Dt%=
28Selling+Designers+April+2018%29)


** Selling Designers
------------------------------------------------------------
Designers respond to pictures of installations=2C vignettes=2C and room sc=
enes far more positively than product shots. Designers tell us that their=
 customers=2C the consumers=2C look to them to validate the product they p=
urchase for the home=2C i.e. the designer is the arbiter of good products

Brick and mortar design firms and boutique specific product identity retai=
lers are replacing smaller specialty stores as a channel of distribution.=
 Similarly the traditional oriental rug business dividing into two parts=
=2C Persian city rugs and village rugs. Village rugs are selling; particul=
arly at 2^nd tier auctioneers.

It is the transformative power of design to create a perfect room for indi=
viduals that designer actually does as a service for their client. It is t=
his service=2C eye=2C or expertise that the designer's reputation is built=
 on. Helping a designer be successful with design=2C not price=2C is how y=
ou build a designer client list. The power of a designer lies in the quali=
ty of the space they create. Context=2C (what the room looks like with the=
 perfect rug=2C not what the rug looks like) changes the product value pro=
position from price only to validation of good product. This seems to be t=
he case across all price points. One of the big changes in the consumer ma=
rket is the willingness of the high end multiple home rug buyers to purcha=
se rugs at a wide range of lower price points.

Selling a designer is difficult because they only buy when the client is r=
eady to buy. Designers often buy at the beginning of the project as the fo=
undation of the room or at the end of the room design to help contain ever=
ything. Regardless=2C these rugs are selected individually with a focus on=
 how it makes the room it is going into shine. What designers don't do is=
 buy large quantities of rugs that they will market to all of their client=
s. Treating them like traditional retail outlet buyers will not work. Reme=
mber=2C a small design firm could be buying one rug a week from a trusted=
 source=E2=80=9450 plus rugs a year.


** Designers go to Trade Shows
------------------------------------------------------------
Trade shows need new=2C smaller rug vendors to come to their shows because=
 these vendors bring with them innovation and variety at a high rate. Buye=
rs go to trade shows to see new and innovative product that is on the hori=
zon in addition to meeting with their regular vendors to buy. However=2C o=
ur experience shows that the smaller new rug vendors with innovative desig=
n rarely comes to the same show more than two or three times. We hear anec=
dotally that the sales return vs costs of attending don't make it doable f=
or many small companies year after year. We think that these smaller firms=
 bring more value to the trade-shows than their rent checks. How to qualif=
y and help the small rug vendors at shows so that they can attend more con=
sistently is something I dwell on often. We don't have the answers yet.

http://www.pageturnpro.com/Graham-Stroh/84054-April-2018-Rug-News-andDesig=
n-Magazine/index.html?utm_source=3DMaster+Sales+List&utm_campaign=3Dcbebb1=
54a8-Selling+Designers+April+2018&utm_medium=3Demail&utm_term=3D0_53701dea=
97-cbebb154a8-%5BLIST_EMAIL_ID%5D&ct=3Dt%28Selling+Designers+April+2018%29


**
On the April Cover:
------------------------------------------------------------

Handwoven tapestry=2C Sea-Nymphs and Dolphins=2C Tbilisi=2C Georgia=2C cir=
ca 1960=E2=80=99s. Height 15ft 9in =E2=80=93 Width 13 Ft 4 in. From the Ke=
shishian Collection of modern masters=E2=80=99 tapestries. Shown at the Wi=
nter Antiques Show 2018.


**
Read the April Magazine! (http://www.pageturnpro.com/Graham-Stroh/84054-Ap=
ril-2018-Rug-News-andDesign-Magazine/index.html?utm_source=3DMaster+Sales+=
List&utm_campaign=3Dcbebb154a8-Selling+Designers+April+2018&utm_medium=3De=
mail&utm_term=3D0_53701dea97-cbebb154a8-%5BLIST_EMAIL_ID%5D&ct=3Dt%28Selli=
ng+Designers+April+2018%29)
------------------------------------------------------------


Evolving Truths Of our Business:

Design
is at the heart of the home. The heart of the rug business is Design. The=
 heart of home fashions is Design. Design is supported by construction=2C=
 fiber=2C texture and color.

Marketing and Supply Chain Management are at the heart of the rug business=
=2E David Khazai at RMinno has been saying =E2=80=9Cproduct data is more imp=
ortant than product=E2=80=9D. Translating product data at the consumer or=
 designer-consumer proxy-level to product production is a necessary and co=
mplex task=2C but he is right=2C everything  starts with good data.

Product Knowledge on the sales floor is critical. At recent sales person t=
raining presentation we attended a third of the questions were about subje=
cts other than product being trained on. From beginning to end=2C it took=
 1.5 hours to do the 1 hour presentation. That seems to me to be a lot of=
 time for a sales person to dedicate to a smaller account in real world pr=
actice. That said=2C training must be integrated into the servicing of acc=
ounts large enough to support the time commitment or the brand suffers.

Augmented Reality is good and effective for marketing rugs in today's econ=
omy.


** Our Readers are Passionate about Interior Design=2C Accessories=2C and=
 their Home.
------------------------------------------------------------
To borrow a line from The Guardian=E2=80=94If you and readers of all sorts=
=2C 70=2C000 each month=2C read us online and in print=2C and we educate a=
nd promote=E2=80=94then why not pay us =E2=80=9CIt is only fair=E2=80=9D.


** BUY AN ONLINE AD:
------------------------------------------------------------
The best online ad position on the site is a Leaderboard banner placed nex=
t to the Rug News andDesign logo. It is the most visible and the most like=
ly ad for a visitor to see according to study after study. Cost: $900/mont=
h. We have many options=2C and as mentioned above=2C we like to over-deliv=
er on your expectations.

Deep Discounts available for online ads when combined with print advertisi=
ng in Rug News andDesign Magazine. For example the Leadeboard ad isfree wi=
th an 8x full page print ad contract; additional online ads are half off t=
he list price. Print Ad packages combined with online ads can be created f=
or any budget. Just talk to us.

The least expensive ad is $1/day on www.RugIndustryNews=2Ccom. (http://www=
=2Erugindustrynews%2Ccom./)
Check out the advertising rates on www.RugNewsandDesign.com. (http://www.r=
ugnewsanddesign.com/print_and_online_advertising_rates/?utm_source=3DMaste=
r+Sales+List&utm_campaign=3Dcbebb154a8-Selling+Designers+April+2018&utm_me=
dium=3Demail&utm_term=3D0_53701dea97-cbebb154a8-%5BLIST_EMAIL_ID%5D&ct=3Dt=
%28Selling+Designers+April+2018%29)

=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=
=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=
=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D=3D
Contacts:
Kathleen Bingham Stroh
** Kathleen.Bingham@rugnewsanddesign.com (https://mail.google.com/mail/?vi=
ew=3Dcm&fs=3D1&tf=3D1&to=3DKathleen.bingham%40rugnewsanddesign.com&utm_sou=
rce=3DMaster+Sales+List&utm_campaign=3Dcbebb154a8-Selling+Designers+April+=
2018&utm_medium=3Demail&utm_term=3D0_53701dea97-cbebb154a8-%5BLIST_EMAIL_I=
D%5D&ct=3Dt%28Selling+Designers+April+2018%29)

917-929 5798

Leslie Stroh
** Leslie.Stroh@rugnewsanddesign.com (https://mail.google.com/mail/?view=
=3Dcm&fs=3D1&tf=3D1&to=3DLeslie.Stroh%40rugnewsanddesign.com&utm_source=3D=
Master+Sales+List&utm_campaign=3Dcbebb154a8-Selling+Designers+April+2018&u=
tm_medium=3Demail&utm_term=3D0_53701dea97-cbebb154a8-%5BLIST_EMAIL_ID%5D&c=
t=3Dt%28Selling+Designers+April+2018%29)

917-756-5589
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                            <a href=3D"https://mailchi.mp/rugnewsanddesign=
/growth-in-the-market-for-rugs-2116137?e=3Dae1a65ea27" target=3D"_blank" sty=
le=3D"mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-tex=
t-size-adjust: 100%;color: #656565;font-weight: normal;text-decoration: un=
derline;">View this email in your browser</a>
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                                    <a href=3D"https://rugnewsanddesign.us=
7.list-manage.com/track/click?u=3Dc1bed6a54ab7794e26b1077a6&id=3Db41c0d84d=
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t: 100%;">
                                        <img align=3D"center" alt=3D"" src=
=3D"https://gallery.mailchimp.com/c1bed6a54ab7794e26b1077a6/images/7bc424e=
5-bb63-4927-9d4c-da117b61db4b.gif" width=3D"283" style=3D"max-width: 283px=
;padding-bottom: 0;display: inline !important;vertical-align: bottom;borde=
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de: bicubic;" class=3D"mcnImage">
                                    </a>

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</table><table border=3D"0" cellpadding=3D"0" cellspacing=3D"0" width=3D"1=
00%" class=3D"mcnTextBlock" style=3D"min-width: 100%;border-collapse: coll=
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t-text-size-adjust: 100%;">
              =09<!--[if mso]>
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=09=09=09=09<![endif]-->
                <table align=3D"left" border=3D"0" cellpadding=3D"0" cells=
pacing=3D"0" style=3D"max-width: 100%;min-width: 100%;border-collapse: col=
lapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 10=
0%;-webkit-text-size-adjust: 100%;" width=3D"100%" class=3D"mcnTextContent=
Container">
                    <tbody><tr>

                        <td valign=3D"top" class=3D"mcnTextContent" style=
=3D"padding-top: 0;padding-right: 18px;padding-bottom: 9px;padding-left: 1=
8px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-=
size-adjust: 100%;word-break: break-word;color: #202020;font-family: Helve=
tica;font-size: 16px;line-height: 150%;text-align: left;">

                            <ul>
=09<li style=3D"mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-=
webkit-text-size-adjust: 100%;">My Thoughts on <strong>Selling Designers <=
/strong>(after the cover).&nbsp;</li>
=09<li style=3D"mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-=
webkit-text-size-adjust: 100%;">The <strong>April issue</strong> of Rug Ne=
ws andDesign=2C is about Design &amp; Designers.</li>
=09<li style=3D"mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-=
webkit-text-size-adjust: 100%;"><strong>Kathy Ireland</strong> has written=
 an excellent article on Social Responsibility.</li>
=09<li style=3D"mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-=
webkit-text-size-adjust: 100%;"><img data-file-id=3D"4067129" height=3D"12=
3" src=3D"https://gallery.mailchimp.com/c1bed6a54ab7794e26b1077a6/images/1=
37a9c85-6a51-4d01-9247-f637f9076bfd.jpg" style=3D"border: 0px;width: 123px=
;height: 123px;margin: 5px;float: right;outline: none;text-decoration: non=
e;-ms-interpolation-mode: bicubic;" width=3D"123">Rug News andDesign has j=
oined the <strong>Sustainable Furnishings Council </strong>as part of our=
 commitment to social responsibility in the home furnishings business=2C p=
articularly for furniture stores.</li>
</ul>

                        </td>
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=09=09=09=09</td>
=09=09=09=09<![endif]-->

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=3D"top" style=3D"padding-top: 0px;padding-right: 0px;padding-bottom: 0;pa=
dding-left: 0px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-=
webkit-text-size-adjust: 100%;">


            <a href=3D"https://rugnewsanddesign.us7.list-manage.com/track/=
click?u=3Dc1bed6a54ab7794e26b1077a6&id=3D19b9576db3&e=3Dae1a65ea27" title=
=3D"" class=3D"" target=3D"_blank" style=3D"mso-line-height-rule: exactly;=
-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">


            <img alt=3D"" src=3D"https://gallery.mailchimp.com/c1bed6a54ab=
7794e26b1077a6/images/d6db512f-4149-49fb-8f31-ddf85e706b28.jpg" width=3D"5=
64" style=3D"max-width: 600px;border: 0;height: auto;outline: none;text-de=
coration: none;-ms-interpolation-mode: bicubic;vertical-align: bottom;" cl=
ass=3D"mcnImage">
            </a>

        </td>
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    <tr>
        <td class=3D"mcnTextContent" valign=3D"top" style=3D"padding: 9px=
 18px;color: #F2F2F2;font-family: Helvetica;font-size: 14px;font-weight: n=
ormal;text-align: center;mso-line-height-rule: exactly;-ms-text-size-adjus=
t: 100%;-webkit-text-size-adjust: 100%;word-break: break-word;line-height:=
 150%;" width=3D"546">
            On the cover of the April Issue of Rug News andDesign=2C you w=
ill see the words =E2=80=9CandDesign=E2=80=9D have been enlarged=E2=80=94I=
t reflects the dramatically different and more exciting direction we have=
 been taking the publication. Let us know what you think about the logo up=
date and the magazine. We really like feedback.<br>
<br>
<a href=3D"https://rugnewsanddesign.us7.list-manage.com/track/click?u=3Dc1=
bed6a54ab7794e26b1077a6&id=3D74e7b44544&e=3Dae1a65ea27" target=3D"_blank"=
 style=3D"mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit=
-text-size-adjust: 100%;color: #2BAADF;font-weight: normal;text-decoration=
: underline;"><strong><span style=3D"font-size:20px">Read the April Magazi=
ne Online!</span></strong></a>
        </td>
    </tr>
</tbody></table>


            </td>
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</table><table border=3D"0" cellpadding=3D"0" cellspacing=3D"0" width=3D"1=
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table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100=
%;">
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=09=09=09=09=09=09=09=09=09<!--[if (gte mso 9)|(IE)]>
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-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;max-width: 600px=
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=09=09=09=09=09=09=09=09=09=09<tr>
                                =09=09=09<td valign=3D"top" class=3D"bodyC=
ontainer" style=3D"mso-line-height-rule: exactly;-ms-text-size-adjust: 100=
%;-webkit-text-size-adjust: 100%;"><table border=3D"0" cellpadding=3D"0" c=
ellspacing=3D"0" width=3D"100%" class=3D"mcnTextBlock" style=3D"min-width:=
 100%;border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0p=
t;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
    <tbody class=3D"mcnTextBlockOuter">
        <tr>
            <td valign=3D"top" class=3D"mcnTextBlockInner" style=3D"paddin=
g-top: 9px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webki=
t-text-size-adjust: 100%;">
              =09<!--[if mso]>
=09=09=09=09<table align=3D"left" border=3D"0" cellspacing=3D"0" cellpaddi=
ng=3D"0" width=3D"100%" style=3D"width:100%;">
=09=09=09=09<tr>
=09=09=09=09<![endif]-->
=09=09=09
=09=09=09=09<!--[if mso]>
=09=09=09=09<td valign=3D"top" width=3D"600" style=3D"width:600px;">
=09=09=09=09<![endif]-->
                <table align=3D"left" border=3D"0" cellpadding=3D"0" cells=
pacing=3D"0" style=3D"max-width: 100%;min-width: 100%;border-collapse: col=
lapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 10=
0%;-webkit-text-size-adjust: 100%;" width=3D"100%" class=3D"mcnTextContent=
Container">
                    <tbody><tr>

                        <td valign=3D"top" class=3D"mcnTextContent" style=
=3D"padding-top: 0;padding-right: 18px;padding-bottom: 9px;padding-left: 1=
8px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-=
size-adjust: 100%;word-break: break-word;color: #202020;font-family: Helve=
tica;font-size: 16px;line-height: 150%;text-align: left;">

                            <h2 class=3D"null" style=3D"display: block;mar=
gin: 0;padding: 0;color: #202020;font-family: Helvetica;font-size: 22px;fo=
nt-style: normal;font-weight: bold;line-height: 125%;letter-spacing: norma=
l;text-align: left;"><img data-file-id=3D"4067053" height=3D"200" src=3D"h=
ttps://gallery.mailchimp.com/c1bed6a54ab7794e26b1077a6/images/ec71f9f8-94e=
6-4fa2-a298-eff9188c9082.png" style=3D"border: 0px;width: 102px;height: 20=
0px;margin: 10px;float: right;outline: none;text-decoration: none;-ms-inte=
rpolation-mode: bicubic;" width=3D"102">Selling Designers</h2>
Designers respond to pictures of installations=2C vignettes=2C and room sc=
enes far more positively than product shots. Designers tell us that their=
 customers=2C the consumers=2C look to them to validate the product they p=
urchase for the home=2C i.e. the designer is the arbiter of good products<=
br>
&nbsp;<br>
Brick and mortar design firms and boutique specific product identity retai=
lers are replacing smaller specialty stores as a channel of distribution.=
 Similarly the traditional oriental rug business dividing into two parts=
=2C Persian city rugs and village rugs. Village rugs are selling; particul=
arly at 2<sup>nd</sup>&nbsp;tier auctioneers.<br>
&nbsp;<br>
It is the <strong>transformative power of design</strong> to create a perf=
ect room for individuals that designer actually does as a service for thei=
r client. It is this service=2C eye=2C or expertise that the designer's re=
putation is built on. Helping a designer be successful with design=2C <str=
ong>not price</strong>=2C is how you build a designer client list. The pow=
er of a designer lies in the quality of the space they create. Context=2C=
 (<strong>what the room looks like with the perfect rug=2C not what the ru=
g looks like</strong>) changes the product value proposition from price on=
ly to validation of good product. This seems to be the case across all pri=
ce points. One of the big changes in the consumer market is the willingnes=
s of the high end multiple home rug buyers to purchase rugs at a wide rang=
e of lower price points.<br>
&nbsp;<br>
<strong><img data-file-id=3D"4067069" height=3D"149" src=3D"https://galler=
y.mailchimp.com/c1bed6a54ab7794e26b1077a6/_compresseds/11525d2e-fd06-42d1-=
9671-52e0103635fc.jpg" style=3D"border: 0px;width: 150px;height: 149px;mar=
gin: 10px;float: right;outline: none;text-decoration: none;-ms-interpolati=
on-mode: bicubic;" width=3D"150">Selling a designer</strong> is difficult=
 because they only buy when the client is ready to buy. Designers often bu=
y at the beginning of the project as the foundation of the room or at the=
 end of the room design to help contain everything. Regardless=2C these ru=
gs are selected individually with a focus on how it makes the room it is g=
oing into shine. What designers don't do is buy large quantities of rugs t=
hat they will market to all of their clients. Treating them like tradition=
al retail outlet buyers will not work. Remember=2C a small design firm cou=
ld be buying one rug a week from a trusted source=E2=80=9450 plus rugs a y=
ear.<br>
&nbsp;
<h2 class=3D"null" style=3D"display: block;margin: 0;padding: 0;color: #20=
2020;font-family: Helvetica;font-size: 22px;font-style: normal;font-weight=
: bold;line-height: 125%;letter-spacing: normal;text-align: left;">Designe=
rs go to Trade Shows</h2>
Trade shows need <strong>new=2C smaller rug vendors</strong> to come to th=
eir shows because these vendors bring with them innovation and variety at=
 a high rate. Buyers go to trade shows to see new and innovative product t=
hat is on the horizon in addition to meeting with their regular vendors to=
 buy. However=2C our experience shows that the smaller new rug vendors wit=
h innovative design rarely comes to the same show more than two or three t=
imes. We hear anecdotally that the sales return vs costs of attending don'=
t make it doable for many small companies year after year. We think that t=
hese smaller firms bring more value to the trade-shows than their rent che=
cks. How to qualify and help the small rug vendors at shows so that they c=
an attend more consistently is something I dwell on often. We don't have t=
he answers yet.<br>
&nbsp;
                        </td>
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                </tbody></table>
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</table><table border=3D"0" cellpadding=3D"0" cellspacing=3D"0" width=3D"1=
00%" class=3D"mcnCaptionBlock" style=3D"border-collapse: collapse;mso-tabl=
e-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-tex=
t-size-adjust: 100%;">
    <tbody class=3D"mcnCaptionBlockOuter">
        <tr>
            <td class=3D"mcnCaptionBlockInner" valign=3D"top" style=3D"pad=
ding: 9px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit=
-text-size-adjust: 100%;">


<table border=3D"0" cellpadding=3D"0" cellspacing=3D"0" class=3D"mcnCaptio=
nRightContentOuter" width=3D"100%" style=3D"border-collapse: collapse;mso-=
table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit=
-text-size-adjust: 100%;">
    <tbody><tr>
        <td valign=3D"top" class=3D"mcnCaptionRightContentInner" style=3D"=
padding: 0 9px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-w=
ebkit-text-size-adjust: 100%;">
            <table align=3D"left" border=3D"0" cellpadding=3D"0" cellspaci=
ng=3D"0" class=3D"mcnCaptionRightImageContentContainer" width=3D"264" styl=
e=3D"border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt=
;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
                <tbody><tr>
                    <td class=3D"mcnCaptionRightImageContent" align=3D"cen=
ter" valign=3D"top" style=3D"mso-line-height-rule: exactly;-ms-text-size-a=
djust: 100%;-webkit-text-size-adjust: 100%;">


                        <a href=3D"https://rugnewsanddesign.us7.list-manag=
e.com/track/click?u=3Dc1bed6a54ab7794e26b1077a6&id=3D1bc3e3efd8&e=3D=
ae1a65ea27" title=3D"" class=3D"" target=3D"_blank" style=3D"mso-line-height-ru=
le: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">


                        <img alt=3D"" src=3D"https://gallery.mailchimp.com=
/c1bed6a54ab7794e26b1077a6/images/18c27d41-eae7-479a-bf99-1bfe4919c507.jpg=
" width=3D"264" style=3D"max-width: 300px;border: 0;height: auto;outline:=
 none;text-decoration: none;-ms-interpolation-mode: bicubic;vertical-align=
: bottom;" class=3D"mcnImage">
                        </a>


                    </td>
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            </tbody></table>
            <table class=3D"mcnCaptionRightTextContentContainer" align=3D"=
right" border=3D"0" cellpadding=3D"0" cellspacing=3D"0" width=3D"264" styl=
e=3D"border-collapse: collapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt=
;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
                <tbody><tr>
                    <td valign=3D"top" class=3D"mcnTextContent" style=3D"f=
ont-family: Arial=2C &quot;Helvetica Neue&quot;=2C Helvetica=2C sans-serif=
;line-height: 150%;mso-line-height-rule: exactly;-ms-text-size-adjust: 100=
%;-webkit-text-size-adjust: 100%;word-break: break-word;color: #202020;fon=
t-size: 16px;text-align: left;">
                        <h2 class=3D"null" style=3D"text-align: left;displ=
ay: block;margin: 0;padding: 0;color: #202020;font-family: Helvetica;font-=
size: 22px;font-style: normal;font-weight: bold;line-height: 125%;letter-s=
pacing: normal;"><br>
<span class=3D"mc-toc-title"><span style=3D"font-family:arial=2Chelvetica=
 neue=2Chelvetica=2Csans-serif"><span style=3D"font-size:20px">On the Apri=
l Cover:</span></span></span></h2>

<div style=3D"text-align: left;"><span style=3D"font-size:18px"><span clas=
s=3D"mc-toc-title"><span style=3D"font-family:arial=2Chelvetica neue=2Chel=
vetica=2Csans-serif">Handwoven tapestry=2C Sea-Nymphs and Dolphins=2C Tbil=
isi=2C Georgia=2C circa 1960=E2=80=99s.&nbsp;Height 15ft 9in =E2=80=93 Wid=
th 13 Ft 4 in. From the Keshishian Collection of modern masters=E2=80=99 t=
apestries. Shown at the Winter Antiques Show 2018. &nbsp;</span></span></s=
pan></div>

<h2 class=3D"null" style=3D"text-align: left;display: block;margin: 0;padd=
ing: 0;color: #202020;font-family: Helvetica;font-size: 22px;font-style: n=
ormal;font-weight: bold;line-height: 125%;letter-spacing: normal;"><br>
<a href=3D"https://rugnewsanddesign.us7.list-manage.com/track/click?u=3Dc1=
bed6a54ab7794e26b1077a6&id=3D60c3ea1314&e=3Dae1a65ea27" target=3D"_blank"=
 style=3D"mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit=
-text-size-adjust: 100%;color: #2BAADF;font-weight: normal;text-decoration=
: underline;"><span style=3D"font-size:18px">Read the April Magazine!</spa=
n></a></h2>

<div style=3D"text-align: center;">&nbsp;</div>

                    </td>
                </tr>
            </tbody></table>
        </td>
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            </td>
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</table><table border=3D"0" cellpadding=3D"0" cellspacing=3D"0" width=3D"1=
00%" class=3D"mcnDividerBlock" style=3D"min-width: 100%;border-collapse: c=
ollapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust:=
 100%;-webkit-text-size-adjust: 100%;table-layout: fixed !important;">
    <tbody class=3D"mcnDividerBlockOuter">
        <tr>
            <td class=3D"mcnDividerBlockInner" style=3D"min-width: 100%;pa=
dding: 18px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webk=
it-text-size-adjust: 100%;">
                <table class=3D"mcnDividerContent" border=3D"0" cellpaddin=
g=3D"0" cellspacing=3D"0" width=3D"100%" style=3D"min-width: 100%;border-t=
op: 2px solid #EAEAEA;border-collapse: collapse;mso-table-lspace: 0pt;mso-=
table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100=
%;">
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</table><table border=3D"0" cellpadding=3D"0" cellspacing=3D"0" width=3D"1=
00%" class=3D"mcnTextBlock" style=3D"min-width: 100%;border-collapse: coll=
apse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100=
%;-webkit-text-size-adjust: 100%;">
    <tbody class=3D"mcnTextBlockOuter">
        <tr>
            <td valign=3D"top" class=3D"mcnTextBlockInner" style=3D"paddin=
g-top: 9px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webki=
t-text-size-adjust: 100%;">
              =09<!--[if mso]>
=09=09=09=09<table align=3D"left" border=3D"0" cellspacing=3D"0" cellpaddi=
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=09=09=09=09<!--[if mso]>
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=09=09=09=09<![endif]-->
                <table align=3D"left" border=3D"0" cellpadding=3D"0" cells=
pacing=3D"0" style=3D"max-width: 100%;min-width: 100%;border-collapse: col=
lapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 10=
0%;-webkit-text-size-adjust: 100%;" width=3D"100%" class=3D"mcnTextContent=
Container">
                    <tbody><tr>

                        <td valign=3D"top" class=3D"mcnTextContent" style=
=3D"padding-top: 0;padding-right: 18px;padding-bottom: 9px;padding-left: 1=
8px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-=
size-adjust: 100%;word-break: break-word;color: #202020;font-family: Helve=
tica;font-size: 16px;line-height: 150%;text-align: left;">

                            <strong><span style=3D"font-size:20px">Evolvin=
g Truths Of our Business:</span><br>
<br>
Design</strong>&nbsp;is at the heart of the home.&nbsp;The heart of the ru=
g business is&nbsp;<strong>Design</strong>. The heart of home fashions is&=
nbsp;<strong>Design</strong>. <strong>Design</strong>&nbsp;is supported by=
 construction=2C fiber=2C texture and color.<br>
&nbsp;<br>
<strong>Marketing and Supply Chain Management&nbsp;</strong>are at the hea=
rt of the rug business. David Khazai at RMinno has been saying =E2=80=9Cpr=
oduct data is more important than product=E2=80=9D. Translating product da=
ta at the consumer or designer-consumer proxy-level to product production=
 is a necessary and complex task=2C but he is right=2C everything &nbsp;st=
arts with good data.<br>
&nbsp;<br>
<strong>Product Knowledge</strong>&nbsp;on the sales floor is critical. At=
 recent sales person training presentation we attended a&nbsp;third of the=
 questions were about subjects other than&nbsp;product being trained on. F=
rom beginning to end=2C it took 1.5 hours to do the 1 hour presentation. T=
hat seems to me to be a lot of time for a sales person to dedicate to a sm=
aller account in real world practice. That said=2C training must be integr=
ated into the servicing of accounts large enough to support the time commi=
tment or the brand suffers.<br>
<br>
<strong>Augmented Reality</strong> is good and effective for marketing rug=
s in today's economy.
                        </td>
                    </tr>
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                <table align=3D"left" border=3D"0" cellpadding=3D"0" cells=
pacing=3D"0" style=3D"max-width: 100%;min-width: 100%;border-collapse: col=
lapse;mso-table-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 10=
0%;-webkit-text-size-adjust: 100%;" width=3D"100%" class=3D"mcnTextContent=
Container">
                    <tbody><tr>

                        <td valign=3D"top" class=3D"mcnTextContent" style=
=3D"padding-top: 0;padding-right: 18px;padding-bottom: 9px;padding-left: 1=
8px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-=
size-adjust: 100%;word-break: break-word;color: #202020;font-family: Helve=
tica;font-size: 16px;line-height: 150%;text-align: left;">

                            <h2 style=3D"display: block;margin: 0;padding:=
 0;color: #202020;font-family: Helvetica;font-size: 22px;font-style: norma=
l;font-weight: bold;line-height: 125%;letter-spacing: normal;text-align: l=
eft;">Our Readers are Passionate about Interior Design=2C Accessories=2C a=
nd their Home.</h2>
<br>
To borrow a line from The Guardian=E2=80=94If you and readers of all sorts=
=2C 70=2C000 each month=2C read us online and in print=2C and we educate a=
nd promote=E2=80=94then why not pay us =E2=80=9CIt is only fair=E2=80=9D.<=
br>
&nbsp;<br>
&nbsp;
<h2 style=3D"display: block;margin: 0;padding: 0;color: #202020;font-famil=
y: Helvetica;font-size: 22px;font-style: normal;font-weight: bold;line-hei=
ght: 125%;letter-spacing: normal;text-align: left;">BUY AN ONLINE AD:</h2>
The best&nbsp;online ad position on the site is a Leaderboard banner place=
d next to&nbsp;the&nbsp;Rug News andDesign&nbsp;logo.&nbsp;It is the most=
 visible and the most likely ad for a visitor to see according to study af=
ter study. Cost: $900/month. We have many options=2C and as mentioned abov=
e=2C we like to over-deliver on your expectations.&nbsp;<br>
<br>
Deep Discounts&nbsp;available for online ads when combined with print adve=
rtising in Rug News andDesign Magazine. For example the Leadeboard ad is<s=
trong>free&nbsp;</strong>with an&nbsp;<strong>8x full page&nbsp;print ad</=
strong>&nbsp;contract;&nbsp;additional online ads are half off the list pr=
ice. Print Ad packages combined with online ads can be created&nbsp;for an=
y budget. Just talk to us.<br>
<br>
The least expensive ad is&nbsp;<strong>$1/day</strong>&nbsp;on&nbsp;<a hre=
f=3D"https://rugnewsanddesign.us7.list-manage.com/track/click?u=3Dc1bed6a5=
4ab7794e26b1077a6&id=3D7a5033120b&e=3Dae1a65ea27" target=3D"_blank" style=
=3D"mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-=
size-adjust: 100%;color: #2BAADF;font-weight: normal;text-decoration: unde=
rline;">www.RugIndustryNews=2Ccom.</a><br>
Check out the advertising rates on&nbsp;<a href=3D"https://rugnewsanddesig=
n.us7.list-manage.com/track/click?u=3Dc1bed6a54ab7794e26b1077a6&id=3Dd9218=
ba206&e=3Dae1a65ea27" target=3D"_blank" style=3D"mso-line-height-rule: ex=
actly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #2B=
AADF;font-weight: normal;text-decoration: underline;">www.RugNewsandDesign=
=2Ecom.</a>
                        </td>
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                        <td valign=3D"top" class=3D"mcnTextContent" style=
=3D"padding-top: 0;padding-right: 18px;padding-bottom: 9px;padding-left: 1=
8px;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-=
size-adjust: 100%;word-break: break-word;color: #656565;font-family: Helve=
tica;font-size: 12px;line-height: 150%;text-align: center;">

                            <table border=3D"0" cellpadding=3D"0" cellspac=
ing=3D"0" width=3D"600" style=3D"border-collapse: collapse;mso-table-lspac=
e: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-=
adjust: 100%;">
=09<tbody>
=09=09<tr>
=09=09=09<td valign=3D"top" style=3D"mso-line-height-rule: exactly;-ms-tex=
t-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
=09=09=09<table border=3D"0" cellpadding=3D"0" cellspacing=3D"0" width=3D"=
100%" style=3D"border-collapse: collapse;mso-table-lspace: 0pt;mso-table-r=
space: 0pt;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
=09=09=09=09<tbody>
=09=09=09=09=09<tr>
=09=09=09=09=09=09<td valign=3D"top" style=3D"mso-line-height-rule: exactl=
y;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;">
=09=09=09=09=09=09<table align=3D"left" border=3D"0" cellpadding=3D"0" cel=
lspacing=3D"0" width=3D"100%" style=3D"border-collapse: collapse;mso-table=
-lspace: 0pt;mso-table-rspace: 0pt;-ms-text-size-adjust: 100%;-webkit-text=
-size-adjust: 100%;">
=09=09=09=09=09=09=09<tbody>
=09=09=09=09=09=09=09=09<tr>
=09=09=09=09=09=09=09=09=09<td valign=3D"top" style=3D"mso-line-height-rul=
e: exactly;-ms-text-size-adjust: 100%;-webkit-text-size-adjust: 100%;"><st=
rong>Contacts:</strong><br>
=09=09=09=09=09=09=09=09=09<strong>Kathleen Bingham Stroh</strong><br>
=09=09=09=09=09=09=09=09=09<a href=3D"https://rugnewsanddesign.us7.list-ma=
nage.com/track/click?u=3Dc1bed6a54ab7794e26b1077a6&id=3D64e8b63b87&e=3D=
ae1a65ea27" target=3D"_blank" style=3D"mso-line-height-rule: exactly;-ms-tex=
t-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #656565;font-wei=
ght: normal;text-decoration: underline;">Kathleen.Bingham@rugnewsanddesign=
=2Ecom</a><br>
=09=09=09=09=09=09=09=09=09917-929 5798
=09=09=09=09=09=09=09=09=09<p dir=3D"ltr" style=3D"margin: 10px 0;padding:=
 0;mso-line-height-rule: exactly;-ms-text-size-adjust: 100%;-webkit-text-s=
ize-adjust: 100%;color: #656565;font-family: Helvetica;font-size: 12px;lin=
e-height: 150%;text-align: center;"><strong>Leslie Stroh</strong><br>
=09=09=09=09=09=09=09=09=09<a href=3D"https://rugnewsanddesign.us7.list-ma=
nage.com/track/click?u=3Dc1bed6a54ab7794e26b1077a6&id=3Dbe5789f924&e=3D=
ae1a65ea27" target=3D"_blank" style=3D"mso-line-height-rule: exactly;-ms-tex=
t-size-adjust: 100%;-webkit-text-size-adjust: 100%;color: #656565;font-wei=
ght: normal;text-decoration: underline;">Leslie.Stroh@rugnewsanddesign.com=
</a>&nbsp;<br>
=09=09=09=09=09=09=09=09=09917-756-5589</p>
=09=09=09=09=09=09=09=09=09</td>
=09=09=09=09=09=09=09=09</tr>
=09=09=09=09=09=09=09</tbody>
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0%;-webkit-text-size-adjust: 100%;" width=3D"100%" class=3D"mcnTextContent=
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tica;font-size: 12px;line-height: 150%;text-align: center;">

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