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Article: American Furniture Warehouse. (finds success in selling futons)(Four On the Floor supplement)
- Article from:
- HFN The Weekly Newspaper for the Home Furnishing Network
- Article date:
- April 15, 1996
- Author:
CopyrightCOPYRIGHT 1996 MacFadden Communications Group LLC. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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The first time Jake Jabs - president of American Furniture Warehouse a seven-store furniture chain based in Thornton, Colo. - got into futons, he wished he hadn't. But on his second try, Jabs got it right.
"We got into futons about 12 years ago and did it all wrong," recalls Jabs, who heads the $100 million operation known for big deals and quick turns. "We went to the San Francisco Market to the Concourse Building and decided to get into futons. We bought twin-size, full-size, queen-size, a-frames, b-frames, c-frames and it was way too complicated and our salespeople actually hated it. "
In fact, the salespeople found the category so complex they begged the ...