UpholsteryJournalMag.com | May 3, 2013

By Holly O’Dell

When a news organization hired a university biology lab to examine the wool-covered seats within the Bay Area Rapid Transit (BART) system in the San Francisco, Calif., area, the results weren’t encouraging. Researchers found at least nine bacteria strains and several types of mold. The New York Times published the findings in a March 5, 2011, article, and although a clinical professor noted that the threat of infection was low, the damage had already been done.

Officials with the BART began to survey some of its 330,000 daily commuters to find their preferences for new seating, and three-fourths of them favored vinyl. The organization agreed, determining that vinyl cost less, lasted longer than other materials and was easier to keep clean. BART commissioned manufacturer OMNOVA Solutions Inc. to provide its PreVaill Transit™ vinyl upholstery line engineered with the PreFixx® protective finish for 100 cars as part of a pilot test. BART, which custom designed a pattern called “Wine, Wind and Water” to reflect the vibrancy of the Bay Area, plans to purchase new seat covers for another several hundred car sets after positive rider feedback.

“BART is just one very visible example of a trend we are seeing more in municipalities looking for ways to improve passenger satisfaction while reducing their maintenance costs,” says Patti Francis, director of marketing for Fairlawn, Ohio-based OMNOVA.

Whether they’re seeking vinyl-based solutions like the BART, traditional upholstery fabrics or new materials that promise ultra-protective attributes, mass transit operators are searching for ways to cost effectively—and attractively—produce new or refurbished upholstered seats for school and public buses, rail lines and motor coaches.

Hard-working seating

Fabrics used to upholster mass transit seats have to meet a variety of standards and codes, which can vary from project to project. Durability, which often includes abrasion resistance, is a common requirement. “People get in and out and in and out repeatedly, so we don’t look at anything less than 50,000 double rubs,” says Dan Cohen, vice president of sales and marketing for Chicago-based Freedman Seating Co., which produces passenger and driver seats for mass transit, demand-response transit and motor coaches. “There also needs to be adequate tensile and tension strength.”

Other important characteristics include cleanability, stain and soil resistance, flame resistance and low-smoke protection, moisture repellency, color fastness and antimicrobial and antibacterial properties.

Types of seating material also vary. Plush moquettes (heavy, velvety synthetic fabrics) and flat-woven fabrics remain popular choices for mass transit seating. Rivera Bus & Coach Upholstery in Lancaster, Calif., mainly works with a polyester and wool combination. “The types of wool and polyester that we use have been put through many tests to make sure they’re up to standards with transportation requirements,” says Maritza Rivera, national sales agent, who estimates that clients shop around for new upholstery every six to eight years. “The fabrics also have to withstand at least 60 hours of UV exposure.”

At American Seating Co. in Grand Rapids, Mich., transportation product manager Michelle Wolf says the most popular fabric type is a blend that consists of 85 percent wool and 15 percent nylon. “Over the past five years recycled fabrics have become popular because of the ‘green’ story, and they are less expensive,” she adds.

Upholsterers and mass transit seat companies also report that vinyl is making a comeback. “Vinyl upholstery offers a balance of upholstered comfort with the ease of maintenance one could expect from hard plastic seats,” says OMNOVA’s Francis.

Wolf sees this return to vinyl—as well as requests for no fabric at all—cycle through every five to seven years. In her research, she has found that transit authorities, typically in larger cities with higher ridership, are moving in the same direction as the BART, “because of the amount of bacteria they are finding on the seats with fabric,” Wolf notes. “Vinyl is easier to clean and doesn’t house as many germs as a pile fabric does if not maintained or cleaned properly.”

They’ve got the look

The significance of aesthetics in mass transit upholstery depends on factors such as ridership and budgets. In some cases, uniformity proves more important than appearance. “Transit authorities want buses to stay consistent within the fleet, so they have one or two different fabrics,” notes Nancy Citti, president of Bergen Upholstery Inc. in Teterboro, N.J., which manufactures aftermarket replacement seat covers for all transportation markets. “Our job is to update the older interiors to look consistent with the most recent ones.”

Adds Cohen, “Some transit properties want inexpensive fabrics and they are not concerned with appearance, so a gray or blue vinyl is just fine. Then you get agencies that are very concerned with the appearance and coordinate materials with their marketing department so they can achieve the look they want.”

Case in point: Freedman Seating is working on a project for the Tucson Regional Transportation Authority where the organization’s logo is woven directly into the rail fabric. “This provides commonality from train to train,” Cohen points out.

As Wolf of American Seating says, “Those who don’t use a logo fabric are still very concerned about the appearance of their bus interior, but ease of cleaning and hiding dirt is also high on their list. This is why the transit fabrics have ‘crazy’ patterns; they hide more stains and allow the inserts or covers to be used longer.”

To help transit authorities visualize the look of fabrics on their vehicles, American Seating has developed the Interior Configurator, a program on its website that allows users to change out fabrics, flooring, seat colors and so on.

For motor coaches in particular, Rivera reports a trend toward bolder colors. “A lot of our customers prefer fluorescent blues, reds and yellows because they ‘pop.’ These colors work really well in motorcoaches because they’re not something you’d see in a car.”

Skills that pay bills

Upholstering for mass transit vehicles requires a special skill set, not to mention the ability to understand industry nuances. “Products require a high degree of technical and design expertise to meet crash, flame, smoke and toxicity standards,” says Gene Germaine, director of business development for Kustom Seating Unlimited Inc. in Bellwood, Ill., whose primary market is passenger rail seating. He notes a few challenges, including compliancy of requirements, in that there is a limited number of suppliers that produce specified/approved materials. Another potential problem: “The warranty of the material supplier does not always meet the customer’s warranty requirements,” he says.

Transit interiors should merge form and function. “You need to be able to balance aesthetics, both in color and design, with durability and robustness that are beyond normal furniture or upholstery norms,” Cohen explains. “You have people going into buses with the express purpose of vandalizing them, so you need to understand how to build things so they are vandal-proof.”

For public transit, this often means gluing fabric to a substrate rather than sewing it, so the cloth doesn’t delaminate or come apart. “That helps with vandal resistance,” he adds.

Many shops that specialize in aftermarket upholstery for mass transit will send out a crew to do projects at the customer’s site if requested. “We go as far or near as we have to go, at no extra cost, to accommodate our customers,” Rivera says.

Rivera Bus & Coach also makes a point to do experience-based training for its employees. “We don’t sit them in a classroom and go over things,” Rivera adds. “We have learned that a lot of people have to get hands-on to be able to understand the work. Our workers are at a pace where they can finish a whole coach in a day.”

Another crucial skill is the ability to run a smart business. Expanding a company’s business offerings can translate into higher profit margins. For example, Bergen Upholstery has diversified its services over the years to go beyond basic upholstering or fabric recovering.

“We refurbish bus seat inserts, and we are a parts distributor for almost every seat on the market,” Citti says. “We also sell OEM replacement foam for the seats at a drastically reduced rate."

Market particulars

Like any industry segment, the mass transit upholstery market has its challenges and special considerations. “Very often the lead time to get the fabric can be longer than it takes for us to make the seats,” Cohen notes. “Managing the wide variety of requests, specials and custom materials can also be a challenge, but it’s something we do well.”

Wolf indicates a similar challenge for American Seating. “From a fabric standpoint, our challenges are fabric minimums and the amount of stock in the mills. With transit authorities trying to stand out or look different from each other, the same pattern is rarely used by others.”

Furthermore, differences in upholstery exist between types of transit. “Many transit buses have seats with fiberglass inserts, which are graffiti-proof,” Citti says. “Other places like New Jersey Transit have all soft seating because their customers travel longer distances to get to work and home, and this provides a more comfortable ride.”

Understanding the expected life span of mass transit seating is another important consideration. “The seats in a bus must last at least 12 years (the life of the bus) if it is paid for with government funding,” Wolf says. “So depending on the amount of ridership, typically the fabrics will last five to 10 years if they are kept clean. Many buses will get an overhaul halfway through their life and the inserts/onserts with fabric will be replaced. Otherwise they are changed as needed because of vandalism or stains.”

When it comes to bidding on projects, upholstery shops need to have specific knowledge of the market. Rivera Bus & Coach, for instance, is starting to seek out government contracts, which differ in key ways from the private motor coach sector. “A lot of times it’s a massive amount of work, not just one coach,” Rivera explains. “We just did a bid for 400 coaches, and it’s a longer process to prepare and get everything priced out, and making sure everything is in order. We think that it’s worth it and that this market is one we would do well in.”

Holly O’Dell is a freelance writer based in Pine City, Minn.

The Robert Allen Design Group has released a new Color Search tool that allows designers to create palettes of Robert Allen colors and then receive custom coordinated product recommendations from Robert Allen’s fabric and trim catalog.

To use the tool, designers start by building a personalized palette from a large range of color swatches in a variety of tones and saturations, or they may upload a photo from which the tool suggests colors to include in their palette. The Color Search tool then returns accurate product recommendations from Robert Allen’s catalog of fabric and trim based on their custom palette. This new website feature is powered by ColorLogic™, Robert Allen’s proprietary color organization system.

Robert Allen Design Group CEO Philip H. Kowalczyk remarks “At Robert Allen, our design focus is always color, and our business focus is always serving our designer clientele. The Color Search tool will increase the ability of the designer to get to the specific colors they are looking for. It shows them that not only do we have an unparalleled range of color, but we have the color and pattern they want.”

The Robert Allen digital team created the new Color Search technology with the goal of optimizing color matching and user experience. The technology scans quickly and precisely through the full range of Robert Allen colors with excellent color matching and tonal coordination capabilities.

Visit the Robert Allen Design website to learn more and to try the new Color Search tool.

Source: Robert Allen Design Group

The 2013 “Ward’s 10 Best Interiors” list was announced on Monday, and it features a wide range of automobile types and sticker prices, including several models that prove a buyer doesn’t have to break the bank to drive in luxury and style.

WardsAuto editors selected the top passenger compartments after spending February and March evaluating 46 vehicles that were all-new or sported interiors that have been significantly upgraded. The winners will be recognized during a special ceremony at the WardsAuto Interiors Conference being held May 22 at The Henry hotel in Dearborn, Mich.

This year’s winners:

• Acura RDX (Honda Motor Co. Ltd.)
• Cadillac XTS (General Motors Co.)
• Chevrolet Spark (General Motors Co.)
• Hyundai Santa Fe Sport (Hyundai Motor Co. Ltd.)
• Kia Forte (Kia Motors Corp.)
• Lexus GS 450h (Toyota Motor Corp.)
• Mazda6 (Mazda Motor Corp.)
• Nissan Pathfinder (Nissan Motor Co. Ltd.)
• Ram 1500 Laramie Longhorn (Chrysler Group LLC)
• Toyota Avalon (Toyota Motor Corp.)

To determine the winners, editors drive the vehicles during their routine commutes and submit score sheets ranking each auto interior based on several criteria, including materials, ergonomics, comfort, safety, value, fit-and-finish and overall design. Scores also are applied based on the user-friendliness of the human-machine interface and the ability to link mobile phones and access vehicle information. Visit the WardsAuto website to see video reviews and photo galleries of evaluated vehicles. Full write-ups on each winner will post on April 29.

“This year’s batch of winners really drives home the point that auto interiors are vital in the battle for consumers’ hearts and minds,” says WardsAuto World Editor-in-Chief, Drew Winter. “It wasn’t uncommon all that long ago for auto makers to view interiors as the best place to take cost out of a vehicle program. They eventually figured out that’s a big mistake because people spend a lot more time looking at the inside of their car than the outside.”

In addition to the awards being presented in a ceremony during the WardsAuto Interiors Conference, Ward’s expects to have all ten winning vehicles on display at the event for attendees to experience and judge the interiors for themselves. The ceremony will include a live video review inside each vehicle, highlighting the key features that earned each interior its honor. Conference registration information is available on the WardsAuto website.

Source: Penton Transportation Group

Enduratex™ has issued the FORBID challenge on everyday stains. FORBID, developed by Enduratex, is a topcoat for vinyl products that enhances beauty and performance.

“Vinyl is inherently a more cleanable product than other fabrics and has long been known for superior performance, but some stains are just harder to repel or get out, even for vinyl,” says Jeff Post, VP and general manager of Enduratex/CGPCA (China General Plastics Corporation of America). “We have attempted to develop a product like FORBID for more than two decades. Until now, we couldn’t get a product that wasn’t too glossy or one that didn’t change the hand of the fabric until now.”

FORBID increases stain resistance, while preserving the integrity of the fabric luster and softness. FORBID will be the featured topcoat on many Enduratex lines, beginning with INDEPENDENCE.

FORBID does not replace the Enduratex product, PRODURATEX, which increases cleanability and abrasion resistance for vinyl products. FORBID and Produratex topcoats are available through Enduratex distributors nationwide.

Enduratex, headquartered in Mira Loma, Calif., provides vinyl-coated fabrics to the automotive, hospitality, marine, healthcare and spa industries. Parent company, China General Plastics Corporation (CGPC), is headquartered in Taipei, Taiwan.

Source: Enduratex

With trendy color combinations and designs, Phifer’s chic, durable furniture fabrics can transition from an outdoor room to interior living spaces.

Architecture for Humanity, a non-profit design services firm, has completed its new headquarters in San Francisco, Calif.

Partnering with Gensler for the interior remodel, Architecture for Humanity wanted to provide a flexible, collaborative space for workers who are in constant global communication with their members and overseas offices. Coalesse Bob chairs were selected and upholstered in Camira’s acclaimed Hemp fabric, made from a blend of pure new wool and harvested hemp.

“The studio is abuzz with the ‘very stylish’ Hemp fabric chairs,” said Michael Steiner, Architecture for Humanity’s program manager. “The chairs have added a great atmosphere to our second floor that epitomizes our laid-back and sustainable mindset.”

Architecture for Humanity brings design, construction and development services to communities where it’s most critically needed. Clients include community groups, aid organizations, housing developers, government agencies, corporate divisions and foundations.

Source: Camira

With trendy color combinations and designs, Phifer’s chic, durable furniture fabrics can transition from an outdoor room to interior living spaces.

Made of 100-percent olefin yarns recycled from post-industrial waste, GeoBella™ is Phifer’s line of high-end, performance indoor/outdoor cushion fabrics. The PVC-free, 100-percent recyclable furniture fabrics feature a soft, touchable texture that recreates the comfort of indoor furniture yet has the stability, strength and durability needed for outdoor cushion applications.

Phifer’s GeoBella does not absorb water and dries quickly, making it resistant to mold and mildew growth. These fabrics are also durable, fade-resistant, stain-resistant and easy-to-clean, even with bleach.

Phifertex® Slingable Fabrics are constructed to withstand extreme weather conditions and are durable, maintenance-free and fade-resistant. These performance PVC fabrics are infused with Microban® antimicrobial product protection, which helps to provide an additional level of cleanliness protection. Added during the manufacturing process, Microban product protection works continuously for the lifetime of the fabric to inhibit the growth of stain-causing bacteria, mold and mildew.

Both Phifertex and GeoBella fabrics have achieved the GREENGUARD Select Certification mark by the GREENGUARD® Environmental Institute (GEI) for superior air quality performance.

Source: Phifer

UpholsteryJournalMag.com | March 15, 2013

By Barb Ernster

Sales strategies might serve different objectives and involve different tactics, but for the most part they are universal to businesses of any size, follow the same trends, and transcend industries. Building solid relationships with customers is the underlying goal in successful selling, and that involves the art of communication, ability to listen, and willingness to provide insights into customer needs. This is especially true when you’re selling a premium product as opposed to a commodity.

Jeffrey Baumgartner, a former business owner with 20-plus years of professional sales experience who is currently selling Information Technology support services to small businesses, says there are four basic pillars that must be established, in order, with your customer before they will buy from you:

• The customer must like and trust you.
• The customer must believe in your company.
• The customer must value your solution.
• The customer must agree with the price.

“When you have those strategies in that order as your foundation, then price is not as much of a concern because you’ve centered your relationship on those top three,” Baumgartner says.“How do you do that?You ask a lot of questions about them. It’s your job to draw out of the customers what matters to them. You do it because you want to help them reach their goals.”

Providers need to be knowledgeable about their products and materials and be able to answer questions honestly. It establishes credibility, says Charlene Clark, who has been in sales and marketing for more than 20 years, and is now co-owner, with her husband, of Signature CanvasMakers in Hampton, Va.

“Overpromising and under-delivering can ruin a business,” she said. “Customers have a lot of choices, and if the experience with your business is not positive, they not only will not return, but they will certainly not recommend you.”

The Clarks are avid boaters, spending a lot of time on the docks and out sailing where they can network and show their canvas products on their boat. They also make presentations on canvas maintenance at their local yacht club. “Networking is a big part of selling because so much of the sales process is developing a relationship with the customer,” she says. “People tend to do business with someone they’re comfortable with and who they feel will take care of them.”

Overcoming Challenges

One of the biggest challenges in today’s marketplace is that customers have the ability to gather a tremendous amount of information on their own through technology and even from face-to-face sales calls, and then they take that knowledge and shop for the best price. The whole system has changed, says Thomas O’Brien, an adjunct professor at the University of St. Thomas in Minnesota and who teaches graduate and undergraduate courses in sales and marketing at the university’s Opus College of Business in Minneapolis.

“When it comes to sales strategies, sales reps in the past became adept at discussing customer needs and selling them solutions,” he says. “Now they have to be skilled at being able to find an unrecognized need that the customer has before the sales call. You have to contact them before they pinpoint the problem.

The other important sales strategy is to have a differentiator. How do you do things different than the other guy? “Differentiation is huge because that gives people an edge. Sometimes it may be a differentiator for a year or two and then everybody else catches up,” says O’Brien.

Handling objections

Knowing customers’ needs can help you address their potential objections. Clark tries to anticipate what those are before the customer brings them up. When objections do arise, she advises, listen intently; customers will often tell you something that will help you close the sale. Don’t be dismissive; ask open questions that are light and relevant. Once you know more, it’s easier to overcome the objection and close the deal.

“Objections to price can usually be overcome by educating the customer on the value of the product, the quality of the materials and your reputation in the industry,” Clark says.

Sometimes it’s hard to tell the difference between reasons and excuses, the two types of objections, notes O’Brien. “Always clarify. Pricing has always been an excuse. You can’t work with an excuse; you’ve got to find out what they’re thinking. It builds on the relationship because you work them through it. If you can handle an objection well, you can close out every sale, but if you don’t do that, closing is hard.”

John Kissel of Kissel Boat Covers in North Olmsted, Ohio, puts his sales and marketing efforts into high-end boat customers. He no longer advertises in the local Yellow Pages because they were drawing the wrong customers, and he now relies heavily on his website to attract his customers from the greater Cleveland area.

Kissel notes that to be successful in this business, you have to market yourself where you are going to succeed and that would be at the marinas where the high-end boaters dock and are interested in quality and service. Many of his referrals tell him they were warned ahead of time that he’s expensive, but he’s known for his conscientious work.

“When a customer calls me, I feel them out on how long they plan to keep their boat, and how old the boat is, and that determines what direction I will go with them—either low-end or high-end materials,” he says. “If I’m dealing with a well-educated customer who would like to replace what he has but isn’t happy with the quality, then I can go to the next level of conversation and suggest top-of-the-line fabric, and the craftsmanship will be second to none. There’s a good chance 99 percent of the time I will get the job.”

When customers are hesitant because of the price, Kissel suggests secondary materials that suppliers offer at discounted prices, to lower the cost. “I try to be up front with my potential customers about the fabric. It is real important to take the time and listen to your customers on what they want and need for their boat. If you do that you will succeed in your business.”

Closing the sale

Clark says she never thinks she knows what the customer wants or is thinking, and never assumes a sale is guaranteed. “The goal is not just to sell for the sake of selling,” she says. “The goal is to make a satisfied customer and a mutually beneficial, long-term relationship. Be prepared, communicate openly and honestly, overcome objections with solutions that meet the customer’s needs, ask for the sale, and then deliver as promised.”

It’s common for a salesperson to relay all kinds of benefits and explanations for their product, but they don’t ask the customer to buy from them, says Baumgartner. “You’ve earned the right to close the sale if you’ve done your work in establishing trust in you and your company and you’ve offered the solution that meets the need,” he says. “Try to find some reason for them to take action. What is the cost to the customer if they don’t take action now? Think about those risks and have them ready to talk through before you ask them for the sale.”

Closing the sale starts at the very beginning, says O’Brien. “When you’re working with a customer and having their best interest at heart, and helping them make a decision that they’ll feel good about, to me that’s closing.”

Barb Ernster is a freelance writer from Minneapolis, Minn.

Robert Allen has paired with DwellStudio’s to create their first-ever outdoor line: Modern Bungalow. The collection pops of color and playful designs and feature DwellStudio’s signature midcentury modern vibe. Comprised exclusively of Sunbrella yarns for durability, Modern Bungalow can easily work for indoor and outdoor spaces alike.

“Modern Bungalow’s ‘retro-chic’ flavor is a huge trend for this coming season,” noted Robert Allen Senior Vice President for Design and Marketing, Jennie Wilde. “It’s always such a pleasure working with Christiane Lemieux, founder and creative director of DwellStudio, and the brand’s eye for ‘what’s next’ has helped create an especially fresh outdoor collection.”

Modern Bungalow pops of fuchsia and turquoise that emerge from saturated lime greens and deep navys. DwellStudio’s retro-chic aesthetic is well represented in the collection, with bold graphics of exotic foliage, modern geometrics, and classic and chic animal motifs.

“We’re thrilled to finally bring the DwellStudio signature mix to outdoor with Robert Allen and Sunbrella,” explained Christiane Lemieux, founder and creative director DwellStudio. “We created the Modern Bungalow collection around a few centerpieces-a wild jungle foliage and a graphic silhouette-then layered in trellises, stripes and rich textured solids. We wanted a look that combined the glamour of Hollywood Regency and Palm Springs with modern pops of color.”

Modern Bungalow is constructed entirely of Sunbrella yarns, giving it the necessary resilience to withstand outdoor conditions, but with a soft touch that could transition into indoor settings.

Source: Robert Allen Design

Camira’s hemp fabric has been accepted into the Material ConneXion library of innovative materials.

“Camira is extremely proud our hemp fabric has been recognized by the independent judging panel to achieve the environmental credentials required to be successfully accredited to the Material ConneXion Certificate of Excellence,” said Paul Bennotti, director of business development for Camira.

Hemp is a bast fiber upholstery fabric manufactured from a blend of 60 percent pure new wool and 40 percent harvested hemp. Available in 25 naturally inspired shades, Hemp is a totally renewable, compostable and sustainable fabric.

Camira has ensured the supply chain integrity by growing its own hemp crops ready for blending with wool. The wool hemp yarn is blended and spun locally before weaving. Finally the fabric is dyed using non-metallic dyestuffs. Hemp is inherently flame retardant without the requirement for flame retardent chemicals, post treatments or backcoating, and comes with the backing of Camira’s 5 year manufacturer wear warranty.

Material ConneXion is made up of an international panel of creative professionals that use materials intelligence to help companies innovate. The Material ConneXion provides a comprehensive overview of today’s innovative material solutions, and identifies trends for particular industries.

Material ConneXion’s library contains over 7,000 innovative and sustainable materials and they have offices in New York, Bangkok, Beijing, Cologne, Daegu, Istanbul, Milan, Seoul and Shanghai, as well as a strong online presence.

Source: Camira Fabrics

UpholsteryJournalMag.com | March 1, 2013

By Dara Syrkin

The first quarter of each year is rife with predictions. Will the clothing color trends you see in Sunday newspaper advertisements appear in your customers’ boats? Maybe. Has technology responded to boat owners’ needs and desires? Of course. Do you influence what happens in fabric factories? Oh, yeah. Manufacturers and fabricators pull out their crystal balls and read the interplay of fabric, technology, design, and economics.

Trend-spotting

“We are getting requests for bolder, brighter colors for exterior applications,” says Jeff Jimison of the Sattler Corp., manufacturer of Outdura. “Bright oranges, magenta, purples, and limey greens are all now in conversations. Bright, light, and watery blues are also gaining some momentum. I don’t see these becoming mainline colors by any stretch, but there is some movement to these colors. Blacks, navy blues, reds, and greens, along with neutrals, will still dominate marine applications.”

On the other hand, “It’s important to recognize that a single occurrence of a new color or a new pattern does not constitute a trend,” says Gina Wicker, design and creative director for Glen Raven Custom Fabrics. “New boat builders are creating products to appeal to large market segments, which means they need to stay within the mainstream of consumer preferences.” Custom work has more leeway, she says. “You are also more likely to see fashion-forward colors and patterns similar to home décor in large boats with large staterooms than in smaller watercraft.”

Krisha Plauché, principal designer of Onboard Interiors, is noticing fashion forward elements as well as history in marine fabric trends. “A trend right now in the design industry,” she says “is batik-style fabric. It’s a beautiful and ancient artistic fabric. Sunbrella has a version that reminds me of it called El Greco Calypso. Trends like this that are unusual and exotic make their way sparingly into Onboard design. Instead of upholstering large pieces on a vessel with batik, I could see using this fabric in accent pillows.

“Another fabric trend is using jewel tones from the fashion world. For example, Ralph Lauren has committed to this in his recent advertising. I would love to see these colors used onboard as they remind us of young, sunny, light-hearted days—great for adding fun onboard,” she says.

“We spend a lot of time in the local boat dealer’s shops, and also attend boat shows,” says Anne Niquette, co-owner of Ship Shape Marineworks. “Most of the time, the accents the new boats have is our way of finding out what is now ‘popular.’ Boats tend to mimic home-market trends. I also love watching HGTV, so it’s easy to spot where designers are guiding people’s color and design choices.”

How fast do you jump?

“Jumping on a trend always depends on if customers are ready,” says Plauché of Onboard Interiors. “You need to evaluate the customer in regards to age, personality, and the vessel and its purpose, in order to present them with the right fabrics. Customers usually have resale in the back of their minds and what kind of trouble they might have if they commit to a style that would ward off a potential sale. The economic climate affects design in that way.

“We don’t invest much in trends as we build everything to order,” she adds. “We will, however, plan to update our trade-show booth using new fabrics. Trade shows give us a chance to take a potential customer’s pulse on what they might be ready for. We also have a section in our booth with staple items and solid fabrics because much of the business revolves around traditional colors.”

“You have to be careful with trends,” says John Pierce, product manager at WeatherMax. “They can be sporadic or short-lived and that can result in dead inventory not just for the manufacturer but for the entire supply chain. We tend to avoid regional color trends, and if we do start to see what we think is a trend, we research it to gain more insight and gauge whether we should adopt it or not.”

By recognizing opportunities, fabricators can create work trends. “In our area,” says Niquette, “boats are an extension of people’s homes. Many treat their boat as a second home at the dock. One interesting local marina lets the customer have a gazebo alongside the dock, facing the boats. The boat owners will build these into kitchens or living rooms. We have re-covered several factory gazebos and helped reupholster their furnishings with outdoor furniture fabrics.”

Technology to the rescue

Fabricators make the most of the latest and greatest advances in fabric technology. They are also using the tools at hand to communicate well with customers.

“I get very excited when new fabrics are introduced,” Niquette says.“If they are able to purpose more than one item—i.e., an awning material being used for a sunpad cover or cockpit area seating—even better. As people spend more family time on their boats they want the boats to serve more purposes and have a more individualized, custom feeling.”

“Technology in the near term,” says Jimison, “will be focused on high-performance finishes that will allow greater water resistance, increased breathability, and durability of the finish. ‘Green,’ environmentally friendly finishes will be used that safeguard both the environment and the customer. There is growing consumer awareness and demand for products that meet recognizable safety and green-initiative standards.”

“Sunbrella fabrics featuring recycled content are one of the most exciting areas for development today,” says Wicker. “Our Renaissance line of Sunbrella upholstery fabrics features 50 percent post-industrial fiber content, which results in a highly textural fabric. We believe that boaters will be drawn to fabrics with recycled fibers given their love of the natural environment.

“Technology is also allowing us to create fabrics that are designed for specific boating applications. Sunbrella Supreme fabrics are designed for boaters who would like a bimini with different colors on either side of the fabric with a flocked appearance underneath,” Wicker adds.

Appearance can be subtle or bold, thanks to advancements in fabric graphics. “Digital printing on outdoor fabrics is an exciting area to watch,” says Pierce. “Improvements on the fade-resistance and durability of digitally printed images show promise of a day you can have large-scale graphics and images on whatever fabric installation you want—and it will last. The current limitations with inks are a hurdle and we are not there yet, but the improvements are rapid.”

Portable technology improvements evolve rapidly, as well. “Virtual technology is a great tool for keeping up with customers, showing them fabrics online and putting together coordinating fabric selections,” says Plauché. “When we work with customers from out of state, this saves time. Our new iPad that we travel with to presentations—and onboard—helps bring our website and slideshows to life (of course, we purchased the weather- and waterproof cover). We can go through our extensive portfolio and help steer customers in the right direction about which vessel to research in-depth with the colors and styles they like. The iPad is also great for checking on fabric availability and pricing during the initial meeting. I would love to start using a new computer program to overlay fabrics onto project photos and give customers a computer view of their future design.”

What is on the horizon?

The crystal balls are clear: Tap the untapped. Utilize design knowledge from other industries. Congratulate yourselves on your ingenuity.

“Soft-touch fabrics like Outdura Trio will continue to grow in popularity with consumers as they, and boat builders, seek more automotive-look and -feel fabrics,” Jimison says. “We are seeing increased demand for Trio due to its ability to be waterproof and maintain breathability. Consumers are more aware of this type of technology. Perhaps it’s due to the growing number of sports apparel companies that promote the benefits of performance and comfort in fabrics.”

Innovation is increasing, too. “Sunbrella upholstery fabrics offer boat owners an opportunity to create interiors with the same sense of taste and comfort they enjoy at home,” says Wicker. “We always like to encourage the marine industry to be open to expanded possibilities for using fabrics to make the boating lifestyle more enjoyable for their customers. There are incredible opportunities for fabric applications that are innovative, yet well within the range of a classic nautical look. Be open to the possibilities and growth opportunities will emerge.”

Several factors are at work, says Niquette. “I think boat owners are going to continue the tendency toward keeping what they own and fixing or updating, instead of buying new.In doing this they are seeing they have choices and can make it their own vs. the standard factory-production-line feel. If the materials can come from recycled products and use fewer chemicals, customers feel they have made a safer choice, that their decisions have an additional benefit.Also, there is repetition and cycling of what’s in fashion. It seems we are in a ’70s mode at the moment, so a modified ’80s version is probably on the horizon.”

And don’t forget sheer ingenuity. “The fusion of light structures and marine applications that we are beginning to see are simply beautiful and awe-inspiring. The natural progression from sail maker to shade-sail maker is understandable, but then to take that experience on the shade side back to the marine side is quite ingenious,” says Pierce.

Dara Syrkin is a freelance writer from Minneapolis, Minn.

Enduratex has announced the first line from its new British Ale Collection, Berwick Tweed.

“Berwick Tweed is an outstanding new offering that replicates the look of fabric,” said Jeff Post, vice president and general manager of Enduratex/China General Plastics Corporation of America. “It not only looks like fabric, but because of the brushed loop backing, which is the same as our Aspirations backing, the hand is soft and supple like fabric as well,” he added.

Berwick Tweed will launch with 20 SKUs.

Enduratex provides vinyl-coated fabrics to the automotive, hospitality, marine and healthcare industries. The company is headquartered in Mira Loma, Calif. Its parent company, China General Plastics Corporation, is headquartered in Taipei, Taiwan.

Source: Enduratex

Phifer’s Leisurely Living outdoor furniture fabric compilation features a laidback vibe and welcomes bold pattern mixing. Color combinations like dusty terra cotta and nectar paired with olive green, citron and indigo in transitional motifs easily match with stripes, textures and solids.

Phifer’s Designed Fabrics - plush, 100 percent recyclable GeoBella® Cushion Fabrics - and Phifertex® Outdoor Fabrics can be used to create outdoor furniture.

The GeoBella line is a grouping of outdoor fabrics made of 100 percent olefin yarns recycled from post-industrial waste. One hundred percent recyclable, the fabrics feature a soft, touchable texture that has the stability, strength and durability needed for outdoor cushion applications. GeoBella cushion fabrics pair well with the combinations of coordinating hues and intricate weaves.

High-end performance fabrics, Phifertex is ideal for sling applications and can be used in awning, umbrella, pillow and unusual exterior fabric applications. Phifertex fabrics are also infused with Microban antimicrobial product protection to help prevent the growth of stain-and odor-causing bacteria, mold and mildew that can damage the fabric.

Both Phifertex and GeoBella fabrics have achieved GREENGUARD Select Certification for superior air quality performance.

Source: Phifer

Cellulose fibers are the heart of the Lenzing Group’s TENCEL® fabric, which is sourced from wood and developed through a closed-loop solvent spinning process that uses fewer natural resources (water, land) than cotton. Austria-based Lenzing brings TENCEL to upholstery fabric with its “Botanic Lounge” fabrics that reduce electrostatic charging because of the higher moisture content, are machine washable, have good dimensional stability and demonstrate high abrasion resistance. TENCEL is used in bedding and carpeting, but the company is working on wall paints with TENCEL powder. “The higher the amount of botanic fibers used, the better the interior environment,” says Susanne Jary, marketing manager for Lenzing home textiles.

Source: Lenzing Group

Sunbrella products that feature recycled content continue to expand with the latest addition from home furnishings designer Richard Frinier. His newest creation for Sunbrella, Origins’, takes advantage of the rich surface texture and mottled color ways that are making Sunbrella Renaissance fabrics popular with the design trade and consumers.

The Sunbrella Renaissance family of recycled offerings made with post-industrial content began several years ago with braided rugs and has expanded into upholstery and awning fabrics.

Frinier’s Sunbrella Origins’ collection is distinctive for its slightly fuller appearance and weight, which adds substance and serves to highlight the perfectly imperfect nature of this collection. The subtle textures and classic stripe patterns are designed to be mixed and matched across all constructions, patterns and color ways. Nine patterns are included in the Origins’ collection.

Source: Sunbrella

Robert Allen is starting 2013 with its Maison&Objet debut. Through the introduction of its 2013 Spring Color Library collection, the brand is showcasing its color and vision for the future of design. The collection’s colors draw inspiration from the saturated tones found in an artist’s pure pigments. New introductions Turquoise, Cobalt, Fuchsia and Viridian will take the stage for the Maison launch.

“The cornerstone of the Robert Allen brand is color,” notes CEO Philip Kowalczyk. “This collection marks the 30th year of Color Library introductions, showcasing our long-term dedication to being at the forefront of color.”

A luscious and vibrant green, Viridian recalls the deep spring green used by artists like de Kooning and Van Gogh. Viridian stems from the Latin word “viridis,” meaning “green,” and was first recorded as a color name in 1860s England. This shade falls in line with current trends but maintains a classic and livable tone.

“This collection reflects two key trends - tone on tone and pattern on pattern,” remarks Robert Allen Vice President of Design Christy Almond, “Viridian is a punchy green that’s perfectly in tune with the current bold and bright design aesthetic you find in cutting-edge interiors and on today’s runways. It is unexpected, yet easy to understand.”

With the addition of Turquoise, a gemstone green-cast blue, and Cobalt, a take on a traditional blue with roots in ceramics, Viridian can be mixed to create a lush space of blue hues. When paired with Fuchsia, a pink harkening to summer flowers and modern art, Viridian allows for a pop of color in a combination.

The line includes statement designs and unique coordinates that encourage pattern-on-pattern mixing for practical canvas, velvet and linen solids.

Source: Robert Allen

Teijin Ltd. has announced that its ECO CIRCLE Plantfiber bio-polyester has been selected for use in the seats and interior trim surface of the 100 percent electric Nissan Leaf. It is the first time for ECO CIRCLE Plantfiber to be used for the interior of a mass-produced vehicle. The seat and interior trim surface were co-developed by Teijin, automotive seat manufacturer Suminoe Teijin Techno Co. Ltd. and Nissan Motor Company Ltd. Specifically, ECO CIRCLE Plantfiber is used for the seats, parts of the door trim, headrests and center armrest.

More than 30 percent of Plantfiber’s composition is made with biofuels derived from sugarcane. Teijin’s bio-polyester fiber conserves fossil resources and lowers greenhouse gas emissions due to its carbon neutral effects, yet still offers the same characteristics and quality of oil-derived polyester.

Teijin has been expanding ECO CIRCLE Plantfiber’s global market for applications ranging from apparel, car seats and interiors to personal hygiene products. The company aims to increase sales to over 50 percent of its total polyester fiber sales for automotive seats and interiors by 2015.

Source: Teijin Ltd.

Students preparing for careers in the auto or auto parts industries may be eligible for financial awards of up to $5,000. Applications for automotive scholarships are now available through the 2013 SEMA Memorial Scholarship Fund (SMSF).

The $5,000 Top Student award marks an increase from the award’s previous amount of $4,000. Similarly, scholarships for students attending four-year programs are up from $2,000 to $3,000, and awards for students attending two-year programs increased from $1,000 to $2,000.

“Students coming through the SEMA Scholarship Program have demonstrated such great potential,” said Jamie Eriksen, SEMA education director. “We’ve increased the scholarship prizes to reward and better help prepare these students for careers in the specialty-equipment industry. Our hope is that we’ll continue to attract highly qualified students who will contribute and make strong, positive impacts in our industry.”

Unlike financial aid and student loans, the SEMA Memorial Scholarship is a one-time award that does not have to be paid back. Awards are granted to eligible applicants based on academic achievements, work experience, community involvement, essay content and recommendations. Students may re-apply each year, provided that they still meet the eligibility criteria.

A loan forgiveness award is also available to recent graduates who are working for SEMA-member companies and paying off existing student loans. Details and applications for both the scholarship and the loan-forgiveness awards are available online.

The application deadline for all SMSF awards is March 29, 2013. For additional details, visit SEMA's Automotive Scholarship website, email Juliet Marshall or call 909 978 6655.

Source: Specialty Equipment Market Association

Enduratex™ added Crianza to the Vineyard family of faux leather.

“The Vineyard series was developed to give the appearance of an aniline leather from both the front and the back of the fabric,” said Jeff Post, vice president and general manager of Enduratex and China General Plastics Corporation of America.

Crianza has a pebbled leather effect and shares the same construction as Gran Reserva, the original offering from Enduratex™’ Vineyard Collection. The soft hand and pebble grain emulates fine leather, and the micro fiber backing adds to that hand. Crianza will be available in 18 sku’s with an expansive color palette.

“The Crianza color line was developed to compliment the colors of Gran Reserva, while expanding the palette with more color choices for today's commercial environments,” said Post.

Enduratex provides vinyl-coated fabrics to the automotive, hospitality, marine and healthcare industries. The company is headquartered in Mira Loma, Calif. Its parent company, China General Plastics Corporation, is headquartered in Taipei, Taiwan.

Source: Enduratex™

Robert Allen has added a new set of ethereal colors. Taken from the romantic tones of the sun over the water, the Fall 2012 Color Library additions of Cove, Sunrise and Violet Sky broaden a collection of colors. The shades are a nod to the “magic hour,” the first and last hour of sunlight each day and the natural landscapes this setting creates.

The new hues work well with one another while still coordinating with the existing Robert Allen color library and other collections. Cove, a moody, aquatic green with strong blue tones shines when accented with fresh green, cream, linen or gold. Sunrise is a timeless orange—dynamically bright but still livable. This all-season colorway fits any style of décor and looks especially beautiful with tones of green like Cove. Violet Sky’s sophisticated purple hue feels appropriate in both traditional and modern spaces. Violet Sky pairs with cream, mushroom or soft shades of green.

Source: Robert Allen

Glen Raven Custom Fabrics focuses on soft comfort and rich texture with its new Showtime collections. From matelassé to quilted textures, the variety of Sunbrella® upholstery fabrics emphasizes the brand’s growing use for interior and exterior home décor.

The five new collections offer a range of colors, including denim hues, earthy tones and subtle neutrals, with textural interest and softness serving as unifying themes. Retreat features a modern take on traditional patterning. In contrast, Vitality is a collection of neutrals with bright shots of color. The Aurora collection highlights the red and orange color family. Daybreak offers a fabric group based on a mixture of pattern and texture. Bellamy features a new matelassé construction that gives the look and feel of a vintage quilt.

Also new from Sunbrella for Showtime is the offering of its Fusion Collection as a cut yardage option. Comprised of six fabric groupings, Fusion includes more than 175 solids, textures, stripes and patterns emphasizing high design details. The Fusion collection is available as a cut yardage program through Trivantage.

Source: Sunbrella

UpholsteryJournalMag.com | December 5, 2012

By Galynn Nordstrom

At IFAI’s annual meeting on Thursday, Nov. 8th, celebrating the association’s 100th anniversary, wine, cheese, dessert and fellowship marked the end of IFAI Expo’s second day. After a short report on the year’s accomplishments, changes and innovations, the festivities turned to recognizing the outstanding efforts and service of many long-term IFAI members.

To cap the event, Allen E. Gant Jr., president and CEO of Glen Raven Inc., received the IFAI Chairman’s Award for his leadership and unique contributions to the specialty fabrics industry. (Mr. Gant also was named an Honored Life Member of IFAI earlier in the evening.)

The IFAI Chairman’s Award was first presented in 1983, and has been presented only 10 times over the years. In recognizing the innovations of Glen Raven Inc. (founded in 1880) and the leadership of Allen Gant Jr., Kevin Yonce, current chairman of the association, noted: “We are celebrating leadership. The kind of leadership that is not only laser-focused on profits, but sees the importance of giving time and talent to strengthen and improve the industry. And we are celebrating responsibility. The kind of responsibility that inspires someone who might have chosen to live a life of relative ease to instead choose to commit himself to building a business-a business that sustains his workers, their families, his community, his customers and our industry.” The audience rose to a standing ovation.

Mr. Gant’s heartfelt comments as he accepted the award credited the commitment of Glen Raven’s employees in the company’s ongoing success, and congratulated in turn the other members of IFAI for showing the same commitment to ensuring the future of the industry.

“On behalf of 3,000 Glen Raven associates all around the world, it is an honor to accept this year’s IFAI Chairman’s Award. With a commitment to innovation in partnership with our customers, Glen Raven is humbled and inspired in accepting this recognition,” Gant said. In a statement issued the following week, he commented further:

“Everywhere we look within Glen Raven today we see new ideas bubbling up. Machine operators are finding more efficient ways to maintain equipment and increase quality. Designers are applying weaving and finishing technology to create fabrics undreamed of only a few years ago. Market managers are discovering ways in which we can modify existing products for new applications. Specialists in information technology are making it easier for customers to access our products and services quickly and efficiently.

The recent IFAI Expo was thrilling for us because it offered three days of intense interaction with our customers and an opportunity to showcase some of the latest thinking at Glen Raven. Awning fabrics with recycled content, growing lines of colorful upholstery fabric, ecommerce fashioned after best practices in online ordering, rededication to taking materials ordering off of our customers’ plates and continuing advances in awning design software are just a few of the results of our broad and deep commitment to innovation in partnership with customers. The willingness of our customers to share their candid feedback on new products and on new ways of doing business is invaluable as we refine everything we do based on their experience and wisdom.

How did Glen Raven become a company focused on innovation for the benefit of the awning, marine and furniture industries? You could say it’s part of our DNA, going all the way back to our founding in 1880 and clearly exemplified by the launch of the Sunbrella® brand more than 50 years ago. Perhaps most important of all is the recognition that the success of our company is dependent on the success of our customers. A rising tide does indeed lift all boats, and we never want to forget that there is nothing more important than the vibrancy of the awning, marine and furniture marketplaces.

Three years ago a team of Glen Raven associates from the U.S., France and China formed a small task force to formulate a new vision for our company. This vision had to be inspirational, customer focused and based on the reality of who we are as a company today. The vision statement drafted by this group - Let Endless Possibilities Begin - was exactly what we needed to remind everyone at Glen Raven that we are who we are because of a dedication to working with our customers and trade partners in a shared spirit of collaboration and innovation.

We would like to thank IFAI for granting us this recognition in the form of the Chairman’s Award. Most of all, we want to thank our customers for your commitment to working with us to explore endless possibilities wherever they may take us in the New Year and beyond.”

Galynn Nordstrom is senior editor of Specialty Fabrics Review magazine.

UpholsteryJournalMag.com | November 29, 2012

The clients were interested in restoring an old couch for their home. They wanted to combine different fabrics to complement the end product.

The client was satisfied with the end result.

UpholsteryJournalMag.com | November 26, 2012

This project consisted of an antique sectional with two corner pieces and one straight piece that could be rearranged in several positions. Each piece measured approximately 2.5 feet across.

The client originally wanted us to re-cover only one of the pieces to be showcased as a stand-alone piece for an empty space in her house. The pieces belonged to her late grandparents and the material was severely faded and torn. After the first piece was complete, the client was so pleased that she decided to have the final two pieces re-covered as well.

Making the design in the pattern of the material to match up on each piece flowing over the corners and down the front of the chair was the most difficult part of this project as the three pieces needed to match regardless of their arrangement. The client also picked out a beaded gimp to add to the bottom frame of each piece. Attaching the beads was also difficult as we needed to ensure the staples were not visible.

The client was very pleased with all three pieces as were several customers that entered our shop and saw them.

UpholsteryJournalMag.com | November 19, 2012

The client wished to upgrade the interior trim and seat comfort of his 2008 Commodore Ute.

The client approached us without firm ideas. After extensive discussions and looking at options online he settled on a black and red leather re-trim with embroidered panels. The seats were to be re-shaped to give it a sports-style form and better holding. The final design of the seat and interior was drawn up on the computer for client sign-off. In association with another firm certified for airbag work, the seat covers and door card panels were fabricated using leather specifically designed for vehicles. With the seat having a side airbag in the backrest, it was crucial to ensure that any new cover made matches the vehicle specification for airbag deployment. This specification, which determines the blend of thread to be used, is different for every vehicle and model. Failure to deploy in an accident being traced back to stitching that does not meet the required specification could lead to serious litigation against our company. Seats were stripped and the desired sports shape constructed with foam, taking care to create an identical pair of seats. Door cards were removed and stripped. Softening and moulding of the leather was necessary for it to fit snugly around the angular shapes. Leather covers were then fitted making sure of a snug fit with all leather panels in exactly the right position. Each step had a level of complexity and required great care.

The client was very satisfied and drove off with a grin on his face.

Silver State Inc. introduced an interior textile collection from Aláxi inspired by the open-air markets of Morocco. The Road to Marrakech pulls elements from antique architecture and modern design, as well as the delicate tile and lacework of the region.

The collection of 76 fabrics includes detailed paisleys, large-scale fretwork, needlepoint of mosaic stripes and contrasting textured stripes with plush chenille.

“This collection captures the mystique that is the inspired by the North African and Mediterranean region,” said Manoli Sargetakis, a principal of Silver State Inc. “Style and durability are the cornerstones of what makes this a standout collection.”

The Aláxi indoor and outdoor lines are exclusive luxury collections of Silver State Inc. and provide both residential and contract designers with elegant fabric and design solutions.

Source: Silver State Inc.