Linens & lumber; cross-merchandising in bed and bath leads to full-fledged linens and domestics department at Mr. Goodbuys Home Centers - Home Market Trends Supplement

Discount Store News, April 11, 1988

It remains unclear as to what extent the chain will be able to identify similar opportunities for private label programs, but Thornton did say that, in the future, "We will go to a manufacturer and buy a range of goods. They will send us the patterns that they have on hand at any one time, affording us a chance to buy it at a much lower price point than if we were reordering in-line goods. When we buy bulk assorted patterns -- relieving the manufacturers of their inventory and bulk -- we can offer it at a much better price. Those opening price points tend to be the movers for us."

Mr. Goodbuys' willingness to commit to a non-traditional home center category like linens and domestics proves that the chain's evolution from millwork specialist to full-line home center, to fashion leader, and its current success with a whole new soft lines category, indicates the chain's evolution may not yet be complete. It's difficult to project where Mr. Goodbuys philosophy will take it next.

Mr. Goodbuys Names CEO

Mr. Goodbuys has reinforced its commitment to rapid expansion and continued innovation in merchandising by naming its current president, Tom Thornton, to the additional post of chief executive officer.

Earlier this year, Vendex International, the international arm of the giant Dutch retailer, Vroom-Dreesmann, increased its holdings in the company to a majority share. Mr. Goodbuys' founders, Steven Erlbaum and Daniel Neduscin, are now minority owners but are expected to continue to serve as chairman and vice chairman respectively.

Thornton's additional responsibilities bring with them options to buy shares which amount to an unspecified portion of the chain.

The changes are not expected to affect Mr. Goodnuys' operating strategies or its aggressive expansion programs. The chain expects to open five stores before year-end, which includes a replacement unit in Baltimore, Md., bringing total store count to 17.

The new ceo joined Mr. Goodbuys in July 1986. Formerly he was with Orchard Supply Hardware. Industry insiders credit Thornton with installing tighter operational controls that have helped the chain capitalized on its creative strategies.

Its newest market will be Long Island, with stores opening this spring in Westbury and Farmingdale, N.Y.

Mr. Goodbuys' 13 stores generated an estimated $140 million in sales in 1987.

Photo: Mr. Goodbuys gives its linens and domestics department top visibility on an aisle, using a bedding vignette to add style.

Photo: The Chain's 'L & D' department takes a strong position in blankets and comforters, offering a broad assortment in popular colors (top). A wide variety of wicker products, with the starting price point under $1, attracts shopper attention (center). Youngsters are attracted to the bedding display at the front of the department (bottom). It features juvenile licensed goods and a play tent a lot of children would like to take home. (HMT photos)