The Coffee Bean & Tea Leaf(CBTL), Business strategy case study
Capabilities doc
1. CRAFT
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
2. 01
TA B L E O F C O N T E N T S
WHY US Who We Are
Why Craft Marketing
Our Work
Case Studies
Catalog Design
Website Design
HOW WE WORK Overall Approach
Compensation Models
OUR TEAM The Network
The Team
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
3. 02
WHO WE ARE
A communications agency handcrafted for the home furnishings industry, we created Craft with 3 goals in mind:
provide the business-to-business home furnishings industry access to an
advertising agency that had a deep understanding of their industry and its dynamics.
offer world-class strategic planning, brand and channel development.
develop and deliver top-notch creative within the budget restrictions
commonly found in this industry.
As part of the Agency 212 network of companies, we’ve done just that.
CLIENT LIST
A&B Home CBK Napa Home & Garden Seattle Pacific Market Center
Alexa’s Angels Classic Home Panama Jack Texture Home Décor
Ancient Mosaics Emissary Paragon Thompson & Elm
Arin International Illumination Station Phillips Collection Urban Oasis
Arte Italica Immortalis Botanical Profile Home Vertex
Arthur Lauer Lazy Susan Red Dog Furniture Company Wide-Lite
Artisan House Minka Regina Andrews
Caffco Moe’s Home Collection Remington Lamp
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
4. 03
WHY CRAFT?
C R E AT E . It's what you do best. And it's what we've just done. Craft was built by people with deep experi-
ence in the industry, who are dedicated to helping companies in the gift, home décor and furniture
markets stand out in a commodity-driven world.
R E S U L T S . Without them, we're about as worthless as a pile of wood shavings. Which is why we
concentrate on delivering the highest-quality strategic marketing and creative services, including catalog
design, in the most cost-effective manner. The bottom line is this: we give you world-class creative without
hurting your bottom line.
A G I L I T Y . We think big, but we're also nimble. By focusing on the home furnishing industries,
we deliver a level of expertise no one else can touch. And as part of the Agency 212 network of companies,
some of the industry's best creative talent and resources are right down the hall.
F O C U S . Like you, we're specialists. We know your reps, we know your customers, we know your trade
shows. But even better, we know how to apply traditional brand strategy, advertising, catalog design and pro-
duction, PR and interactive solutions to your product category unlike any general agency can.
T E N A C I T Y . You'll find it at Craft. We never give up or allow challenges (budgetary or otherwise) to
stand in the way of creating world-class communications. Our staff is wholly dedicated to growing your bottom
line. In fact, we're so committed to building your business, you'll come to think of us as your in-house
marketing department.
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
5. 04
OUR WORK
CASE STUDIES
CATALOG DESIGN
WEBSITE DESIGN
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
6. CASE STUDIES
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
7. CASE STUDIES MOE’S HOME COLLECTION
On life’s journey, virtuous deeds are a shelter - Buddha
Known for their beautiful home furnishings set at a reasonable price, Moe’s Home Collection was ready to grow
No shelter should go without
a little beauty. - Moe
their established retail positioning into a wholesale enterprise.
CHALLENGE
Through their consolidation center in China, Moe’s was poised to offer retailers a savings of up to 40% off wholesale price through
purchasing a container. While not the only company to offer a container deal, Moe’s was the first to heavily promote this benefit.
SOLUTION
Craft Marketing developed a communications initiative to highlight both benefits of style and value:
I Trade advertising to continually build brand awareness.
Profit from our wisdom, literally. With Moe's California
warehouse and freight cap program, re-orders are quick and
easy. Of course we still offer our exclusive mixed container
program for independent retailers, but any order made
I Trade show advertising and promotions: direct mail, e-mail blasts, signage, and on-site promotions to drive
from our California warehouse will also get you special
discounted pricing. If all of this doesn't bring you inner peace, traffic to Moe’s showrooms across the country.
perhaps our new collection of furniture SKUs will help you
become one with your customers.
I
Two locations in High Point
Showplace
#2340 2nd Floor
IHFC
Pavilions 3-P322
Binder, formatted with products in silhouette photography to provide reps with a simple sales tool that can be
1 800 967 9942 www.moeshomecollection.com
easily updated.
I Bound catalog, using a combination of environmental and silhouette photography for existing accounts and
On life’s journey, virtuous deeds are a shelter - Buddha as a prospecting tool.
No shelter should go without I B2B website, built with full e-commerce capabilities and real-time inventory information, software permits
a little beauty. - Moe retailers to create containers online, purchase, and pack immediately.
“Hiring Craft was like hiring a marketing department of 60 people! I pick up the phone, tell them what I need and they
deliver. We attribute a lot of our recent success to their marketing savvy and creativity. Moe’s Home Collection has
become much more recognizable in the marketplace and we owe a great contribution to Craft.”
Sara Samieian
Moe’s Home Collection
CRAFT MARKETING
8. CASE STUDIES THE PHILLIPS COLLECTION
One of the leading designers and manufacturers of contemporary home accessories, The Phillips Collection
M
EE
T
YU
R
IZ
AT
has enjoyed rapid growth among specialty home furnishing stores and interior designers. Very much like
AR
“I really like that piece.”
AI
N
TO
D
AY
collectible art, The Phillips Collection creates inspiring décor, open to varying interpretations.
!
CHALLENGE
“Thanks.
It's the first one by
artist Yuri Zatarain
that goes outdoors.”
While buyers at trade shows recognized the value of carrying The Phillips Collection, Phillips needed to extend the dynamism of the brand
beyond the trade show arena to a broader audience: designers and retailers. The task at hand was to revitalize the brand’s corporate
“Wait... you take it with you?”
identity and create a corporate tagline that clearly communicates the uniqueness and artistic qualities of Phillips.
“Come on.
Where would I take a statue?”
SOLUTION
Craft translated all the points of difference and strengths of The Phillips Collection into a new brand. This visibly much bolder logo
and overall look carry into all of Craft’s deliverables for a coherent communications platform:
“The museum?”
I Print advertising in home furnishings trade publications.
I New, fully-functional website: Entire product catalog updated in real time. Includes rep section for the sales
C202
force to track sales, check inventory, and stay updated on promotions.
2325 e. kivett drive, high point, nc 27260 • tel: 336.882.7400 • fax: 336-232-9339 • www.phillipscollection.com
I Trade show advertising: Direct mail, e-mail blasts, packaging, hangtags, and on-site signage for trade show site and
"How do you like my apples?"
surrounding venues such as restaurants and the airport at High Point, NC.
“Don't you mean,
‘how do you like “No, i was referring to
I Full-line binder and catalog for use as a sales tool, introducing new products, prospecting, and so on.
them apples?’” my new sculptures.”
“I don't eat citrus.”
“From the start, the team at Craft quickly understood my needs and was able to take my marketing and advertising efforts
“Now you're comparing
to the next level- something we couldn’t do internally. They brought a new perspective and were able to completely
apples to oranges.”
revitalize our communications and articulate our unique position in the home décor market.”
every piece a conversation
Mark Phillips
The Phillips Collection
p h i l l i p s c o l l e c t i o n
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
9. CASE STUDIES JEFFAN INTERNATIONAL
Strongly recognized for its Indonesian-inspired designs, Jeffan International celebrates beautiful aesthetics across
multiple product categories, including accent furniture, lighting, and home décor accessories.
CHALLENGE
Jeffan was in pursuit of a new brand identity to counterpart its exquisite exotic contemporary line, appropriate sales collateral, and a
communications plan to ensure market outreach and realize their new business potential.
SOLUTION
Craft defined the brand’s value proposition and provided Jeffan with an ownable, updated positioning. The new brand feel is present
in all facets of the company:
I Logo design
I New, ownable tagline
I Color palette
I Paper system
I Ad design
I Catalog design
I Trade show exhibit enhancements
I Web design
“We are a small company with big aspirations, yet Craft treated our account with the same dedication, creativity, and professionalism
they give to their biggest clients. We found them to be very knowledgeable and responsive to our needs. We look forward to
working together for a long time.”
Caroline Shibata
Jeffan International
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
12. CASE STUDIES A&B HOME
A&B Hongda transitioned their product selections from giftable items to home décor and wanted to reach a
much larger audience made up of independent home décor stores in the U.S. Their goal was to elevate their profile
from a commodities gift company to one that offered a wide selection of ever-evolving home décor products at
prices that independent retailers can afford.
CHALLENGE
& A&B Hongda needed a fresh, new platform that successfully established the new division as a known brand that stands for both
value and quality.
SOLUTIONS
Craft first revitalized the brand by addressing the name and then developed copy points that easily communicated the company's
unique selling proposition. Once defined, Craft helped A&B develop a channel strategy and created a marketing program to grow
2007 catalog
their business. Tactics included:
I Brand positioning
I Corporate ID
I Trade advertising campaign
I Direct mail
I Catalog and binder design
I Digital marketing
Depend ABle I Web design
I Trade show marketing
You can’t spell Profitable without A & B.
You can’t spell Dependable without A & B.
Say hello to the always trustworthy A&B Home. We stock over 5,000
unique and quality decorative home décor and floral products in
200,000 square feet of warehouse space, so you can rest easy that
Meet A&B Home, and you'll be met with certain success. We stock
over 5,000 unique and quality decorative home décor and floral
products in 200,000 square feet of warehouse space, so you can rest
easy that your fill rate will be high and your shipping will be on time,
Remark ABle
You can’t spell Remarkable without A & B.
“Craft did a fantastic job when we asked for a branding transformation. They understand not only what our goals are,
all the time. But we don't stop at mere stock. We make sure your
your fill rate will be high and your shipping will be on time, all the customers are always interested in buying by creating 1,500 exclusive
but also what the market is looking for. The outcome is more than what we've expected.”
time. But we don't stop at mere stock. We make sure your customers Product, product, product! Without continually updated, remarkable
and affordable new items every six months. Because when it comes to
are always interested in buying by creating 1,500 exclusive and products at good prices, how can any retailer blossom? At A&B
supplying your business with products that turn a profit, you want a
affordable new items every six months. Because when it comes to Home, westock over 5,000 unique and quality decorative home décor
vendor you can rely on. You want A&B Home.
supplying your business with products that turn a profit, you want a and floralitems in 200,000 square feet of warehouse space, so you
vendor you can rely on. You want A&B Home. can rest easythat your fill rate will be high and your shipping will be
on time,all the time. But we don't stop at mere stock. We make sure
yourcustomers are always interested in buying by creating 1,500
exclusiveand affordable new items every six months. Because when
it comes tosupplying your business with truly remarkable results,
you want A&B Home.
Brand New Show Room in Atlanta AmericasMart, Gift Mart Building 2, 1201-1205
9520 Santa Anita Avenue / Rancho Cucamonga, CA 91730 / tel 909.758.5366 888.868.1808 / fax 909.758.5377 / www.abhongdagroup.com
S H O W RO O M S I N AT L A N TA , B O S TO N, C H I C A G O, DA L L A S , D E N V E R , K A N S A S C I T Y, L A S V E G A S , M I N N E A P O L I S , A N D S E AT T L E
9520 Santa Anita Avenue / Rancho Cucamonga, CA 91730 / tel 909.758.5366 888.868.1808 / fax 909.758.5377 / www.abhongdagroup.com
S H O W RO O M S I N AT L A N TA , B O S TO N, C H I C A G O, DA L L A S , D E N V E R , K A N S A S C I T Y, L A S V E G A S , M I N N E A P O L I S , A N D S E AT T L E 9520 Santa Anita Avenue / Rancho Cucamonga, CA 91730 / tel 909.758.5366 888.868.1808 / fax 909.758.5377 / www.abhongdagroup.com
S H O W RO O M S I N AT L A N TA , B O S TO N, C H I C A G O, DA L L A S , D E N V E R , K A N S A S C I T Y, L A S V E G A S , M I N N E A P O L I S , A N D S E AT T L E
Ellen Yang
A&B Home
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
13. CASE STUDIES NAPA HOME & GARDEN
Napa Home & Garden approached Craft seeking a brand revitalization. With an actively updated product line,
NAPA
Napa needed an equally fresh brand to resonate with the growing taste level and sophistication amongst
consumers and the design of their outdoor living space.
WINTER2008
&
NAPA CHALLENGE
OUTSIDE-IN / INSIDE-OUT
HOME GARDEN
SUMMER 2007
As consumers increasingly place as much importance on their outdoor spaces as they do indoor, Napa Home & Garden should be
poised as a brand whose products bring the inside out and the outside in.
&
OUTSIDE-IN / INSIDE-OUT
HOME GARDEN
NAPA'S NEWEST PALLET CREATIONS SOLUTIONS
Stoneware and terra cotta in great glazes
RELAX BY THE BAY Craft created a new brand feel that embraced the inherent tone of Napa's rural elegance and would appeal to the growing segment
and shapes! Patio furniture gets a great view with KC's
Biscayne Bay line of outdoor furniture.
of young homeowners. Messaging was particularly important at the point of sale, drawing consumers in with new packaging plus
REAL MOSS, LOW COST!
Napa introduces rustic and antique moss pots. improved displays and in-store demonstrations to help them make the right product selections. Relaunch of the brand was
TAYLOR MASTERS FAUX BOIS ONCE AGAIN accomplished through:
GO CONTINENTAL
All new Richard Taylor creations spruce up our line. Our French and Italian style ceramics
are a fraction of the cost of the originals.
A BIG HIT FOR BIG SELLERS
Ask about our highly successful Guy Wolff Premium
Dealer Program.
I Brand positioning
ADD A LITTLE CALYPSO TO YOUR MANGO
Check out KC's widest selection of wood products yet, featuring the
natural finished Mango line and the Calypso hardwood collection.
To find a rep in your area or to request a catalog call 888.893.2323 or visit napahomeandgarden.com
Atlanta • Dallas • Denver • High Point • Las Vegas • Los Angeles • New York • Seattle
I Trade advertising campaign
To find a rep in your area or to request a catalog call 888.893.2323 or visit napahomeandgarden.com
Atlanta • Chicago • Dallas • Denver • High Point • Los Angeles • New York • Seattle
I Media buying
NAPA HOME
INSIDE &GARDEN
OUT.
I Catalog design
NAPA HOME
INSIDE & GARDEN
OUT.
3 2 7 0 S u m m i t R i d g e P a r k w a y, S u i t e 2 4 0 D u l u t h , G A 3 0 0 9 6 - 1 6 1 7
“Craft’s ad campaign featuring KC on the cover with a magazine format has been a massive success. The concept itself
was original and brilliant and the execution was outstanding. It achieved two important objectives for Napa. First, it was so
different in approach and rich in appearance that everyone in the industry not only saw the ad, they remembered it. Our
name recognition has skyrocketed. Secondly, the ad effectively portrayed Napa as representing a superior level of taste
NAPA HOME
INSIDE &GARDEN
OUT. and style. It is exactly the kind of branding for Napa we are striving for. Congratulations and thanks for a job very well done.”
Jerry Cunningham
Napa Home & Garden
3270 Summit Ridge Parkway, Suite 240 Duluth, GA 30096-1617
Tel: 888.893.2323 • Fax: 770.255.2525 • napahomeandgarden.com
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
14. CASE STUDIES RED DOG FURNITURE COMPANY
Wood Traditions was on a successful run, having developed a greater product offering and grown both manufacturing
resources and distribution channels. They were able to compete in price and high quality to such a degree that
they far outgrew their brand name. They had reached a point where they were to the furniture industry what Target is
to mass retailers.
CHALLENGE
Craft needed to refresh the Wood Traditions brand and reposition it with a brand personality that would attract buyers in a
memorable and ownable way.
SOLUTIONS
Craft created the brand Red Dog Furniture to give the company a fresh identity which would project a sense of cool and pay off the
company's relevant offerings. The brand relaunch was comprised of:
I Logo
I Corporate ID
I Trade advertising campaign
RD_HangTags.pdf 7/20/07 2:28:54 PM
I Showroom graphics
I Drive to show initiatives
I Targeted 3-D direct mailer
THIS DOG HAS PLENTY
OF NEW TRICKS TO SHOW.
I Flash E-catalog
I Binder and catalog
He s big, red, stands on all fours and won t bite customers
where it hurts. This dog has plenty of new tricks to show you
at the Las Vegas Market… from nightstands to dressers to
"Craft Marketing has helped our company stand out in a crowded field of importers. They listened to us before they
being in the dog house doesn t always mean you re in trouble
WORLD MARKET CENTER B-1105
began the creative process. Then, we listened to them. They are the marketing experts for our industry. Their service is
professional, comprehensive and highly effective. We are doggone happy to be partnered with them."
Founders Blvd El Paso TX Tel Fax
WON T BITE YOUR WALLE
RedDogFurnitureCompany com
Jeff Winans
_FullPageSpreadAd_3.indd 1 1
Red Dog Furniture Company
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
15. CASE STUDIES PARAGON PICTURE GALLERY
Paragon Picture Gallery is a leading seller of framed wall décor and owns the largest image library in the industry.
To support their competitive position and ongoing enhancements, Paragon wanted to differentiate their brand
A symphony of wall art that and build name recognition.
always gets a standing ovation
CHALLENGE
Craft needed to leverage Paragon's strengths to communicate a superior brand. A solid capable brand, Paragon was in position to
elevate its marketing activity to connect with retailers and communicate its fit with a younger audience. Paragon also acquired the
Candice Olson license and asked Craft to create communication materials in line with the Candice brand signatures.
SOLUTIONS
Craft created the following to update the brand:
Paragon
Where there’s a wall, there’s a way.
With more than 2700 pieces to choose I Print advertising
Paragon
by from, we can make any wall sing.
And with our exceptional fill rate and
great customer service, you'll never miss a
sale - which should be music to your ears.
I
Where there’s a wall, there’s a way.
Brochure for the Candice Olson line
I Catalog layout design
I Media consulting
"Craft's design work has been fabulous. They have worked with us to meet tight deadlines, without sacrificing quality.
They are a pleasure to work with."
Leslie Bonds
Paragon Picture Gallery
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
16. CASE STUDIES IMMORTALIS BOTANICALS
[tulipia agemeansnothingtoum] CG Botanicals offers a unique product line of mid- to high-end permanent floral arrangements. So striking in elegance
and style, they are more commonly referenced as floral sculptures, with lifelike water and distinct vases.
CHALLENGE
CG Botanicals needed a new brand name and marketing plan to better reach its target of furniture retailers, interior designers, and
specialty stores selling home furnishings. The client wanted to communicate their brand as a maker of art that is both detailed in
high taste and has applications for everyday use.
SOLUTIONS
Craft created a new brand name for this client, synonymous with its proposition: Immortalis Botanicals. We then created a marketing
plan to bring the revitalized brand to its greater, targeted audience. Altogether, the brand revitalization was comprised of:
I Logo and tagline
41 Lakeside Drive, Farmville, VA 23901 | 4 3 4 - 3 9 1 - 9 9 6 0 | F a x : 4 3 4 - 3 9 1 - 9 9 6 1
w w w. i m m o r t a l i s b o t a n i c a l s . c o m
NAPP DEADY SHOWROOM, BLDG 2, #1100
I Corporate ID
I Catalog design
I Website
I Advertising campaign
I Photography and production services
I Marketing plan focused around Atlanta gift show
I New partnership to garner public relations initiatives
“I came to Craft with quite a challenge to give my company the branding that would express the uniqueness and high-design aspects of
our product and a marketing plan that would drive the buyers to us. The team did both beyond my expectations! Everything from the name,
to the logo, to the catalog, to the website, to the marketing and advertising plan was completely on target. And, now, with the launch
of Immortalis Botanicals behind us, I can say that the results prove their work was a huge success!”
Laurie Burke
Immortalis Botanicals
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com
17. CATALOG DESIGN
C R A F T M A R K E T I N G 112 West 20th Street, NY NY 10011 craftmktg.com