Art Mager: Much More Than a Manufacturer’s Representative

Furniture World News Desk on 5/16/2016

By Dan Mager





Art Mager was a manufacturer's representative for the metropolitan New York area with Burris Industries, Clayton Marcus, and Cochrane Furniture prior to his retirement in 2002. He passed away on January 24, 2016, surrounded by family and immersed in love.

Within the furniture industry, Art was well known as a master salesperson and merchandiser, but also for his generosity of spirit. He took an uncommon interest in learning about and getting to know other people. His colleagues universally describe him as unfailingly friendly and considerate to people working in the factories of the manufacturers he represented, as well as those on the floor and in the warehouse at his dealers.

Art graduated from the NYU School of Commerce in two and a half years, and was an assistant furniture buyer at Gertz department stores, prior to joining Burris Industries in 1961. As Wayne Burris, President and CEO, described: “When Art started with us, Burris was a very small company. Our real success started with the high-leg recliner, which reclining capability and an elegant, stylish design. I was with Art when we had the idea for it. He developed the first ad for it with A&S for the New York market, and spearheaded the merchandising. It took off and so did our company. We loved Art and Sandy, and considered them part of our family.” In the mid-1960s Art became the first rep. at Burris with $1 million in annual sales, and by 1970 became their fist rep. to reach $2 million.

Art helped to mentor dozens of people in the furniture industry. Dal Eckard, a principal at Berkline and Benchcraft, was the Senior VP of Sales & Marketing at Burris: “Art was the top sales rep. at Burris during the entire time he was there. He was instrumental in helping Burris develop new products, styles, and designs. He was also a very big influence on my career.” Dal went to Action Industries as their VP of Sales & Marketing, where “Art helped us develop all the major New York accounts, and develop products and merchandizing strategies for other major metropolitan areas. He was always encouraging and supportive. He was well-loved by many people at Action.”

As the furniture Buyer at A&S and then the VP of Merchandising at Gimbels, Richie Swartz worked closely with Art in a different capacity, and was a close friend for nearly fifty years. “Art’s success is self-evident. His knowledge of the furniture industry was really unparalleled. Art loved to talk furniture. His passion for the industry was comparable to that other people have for sports or politics—both of which Art also had great knowledge of. At the High Point and Hickory markets, he often worked the longest of hours. He was a pit bull of a worker and producer who had great relationships throughout the industry.”

After leaving Burris in 1975, Art went to Clayton Marcus, where he became the first rep. with $4 million in annual sales. Ken Church held the positions of Merchandise Manager, VP for Sales & Marketing at Clayton Marcus, prior to becoming President & CEO. As Ken put it, “Art was so much more than a factory sales representative; his expertise was utilized in many areas of merchandising, design, and marketing. He was extremely talented in assessing a market and then identifying products, marketing, and advertising to maximize the available opportunities. He served on a very prestigious merchandising committee that controlled the direction of our company regarding both products and marketing strategies. Art’s commitment to excellence, and knowledge of industry trends and competition were unmatched. He made others around him better in all walks of work and life.”

Dave Carpenter, former director of credit for La-Z-Boy, also knew Art for over 30 years. He reminisced, “Art had a unique personality; he was brilliant, witty, and genuinely loved people. He had an encyclopedic knowledge of almost every aspect of the furniture industry, and it’s history. Conversations with him were never dull. I am thankful to have known Art. He was a true friend to me and many others”. 

Marty Smith, long-time principal of Design Institute America (DIA), was an Assistant Buyer in casegoods at Macy’s when he met Art in 1965. They became good friends and remained in close contact. “Art was a person of immaculate integrity—he always did what he said he was going to do. He had a remarkable intellect; he seemed to never forget anything: names, anniversaries, birthdays, even small pieces of information that he’d heard years before and would bring up in conversation. He would always go out of his way to be kind to me and my family. I don’t know of anyone who didn’t respect him, both inside and outside the furniture industry.”

Art Mager was a larger than life persona with an extraordinary intellect, a massive heart, & a unique spirit, who gave of himself tirelessly and left a strong impression wherever he went. A dedicated husband, father, and grandfather, Art used his passion, humor, and relentless commitment to being of service to make a positive difference wherever he went. He is survived by his wife of 58 years, Sandy, four children, and eleven grandchildren.