Kimball Home's New Director of Sales Won Over By Company's Products, Professionalism and Early Success

Furniture World Magazine

When Tom Nelson told his family he was leaving a 19-year career with Drexel Heritage to accept a Director of Sales position with new player Kimball Home, his 76-year-old father logged on to the Internet and started doing some research. "Dad retired from Drexel himself so he knows firsthand it's a great company," says Nelson, who joined the North Carolina furniture giant as a sales rep back in 1979. "Naturally he had a bit of trepidation about my leaving them for a 'young upstart.' But the more he learned about Kimball Home, especially the powerhouse behind it that is Kimball International - the more enthused he became. And that's when I really knew I had made the right decision!" His own deciding factors, Nelson adds, were Kimball's outstanding product quality, the consummate professionalism he saw at the Jasper, Indiana headquarters, and the opportunity to make his mark on a company that's experiencing extraordinary growth. "Kimball Home is one of our industry's best-kept secrets," he declares, noting that the company has introduced ten collections in only two-and-a-half years. "The designs are great and will get even better with time. Quality is far above the norm. Delivery is fast and all aspects of service are exemplary. This company offers huge benefits to retailers and consumers - and I am thrilled to be able to help shape its future." The enthusiasm runs both ways. Kimball Home officials such as Director of Sales & Marketing Robert Cribbs are vocal about their expectations for their new coworker. "Tom has received high marks from everyone we talked to," Cribbs says, adding that Kimball Home's rapid growth has necessitated an increase in managers. "He has tremendous knowledge of the industry and a great rapport with our reps. Plus, he is methodical in his approach to the marketplace. We're confident he has what it takes to increase Kimball's presence in the major metro areas." Nelson, a graduate of the University of North Carolina at Chapel Hill, most recently served as Midwest Regional Sales Manager for Drexel Heritage. His proudest accomplishment, he says, was opening freestanding "Inspirational" stores in several U.S. cities. Not that Nelson is playing down his earlier experience as a sales rep for Drexel and, before that, Hickory Furniture Company. Indeed, he credits these years with making him a well-rounded businessman. Nelson hints at some big personal goals for Kimball Home, which he says is currently creating an "umbrella" of products and services under which new categories will be developed in the future. "I would like to take everything to the next level," he says. "Bring in some upholstery and accessories, work on a strong gallery format, maybe add some freestanding stores. Sure, I know a lot of manufacturers have tried this and fallen short of the goal--but few of them have had the advantages that Kimball Home enjoys." Kimball, he adds, has the strength, financial backing and successful early track record to appeal to retailers who are anxious about the winds of change blowing through today's furniture industry. "The old stalwarts are dropping by the wayside, mergers are creating new companies with unknown agendas, e-commerce is exploding, and there's a lot of uncertainty out there," says Nelson. "Many retailers are unsettled by these changes and are looking for a source of stability. Well, Kimball Home has everything it takes to be that source. I believe we will be the next safe harbor for the furniture industry."