Dave Gilbert

Editor in chief of Dealerscope

Competition from diverse furniture outlets demands a sharper sales pitch for home theater seating… By Janet Pinkerton In late November, Costco.com was selling a three-piece home theater sectional in black leather with "power recline" for $2,169.99 (shipping and handling included). BestBuy.com offered a Berkline Leather Home Theater Recliner with two straight arms for $999.99. Meanwhile, furniture stores also are targeting home theater seating. La-Z-Boy Furniture Galleries, for example, offers its own line of "home theater friendly" products. Faced with such competition, C-tailers are sharpening selling strategies for home theater seating. Lured by furniture's relatively fat margins, C-tailers have learned not to give away

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