International Market Centers Realigns Sales, Marketing

Customers will have one contact for both High Point and Las Vegas markets
December 16, 2016Allison Zisko

IMClogo3x2LAS VEGAS—International Market Centers has realigned responsibilities for its sales and marketing teams by creating a new home furnishings business unit, which will include all furniture, accessory, casual and bedding accounts across its campuses in High Point and Las Vegas.

As part of the customer analysis, IMC said it identified more than 100 accounts that were previously within the home décor business unit in Las Vegas but within the furniture business unit in High Point, so now those customers will have one primary point of contact for both markets. Gift leasing, which is unique to Las Vegas Market, will remain a separate business unit. The changes are effective Jan. 1.

“These customer-facing changes are the result of a year-long IMC examination of our leasing organizational structure, the goal of which was to identify opportunities to improve collaboration, cross-selling, value creation and customer experience,” said CEO Robert Maricich. “This new account-based leasing organization, under which agents manage vertical categories across both campuses, not only achieves these goals, but also allows us to recognize and reward several key members of our team. I am confident that these changes will result in a more cohesive and collaborative leasing organization.”

The new home furnishings business unit will be led by Julie Messner and Ryan Mahoney, who will continue to report to Scott Eckman, who will assume the new title of president of furniture and home décor leasing/ chief strategy officer. Messner, senior vice president of furniture and home décor leasing, will continue to manage traditional furniture accounts, with additional new responsibility for all home accent and accessory accounts, high-end and designer channel home furnishings, the Las Vegas Design Center and Showtime, as well as all temporary trade show leasing in High Point. Mahoney, newly promoted to senior vice president of furniture leasing, will assume cross-campus responsibility for furniture and bedding accounts, in addition to his current responsibility for temporary furniture leasing in Las Vegas.

Lee Hershberg assumes the new role of VP of home décor leasing and Las Vegas Design Center. In this role, Lee assumes cross campus responsibility for key account performance within this business unit and assumes responsibility for daily management of the LVDC. Lee will report to Messner.

Rhonda Jackson, director of leasing, will assume responsibility for management of trade show leasing in High Point. In line with this change, Laura Price, Angie Nelson, Susan Beck and Grisselle Perez will report directly to Jackson.

Dorothy Belshaw will continue in her role as IMC’s president of gift leasing. Terence Morris, who is being promoted to senior vice president of gift and trade show leasing, will oversee all Las Vegas Market gift-specific permanent showroom and gift and home décor temporary exhibit leasing in the Pavilions, reporting to Belshaw. In line with these changes, Belshaw also will assume the role of chief marketing officer, formerly held by Eckman, with oversight of the marketing department and associated digital initiatives. Karen Olson, senior vice president marketing, will report to Belshaw, with continued responsibility for marketing strategy and implementation for High Point and Las Vegas Market, as well as working with Belshaw to drive the development and implementation of IMC’s new digital strategies.

“We have identified gift verticals and digital initiatives as important opportunities for strategic growth beyond our core, and this restructuring puts in place key internal resources to pursue that growth and further define the what’s next for IMC,” said Maricich.

Allison ZiskoAllison Zisko | Managing Editor/Tabletop Editor
azisko@hfnmag.com

After 15 years of covering the tabletop industry, Allison Zisko is still as enthusiastic as ever about the dinnerware, glassware and flatware categories. An in-depth analysis of how the category works intrigues her just as much as the latest fashion trends. As managing editor, Allison oversees the daily e-newsletter and works behind the scenes to help produce the print issue each month. She also directs HFN’s housewares coverage and covers the cutlery category. An avid reader, Allison is eager to talk to anyone and everyone about the latest book they are reading.

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