Strong Product Plus Array of Services Help Workroom Capitalize on Niches in Hospitality Industry

Chicago — Since it was founded in 1986, Pennsylvania-based Fabtex has become a multi-million dollar workroom, specializing in draperies and bedspreads.

The hospitality industry generates about 90 percent of Fabtex's revenue with the balance in healthcare. The company provides products and services including: measurement, fabrication (using its own fabrics or the customer's), delivery, and installation of custom window treatments and bedcoverings.

Brian Coughlin, vice president, sales and marketing for Fabtex Inc., said computerized quilting machines in the company's three production locations help it turn out a strong product.

"Our product holds up better than the competition's does in the wash cycle," said Coughlin. "That's where we win the business. We offer consistent stitching and better appearance even after one wash. Our product offers great value for the money.

"If we competed on price alone, we'd never win a bid, yet we're one of the largest workrooms in the hospitality business today and all product is made in the U.S.A."

Coughlin said Fabtex custom fits draperies for each room and puts its own foremen on installation jobs. While these aspects of each project are under the company's control, lead times are not. Coughlin said short production lead times are occasionally problematic. "We need four to five weeks for fabrication and installation from receipt of order. "Here, we are at the mercy of our vendor-partners like Rockland Mills and Hanes in blackout linings, for example. They usually make the delivery date on time.

"New installations are easier than refurbs because with a refurb we have to work around guest checkouts. Hotel operators don't want to take out rooms for this process if they can help it. Typically, hotels look for five-year life on bedspreads and seven years on the draperies." Coughlin said Fabtex stocks inventory and provides quick turnaround as well as just-in-time installation for standardized rooms.

Currently, the company is developing a computer disc that contains all of the standard specifications required by a three-star hotel for bedcoverings and window treatments. Coughlin said Fabtex plans to make this disc available to its customers for reference.

Meanwhile, the company has taken advantage of a current trend in hotel room decoration. "One of the biggest trends in our business today is the duvet," said Coughlin.

"For that reason, we made a partnership agreement with Creative Bedding Technologies in Crystal Lake, Ill., to supply Fabtex with Fossfill Ultra®, synthetic feathers which emulate real down, are hypo allergenic and washable."

Coughlin said that Starwood's Heavenly Bed® concept, which uses a duvet, sparked renewed interest in duvets. Other chains have followed suit, and Coughlin estimates that duvets account for five to 10 percent of the hotel bedding business today. Starwood's Heavenly Bed® was designed for business travelers, and features a custom-designed pillowtop mattress set by Simmons with 900 individual coils, three sheets — ranging in thread count from 180 to 250, a down blanket — three versions for three different climates, a comforter and a white duvet. The bed also features five goosedown/goose feather pillows.

Fabtex also offers an array of 100% AVORA™ and Visa fabrics.

In addition to its Danville, Pa., location, Fabtex operates plants in Lumberton, N.C., and Orange, Calif.

Fabtex is run by four principals: Glenn Halterman is CFO; Bob Snyder is president, and Craig Davis and Bill Friese are executive vice presidents. Davis, Snyder and Friese each have 25 years of workroom experience.F&FI