Avoid the Pitfalls of “Greenwash”
A handful of vendors and retailers who’d championed earth-friendly processes and products in the furniture industry for some years found themselves in 2007 surrounded by people singing the same tune. Those pioneers, who all along had been developing “green” product incorporating recycled wood or timber from well-managed forests in case goods, and upholstery using organic fabrics and environment-friendly foams, found themselves on the front end of a wave of companies paying more attention to the environment—at least in word.
How that buzz—spurred by a wave of media attention to the environment over the past year—plays in the long term among consumers (many of whom don’t know yet, or maybe even care, that they have earth-friendly options in home furnishings) will depend heavily on how well or how poorly retailers and vendors handle the issue of “greenwash.”
“Greenwash” refers to slapping a marketing-over-substance label on goods targeted at well-meaning consumers interested in making more environmentally friendly purchases. If bogus “eco-friendly” furniture gets exposed, shoppers (many of whom are jaded by pricing and quality issues, as well an often-negative assessment of their buying experience) could view furniture with a more cynical eye.
A LOT TO CONSIDER. John Billington, CEO of Five Rivers in Boise, Idaho, said retailers seeking out eco-friendly product have to go through their own educational process. A good place to start is talking with suppliers, asking specific questions about where, how and from what their products are made.
About 50 percent of the furniture Five Rivers sells comes from vendors who participate in the Sustainable Furniture Council (SFC), of which he’s a founding member. (The store also features jewelry, organic cotton clothing, and lighting and accessories.) He sees the SFC as having a huge role in setting effective, measurable standards for the industry, as well as providing a rallying point for retailers and vendors committed to making sure their operations are as environmentally sensitive as possible. Groups like SFC can provide leadership, but retailers still have to do their own legwork to verify environmental claims about a particular line, and their own operations, Billington said.
“The Sustainable Furniture Council has become a powerhouse in creating a reliable ‘green’ rating system for retailers and consumers by evaluating products and manufacturers’ impact to our global environment,” he said. “It’s sort of like a ‘Green Housekeeping Seal’ of approval.”
The SFC might be an enormous help in raising industry awareness of its environmental impact, but Billington said retailers must gauge their own carbon footprint and make responsible choices for their communities, and do their own homework when it comes to suppliers.
“Ask questions and then tell your customers what you have learned,” he said. With programs such as the Forest Stewardship Council and Sustainable Forestry Initiative in place for years now, wood products are a bit simpler to gauge than upholstery in that retailers can look for wood certification from such organizations.
“For sustainable forestry, organizations like the Rainforest Alliance, the Forestry Stewardship Council and Smartwood guide forestry practices toward sustainability,” Billington said. “The impact of these organizations has reached 20 countries and certified over 100 million acres of forests.”
Upholstery, with hidden components such as cushioning, is a more complicated category for retailers to vet.
“You’re seeing a lot more foam cushioning for leather and upholstery that’s eliminating harmful vapors during production and emitted from the product itself,” Billington noted. “There’s little oversight in that regard to my knowledge, and it’s necessary to do your own research.”
Determining whether or not wood in a vendor’s furniture is from responsibly managed forests is the first question retailers looking to get greener should ask, said Tim Loveday, a founder of the Design Green Alliance (formerly Channel Logic), a cooperative effort for sustainable manufacturers to increase their marketplace presence.
The second question to ask is what kind of paints or finishes are used in the manufacturing process? Those questions “are a good start for people to begin with, as most manufacturers haven’t ventured into much more detail for sustainability yet, and the responses won’t be overwhelming for the average retailer,” Loveday said.
Third, retailers might ask about certification programs suppliers participate in; and fourth, ask what makes suppliers eco-friendly. “The third and fourth questions allow manufacturers to give more detail on their sustainable practices within their own organization,” Loveday said. “However, the most important precaution retailers can take (to avoid greenwash) is to train their sales staff on the level of sustainability for each manufacturer. Having the answers to the questions above will keep them out of hot water for now.”
CHALLENGES LOOM. The word about going green is definitely out there for all to hear in furnitureland, but the industry still has a way to go, and Loveday said the development of an online resource guide would assist interested companies in increasing sustainable practices and offer advice from experts, as well as contributions from members of groups such as Design Green Alliance.
Watch for more and larger “Living Green Pavilions” such as the one at Las Vegas Market’s temporary spaces at the MGM Grand—a joint effort of DGA, SFC and Las Vegas Market. That area centers on sustainable furnishings or furniture using wood, cushioning, fabrics and finishing materials that are made from renewable resources.
“Our primary objective is to create larger, more dominant pavilions at the different furniture markets worldwide,” Loveday said. “Part of our services through our Web site will be to have a posting board for (reps) to post ‘products wanted’ and/or manufacturers to post ‘reps wanted.’”
Building a “green” network for reps poses challenges. “No question, the biggest challenge for representatives ‘going green’ is to substantiate their products as truly green,” Loveday said. “Second, mainstream retailers’ number one objection is; ‘If I transition 20 percent of my showroom to eco-friendly products, then how do I sell against the other 80 percent that isn’t?’
“In 2008 our goal is to get the message out that we now cover every category with green products, so retailers can begin transitioning their store to 100-percent eco-friendly products without giving up quality, creativity or design capabilities.”
Diversification of DGA’s participating lines is helping to create a range of environmentally friendly product in all categories for interested retailers.
“I currently have database of over 300 sustainable manufacturers, some with SKUs ranging into the thousands,” Loveday said. “My goal is to take sustainability out of the niche market it currently resides (in), and begin establishing a very strong presence to make our eco-pavilions a destination point for buyers worldwide.”
The industry also has internal issues to work through regarding its environmental approach. Already, the American Home Furnishings Alliance (AHFA), whose EFEC program for limiting manufacturers’ environmental impact has made strides, ran afoul of the SFC (AHFA’s a founding member) when it proposed retail tagging for its Sustainable By Design (SBD) program. SFC declined to grant SBD achievers its Silver Exemplary status due in part to what SFC deemed an unacceptable percentage of FSC- or equivalent certified woods in the product in question. At press time that question remains unresolved, but AHFA’s attention to environmental issues is not in question. (See this month’s “Hot Seat” for discussion of the AHFA/SFC situation.)
AHFA and SFC also were in the process of setting up a panel discussion tentatively scheduled to take place at Las Vegas Market.
THE TIPPING POINT. Kevin Tuerff, president and a principal at the Dallas-based environmental marketing consultancy EnviroMedia, said events such as the November United Nations conference on global warming are raising the environment’s profile among consumers, whatever their politics, and that a major resource for furniture was high on the agenda.
“Deforestation was the first- or second-hottest topic there,” said Tuerff, who attended the conference. Tuerff said he’s surprised at the amount of attention environmental issues get these days, and that those serving consumer markets had best be ready to at least answer questions.
“We’ve been in environmental marketing for 11 years, and we never would have predicted what’s happening now,” he said. “‘Tell me what to do’—that’s what consumers are asking now.”
EnviroMedia worked with the University of Oregon to launch a new Web site, greenwashingindex.com, to give consumers the info needed to weigh the green component of their purchase decisions.
Loveday doesn’t believe the furniture retail community has seen its tipping point due to market confusion on “what is considered sustainable.”
“However, we did a test study on a handful of retailers that carried no sustainable furniture products and asked them if they would ‘go green.’ Most were hesitant,” he said. “However, when we rephrased the question and discussed indoor environmental health and the risks associated with standard manufacturing, we saw a completely different level of interest, especially when it came to children’s furniture and bedding.”
Other industries are having success in the environmental movement. For example, The U.S. Green Building Council, (founded by SFC director Mike Italiano), developed a green building rating system through its Leadership in Energy and Environmental Design (LEED) program, to encourage sustainable construction among architects, interior designers and landscape architects.
When it comes to going green, though, it’s important to do your own homework.
“Many eco-friendly organizations have developed over the past two decades to provide guidelines for global ecology,” said Billington. “There are so many products that are eco-friendly today, and so many that claim to be, that it is hard to know who to trust.”
By Powell Slaughter

Donna took residence in a fish shack and slept on a bunk bed. Broke but determined, she called her dad and asked for a $10,000 loan. She used the money to purchase a little shop on 1316 Ocean Drive, where the Fresh Sourdough Express Bakery remains to this day. The original bakery van sits out front, a testament to Donna’s youthful determination. “I want people, and especially young people to know, you don’t need a huge amount of startup capital to start a business,” Donna said. “You need integrity and passion. Stand up for what you believe in, put yourself out there, and the rest will take care of itself.”

