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Automotive Fabricator

Posted on March 25, 2021

Written by broussard_press

Broussard exceeds expectations in freight savings from 31%, to 45-50%.


Farber Sales Inc. has been in business since 1950, selling automotive fabrics and supplies. In 1991, they began to also help customers in the furniture upholstery business. They built a loyal following by remaining dedicated to serving the auto trimmer and the furniture upholsterer, in the fastest and most efficient way possible. Wynn & Graff has supplied the southeast United States with upholstery fabric and supplies since 1947. With their quilting department, which has multi-needle quilting machines and three outline quilting machines, they can custom fabricate, to clients’ exact size and specifications, anything from bedspreads to reversible shams to dust ruffles to coverlets. In November of 1999, these two companies merged and headquartered in Nashville, TN, with a branch office in Knoxville, TN. Combined, these two firms bring a century of experience to a very competitive industry.

Jim Henshaw, President of Farber Sales, states, “My brother, Randy, and I started to grow the business selling into the upholstery trade in Tennessee. Most of our original customers were ‘Mom & Pop-type’ clients.” Jim adds, “As the market has become more and more competitive, freight has become a critical factor in staying competitive.” Farber originally engaged Broussard to keep shipping costs low on behalf of their customers.


Part of their challenge is that none of their inbound freight is full truckload quantities. Their business model does not justify bringing in that much inventory at one time. Because of that, Jim and his team are always balancing inventory availability with order timing, and weighing that against freight costs. Freight is a factor in the entire business supply chain.

“While our carriers tried to work with us, the days of donuts being a strong differentiator are over.” Broussard brings first-rate technology. “Their Rate Shopper technology was a big draw,” Jim shares. This is software that allows for quick and comprehensive visibility of the costs of multiple carriers at one time. It saves decision makers significant time. In addition, when you need support and help, you can talk to an expert. “Their prompt response by phone has been another asset,” Jim adds.


In the six months since Farber and Broussard began working as strategic partners, the savings have been significant. After Broussard performed a freight cost analysis to determine potential savings, they guaranteed Farber that they could save them at least 31%. Since Broussard only gets paid if they save their clients money, this was a pretty simple decision for Henshaw. “Broussard has delivered. The savings have far exceeded their promise – closer to 45-50%. And with the visibility the Rate Shopper has provided, we’ve saved time in the process.”

Jim and Randy Henshaw have been so pleased with the partnership thus far, they invited the Broussard team to present to the members of SUJA (Southern Upholstery Jobbers Association), the trade association to which Farber Sales belongs, at their annual conference. Jim Henshaw is SUJA’s current President and the conference will be held in Nashville in the spring. The mission of the conference is to share best practices and resources that could help members perform at a higher level and achieve greater efficiencies.

The invitation is a true testament to the job Farber Sales believes Broussard is doing for them.