■ The Journal of Business Cases and Applications ■
www.jbcaonline.org
■ 13 ■ Summer, 2008
hCase Narrative
The Comfy Company makes high quality,
hand-made, solid wood furniture. The
Comfy Company started out as the
woodworking hobby of eccentric real estate
developer, Charles Chare. Charles’ hobby
eventually budded into a small family-
owned business that made and sold hand-
made rocking chairs and gliders. Comfy
Company, set apart by a strong positive
rapport with its customers, a long-standing
reputation for quality and service, and the
company’s unique product offering, soon
found itself a very small company in an
intensely competitive market characterized
by high volume, low quality, low cost
manufacturers. In response such competitive
pressures and customer needs, the company
has grown and diversified its product
offering expanding into standard production
of hand-made writing desks, roll-top desks,
bookshelves, and media cabinets as well as
other custom ordered items to serve its small
but diverse customer base. Additionally, the
company has incorporated computer
technology into its design function and is
considering expansion into the area of
historic reproductions and antique
restoration.
As the company has grown and diversified
its product offerings, Mr. Chare has become
concerned with maintaining control over
operations central to the company’s
competitiveness and well-being; recently he
has expressed a desire to improve
performance measurement within the rocker
and glider division. The rocking chairs and
gliders were the first product offerings of the
company and remain a core aspect of Comfy
Company’s product offerings and business.
The Comfy Company’s rockers and gliders
are known for their superior durability,
quality, and attention to detail as well as for
their reasonable price.
All rockers and gliders are constructed,
assembled, detailed, and finished by hand
based on detailed specifications and
customer preferences. The furniture is made
from the highest quality wood (mostly ash,
cherry, teak, oak and mahogany) purchased
from a small group of suppliers that the
company has used for years. The company
maintains a minimal inventory policy and as
such, materials are generally purchased as
needed to fill standard and custom orders
and finished products are normally shipped
out as soon as they are completed. For each
rocker or glider, the desired wood is
selected, component pieces are hand-
measured and cut based on specifications,
and then components are inspected for
defects before assembly. Next, component
pieces are finished and assembled, with
workers making small adjustments as
needed to make sure all pieces fit together
neatly and firmly. Finally, a final finish is
put on assembled rockers and gliders and
each completed piece is inspected for quality
before it is shipped to the customer. Comfy
relies heavily on its workers to maintain its
quality image and regularly sends its
workers to training workshops so that they
may improve their skills and learn new
woodworking techniques. Moreover, Mr.
Chare wholeheartedly encourages workers
to make suggestions for redesigning existing
products, take creative liberties while
working on custom projects, and propose
imaginative new products.
The production manager for the rocker and
glider division, Ms. Cabenet, has historically
maintained a set of internal operating
measures that she uses as performance
indicators. She has argued that these non-
financial operating measures serve as good
indicators of production efficiency and
product quality and moreover, since they are