Contract Tables
Compete-to-Win
KI vs. Howe Storm
Storm is Howe’s budget-priced contract table, which is comparable in price to Portico. It is fully-featured
and offered in a multitude of sizes/shapes, just like Portico, Barron, or Trek.
However, Storm has several functional and aesthetic weaknesses, in addition to a higher price than Portico.
CAUTION: Howe has apparently learned a lesson from KI. Howe’s Storm table incorporates riv-nuts –
something new for Storm; something old for KI – we’ve been doing it forever. (Riv-nuts serve to inhibit
bending of the glide stem.)
Function
A. Folding Mechanism
Storm’s folding mechanism involves a single latch on one side of the base.
Portico’s/Barron’s/Trek’s folding mechanism involves TWO latches – one on each side of the base.
Which would you rather have? Which would appear more secure to your customer?
B. Leg Lock (for folding leg tables in the down position)
Storm’s leg lock consists of a narrow, thin, injection molded, plastic part. Very flexible. Very breakable.
KI’s leg lock consists of a rigid, polypropylene “C” clamp which grabs the leg column. Strong. Not
breakable.
Aesthetics
A. Finish Protection
When Storm’s leg is folded down, the leg hits the angle iron which supports the folding mechanism. To
prevent marring of the finish, Howe has placed a plastic part over the angle iron.
One problem. The plastic part “sits lightly” on the angle iron (is not mechanically attached) and will
likely disappear in a day or two, i.e., fall off.
KI’s folding tables don’t have this marring issue.
B. Brazing
Storm’s foot/column joint is brazed, just like Barron and Trek. However, Howe’s brazing is not very
clean. KI Engineering is not sure why.
Whatever the reason, it is not a “KI Quality” braze.
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Pricing
Portico is approximately 93% of Storms list price. Portico offers better function – better aesthetic – lower
price.
Trek is slightly higher-priced than Storm – 6% greater on average; while Barron is significantly higher. Yet,
both Trek and Barron provide better function and better aesthetics.
Which would your customer rather have?
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