Canadian producers expect upbeat market
By Michael J. Knell -- Furniture Today, April 14, 2002
HIGH POINT — Canadian manufacturers expect a return to normal this market after an October show shaken by the events of Sept. 11, and they're looking to do good business here.
"The indications we've been getting from our U.S. customers are that they have a lot of energy and eagerness to be at this market," said Mel Kemp, president of ready-to-assemble producer Canwood. "The economy seems to be on the rebound, although we haven't noticed any lag in our business over the past eight to 12 months."
"This will probably be the best market we've ever had," said Peter Tielmann, vice president of marketing for leather upholstery and case goods producer Palliser. "The economy seems to be improving and everyone seems to be having an increase in sales."
"From what I've been hearing, it's going to be a big show; we're going to have a very strong reaction from the retailers," said Ruth Kleiman, product/marketing manager for RTA manufacturer Gusdorf Canada. "We haven't seen a downturn yet this year."
"We're very excited. It's going to be a very upbeat market," said David Berger, president of Monarch Specialties, a Montreal-based manufacturer and importer of case goods and upholstery. "We're showing a lot of new product and we expect to be writing business in support of a very strong season at retail. Our U.S. business has been very strong and I don't see any reason why it shouldn't continue."
"I've been traveling a lot lately and everyone I've spoken to is indeed coming to market," said Gary Zuckerman, vice president of U.S. sales and marketing for stationary upholstery resource Jaymar.
He added a cautionary note: "If you'd have asked me three weeks ago, I would have said the April market will be extraordinary, but I think the crisis in the Middle East could have an effect on the mood of the consumer, especially if it escalates."
About 85 Canadian companies are exhibiting here. This includes manufacturers and importers in every major home furnishing category, including decorative accessories, bedding, lighting, upholstery and case goods.
There is at least one first-time exhibitor — Eastwood Furniture of Miramichi, New Brunswick, a manufacturer of RTA products. A division of the ATCON group of companies, it's showing in space 116 of 220 Elm.
Gusdorf Canada has relocated to spaces 8B and 8N of the C&D Building.
Major Canadian retailers are expected to turn out as usual (see story, page 224), and although many small Canadian retailers seldom attend High Point, some factory executives believe attendance from north of the border may be bolstered by the cancellation of the summer Toronto market.
Midsized dealers who don't normally attend High Point because the strength of the U.S. dollar makes it too expensive, may do so this year if only to see their Canadian suppliers. Manufacturers say these folks can't wait until the Canadian regional markets in August and September to source new product for the fall.
"Now that there is no June show in Toronto, maybe some of those dealers will go to High Point," Canwood's Kemp said. "And a lot of these retailers will be going to see their Canadian vendors."
"We have a rep on the South Shore in Quebec who's coming to market for the first time in years because retailers in her area have booked showroom appointments," Jaymar's Zuckerman reported.
Palliser, Canada's largest producer of assembled household furniture, has canceled its traditional private summer market in Winnipeg, Manitoba, and will fly a small contingent of its dealers to market on Saturday morning. Most of these retailers will be making their first trip to High Point.
Although the amount of new product here may be below average, introductions cover a wide variety of styles, finishes and materials.
Huppé, a contemporary case goods and occasional upholstery specialist, is debuting several new pieces as part of their 35th anniversary celebration. Johanne Dionne, sales director, said that includes a new collection of metal beds with upholstered headboards as well as new entertainment centers, occasional tables with complementary mirrors, and a few unconventional upholstery pieces.
Meanwhile, Chair Tech is launching a collection of what Barbara Loewen, marketing manager, describes as "mid-century classics."
"Given the recent interest in these classics, we have designed some of our own and played with some interesting forms and fabrics," she said.
While Palliser's new collection for EQ3 is garnering much attention, the company also is making product initiatives in master bedroom and leather upholstery.
Gusdorf is debuting the Mystic Collection, an offering of audio, TV and projection TV stands featuring new combinations of wood and glass. "We also are presenting new bedroom suites in a variety of finishes and expanding our present line with many new designs," Kleiman said.
Canwood, meanwhile, is focusing on developing its U.S. sales force. "We still have holes in quite a number of regions and we have new reps in others." said Kemp.
Monarch's Berger said his company is stressing promotional goods. "A lot of people didn't travel to the Far East shows," he said. "They going to be looking for promotions, and we are addressing that."
The U.S. market is important for many Canadian manufacturers, and figures just published by Aktrin Furniture Information Center indicate 2001 was not a banner year for furniture moving south.
The research company said Canadian furniture exports to the United States fell 5.4% last year, although that figure includes a drop of over 15% in contract furniture shipments.
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