CG mfrs. compare event to April '01
New product, upbeat attitudes, hungry inventories add up to strong market
By Powell Slaughter -- Furniture Today, April 28, 2002
HIGH POINT — Everyone knew the just-ended market here would turn out far better than October, but some case goods exhibitors said it stacks up favorably against last April.
A healthy supply of new product, upbeat attitudes, and retailers looking to replenish their stocks added up to strong written business.
Several exhibitors reported big business from new licensing programs, including Lexington with Susan Sargent, Standard with Kathy Ireland and Vaughan-Bassett with Elvis Presley.
Vaughan-Bassett attendance was up 30% to 40% from last April, said Wyatt Bassett, executive vice president. Response to the Presley bedroom groups was such that the company plans immediate expansion.
"We're already under development in all categories," Bassett said. "Dining room, entertainment centers and walls, occasional tables and pieces, youth and leather upholstery will be here no later than October market. We're working on partnering up with someone for the leather upholstery and categories like occasional tables, but it all will be sold through Vaughan-Bassett."
Standard usually sees about 900 companies each market. Last week it was up to 1,500, said Don Mecke, senior vice president of sales and marketing.
Manufacturers at the market didn't need a license to thrive, however.
"It's all attitude," said Chuck Gordon, president of Giorgio, a contemporary specialist. "No one was in the mood (last market) to write any business. It's different this time."
Giorgio brought out Le Memorie, a soft contemporary in cherry and Indian rosewood veneers, and most of the company's clientele placed orders for the collection, said Gordon.
"When you're being asked for exclusives by your dealers, you know you have something you can run with," he said.
Ashley introduced 11 master bedrooms this market, and all were a go — the first time that's happened, said Bud Long, vice president of sales for Ashley case goods.
A few days into the market, Canadel already had sold out the first production of its newly expanded plant, said Jean Deveault, director of sales and marketing.
"We were out of food at lunch for two days at 12:30," he said. "We usually bring down 24 cases of Canadian beer for a market, and it lasts the whole time. We ran out in three days and had to get 20 more cases."
Also getting attention here were some introductions from last October — which may not have gotten a fair shake then, because of the poor atmosphere at the fall market.
Hickory White, for example, reworked the dining table, chair, bunching curio and armoire from October's modern contemporary Retrospect collection.
"We've written just as much business on last market's introductions here as we did last market," said Doug McClurd, case products manager. "That makes us feel good about the product direction we took."
The best news was that when the product was right, buyers weren't just cherry-picking a few pieces. Pennsylvania House's American Traditions, for example, got 15% of its business out of the occasional alone.
"Virtually all of our gallery dealers will floor it in several different ways, and we picked up several new clients for it," said Tom Tilley, president. "Most are showing it at least two different ways each for bedroom, dining room and occasional."
Editor-in-chief Ray Allegrezza, staff writer Jeff Linville, and Internet editor Brian Carroll contributed to this report.
| Home Furnishings Inc., the U.S. marketing arm of a longtime OEM supplier in Honduras, came to High Point with its own designs, including this Plantation Bay bedroom. |
| Importers are looking to get product to market faster. Fine Furniture Design & Marketing's Southwick collection, which includes this dresser/mirror, debuted last week and ships in June. |
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