Case goods shoppers cautious but buying
By Heath E. Combs -- Furniture Today, February 2, 2009
TUPELO, Miss. — The song remained much the same in Tupelo among case goods suppliers: Buyers are cautious and buying is slow.
Most said shoppers at the Tupelo Furniture Market were seeking closeouts, good deals and bargains.
Ashley's strategy for Tupelo was to recognize key price points and to beat the values of Tupelo closeouts with in-line items, said Kerry Lebensburger, Ashley Furniture president of sales.
For example, the company offered a bedroom price rollback from High Point, taking the retail price of a group including dresser, mirror, bed, chest and nightstand from $1,299 to $999.
“We'll get you down to where you need to be but we'll hold the inventory,” Lebensburger said.
Crown Mark, meanwhile, drew satisfactory traffic from Top 100 accounts here as buyers hunted for closeouts and values, said Chad Blaha, sales manager for the dining, occasional and bedroom importer.
“I think it'll continue to be tough, but the buyers are still aggressive about shopping. They have to know what the values are,” said Blaha.
Price points in the $599 retail range were strong for dining sets, he said. Espresso finishes continue to be popular, he added.
“People may be tired of espresso finishes, but my floor is still dark. It still continues to sell,” Blaha said.
Case goods importer Largo International offered occasional table values from $199 to $249 retail and oak Lafayette and cherry Bordeaux bedrooms with mirror and nightstand for $1,399.
“It's better than we thought. We thought it would be short because of the new dates,” said Mike Bradshaw, vice president of product development. “The people who come here really support this market and this market has really supported us.”
Tupelo opened on a Saturday this market, shifting from the traditional midweek opening of past markets.
Dave Shock, national sales manager for Cramco, said Tupelo continues to be a strong regional market for the company.
However, Shock said he didn't believe the change to a weekend start served the market best. He said the schedule takes reps off the road and retailers out of stores for too much time in two different weeks.
Salesmen at Cramco showed High Point introductions, warehouse closeouts and offered for the second time contract table and chair pieces and upholstered headboards out of Philadelphia.
“This is an important market for us for closeouts,” Shock said.
Case goods supplier Tennessee Enterprises aimed for dining set retail price points of $399 for three pieces, $499 for four pieces, $599 for five to six pieces and $699 for seven pieces.
“We like this market. With the economy the way it is, everyone is hoping for a turnaround,” said Glenn Moody, sales manager.
Longtime Tupelo exhibitor and domestic case goods manufacturer Furniture Traditions drove traffic with a new occasional lineup, including a display-top coffee table and end tables with built-in power outlets and lamp dimmers, among other items.
“We were happy with the performance the company did,” said Matteo Streppone, a sales representative. “Our occasional was very well received.”
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