Buyers, orders abound in Tupelo
By Larry Thomas -- Furniture Today, March 3, 2002
TUPELO , Miss. — Busy showrooms, crowded halls and overflowing parking lots were the rule at the winter Tupelo Furniture Market, which concluded last week.
A record 35,000 furniture buyers and sellers attended, up 9% from the previous high, said market organizers.
Exhibitors said order writing was heavy from the opening bell as retailers sought to restock inventories depleted by a recent uptick in business.
Market President V.M. Cleveland called it "our best market ever.
"The timing of this market was just right for the furniture industry," said Cleveland, who has owned the market's two principal exhibition buildings since 1993. "Business has picked up a little bit … and everybody seemed very upbeat."
Not only did the market's core of buyers from small and midsized independent furniture stores turn out en masse, but Cleveland said a large influx of retailers from west of the Rockies showed up, along with others who had never previously shopped at Tupelo.
"People who we had recruited for years decided to make this their first show," he said. "We had a lot of quality buyers from multi-store chains."
Showroom traffic was especially heavy on the market's official opening day, Feb. 21. The sprawling parking lot at the Tupelo Complex was filled to capacity before noon, and late arrivals parked along both shoulders of Coley Road outside the market buildings.
Most exhibitors were upbeat, with the market reinforcing the feelings they had coming in.
"January was the third best month in the 43-year history of our business, and February is leaving that in the dust," said Harvey Hoffman, chairman of Fraenkel Co., an importer and distributor of case goods and upholstery.
Upholstery leads way
Exhibitors said upholstery seems ahead of case goods on the economic recovery curve, but wood furniture nevertheless is showing signs of emerging from last year's doldrums.
"It seems to me that the furniture business is getting fun again," said David Ballard, president of case goods importer Primo Designs.
Upholstery producers, many of whom have factories within a few miles of the Tupelo market buildings, said business has been brisk since late last year. Many said they've run their plants on Saturdays to keep pace with orders from retailers.
"We're real excited about what the rest of the year has to offer," said Dwight Hardison, vice president of marketing and merchandising at BenchCraft. "I think dealers are starting to fill up the pipeline, and we're already starting to see reorders of items introduced earlier this year."
Some Tupelo showrooms actually experienced a bit of buying frenzy as retailers scrambled to make sure their favorite vendors would have enough product to ship.
"Retailers really were writing orders because they are vying against other retailers for this merchandise," said Kerry Lebensburger, president of Ashley Furniture's upholstery division. He said promotional room packages were especially popular, as was a sofa/loveseat combination that Ashley was pricing $100 off normal wholesale.
Tom Klinkert, vice president of sales and marketing at case goods producer Orleans, said he believed order-writing was heavy because retailers know that consumers soon will have tax refund checks.
"People are placing orders because they need merchandise now," Klinkert said amidst the din in his company's showroom.
At motion specialist Peop-Loungers, a new reclining sofa with a faux suede cover retailing for $799 was a hit, as were several leather/vinyl sofas at $999 and leather/vinyl sectionals at $1,999.
"People are buying the more casual, upscale looks," said Vandy Baker, vice president of merchandising. "Chenilles are becoming so much more important in the marketplace."
Early sales set tone
Executives at upholstery producer River Oaks said the company's showroom was busy beginning Feb. 20, the day before the market's official opening.
"It was probably are best day ever," Chief Executive Officer Tom Dieterich said of the unofficial buying day. "The market started earlier and lasted later."
Dick Yargus, vice president of sales and marketing at Largo, an importer of metal beds, bedroom and casual dining furniture, said the market was "very rewarding for us. We wrote a lot of business and opened a lot of new accounts."
New Tupelo exhibitor Four Hands, an importer of upper-end case goods and upholstery, was pleased with its debut, even though order-writing wasn't as brisk as at many other showrooms. Executives said the company generated numerous qualified leads that should translate into sales.
"This was a good show for prospecting for us, and we did really well," said Jody Rigdon, national sales director.
Leather Editor Joan Gunin and Staff Writer Jeff Linville contributed to this story.
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| John Bassett, left, of Vaughan-Bassett confers with a famous Tupelo native about the company's upcoming Elvis furniture line. |
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| BenchCraft's Lyra, below, is part of a growing offering of leather in Tupelo. |
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