New Las Vegas upholstery finds retailers ready
Market turnout, orders better than expected
Gary Evans -- Furniture Today, February 11, 2009
LAS VEGAS — Upholstery vendors on Tuesday were happy that buyer turnout and orders written here have clearly been better than expected.
Most upholstery companies didn't forecast great things for the week here, so they were pleasantly surprised when they saw more buyers than anticipated - and better yet, found them placing orders for new merchandise.
Orders weren't deep, but some manufacturers saw it as a sign that pipelines have emptied to the point that dealers need merchandise for their floors.
"The snapshot right now is we're very happy with attendance," said Lee Fautsch, vice president, residential sales for Flexsteel Inds. "We had over 200 customers here Monday and, contrary to what might
have been expected, our customers are buying at this market."
What they're buying, he said, "is leather. Leather continues to be the greatest value in the marketplace."
Besides the uncertainty of the marketplace, Fautsch said that retailers are uncertain about the stability of vendors.
"Retailers are doing the same thing we're doing as individual investors - they're looking for safe havens as suppliers," he said.
Some factories here are adjusting their product lines to the tempo of the economy.
Hiatt, for example, has packed its showroom almost completely with sofas that can be retailed for under $1,000.
"We're trying to be sensitive to retailers," said Eddie Schroder, creative director for the California-based manufacturer. "Under $999 is the secret formula right now." The company also is showing a number of products, from sofas to chairs, that are UPS-shippable.
Klaussner also is keying on leather price points that will make the product a more affordable buy for consumers.
Four new styles in its upper-end Distinctions program have retail prices ranging from $1,299 to $1,899, broadening the existing line that starts at $1,999 and moves upward. Jay Foscue, senior vice president of merchandising, said three more styles will be added at the High Point Market in April.
Los Angeles-based Charles Carol Designs has gone from a black-and-white fashion statement here at the July market to a back-to-nature look in browns, creams, blues and a host of soothing colors, said Robert Vecchio, the company's creative director.
"We try every show to bring something new to the market," said Vecchio, who said a natural palette seems more comfortable to people in a time of uncertainty.
Norm Solomon, the company's owner, agreed. "The idea is to make you feel good in a time when there's too little of that - not only in furniture but in the economy in general."
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Upholstery buyer turnout, orders beat expectations
Feb 16, 2009
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