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Canadians ready to buy in Toronto

By Michael J. Knell -- Furniture Today, January 6, 2002

TORONTO — This will be a challenging year for Canadian furniture retailers, but most believe it can be a good one, if they keep their wits and move quickly to meet consumer demands.

They're coming to market here this weekend after a 2001 often described as OK — it wasn't a record-setter but most reported at least modest growth. Most retailers say inventories are in good shape and they'll be shopping the 450 exhibitors at The Canadian Home Furnishings Market with a reasonable open-to-buy.

"Business hasn't been bad," said Jim Demers, president of Today's Colonial Furniture, a three-store independent in Ottawa. "We're on plan and could end (2001) a little ahead of where we thought we'd be. In fact, we're even planning for a slight increase this year. We put on the brakes in the second half, so we'll be in an open-to-buy position at market."

"We're in an excellent inventory position and in excellent fighting trim," said Bill Tepperman, president of four-unit Tepperman's, a regional chain based in Windsor, Ontario. "We're on our toes and ready to move in any direction at any time."

"A lot of people backed off in September," said Konrad Kozan, owner of Kozan's Countrywide in Regina, Saskatchewan. "Now we're a little skinny and it's showing up on the floor — there are some empty spots."

"Furniture is still cruising along at a great rate," said Alixe MacRae, divisional merchandise manager/furniture, appliances and electronics for The Bay, a department store banner of The Hudson's Bay Co. of Toronto. "We've got a little open-to-buy, but it isn't huge. We're still heavier that we'd like to be in some areas in terms of inventory."

Since few Canadian retailers traveled to High Point in October, partly because of Sept. 11 and partly because of an uncertain economy, they mostly have been replenishing existing stock. This means interest in new product should be high here this weekend.

Tepperman said that, in today's environment, "You have to be ready on a day-to-day basis to make a connection with the consumer, and that takes good, old-fashioned merchandising skills. 2002 will be interesting; the good merchant will come out of it strongly."

This also will be a year of change and innovation at retail.

For example, Kozan, a member of the Countrywide Partners Committee, said the Mega Group banner is looking at a range of technological improvements, beginning with implementation of ProfitSystems' operating software by every member.

Demers said that, in addition to launching its own extended warranty program, Colonial will experiment with product. "We're going to have a little more edge on the floor," he said.

The Bay also will be a little experimental with its lineup, paying a lot more attention to juvenile furniture, MacRae said.

All of these seasoned merchants believes 2002 will be growth year, but don't expect to set records.

"It's going to be tougher in the first quarter, a little better in the second and improving again in the third," Demers said.

"It's going to be a building year for most Countrywide members, but it's going to be a growth year," Kozan said.

"Next year, growth will be in the high single or the low double digits," MacRae said. "People still want great fashion at affordable prices."

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