Letters to the Editor
By Furniture Today Staff -- Furniture Today, November 18, 2001
Sales reps should stay during market
Having just returned from the October market, I want to express my disappointment, not in the attendance of retailers (although attendance was noticeably down), but with the sales representatives who found it necessary to leave for home, some as early as Saturday evening.
Personal commitments caused me to attend the market from Sunday through Wednesday instead of my normal Thursday through Saturday. I was aware that many reps leave as early as Tuesday afternoon and, therefore, arranged my schedule so that I could meet with our major manufacturers prior to noon on Tuesday.
As I went from one showroom to the next, I was advised that my rep had left for home early. After the fifth showroom in a row with no representation, I was fuming. After all, wasn't it just a few weeks ago that reps were calling daily to make sure we were coming to market? Also, didn't we receive an e-mail asking us "to put our fears aside and come to market?"
Surely all the money the manufacturers spent on invitations meant they wanted us to leave our businesses, dig into our pockets (even though our business has been down, due to the economy and the tragedies of Sept. 11) and attend the upcoming furniture market?
If the current Thursday through Thursday is too long for sales reps to work the market, then by all means shorten the time by a day or two. However, whatever the dates of the market, it is my feeling that all sales reps should be required to be there for the entire market.
Particularly at this time, we all need to dig in and give our jobs and this industry our very best. Unfortunately, that is not what I found at market.
Char Hamel, Simply Grande Home Furnishings, Forest Hill, Md.
A manufacturer thanks customers
This is an open letter of thanks to our industry customers.
This was a different market. As much as we have always appreciated our customers, it was different this time. Each person who walked into our showroom was uniquely precious. We tried to thank all of you for coming, and sometimes we just were too busy (thank goodness!).
While at markets, we have experienced so much together. There have been births to be joyous over, deaths to grieve over, and tropical storms that sent us home early. But the events of Sept. 11, with those who were at premarket with us, gave us a unique, unbreakable bond.
This is an incredible industry we are involved in. Thanks to Furniture/Today for letting me send an industrywide "thank you."
Judi Lebensburger, Ashley Inds.
Mfrs. should be loyal to the U.S.A.
Shame, shame, shame on you manufacturers who have closed plants and bailed out on your countrymen for more profit. Where is your honor in employing instead communist Chinese workers?
I prefer the attitude of one of my many American suppliers, Richardson Bros., which wrote recently, "In light of recent tragic attacks on the U.S., we must be mindful of our responsibilities to our communities and to our country. Rest assured that Richardson Bros. will be here producing furniture for you today and tomorrow, as we have for the past 153 years."
J.T Shealy, Home Furniture, Mims, Fla.
Where has all the loyalty gone?
I was driving to work today. It was the Tuesday before market. Two questions kept going through my mind: What are all of these people doing on the road at 5 a.m., and whatever happened to all the loyalty in the furniture business?
I have been in the furniture business close to 20 years. I first came to market in 1987. Maybe I was naïve back then, but people appeared to put a lot of value in relationships and commitments. Everyone seemed to care about each other more.
We opened our business almost five years ago. I was very happy when the first call to a freight company that I had been dealing with for 14 years went well. They would open an account right away without even a credit application. The sales manager said, "I appreciate you and I want to do business with your company."
They ran into financial problems. Everyone was telling me to change freight companies. I refused. They had helped me out when I needed it and I was not going to turn my back on them.
Well, it cost me. My shipments were delayed on several occasions. The biggest irritation came when they did not apply three credit memos totaling $570 to my account. I wrote them several letters but I did not get a response. They filed bankruptcy. Now, they have turned it over to a collection agency. I have written a dozen letters to this agency with all of my documentation and they are threatening to turn it over to an attorney. I, of course, will not budge.
My first call to a vendor went equally well. They opened an account and shipped the furniture right away. I stuck with them a couple of years when their line went a little cold.
Last April, I went to Italy instead of attending the High Point market. Before I left, I placed a $50,000 order for a single bedroom set from this manufacturer. The national sales manager agreed not to sell the collection to the furniture store across the street from us.
When we got back, I received a phone call from the representative. He said the national sales manager made a decision to sell the group to the furniture store across the street. It was during the "heat of the battle, at market." They thought I could share the collection. They were wrong. I promptly canceled the order.
My mind momentarily drifted back to all the cars on the road. Was someone giving away free donuts and coffee?
This question of loyalty was really starting to bother me. If the manufacturers want to increase their business, maybe they should start with the people who got them there. All the "just-in-time" philosophy and discounts will not go as far as just sitting down and getting to know each other again. Supporting one another.
I made a call yesterday morning. It was to the only representative that has been with me from the beginning without fail. Sure, we have had a few bumps in the road. I do know that I can count on him and his word. I ask him if I could have an appointment with him first thing Thursday morning. I would change my schedule around. I told him that I appreciated his loyalty. He said, "I would be delighted."
In these uncertain times, it is good to have friends. And sometimes, you have to put your money where your mouth is.
David J. Himble, Moosely Seconds, Highlands Ranch, Colo.
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