Fresh looks entice buyers
By Jeff Linville -- Furniture Today, October 28, 2001
HIGH POINT — Occasional furniture producers enticed retailers with plenty of new and different looks this market.
Business has been off for many manufacturers and importers this year. "People want to see fresh new designs," said Bill Becker, president of Becker Designed Inc. "Now more than ever, people need a reason to smile." BDI scored here with contemporary tables of glass, steel and curved plywood, he said.
The Platt Collection brought out more new product than usual. Introductions included 63 occasional pieces and 110 accessories. "When business is slow, retailers and consumers need something that inspires interest," said President Lawrence Platt.
"Buyers appreciate having diversity," said Jeff Cook, president of Magnussen/Presidential. The company's occasional introductions made use of mixed media such as wood, metal, leather, glass and fossil stone. Other touches included serpentine curves and crotch mahogany veneer on drawer fronts.
Butler Specialty increased its offerings in fossil stone. Styles are becoming more creative, said Burt Fainman, vice chairman, as retailers have come to expect "different, exciting, unique occasional furniture."
At upper price points, Bernhardt found success with stone patterns added to its occasional and casual dining tables.
One of the companies that performed well here was Howard Miller. Traffic was down but sales were very good, said Larry Elliot, Eastern division manager. "Serious buyers were very serious."
When all the numbers are added up, Elliot expects sales this market will be fairly close to Oct. 2000, which was a record market for Howard Miller. Driving business were two new pieces: a painted floor clock and a painted collectors cabinet.
Hooker and Butler Specialty both introduced grandfather clocks for the first time. The offerings have storage space under the clock face, either on adjustable shelves behind a door or like a curio cabinet with glass shelves and overhead lighting. The exteriors feature hand-painted details.
Pulaski's occasional offerings grew bigger — literally. Introductions included some "power consoles," larger tables with mixed media such as stone and metal, retailing for $999. Another new look for the company was a bunching three-piece curio wall with concave and convex curves, with each section retailing for roughly $1,099.
E.J. Victor's additions to its successful Budji collection included a cocktail that mixes the broad scale of a 60-inch by 42-inch top with a low-profile 12-inch height.
"This is very popular in Europe right now — the low height gives it an Asian look," said President John Jokinen. "The scale is particularly suited to contemporary."
The success of another contemporary cocktail in ebony could inspire a full collection next market, he said.
Palliser moved toward contemporary and transitional and away from trying to please everyone, said Dave Funk, merchandise manager for occasional tables. The Canadian-based producer introduced three groups in a focused look rather than 10 collections over several styles, he said.
All three groups are made in North America, two in Texas and a glasstop table with ceramic inlay in Mexico.
| Gothic carvings mark this side table from Lloyd Williams. Made of solid mahogany with a warm brown Old World finish and with a leather insert on top, it retails between $1,199 and $1,499. |
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