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Rebound really here?

San Fran market leaves exhibitors hopeful

By Larry Thomas -- Furniture Today, February 8, 2004

SAN FRANCISCO — SAN FRANCISCO — The winter market here concluded on an upbeat note as exhibitors praised the show's new schedule and retailers reported improved business conditions.

Traffic was moderate throughout the show's four-day run, but most exhibitors said they were pleased with order-writing and felt it could be a sign that the long-awaited furniture industry rebound may actually occur in 2004.

"Most of the people who came to our showroom were in need of merchandise … and they placed orders," said Don Hunter, vice president of merchandising at motion furniture and recliner producer Catnapper. "That makes for a nice start to the year."

Hunter, like most other executives here, said he heard virtually all positive comments about the show's revised format, which saw the market operate on a Wednesday-through-Saturday schedule to avoid conflicts with Super Bowl Sunday.

"I like it better because it doesn't take away from a retailer's weekend," said Gene Clark, vice president and Western sales manager for case goods producer Vaughan-Bassett. "That's when they do business, and especially with business getting better, they really don't want to be gone (on a weekend)."

The market will retain its traditional Friday-through-Monday format for the summer market in July, but Roseann Carini, general manager of the San Francisco Mart, said the Wednesday-through-Saturday format could become permanent beginning in January 2005.

"Since market ended, I've had a lot of e-mail and phone calls about the date change, and all of the feedback has been positive," Carini said.

A decision on next year's market dates won't be made until a survey of buyers is completed during the next few weeks. In addition, Mart officials will contact major hotels and the local convention and visitors bureau to make sure any new dates would not conflict with another major trade show or convention in the downtown area.

Carini said the Wednesday-through-Saturday format resulted in a smooth, steady flow of buyer traffic through the show's run. Historically, the Friday-through-Monday schedule resulted in busy showrooms the first two days and fewer buyers the final two days.

"We were busy right up until the time we closed the door on Saturday afternoon," she said. "We were very pleased with the turnout."

Exhibitors said dealers generally came to market with low inventories, and they were upbeat about future business conditions.

"The January clearance sales moved out a lot of old merchandise, and dealers are ready to remerchandise," said Mark Hedden, director of sales and marketing for Flexsteel's Western region.

David Beckmann, president of Asian importer Emerald Home Furnishings, said December business "was off the charts in general. We did, however, lose some days due to January snowstorms, so that month probably will end up as average."

At market, few exhibitors staged major product rollouts. However, many producers tweaked existing collections and offered promotions aimed at boosting spring and summer traffic in stores.

Metal bed manufacturer Elliott's Designs, for example, did well with a line of beds carrying the Simmons brand name, while rival metal bed resource Fashion Bed Group had a good response to a new lineup of higher-priced models.

"We sold them here quite successfully," said Fashion Bed President Ron Ainsworth. "The West Coast retailers are committing to these higher-priced products."

Darien Chung, national sales manager at Elliott's, said the Simmons line "gives us a little more focus. A lot of high-profile retailers carry Simmons. This can help us expand our distribution."

Also getting mostly positive reviews was the condition of the San Francisco Mart. Scaffolding that had been in place for years along the front of the Mart 1 building is now gone, most common areas got new paint and carpet, and a number of restrooms were renovated.

The scaffolding was removed after the last of more than 800 windows were replaced.

"The project represents our commitment to providing a first-rate facility for the home furnishings industry, and proudly reflects the Mart's 66-year heritage at 1355 Market Street," said Eric Grossberg, managing director of ADCO Group, the New York-based company that owns the Mart.

Leather Editor Joan Gunin, Executive Editor David Perry and Case Goods Editor Powell Slaughter contributed to this story.

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