Producers, retailers find premarket worthwhile
By Heath E. Combs and Thomas Russell -- Furniture Today, March 30, 2009
High Point — Premarket continued to gain accolades from retailers last week as more companies opened their doors with showrooms that were market-ready, or nearly so, a month in advance of the spring High Point Market.
About 80 exhibitors opened showrooms for the two-day premarket, nearly 20 more than last fall. The number of sponsors, who contributed to cover expenses such as food and lodging for retailers, increased to 26 companies this spring, four more than in the fall.
Brian Casey, president of the High Point Market Authority, said 135 buyers attended the event, about even with last fall's premarket.
The longtime event had suffered a steady decline in attendance and product on display until fall 2007, when several manufacturers began sponsoring the event.
Casey said premarket organizers are planning the Sept. 14-15 event for later this year, which he said a significant number of retailers have already committed to attend. The fall premarket will overlap the September Las Vegas Market.
Among the retailers in High Point last week was Cardi's Furniture. Heather Bolick, a senior buyer with the company, said premarket continues to help the company get a jump on its competition.
"It's a preview for market. We're working on projects with vendors and distribution. Since we're growing into other territories, getting what we can first is important," Bolick said.
Case goods importer A.R.T. Furniture saw 32 accounts, up from about 24 in September. Visitors included both existing and new accounts, said Bill Sibbick, vice president of sales.
"That gave us a fabulous premarket," Sibbick said, adding that buyers came in to shop and made commitments. "It was very, very, productive."
American Woodcrafters had five of its six High Point Market introductions ready for premarket.
"We had the showroom accessorized. Premarket started Sunday for us. We were very pleased with the traffic we had," said Charles Foster, CEO.
"Whether you get five or 50 accounts, lots of major dealers come to the event and want to understand what the marketplace has to offer. When they have openings on their floors we want to be here to help fill their voids and build relationships," Foster said.
Legacy Classic Furniture saw 38 dealers, about normal for a premarket, said company President Lee Boone. He sensed that retailers are keeping a close eye on how they manage their business, particularly regarding cash flow.
"Nobody wants any excess money out there right now," he said.
Boone added that premarket helps Legacy not only by getting dealer commitments, but in gaining feedback from retailers to help the company fine-tune its product for market. This can include anything from changing the scale of a dresser to changing fabrics on dining chairs.
Guy Walters, vice president of case goods importer SLF, said the company saw 40 accounts, about double what it normally sees at premarket. Sister company Pulaski saw about the same number, he said.
"We are fans of premarket," he said. "It is a wonderful dress rehearsal. We can tweak product and it allows us to get the showroom set up."
Retailers praised companies that had their showrooms in nearly market-ready shape.
"The showrooms look a lot better; usually they're more scattered. They're more set up and that's the way it should be if we come up. Few of the showrooms look less than 75% ready," said Mike McClure owner of Lyman, S.C.-based Furniture Warehouse.
Market report positive
11/01/2009Leda pulls out of High Point Market
08/27/2007Vegas changes dates
10/11/2008
