Case goods action brisk
By Jeff Linville -- Furniture Today, March 28, 2004
HIGH POINT — HIGH POINT — Case goods producers got a good jump last week on the April market, showing full lines and planning early deliveries.
Instead of using premarket mainly to get a feel for what buyers want, more companies than ever had showrooms packed with product and ready to sell. And they saw more buyers than usual and wrote more orders.
Lane had about 98% of its new pieces in its space and saw dealers as early as Saturday, said Jim DeRose, merchandise manager for case goods.
Some years back, Broyhill saw 15 to 20 buyers at premarket, but that climbed to 30 to 35 in recent years, said John Iasiello, merchandise manager for domestic case goods. Last week, Broyhill welcomed more than 60 accounts.
When Pennsylvania House launched its New Standards line a year ago, 22 buyers came to premarket. This time, the company had 53 appointments from Sunday to Tuesday.
Ferguson Copeland had its biggest Monday ever at premarket, while Bernhardt and Magnussen Home also reported heavier traffic.
Bassett, meanwhile, hosted Bassett Furniture Direct dealers two weeks prior to premarket. The showroom was open only on Monday last week to see six to eight other accounts.
Lexington hosted 108 retailers at a Sunday night dinner, then saw 130 accounts, thanks to the buzz surrounding its new Liz Claiborne line. The first Claiborne cutting was in December, with shipping in late July-early August, said Scott Ballard, vice president of sales.
Factories and especially importers can't wait until premarket to decide on a collection if they want to deliver in a timely fashion, he said. "It's a little nerve-racking," he admitted, but Lexington and Liz Claiborne did lots of consumer research in developing the line.
Kincaid unveiled three groups last week and plans to ship all three by Labor Day. Sommerset, the smallest with eight SKUs, could ship in late July, said Todd Hady, vice president of retail operations.
Fine Furniture Design & Marketing will ship one collection in late April to mid May, while three other new groups will follow by June, said President Geoff Beaston.
Bassett will ship new domestic goods in late June or early July. Sourced goods will land by August.
Pennsylvania House is set to ship Summer Retreat in July, two months earlier than usual, said Ron Fuhrman, vice president of marketing.
Broyhill will ship Urban Cottage in June, three months earlier than normal, said Iasiello.
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