Wood sources explore new niches in Tupelo
By Jeff Linville -- Furniture Today, February 29, 2004
TUPELO, Miss. — January was good for case goods, but sales slacked off again in February for many manufacturers showing at the Tupelo Furniture Market.
Debra Davis, owner of Quality Oak Products, said sales dropped off in early February after a decent November and December and a good January. There were reports of a strong Presidents' Day weekend at retail, however.
Harden Mfg. said orders were up from the previous year in each of the 25 weeks leading up to Tupelo. Harden, which is known for its promotional laminate goods, attributed much of the growth to its development of an imported wood program in the past year and a half.
Terry Furr, Harden merchandising manager, said the top two styles in the program are Mecklenburg County, a traditional/transitional design with a rich brown finish, and Island House, which features wicker. Harden also showed two prototypes to be introduced at the August market, one in a cottage style and the other using rich burl inlays.
APA Marketing, which expanded into home entertainment furniture last year, entered another new niche this market with its first metal casual dining sets. APA also showed several new tables in standard height and in the taller, counter-height sizes — a hot trend in the category.
Painted finishes continue to excel in dining sets for several manufacturers, both in casual and master sizes. Fraenkel Co. showed its new Sandy Grove dining with a combination of distressed Buttermilk finish and natural pine. Vaughan-Bassett offered its new Gloriata bedroom group in either Antique White or Burnished Pine.
And Colby Furniture, which specializes in rustic stained pine youth beds, introduced Hamilton in a distressed almond finish. The company expects to feature more painted goods at the August show.
Business continues to grow for occasional importer Stein World, said James Franks, chief operating officer. The company plans to introduce around 120 to 130 new items at the April High Point market. Painted items used to be the trademark of Stein World's line, but recent markets have seen the company move into finer finishes and fewer painted looks. Painted items are still important, Franks said, but the looks need updating.
Ultimate Accents, another occasional importer at Tupelo, also has a sizable launch planned for High Point — about 180 pieces. The company thrives on its more decorative looks, said President Gail Steele. She said the more traditional wood pieces she has tried just haven't worked out, but bright colors and hand-painted designs entice people to buy.
Bigger pieces are selling well, Steele added. Tall pieces catch the eye more readily and are more dramatic, while also providing more storage in the same footprint.
At importer Collezione Europa, large collections are hot, said Tim Connors, vice president of sales and marketing. Retailers don't usually buy the entire line of case goods, occasional, upholstery and home entertainment, but the collection creates a powerful presentation that draws business.
Coaster showed two beds from its Louis Philippe collection, one made in China and one made in Vietnam. A Chinese factory makes the product now, but if the U.S. government decides to impose duties on Chinese bedroom furniture, Coaster could shift the production to Vietnam at an additional cost of only about $21 a bed, said Sam Contreras, product manager.
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