Canadians call for June show overhaul
Skimpy attendance, closed showrooms make for meager Toronto action
By Michael J. Knell -- Furniture Today, June 15, 2003
Toronto — Manufacturers and retailers are calling for a repositioning of the Toronto Summer Furniture Show, saying that if something can't be done to make it more meaningful, it should be scrapped.
"If we can't make it more important to the dealers, it's simply not worth doing," said Ron Dennis, vice president of marketing for bedding major Simmons Canada. "It's got to be better than it was."
"Was it worth doing? Absolutely not," said Harvey Kahane, vice president of sales and marketing for Windsor Décor of Canada, a major resource for decorative accessories. "We had a better response from the retailers during the old August show."
"In many ways, it was a poor excuse for a show," said Darryl Sherman, president of Wilson Furniture, a single-unit, family-run store in Oshawa, Ontario. "What I was disappointed with the most was that there were permanent showrooms that were not staffed. To me, that was very surprising because, if they had been open, I would have gone in. The showrooms are there, so why weren't they open?"
Sherman doesn't attend High Point in April, so he would like to see a strong June show. "For us, it's an opportunity to freshen the floor for the fall," he said. "June is a good time to look at things for the fall and to make whatever adjustments are needed."
Organized by the Ontario Furniture Manufacturers Assn., the Toronto summer market ended its three-day run June 9. Officially, some 50 manufacturers with permanent showrooms in and around the Toronto International Center took part. About 13 other showrooms opened for the weekend but didn't pay the fee to support OFMA's show marketing activities.
Without exception, factory executives said retailers who came into their showrooms placed an order. Some even reported opening one or two new accounts. From that perspective, the weekend could be considered a success.
However, on the down side, the number of buyers who came through the doors was below manufacturers' already meager expectations.
"Not one retailer who came in left without giving us an order," said Michael Dunlop, vice president of sales for Therapedic Toronto/Crown Design Upholstery.
"The dealers simply didn't show up, and probably the biggest reason why was they didn't have a good first half," said Gerry Themens, director of marketing for Berkline Canada. "This was not a viable venture for us this year, and this event has to be rethought. If the associations can't come up with something better, we'll have to cater to the needs of the retailer in a different fashion."
Many retailers and factory executives were critical of those manufacturers with permanent spaces in the TIC who chose not to open for the weekend. They noted that, in relation to the total cost of operating the showroom, the cost of opening for the weekend would have been minimal. About half the permanent showrooms in the TIC were closed.
"I'm embarrassed that we couldn't all get together," Dunlop said. "It's a slap in the face to the retailers that we didn't all open our doors and support them."
Two possible courses of action were widely suggested during the market. One is to move the show back to August, running it in conjunction with the midyear market of the Canada Gift and Tableware Assn., which was the OFMA's old practice. Many TIC showrooms will open that week anyway, particularly those selling decorative accessories, rugs, lamps and occasional and accent furniture.
The other idea is to keep the show in June but position it as an upholstery market, since that's the category with the greatest need for a midyear event.
Many executives said the OFMA and the Quebec Furniture Manufacturers Assn. should reach an agreement that would allow upholstery producers without permanent showrooms to rent temporary space. The QFMA, which operates the Canadian Home Furnishings Market each January, has the master lease for furniture events in the TIC.
Some people also suggested that, since weekends are important to retailers, the show be held on Sunday, Monday and Tuesday.
Dave Hanna, OFMA executive vice president, said both participants and non-participants would be polled over the next few weeks, seeking their input on a plan for next year. "Many members came into (the show) simply to support the industry," he said, adding the recent outbreak of a second cluster of severe acute respiratory syndrome, or SARS, cases in Toronto probably kept some people away.
The winners of OFMA's market promotion will be announced soon, Hanna said. One retailer will win a truckload of furniture valued at C$25,000 to sell in his or her store while another will receive a weeklong trip for two to Cuba.
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