Business brisk at premarket
By Jeff Linville -- Furniture Today, March 9, 2003
High Point — Premarket came earlier than usual this cycle, but even that apparently wasn't soon enough as retailers hit showrooms a day early.
An early April market led most manufacturers to open for premarket on Monday, March 3, just a week after the Tupelo Furniture Market. Some, however, started seeing customers on Sunday.
Klaussner Furniture saw clients on Sunday for the first time, said Darren York, sales manager for case goods. Universal had its first appointment at noon that day, according to Stephen Giles, vice president of merchandising.
Manufacturers agreed, however, that the early dates haven't affected their preparation.
Jeff Cook, president and chief executive officer of Magnussen Home, said the company has been planning for this market since last August. Lane has been planning a reintroduction of its Eddie Bauer line conceptually for about a year and a half, said Jim De Rose, merchandise manager for case goods.
A bigger factor was the weather in the High Point area — freezing rain a few days before premarket knocked out power at some businesses. Giles said he was walking around the Universal showroom Friday morning with a flashlight attaching hardware.
A possible war with Iraq could affect market attendance next month, but manufacturers say it is difficult to prepare when the situation is so uncertain.
"We've been in a state of flux since September 2001," said Angela Arrington, Kincaid vice president of retail operations.
But premarket buyers weren't hesitant to make commitments on hot products. At Bernhardt, Jeff Behmer, merchandise manager for occasional furniture and wall systems, said the manufacturer is doing well with its new Talesai and Arcadian Bungalow collections.
Pennsylvania House usually schedules 10 or 12 appointments for premarket, said President Tom Tilley. This time about 30 retailers stopped in to check out the New Standards collection, inspired by the music of singer Steve Tyrell.
Ferguson Copeland considers a new group a success if it gets 80 to 100 commitments, said Darrell Ferguson, president and chief executive officer. By Wednesday morning, he said it looked like the new Artisan group would have 30 to 50 commitments at premarket and could reach 200 at market.
Also doing well was Lane, which scored with its new Eddie Bauer line.
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