Spirits high in Tupelo
Promotions, market specials continue to spark action
By Larry Thomas -- Furniture Today, March 2, 2003
Tupelo, Miss. — It didn't snow during the February edition of the Tupelo Furniture Market, but several days of heavy rain was one of the many things that could have dampened the spirits of marketgoers.
But neither rain, nor rising fuel prices, nor a possible war in Iraq could keep the 30,000-plus buyers and exhibitors from doing business. And by most accounts, Tupelo lived up to its reputation as a good order-writing market with emphasis on promotions and market specials.
"Coming into this show, we had no idea what to expect. But we were pleased with what went on," said Gene Gathagan, national sales manager at Brooks Furniture, a producer of glider rockers, casual dining and bedroom furniture.
Gathagan and many other exhibitors admitted they were a bit nervous prior to the show because retail business has been spotty the past couple of months. However, producers said the vast majority of buyers were in an upbeat mood despite the raft of recent issues that have hurt home furnishings sales.
"Most (retailers) say that whether it's snow or rain or anything else — even war — you become immune," said Stephen Barr, president of Asian leather producer HTL International USA. "People are ready to ... return to their regular routine, which may include shopping."
But no one was denying that business at retail is, for the most part, anything but robust.
"Retailers are really playing it close to the vest," said Dennis Moody, regional sales manager for motion upholstery producer Catnapper.
At market, buyers found fewer product introductions than usual because the early start of the April High Point market put a time squeeze on producers with Tupelo and High Point showrooms. However, that didn't seem to deter order-writing and the incessant search for products that could boost store traffic.
Case goods importer and distributor Fraenkel, for example, had great success with a new bedroom suite with a wholesale cost, not including freight, of $399, while Canadian producer South Shore reported good response to a series of closeout specials on its ready-to-assemble furniture line.
"Retailers are looking overseas for bargains, and domestic manufacturers need a few value-priced goods from time to time to compete," said Pascal LaBrecque, South Shore's national sales manager.
Producers said buyers weren't simply looking for the lowest price, but they had an eye for items that delivered added value.
"Consumers are more aware of what they're buying, so if you give them a good value, they'll buy," said Larry George, president of stationary upholstery and recliner producer United Furniture.
With strong sales late last year giving way to a robust first quarter, the stationary upholstery sector experienced a good rush in Tupelo showrooms. And no one was complaining about sales.
"I don't know that the promotional industry has been affected like the middle and the upper end," said Ray DuPree, vice president of sales at stationary resource Cherry Creek. "Even after Sept. 11, business picked back up in the promotional category as people decided to cozy up to their home furnishings and stay home."
But producers say consumers and retailers continue to be cautious because the economy shows few signs of picking up significant steam in the short term.
"I think it will be mid- to late summer before we see a big change in the marketplace," said Tom Mehalko, vice president and general manager of glider rocker producer Towne Square.
"There's going to be that caution until we decide if we're in (a war) or we're out."
Tupelo Furniture Market president V.M. Cleveland said that despite these issues, producers have been leasing space aggressively in his two exhibit buildings. Demand has been so strong, in fact, the market has started a waiting list for potential tenants.
"We try to provide marketgoers with a lot of extras — things such as complimentary parking, dinners, dancing and refreshments each night and, of course, the ease of one-story shopping," Cleveland said. "One of our main objectives is to bring buyers and sellers together in an exciting yet relaxed atmosphere."
| Acknowledgements | ||
| Editor in Chief Ray Allegrezza, Senior Editor Gary Evans, Leather Editor Joan Gunin and Staff Writer Jeff Linville contributed to this story. | ||
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