Wood action brisk in San Francisco
Buyers show willingness to open their wallets
By Jeff Linville -- Furniture Today, January 26, 2003
San Francisco — Strong order-writing at the winter market here sparked optimism for 2003 business among case goods and occasional furniture makers.
Buyers came ready and willing to open their wallets, exhibitors said.
A-America ended 2002 with "substantial double-digit sales growth," said Dave Pinamonti, senior vice president, with December the company's biggest shipping month ever. That momentum continued here for the solid-wood case goods producer, he said, fueled by strong casual dining action, "particularly the nicer sets."
Pinamonti said traffic was heavy and it looked to be "a fairly good written market."
Business was up at the Powell Co. on the strength of its accent and youth collections, said Sean Slack, executive vice president of merchandising and marketing. Smaller dealers were pleased with Powell's new marketing program, he said, with the company subsidizing the cost of circulars to help dealers promote Powell products.
Strong attendance
Standard Furniture broke its record for San Francisco attendance, with more than 800 people over the first three days, according to Liliana Chacon-Menay, communications manager. Rather than focus on any one category, she said retailers were shopping the entire space. Kathy Ireland Home products have reached stores now, so retailers have seen how well they perform and are coming back for more, she said.
Occasional producer Stein World continued its growth, fueled by heavy traffic and orders. Business increased 50% in both 2000 and 2001, then jumped 100% in 2002, said President Andy Stein.
He attributed much of that growth to the expansion of its occasional styles. A few years ago, Stein World stressed painted items, and it still has more than 200 hand-painted pieces in its line, he said. However, the fastest growth recently has been in its new offerings that move away from painted designs. Stein said the company will have about 55 introductions in April and only 10 will be hand painted.
Stein World has come a long way in just a few years, said Joseph Roboz, president and co-owner of Korson Furniture Imports. Ontario-based Korson showed Stein World occasional furniture with its upholstery at the Toronto winter market and was pleased with buyer reaction, Roboz said.
Style upgrades
Better goods also were popular at Coaster, where styling has been upgraded in many categories, said Robert Soussana, project manager. The company is integrating new styles and influences into what already has been shown to work, he said, and is trying to cover all styles to expand its client base.
Ashley's case goods line grew in 2002 and has started off strong this year, said Rob Hoffman, president of case goods. Bedroom sales are doing better than dining room, he said, with double-digit growth.
This contrasts with Emerald Home Furnishings, where President David Beckmann said, "Our master bedroom business is real challenging," but casual dining and occasional sales are great.
In product, Beckmann noted a trend toward dark finishes, but Emerald chose to strengthen its lighter offerings with the new Pebble Beach and Laguna Beach collections.
Broyhill drew business with two new bedroom suites. Glencoe features oak solids and veneers with a warm, brown finish. The bed retails for $499 or comes with a dresser, mirror and chest for $1,799, said Jeff Katz, vice president of merchandising for case goods. Longport, a lifestyle look in pine solids and veneers, comes in a weathered black or light bisque finish. The bed retails for $499, while the four-piece group is $1,699.
Weathered finishes like Longport were popular in many showrooms. Lane drew buyers with the Country Living collection, more than 100 SKUs with hand-rubbed and sand-through finish effects. The group gave Lane its biggest High Point market ever in October, and youth furniture was added for San Francisco, giving the company a whole-house line.
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