A lean approach in seating
By Larry Thomas -- Furniture Today, February 6, 2005
San Francisco — Upholstery producers exhibiting here say 2005 has started off reasonably well, but few are predicting a blockbuster year.
Producers said buyers here indicated they will continue to keep inventories on the lean side as economic wild cards such as gasoline prices and interest rates keep the direction of the economy uncertain.
"I'm pleased with our incoming order flow ... but we have to stay aggressive," said Greg Roy, vice president and merchandise manager at Lane.
Roy and other executives said they don't believe this year will be a repeat of last year's roller-coaster ride of a couple of good weeks followed by a couple of lousy ones. However, producers believe they will have to go after new business forcefully if they expect to improve their top and bottom lines.
"Business has been good since the first of January. Our factory has been running some overtime," said Brian Lange, vice president of sales and marketing at Best Home Furnishings. "We just hope that pattern will sustain itself."
Sheldon Lubin, president of Canadian leather specialist El Ran, echoed those thoughts, noting that his company's order backlog is at its highest level ever.
"We had great response here to a stationary leather program we introduced in High Point (in October)," he said. "Dealers like the fact that they can get it in four weeks. They don't want to wait 20 weeks."
Product introductions — just like the market's attendance — were few in number, but those who did take the wraps off some new items were pleased with the response.
That was especially true at Broyhill, which re-entered the motion upholstery category with four seating groups, and at Urban Living 21, a start-up stationary producer making its market debut.
"We are very, very pleased with the reaction we had from major retailers," said Urban Living President Steve Kaplan. "They appreciate what we've done."
The Urban Living line featured contemporary and transitional sofas at $1,199 to $1,499 in fabric, with a variety of upper-end details such as welting and web-backed construction.
Broyhill, meanwhile, is targeting retail price points of $699 to $999 for sofas and $1,599 to $1,699 for sectionals with its new motion offerings.
Other noteworthy upholstery introductions were seen at Lane, which unveiled a motion sectional with a padded faux suede cover, and at Catnapper, which unveiled a motion sofa featuring a drop-down table in the middle seat at $799.
But for Broyhill and most other upholstery exhibitors, the winter market marked the end of an era. With the onset of the Las Vegas market in July, most indicated it was their last showing here.
"It's kind of nostalgic here," said Scott Haigh, president of California-based Fairchild Furniture. "We've been in this same showroom for 28 years, and at this market for 50 years ... but we're moving everything out next week."
Haigh, whose company concentrates on independent retailers west of the Rockies, said he isn't sure if he will exhibit in Las Vegas.
Another Las Vegas fence-sitter that recently decided to exhibit there is motion specialist Catnapper. The Tennessee-based company has been trying to increase its West Coast distribution and hopes the new market there can accelerate that effort.
"We changed our minds because of the amount of business we're now doing on the West Coast," said Keith Jackson, senior vice president of sales and merchandising.
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Upholstery producers unsure of coming year
Feb 6, 2005
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