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Calif. resources seek ways to reach West Coast stores

By Jeff Linville -- Furniture Today, February 6, 2005

Ontario, Calif. — Several California-based manufacturers, including Oakwood Interiors here and Douglas Furniture in Redondo Beach, didn't show at the San Francisco winter market and are developing alternatives to reach West Coast retailers who don't attend High Point shows.

Douglas held its own market Jan. 13–14 at the Manhattan Beach Marriott, just a few miles from its headquarters. The company used the occasion to enter a new category, introducing three imported metal-and-glass dining groups, all of which were well received.

"We were unbelievably pleased," said Ken Salm, senior vice president of sales and business development.

Douglas didn't see as many customers as it likely would have in San Francisco, he said, but had great response from those who attended. Considering the small cost involved, the private market was very effective, Salm said.

"The outlook of the retailers is much better than it has been," he said, adding that Douglas's business has been strong since the fall. Douglas plans to show at the inaugural Las Vegas furniture market in July, but is still negotiating for a space.

Oakwood Interiors, which also has hosted dealers at its factory showroom in Ontario, recently landed a 2,000-square-foot permanent space at the World Market Center in Las Vegas. Walter Huhn, vice president of sales, said the showroom would be product-heavy for the July show, with a dozen bedroom sets planned.

He would like to open the space to West Coast dealers at non-market times like May and September.

HomElegance also didn't show in San Francisco this January, ending a 12-year run at the show. Joe Elmore, director of sales and marketing, said the company is focusing on developing product for High Point and the Las Vegas market. He said HomElegance's WMC space would be between 18,000 and 20,000 square feet.

Fashion Bed Group also skipped San Francisco as it prepares for Las Vegas. In its 6,000-square-foot WMC space, the company will show steel beds, ornamental beds and goods from its Southern Textiles division, said Rob Woods, vice president of sales for the Western region.

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Calif. resources seek ways to reach West Coast stores

Feb 9, 2005

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