Order time in Tupelo
Buyers intent on building inventory
By Larry Thomas -- Furniture Today, February 27, 2005
Tupelo, Miss. — The Tupelo Furniture Market cemented its reputation as an order-writing haven this month as buyers from large and small stores descended on this northern Mississippi town for the twice-yearly show.
Although most exhibitors said showroom traffic was about even with or slightly below the February 2004 market, most seemed pleased with business generated at the four-day event. They said many buyers were intent on building up inventories quickly, so many placed orders before leaving town.
"Traffic is up, and buyers seem more excited about buying," said Tony Pellegrini, director of sales at leather upholstery resource Leather Bella. "This market has been so much better for us than the August show."
But upholding a longstanding Tupelo tradition, Pellegrini said most buyers came to the show "looking for a deal" that could help them kick-start the crucial spring selling season.
"Our August (Tupelo) market was 30% better than our previous best, but it looks to be even better this time," said Bob Lephart, sales and marketing manager at case goods resource APA Marketing. "We bring specials and closeouts to attract early shoppers who want promotional goods."
Several exhibitors said they had seen a recent spike in business as consumers have gotten tax refund checks, which has boosted retail sales and sent stores scrambling to replenish inventories.
"We had our best February ever," said Marvin Ruben, vice president of full-line importer Acme Furniture. "Our warehouse was open until 9 p.m. every day last week filling orders."
His words were echoed by Craig Smith, president of case goods recourse Harden Mfg.
"We've expanded our product assortment during the last 12 months and our business has been very strong as a result," Smith said. "At market, we had very positive reactions to a number of new bedrooms and pier wall configurations."
Ron Ashley, president of Vineyard Furniture International, agreed that it was a strong market although, unlike Harden, his company doesn't target promotional price points.
Strong and in force
"We sell most of our goods to the mid- to upper-middle sector of the market. That segment continued to be strong," Ashley said.
Don Hunter, senior vice president of national accounts at motion upholstery specialist Catnapper, said that while total attendance didn't set any records, buyers from major accounts such as Top 100 furniture stores and department stores shopped the market in force.
"We have been slammed by major accounts," he said.
During the market, many exhibitors turned their thoughts to the August show here, set about three weeks after the inaugural World Market Center show in Las Vegas. Organizers of the Las Vegas show say they're expecting 40,000 to 50,000 people to attend the first market, and some Tupelo exhibitors fear that will hurt attendance at the August show.
"All of my reps tell me their dealers are going to Vegas. How many of them are going to turn around and come here three weeks later?" said one exhibitor, who asked not to be named.
V.M. Cleveland, CEO of the Tupelo market, acknowledged that August attendance could decline, but said he believes the Las Vegas effect will be short-term.
"There is not as much overlap with my exhibitors as people might think," Cleveland said. "(Las Vegas) could affect us for the next couple of shows ... but overall, I think we'll be fine."
| Acknowledgements | ||
| Editor in Chief Ray Allegrezza and Staff Writer Jeff Linville contributed to this story. | ||
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