High Point could learn lesson from England market
By Furniture Today Staff -- Furniture Today, April 10, 2005
I have a small high-end furniture business called Yorkshire House, with a High Point showroom in Hamilton-Wrenn. I traveled to England in the fall of 1992 to buy samples. There was an exhibition in Nottingham called Longpoint (I believe trying to emulate High Point). I bought samples from several companies.
Upon checking out of a small, very nice hotel, the bill showed zero pounds. None. I inquired why and was told that all exhibitors pitched in to compensate the hotels to attract buyers. I found the zero cost applied to visitors outside the United Kingdom, and that U.K. buyers had to pay but at a highly reduced rate, still supplemented by exhibitors. I think the San Francisco Market had something similar. Las Vegas will probably get the most out of that market, due to location.
I don't understand why our High Point market has not addressed this issue. I know my company would contribute, around 1% of sales at market. If all exhibitors did something similar, it would amount to $15 million to $20 million per market. This could be redistributed to either the hotels or directly to the buyers who attend.
There is too much invested in the showrooms in High Point for this situation to be ignored. I went out to Las Vegas for the first time last fall. I guarantee they will have a major market. It would be, in my opinion, insane for a West Coast retailer not to attend, especially with the reduced rates being offered. Bellagio, $169! They have as many good restaurants in that hotel as we have in High Point. And as for gambling, shows, etc., it would be easy to play a little blackjack, see a show and still be in by 10 p.m.
If the exhibitors in High Point don't wish to lose this market, they should at least be consulted.
Tom Beaver, Yorkshire House
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