Looking for a 'wow'
Showtime buyers want nifty prints
By Susan M. Andrews -- Furniture Today, December 4, 2005
High Point — Performance fabrics, chenille alternatives and overscaled "wow" prints are among the most-mentioned items on the Showtime shopping lists of upholstery manufacturers coming to the semiannual fabric show here next week.
Some manufacturers, especially at the high end, will be shopping for domestic alternatives to imported goods. Another segment of the industry will be looking for Chinese product to support cut-and-sew programs.
Problems with quality and delivery of imported goods have soured some manufacturers on the value represented by Chinese goods.
Most buyers who spoke with Furniture/Today didn't have strong feelings about particular colors, but made the point that color — of any hue — is critical to their merchandising plans for the coming season.
Clarity of color is a factor for Tanya Comer, director of marketing at upscale producer Taylor King.
"We're looking for alternatives to chenille, fabulous feature patterns and unique silks with clear color — not necessarily the brightest, but good clear color," Comer said. She added the Taylor King team also will be expanding the company's transitional fabric line.
Beth Penley, vice president of design at high-end producer Harden Furniture, also is searching for a chenille alternative. "I would love to find the 'next' chenille," Penley said. "We are all so addicted to the softness but are waiting for the new replacement."
She added, "We are looking for domestic 'wow' fabrics. China has great value but we have run into unreliable product and deliveries. European mills have great looks, but the value of the dollar has not helped in keeping our price points down. I guess I want it all.
"We love our domestic suppliers and are looking to find some real keepers from them," Penley said.
A growing number of upholstery manufacturers are deep into cut-and-sew programs and will be on the lookout for fabrics produced in China for price-sensitive programs. Price continues to drive the middle of the market, so buyers for volume producers will shop for the best value, whether it's domestic or imported.
A good example is La-Z-Boy's approach.
"Essentially, in order to hit volume-producing price points, we look to imported fabrics and/or cut-and-sewn kits," said Penny Eudy, product manager, major upholstery, for La-Z-Boy. "This drives the volume business for us both in motion and stationary."
In the company's step-up Inspired Living line, however, Eudy said, "Value is still critical, but trend and look comes much more into play. Here we are looking for colors and fabrics that speak to the design-oriented consumer."
She said black and white is still strong in all price ranges, particularly as an accent, as well as blues and greens. "Blues and greens are still very popular, but the tones have warmed up a bit, moving toward aqua, teal and emerald shades."
Roger Turnbow, vice president of design at Mitchell Gold + Bob Williams, also noted a warming trend that will be important when he views the new fabric lines.
"Neutral is so important for us — beige, off-white and gold," he said. "I see a softer side of gold coming along — it's more yellow and less blue. It's moving away from the bamboo shades."
Bob Williams, president of design for the company, also hopes to find some outstanding shades of taupe. He said he was recently inspired by the metallic taupe paint on a vehicle he passed on the road.
Williams added that his team also hopes to find a couple of huge, stunning patterns.
"Something that is really big — not just hand-sized — but really big and monochromatic. Something interesting that doesn't scream or yell, but is a must-have," he said.
"We're going to be looking for vintage velvet too," Turnbow said. "Not necessarily crushed, and not even necessarily velvet — it could be velvet-like — but with a deeper pile or something that gives it an element of vintage or nostalgia."
Performance fabrics are also high on the wish list at MG+BW and other companies.
Synthetic fibers were something to be avoided when Williams and Gold started their company, Williams said, "but now if you've got a fabric you can clean with nail polish remover or turpentine — well, you've got something. We have a (polyester) suede fabric now that is one of my favorites. It's clean and simple and wears unbelievably."
At Kincaid, which launched a revamped upholstery line at the October High Point market, the focus will be on "colorful wovens with a more traditional feel to add to our Classics program that we introduced this past market," said Steve Beeker, director of upholstery sales and merchandising. Classics is a cut-and-sew line featuring the company's best-selling frames.
"We also will be looking for 'wow' prints, hopefully produced in China, so we can use them in the cut-and-sew program," Beeker added.
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