Upholstery makers expectations high
By Gary Evans -- Furniture Today, January 29, 2006
Las Vegas — Upholstered furniture makers thought the first market here was outstanding, and many expect the second to be even better.
"From the dealers I've talked to, particularly in the West, I think it's going to be unbelievable," said Jason Harris, national sales manager for Canadian upholstery maker Stylus Made to Order Sofas. "To be honest, I don't know if the (World Market Center) can handle it."
Stylus, based in the Vancouver area, is loaded with new product, including nine sofa styles in fabric and a large leather introduction. Harris said the focus "is more on sleeker styling" with attention to smaller scale.
"It's not furniture by the pound. With all the condos going up everywhere, it really fits into that type of market," he said.
Stylus' recent premarket in Vancouver proved "one of the best we've had in a few years," Harris said.
Bill Mork, president and CEO of Wisconsin-based Marshfield Furniture, said, "We have high expectations for the market, particularly because we have seen significant growth for our company west of the Mississippi. So this (market) has just become a natural."
Introductions from Marshfield, which specializes in the rustic, outdoorsy, lodge category, include a new licensed collection for Winchester, and a new collection for Ducks Unlimited. The company also has other new styles and fabrics in its line.
Mork said Marshfield has some Vegas promotions, including a chance for customers to roll the dice, "and whatever amount you roll, you walk out with real money." In the past, the company has given away over $20,000, he said.
Sarkis Kandaharin, president of 5th Avenue Designs, which imports upholstery from China, expects a repeat of Vegas' inaugural market: "We did very good the previous one. We're hoping to do better this year."
Kandaharin, whose company is based in Las Vegas, also said he expects a 20% increase in business this year after similar growth in 2005. "I know the economy has kind of slowed down," he said. "But we will come out of this pretty good, I think."
Nathan Anthony Furniture will be in a new location this market in Mandalay Bay, grouped with contemporary/transitional exhibitors like itself. "I think this market will be much better because we're in the right place ... for our line and our designer kind of look," said Vice President of Marketing Tina Calabro.
The Los Angeles-based upholstery company plans "to put its best foot forward," she said. "Our fabrics are really beautiful. I think that is our strong point. We have some really beautiful, really tastefully done pieces."
The 16-year-old Nathan Anthony, formerly Lifestyle Mattress & Sofa Co., had "a huge increase" last year and is expecting good business in 2006, Calabro said, in part because of "really good follow-up" with customers. "You can call or e-mail and get a person at the factory," she said.
Despite a soft economy, Marshfield's Mork said his company "has been grinding it out" during the last quarter and the second half of the year. "I think it's because we're doing some things that are unique," he said, adding the company stimulates business with promotions and maintains it with quick delivery. "You order and we're going to ship in six days," he said.
Stylus' last quarter was the largest in its history, said Harris, adding, "We've expanded our leather program; that's part of it. We take care of customers and they come back to us.
"I think the last market (here) helped," he continued. "We did a lot of business and opened a lot of new accounts. We don't show in North Carolina, so we got a lot of exposure that we never got in Toronto or San Francisco or the other markets, especially in the central states where we weren't doing a lot of business before."
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Upholstery makers expectations high
Jan 30, 2006
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