Dealers snap up strong uph. values
By Gary Evans -- Furniture Today, February 20, 2006
Las Vegas — Upholstery manufacturers went home from the market last week with a significant amount of business from their regular dealers and from new accounts that signed on here.
"We had them stacked up three deep waiting to write an order," said David Mussy, director of marketing for California-based New Dimensions.
Mussy's company showed in temporary spaces at Mandalay Bay, which opened a day later than the other exhibition buildings because of time need to get ready from another show held the previous week, according to market organizers. New Dimensions, which also shows in High Point, saw customers from Florida, New York and Philadelphia, as well as western accounts, said Mussy.
He said the company exhibited at the Sands in July and "did very well — but did it with a quarter of the people we've seen here."
Essi Ilami, president of Ilami Imports, which showed a line of contemporary fabric and leather upholstery from China, said, "The market has been very good. The traffic is good and I think we got a variety of people from all over the world."
Jeff Gold, an executive with The Taylor Scott Collection of casual contemporary pieces that retail from $2,600 to $6,000, described the market as "very good. I hope that Vegas puts a dent in High Point's backside."
Exhibitors included a number of manufacturers that formerly showed in San Francisco, some that were showing for the first time anywhere, and many whose base is west of the Mississippi. Buyers said last week's market was a strong one for imported upholstery.
Universal, an import major in case goods as well as upholstery, was "thrilled with the response" at the show, said Roy Calcagne, who heads the company's upholstery division. He said Universal is using Las Vegas as a replacement market for San Francisco, noting that the sales volume here was "two to three times" what it was in the City by the Bay.
While all of Universal's product was introduced previously in High Point, he said, "We are focusing on the West Coast dealers who haven't seen any of this."
Universal's Loft collection, introduced in October to hit a new price point of $799, received attention because of its value and construction, he said. The value is best in the West, where freight from Asia costs about $30 less per piece than for dealers in the East.
AICO, which launched its upholstery line in October, revamped its design for its launch here to add drama, with higher backs and more sweep — keeping it in tune with the company's signature classic European case goods.
"We have gotten good reaction to our scale," said Laurie Phillips, director of upholstery merchandising. She describes the effect as "more, more, more."
Fairmont Designs, which added upholstery to its import lineup about five years ago, used the market here to update collections and add pieces, said Ken Fonville, vice president of merchandising. A significant change is in fabrics, with new sections added to all frames, giving a second cover option.
Drawing retail attention at Broyhill was an upholstery group that mated leather, fabric, wood frame elements and nailheads. The Asian import is targeted to hit a $999 price point.
Domestically, Broyhill emphasized its Whole Home collection, tying upholstery in with occasional and updating its traditional and country looks, said Nadine Andrews, merchandise manager, upholstery. April will see a strong emphasis on transitional, she added.
Hiatt Furniture, a contemporary/transitional producer, is using Las Vegas as its major market, having recently dropped its showroom in High Point, according to Eddie Schroder, director of marketing.
"We're focusing on Las Vegas," he said. "We took a good look at ourselves and wanted to maximize resources, space and product offerings. We've seen customers we've never seen before."
