Motion moves in Vegas
By Larry Thomas -- Furniture Today, February 5, 2006
Las Vegas — Upbeat retailers crowded into motion furniture showrooms here, placing orders for products that should enable them to build on the improved business conditions that have been evident in the first month of 2006.
Producers said many dealers have seen an uptick in business since Christmas, but most are skeptical about its longevity, given the rollercoaster sales patterns of the past three years.
"We did not hear anybody complaining about business. Everybody was upbeat," said Jerry Baker, executive vice president of PeopLoungers.
PeopLoungers, like most motion furniture showrooms, spotlighted a handful of new items as well as products that debuted in High Point in October. Producers said many small and midsized dealers who shopped here didn't go to High Point and haven't seen the fall rollouts.
"There is so much we can't show here because our showroom is smaller than High Point, but it's a lot better than a rep showing (dealers) a picture," said Wayne Stephens, president of Barcalounger.
Klaussner, which produces a broad assortment of motion and stationary upholstery, approached the show much like a premarket for High Point, said Jay Foscue, vice president of merchandising. That meant showing dealers a limited amount of new product, with the promise of much more to come in April.
"But we still wrote orders from the time we opened the doors Monday morning," Foscue said.
Other executives echoed his thoughts, noting that order-writing was probably heavier than at the July show.
"We tried to gear our products and promotions to get people to place orders at the show ... and that strategy seemed to work," said Keith Jackson, vice president of sales at Catnapper, which had a temporary space at the Rio.
Executives said showroom traffic was about even with or slightly below the inaugural market in July, when buyers jammed into the World Market Center and overwhelmed some showrooms.
Exhibitors said they weren't caught short of staff this time, but there were periods when it was difficult to keep track of which customers were in the showroom.
"We made it mandatory for all our reps to be here, and we're certainly glad we did that," said Brian Lange, president of Best Home Furnishings.
Andrew Cohen, president of massage chair distributor Interactive Health, said, "The traffic was incredible, and the quality of the dealers was excellent."
After an extremely busy opening day, producers said showroom traffic slowed a bit the second day, but picked up again Wednesday and Thursday as a second wave of buyers — some of whom were staying in town for last weekend's Super Bowl festivities — began shopping the market.
"We opened new accounts and we placed new products with the accounts we already have," said Dominique Godbout, vice president of marketing at glider rocker producer Dutailier. "It was a very busy time for us."
Rick Parker, the new CEO of Douglas, said he enjoyed his first-ever residential furniture trade show because it gave him a chance to meet key retail customers and get a better look at the company's product line.
"The mood seemed to be pretty upbeat. (Dealers) were pleased with what they saw," said Parker, who joined the company less than three weeks before market.
Douglas unveiled an assortment of recliners in Las Vegas, while recliner and motion furniture powerhouse Lane showed dealers several new models at the popular $399, $499 and $599 retail price points.
Brian Ingram, Lane's merchandise manager for recliners, said Lane's chairs with glider mechanisms proved popular because they allow the chairs to fully recline — a feature not found on many glider/recliners.
Flexsteel reported success with a new motion sectional at $2,999 with an all-leather cover, while Best got positive reaction to a new home theater seating group that retails for about $999 for a three-seat configuration.
"We thought it was important to come up with a home theater product that the average Joe could afford," said Lange, noting that most home theater products retail for at least $700 per seat.
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Motion buyers upbeat
Feb 19, 2006 -
Motion buyers upbeat in Vegas
Feb 1, 2006
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