Premarket traffic ebbs
Still, suppliers expect busy April show
By Thomas Russell -- Furniture Today, April 2, 2006
High Point — Despite slow traffic at premarket last week, furniture vendors were optimistic about their prospects for the April market.
Attendance was down between 30% and 50% in many showrooms, leaving questions about the future of the event. Some High Point exhibitors are already skipping premarket, although others said last week that they will continue showing as long as customers keep coming to the event.
Companies at last week's event hoped to get a read on how their product introductions will fare at the April market, whose official opening day this year is April 27.
Case goods manufacturer Fine Furniture Design & Marketing said it had seen 18 accounts through Wednesday, down from 28 or 30 during previous premarkets. But that doesn't mean it expects a slow market. FFD&M has expanded its showroom and added an East Coast warehouse, to serve its existing container-direct customers and new ones that haven't been able to order direct containers from China.
"Now we have an opportunity to bring product to them and give them good service and good quality, which is what we are all about," said President Ted Philpott. He said the company has added eight salespeople since Jan. 1 in anticipation of additional business.
Case goods and occasional importer Powell Co. also expects a busy April market, despite light attendance last week in High Point.
"We don't expect any decline in traffic at market," said Tom Liddell, senior vice president of sales. "We expected a decline in traffic at premarket. There were a lot of people that told us as early as last September they would not be here at premarket."
Powell saw 17 customers last week, compared with 38 last March. Still, the outlook is positive. The company said it had a double-digit sales increases in 2005 and has built momentum for a strong 2006, opening a number of new accounts. It showed an array of new bedroom, occasional and dining product here last week.
Some manufacturers, however, said the health of retail sales has varied by region this year.
"At this point, what I gather is that retail business is a little erratic," said Ferguson Copeland President and CEO Darrell Ferguson. "I think at this market you will need specific product to meet specific needs. It is going to be a little guarded."
The company is introducing 40 products in April, with a heavy focus on occasional but also including upholstery, dining, bedroom and home entertainment. It usually brings out about 60 pieces, but is aiming to achieve higher sales with fewer items, Ferguson said.
Kincaid will offer two main collections, including Southport, a lifestyle cottage-inspired group. It showed finish panels and photos of the 50-piece collection to retailers in January, which may explain its lower attendance at premarket. Thanks to the early feedback, Kincaid already has begun cuttings and plans to ship product by July 4.
To what extent premarket continues here remains to be seen.
Ray Steele, vice president of occasional and accent furniture importer Ultimate Accents, said premarket just doesn't work anymore for case goods and occasional companies because most product is imported.
Steele said the minimarket held in High Point in January was better timed for his company to show its samples, because it was still possible at that earlier time to make product changes at the overseas factories and ship goods in time for the April market.
For others, including some upholstery companies and U.S. manufacturers, premarket remains important.
"Premarket continues because it gives us feedback from dealers — and it works both ways — in terms of helping us develop good products," said Harry Cierler, director for North American operations for Italian leather seating producer Chateau d'Ax.
"Premarket is important to us," echoed Linda Owen, vice president of marketing for Riverside. "We still put a lot of effort into it."
Based on an estimated 50% drop in attendance, officials at Stanley weren't sure whether they would return in September.
Kelly Cain, vice president and product manager, said the company will be at premarket if customers are in town and want to stop by the showroom.
| Acknowledgements | ||
| Leather Editor Joan Gunin, Staff Writer Jeff Linville and Business Editor Larry Thomas contributed to this report. | ||
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