Innovative approaches abound in leather
By Joan Gunin -- Furniture Today, April 2, 2006
High Point — The sparsely attended premarket here last week found the leather upholstery industry in a retrenchment mode, with many manufacturers and importers eyeing new programs, new people, new positioning or new showroom locations — in addition to fielding new product.
The mood was somewhat introspective, with companies in the category seeking innovative ways to build business.
As the concept of premarket ebbs, such companies as LeatherTrend and Natale have turned to other means to attract buyers.
In addition to showing at markets, LeatherTrend invites buyers and associates to its Tijuana, Mexico plant — about 250 people a year — while Natale brings products to dealers nationwide via a truck show.
"Unlike case goods, which is only visual, people must see and touch and sit on the product to commit," said Natale CEO Gabriele Natale.
Meanwhile, new and familiar faces are popping up in new roles.
DeCoro has created the team of Heath Corso, vice president of sales and marketing, and Richard Reichick, national sales manager, to steer its sales force. Corso is skilled in fabric upholstery and Reichick in leather.
Natuzzi Americas has promoted veteran executive and sales representative Joe Mussallem to vice president and head of its sales effort.
A company making its debut this spring is Luana Living, headed by Luana Davis, formerly of Bauhaus, Leather-Trend and Natuzzi. The new collection makes a splash in its bold use of color and fabric applications.
As for product, DeCoro's market assortment replaces some bulkier, rounded looks with slimmed-downed contemporary European profiles, enhanced with correlating pillows.
Sixty percent of DeCoro's High Point showroom presentation in April will be dedicated to motion, including the debut of motorized components. Chateau d'Ax has motorized motion too, while LeatherTrend is offering recliner looks in collage styles — many also with electronic controls.
Chateau d'Ax also is introducing a transitional chesterfield sofa frame as well as a neo-traditional frame dressed in Italian chenille over a leather base.
Kincaid showed seven Chinese-built frames at premarket. It developed the leather line mainly for the 19 Kincaid stores nationwide.
"They sell only Kincaid branded products and had no leather until now," said Steve Beeker, director of sales and merchandising, upholstery, for the La-Z-Boy division. The direct-container program allows for mixed loads that may also include case goods.
Palliser has added such heightened fashion details as contrast stitching and folio pockets to its expanded seating introductions, said Pablo Reich, vice president of sales and marketing, upholstery. The company also is emphasizing "luxury" sectionals, not entry level, he said.
Schillig USA will offer a series of sofas with articulated headrests powered by gas cylinder. The entries were unveiled at the Cologne Fair earlier this year.
Bradington-Young will bring out some 14 frames at market encompassing a range of stationary, motion, sofa and chair styles, said Curtis Bolick, sales and marketing manager.
As for place, companies with new or reconfigured showroom locations include Bradington-Young (International Home Furnishings Center, C1057), Nicoletti (IHFC, D-824, now accessed via the Green Drive elevator), Simon Li/Trayton (101 S. Main St.), Leather Italia USA (The Atrium) and Luana Living (Centennial Center, 325 Russell Ave., space 206).
-
Innovative approaches abound in leather
Apr 3, 2006
Featured Company
-
Wright Labels
Bill and Tom Wright founded Wright of Thomasville in 1961 on the idea that printing was a creative medium and the belief that "a promise made is a promise kept." The Wright brothers focused their attention on providing exceptional printing for the... more
VIEW ALL GALLERIES
