Major retailers keep case goods hopping
By Jeff Linville -- Furniture Today, May 22, 2006
High Point — Talk of reduced traffic didn't seem to affect some case goods resources, with several reporting stronger sales than at last April's market.
Some showrooms reported fewer visitors, but others said their buyer count was up. Most agreed that slow retail sales last month didn't dampen buyers' spirits.
One manufacturer admitted he was concerned about the potential impact of the Las Vegas market, but he was pleasantly surprised by the orders written here.
Major retailers were here, and they make up the bulk of the commitments, said one sales representative.
Emerald Home Furnishings said it didn't see some of its West Coast accounts this market because they visited the company's Las Vegas space in January. But the company did see a lot of accounts from other regions.
Big manufacturers and importers or those with an interesting story this market drew in buyers, and their neighbors benefited from the traffic.
"We were up 20% (in sales) until Thursday, then it was a little slow," said Kerry Lebensberger, Ashley Furniture president of sales, upholstery division. Still, he estimated that sales were up more than 10% for the entire week.
Down the hallway on the ninth floor of the International Home Furnishings Center, Philip Reinisch and Intercon both were pleased with traffic.
Copeland Furniture introduced its Frank Lloyd Wright-licensed case goods collection, attracting passersby with a window display in its Design Center showroom.
New groups in the National Geographic Home collection spurred activity at Lane Home Furnishings.
"We saw a big increase in attendance starting on Monday, which we used to use to get ready," said Ray Allori, Lane's vice president of merchandising. Through Friday, he said, traffic was up 15% to 20%.
Some buyers were only planning ahead for the fall selling season, but Allori said the written orders were good, too. Motion and leather were up, and the National Geographic additions made this one of Lane's best case goods introductions ever.
Bernhardt went in different directions with its new case goods groups this market. Windemere, a European cottage look in mahogany veneers, is light on carvings and smaller scaled than the company's typical groups. Tuscan Villa, on the other hand, is bigger and bolder. The latter did a little better at market, but Windemere's smaller scale appeals to a more mainstream dealer and is allowing Bernhardt to build this clientele, said Rountree Collett, executive vice president of residential case goods.
Vermont Precision reported good traffic, thanks in part to its addition of an import division called Bolten to its domestic offerings.
Vaughan Furniture had good reaction to both domestic and imported product. The company had tried imports in the past, but those weren't at well received as this market's offerings, said President and CEO Bill Vaughan.
"Business at market has been outstanding, the best in five years," Vaughan said. The company picked up some new majors, which he attributed to studying the market, developing designs and using good overseas sources.
Broyhill Furniture made a big push in youth furniture this market, which helped bring in a few new specialty stores.
Some companies said that orders written this week will make up for an otherwise weak April.
Magnussen Home was disappointed with its first quarter because of an issue with its Biltmore collection. The licensed line premiered in October to great success, and with orders rolling in, the company looked for a huge first quarter. Sales were still up 16%, but that was short of expectations.
President and CEO Jeff Cook said crotch mahogany takes delicate handling, and he wasn't quite satisfied with the final product. So the factory spent more time on the finish before shipping. That should result in a boost to second-quarter numbers, he said, but that could be offset by higher gas prices cutting into consumers' disposable income.
A new, bigger showroom pushed Primex to better sales in the first quarter of 2006. The case goods importer last year moved into an International Home Furnishings Center space that was more than twice as large as its old showroom, said Marketing Manager Vasso Unks. So far this year, sales are up between 15% and 18%, she said.
Several companies moved to attract younger consumers. They want to get Gen X and Gen Y adults back into traditional furniture stores instead of specialty retailer such as Pottery Barn, Crate & Barrel, Pier 1 Imports and Restoration Hardware. "Those retailers own the under-40 crowd," said Bill Carpenter, president of Lifestyle Solutions by Elite.
Originally offering futons and convertible sofas, Lifestyle Solutions now does three-fourths of its business in bedroom. This market, Carpenter said, the company developed a new bedroom suite with younger consumers in mind.
