Appointments drive market's rug traffic
By Lissa Wyman -- Furniture Today, May 22, 2006
High Point — Rug vendors have discovered that you can't depend on walk-in traffic to be successful at High Point.
"It's become an appointment-driven market. We see a lot of our core-customers and discuss long-range programs with them. If we get walk-in business, it's a plus, but we can't depend on it," said Ray Hashemi, vice president of Feizy Import.
Nearly all major rug suppliers say they saw fewer buyers here than they did last year. They suggest that part of the reason may be that the market is spread out over multiple buildings, or perhaps the Las Vegas Market has cut into attendance. Retail consolidation also has affected attendance.
"There are only a few big buyers remaining in the department store business," said Ron Couri, president of Couristan.
Some rug vendors said that High Point hasn't had big crowds for several seasons.
"I would call this a typical High Point market," said Rao Yarlagadda, a principal of Kas. "Rugs are not really high on a furniture buyer's priority list. We have seen our core customers, and new products were well received. We anticipate good business for the rest of the year."
High Point can still offer opportunities for plus business, noted Nader Emami, president of Jaipur.
"Sometimes I think our industry is losing sight of the whole point of markets, which is to network with our peers, meet with our representatives and find new clients. If I can go home with 10 new customers, the market is a huge success," he said.
Although attendance was light, rug vendors were pleased with business.
"Indoor/outdoor rugs are very hot now, and we have developed a good-better-best program of new patterns and textures," said Couri. Retail prices for new patterns and textures can go up to $299, he said.
Shaw Living featured the Jack Nicklaus line, in machine-woven of Evertouch nylon at $589 retail in 5×8.
"We anticipate a great year," said Jim Curtin, Shaw Living's vice president of sales. "The High Point market has been good, not great. We've had steady traffic."
Capel focused on machine-made and hand-made rugs at all price points and offered "outstanding values for us to pass along to our dealers," said Eric Birnbach, president and CEO.
Abbyson, which has added furniture to its product mix, views the High Point market as increasingly important, according to Yavar Rafieha, vice president of sales and marketing.
"We're planning for the future by building relations with furniture customers. We want to be known as a total home furnishings supplier," he said.
At Surya, president Satya Tiwari said the value of High Point is the cross-merchandising opportunities with furniture.
"I love the rug guys, but rugs are not sold in a vacuum.
"A rug is a part of the total home package. I guess that's why High Point is my favorite market," he said.
Steve Mazarakis, president of Hellenic, said High Point was a success. The company introduced its first Candice Olson rugs in conjunction with the Norwalk Furniture program.
"In terms of flat-out numbers, this was the best market in our history," he said.
