Occasional rides wave
By Thomas Russell -- Furniture Today, May 22, 2006
High Point — Occasional furniture vendors saw strong dealer interest at market, thanks largely mixed-media designs aimed to match both upholstery and home entertainment groups.
At Universal Furniture, 20 new pieces in the Estate Passages accent program, made in the Philippines, included materials such as bamboo, rattan, raffia and banana bark. The company also reported good reaction on some $249 to $299 retail cocktail tables that blend elements such as metal and glass.
"From Universal's standpoint, we are offering mixed-media products that are style and value driven. That is what Universal is known for — good values, not just in occasional but across the board," said Phillip Siler, vice president of merchandising for occasional, entertainment, home office and casual dining.
Hooker Furniture's Brook-haven occasional collection got good reaction this market, said Mike Spece, executive vice president of merchandising and design. Featuring etched glass and cherry elements, the collection ties in with a new home theater group bearing the same name.
"Whenever we bring the two categories together, people appreciate it and you have good tie-in sales," Spece said.
Occasional items in marimba and white finishes played a key role in Stanley's Shelter Island collection, a sophisticated cottage-inspired group with 18 new occasional items, including $595 retail cocktail tables and $395 end tables. The group received strong reaction, thanks in part to the way the occasional was shown with upholstery and in other room settings.
"Everything we do is done in a full collection," said Kelly Cain, vice president of Stanley's collections business. "One key thing is that people want accents to go with home entertainment pieces. I have a lot of retailers tell me consumers want cocktails to go with home entertainment."
Like Universal and others, Butler Specialty touted its value story here. This market, it reduced prices from 5% to 35% on 500 pieces in its line without compromising quality, said Dan Sumner, vice president of sales and marketing. He said the goal is to boost retailers' profits.
"You don't want to leave money on the table," Sumner said. "It's the time not to buy cheaper, but to buy better."
Reaction from dealers was good, Sumner said — "Business is double from October."
Occasional has been the strongest category at Pulaski, said President and CEO Larry Webb. At market, the company showed 68 new accent and occasional items, many in colors that help liven up retail floors. At the same time, some new items such as vanities, screens and accent cabinets come in neutral white finishes, allowing those pieces to match with existing rugs and flooring.
"Clearly, it is our biggest growth segment in the past year, and this market has taken us to a new level," said Webb.
Occasional also was prominent at Drexel Heritage, which had 24 new items in its Lillian August collection, ranging from cocktail and lamp tables to writing desks, bar cabinets and game chairs, and tables inspired by English designs from the George III period.
Ultimate Accents had its best market in its six years in business, said company vice president of sales Ray Steele. Among the most popular of the 78 new items in its showroom were a $999 console with a wood furniture finish on a painted surface and an 83-inch-tall curio with a celadon green finish and serpentine glass shelves that has a suggested retail of $1,500.
Asian designs with red finishes were also popular at accent and occasional specialist Stein World. So were items with functional elements such as game tables and bars with pullout trays.
"Those who are prepared and have new product and have something for customers should see their fair share of business," said President Andy Stein. "If you are not getting it, it is something you are doing wrong in your marketing or in your business process."
