In-stock goods do well in occasional
By Thomas Russell -- Furniture Today, September 21, 2009
LAS VEGAS — In-stock merchandise proved to be a winning asset for many occasional and accent furniture specialists at last week's Las Vegas Market.
Some showrooms featured items introduced at High Point in April, which were available for immediate shipping.
Stein World reported strong order writing on products including 175 items launched at the April market in High Point.
Research the company performed showed that better than 70% of its attendees at the past two Las Vegas Markets hadn't been to the company's showroom in High Point — so many retailers in the showroom here were seeing the items for the first time.
“There is a constituency here that doesn't make their way to High Point,” said company President and CEO Richard Olmeda.
He said 95% of the goods in the Las Vegas showroom were in stock in Stein World's Tennessee warehouse.
Olmeda attributed strong order writing activity to lean retail inventories and an “ever-so-slight uptick in business in anticipation that business will be somewhat better than it has in the most recent past.”
Butler Specialty Co. featured 43 items previously introduced in High Point. Dan Sumner, executive vice president of sales, said he had written some orders at promotional price points, but that the company sold more expensive items as well. The company's prices start at $99 retail on tables in its Plantation Cherry collection to $1,999 chests in its Connoisseurs collection.
“I do sense that inventories are low,” Sumner said. “I also think dealers are experiencing better business. They say the last three weeks have been pretty good. I think consumer confidence is increasing.”
Accent specialist Bailey Street said that dealer interest — including among those who don't usually attend High Point — was strong for 20 accent pieces and 24 covers in its Couture Covers program, first shown at the April High Point Market and the July show in Atlanta.
“Most customers here have not been to High Point,” said company CEO Jim Berk. “The shows have become surprisingly regional.”
But a number of vendors used to market to actually launch new product, including Aspenhome, Broyhill, Lane, Powell Co. and Sunny Designs.
Powell launched 25 accent and occasional pieces. Among the hits were new items in its Masterpiece collection, including three-drawer accent chests that hit $299 retails and a $199 chairside table with a pullout tray and door storage.
The company also reported strong order writing on new 48-inch TV console with three black glass shelves that retails at $139 and a $279 TV console with three black glass shelves and American walnut veneer border panels.
“We were priced right and very careful and focused on what we were doing to be able to offer a value to the consumer,” said John Conrad, senior vice president of merchandising.
The company also had a number of in-stock accent tables and jewelry armoires available to reach retailers within days of their placing an order.
Sunny Designs had five new occasional groups, three of which are expected to go into production soon based on the strong orders placed at market. These featured cocktails ranging from $199 to $299 and one group with a trunk-style cocktail retailing at $399. Dealers liked the functionality of the trunk table and companion pieces, which featured small hidden compartments combined with spacious storage.
Lane had seven new occasional groups, six of which had companion home entertainment pieces. The groups were designed to coordinate with new and existing upholstery groups. Dealers liked the diverse styling and value represented by the groups, which feature cocktails targeted to retail from $199 to $599.
Five of the groups that have been preordered are expected to arrive in the warehouse in mid-November and hit retail floors by early December.
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