How will High Point respond to Las Vegas?
Ray Allegrezza, Editor in Chief -- Furniture Today, August 22, 2005
My phone hasn't stopped ringing since I got back from the Vegas market. Most calls were from manufacturers and importers wondering if and how High Point might respond. Since I shared my observations about Vegas last week in this space, I asked the callers what they thought High Point should do. Here's a summation of their suggestions:
• Get three flip charts. List all the objections and complaints about the High Point market on the first one — too few rental cars, not enough parking space, inflated hotel prices, the need for multiple sets of credentials to work the market, etc.
The second flip chart would list specific actions to be taken to remedy fixable objections — bringing in more rental cars and renting them at the same rates as during nonmarket, subsidizing hotel rates for buyers, changing the format of the parking lot across the street from Lifestyle to accommodate buyers instead of exhibitors, building a bridge across Main Street that would allow showgoers to travel inside from the IHFC all the way to Market Square, spending money to paint, paper and carpet areas of the IHFC that need it, and in general making the market as buyer-friendly as possible.
The third chart would list things beyond anyone's control to change. Even so, it would open the door for discussions on how to either neutralize objections or, even better, come up with suggestions for turning a perceived negative into a positive.
• A number of people suggested High Point's April and October dates need to be moved to March and September. When I mentioned this would kill premarket, nobody seemed concerned. In fact, they said premarket hasn't served its original purpose for years.
High Point has strong supporters. But many of the strongest supporters say it's time for change. Admittedly, changes such as those mentioned above, won't come without cost. And the price will be significant.
In the final analysis, the critical question is: Can High Point afford not to make needed changes?
As always, I am eager to hear your opinions.
