Case goods sources set for busy market
Broyhill, AICO, Michels among the firms introducing product
Jeff Linville -- Furniture Today, July 24, 2006
LAS VEGAS — The Las Vegas market may not have that “brand new” feeling anymore, but a resurgent thrill is still growing among case goods exhibitors.
This is the third event for the fledgling show, but manufacturers think the best is yet to come, especially with a second building on the verge of opening.Several companies showing in the temporary space of the World Pavilions and Las Vegas Convention Center have signed leases to move into Building B when it debuts in January. Other case goods makers that haven’t shown here at all also are looking at the venue.Parker House Furniture said activity at the first two shows here topped any market it has shown at in either High Point or San Francisco. The traffic in the first four hours of the first show was greater than the entire week at its most recent High Point market, said President Chris Lupo.Parker House showed in 3,900 square feet last year and immediately wanted more space. This time, the company has taken over a neighboring spot and will have more than 7,000 square feet in the World Market Center, space 1024.“We recently committed to a new five-year lease,” said Lupo. The company could have signed a shorter lease, but didn’t want it, he said.Fresh goods
“We believe that most distributors will eventually see the benefit of making major introductions at the Las Vegas market as we are doing,” added Lupo. “We are seeing the major accounts in Las Vegas that we previously had to be in High Point to see.”At Michels & Co., executives are “looking forward to another good market,” said Irwin Allen, president and CEO. “We think Vegas is growing.” He noted the increased presence the market will have at the Las Vegas Convention Center.“People like Vegas,” Allen said. “I have nothing against High Point — I think they do a good job — but High Point will never be Vegas.” The people working in Vegas’ hotels, casinos and restaurants “treat everyone like a high-roller because you just can’t tell,” he added. Michels introduced many new pieces at the January show and will do so again. “We use Vegas as our introduction market … like we used to use San Francisco,” he said. “Our customers come expecting to see new things.”AICO is introducing new goods this market, too, as it has moved to a development cycle where new goods are constantly being designed and introduced. In the past, there has been a long lag between showing introductions and landing product at the store, but the company has worked to speed up this process, said Larry Rinaldi, AICO’s president. AICO also is aiming to put more emphasis on the name of its owner, Michael Amini. While AICO is strengthening its name recognition with retailers, the company believes using Amini’s name could better reach the end consumer, becoming its own brand.Amini really enjoys furniture design, Rinaldi said. He is one of the few recognized designers in the industry who has experience in this field, rather than being in apparel or some other line and simply lending his name to a furniture group, Rinaldi noted.The two new groups being featured this market are both part of the Michael Amini Signature Series.Strengthening business
Broyhill is using this market to strengthen its West Coast business and also to make introductions for national accounts, said Mike McCollum, senior vice president of merchandising for case goods.In January, Broyhill introduced groups with improved quality standards. This time, it uses its global sourcing capabilities to fill out its line with new looks and price points. The new Chastain Park collection features a 19th-century lifestyle look with cherry veneers and a dark finish. Carson Manor is a stately Victorian design, but with casual touches that give the group greater flexibility.While some detractors have claimed that the Vegas market caters too much to the promotional and lower-middle ranges, McCollum said Carson Manor is at “the upper end of our price points,” with a queen poster bed at $999 and a leather sleigh bed at $1,299.Lots of contemporary
Now that the Las Vegas market is proving itself, a greater variety of vendors will come, he said. Those who don’t show here, he said, will be missing an important chance to service old and new accounts. The expense of showing in Las Vegas is higher than some other shows, he said, but “What’s the cost of opportunity lost?”The absence of some Top 25 sources such as Hooker, Stanley, Bassett, Bernhardt and Lexington from market has opened the door for some smaller manufacturers to land new accounts.Lupo said Parker House isn’t worried about those larger companies coming west; if, or when, they come, he reasoned, more retailers will attend, too.In terms of style directions this market, several companies are increasing their offerings in contemporary, with flavors of modern, urban and casual contemporary.“I’ve been pushing contemporary because I believe contemporary is a growing market, especially with the younger consumer,” said David Beckmann, president of Emerald Home Furnishings. The company is introducing five adult bedroom groups here, and three of those have contemporary elements, said Mark Piatt, vice president. The company also has new Mission and Arts and Crafts collections, as well as a two-tone contemporary youth group. Showing in a 17,000-square-foot space, Emerald is the largest exhibitor at the Sands. Andes International is known for traditional and rustic designs, but new transitional and contemporary pieces at High Point were very successful, said Karin Hubner, vice president of sales and marketing. This market, the Chilean company is adding more contemporary.Andes is showing in the Las Vegas Convention Center, but is looking forward to moving into the third building when it opens in a couple of years.Pulaski Furniture is launching a new case goods line that draws upon established consumer awareness of its branded curio line.“Using elements of styling and quality drawn from Pulaski’s production of some of the industry’s most popular collections, Keepsakes Home is designed to appeal to consumers who seek good quality, affordable furniture,” said Larry Webb, Pulaski president and CEO. “We expect the new lines to be available to consumers at $1,499 to $1,799 per standard bedroom suite.”
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Case goods sources set for busy market
Aug 6, 2006
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