HIGH POINT MARKET: Buyers snap up upholstery

Traffic mixed, but optimism growing

Gary Evans -- Furniture Today, October 21, 2009

AT THE MARKET — Stationary upholstery makers here say they're seeing more buyer optimism here, reflected in better order-writing.

The harbor scene on this sofa from California manufacturer Haute House is drawing praise for fabric histography.

This group in a gray fabric and pewter leather, part of the Grand Luxuries collection at Southern, has been well received by buyers.

Attendance has varied from packed to sparse in showrooms, and has ebbed and flowed during the day and week. Traffic was said to be light to moderate on Saturday and Sunday but busier on Monday and Tuesday.

Nobody seemed to be complaining. Several executives said orders were up considerably over last market, but added the caveat that last market - just as the economy was tanking - wasn't so hot.

"We've found that people are buying and there has been across-the board acceptance of our products," said George Jordan, president of Miles Talbott, which has a showroom on English Road. "I can tell you from last market it's been a big jump."

Richard Graves, vice president of sales and marketing for Southern Furniture, said buyers delayed coming here over the weekend to stay in their stores, and traffic began picking up on Sunday and Monday.

"We've had some quality people in here, and not just tire-kickers," he said.

"They're not complaining. They're buying what they see and what they want."

Factory execs said upholstery buyers this market are focusing on looks and color to freshen stale floors, and on good values to entice consumers.

Two-year-old Westgate, which has moved from importing to domestic production in Taylorsville, N.C., said it is benefiting from both trends.

"This has been a phenomenal market. We've opened 10 to 15 new accounts every single day," said Jean Brown, named the company's president and CEO in March.

She said buyers "are filling a need in the mid tier" for products that have been upgraded with better fabrics, looks and construction amenities that include feather blend construction as standard.

Upper-end upholstery and case goods vendor French Heritage saw traffic begin to pick up Monday after a strong pre-opening Friday but a "quiet" Saturday and Sunday, according to Henessy Wayser, executive vice president, and Laura Whipp, the company's public relations specialist.

"Today is very busy," Whipp said Monday afternoon. "They're buying more than they did last market. It's finally turning around. They said it was going to be better in 2010, and we're seeing some increase."

"Yesterday was our best day ever," said Meredith Younger Spell of Younger Furniture, which shows at 220 Elm. "We've had good steady order writing so we've been very happy with it."

The company's best seller this market has been Flair, a transitional group with roll arm and a lot of look that will retail for about $1,200 to $1,300. Younger said that price is not always first on buyers' minds.

"They're looking for that new fresh look to get sales up and to get back into the game," she said.

Tom Jordan, president of Michael Thomas, who doesn't usually mince words, also was pleased with market so far.

"I don't know what the order writing is but the level of enthusiasm has been the best we've seen in a long while."

More High Point Market October 2009 Coverage