Case goods active in Vegas despite retail softness
By Jeff Linville -- Furniture Today, July 30, 2006
Las Vegas — Rumors of a slow retail climate didn't stop case goods sources from gaining commitments and orders last week.
Several manufacturers said they had heard that retail was soft, but it didn't seem to be hurting this market.
"Sales were really good earlier in the year," said Bill Sibbick, Pulaski's senior vice president of sales. Things have leveled off over the past two months, he added, but the company is still up for the year to date.
Bedroom sales here got a boost from the new Keepsakes Home line, with five groups of half a dozen SKUs available in mixed containers, Sibbick said. The pieces feature similar dimensions and pricing to keep container orders simple for retailers. Four-piece groups are about $1,799 each.
Bedroom accounts for the biggest portion of Wynwood's sales, but dining drew attention this market. The company offered a new twist on an old favorite, Granada, changing the finish, hardware and carvings. The dining table features burl veneers, but they just didn't "pop" in the lighter finish, said President Andy Gillies. In a darker cherry finish, buyers took notice.
Importing allows Wynwood sharp pricing, but "we're not looking to have the cheapest product," said Marc Abrams, vice president of sales. The company is focusing equally on pricing, service and style.
Emerald Home Furnishings brought out six new bedroom groups in an effort to keep its growth pattern going. Sales were up 26% in 2005, but the company managed only a 15% gain for the first half of the year because of softer retail sales, said Tim Lott, national sales manager.
Fairmont Designs also is up by double digits this year in case goods, according to Vice President Ken Fonville. He said that should continue in the second half thanks to orders and commitments received here. Fonville said some majors looked the product over in High Point, but didn't decide to buy until this show.
Fairmont's parent company has bought land near its case goods and upholstery plants in China for a consolidated warehouse and distribution center, he added. He said the facility will allow the company to ship a container with goods from both plants. Right now, about 40% of sales come from direct containers, but the company expects this blended shipping to boost that amount.
Davis International also utilizes offshore storage as it sources from factories that offer warehousing. That allows the goods to be on the water in seven to 14 business days, said John Richardson, one of the regional sales managers.
The company also has a million-square-foot distribution center in Mississippi. The quick shipping from either location drew interest in the company's temporary space at The Sands, he said.
Case goods executives said traffic was down here last week, but were optimistic that January will deliver a bigger show.
Some manufacturers and importers said they had expected traffic to be off this July compared with last year, when the inaugural Las Vegas Market brought many curious visitors. Those "tire-kickers" were gone this market, and the closing rate was higher.
Exhibitors said the real excitement should start when Building B opens in January.
Meanwhile, some showrooms here had fewer buyers. Pulaski reported traffic on opening day was down by double digits over July 2005. Some in the World Market Center said traffic Tuesday felt lighter, and that could have been because it was the opening day for the Las Vegas Convention Center showrooms.
Greg Beckman, president of A.R.T. Furniture, said traffic seemed strong the first two days, not far off his count for last year, and that the company added some smaller West Coast retailers. He believed that the company kept its traffic in part because it is committed to bringing out fresh furniture every market, such as the new hand-painted European Tableau collection.
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Case goods solid here
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Case goods solid at Vegas Market
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