Calgary market will stress industry networking
By Michael J. Knell -- Furniture Today, December 31, 2006
Calgary, Alberta — Furniture West will once again hold a market here this year, albeit in a very unusual format.
Called Connections West 2007, the event won't focus on selling product but instead will emphasize strengthening ties between retailers, manufacturers and other suppliers. It will be held at the Round-Up Center here June 18 and 19.
The Winnipeg, Manitoba-based factory association's last Calgary market was in 2005. The event had attracted dwindling numbers of exhibitors and buyers in recent years.
Terry Clark, chairman of Furniture West and president of metal specialist Acme Chrome Furniture, said he believes the new format will revive the market and "will mark a significant milestone in strengthening our industry."
"Connections West is an innovation showcase that will serve as an important venue where members of the home furnishings industry can come together to network, build strong relationships, and exchange crucial technical and marketing information," said Clark. "The event will allow members of the industry to view winning product innovations and rapidly gauge and verify customer acceptance and sales potential in their market areas."
Furniture West devised the concept after consulting with retailers from across western Canada. Joe Malko, the association's president, said that research produced several findings:
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An increasing number of Western retailers are bypassing importers and distributors and importing directly.
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Canadian manufacturers don't connect with retailers in the effort to create more "salable" new product placements.
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Western retailers would prefer to buy and floor Canadian-made furniture.
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Most furniture offered to them is sold as a commodity and is price-driven.
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Importing furniture creates significant problems and ties up valuable capital funds.
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There is a pervasive "sameness" to the products retailers are offered.
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Most retailers believe it's important for the industry in Western Canada to come together once a year.
Malko said retailers also told him they don't want to leave their stores on weekends, which is why the June event will be on a Monday and Tuesday.
Exhibit space at Connections West will be dedicated strictly to new product. Senior executives and retailers will be able to freely discuss needs and opportunities without the pressure of the order book, officials believe.
"The event will provide both sides with a unique opportunity to discuss retailers' specific product placement gaps that could be filled with suppliers' winning product innovations," said Clark.
As many as 500 retailers will be offered one night's free accommodation to attend the event, while another 500 will be offered a travel allowance. Furniture West will hold a reception and banquet on Sunday evening, June 17, and a breakfast with a speaker will kick off opening day.
Furniture West will donate part of the fees from exhibitors to Habitat for Humanity.
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