Motion still makes waves at Tupelo Market
By Joan Gunin -- Furniture Today, February 5, 2007
Tupelo, Miss. — Amid moans and groans about softer traffic at the Tupelo Furniture Market here last week, some motion seating players indicated all was not lost.
As a promotional venue, the Tupelo market is hanging onto its reputation as a long-established showcase for motion.
The Leather Italia booth, for one, was entertaining buyers. Michael Campbell, president of the Leland, N.C.-based warehousing operation, which markets motion and stationary leather frames, said he is successful here because he gives this market the same level of attention and advance preparation that he does other venues.
"We give the Tupelo dealers the same respect we give our Las Vegas dealers," Campbell said. "We do not overlook them. That is critical."
He said his business is running 30% above projections, which he attributes largely to his quick-ship program. "This has kept us moving in a positive direction," he said.
At the Tupelo show, Campbell said he placed six new SKUs and did well with other existing programs.
Hinkle Chair, with its specialty niche of rockers, saw its business for 2006 increase by 10% to 12% over the previous year, said Blake Johnson, sales director.
In Tupelo, the company introduced a new seat style, built of ash and available as a rocker, double rocker, side chair, bench or swing. The assortment is enhanced by Hinkle's latest addition — seat cushions in a choice of 10 fabrics, all suitable for "covered porch" use, Johnson said.
Tim Connors, vice president of sales and merchandising for Collezione Europa, said that "as a writing market, Tupelo is our highest close percentage market. They come here to buy, to Las Vegas to have fun, and to High Point to shop the world."
At Catnapper, Don Hunter, senior vice president, major accounts, said the company got "continued great response to our High Point introductions" here. These included five new groups and two recliners in padded suede, available in power-motion or stationary versions.
Catnapper was among those showing here who saw retailers aggressively shopping for closeouts and show specials, in addition to new goods.
Motion provider Peop-Loungers offered 20 pieces including three-piece groups with sofas at $699 and $799. It also had two new recliners in padded suede covers at $299 to $399 and additions, both domestic and imported, to its Options modular sectional seating program.
"We usually do twice the business in February that we do in August and right now we're running neck and neck with last February," said President Jerry Green.
At Brooks Furniture, Chris Brooks, director of marketing, said, "We've seen people in spurts — and more walk-ins than appointments."
Layering on to its domestic production, Brooks introduced its third imported glider series to Tupelo. Made of oak, the glider offers Dacron wrap fiber fill cushions covered in a chenille fabric from American Century. The glider and ottoman retail for $499.
Coaster unveiled its aptly named Colossus sectional here before taking it to Las Vegas. The motion entry is outfitted with two reclining seats, a chaise extension and a twin sleeper. Dressed in a leather match cover, it retails for $1,999, said Kerry Cochran, regional sales manager.
