Leather scores with imports, better quality
By Joan Gunin -- Furniture Today, April 23, 2007
High Point — Leather upholstery resources made the most of spotty traffic here, showing new lines to major and mid-tier players despite a weak showing of smaller independents and West Coast retailers.
Such sources as Nicoletti, Flexsteel, Jaymar, Klaussner, Lane, Natuzzi and Palliser talked up import programs from China.
"We were busy," said Gianni Tucci, Nicoletti's senior vice president of U.S. sales. "There were majors here, but more of the medium and smaller dealers were missing."
Customers showed strong interest in higher-end Nicoletti goods across all design categories, Tucci said. He said the Italian-owned company's new cross-docking program in High Point is proving a boon to smaller dealers without container capabilities.
Palliser, as well as American Leather, Bentbrook, Century, Elite Leather, Leathercraft, Luana Living, Natuzzi, Schillig, Stylution and Universal, promoted leather-fabric combinations.
Palliser's launch included 75 fabrics highlighting "urban" textures. The Canadian manufacturer also featured its new Palliser Direct program of 22 frames made in China.
"We had strong traffic with majors and significant independents, as well as customers from Mexico, Venezuela and Brazil," said John Phillips, Palliser's executive vice president of sales for upholstery. "People shopped us as a domestic resource based on our quality, (medium) price points, selection and quick delivery."
Stylution, a Chinese mattress resource, introduced upholstery this market, including a stationary fabric sectional edged in woven bycast with flip-up storage chaise.
Klaussner offered identical frames made either in the United States or China — the latter at lower price points — as well as domestically made custom goods. "We are building our core assortment with the same American styling in both places," said Chuck Welch, leather product manager.
Klaussner found success with its higher-end Distinctions line, with sofas from $1,999 to $2,499 retail.
Lee Fautsch, vice president of sales, home furnishings for Flexsteel, said, "Customers indicated we are really hitting our stride in terms of sourced products."
Lane's Greg Roy, vice president of domestic sales, said his company did well with a mix of domestic and imported products.
At Natuzzi Americas, brand segmentation continued to drive business, said President Fred Starr. The company, which already has a good-better-best story with Italsofa at the low level and the Pasquale Natuzzi Collection at the high level, further differentiated its middle level with two new brands: Natuzzi Italy for products made in Italy and Natuzzi Living for goods made in Brazil or China.
"We are differentiating ourselves with trade-up opportunities for the dealers," Starr said.
Luana Davis, president of Luana Living, said her traffic was "surprisingly good. Retailer after retailer told us they came to market looking to boost their sagging leather business, and found what they were looking for in our fresh leather/fabric mixed media design approach, in both vintage and modern styles."
DeCoro "saw the people we needed to see and drew a good reaction," said Heath Corso, executive vice president of sales and marketing.
"We are separating ourselves from the rat race by building better leather goods," Corso said. "Our story this market was softer, bigger, deeper," referring to 40- to 48-inch seats.
Tom Leon, president of Ashley's Millennium division, said market "went pretty much as expected. Dealers came in with positive attitudes, looking for product with which to promote their businesses.
"The demand for leather is greater today than it's ever been," he added. "We offered great values with a little better quality leathers."
Gary Zuckerman, vice president of U.S. sales and marketing for Jaymar, said a presence at market is important, but "the real significance is the 30 to 60 days immediately following market."
With so many markets and the need for bigger stores to be present at all, "the ability to focus is strained," he said. "As a former retailer who has worked the markets, I empathize with those who do it now."
Laurence Crink said the rollout of his stationary leather line, Leatherworks, brought "200% more customers" than his booth at the Las Vegas Market.
"Everyone who reviewed the line here committed, including nearly 20 of the Top 100," Crink said. Shipping will commence within 30 days.
Kimberly Wilson, CEO of Bentbrook, showed here for the first time at a hotel, and expects to have a permanent showroom for the fall market. "We were thrilled with the turnout and support of existing and new customers," she said.
Another newcomer, Hong Kong leather maker Violino, offered a fashionable, better assortment of mostly streamlined contemporary models.
"We got some business and a lot of compliments," said Michael Elkhatib, vice president of sales and marketing.
American Leather customers welcomed the addition of 35 new leather colors, including sophisticated pure anilines and nubucks.
"We also received positive feedback to the new updated traditional Boutique collection," said President Bruce Birnbach.
Century rolled out a lush blend of overscaled leather/fabric pieces, with an emphasis on richly embossed leathers, opulent trims and such accents as mink toss pillows.
Lori Sadowski, sales director and vice president of operations for McKinley Leather, said, "We placed more product than a year ago, I think because we still have selling time before the summer doldrums hit."
Buyers also responded favorably to the custom designs offered by Zagaroli, Leathercraft and Classic Leather.
