Market mostly positive
Traffic down but order-writing steady
By Larry Thomas -- Furniture Today, April 23, 2007
High Point — Despite a prolonged industry sales slump and lower-than-normal attendance, the latest edition of the High Point Market concluded on a fairly positive note, with many exhibitors saying their market went reasonably well.
Few claimed showroom traffic was up, but most said the buyers who were here were eager to see new products and write orders.
"Overall, we were pleased with market and a bit surprised, given the business conditions," said Stanley President Jeff Scheffer, whose company rolled out two new collections. "I heard generally positive comments from people."
Scheffer and many other exhibitors said that while larger retailers were at market in force, there were relatively few small and midsized dealers, especially from west of the Rockies.
"Traffic was off, but despite that, we actually wrote more business here than we did at the most recent Las Vegas Market," said Bill Benton, president of Powell Co. "I attribute that to the fact that we introduced four youth collections, each of which got placed."
Palliser CEO Art DeFehr, who also owns the 220 Elm showroom building, agreed that attendance was down.
"The feeling is that less people were here. Let's not kid ourselves," DeFehr said. "It's very hard to feel that you've had a successful market if enough people aren't here."
In addition to the industry sales slump, many blamed the attendance decline on the new March dates. That put the High Point show just seven weeks after the conclusion of the Las Vegas Market, and in the middle of spring break for many schools and colleges.
Plus, exhibitors said many retailers still have bloated inventories and can't find room for many new goods.
"How can dealers review new products when their warehouses are still full?" asked Mauro Bracciale, vice president of sales and marketing for leather upholstery producer Caliaitalia USA. "Lots of retailers have been complaining that their numbers are down — especially the smaller stores and independents."
Jim Vacek, director of sales at metal bed producer Corsican, estimated that traffic was down 40% and order-writing was off 25% in his company's showroom in the C&D Building. He attributed some of the decline to the date change, which he said particularly affected designers, because they like to shop market on weekends
"Designers have to be here on the weekend," he said, urging the Market Authority to return to the former Thursday start date.
By contrast, case goods importer Four Hands saw a 20% jump in traffic and order-writing over last April's market.
"Everyone who came in was in great spirits," said Jeff Hiller, vice president of marketing. He noted the showroom was visited by three Top 100 stores the company had not seen previously, and "they were excited and optimistic about their business."
Hiller attributed much of Four Hands' success to advance marketing and a continuing effort to reduce its SKU count, allowing the company to focus on its 134 new items and its existing top sellers.
A similar upbeat report came from importer Coaster, whose executives were surprised to see buyers in their showroom the last two days of market — including the final day, which was Palm Sunday.
"We wrote more business this market that last year's April market," said Charlie Nobile, executive vice president of sales.
Also reporting heavier attendance and order-writing was APA Marketing, a case goods importer specializing in casual dining and entertainment. Executives, however, attributed the gain to moving the company's showroom to the International Home Furnishings Center from Center Point.
"The retailers are telling us they're tired of going to all these markets," said Paul Coscarelli, a partner in APA.
| Acknowledgements | ||
| Associate Editor Thomas Russell, Editor-in-Chief Ray Allegrezza and Leather Editor Joan Gunin contributed to this story. | ||
