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Leather sources enhancing value, styling

By Joan Gunin -- Furniture Today, September 30, 2007

High Point — Tough times at retail has leather upholstery resources doing all they can this market to bulk up their offerings with a range of enticing new product.

Some see new opportunities because they believe China factories will have to raise prices, particularly at the promotional end. But others say leather supplies have stabilized and pricing issues have abated.

"We are not planning on price increases this market," said Heath Corso, executive vice president of sales and marketing at DeCoro.

And while some companies don't particularly like bonded leather, they certainly understand its attraction and salability, since that cover typically is 20% to 25% cheaper than premium leathers.

Resources may not be flaunting their bonded leather, but they are hedging their bets by offering sofas in a choice of top-grain leather, bonded leather or bycast, and priced accordingly.

Bonded leather, a blending of leather bits and polyurethane adhesive on a 54-inch wide fabric-backed roll, is anathema to such manufacturers as Bradington-Young and Natuzzi, but others have turned to it, perhaps with extreme reluctance, as a way to compete in the pricing game.

Since bonded leather looks very much like the real thing, it's often used as trim or in less visible places, akin to leather-match vinyl: the frame back, outer arms, front rails.

Canadian-based importer Hamilton Spill is among those offering bonded leather this week.

"With rising costs and the scarcity of cowhide, we feel that most cowhide will go to the upper end of the market," said Gary Harmon, HS vice president of soft goods. "We are separating the (bonded leather) category by SKUs, and viewing it as a different product type. We have premium leather at the high end and bonded leather at the low end."

Hamilton Spill has spent much effort matching bonded covers to specific frames, often making it available on its large sofas because of lower costs.

Chateau d'Ax, Klaussner and LeatherTrend also have bonded leather on hand this market.

Meanwhile, Cheers/Man Wah Holdings is high on leather/vinyl match, as well as hand-rubbed premium leathers from Leather Miracles.

"We're really excited about market," said President Stephen Barr. "Business for us was very good in the first half, double what we expected," which he attributed to "having the right product at the right time."

Laurence Crink, president of Leatherworks/Local Motion Only, also expects a good response here, similar to the initial response to a 100-inch, deep-seating sofa collection introduced in Las Vegas. Available in multiple styles and leather options, the eight-way hand-tied frames have down-blend seating.

Sofas with hand-rubbed antiqued applications on top-grain leathers retail from $1,400 to $1,500, which Crink said "represents significant perceived value."

He expects a good market, although he noted that, with markets running so closely together, "to actually have a buyer sign a purchase order has become a very difficult. Buyers can now wait to extend their commitment for a longer time because another market is right around the corner."

Following its success with Brooke, a stationary calfskin model, at the Tupelo and Las Vegas markets, Leather Italia USA is adding two groups, Tryon and Hudson, this market. Swivel rocker recliners, also in calfskin, and the Zafiro sofa-sleeper, at $599 retail, are among the company's more than 20 introductions.

Michael Campbell, owner of Leather Italia USA, is very encouraged by the number of appointments set up here with Western accounts. "The retailers are making their way east," he said.

As for design trends, low-slung or "slouch" silhouettes are featured at McKinley Leather, Bernhardt and Nicoletti.

Bernhardt's emphasis on clean, contemporary looks includes frames with low or "relaxed" profiles and leather and fabric cover combinations.

Nicoletti's slouch category offers motion on contemporary sofas, loveseats and chairs. The fact they are motion pieces is undetectable when closed, the company said, so the attractiveness of the styling is not compromised.

Jonathan, a Nicoletti motion sofa-sleeper in a semianiline leather cover on a chrome frame, employs wing-like rotating metal bars to allow the armrest to assume several positions.

With some 95% of its business in special order, Leathercraft continues to serve the high-end with smartly styled, one-of-a-kind luxury looks. "The more creative we can be, the more designers love it," said President Jack Donohoe.

Leathercraft and other upscale domestic resources continue to enjoy success with better leather applications, as well as leather/fabric looks, augmented by such decorative details as gimp treatments or hand-applied nail heads.

McKinley is showing off such embellishments as a nickel finish with a blue enamel stone-like center. "More highly decorative and personalized nail trims are part of the custom options now available," said Lori Sadowski, sales director and vice president of operations.

Newcomers to High Point include:

Spectra Home, an importer of contemporary upholstery, including five styles from designer John Mascheroni, as well as a motion seating line with infrared heat.
Soflex, with medium-priced seating from China.
Luke Leather, with moderately priced goods from Italy warehoused in Charleston, S.C.
The newly renamed Kathy Ireland Home by Omnia, which is returning after an absence of 18-month absence.
Soft Line and Calia America, exhibiting jointly as U.S. marketing partners.
World Imports, a 20-year-old container-direct operation with warehousing in Philadelphia, with its first permanent showroom here.

Relocated showrooms include C.R. Laine, in the International Home Furnishings Center, space H-1004; and Palatial, at 200 N. Hamilton St., space 221.

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