Bedding exhibitors cite bright spots, light traffic
By David Perry -- Furniture Today, October 14, 2007
High Point — Traffic was light in bedding showrooms at the fall market here, a reflection of a tough business climate and the number of furniture markets retailers have to choose from, bedding producers said.
Some manufacturers found a bright spot or two in meeting new accounts or prospects, or success in placing a new product, but they generally reported modest traffic.
"This was no worse than Las Vegas in July," said Gerry Borreggine, president of Therapedic, the largest bedding producer exhibiting in the downtown market district.
Surveying a quiet Bedding Center, a group of bedding showrooms here, he said: "The retailers are over-marketed. This is the new world order of markets. Retailers are picking their spots. Attendance at every market will be diluted because of the number of markets. It's simple math."
He termed traffic in the Therapedic space "disappointing," but said the company continues to believe in the High Point Market and will return next spring.
Sales leader Sealy, showing at its corporate showroom in nearby Archdale, didn't bring any new products to market. Larry Rogers, president of Sealy's North America operations, said the company had "lighter traffic."
"We believe this is a predictable result of having multiple markets per year, and our retailers facing a particularly challenging business environment," Rogers said. "We used the market as an opportunity to strengthen our relationships with those retail partners that did attend, and have ongoing discussions on merchandising and future opportunities."
Most market bedding activity was centered in the Bedding Center, which occupied larger quarters and a new location on the first floor of Plaza Suites. With Therapedic and Corsicana showing in the center, and Englander in an adjacent space, the area had three Top 15 bedding producers.
Englander President Kevin Toman said he was pleased to talk with a major prospect who has shopped the company for years. But overall, he said, market was quiet. "Everyone told me traffic was light," Toman added. "It was a regional market more than a national market."
Pat Lawrence, sales manager of Corsicana, described traffic as "slow," adding, "I think what we saw here is that business is not very good and some retailers chose not to come."
Thurmo-Medical Sleep Systems successfully launched its Jacuzzi Sleep Systems line, featuring the company's proprietary gel visco foam. The six beds retail from $1,699 to $6,999.
"The reaction was very, very positive," said Frank Stevens, recently named Thurmo-Medical president. "We have a unique story to tell. We have a unique product. And we have gone the extra mile in tailoring and quality."
High-end bedding producer Hypnos saw some key retailers. "Traffic was slow, as usual, but we had good quality retailers in our space," said Adrian Jones, vice president of sales. He said the high-end of the bedding market continues to grow.
Bemco introduced its Posture Series, which includes both one-sided and two-sided beds. The line also includes a model with blue-and-gold accents that sparked interest. "Folks were glad to see some color come back to bedding," said Tom Ferguson, Bemco's sales coordinator.
His market assessment: "We were gratified by the traffic we had, but it was less than normal." He attributed that to a tough retail business climate.
Imported bedding lines were represented here. Primo International did well in bedding, which included new imported latex and encased-coil models. The company reported that majors shopped the line in force. Alfa Airbeds added a Chinese-made airbed at $1,199 retail that has a pump inside the mattress and fills more quietly than ones with external pumps.
And Magniflex, an Italian bedding producer, made its first full showing of the Geo-Ethic line of environmentally friendly products. The foams are based on soy or castor oil and the tickings are fashioned from natural materials like corn, sea algae and crab shells.
Henry Burney, head of U.S. operations for Magniflex, said consumers are bombarded by green messages these days, and noted that Magniflex offers one of the most extensive and advanced green bedding programs in the industry.
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