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Toronto encouraging, but traffic down

By Michael J. Knell and Heath E. Combs -- Furniture Today, January 20, 2008

Toronto — The 2008 campaign got off to a fine start here last week, with resources exhibiting at the Canadian Home Furnishings Market saying they were encouraged by the interest shown and the placements received from retailers.

But all agreed that attendance continues to decline at the show.

Executives at many exhibitors said the CHFM continues to be the market of choice for independent stores in Atlantic Canada, Quebec and Ontario, as well as the national chains, department stores and regional players. Independents from Western Canada were not as well represented.

Some U.S. dealers attended, particularly from New York, Michigan and Pennsylvania.

"The orders have been good and the traffic has been steady," said Faizel Sunderji, vice president of upholstery manufacturer Dynasty Furniture. "So far, it looks like it's going to be a good year, based on the reaction we've been getting to our new product."

"It was weird this year," said Denis Charest, president of contemporary case goods producer Poitras of L'Epiphanie. "Traffic was frantic on Friday, we were busy on Thursday but the weekend has been quiet."

The market didn't officially open until Saturday, Jan. 12, but many showrooms were open earlier.

Many exhibitors blamed the upcoming Las Vegas Market for taking retailers — both from western Canada and the rest of the country — out of CHFM. But other factors also were cited, including a decline in furniture store sales in recent months.

"Considering the economic conditions, the show has been very good," said Jean Deveault, executive vice-president of casual dining powerhouse Canadel. "But I've talked to a lot of retailers in recent weeks who said they weren't coming because business is not good."

"The attendance was definitely off," said Richard Magnussen, chairman and CEO of importer Magnussen Home.

Despite the shifting traffic patterns, Charest said he was delighted with the business Poitras wrote during the four-day event. "We've established good positions with a number of key retailers," he said. "So, for us, we're going to have a very good year in 2008."

"This has been an excellent show for us," Eric Abecassis, executive vice president of motion specialist El Ran, said. "We saw who we had to see."

"We met with all the key players but it's obvious that the smaller accounts didn't come," said Daniel Walker, president of BDM+ Furniture, the parent of case goods specialists Bermex, Dinec, G747 and MI-DI. "But I'm feeling very positive about the Canadian market for 2008."

In product offerings, several trends emerged. Canadian manufacturers reported that retailers were "coming home" and showing more interest in domestic goods than they have for the past three or fours years. Buyers also were looking for eco-friendly furniture, quick delivery and good service, exhibitors said.

"Retailers are tired of the China product and they're more interested in a Made in Canada story," said Joanne Dionne, vice president of sales for contemporary upholstery and case goods maker Huppé.

However, importers said their offerings also did well.

Magnussen's focus was its new QuickFlex program, which is designed to offer smaller retailers mixed container orders and faster product flow, making for higher turns and increased margins.

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Toronto encouraging, but traffic down

Jan 24, 2008

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