Expectations on rise for Tupelo Furniture Market
Promotionally oriented show opens Friday
Heath E. Combs , Larry Thomas -- Furniture Today, January 20, 2010
 Aspenhome will show its this Chesapeake poster bed, part of the Young Classics collection, at this week’s Tupelo Market. The bed features classic scroll work in the headboard and veneers enhanced by a cobblestone black finish for an aged look. |
TUPELO, Miss. — This week's Tupelo Furniture Market is expected to be a hotbed of activity for retailers seeking great values.
As usual, promotional upholstery will be a key category in Tupelo, and several exhibitors are planning aggressive product introductions. The show runs Friday through Sunday.
Key stationary sofa price points will be $299 to $499 retail in fabric, while motion sofas targeting $699 to $899 in fabric will take center stage in many showrooms.
"We think Tupelo will be well-attended," said Don Hunter, senior vice president for major accounts at motion upholstery resource Catnapper. "With Tupelo positioning itself as an upholstery market, you get people from all around the country."
Hunter said Catnapper will be emphasizing recliners with a swivel-glider mechanism, and is unveiling two seating groups with power reclining mechanisms.
Motion furniture also is being emphasized at Affordable Furniture, which made its debut in the category at the October market in High Point.
"Motion is hot right now," said Ron Teeter, vice president of marketing and merchandising. "Our business has been very strong the past two months."
Teeter said he's also expecting a strong Tupelo market, given the company's northern Mississippi roots and the market's overall strength in promotional upholstery.
 Promotional upholstery specialist Affordable Furniture, which made its debut in motion furniture last fall, is having success with this motion group and its chocolate brown cover. |
"I still think it's the best market for promotional upholstery," he said. "Typically, you see larger accounts from throughout the country."
In addition to motion, Teeter said Affordable is spotlighting stationary sofas in bonded leather and fabric.
Bob Lephart, vice president of sales and marketing for Sunrise Home Furnishings, said the company sent out hundreds of invitations heading into market. The new year has brought more positive attitudes and a strong appetite for values, according to Lephart.
Sunrise, which offers entertainment, occasional and dining furniture, wrote some good business at the fall High Point Market, and Tupelo has always been a good regional event for the company. Business has been better in the last 45 days, he said.
This market, Sunrise will be featuring a mix of new, fresh looks, Tupelo-only specials and well-received High Point Market introductions. It also will be offering special incentives on purchases made at market to spark additional interest.
"Everyone's looking for a light at the end of the tunnel," Lephart said. A good portion of the industry is in the "I've got to try something mode," he added, so Sunrise is making sure it has something for everybody.
Ray Steele, vice president of accent and occasional supplier Ultimate Accents, said that based on costs vs. benefits, Tupelo continues to be his company's best market.
Ultimate Accents is focusing on its October High Point intros this market. The company also is showing its painted American flag blanket chest, with a portion of sales going to the Wounded Warrior Project.
While the Tupelo Market has seen a drop in attendance over the past two years, Steele said that for many retailers it is still a primary market -- and not just a vehicle for close-outs.
"We've been fortunate every year we've gone there. We've always written business and opened new accounts, and we expect to do the same in January," Steele said. "We look at it as an opportunity to show retailers in that part of the world what's happening in hand-painted furniture."
Full-line furniture supplier Aspenhome is making its Tupelo debut this market in a showroom leased by a group of its sales representatives. The company is spotlighting its Savvy Solutions line, which is priced at the entry level, said Bryan Edwards, vice president of eastern sales.
"Bringing the product to a regional market (that can be reached) by car is an effective way to get face time with the target account and shorten the timelines between prospect and customer," Edwards said.
Tom Black, vice president of sales for bedroom, dining and occasional supplier Bernards, said his company is guardedly optimistic about its prospects this market.
"We've had a good November and a good December. We think that there will be some buying done for tax season and we're hopeful that it will be a good market," Black said.
Dealers are looking for values to advertise and drive traffic and that was reflected in business done during December, he said. Bernards will feature its High Point Market introductions in Tupelo.
Five-piece casual dining sets that dealers can promote with special incentives like a free baker's rack have done well recently, Blacks said.
He added that dealers also are seeking quick delivery on orders.
"Because everybody is playing so close to vest with inventory dollars, they want deliveries as soon as humanly possible," Black said.
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Expectations on rise for Tupelo
Jan 18, 2010
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