Upholstery sources aim to kick-start new year
By Gary Evans -- Furniture Today, January 27, 2008
Las Vegas — Stationary upholstery makers are looking to the winter furniture market here to kick-start improved business in this new year.
And they hope that buyers are feeling the same way — and will be here at the Las Vegas Market looking for fresh goods to spark new activity on showroom floors.
Most upholstery exhibitors said they're introducing more goods and programs than usual to generate interest from retailers.
Upscale upholstery manufacturer RC Furniture, which only shows in Las Vegas, has more introductions than it can handle in its space, said Kim Dinonno-Hoerr, assistant to President Rene Cazares.
"Our showroom is going to be jam-packed," she said, and the company actually has a couple of new frames it won't have room to show.
Customers have been telling the Los Angeles-based company that they plan to visit the showroom, and Dinonno-Hoerr expects their mood to be good.
"People who think they can (thrive), can, and people who think they can't, can't," she said. "I think this becomes a horrible mind block where everyone begins thinking negatively. If you think that way, nothing's going to happen."
Since RC Furniture is a high-end, custom-order specialist, "I think we're at a different place," Dinonno-Hoerr said, noting that the company stays "continually busy — we're working six, seven days a week. I have people who come in here, fabric reps, who say, my god, you're working again. It's crazy."
Lorrie Kelley, vice president of sales and marketing for Wynwood, said that retailers are focusing hard right now on managing inventories and will be approaching market confident but careful.
"I would describe it as cautious," she said. "But you come to market to see new ideas and projects. Even in difficult business conditions, you're looking for the next best seller for your floor. You have to — and if you don't go to market you won't find it."
Wynwood plans extensive introductions this market, including 11 upholstery frames, 88 wood pieces, 13 coordinating rugs and top-of-bed items.
"To sit on the sidelines when business is not as good as it should be and say I'm only going to bring out one group because I'm concerned is a big mistake," Kelley said. Kelley added that Wynwood expects the Vegas market to be well attended.
"I talk to a lot of majors and retailers all the time and I haven't had one retailer yet say they're skipping Vegas because of business conditions."
Kelley said the company has an incentive plan that will help dealers with the cost of putting new merchandise on their store floors.
Susan Carmel, vice president of U.S. sales and marketing for BNT Furniture, said she and her husband, Gary, North American sales manager for Italiana Saloti, are both expecting a good market.
"All of our reps are going to be here from all over the country," she said. "Some expect not to see so many people but some expect to see enough to certainly make it worthwhile."
Carmel expects retailers to be in the mood to buy, if they like what they see and the price is right. "That's what they're there for. It's like going into a bakery: If you don't buy? What's the point?"
And while there are no specified incentives being offered, Carmel said the company "is always ready to work with our customers."
Because Norwalk sees more of its dealer base in High Point, the company uses the Las Vegas Market more for prospecting and for the soft launch and testing for new product, said Reyna Moore, director of sales and marketing.
"For example, at the last Las Vegas Market, we had been courting a prospect who came in and became an all-out dealer and gave us a very handsome order," she said. "It really is an opportunity for us."
Moore said Norwalk doesn't require its sales representatives to attend the market if they don't have customers coming. "But we do have a good group of account managers who will be here," she said.
During market, Norwalk will be showing retailers a new Candice Olson TV spot that promotes her C3 collection of casual looks.
"Our dealers want nice ads that really connect to the consumer and paint a picture of not only having great product but really having a great experience from walking into our stores," said Moore.
"We started out 2008 pretty good," added Moore. "We know the beginning of the year starts off slowly. But I would we expect it to be positive by the end of the first quarter."
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