Tupelo order-writing stays brisk
By Larry Thomas -- Furniture Today, February 1, 2010
TUPELO, Miss. —
The Tupelo Furniture Market upheld its reputation as an order-writing hub as buyers briskly snapped up promotional and mid-priced goods during the three-day winter show here.
Exhibitors at the Jan. 22-24 show said they encountered a surprisingly high level of optimism among buyers — several of whom reported a modest uptick in business in recent weeks.
“I heard a lot of optimism out there,” said Jay Quimby, vice president of sales at upholstery producer United Furniture. “The attendance obviously was down, but the (retail) customers who were here had big checkbooks.”
Quimby and others said order-writing was strong, and said the Tupelo show continues to attract retailers who rarely shop other markets.
“We were pleased with who we saw,” said Michael Smith, a sales representative for Aspenhome. “Our industry needs good things to happen, and it doesn't matter how small they are.”
Smith said Aspenhome, a first-time Tupelo exhibitor that showed portions of its case goods line, was shopped by a mix of Top 100 retailers and smaller, locally owned stores. He said the company is likely to return here for the Aug. 20-22 market with an expanded presentation.
Those sentiments were echoed by Mississippi upholstery icon Gerald Washington, who used the market to introduce goods from his new company, Washington Furniture Sales.
With a game plan focused on providing retailers with short lines of promotionally priced upholstered goods that he says, “sit well and will be in-stock,” the 71-year-old Washington said his family business is “not trying to set the woods on fire. We've identified our niche and will work it.”
The value proposition that Washington espouses was on the minds of numerous other exhibitors as well. While many stressed they didn't write orders solely for closeouts, it was clear that Tupelo's core business in promotionally priced upholstery was the center of attention.
“People are looking for exceptional values,” said Jerry Marlin, vice president of merchandising and marketing for upholstery producer Prime Designs. “But they also want it to be fashion forward.”
Glen Wakefield, president of full-line importer Largo International, described traffic at the show as, “steady and very consistent.”
Wakefield came to Tupelo bolstered by sales that he said “have been strong since September.” Like others, he said buyers were shopping hard for items that they could get right away.
“That's been helpful to us due to our strong in-stock position,” he said.
Bo Robbins, president of upholstery producer Fusion, said he was thrilled with the positive reaction to his company's line, which he said offers style at value pricing.
“We had a steady stream of majors, and were busy every day,” Robbins said. “This is our second time showing at Tupelo and we've been thrilled not only with the retailers' enthusiasm in general, but by their reaction to our lineup.”
Also encouraged by reaction to their product line were the owners of HomeStretch, a Nettleton, Miss., upholstery maker founded by former Lane executives Skipper Holliman and Gentry Long. The company, which introduced three seating groups and six reclining chairs, will begin shipping goods in early March.
“The reception has been very positive,” Long said. “We feel there's a niche in the marketplace for our product and we hope we can take advantage of it.”
Bedding also was a key category at the market, with nearly 20 vendors ranging from major independent producers Corsicana and Park Place to licensees of numerous national brands.
“We were pleased with the show,” said Edwin Shoffner, vice president of sales at Park Place. “We were fairly busy the first two days … but attendance certainly isn't what it used to be.”
Editor-in-chief Ray Allegrezza and Staff Writer Heath E. Combs contributed to this story.
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Tupelo order writing on track
Aug 29, 2011 -
Buyers busy at Tupelo Market.
Sep 9, 2010
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