Wood values draw Tupelo buyers' attention
By Heath E. Combs -- Furniture Today, February 1, 2010
TUPELO —
Case goods suppliers were pleased with business at the January market here, with most reporting that retailers were scouring the show for sharp pricing and quick shipping.
Retailers' attitudes were generally more positive than last year, and several Top 100 stores shopped the market looking for deals, most suppliers reported.
While smaller retailers aren't attending Tupelo like they used to, those who came to market needed to refill their inventories after trimming them as business slowed.
Case goods supplier Harden Mfg. came to market after its merger with the recently acquired Rhino Rooms line. Harden cut Rhino's collections from 42 to 23 and changed names to be consistent with the Harden line, according to Lee Scott, vice president of sales.
The company reports continued success with its five-year-old Island House group, which features cane weaving and traditional styling. A five-piece bedroom in the collection retails for $1,999.
Harden also is doing well in the entertainment category with a recently introduced multi-color console program that has just begun shipping, Scott said. It features glass doors and storage and black, cherry, merlot and oak finishes, with retail pricing at $199 to $250.
Richard Olmeda, president and CEO of accent furniture supplier Stein World, said low inventories have retailers hungry for quick-ship programs.
“We're encouraged. The people that are here are buying,” Olmeda said. “With inventories being managed down, they have an appetite. But they want to take small bites often.”
The three keys to serving retailers best now are a good product assortment, product availability and a quick-ship program, he added.
He added that the home accents category may be faring better than others because retailers and consumer can transform floors for less money.
Bob Lephart, vice president of sales and marketing for dining, occasional and entertainment importer Sunrise Home Furnishings, said the company wrote more orders by opening day than during the entire market here last winter. Low retail inventories are helping spur sales, Lephart said.
Sunrise saw a good mix of Top 100 accounts and a steady flow of independent dealers, Lephart said. Dealers said they wanted to shop the market during the week and be open on weekends, he said.
Most were looking for deals, although the Sunrise also did well with High Point intros shown here for the first time, he said.
In casual dining, five-piece sets with gathering-height tables sold well in the $699 to $899 retail price range, while hutch wall entertainment groups in the $999 to $1,499 range sold well, Lephart said. Entertainment credenzas from $399 to $699 also were hot, he said.
Jerry Dinwiddie, vice president of engineering for entertainment, fireplace and dining source Eagle Inds., said the company was pleased with market traffic here.
Eagle ventured into maple furnishings here with a well-received collection that included a natural finish console and hutch for $2,195 retail. The company also did well with its High Point intros.
Small writing desks for laptop computers and the company's new dining program sold well, he said. And retailers were seeking specials.
“I've been pleased with the size of the orders we've written,” Dinwiddie said.
Kevin Wolfe, central sales manager for case goods importer Coaster, said traffic seemed lighter at the market but that bigger buyers were attending the show. Five-piece bedroom sets from $799 to $999 and five-piece casual dining between $299 and $599 — which are in stock — were strong, he said.
“I think inventories are conservative right now. They're really waiting to see that influx of February sales before pulling the trigger on a lot of stuff,” Wolfe said. “There's lots of good feeling about 2010, but they're still a little tentative about loading warehouses.”
Espresso, cappuccino and dark finishes also did well with Coaster dealers, Wolfe said. Retailers still don't appear to want to venture to far into colorful pieces.
“Everybody's looking for color but nobody wants to put in on their floor,” he said.
Ray Steele, vice president of sales for accent supplier Ultimate Accents, said the company saw many customers early in the market. All were looking for good values, and the company's Astoria and Bling collections continued to sell well.
Retailers' attitudes are becoming more positive, he said.
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