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Case goods sources find short groups meet needs

Offering core styles and piece selection

Thomas Russell -- Furniture Today, February 4, 2010

Mexican-made bedroom Progressive hardwoods

This is one of three new Mexican-made bedrooms Progressive Furniture is showing. The product is made with U.S. hardwoods such as maple, alder and poplar. A four piece group retails around $1,299.

LAS VEGAS — With a few notable exceptions, most case goods vendors here are having success with short bedroom and dining room groups that offer dealers the essentials in each category.

In many cases the groups represent the core design strengths of suppliers wishing to stay close to their roots in still-uncertain economic times.

The offerings include five- or six-piece bedrooms featuring one or two beds, dresser, mirror and nightstand combinations. Groups with media chests and other pieces such as lingerie chests and dressers with hidden jewelry storage also are gaining interest from retailers.

Dining sets include one or two table variations and companion display china cabinets, servers or buffets.

Broyhill says it is receiving strong interest and orders on a dining collection it is adding this market to Bryson, a successful bedroom launched in October. Dealers like the cottage-inspired design of the pine group as well as the light distressing and waxy hangup of the natural pine finish.

Two new Broyhill bedrooms - Abbott Bay, an American traditional collection in a russet brown finish, and Schyler, in transitional style with retro design influences in a merlot finish - also are receiving strong interest and orders because of the style and pricing of the groups, which feature $875 retail queen beds.

These groups also received high marks among consumers based on Broyhill's independent research. This, officials say, gives retailers confidence they will do well on the floor in various markets.

"We don't expect your retail floor to be the testing ground," said Lisa Hanly, a senior brand manager with company parent Furniture Brands International. "We test it first."

Progressive Furniture reports strong response to three new Mexican-made transitional bedrooms retailing around $1,299 for four-piece sets. Made with maple, alder and poplar solids, they are a departure for a company known for producing mostly pine bedrooms out its Mexican source factory.

The company also is receiving good response to new Indonesian-made bedrooms, including a traditional American group retailing at $1,499 for four pieces, and a Mediterranean-inspired group retailing at $1,799 for four pieces.

Vaughan-Bassett is receiving strong dealer interest in a new transitional oak bedroom available in three finishes including espresso, dark brownstone oak and light harvest oak. Retailing at $1,499 for a four-piece group, which includes a chest rather than a dresser, the group is similar to an existing successful group in the company's linueup.

"It's a proven winner at a great price, and that's a winning formula," said Doug Bassett, chief operating officer. "It's almost risk free."

Case goods companies also say they are doing well here with existing groups that are set to ship in the coming weeks, offering retailers a chance to get goods on their floors quickly after market.

A few companies are taking bigger risks with larger collections and so far, the risks appear to be paying off.

Lexington Home Brands says it is having success with its newest Tommy Bahama Home collection, Ocean Club. Dealers like the clean-lined, contemporary interpretation of island living, along with the mix of hickory veneers, woven and split rattan and crushed bamboo seen on various table tops. Dealers also like the mixed-media elements such as travertine stone tops, decorative metal accents and wavy etched-glass, as seen on the doors of a buffet.

AICO reports success with its new design collaboration between actress and artist Jane Seymour and company founder and CEO Michael Amini. The group features three distinct collections - a relaxed traditional group called Cobblestone Road, a European traditional-inspired group called Palace Gates, and a Hollywood glamour-inspired group called Hollywood Swank.

Some groups are receiving stronger interest than others in various geographical areas, but the company plans to cut all three, said AICO President Larry Rinaldi.

More Las Vegas Market February 2010 Coverage

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Case goods sources succeed with short groups

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