Upholstery sources enjoy uptick in order-writing
By Gary Evans -- Furniture Today, February 15, 2010
LAS VEGAS —
Las Vegas Market upholstery exhibitors came away from the event with better than expected order-writing and a feeling that retail business finally may be turning upward.
While orders improved, attendance was mixed, with some showrooms reporting an increase in visitors while others reported attendance as flat or equal with other recent markets here.
Overall, there appeared to be fewer introductions in stationary fabric upholstery than in previous markets, with several majors bringing their best sellers from previous High Point markets, sprinkled with a few new offerings. Most exhibitors said the bulk of attendance was from the West, plus some majors from the eastern states.
Lee Fautsch, vice president of residential sales for Flexsteel, said order-writing was up 8% over last year's winter market but traffic was flat. “There was a winter storm that kind of sloshed through the mid-Atlantic and I think that had a negative effect on attendance,” he said.
Fautsch added, “The mood of buyers was improved but they continue to be cautious. Overall, we were pleased with attendance and with written business.”
Rowe Furniture President Stefanie Lucas said her company was “up double digits in our written business” compared with the previous two markets. “I think that was a pretty positive thing. And our attendance also was up double digits.”
Lucas said buyers' moods seem improved, and they were “interested in new stuff and looking for color and freshness on their floors in the way of fabrics.
“Overall, I was pretty pleased. I think this is the best show we've had in the last couple of years.”
Tina Nicole, an owner of high-end upholstery producer Nathan Anthony, said the company had expected better attendance but still had brisk business.
“Order-writing was up. We opened 11 new accounts — two are international — and existing customers came in wanting to write orders,” she said, adding that the company saw “many new faces, both domestic and international.”
Nathan Anthony had nine new styles and four wood finish introductions.
“We wrote floor orders for every new style and the new wood finishes excited customers,” Nicole said. “We are optimistic with a healthy sales forecast for springtime and the upcoming High Point market.”
RVA Designs, a new company started by former Charles Carol Designs creative director Robert Vecchio, said attendance was up nearly double over last market and the upper-end company opened a number of new accounts.
“It was a very, very good market,” he said. “We doubled what I estimated in numbers.”
Vecchio said some of the interest could be attributed to being a new company only in its second showing here.
“Retailers have been holding off and hanging on by their knuckles, saying 'I'm not going to spend the money because I have no customers.' Now, they're actually starting to see traffic and thinking to themselves that they'd better refresh how their floor looks,” he said.
Bob Phillips, vice president of sales for Armen Living, described Vegas order-writing as “excellent. The quality of the buyers we see continues to get better every market.”
Imported leather upholstery was especially important to Western merchants, who use it as a value draw because it's landed on the West Coast and doesn't incur cross-country transportation costs.
Broyhill launched a leather import program with four groups of sofa, loveseat, chair and ottoman, set to hit the all-important retail sofa price of $1,199.
Two-thirds of Klaussner's upholstery introductions were imported leather, value-packed at prices ranging from $275 F.O.B. China for an all-leather sofa to $450 for down-filled, eight-way construction.
Lifestyle Solutions also got strong reception to a leather import collection launched here, with buyers paying special attention to a three-piece group — sofa, loveseat and recliner — that could retail for $1,799, according to Les Herman, senior vice president of sales and merchandising.
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