Market starts brisk, both in weather and interest
High Point exhibitors say traffic even at best, but buyers eager
Larry Thomas -- Furniture Today, April 8, 2008
AT THE MARKET — With a north wind delivering wintry temperatures, the spring market got off to a brisk start Monday amidst the toughest business conditions in recent memory.
Many exhibitors said traffic was, at best, even with last year’s spring market. But they said buyers were eager to see new products and develop programs that could stimulate retail traffic.
As is often the case, buyers from large national and regional chains appear to be shopping the market in force, but representatives from smaller stores weren’t as prevalent on the official opening day.
“I think a lot of the mid-size and small dealers are staying home,” said Ron Carpenter, vice president of marketing and business development at case goods and occasional resource Magnussen Home. “That’s not so much a reflection on High Point, but a reflection of the tough economy.”
However, Magnussen and many other exhibitors said buyers’ attitudes remain upbeat, despite the industry’s prolonged sales slump.
“Everybody really has a good attitude,” said Don Hunter, senior vice president of major accounts at motion upholstery specialist Catnapper. “They all like our new products and they are all buying.”
John Defalco, vice president of U.S. sales at Primo International, agreed. He said his company already has received “very good commitments” from major retailers who visited the showroom Saturday, Sunday and Monday.
“It’s not all gloom and doom,” Defalco said.
Many exhibitors said they were braced for negative reaction to price increases that most of them are implementing, but they say nearly every buyer is grudgingly accepting them with little or no comment.
“I haven’t heard it mentioned once,” Hunter said Monday afternoon. “And we’ve experienced great traffic throughout the day.”
Exhibitors who relocated or expanded their showrooms fared especially well Monday, with most reporting traffic significantly higher than last spring’s market.
“It seems quiet in the halls, but compared to our old showroom (in Center Point), our traffic is great,” said Bob Lephart, vice president of sales and marketing at Sunrise Home Furnishings.
Sunrise, who moved to new quarters in the Main Wing of the International Home Furnishings Center, had especially good feedback on a new line of occasional tables that match its existing entertainment centers, Lephart said.
Kelly Smith, national sales manager at casual dining specialist Ligo Products, said the company’s new showroom on the first floor of National Furniture Mart is helping drive traffic. Thanks to the increased visibility, the company saw 45 dealers on Sunday — up from the typical 15 that came in the day before opening day in the former space. Through lunchtime on Monday, it saw 55 dealers, compared with less than 20 at previous markets.
“We’re excited and pleased thus far,” Smith said.
Several other exhibitors also reported good traffic on Sunday. Bedroom manufacturer Vaughan-Bassett held its sales meeting Sunday morning, then opened the showroom for the rest of the day. In those few hours, more than 30 retailers walked through.
Ligna USA, a direct-container case goods importer, was pleased to have two major dealers place orders on Sunday, giving a nice jump-start to the week.
Staff Writer Jeff Linville and Associate Editor Thomas Russell contributed to this story.
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