Casual dining sources generate sales with extras
By Heath E. Combs -- Furniture Today, May 3, 2010
HIGH POINT —
Casual dining sources reported better business at the High Point Market, especially for products that offered a little something extra to generate sales.
That included anything from wine storage to slate inserts in tops, utensil storage in tables, self-storing leaves or unique looks, several suppliers reported.
Dan Angus, senior vice president of sales and marketing for Ligo, said the company did well with some product at higher price points, including five-piece sets for about $999, and with counter height and double butterfly leaf tables.
Angus said that while suppliers dipped a toe in lighter looks, black and cherry continued to be hot colors in the category. Ligo will likely develop more casual dining at upcoming markets to focus on fresh looks, since business trends are positive and there is a glut of some styles in the category, he said.
“Everybody that we sell has been excited about the increase in business,” Angus said. “I think the bottom is over.”
Dean Banks, director of sales and marketing for A-America, said a good starting retail price point range for casual dining was $499 to $599. The company also did well with better five-piece, solid-wood sets from $1,499 to $2,499.
A-America's new Plantation House Dining, with its planked reclaimed look, textured woods and glazed wax finish, drew solid attention.
Also popular with dealers was the De Soto collection with ceramic tile inserts in the top. “Rubberwood is out there everywhere,” Banks said. “Everybody does it, so you better do something different.”
Dealers still trended toward darker finishes, he said. “Everyone is still asking for light, but dark is selling. The reality is in the numbers,” he said.
Canadel opened about 20 new accounts, and company officials said retailers were ready to buy.
“We wrote a lot of business this market. We don't always write a lot at market but we did this time,” said Bob Kelly, president of sales. “It wasn't just good new product. They recognized that our business over the last few years has helped retailers find a balance between domestic and imported product.”
Darren York, vice president of product development for LaquerCraft USA, said the company's 10 new sets in its Everyday Family Dining program were well received. Five-piece sets retail from $599 to $799. Business appeared to be improving at retail, he said.
Dave Shock, national sales manager for Cramco, said showroom traffic surged this market.
“Most people came out of a strong first quarter. People need goods. Several went through their inventory in tax season,” he said.
Shock said collections that could be shipped immediately did well in High Point. The company received steady attention for five-piece sets ranging from $199 to $399 retail, including models with faux marble, granite or laminate tops, he said.
The company focused on strengthening casual contemporary wood introductions and also added to its glass contemporary style offerings, Shock said.
“More retailers are coming in and saying they have open to buy. We've written more container business and sold orders than usual for a High Point Market. I think there's a need for restocking and new looks if nothing else,” he said.
Bryan Sprinkles, sales and marketing manager at John Thomas Furniture, said most of the company's retailers reported a good first quarter.
Retailers continued to place more emphasis on pieces that help consumers better utilize spaces in their homes, Sprinkles said.
“Space is more important than ever,” he said. “The growth of smaller-space living is calling retailers to have a better assortment of smaller-scaled furnishings. Our Dining Essentials Collection has been extremely popular this market even though the collection itself isn't new.”
Jofran CEO Bob Roy said dealers were more upbeat this market. And they liked product that could be shipped soon, he said.
“They obviously need merchandise,” Roy said.
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