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Better than expected

High Point traffic decent, buyers upbeat

By Larry Thomas -- Furniture Today, April 20, 2008

High Point — As their fears of a downbeat market failed to materialize, exhibitors let out a proverbial sigh of relief as the semiannual event concluded.

Hardly anyone claimed to have set an attendance record, but most exhibitors said showroom traffic was roughly even with last spring's market. And perhaps more surprisingly, most buyers were said to be upbeat about business, despite a prolonged sales slump that has claimed numerous casualties in the retailing and manufacturing sectors.

"It was a very positive show," said Joanna Easter, general manager of Showplace and several other downtown showroom buildings. "I don't think I anticipated that."

Tom Lindh, president and CEO of the International Home Furnishings Center, said traffic and order-writing in the building, High Point's largest showroom complex, were the strongest in two years.

"Despite continuing reports of challenging economic conditions, including turmoil in the housing sector, many IHFC exhibitors told us they were pleasantly surprised by retailers' enthusiasm and with the scope and depth of orders they're taking home from High Point," Lindh said.

Preliminary attendance figures weren't available from the High Point Market Authority last week, but officials said that based on advance registrations, the figure should slightly exceed the spring 2007 show.

"The marketing effort ... is worlds apart from where it was just a couple of years ago," said Market Authority President Brian Casey. "It's really paying off."

Art DeFehr, president of Palliser and owner of the 220 Elm showroom building, said traffic was slightly ahead of last spring and that product commitments and order-writing appeared to be strong.

"We were satisfied with the quality of visits, (but) West Coast traffic remains weaker that we would like it to be," DeFehr said.

Case goods and upholstery major AICO also had a slight jump in attendance but won't get an accurate reading on business until a deadline passes for the sales staff to get its orders in, said President Larry Rinaldi.

"I think the results are satisfactory," said Rinaldi. "Besides furniture, we also had top-of-the-bed products and rugs that were endorsed by a lot of buyers. There's really no way to measure dollars and cents because (buyers) don't write orders at market."

He said the company did receive commitments from some major dealers to floor whole collections of bedroom, dining room and upholstery, and there also were buyers in the showroom from countries in the Middle East, which have strong economies.

Rinaldi said he thinks the long decline in the U.S. economy has "pretty much bottomed out" but said the recovery will be slow.

Officials at Magnussen Home, meanwhile, said attendance was down from last April but that the company had a strong order-writing market. With five new case goods groups, it had a 35% increase in written orders, said Kelly Magnussen, eastern regional sales manager.

"It was very satisfying," Magnussen said. "We came out with a lot of new product and did well with it. People who were here were looking to buy things if they saw what they wanted."

Attitudes upbeat at Powell Co., where President Bill Benton said showroom traffic was at least 20% ahead of last spring.

"Casual dining and youth were especially strong, but we had increases across all our product categories," Benton said.

Mark Smith, president of case goods importer Emerson et Cie, said traffic in his company's Hamilton-Wrenn showroom was slow early in market week, but picked up at the end of the week.

"It was flat order-wise compared to last April, and that was the best market we ever had," Smith said. "Equaling a record market for us is a good sign, especially now. We were pleased with those numbers given the state of the economy and the furniture industry in general."

Cary Benson, president of leather upholstery resource Natuzzi Americas agreed, noting that his company secured many new retail placements at market.

"We had an aggressive goal for gaining new floor placements, and thanks to great product and our talented sales team, we exceeded our goal by 29%," Benson said.

Acknowledgements
Associate Editor Thomas Russell, Leather Editor Joan Gunin, Senior Editor Gary Evans and Staff Writer Jeff Linville contributed to this story.

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