Casual dining sources see consistent activity
By Heath E. Combs -- Furniture Today, August 4, 2008
Las Vegas — The definition of good traffic for casual dining sources from last week's market could be summed up in a word: consistent.
New product was frequently cited as the key driver of traffic.
Coaster's showroom was abuzz, even on Wednesday as traffic slowed to a fizzle for many. The company introduced 15 new groups in casual dining and showed more than 60. Officials at the company also reiterated the importance of having items in stock.
"We always hear, 'They never have it in stock.' They have to get the goods but the supplier never has it in stock," Bruce Huggins, director of product development for Coaster.
To drive traffic to a new Building C showroom in the World Market Center, Coaster also offered 30% discounts on floor samples and specials based on how much customers spent.
Tom Underhill, CEO of Tradewins, said traffic was slow in Building C Monday morning but picked up later. The company's Wine Press casual dining introduction, with a dark, red dye on birch stain, was well received by retailers, he said.
Tradewins moved to the new Building C this market and, like many vendors, was able to show more of its line in a new, larger showroom, Underhill said.
The A-America showroom in Building A was consistently busy, said Crystal Nguyen, director of product development. The solid-wood source offered iPod Shuffle prizes and fuel surcharge discounts for certain groups, which sometimes equaled a savings of up to 3%, she said.
A-America also introduced its biggest mix of product ever with 10 new groups, which retailers liked, she said.
"At this kind of market, it's about product," Nguyen said.
The soft rollout of a new custom casual dining program for occasional cabinet maker Philip Reinisch went over well with dealers, said David A. Urbanick, vice president of merchandise and marketing.
The collection, featuring four styles and five colors, will be featured more prominently in High Point in October.
Powell also had success with a new custom color dining program, said President Bill Benton. The program offered two dining sets with kitchen islands, carts and accents.
"Coming in, I think there was an expectation that most suppliers would be conservative. We wanted to help dealers differentiate. They key thing is good, fresh, clean looks," Benton said.
At Jofran, President Joff Roy said customers looked for efficiencies and ways to keep inventory low. The company showed 15 new sets, including items in monkey pod wood.
"We'll cut every set we introduced," Roy said.
He added that the company also is adding a warehouse in Seattle.
"There's a terrific independent customer base in the Northwest," he said.
Smaller-scaled casual dining offerings and rush barstools did well for solid-wood specialist Intercon, said Kristen Maul, marketing director. Las Vegas serves as the company's introduction market.
The company showed its Vietnam product in a second showroom to help retailers differentiate items when ordering, she said.
New-product efforts pay off in casual dining
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