High Point's premarket makes progress

About 60 exhibitors, 140 buyers attend

Heath Combs -- Furniture Today, September 19, 2008

HIGH POINT — Premarket, held here Sept. 15-16, continued its rebound from its low point two years ago, when it was suffering from low attendance and a lack of actual product on display.

Pat Levin, left, and Richard Levin, both of Ware-House Furniture, Newburgh, N.Y.; and Lark Shirley-Stevens, Furniture First, Harrisburg, Pa.

Ed Grund, left, A.R.T. Furniture, and Bob Price, Art Van Furniture, Warren, Mich., at a premarket reception for buyers.

Joel Huseby, left, Becker Furniture World, Becker, Minn.; Vince Calamusa and Tom Olinde, both of Olinde’s Furniture, Baton Rouge, La.; and Gary Woodham, Colfax Furniture, Greensboro, N.C.

Ralph Scozzafava, left, Furniture Brands International, and Alex Bernhardt III, Bernhardt.

Officials said the event - a jump-start held weeks before the High Point Market opens Oct. 20 - drew more than 60 exhibitors and an estimated 140 buyers.

Twenty-two of the exhibitors acted as sponsors for the event, contributing funds to cover expenses such as food and lodging for retailers who attended.

Premarket, during which retailers offer feedback on new product, gained new life last fall as a group of suppliers began sponsoring the event.

"It's significantly different than four or five years ago," said Bob Price, vice president of merchandising for Warren, Mich.-based retailer Art Van. "We see much more final product in the very last stage and more actual product." "We get to spend a reasonable amount of time with each supplier," he added. "I consider it a big plus in how we bring product to the store."

Brian Casey, president of the High Point Market Authority, said about 140 buyers attended the event, which he said was a record number. "The feedback we received from exhibitors and customers was very strong. People enjoy it," he said.

Officials at exhibitor Vaughan-Bassett said the company saw more dealers than at the previous two premarkets. It also received orders and commitments for its latest Alexander Julian bedroom introductions and expects to begin production this fall, which could have the groups hitting retail floors by the end of the year.

Stanley saw about 45 dealers compared to about 30 in March. It has been receiving orders on its new Coastal Living by Stanley Furniture collection since it first appeared on its Web site on Aug. 26.

The order writing continued at premarket, said Glenn Prillaman, senior vice president of marketing and sales. Normally, the company normally just gets verbal commitments during those two days, Prillaman added.
Hooker received a strong early response on its 70-piece traditional European style Beladora collection, which is expected to hit retail floors starting in January.

"There is still demand for this elegant look out there," said Hank Long, Hooker's senior vice president of merchandising and design.

Bedroom and upholstery specialist Largo made an effort to get product to the showroom early and saw about 20 dealers, all of whom wrote orders or made commitments, said Lisa Hurley, creative director and showroom manager for the company.

Keely Rhodes, president of sales for bedroom specialist Lee Furniture, echoed a sentiment shared by many exhibitors at premarket - some retailers were looking to replace slow-shipping vendors.
"They were looking to possibly replace items they may or may not be getting," he said.

Case goods sources Legacy Classic and Universal Furniture saw more than 50 customers during the event, said Kevin O'Connor, one of the event's main organizers and president and CEO of Samson Marketing.
Occasional and case goods source Hammary made one of its goals for premarket to be as near market-ready as possible.

"I'd say we were about 90% market ready," said Randy Huff, vice president of merchandising and national accounts.

Associate Editor Thomas Russell contributed to this report.