Occasional sources succeed with eye-catching features
By Heath E. Combs -- Furniture Today, November 3, 2008
HIGH POINT — Looks designed to grab attention were the keys to success for occasional furniture sources at the High Point Market.
Eye-catching features ranged from nailhead accents to flashy trims.
Hooker Furniture's biggest occasional hit was its Coco table, according to Kim Shaver, vice president of marketing communications. The table features tops made from light coconut shells punched into beads, then laminated in poly-resin.
“It just emanates smart design that is unusual and one of a kind,” Shaver said.
A new merchandising program at Hooker also proved popular with retailers. The company is offering in-stock upholstered chairs placed around and stacked on a 60-inch square glass table, allowing consumers to mix and match styles.
Pulaski said it received a good response to occasional pieces featuring more sophisticated, less conservative looks.
“I think our customers are realizing that if you step up, you grab the customer. You've got to grab her,” said Dallas George, vice president of accent development for Pulaski.
Ultimate Accents did well with tables in the company's flashy Bling collection.
“The biggest thing we thought, and that retailers confirmed, was that they don't want another merlot bed to microfiber sofa. They want something that will help sell the floor better,” said Ray Steele, vice president of sales.
Universal launched a Creative Home Accents program with 10 table groups, all of which have functional features. Transitional styles did well, said Jeff Stone, vice president of merchandising, as did dark merlot and rustic finishes. The accents program features tables out of Indonesia, Vietnam and China, with a variety of looks and materials.
“I think more than anything retailers wanted to see Universal have a program put together that was well thought out and still have that value there,” Stone said.
Magnussen Home Furnishings tailored several of its occasional intros for use with motion upholstery. Several pieces, for example, feature 360-degree swiveling bases on lift-top tables. Another notable introduction was a group of occasional tables featuring butterfly leaf extensions.
“Tables didn't use to do much more than hold a lamp. Now they do cool stuff,” said Don Essenberg, executive vice president.
Broyhill also helped occasional get in the swing with motion upholstery by placing casters on several items.
At Bernhardt, the occasional category did well with contemporary and transitional items. The company's Pinella collection was a hit and featured 11 SKUs in an exotic zebra wood veneer and coppery hardware.
The company also did well with Soho, a modern set with 23 SKUs made from an eclectic mix of materials including white enameled lacquer, black painted glass, brushed aluminum, stainless steel and natural walnut panels.
Bernhardt's Lee collection, offering transitional styles with European cork and hand hammered copper accents, also was a good seller.
“As for general business, our market was good,” said Heather Eidenmiller, director of brand development. “We had decent traffic and dealers were writing orders.”
