More than 100 retailers in High Point as Premarket opens

Buyers preview new product for April market

Heath E. Combs and Ray Allegrezza -- Furniture Today, March 1, 2011

Vaughan Furniture is using Premarket to show retailers six new collections including Astoria Place, featuring hardwood solids, ash veneer and a floating bed, according to Taylor Vaughan, chairman, president and CEO.

HIGH POINT — Premarket sponsors were understandably pleased with opening-day traffic here Monday as the two-day event attracted buying executives from more than 100 top retailers.

Representatives from retailers including Art Van, Carl's Furniture, City Furniture, FMG, Jordan's, Linder's Furniture, Morris Home Furnishings and scores of others shopped the market for items to help them boost their businesses.

In addition to previewing goods that will be officially unveiled at the spring High Point Market, which opens April 2, retailers praised the venue for facilitating long-term strategy sessions with their key suppliers.

"This event is great because in addition to seeing new goods, you get to have peer-to-peer strategy discussions that help you build even better and deeper relationships with your suppliers," said Eric Foucrier, president of Linder's Furniture, a Top 100 company based in Garden Grove, Calif.

Larry Klaben, president and CEO of Dayton, Ohio-based Morris Furniture, also a Top 100 company, agreed, saying, "You get quality time with the company presidents to plan both long term and near term, which is helpful. Also, since market is early this year, Premarket is helping me plan my assortments, especially in the case of imports."

Eric Easter, president and CEO of Indianapolis-based Top 100 chain Kittle's, described the event as very exciting and said he was pleased to see "more creativity" in new here. He said Kittle's recent business has been good despite the tough winter weather, adding that the company has become "more aggressive and creative" with promotions.

"As a result, seeing more creative product helps retailers like us to move forward," Easter said.

Many companies are extending existing product lines or filling style voids with introductions they're previewing here. Among the major players, look for about one large collection per company when the market opens on April 2.

Popular case goods styles here include coastal cottage, southwest, Mediterranean, classic casual and traditional American. There's also a good sweep of gray painted groups, bronze tones on accent pieces, and light almond finishes. Some exhibitors also are featuring shagreen (faux sharkskin) on accent tables.

Bernhardt Residential President Alex Bernhardt Jr. said Monday that this would be the largest Premarket for the company yet, with 80 appointments, up about 8% from the last Premarket.

Ray Harm, senior vice president of sales for Hooker Furniture, said Premarket continues to be a "fruitful" event for the whole home supplier, with registrations up slightly.

Kincaid's traffic is about on par with its usual Premarket averages, said Tim Annas, vice president of merchandising. He said retailers are telling him they're doing a little better, but still face a tough environment for sales.

By midafternoon Monday, Hekman has seen about 12 dealers and normally sees about 25-30 dealers at the event, according to Dan Masters, president. He said he continues to be surprised by how early the company is able to get a jump start on market, a plus for the event. The company plans about 100 new SKUs for market and is showing a good portion of them here this week.

Kevin O'Connor, president and CEO of Samson Marketing, whose brands include Universal, Legacy Classic and Craftmaster, said that four years into the newly revitalized Premarket, each event has grown in attendance. Sponsors continue to fund the event, which gives them one-on-one time with customers.

"It's been really a nice example of how 25 companies who really compete with each other do something for our mutual benefit," O'Connor said. "This thing has really grown into something of significance."