Upholstery producers remain optimistic
But some worry global turmoil could dampen buyers' moods
Gary Evans -- Furniture Today, April 28, 2011
HIGH POINT — The earthquake and tsunami in Japan, the attack on Libya and escalating oil prices have clouded prospects for this week's market here for stationary upholstery makers and other home furnishings suppliers.
"My expectations were very high before all the turmoil that's going on in the world," said Jerry Marlin, vice president of merchandising for upholstery manufacturer Prime Designs.
"I'm still optimistic," he said, but "very cautious" about what effects the new global problems might have on the economic recovery, which he described as going "very nicely" before all the catastrophes.
"I think the consumer is a little nervous right now, and they can pull back (from spending) in a hurry. There's a lot of fear out there. I hope it's going to be a short-term pullback but I don't really know," said Marlin.
Stationary vendors have cause to be optimistic, barring situations beyond their control. Incoming orders have 
Safavieh’s Orson chair is one of many new occasional and accent chairs debuting at market. Vendors say they’re hot sellers.
been strengthening incrementally and more importantly the gains have been sustained - unlike before the October market, when business was so volatile it made planning impossible.
This year, manufacturers have slowly been returning to full work weeks and even adding a few new employees to handle the increased work flow.
That increase is what's prompting Edward Guerrero, president of Los Angeles- based Patagonia Trading Co., to return to High Point after a few markets away.
"I think business is getting better so it was time for us to show our face to our customer base, which is East Coast, the Midwest, and the South," said Guerrero, whose company makes upholstery in the upper middle price points.
"Our business, thank god, knock on wood, has seen considerable improvement for the last three months. We tried to do Vegas in August but it didn't work out. We didn't get the level of business we were getting (previously) in High Point so we made a decision to come back," he said.
While the stationary business is improving, some areas seem to be capturing consumers' attention better than others.
Small-scale upholstery continues to strengthen, which might explain why virtually every company is adding more of it. Occasional and accent chairs also are fast growers, which some producers think may be a sign of consumers getting their toes wet before plunging into larger purchases.
Chair sales have been a surprising boost for Paladin, a mid-priced producer that is bolstering its offerings in the category this market, adding some masculine English pub and English country designs to balance out the more feminine French laundry look of its last market European country category, according to Jeff Ringwald, vice president of sales.
"I've been traveling a lot in the last four weeks and in general, I find that retailers are a little more optimistic," he said.
"Their business has been better since the first of the year. With the weakness in the Las Vegas Market, I'm thinking there are a lot of people who haven't been to High Point in a while, especially from the West, who are going to be making the trip to North Carolina. So I'm hoping with that and the improved retail out there that it's going to be a better market," said Ringwald.
"We don't expect anything substantially different from the last couple of markets," said Tom Jordan, president of high-end upholstery producer Michael Thomas.
He described residential sales "as a little pokey" and added that the contract and senior living categories are recovering faster.
Like any number of companies showing in High Point, Michael Thomas will unveil significant introductions. Jordan said a new program called Selections is "a very elaborate" design-it-yourself collection "with probably more real options" than most collections.
That includes more types of back pillows, more kinds of backs, three sleepers, different types of T-fronts, three heights of skirts, six legs and a host of other options - all in the upper price points.
Stickley is adding 30 frames, 100 new fabrics and 37 leathers to its upholstery line, along with additions in upholstery to its Coronado, Finger Lake and Tamarack collections.
"I think we're going to have a very good market," said Ron Sock, president of Craftsman Leather by Stickley, who heads the effort.
"Our dealers are doing well. We had a Presidents Day event that was probably the best we've ever had. Our business is good right now," he said, saying the company has the advantages of being family-owned and well funded. "Our dealers have confidence in us that we're going to do what we say we're going to do."
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