Quick-ship programs boost case goods
Exhibitors step up offerings
Thomas Russell -- Furniture Today, August 3, 2011
AT THE MARKET — Case goods vendors here are promoting programs and initiatives that make it easier to get product to retailers more quickly and that continue to lessen the need to carry excess inventory.
Retailers here this week are responding with commitments and orders on new and existing product available for quick ship.
 SLF’s Cityscape bedroom is made with primavera veneers in a nutmeg finish. It features this panel bed with a baseball-stitched padded leather headboard and decorative nail head trim. |
A.R.T. Furniture's new Intrigue collection, for example, was ordered to go into production prior to market and ships in October. The transitional 35-piece collection, which has three beds retailing from $799 to $1,099, received major placements, said Bill Sibbick, vice president of sales.
Dealers like the presentation of elm veneers in a cola finish as well as harlequin patterns on the backs of chairs that are repeated on custom hardware and on the door fronts of a buffet featuring a silk screen resembling linen, he said. They also like the availability of in-line items including an updated American traditional group in elm veneers launched in April.
"Right now it is critical to be able to complete a sale in a timely manner," Sibbick said.
Magnussen is having success with its new Connections program, which features four four-piece bedrooms priced from $1,299 to $1,499. Compared with typical pricing of $1,599 to $1,999 for similar groups, these represent opening price points for groups purchased one or two at a time out of the company's warehouse, said Richard Magnussen, president and CEO.
The groups ship in about 10 days from the time of order from the Vietnam factory where they are produced.
The company also is getting early interest and orders on its Next Generation program of youth and second bedrooms launched in High Point. Available now, these too ship in as little as 10 days from Vietnam and in as little as 24 hours from the company's domestic warehouse facilities in Riverside, Calif.
The quick availability also is encouraging dealers to buy other in-line groups they haven't yet ordered, Magnussen said.
"When you have a solution where they can buy just what they need, then our market share goes up every quarter," he said.
Standard Furniture is seeing dealer interest in a new updated traditional case goods collection called Kensington made with cherry veneers in a dark cherry finish. Featuring a formal leg table and four chairs retailing at $799 and a four-piece bedroom at $1,099, the group is drawing good dealer response with its traditional design elements.
The company also is seeing strong order writing activity on its new Mission-inspired Sonoma collection in oak veneers with a dark oak finish. Dealers like the variety of the offerings, which include a media chest, a server and three table options including a leg dining table, a round pedestal table and a round table with a wine storage base.
Dealers also are responding well to in-line goods now available from the company's Bay Minette, Ala., warehouse.
"It seems like people are trying to get their inventories in line, and we are trying to emphasize things that are in stock," said Sean Ros, Standard marketing director. "We've seen a pickup (in business) from that. When reps go into the stores, they hear, ‘What can I get in six weeks?', not ‘What can I get in six months?'"
In some cases, wood resources also are finding that dealers are willing to pay for groups at higher prices - if they offer a measurable value story. That's the case at case goods importer SLF, which has five new bedrooms from $1,999 to $2,499 for four pieces, representing the highest-priced bedroom in its line.
Among the value-added features in these groups are the use of fancy face cherry and white ash burl veneers, finished drawers, cast applications and shaped detailing in headboards, footboards and case pieces.
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