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High Point Market Authority's New Chief Shares to-do List

Tom Conley -- Furniture Today, August 25, 2011

HIGH POINT - Tom Conley, who starts work today as the new president and CEO of the High Point Market Authority, says that building relationships and learning the home furnishings industry's nuances are high on his to-do list.
After an extensive search, the Market Authority chose Conley to succeed Brian Casey, who had led the High Point agency for five years before stepping down earlier this year to become general manager of the Cleveland Medical Mart and Convention Center.
Conley is a veteran of the trade show arena who most recently was president of Chicago-based TPC & Associates. Prior to running his own company, Conley held executive positions with associations representing other consumer products.

"I really do not consider myself that much of an (industry) outsider. I need to understand the nuances of the business. But that should not be a big problem."
Tom Conley, High Point Market Authority

     He spoke with Furniture/ Today's editor in chief, Ray Allegrezza, about his past responsibilities and how they have prepared him as he takes the helm in High Point.
     FT: Tell me a bit about TPC & Associates, which you launched in 2009. What was the company all about and what kind of services did you provide?
     Conley: We focused on associations who needed marketing help, associations who needed operations assistance at McCormick Place, and project consulting for McCormick Place and other trade show vendors.
     FT: Similarly, tell me a bit about your tenure as president of the Toy Industry Assn., Steel Service Center, International Travel Management Partners and the National Housewares Manufacturers Assn.
     Conley: With each of the associations I was brought in as a change agent. Each group wanted to move to the next level and a change of presidents afforded the board that opportunity. Strategic planning, research and listening to the industry were significant pieces of the program, which allowed each association to meet or exceed the annual goals. With ITMP, I was hired to start a new division of a convention and trade show service company. We preregistered attendees in addition to making their hotel reservations and often their airline reservations.
     FT: Having reported on the housewares industry, I remember you being responsible for implementing new processes and procedures that made that venue better. Can you tell me about those enhancements - and also tell me about steps you may have taken at your previous posts to make those environments smoother and or more productive?
     Conley: As I mentioned above, it was important to reach out to all stakeholders and listen to their concerns. We then had to educate the industry about what we learned so that there was clear understanding of the strong rationale for the changes we embarked upon. Finally, we had to implement with the most professional and transparent approach we could take. In two and a half years we canceled one of two shows, re-categorized our remaining show, opened two international sales and service offices (England and Hong Kong), opened a new building at McCormick Place, and installed a new computer system at our office.
     FT: What were some of the things you learned at each of the companies you were with and what lesson do you think may be transferrable to the home furnishings arena?
     Conley: Every position has prepared me for High Point. In particular, the toy industry has helped with better understanding global sourcing, showrooms and convention centers, seasonal businesses, and big box and independent retailers. The housewares industry helped to focus fashion, design and color trends on home goods, big manufacturers and smaller manufacturers, importers and domestic manufacturers, and the evolution of retailing. Both associations helped me to focus on the relationship with governments of all levels, international trade, customs, currencies, credit and consumer public relations.
     FT: What advantages do you have coming in from "outside" the industry? Any disadvantages?
    Conley: I really do not consider myself that much of an outsider. I need to understand the nuances of the business. But that should not be a big problem. More problematic is getting to know the people and the relationships. That will take some time. But I will work hard to meet that goal. I consider myself a business person. My skill sets revolve around good organizational and business practices. I also think of myself as a market maker. My successes have been to guide existing markets or trade shows to better reflect the realities or opportunities of the day. I have started shows based on market needs. In short, I want to help all the stakeholders involved with High Point and our two furniture markets to be successful.
     FT: What's your take on the recent acquisition of High Point's International Home Furnishings Center, Market Square and Showplace by International Market Centers? Obviously, this new arrangement was not something Brian had to think much about.
     Conley: It is difficult for me to comment on that. The property ownership in High Point has contracted. Contraction of business as well as real estate has occurred all over the world. Obviously, the fact that IMC is in both Las Vegas and High Point has made for ample speculation and comment. All I know, right now, is that we have one very large owner/manager, and many other owners/ managers of various sizes. We expect to partner with all of them to help the markets grow and improve.
     FT: Knowing what you know about what's going on with unemployment, housing, consumer confidence and credit issues, what's your outlook (near- and long-term) for the home furnishings sector?
     Conley: I have strong feelings about all of those issues. However, some of those feelings are political and as such will remain private. I will say that we need strong growth in the jobs area for all of the above areas to see improvement. Short term, it seems that the very high end and the low to middle low end of the home furnishings sector will continue to chug along. But the rising tide of low unemployment will lift the entire sector.
     FT: What are some of the inherent characteristics of furniture, bedding, home accents and related home goods that will help you keep High Point as the furniture capital of the world?
     Conley: High Point has a rich tradition of being the furniture capital of the world. I would not want to change that for anything. However, at one time that phrase meant American-made case goods. Obviously, that is no longer the case. In fact, my first trip to a market occurred when I was with the housewares industry. We were trying to prevent the RTA (ready-to-assemble) furniture companies from leaving the housewares show and coming to High Point. So, for me, we must keep expanding on the tradition and on the definition. That allows more buyers from the same retail chain to attend as well as new buyers from other retailers. We must embrace the influences of fashion, design and color from a global perspective. That will allows us to represent all the trends to a global audience. This seasonal excitement can bring great rewards for everyone.
     FT: I realize that this is your first day on the job, but what will your immediate priorities be?
     Conley: I want to do an assessment of the entire situation. I want to meet as many people as I can. In short, I want to take as much information in as possible. Then, we can begin to make suggestions and recommendations after the October market.
     FT: This is more of a personal question, but who buys the furniture and accessories at the Conley home?
     Conley: My wife, Pat, is a home stager and a designer. She has worked for a U.S. home goods retailer for the past eight years. She has a great eye. And while she will ask me my opinion, my contributions are minimal.

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