Share this on

Rug vendors cite energized, upbeat buyers

Ray Allegrezza -- Furniture Today, January 23, 2012

Capel’s Allen Robertson, left, and John Magee stand in front of The Capel Design Studio, a recently launched spaceefficient display that allows retailers to show samples of 50 best-selling rugs in a small footprint.ATLANTA - Rug exhibitors showing at last week's Atlanta Gift and Rug Market here played to a packed house of energized and upbeat buyers.
     Most retailers and designers reported coming off brisk fourthquarter sales and were shopping hard for new looks that could help sustain those increases into the first quarter and beyond.
     "Opening day here was terrific and up significantly over the same time last January," said C. Allen Robertson, vice president of sales for Capel Rugs. He also said that early in the show, Capel was writing orders with 75% of its appointments.
     According to John Magee, Capel's president, "I had a sense the show was going to be a hit because our sense was that the retailers' business was getting better and that was confirmed a few months prior to the show as we began receiving lots of calls fro Steven Steven, left, Amir and Cyrus Loloi of Loloi Rugs came to the Atlanta market armed with fresh looks that the company sources globally.m customers asking us what new items we would have here."
     Magee said the company made a big push six months ago with transitional looks. "And they've now become very strong sellers for us," he said.
     Capel continues to do well with its line of licensed products from HGTV star Genevieve Gorder as well as those from Kevin O'Brien, the Biltmore collection and others.
     Reflecting both consumer and retail needs, Magee said the company's new catalog spotlights value, style and innovation.
     To help dealers maximize sales in the category, Capel recently launched the Capel Design Studio, a space-efficient display that allows retailers to show 18-inch by 18-inch samples of 50 bestselling rugs. "Consumers are shopping and as they come into the stores, it is essential that retailers welcome them in with exciting and fresh new looks," McGee said.
     Fashion-forward new designs were also high on the radar in the Loloi Rugs showroom in Atlanta. Steven Loloi, whose family owns the company, said he and his father, Amir, and brother, Cyrus, have been, "scouring tIn addition to introducing a host of new rugs, Surya’s Satya Tiwari provided retailers with a spaceefficient way to show the color options for each rug.he globe for hot new looks."
     At market, the family was busy showing buyers new rugs featuring loop pile, cut piles and flat weaves that, according to Loloi, focused on fashionable and fun looks.
     "We've really turned up the spotlight not only on fashion-forward rugs but on products that offer real values and allow our customers to make money," Loloi said. Pointing to the crowded showroom, he added, "And that seems to be resonating with our customers."
     Satya Tiwari, president of rug source Surya, was also upbeat about what he was seeing from the show. "There is a lot of energy here and I think most retailers have realized that the economy is what it is, and are making the best of it and moving forward," he said.
     Tiwari said Surya's business is up 40%. He attributes that success to the fact that he is listening to his retailers, is continuing to upgrade his levels of service and training to them, and is constantly working on ways to allow them to stock less while selling more.
     At the last market, he helped dealers manage their selling space by introducing the Design Center, a new merchandising aid. Consumers can look at 275 rug samples in a compact footprint.
     "Selling rugs is not different than selling other products," Tiwari said. "As a supplier, my job is to remove my customer's obstacles while at the same time, creating an incentive for the retailer to sell my line."
     That, he added, is where the ongoing training and service come into play.
     "A rug, like a tie, is an accessory. I know in my case, I buy my suit from the salesperson that spends the time with me helping me pick out the right ties that go with the suit," Tiwari said. "It's the same thing with rugs."

Share this on

Also by Ray Allegrezza

Featured Company

Wright Labels

Bill and Tom Wright founded Wright of Thomasville in 1961 on the idea that printing was a creative medium and the belief that "a promise made is a promise kept." The Wright brothers focused their attention on providing exceptional printing for the... more