Case goods, accents mix well
Thomas Russell -- Furniture Today, October 29, 2012
HIGH POINT - Case goods resources received high marks for their ability to mix bedroom and dining room with accent furniture and upholstery at market, in a way that helped sell new product and gave dealers ideas on how to mix the categories on their floors.
Drexel Heritage had one of the more dramatic examples in inline groups and intros such as Viage, whose bedroom and formal dining pieces were shown with accent furniture and upholstery. Viage also was shown in three settings that highlight a host of traditional European design influences and also incorporate California West Coast, Tuscan, mountain lodge and Southwest looks.
The company said dealers liked the eclectic mix of styles in products ranging from panel beds with leather inset panels to a European farmhouse style leg table shown with various chairs and an upholstered bench.
Also attracting interest was Drexel's range of 50 wood and paint finishes. One customer reportedly disliked a wood panel bed she saw in one finish, but committed to it in a different finish and with a leather panel.
"It's a different kind of presentation and a different kind of selling," said Chip Stewart, vice president of sales.
Kincaid Furniture reported it did well with European Villa, an 18-SKU solid alder bedroom with Louis Philippe and Old World design influences. With four-piece bedrooms retailing at $4,500, the collection has three beds and options including eight hardware styles and three finishes.
Point of purchase materials showcased the options available. They can also be viewed on a computer kiosk available for Kincaid Shoppe galleries.
Emerald Home Furnishings had its best market in recent years thanks to the expansion of its case goods lineup with five new collections, officials said. Dealers liked the mix of Rustic Americana, Old World European, American traditional and contemporary/transitional design influences of the groups.
"We have never had a show with so many placements on every group," said company President David Beckmann.
Caracole, which had its largest contemporary wood product offering since the launch of the brand in 2009, also received strong response to its 71 new wood pieces, which were seen alongside upholstery and accent pieces. Dealers also liked various mixed media elements, including white bone inlays, brushed silver and black metals, white glass, stacked glass and clear Lucite.
Companies such as Broyhil l, Bernhardt and Magnussen Home also showcased sofas and chairs near bedroom settings, reflecting the growing placement of such pieces in today's spacious master bedrooms.
The strong reaction to the displays occurred despite some mixed reviews on traffic. While some sources reported increases, a number said their traffic was down in the double digits. Magnussen, for example saw a 15% drop in traffic compared with last October, according to CEO Richard Magnussen. However, he said written orders were up 49%.
"I think the team did a great job presenting product that will retail," he said. The new groups include four-piece master bedrooms targeted to retail from $1,499 to $1,699. "We were very pleased. This is one of the best batting averages we have seen at market."
Folio 21, which launched 12 new bedrooms retailing mostly from $1,099 to $1,999 for four pieces and four new dining rooms priced from $899 to $1,299 for five-piece sets, also reported a high batting average. Seven of its bedrooms and three of the four dining rooms are already in production, said Sean Slack, executive vice president of merchandising.
He said dealers liked the scale of the groups as well as the price points and quality of the finishes.
At the high end, companies including E.J. Victor, Maitland-Smith and Henredon also received good response at market.
Dealers liked the mid-century modern design of Henredon's Montaigne, which features an industrial-inspired double pedestal dining table made with cerused oak veneers, retailing around $8,000, and an upholstered leather bed that retails around $9,800.
The company also received strong response to contemporary and European traditional-influenced additions to its Acquisitions line, including a platform bed made with a solid quartered walnut base, targeted to retail at $8,000.
Companies with licensed collections also reported strong levels of commitments and orders, including American Drew with its new Jessica McClintock collection, Boutique, and Lexington Home Brands, which showcased its new Tommy Bahama indoor collection Ivory Key as well as its new outdoor line, Tommy Bahama Outdoor Living.
Dealers liked many aspects of Ivory Key, ranging from the white finish to the combination of Moroccan and Chippendale motifs and mixed media elements such as raffia inset panels on headboards and drawer fronts, officials said.
They also responded well to the outdoor lineup, which includes 160 SKUs of seating, sectionals, outdoor dining, bistro tables, bars and fire pits spread over seven lifestyle collections.