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Ray Allegrezza

Get head start in High Point

A number of years ago, when the dynamics of this business really started to change, Alan Cole, now president and CEO of Hooker Furniture Upholstery, was fond of observing that “the business is no longer about the big eating the little. Now, it’s all about the nimble eating the slow.”

Alan’s observations were right on the money.

In today’s world of instant gratification, speed to market has become a non-negotiable. Consumers, forced to get more done in less time, have little tolerance for retailers who don’t offer timely solutions.

Probably nowhere is this more obvious than when consumers shop online. The statistics indicate that if the shopper doesn’t quickly find what she is looking for on a Web site, she has clicked you off in a matter of a few minutes.

So, my unsolicited advice to retailers is this: Be ready when she shows up, either in your store or online. The same applies to suppliers showing new goods to retailers. Be focused, be ready and be right!

With the High Point Market right around the corner, premarket, set for Sept 15-16, could be a great opportunity for suppliers and retailers to make sure they have their respective ducks in a row.

Exhibitors at premarket get a chance to spend time garnering input and feedback about their introductions from their key retail customers.

And even with a good portion of case goods coming from Asia, suppliers participating at premarket say they still have enough time to tweak things such as hardware and finishes based on opinions of retailers shopping premarket.

Retailers attending this event can see actual product, kick the tires, share suggestions with suppliers and still have 30 days to determine if the lines presented will work on their selling floors.

The other benefit for retailers is that they also get a chance — away from the often frantic pace of market — to visit and network with other retailers.

Either way, exhibitors and retailers will each leave premarket better prepared for market.

And if the race these days is indeed more about speed than size, why wouldn’t you use any and every tool that could put you out in front of the pack?