Joan Gunin
AT THE MARKET — Leather upholstery resources showing here this week have been buoyed by the level of traffic, but say


the best is yet to come as they await the opening of Building B in January and the increased business it will bring.

“The indications are that January is going to be pivotal for the Las Vegas market,” said Lee Faustch, vice president of residential upholstery for Flexsteel.

Customers east of the Rockies have decided to attend this market mostly in the winter because of its more comfortable temperatures, he said. This coming January, the novelty of Building B will add excitement, he said.

Importing allows Wynwood sharp pricing, but “we’re not looking to have the cheapest product,” said Marc Abrams, vice president of sales. The company is focusing equally on pricing, service and style.

Emerald Home Furnishings has six new bedroom groups in an effort to keep growth going. Sales were up 26% in 2012, but the company has only managed a 15% gain so far this year because of softer retail sales, said Tim Lott, national sales manager.

Fairmont Designs also is up by double digits this year in case goods, according to Vice President Ken Fonville. He said that should continue in the second half thanks to orders and commitments received here.

Fonville said some majors looked the product over in High Point, but didn’t decide to buy until this show.

Fairmont’s parent company has bought land near its case goods and upholstery plants in China for a consolidated warehouse and distribution center, he added. He said the facility will allow the company to ship a container with goods from both plants. Right now, about 40% of sales come from direct containers, but the company expects this blended shipping to boost that amount.

Davis International also utilizes offshore storage, since it sources from factories that offer warehousing. That allows the goods to be on the water in seven to 14 business days, said John Richardson, one of Davis’ regional sales managers.

The company also has a 1 million-square-foot distribution center in Mississippi. The quick shipping from either location is drawing interest in the company’s temporary space at the Sands Expo, he said.